I remember my nan used to love Columbo.

Everytime I was around her house as a youngster Peter Falk would be on solving another murder case wearing that horrible overcoat!

I loved the way he used to play dumb to get further information from his suspects and you can learn a lesson or two from him to get further information from your prospects and clients too!

Columbo was far from Dumb!

Here’s how to use the Columbo sales strategy…

Now do you remember that he’d be questionning a suspect, the suspect would give him a reply that put him in the clear and then Columbo would agree with him and start to walk away. The camera would pan to the suspects face who would have that smug “I’ve got away with it look” and then Columbo would turn around, put his hand on his head and say:

“Oh, by the way. There’s just one more thing….”

And whammo, that question would rip open the suspect and expose their alibi.

Well, you should do something similar when faced with an objection over the phone.

Listen to the end of this call:

PROSPECT:
“Like I said earlier on in the call, I’m not interested”

YOU:
“Oh ok, John. Well thank you for listening anyhow.
I hope your programme is a success (Prospect is relieved that the call is ended and then…) Oh, by the way, just out of interest, when is your contract due to end with ABC John?”

PROSPECT:
“Next August”

YOU:
“Well good luck with everything John…”

Right. Now a lot of calls would have ended after the
initial: “Like I said before, we’re not interested”
stage.

But our Columbo fan lowered the defences of the prospect by saying they were going and then came in with:

“Oh, just one more thing…”

This technique will get you a lot of information.

You have to say it in such a way that it comes across as an after-thought though and that it’s unrehearsed.

But both you and I know that it’s completely planned…..just like Columbo’s responses!

Happy Selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone: 0800 849 6732

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As I’m writing this post, I’m also on the telephone (#22 in the queue) trying to get through to my doctors to set an appointment for my 3 year old daughter Holly.

What with swine flu, changes in temperatures etc I bet the phone is ringing off the hook.

But it got me thinking about how everyone is mad busy on a Monday and especially Monday mornings!

Now there has been a lot written about when are the best times to make cold calls and when to prospect.

My take?

Well, it’s going to differ from industry to industry but if I were you I’d be focussing on planning my week ahead and getting everything in order so you can start making calls from Monday afternoon onwards with no calls on Monday mornings.

So don’t make any calls on Monday mornings. Your prospects will be gossiping about the weekend and for those who are getting into their work will be far too busy and then start your plan of attack to them in the afternoon.

Give it a go and see if it’s the right approach for your industry.

Nothing ventured, nothing gained!

Happy selling

Sean

Sean McPheat
MTD Sales Blog

MTD Sales Training

Telephone: 0800 849 6732

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My biggest fault as a salesperson is when I oversell our services and products.

There you have it! I’m opening myself up to you!

I feel like I’m at confession! (Not that I’ve been to confession before I hasten to add! )

You see, I am so passionate about what we do and the results that we get for our clients that sometimes I oversell and talk too much when the deal is already done or is about to be made. It stems from my belief that I cannot understand why anyone would want to use any other sales training and business development provider other than MTD (That might sound arrogant to you but that’s how much I believe in what we do – do you feel the same about what you sell?)

These instances are getting fewer and fewer nowadays but I wanted to make you aware that bad habits can creep into everyones selling approach and that includes me too.

Sometimes you can get swept along with it all that you get so enthusiastic and passionate about helping your prospect that you do talk too much. Please note, I’m not saying that everyone that talks too much is passionate about what they sell and that’s the reason why they do talk so much! Some salespeople just do not know the questions to ask and think that by talking and talking that the prospect will not have a chance of throwing any objections into the ring because they wont have the chance to do so!

I’m very aware of when I’m talking too much now and I can reign myself back in when I feel I am going down that road and that is a key strength of mine too – self awareness.

So my takeaway action for you today is this:

Confess!

Confess and open up to yourself about your shortcomings and do something about it. Many salespeople oversell like I do on occassions and if you do then admit that fact and put processes, triggers and checkpoints in place so those times are highlighted and you know the symptoms, so you can do something about it.

Silence is golden at times and when in doubt I always revert back to the “Two ears, one mouth – use them in that proportion when you sell” approach.

