Tag Archives: sales determination

How Do You Deal With A Rejection Email?

By Michael Pedone

“How do you deal with getting a rejection email (Such as: Thank you for presenting the benefits of your program. After careful consideration we do not feel that this is the right time for us to be pursuing your offerings) after giving a presentation a few days earlier?”

 Answer:

When this happens there are usually several steps that are missed within the sales process prior to giving your presentation. They could be any (or multiple) of the following:

1) Failed to get problem recognition. The majority of sales people, even experienced ones, follow something similar to: Make contact w/prospect, ask if they are the person responsible for XYZ, followed by a probing question or two and then do a data dump of what it is that they offer. This is not a winning sales formula in an economy with a tight belt.

2) Failed to get commitment to wanting the problem solved. Hard to get commitment that they want a problem solved if you don’t get them to agree that there’s a problem to begin with. You’re not asking the right sales questions!

3) Offered a solution before understanding their purchasing process. Asking “are you the person in charge of XYZ” fails to fully qualify the prospect in their role as a decision maker. Also, knowing their purchasing process before doing a presentation allows you the opportunity to know what happens next if they like your solution.

4) Presented without knowing what type of solution they would prefer. You’d be amazed at how much business you’d close once you learn how to get the prospect to share their thoughts / ideas with you on how they would like to see the problem solved.

QUESTIONS ARE THE ANSWER!

When someone asks me “what’s the best way to deal with scenario X” my answer is usually going to be “stop doing what you are doing that causes that scenario!” And it almost always comes down to knowing – or not knowing:

  • Which sales questions to ask;
  • When to ask them;
  • Why to ask them;
  • Who to ask them to and
  • How to respond to the answers given.
  • Better sales questions will almost always generate a higher win rate.

But you’re going to have to be willing to learn from your mistakes and make adjustments if you want to accelerate your growth.

5 Keys to Successful Sales Strategies

By Diane Helbig

Successful sales is a deliberate, thoughtful activity. You need a process that you initiate over and over again. Whenever I talk with small business owners or salespeople who aren’t realizing the results they desire, the cause is usually the same: They don’t have a sales strategy.

keys money

You can’t sell here and there. You can’t pick up the phone when you have a minute. Sales requires a strategy, a process, a way to proceed that you can measure and monitor. Sales is something you have to commit to on an ongoing basis. You can’t just try it for 30 days! It takes persistence, energy and focus.

Think of the sales process in terms of bike riding. When you ride a bike you have to gain momentum. When you first start to pedal, it takes extra energy to get the bike to move. Once you’ve been riding you develop a flow; you can even glide at times. As you ride you build up steam. And when you hit a hill it is easier to climb it because you already have that momentum going.

That’s what an effective sales process is like. Starting out takes extra energy. You have to put the plan in place and start the ride. Once you get that energy going, it becomes easier to maintain. You still have to pay attention to what you are doing, but sticking with it and realizing results becomes easier the more you pedal. However, if you start and stop, and start and stop, you’ll be exhausted … and have nothing to show for it.

There are 5 steps to a successful sales strategy:

1. Define your target market.Knowing this is critical to your sales success. You aren’t going to do business with everyone. And even if you were, you have to start somewhere. You have to have a place where you can focus in order to build up that momentum we talked about.

Once you have the market defined, create a list. This list should be large enough to give you the opportunity to really delve in and repeat the process a couple of times. If your target market is too small your odds of success decrease. You may have to merge two similar target markets in order to have the numbers working in your favor.

2. Determine your outreach. Will you cold call or network or both? I have a system that works really well for my clients. It goes like this:

Once you’ve defined your target and created the list, reach out to your networks to see if you are connected in any way to the person or organization you seek. This includes direct outreach – emailing or calling them – and exploring your LinkedIn contacts. Remember, you are looking for an introduction. That’s it! You want the opportunity to meet with the prospect. When your friend or associate introduces you to the prospect, follow up and set up the meeting.

Next, take the ones on the list you don’t have a connection to and cold call them. This could mean sending them an introductory letter or postcard, or picking up the phone and calling them. If you send an introductory letter or postcard, you must tell them that you will call to follow up – and then follow up! You can’t leave the action in their hands. The process is yours to conduct, not theirs.

3. Know your questions. Before you go on a sales appointment, create a list of questions to ask the prospect. This is the time for you to really get to know them, their needs, their business practices. It is not the time for you to talk endlessly about your product or service. If they look like a qualified prospect, provide them with a quote. If they don’t, walk away.

4. Deliver and build. Deliver on what you said you were going to do for the prospect. Then make sure you build the relationship. Don’t expect them to stay with you or use you for other needs if you aren’t taking the time to build the relationship with them. The sales process doesn’t end with the sale.

5. Monitor. This is one of the most critical aspects of a successful sales strategy. As you move forward with your plan you must keep track of how well it is working. On the first day of each month, take a look back at the previous month. Ask yourself these questions:

  • How did it go?
  • What worked?
  • What didn’t work?
  • Did I hit my numbers?

Knowing what works and what doesn’t gives you the opportunity to tweak your process. Adjust or get rid of what doesn’t work, and keep what does. If you hit your numbers, celebrate! Then prepare for the coming month. What’s the goal? What’s the plan?

If you didn’t hit your numbers, determine what might need to be changed and change it. Then add the missed amount to the coming month’s goal. You don’t want to give up on the overall goal by just letting the past month drop. You want to take the sales dollars you didn’t get and add them to your goal for the coming month. Now plan for how you are going to achieve that – and get going.

Repeat.

This is a process that will work over and over and over again. You’ll find that the momentum builds with each step, so it becomes easier to do. Moreover, you’ll realize results from this sort of structure. Implementing a sales strategy keeps you focused and succeeding. And it makes the whole sales process easier to do. So do yourself a favor and give it a whirl! I’m sure you’ll notice the difference.


Image from 3DProfi/Shutterstock