Sales Training Tips From Readers…

Although some of my readers respond on the blog, many don’t, choosing to email me instead so I thought I would share with you a few inspirational… and not so inspirational tales, stories and whoops moments from some of my readers…

In this first story, Sue shares with us how she manages to turn a client around after initially being rejected. She doesn’t use fancy sales techniques or gimmicky lines, she focuses on understanding and building trust with her prospect…

Morning Gavin!

Just wanted to share this with you…

I work for the market leader in the UK for disposable napkins.  A couple of months ago I did a telesales call, got the appointment and happily toddled off the following week to meet the gentleman.

When I arrived at the restaurant and before I had finished my brief introduction to the lady behind the bar, she turned on me and told me that she “wasn’t interested, they only used linen and her husband should’ve known better than to waste my time and hers.”

Now, before this, as I had walked through the door, I had taken in my surroundings and realized a lot of time and effort had gone into the thought and design process in the restaurant.  Also when she spoke to me I knew she was a “visual” person.  From her hair to her toes…. everything was colourful.

So, having had the appointment turned on its head in 10 seconds flat, I smiled sweetly, thanked her very much and half turned away. As I turned to say goodbye, I said, “I have to say… fantastic atmosphere in here, the design is very good,” to which she replied, “Thank you, it’s all my own work.”  “It’s lovely,” said I and I added that my company is design led too.

I was then offered a coffee, as she felt bad for wasting my time, and she gave me ten minutes.  The ten minutes turned into an hour during which she was happy to tell me what she had done to the restaurant, how long it had taken etc.  At no time during this time did I try to sell. She was so happy to look at what I could offer that when she had finished her tale I came away with a 5K order for 3 different printed napkins. I have since had two repeat orders, been for dinner and have been asked to help with her design for dressing the restaurant for Xmas!!

I now spend a few minutes in my car getting ready for my appointments and, as I walk in the door, I spend my time observing (not rehearsing over and over what I’m going to say)…..

Getting into my customers world really does help! I also realized that telling isn’t selling and listening is so important and can be so useful.

Kind regards
Sue

And the next one…

Just thought I’d share something with you that may hit home with other people. This week I went to an exhibition and I was astounded by how many people working for businesses on their stands wasted their time with this pointless exercise. It went something along the lines of…

“’Good day (they check my name badge) Spencer. How are you? Can I give you this to look at?” (offering me brochures).
“Is it relevant to me?”
“Errmm, ahhh, well what do you do?”

Now I am no expert, but shouldn’t you attempt to qualify your leads, even in an exhibition situation? I was annoyed that they didn’t even ask a couple of questions to find out what I was there for and whether they could help me, rather than just showing me what they do and hoping it fits with what I might or might not need.

I wonder how many companies would benefit from a pre-exhibition coaching session on how to interact and make the most of what can be  an expensive investment in a stand/staff etc…

Just my Friday’s ten pence Gavin.

Have a great weekend.
Spencer.

As ten pences go Spencer, a very valuable one. Far too many salespeople don’t do sufficient research, both at shows and in general, leaving themselves looking unprepared and unprofessional. It’s also, as you rightly point out, a waste of time and money. I wonder how they would prepare differently if they had to pay for the stand themselves?

Next up is Nick who has a quickie to tell us about how even the world’s best service can be met with a frown sometimes…

Hi Gavin here’s one for your Sales Tales, “Never satisfied.”

Many years ago a good customer rang up desperate for some rolls of lead (for leaded windows). What could we do? I fancied getting out of the office so I figured an hour to finish what I was doing, half an hour drive and add another half an hour because I am always late leaving. I thought I would impress my customer with a two hour delivery, not bad eh, even today?

“You couldn’t make it one hour?” was the response I got back.

Regards
Nick

You have to smile Nick. There’s no pleasing some people! And finally, one from one of my readers in the US…

Hi Gavin

This was my first newsletter and I wanted to let you know I enjoyed it very much. The only story I could think of happened the first year I was selling. I was selling janitorial services after being in operations for many years. I was on quite a roll having sold a quarter of a million in billing each month for seven months.

I had a sale lined up that was about 25,000 per month in billing. It depended on the hi -tech company visiting our offices in Worcester, MA. We did not have an office there however our company did clean a 30 story building in town and we had an office in the basement near the carpenter shop. The potential client would not have been impressed!

The Building manager had a tenant moving in on the 25th floor. The furniture was in but not the tenant. We put up a sign with our name on the entrance to the suite of offices. I met the client outside the elevator in the lobby and took them up to the 25th floor. I introduced them to our President and the V. P. of operations. We had a phone on the desk but it was not plugged in to anything. They admired the view and asked how I liked it. I rode the elevator down with them.

When I went back upstairs everything with my companies name on it was gone. It was like Mission Impossible. We got the sale which expanded to $85,000 monthly.

Charlie

Thanks Charlie, fabulous. I’m not recommending it as a strategy nor am I recommending being dishonest but you have to love your style!

Why not share your sales stories, anecdotes and tips below?

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