I was at Geneva Airport recently, after having delivered an Essential Communication Skills course, and mulling over the key points of the programme.

I wandered into the technology store just to kill time. Then my eyes lit up when I saw the new Apple IPad. I’ve read loads about it, and can’t wait to try it out when it comes out in the UK. The assistant must have seen my reaction, because he immediately approached and said “It looks good, doesn’t it?”

My reaction was to say yes, and he started to create an emotional connection between me and this inanimate object. I felt attracted to it by how he was asking questions about how I would use it, what impact I wanted to make with it and asking about how impressed I was with it. I even thought about how I could use some of his words on our communications courses!

It set me thinking about how we as salespeople relate our products and services to our customers.

Often, we only relate to the left-side of our customer’s brain by specifying the logical reasons why they should buy. By connecting the emotional side of the brain to our product, we open up many more reasons why they should be interested.

Start thinking about how you can connect emotions to your product and services.

Ask yourself: “What impact would my product have on my prospect’s business, not just on profitability and productivity, but on other aspects like giving them more security in their role, or making their colleagues more receptive to their ideas.”

“How would my services make my prospect look good?

What impact could they make on their business by using my services?”

These kind of questions bond prospects to you on an emotional level, and they start associating you with good feelings, hence making it easier to justify a positive decision in their minds.

Did I buy the IPad? No, but I will definitely be taking a look when it comes out in the UK! And I will thank that salesperson for making me feel so good about the product!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

Picture the scene…you’ve done all your homework and produced an excellent proposal for the prospect.

You have made all the arrangements and are to present to a panel of four decision-makers.

You and two colleagues have burned the midnight oil to get it completed, and you’re ready to go. You prepare to run the proposal past them— but one of their people isn’t there.

Of course, it’s one of the top decision makers. But that person still needs to see it.

So what happens now?

Do you rely on the others to sell your ideas to the missing person?

Or do you email the proposal to the missing decision maker, hoping it doesn’t get put to one side, if they ever open it at all.

What will you do instead?

You will actually go back to your office, you’ll re-do the presentation of that proposal, reviewing it section by section, recording it on audio, then you’ll send it to them in a PDF file.

It might even have video of you doing it, but at the least it will be screenshots with audio of you going through the proposal for that person specifically.

You will even say, “John, this is for you. I’m really sorry you weren’t able to make our meeting, so we’ve put this short presentation together to let you know what we discussed. We’ve cut out all the fluff and just gone with the main points. It’s just 9 minutes and 40 seconds. We trust it will be helpful’. That way, you don’t rely on someone else in that group to do your selling.

You do it online digitally. You send a link. They link to it. It’s the future. Now. They’re known as digital proposals.

Try them. They work!

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

How often do you receive objections and resistance from a prospect?

And why does it happen?

Naturally, the prospect hasn’t had the sense to see what a wonderful product or service you have!

But could it be that the way we present could actually be encouraging objections?

Here’s one way of putting your product across: “Mr Prospect, I can see from your current stock holding that widget 234 is a good seller for you. We can supply that widget at a really competitive price, and deliver it free of charge!”

One reaction from the prospect might be to start a negotiation on price, or highlight reasons why he wants to stick with his current supplier, or some other objection that springs to mind.

How about trying this way instead: “Mr Prospect, I see that widget 234 is one of your best sellers. What criteria do you use to decide on your supplier of those widgets? How do you know when it’s time to re-order? How do you judge successful results on the sale of those widgets?”

Now the prospect isn’t thinking about objecting, because there’s nothing to object to.

They are simply answering questions relating to the criteria by which they choose to buy. And you are finding out a lot of valuable information about the process your prospect uses to make decisions.

So, if you are getting a lot of objections, determine if you have pushed the prospect into making a decision before you’ve found out if they have any needs in the first place.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

Here’s just a quick heads up of something I am doing this coming Friday 23rd April 2010 at 1pm UK time.

In association with SMARTA I have been asked to conduct a LIVE Sales Surgery via webchat.

For a couple of hours I will be answering any questions that are fired at me via a LIVE webchat and I’d love to have you as a guest and to indeed, ask me any questions you like.

It’s going to be fun!

Click on the link below for details:

http://www.smarta.com/advice/webchats/sales-surgery-with-sean-mcpheat

Here’s to a great sales surgery!

Sean

Sean McPheat
MTD Sales Training

Telephone: 0800 849 6732

Vertical Niches…

Ever thought of yourself as a vertical niche resource?

And don’t dare say ‘What’s that?’

You should know the term and be using it consistently if you’re going to be growing in tomorrow’s market-place.

Now you might be a provider of excellent solutions for companies and might focus on particular sectors but have you ever proclaimed that “we are going to own this sector of the market”.

Now to do that, you have to start thinking of yourselves as more than just a sales force that sells to specific companies.