Happy Selling

Sean
Sean McPheat
Managing Director

MTD Sales Blog
MTD Sales Training

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For me, no matter what you sell, a consultative selling approach will get the job done.

Here are my top 5 key tips to make sure that your selling interactions are more effective:

CONSULTATIVE SELLING TIP # 1
Have The Mindset Of A Doctor

I want you to take your salesperson’s hat off for a moment and instead put your doctors hat on.

Like with any doctors consultation they will ask you lots of questions before writing out a prescription – you need to use the same approach.

CONSULTATIVE SELLING TIP # 2
Find Out The Key Drivers For Change

In order of importance your buyers will take action more on:

1. PAIN
2. FEAR
3. PLEASURE

So while performing your doctor’s diagnosis bear this in mind. You’ll want to uncover the pain, the fears and the pleasures from your buyers.

Only then will they be “motivated” to take action.

CONSULTATIVE SELLING TIP # 3
Focus On Them And Not On Winning The Deal

If the need for the commission and sale is greater than your desire to help the buyer then this will show.

Come from the mindset that you are there to help them and get what’s best for them rather than doing everything you can to “win” the deal.

CONSULTATIVE SELLING TIP # 4
Don’t Be Afraid To Push Back

Sometimes, your buyers may not be open to what you are asking. They might be difficult to get on with and might be withholding information.

If they are like this then beware.

My experience tells me that they might have already made up their mind on who they are going with and are just using you for either:

1. Further education and ideas
2. A comparison
3. Company policy states they need to get quotes from 3 different vendors

Don’t be afraid to push back and walk away if it’s not right.

CONSULTATIVE SELLING TIP # 5
Appreciate Different Buyer Types

Don’t treat others as you’d like to be treated yourself.

Yes, that’s right!

Don’t treat others as you’d like to be treated yourself!

Instead, treat them as they would like to be treated!

Some of your buyers will be very analytical and detailed, others will not have a moment to spare.

How will you sell to these different personality types?

It’s not a one size fits all approach.

Some buyers will need facts and figures – the detail.

Other buyers will need a high level overview and the bottom line in a “no fluff” way.

————————————

Consultative selling done in the right way is a very powerful approach.

Keep the methodology simple and you won’t go far wrong.

If you remember nothing about it at all and your mind goes blank then just approach your sales interactions like a doctor would in meeting with a patient.

And remember…….

Prescription before diagnosis is malpractice!

Happy Selling

Sean

Sean McPheat
Managing Director
MTD Sales Blog

MTD Sales Training

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If you are not using this tool to spy on the competition and to conduct rapid research then you are missing out BIG TIME!

Happy spying!

Sean

Sean McPheat
The Sales Jedi
MTD Sales Blog

MTD Sales Training

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

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For those of you that know me really well, you’ll know that I am heavily into ESP.

No, it’s not some kind of weird and whacky mind trick selling philosophy!

Instead, it stands for:

Emotional
Selling
Proposition

Many products and services have USP’s but emotional selling propositions are ultimately those things that get the prospect to take action.

Emotion sells! (backed up with logic of course)

One way to create your own ESP’s is to really get into and understand the minds of your prospects and clients.

And to do this you need to understand their:

BELIEFS
FEELINGS
DESIRES

Please note that some of your target market will have strong feelings about the people who they do business with. Righly or wrongly. But you need to understand this.

For example, I recently heard about a story where a sales person was selling a course for IT helpdesk staff on how to communicate more effectively with their callers.

He was talking about “Understanding the caller”, “Questionning”, “Listening Skills” etc

But he was missing one fundamental thing.

The IT helpdesk staff didn’t really care about any of that.

Upon close examination of his target market he found out 3 important things.

Namely that:

* Most of the helpdesk staff thought their callers, in the main, were “thick” and called up with stupid support questions
and
* The IT helpdesk staff wanted to deal with the calls as quickly as possible and get them off the phone
and
* The IT helpdesk staff would rather muck about fixing PCs all day long than be on the phone

Armed with this he changed his approach to appeal to their emotions rather than the skills they needed.

