Stan Billue's Blog

August 28, 2015

Why The Phone Is Your Secret Sales Weapon

Nearly 100 years ago, the “Father of Direct Response Marketing” (Claude Hopkins) did a massive test.

He placed these “sells” in newspapers and tracked hundreds of thousands of inquiries.

Sell One: Call to place the order.

Sell Two: Fill out and mail in the order form.

Sell Three: Either call to order or fill out the order form and mail it in.

By far, Sell One (the call ONLY option), out-pulled the others by a margin of 3-to-1.

Various marketing tests since them have proven that consumers prefer the phone to any other way of contacting a business. Consumers would rather call…

… than write in.

… than stop by the store.

… than go to a web page.

… than fill out an online form.

… than anything.

Case in point: An article on Autonews.com stated, “Today, most car buyers carry smartphones. And it’s easier to use a click-to-call phone link in a dealership ad than fill out a Web site information form or send an e-mail, said Holian, whose stores sold 304 new and used vehicles in May. ”

It’s always easier for a consumer to call.

Nowadays, with smartphone use through the roof… and… the trend for smartphone use to rise continue well into the future… the PHONE is the go-to medium for consumers to interact with one another and with businesses.

The problem is, phone sales training is almost non-existent.

A recent study of the inside sales industry showed that “training” was the fifth priority on sales managers’ agenda. Inside sales reps didn’t even mention training as a priority.

Which is odd when considering that their success is squarely dependent on their ability to handle both out-bound and in-bound calls.

Here’s the point: More people today are connected to their phones than at any other time in history.  This trend is growing as new and better smartphones are developed.

Every marketing test ever done shows that consumers prefer the phone to any and every other form of communicating with a business.

And about 90% of all interactions between a business and consumer happen over the phone.

Therefore, it simply makes sense to get to know how to use the phone to handle leads… follow up with prospects… close sales… and build goodwill with existing customers.

Join The Stan Billue Phone Sales Tips E-List and discover…

How To Ease Prospects Into Buying Without A Fight.

Find out more here…

August 26, 2015

Top Inside Sales Challenge In 2015

The folks at InsideSales.com just finished up an interesting study.

They surveyed 200 companies to discover what their top challenges are in 2015. At the top of the list (for BOTH sales managers and sales reps) was… Having Enough Leads!

For sales managers, a distant fifth was… sales training.

For sales reps, a close second was… accessing a decision maker.

Read The Forbes Article Here

So let’s consider the above…

The #1 challenge for inside sales companies is… quantity of leads.

The second biggest challenge for reps is… getting to the decision maker.

Getting leads is a function of marketing, finding the right lists, etc.

But getting to the decision maker (the second biggest problem sales reps have) is a function of training. Yet, training is the #5 priority on the list of challenges for management.

Do you see a disconnect here?

For some strange reason, it seems to me, managers want reps to get to decision makers… without… the right training to do so.

Kinda silly.

No?

If sales managers want reps to engage with more decision makers they need to…

Set up better marketing systems so decision makers are interested in talking with the sales reps. This is the number one reason sales reps don’t get through to decision makers. Because the decision makers are not interested in being pestered by sales people.

On the other hand, if marketing systems were set up that PRE-SOLD decision makers on the solution the company is offering… then… more of them would be willing to talk to the reps for further explanation, etc.

In addition, phone sales training would assist sales reps in getting past gatekeepers in a professional manner… and… reaching more of those decision makers.

What do you say?

—————————————–

Discover How To Ease Prospects Into Buying Without A Fight

Go here…

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August 24, 2015

How To Melt Buying Resistance

Filed under: Stan Billue's Personal Blog — Tags: , , , — Stan Billue @ 6:48 pm

Have you ever heard this…

“People buy from people they KNOW… LIKE and TRUST?”

You probably have.

Makes sense, too. Because people tend to shy away from strangers.

Yet, every day salespeople break this simple rule.

How?

By approaching cold prospects in ways that do not get those prospects to know, like and trust them. Take cold calling for instance. Nothing wrong with it. Except that people don’t like being approached by strangers in this manner.

Do you? How happy are you when you get a cold call?

Your reaction is similar to just about everyone else. When a stranger calls you trying to “pitch” anything (even an appointment) you are naturally resistant and skeptical.

No wonder cold calls (on average) result in 1 conversion out of 100 to 150.

Is there a better way?

You bet!

It’s called attraction marketing which consists of these steps…

Step 1: Find a problem you can solve for a target market.

Step 2: Demonstrate how you can solve that problem via some sort of free information. This could be a report, audio, video etc.