You have to think of yourselves as a vertical niche resource. You have to get on boards. You have to speak at conferences. You’ve got to do podcasting to that niche. You should produce DVDs of clients who are using their services, to send to prospective clients. You must have a blog where you interview subject matter experts. You’ve got to do all of these things that don’t cost a lot of money but take time and definite planning. You must be the expert in whatever it is that you do, whatever market you serve.

If you’re not an expert, then you’ll be devalued in the marketplace. Keep working on your own knowledge base.

Some salespeople say that they may become so specific that their market won’t be abundant anymore. It’s probably the opposite–the more ‘niche’ you go, the more abundant it becomes because the more of an expert you are, the more people who are reaching out to you saying, “I like what you have to say. You need to come talk to us. We need help.”

There’s an abundance of problems out there. You become more valuable to clients when you become a finder and solver of problems.

Happy Selling!

Sean

Last nights first ever LIVE TV Leaders debate between Brown, Cameron and Clegg was well worth a watch.

For me, I’m not really into politics but I am into people watching and communication strategies.

For me, here’s how Clegg closed the sale last night…

Overall, there were three suppliers – Brown, Cameron and Clegg.

Sound familiar?

By the way that Brown and Cameron were talking I think that they both thought that it was a 2 horse race and in general terms the way that they were talking with each other that came across.

But Clegg was very smart.

Brown and Cameron came across as preaching whereas Clegg had a clear plan of action – he had a sales strategy.

He’d use the persons first names who asked the questions and talked to them as though they were having a cup of tea whereas the other two would launch into a scripted spiel.

Clegg, also knew the pros and cons of each party, would let them argue a certain a point and would then mop up by saying something like “I asked you both to support me on that issue only last month and you Brown, turned me down and you Cameron ignored it”

This seemed to win a lot of points with everyone.

Clegg was also very transparent and in a world of “less than honest” politicians he kept going on about “sacking MP’s who were not up to scratch or who “abused the system” and also that his manifesto was the only one that said where the money was going to come from.

Clegg had a lot of style and “connected”

Cameron had some style (but it was mostly cheesey style) but lacked “substance”

Brown lacked both but I feel but his words on the economy of “let’s keep the money in the economy and let’s plough money back into the economy” was a big winner.

But who would you actually vote for?

Who would you put your trust into?

Clegg won the sale on style last night but will the electorate have the confidence to vote the Lib Dems in?

Sales Lessons For You

Have a clear communication strategy when you are faced with other suppliers pitching for the same business?

How will you “play them off” against each other without slagging them off?

How will you add the “substance” to the “style” to ensure that you will win the BIG SALE?

Ok, I’m done!

Watch next week’s debate and see how they change their approach and what they do to close the sale.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

Do you know how many brains you’ve got? Some people I’ve asked that question of look at me kind of strange! Surely it’s just one, isn’t it?

Or have I been duped all these years?

Well, most people think we have one brain in our heads. Actually, that’s only partly true, as our heads contain three parts of our brain, and it’s important you know what they do, if you are to appeal to as many prospects as possible.

Many salespeople are excellent at describing their products in such a way that they can answer any question the prospect may come up with.

Their product and service knowledge is second to none and they would win any quiz show about their offering. That’s great. But that only appeals to one part of the prospect’s brain…the thinking brain, or cerebral hemisphere. This is where we logically think of answers, using rational thinking.

Another part of the brain is the reptilian brain, responsible for our fight or flight responses, and a part that, as the name suggests, we share with reptiles.

But the area that plays the biggest part in decision-making with our prospects in mind, is the second brain, the limbic brain or commonly called the ‘emotional brain’. This is where our emotional decisions are made and, interestingly, it overrides the logical thinking brain in many decision-making roles.

What does this mean to us as salespeople?

Well, we have to be aware that our client’s thoughts are being over-ridden in many areas by the emotions that drive decisions.

They may think they want the lowest price (and their thinking brain is probably telling them that), but how many times have they chosen something that looks like a rational decision, but is, in fact, based on how they really feel about something?

Emotions are the key drivers of choice and those drivers may well be influenced by how you elicit positive feelings for your products and services, creating an emotional need in your prospect that they hadn’t considered before.

We had an example of this when discussing a training programme recently with a prospect. He had compared our services with another training company, and said that we were more expensive. If we had simply discussed price, we would have been appealing only to his rational thoughts, and logic would have dictated that we negotiate.

However, we asked what was most important to him to achieve as a result of the training, and he stated that he wanted a partnership that would work in the long-term, a programme that would guarantee results and sessions that would be energising and interactive.

All of these were linked to the emotional brain, and we discussed how these would be delivered. Our prospect was so pleased with the planned programme that his wants overcame his needs and we agreed on a complete programme at our original price.

