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!

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

“Can you give me 10 of the most effective closing lines to use at the end of the sale?”

“Should I use the assumptive close?”

If I had a pound for everytime someone has emailed me with one of those questions then I’d be on my yacht writing this blog post!

Sales people get hung up about using “closing statements“. They assume that no matter what has gone on before that by asking for the business in the write way that it will compensate for it!

Now that’s just ridiculous!

I’ve even been asked to run workshops that include all of the closing lines under the sun! And they were not even interested in anything else! (I declined!)

The key to getting sales is to make your prospect and client interactions so effective that closing is just a natural progression of your discussion as opposed to a seperate “I’m now in my closing phase!”
approach.

The quality of your opening, the questions you ask, how you listen, how you uncover issues and pain, how you present your solutions and how you build up a relationship with this person are all far more important than learning a fancy closing line.

If you get the basics right then your prospects actually close themselves and it all it takes is a:

“Does this make sense to you?”

or

“In your opinion, is this something that you’d like to go with?”

If you’ve done your job properly upfront then asking these type of questions are just a natural next step in your already non-threatening two way discussion rather than entering into “the close”

Happy Selling

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!

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

And yes, don’t get me wrong there are some out there but in all of my travels around the world and having come into contact, trained and witnessed literally thousands of sales people in action, there are a lot of sales professionals who would be done under the trades description act if they indeed did call themselves a sales pro!

I really think there are some defining factors that make it easy to tell the difference between a “salesman” and an incredible “sales professional.”

So how can you tell an amateur from a professional?

Here are 10 thoughts to get the ball rolling:

1. Amateurs are nothing but order takers. They don’t actually HAVE to sell.

2. A sales professional has clear objectives and knows what outcome they want to achieve at each stage of the sales process.

3. Amateurs “wing it”

4. A sales professional has a plan and a proven method for success

5. True sales professionals are always well prepared for any situation. They can adapt their presentation at a moments notice and still achieve their goals

6. Sales professionals are viewed by their clients as trusted advisors

7. Amateurs talk too much

8. Amateurs think about the commission more than the need to help the next prospect

9. Sales professionals analyse their numbers, understand their numbers and refine and modify
their approach

10. Amateurs don’t listen to sales improvement cd’s or improve their knowledge

So, how many of those do you do?

Are you a pro?

Or are you “The diet coke of sales professionals?”

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…

Well, I don’t know whether you are aware of this but there is a neat little tool called AutoText in outlook that could save you a shed load of time and at the same time provide you with some consistency in the way that you write and respond to emails.

Now if you find yourself typing the same old email messages when responding to prospect and client enquiries then the AutoText function could be your saviour!

AutoText is to your opening or closing paragraph (or any piece of text come to that) as your email signature file is to your company address, telephone number.

With the click of the mouse you can instantly insert some pre-written text into your emails without opening any other emails or copying and pasting from a word document or template.

Ok, enough of my ramblings. Here’s how to use the tool.

Now you might have different versions of Outlook and the screens may look different but you’ll get the gist of what I am about to cover.

So you’ve got some text that you would like to use at the beginning of each email when you respond to an enquiry.

Here’s what you do to set it up and then I’ll tell you how to use it in your emails.

THE SET UP

Highlight the text you would like to use:

Now if you are using an older version of Outlook you need to click on AUTOTEXT and then select NEW

Then, enter a name that you would like to call this piece of text. In the example below I have called it XTTG4 Reply so you know what it relates to:

HOW TO INSERT THE TEXT YOU HAVE JUST SET UP

Ok, so when you go to write a reply in the future you can call up your AutoText in two ways.

Firstly, if you just start to type what you called it i.e XTTG4 Reply and a box will appear above the text. Just click enter and WHAMMO! all of the text will appear!

An alternative way is to select AutoText from the menu bar and then click on AutoText and then select the name of the text you want to insert.

Job Done!

Now if you’ve got a later version of Outlook the function you need is called QUICK PARTS and you get to that from the INSERT tab on the menu bar after having opened a new email to write.

It’s a really useful tool to use. Personally I’ve got about 20 different messages set up and it saves me a ton of time and makes sure I send an optimised email reply that will give me the best chance of success.

Happy AutoTexting!!!!

Sean

Sean McPheat
Managing Director
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…