Step 3: Sift and sort pre-sold prospects so only the hottest ones engage with you over the phone or in person.

These three steps position you as a credible authority and expert on solving the problem your prospects face. By taking them through Step 2, you build a relationship. They now get to know, like and trust you.

And, in Step 3, you only talk to those who are pre-sold and willing to take the next step.

By the way, if you use the phone in any way in your business you may want to know about these…

5 Problems Facing Anyone Who Does Business By Phone

August 19, 2015

Why They WON’T Take Your Call

There’s a simple reason why prospects won’t take your call.
If you overcome this issue… then… the right prospects will almost ALWAYS be happy to speak with you. Otherwise, even those who could benefit from your product or service will never give you the time of day.
Want to know what it is?
Well consider this saying: “People like doing business with people they know, like and trust.”
Everyone in sales says this and agrees with it.
But hardly anyone knows how to get others to KNOW… LIKE and TRUST them.
And that’s why “they” won’t take your call. Because they don’t know you. Therefore there’s no way for them to like you. And, since you’re a stranger, they can’t possibly be expected to trust you, either.
Get it?
So then, how do you get prospects to know, like and trust you… so that… they’ll gladly (or at least less reluctantly) take your call.
I’ll explain that little “secret” in the next post.
Mean time, if cranking up your effectiveness on the phone is important to you… then… you just might benefit from this…
Free Phone Prospecting Strategy Session

August 13, 2015

Do You Make This Cold Calling Mistake?

Filed under: Uncategorized — Tags: , , , — Stan Billue @ 5:09 pm

A recent study I saw showed that a group of Realtors called something like 6,500 prospects.

The Realtors either asked for an appointment or a referral.

The end result was:

  • 19 appointments set
  • 11 referrals

These figures indicate a very low percentage of conversion.

Why so low?

In my opinion, it’s because the cold call was asking for too much too soon. Think about it: When you cold call, the people you’re calling do not know you. They are not expecting your call. They may or may not be interested in what you are selling.

Asking for an appointment or a referral is simply too big of a request.

Better: Offer valuable free info to establish a relationship first. Then follow up to move the relationship to the next level. But be careful. Because far too often people will accept a free report (or some other free info) just to get you off the phone.

So qualify.

Find out when they’ll be in the market for the product or service your free brochure or report discusses. See if the person is even considering making a purchase at some point. Otherwise, you’ll be sending out info to people who are not interested and don’t need what you offer.

Is your cold calling and inbound phone process up to snuff?

Find out how to improve it by going here…

August 12, 2015

Scary Sales Statistics

According to industry stats: The most effective B2B sales firms are 22% more likely (compared to other sales firms) to reinforce training at least once a quarter.

The problem is most sales training that is not reinforced on a daily basis is forgotten within 90 days. The solution is rather simple. Have salespeople go over core sales skills and strategies on a daily basis. Spending 15 minutes three or four times a day on strategic training yields the greatest results.

Why?

Because selling is a skill. Just like learning to play the piano. You can’t become good unless you practice, drill and rehearse the basics on a daily basis.

For more information, go here…

August 7, 2015

The Massive Failure Of Sales Training

Sales training works.

It’s as simple as that. In fact, a study spanning 24 years (which ended in 2014) tracked 650,000 sales people. The final analysis was that 74% of salespeople fail. The number one reason for failure was… lack of sales training.

Those who received and implemented proper training were at the top of their industry in terms of production and personal income.

Be that as it may, for most, sales training does not provide sustainable results.

Why?

Here’s what Sales Performance International found out:

Companies with good intentions put their people through intense multi-day training events hoping all of the content will “stick.” It doesn’t. The “in and out” nature of such training prevents the most critical aspect of training… reinforcement.

HALF of the content of a sales training event is lost in 5.1 weeks.

84% of sales training content it lost within 90 days.

According to Sales Performance International…

“In the absence of a well thought out, “programmatic” approach to sales training, most expenditures are made with good intentions, but largely wasted. Research indicates that without systematic, ongoing learning and reinforcement, approximately 50% of the learning content is not retained within five weeks, much less applied. Within 90 days, 84% of what was initially learned is lost.”

The Solution…

The Stan Billue Sales Training System.

Which is very simple and aligned with the needs of sales people…

Teach salespeople the basics in bite sized chunks. This helps salespeople to understand and internalize the content. For this to happen properly, the training must span several weeks. If too much is presented too soon (as in the typical multi-day events most companies opt for) sales people get overwhelmed.

Systematic on-going training on a daily basis. “Practice, drill and rehearse” has been the mantra of the Stan Billue System for over 30 years. Salespeople must make training a daily part of their routine. One hour of training broken down into short 15 minute sessions works extremely well.