So think how your prospect could be driven by their emotional brain to agree with your suggestions. You may be surprised how powerful those emotions might be!

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

Like it or not, the product and services your company sells have a brand image.

Everything the company does contributes or detracts from that image. High-octane brands, like Coca Cola, Microsoft and Mercedes, have built their reputations over years.

But what about you?

Are you aware of what image you are putting across? This is commonly known as your own personal brand.

Remember, a brand is people’s expectation of their interaction based on perceptions of past dealings or word of mouth. So, a strong and valuable personal brand can be established by focusing more on solving others problems and less on promoting yourself.

If prospects searched your name and company online, what would they find?

Try it now.

What comes up? Are you number one when people search your name? You can achieve higher status in the search engines by carrying some specific and targeted activities. Your LinkedIn, Facebook and personal blog profiles are important to create awareness.

And there are other things you can do to enhance your personal brand. Some examples are:

Create a marketing plan for yourself annually, and review it quarterly. Include specific goals, strategies, action steps, and a timetable.

Become an expert source in your field. Write a specific article, design a white paper on your industry and become an expert source for reporters. Make sure you have a current photo, biography and resume for people to check on.

Design your ‘elevator speech’. Within the time that it takes an elevator to travel upwards, be able to deliver a precise description of what you do, how you do it differently, and the benefit it provides.

Network creatively. Make new contacts and remember to stay in contact with them. Powerful personal brands have powerful friends.

Be aware of your personal appearance. Balance your individual style with clothing that will appeal to those you are trying to impress. Your brand image will shout louder than any words you say.

Every contact you have with a client creates ‘touchpoints’. Ensure each one is remembered and stands out for the right reasons.

Remember, your personal brand is one of your greatest business assets. Your brand will speak for you anyway, because it’s the emotional connection you make with all you meet. Make sure yours is one that is memorable.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

As you know, proper preparation prevents poor performance.

You’ve done your homework before the call…you’ve checked your notes from previous meetings…you’ve gone through all the questions you might be asked and prepared quality answers…you’re prepared to share your background and why you are the right company for this prospect…you’ve got testimonials to back up your claims…all correct, yes?

Then you get to the meeting and it all goes wrong. Why?

Many times, it’s because you are not really present with the customer.

Yes, you might have the best solutions for the client, but you are so focused on your information and your presentation of the solution, that you fail to focus on the present moment, watching and listening for the subtle clues your client is sending you.

So, be focused on the emotions of the client. Watch their body language when you present. Notice their reactions when you ask specific questions.

Match and mirror their non-verbal reactions when you talk about your product. Listen for the specific comments they make when you present solutions.

If you are too focused on your products and services, you may miss the subtle messages that the client sends your way.

Preparation is vital, but remember to be present with the customer at the time it really matters…during the meeting.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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

How do most people feel when they receive a ‘cold call’?

One reason that most “cold” calls fail and result in rejection is that most salespeople start their conversations the same way to everyone they speaking with, sounding like a robotic mouthpiece.

How about trying something different? How about using personalised, customised information in your openings and voice mail, linked to an on-target value statement?

There is a wealth of information online, found through search engines and social media sites. The other way is by simply talking to people other than your decision maker. This is called “social engineering.”

It can be done as a separate call before your first call to your prospect and, after that, every time you call your prospect.

What it takes is a deep sense of curiosity, and some conversational questioning techniques. People are willing to give you a lot of quality information if you just ask them!

We’re talking about using social engineering in the positive sense: asking for information from people that will help other people and the business as a whole. Here’s an example of a Social Engineering-type call.

Firstly, identify yourself and your company:

“Oh, hi there, I’m Sean McPheat with MTD Sales Training.”

This immediately shows that you are not hiding anything.

Then, ask for help.

“I wonder if you can help me out” or “I need some assistance.”

Most people have an innate desire to be helpful to others in some way.

Follow this with a Justification Statement. This is the key that will unlock the most useful information.

Some examples are:

“I want to be sure that I’m talking to the right person there…” or “I’m going to be speaking with your sales manager, and I wanted to be sure that I have accurate information…” or “So that I’m better prepared when I talk to your purchasing department, may I ask a couple of questions?…”

The theory behind the success of these Justification Statements is discussed by Dr. Robert Cialdini — widely considered as one of the foremost experts on persuasion and influence — in his book “Influence: The Psychology of Persuasion,” Cialdini cites an experiment conducted by Harvard social psychologist Ellen Langer where students let others cut in line in front of them at the copy machine simply because they provided a reason for their request—“because I’m in rush.”

We recommend that you take time to create your own Justification Statement — your reason for them to talk to you — and use it regularly. Have ones that you are comfortable with. Then brainstorm the questions you will ask at every level of the companies you are prospecting. This process will make your prospecting calls much smarter.

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

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