| Wouldn't we all love a bit more action! If you are | | | | your there thinking who in the world is Jack and |
| working in sales, sales requires movement, sales | | | | why did I not know there was a Jack? Basically |
| requires action. You need to get commitment and | | | | the problem is that you did not ask what channels |
| get action from your prospective clients and act | | | | it has to go through before making a decision or |
| yourself too. You need to do this in a planned | | | | you did not ask is there anyone that they feel |
| time frame. Recently on a sales training course I | | | | may oppose your proposal. You need to get an |
| asked the participants whether they had anything | | | | understanding on the decision making hierarchy.o |
| in common with Barrack Obama or Bill Gates. | | | | Commitment. When you get a prospects |
| They all replied with a no. The truth is that they | | | | commitment whether it's that they will go before |
| do and so do you and I. We all have the same 24 | | | | their committee with your proposal or that they |
| hours in a day but it is what you choose to do | | | | will agree to follow up. You need to commit to a |
| with that time that counts. | | | | day and time to call back when they will have |
| In sales training we pinpoint that you need to | | | | their side of the agreement complete. Without |
| spend the quality time with those that actually can | | | | this commitment you are only hoping that it will |
| and will be interested and not on those that can | | | | follow through.o Time Frame. Where there is a |
| not and will not be interested. Whilst talking wit | | | | commitment there should be a time frame set to |
| your potential prospect you need to think big. Set | | | | seal the next process. On a recent sales training |
| your asking as high as possible. | | | | course I heard an example of this, you are in the |
| By thinking big we are automatically getting | | | | local shop and you meet an old acquaintance, you |
| further than we would be if we are thinking small. | | | | say to each other that you must meet up. Yet |
| By suggesting that we think big on sales calls we | | | | you never do. This is because you did not agree |
| can then bring the person down as little as | | | | to a time or place.o Interest in Needs. Ask |
| possible so that it will appear more reasonable. A | | | | yourself why you are talking to them and what |
| common trait that I have seen on sales training | | | | they are specifically interested in and why. Lack |
| courses is that the person that is successful is the | | | | of information regarding their needs and interest |
| person who is constantly thinking bigger and | | | | can lead to them not committing.o Overview. This |
| asking questions such as; "well why shouldn't we..." | | | | is a tactic. Basically summarise your conversation. |
| or "why couldn't we..." these professionals realise | | | | What action you and they are going to take, |
| that they are trying to help their prospective | | | | what you have discussed and what needs to be |
| clients and want to help them. | | | | done to help achieve their needs. This will also |
| The acronym that I use to remember to follow | | | | ensure an easier follow up call.o Next Action. What |
| on every call is A.C.T.I.O.No Authority. Have you | | | | did you get them to agree to? And follow it up. |
| ever phoned a company and they seemed | | | | In sales training courses we stress the importance |
| generally interested? Your excited about making | | | | of taking action, the more movement the more |
| the follow up call to set things in order and all of a | | | | sales. |
| sudden they say "no, sorry, Jack did not like it" so | | | | |