Reinforcement of core skills. Most salespeople have trouble in two key areas. Namely, handling objections and closing. Objection handling and closing skills must be reinforced on a continuous basis. Stan Billue was adamant about the need to go over every part of the sales process a minimum of 16 to 21 times. This is how you make new skills stick.

By combining these elements of a successful sales training program, salespeople who have used the Stan Billue System report outstanding sustainable results.

Request a Free Phone Sales Strategy Session today.

Go here for details…

August 6, 2015

5 Problems Facing Anyone Who Does Business By Phone

CHICAGO – A FREE Research Report has just been released. This report is for salespeople and business owners who use the phone to handle inbound and outbound leads and customers. The report details the most pressing issues salespeople face when prospecting and selling on the phone. If your career or business depends on the phone… then… this is a must-read report.

Go here for Free Access…

The report details:

Why 3 out of 4 salespeople and business owners are doomed to failure and how to avoid being a victim!

Which “popular” lead sources will drain you of time and money… even though… all the experts tell you to use them!

3 of the biggest cold calling blunders to stop making now!

The single most profitable action you can take when a fresh lead comes in!

How 90% of salespeople and business owners handle inbound leads… and… why this strategy guarantees the lead will never become a customer!

Go here for Free Access…

This Special Research Report details the findings of several prominent industry studies about the sales industry. The Direct Marketing Association, Baylor University and the Fisher Institute are among the leading research authorities covered.

If you want to improve your ability to generate quality leads, convert prospects to customers and boost your sales and profits… then… this report is for you.

Go here for Free Access…

July 29, 2015

Scared Salespeople Attract Scared Prospects (Part 5)

You know, it’s funny.

Or maybe not so funny.

But the average sales person is scared stiff of getting sold. If you were to sit down with a typical sales rep and try to sell them something here’s what you’ll discover…

They will come up with the same typical brush offs… objections… and stalls ANY prospect comes up with. In other words, the typical sales person is scared of being sold. As a result, they are scared of selling others.

Since the mind creates our reality… if a sales person has objections about price… or wants to think it over… or whatever they’ll find that their prospects give them those objections.

Stan Billue has a simple remedy to this problem.

You ready for this.

Go out and get sold.

Stan used to spend a few minutes each morning calling up competitor companies advertising their products and services. He would then ask to speak with the top sales rep in the company. And he would “pretend” to be a buyer.

By doing this, Stan was able to get a master-level education in sales form his competition.

He wasn’t afraid of being sold.

He welcomed it!

Thus, he learned how to other top sales reps overcame price objections. How they handled brush offs. How they handled stalls. And, ultimately, how they closed deals.

If you’re scared of being sold, you gotta get over it.

Otherwise, you’ll attract scared prospects who won’t buy.

Wanna get better selling on the phone?

Go here to find out how…

July 25, 2015

Shortcut To Sales Mastery (Part 4)

Stan once said:

“I’ve met a ton of Salespeople that have been in Selling for 5 or 10 years however they don’t have 5 or 10 years experience. They only have 1 year’s experience 5 to 10 times over. Unfortunately somewhere around the end of the first year they quit growing and stopped learning and fell into a comfort zone.”

How do you avoid becoming one of those “salty dog” sales reps?

The one whose been around forever but still drive a “beater” cause he can’t afford anything else?

Simple.

Take Stan’s shortcut to sales mastery.

Become a sales audio junkie.

We absorb up to 95% of what we hear 16 to 21 times.

Pick an audio set on how to sell (especially one that is specific to your way of interacting with prospects and customers) and listen to it daily. Take notes. Create scripts and presentations based on what you learn.

Scripts for breaking the ice/approaching.

Scripts for presenting.

Scripts for qualifying.

Scripts for dealing with common objections.

Scripts for closing.

Listen and re-listen to those audios until you wear them out.

Here’s something interesting:

  • 92% of customer contacts happen by phone.
  • 90%  of sales managers admit the phone is the weakest area for reps.
  • 85% of customers are unhappy with their phone interaction with a company.
  • 80% of sales happen after 5 follow-up calls.
  • Phone prospecting is 900% cheaper than in-person prospecting.

What does that mean?

It means the phone is your greatest leverage point for…

  • prospecting
  • follow up
  • customer service
  • increasing business
  • boosting revenue

Which means, you can’t go wrong learning how to sell on the phone.

Request a Free Strategy Session from the Stan Billue Team. You’ll discover how to sharpen your phone sales skills.

And avoid making the costly mistakes so many sales reps make on the phone.

Go here for details…

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