Tough Personalities

As a sales rep I've always been good with the tough personality. You know the type. He's the guy that lets you into his office but doesn't invite you to sit down and gives you five minutes while he's looking at his watch to tell him what you're trying to sell him.

Here's how I learned how to deal with that personality. I'd look around the office for clues. If I'd see a family photo of him with young children, I'd think "I bet he's a really good and loving grandfather." I'd focus on that thought, greet him with a big smile and start asking questions about how I might be able to help.

It works. I'd build a connection with someone who was used to intimidating people. Try it.

Learn How People Like to Communicate

There once was a statistic that it would take five points of contact to get the attention of a prospect. With all the methods of communication out there today; email, voicemail, phone calls, face to face meetings, twitter, text messaging, the statistic could be higher. Learn how your prospect likes to communicate and then use the method they prefer. You'll learn which method that is by listening. If they never respond to emails, emails are probably not the preferred method.

I left a detailed voicemail for a client. He called back, ready to talk but unaware of what I discussed in the voicemail. When I asked about it, he said, "I never listen to voicemails. I get 120 a day. When I see a number on the caller ID that I want to speak to, I call back." He also wasn't responding to my emails. He said, "I have three addresses, I only check one regularly. I get 500 emails a day."

This guy is stretched. I use the email he checks very sparingly and type whatever is relevant in the subject line so he can see the message right away. I no longer waste time leaving voicemails he won't listen to. I call only when I have key information that will move our project forward. When I do call, I am prepared with bullet points of what I want to discuss so that our call is meaningful. I want him to trust that when I reach out to him, I'm bringing value and this communication will be worth his while.

As you communicate with your prospects, use the communication method they are most comfortable with and start earning trust and building your connection.

Don't Lie

I've been receiving cold calls lately where the sales person says "I'm calling to respond to your request for more information about vending machines (or fill in the blank product/service)."

These sales reps are banking on the fact that the prospect is so busy and overwhelmed they can't remember what they inquired about.

I remember. I resent being lied to.

It's a really bad sales practice. Do you want to build your foundation and connection with your prospect based on manipulation?

Connecting and building trust are two key basics in the sales process.

Don't be tempted to skip over them. Connecting and building trust with your prospects will put you head and shoulders above your competition that is acting out of fear and desparation.

Do business the way you want to. Find out what makes you, you and connect with your prospects in a way that makes you feel good. Then you'll start really selling.

Increase the Success of Cold Calls

I received a call from a woman that said 'we'd like to have a lunch and learn for all of your employees'. My response was 'no thanks' and I hung up.

What did she do wrong in her Cold Calling process? Lots of things.

She literally picked up the phone and made a request. Cold calling that way will be filled with rejection.

A different approach would be to target companies that are interested in your service. I don't even know what her service was. I'll make the assumption it was health insurance.

Here's a better way to call.

1. Do your homework before you call - does this company fit the profile of a company that would provide health insurance for it's employees?
2. Check the website - do they have employees? Read their press releases, understand what is important to the company. Check for executive names so you can ask for a specific person when you call.

Now try this: "Good Morning, I took a look at your website and noticed you have a large call center. Do you provide health insurance for those employees?"

Do you see the difference? By doing some research on the company you are starting to build a connection. You're starting to earn the right to ask questions and build a relationship with this company. It will likely take more calls to actually engage them into allowing you to present information on health insurance benefits. With the information you gain from this call, you're beginning to build a database of information so you can continue to target this company. Make sure your track the information in your CRM so next time you call you are not starting all over.

Don't make cold calls. Do your research first the market will appreciate it and you'll increase your success ratio.