He focused on positioning his course as the “Quick course to make even quicker calls” workshop. He positioned sales literature that these people were the experts and far more knowledgable and superior than their callers etc

You see, he played on the beliefs, the feelings and the emotions that his target market wanted to feel.

“Improved listening skills” SO WHAT?!!

“You’ll be able to get them off the phone in double quick time” NOW YOU’RE TALKING!

“They’ll never know as much as you, so I’ll show you ways to communicate with these people so they finally get it” NOW YOU’RE TALKING! They feel important and superior to their callers.

Some target markets have stronger beliefs, feelings and desires than others and I’m not saying that all IT helpdesk staff are like the example above. But for the target market that the sales person was focussing on, they were like that so he changed his approach.

In summary:

Before you craft out your Emotional Selling Propositions get to know your prospects and clients:

Beliefs
Feelings
Desires

Then, armed with these, position the way that you sell and how you sell in line with them.

Understanding your target market inside out is what seperates you from your rivals. If you can really tap into this then selling becomes a lot more easier.

Happy selling!

Sean

Sean McPheat
The Sales Jedi
MTD Sales Training

MTD Sales Blog
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Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

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I received a question from a new sales rep called Gemma the other day and she wanted something that she could pin up next to her computer at work that was very basic but would remind her what she needs to do to make a sale.

So I put a quick PDF 1-pager together for Gemma and you can also download it for free on this link here: SALES IN A NUTSHELL (click to download now)

Now I don’t know whether this will be too basic for you, but when it comes to selling it will sure focus your mind and keep you on track about what you should be doing!

Here’s the link again:
SALES IN A NUTSHELL (click to download now)

Happy selling!

Sean

Sean McPheat
Managing Director
MTD Sales Training

The MTD Sales Blog offers free sales tips, advice and sales techniques.

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Something nice and light for a Friday…

Whether it’s selling, marketing or getting your kids to do something – you need a call to action!

Unlike the writer of this advert for a COMEDY WRITER/TOUR MANAGER!

I’d love to reply to the job advert….but how!

Lesson – never forget your call to action!

Happy selling!

Sean

Sean McPheat
“The UK’s #1 Authority On Modern Day Selling”
MTD Sales Blog

MTD Sales Training

Telephone: 0800 849 6732

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…

I’ve said it before and I’ll say it again but those first few moments in ANY sales interaction will either set youself up for success or failure.

Here are 7 ways to guarantee that you’ll really hack them off in your first encounters with them:

1. On the telephone – you manage to get through and then with a big cheesy voice say “How are you?”

Oh come on! Most people just hate this and know that it’s just lip service so don’t use it

2. On the telephone or face to face – don’t launch into a monalogue about you and your company, it’s way to early for that, they are not interested yet.

3. On the telephone – lose the smile and dial. This is the over enthusiastic tone that you use.

Come off it, you don’t even know them yet! Why should you be so happy to talk to them? Is it because you want their money….

There is a time to up the ante with the enthusiasm but it’s not at “Hello”

4. On the telephone or face to face – don’t use pointless “chit chat”. Make your rapport building focused and meaningful. They’ll see straight through this.

5. On the telephone or face to face – you’re too nervous or lack the skills so you just talk, talk and talk with the viewpoint that they can’t object if they can’t get a word in!

Just don’t do it!

6. Face to face – “And here’s another one of our product lines” BORING! Don’t sit and go through a brochure or information if it’s of no interest to your prospect. Use it when the time is right and then only scan it briefly

7. On the telephone or face to face – don’t talk too quickly! Don’t be like a whirlwind or this will really hack your prospects off. Slow down and gauge the pace of your prospect and then match them.

Those first encounters make or break the sale so make sure that you can generate and keep your prospect’s interest and attention and you will be way on your way for a successful sales interaction.

Happy selling

Sean

Sean McPheat
MTD Sales Blog

MTD Sales Training

Telephone: 0800 849 6732

Have you downloaded my latest report yet? “The Sales Person’s Crisis” has been downloaded by over 10,000 sales pros and entrepreneurs. Don’t miss this unique report that lifts the lid on modern day selling!

Click on the image below to find out why you’re very existence as a sales person is in doubt…