August 2005 - Volume 1

Danny Wood is one of New Jersey’s most respected sales force development experts.

His work has been recognized by business leaders and corporate managers for providing their people with the aptitude to realize millions of dollars in additional business that would otherwise have never materialized or been lost to competitors.

"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Don't Miss Our Next Complimentary Executive Briefing:

August 10, 2005
 (click date link above for more info and to register)

 

Secrets of Sales Superstars
The Pre-Call Plan

Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems. Sales superstars make sure that they are prepared to uncover any pitfalls for the exact situation that they are about to encounter. Ideally, they review their strategy with a third party and tweak how they plan to guide the meeting. This plan maps out what needs to be accomplished at the sales call and how to achieve it.

Poor sales people are comfortable in their ability to "wing" the sales call. No sales person should ever enter a sales call without doing some amount of preparation. It's like preparing for an opponent in a sporting event. What are the strengths and weaknesses of the company? What are the strengths and weaknesses of the individual responsible for making this decision? Where does the product or service fit and how do we help the prospect see that? What don't we know about the prospect and how do we ask appropriate questions to discover these things? These are just a few samples of things that we should be asking ourselves before a sales call.

Research shows that 96% of sales people don't define an objective before going on a sales call. Don't make this mistake. Know what decision we are looking for. It can always be a "yes" or a "no". Often another meeting is acceptable. Know what the objective is in your case. Script out the opening of the sales call. What is the most effective way to set expectations for the time, agendas, and possible outcomes of the sales call? Decide on 3 - 4 questions that absolutely must be asked during the call. Script out the best way to ask these questions. Finally, set a constructive mindset. Be mentally prepared to ask good questions and run an effective sales call. If we are prepared with these things then we will be well prepared to have a valuable exchange with the prospect and move the sales process forward.

Once the issues that need to be addressed are on the table, sales superstars formulate plans to deal with each one. They map out a way to get a yes or a no from the prospect. Sales superstars typically have someone to use as a sounding board for their ideas and plan of action. This person can be a co-worker, fellow salesperson, or their sales manager. Whoever it is should be able to critique the sales superstar's line of thinking to refine their technique and make sure that their expectations are realistic.

Finally the sales superstar will do a short practice run. Any part of the sales call that can be scripted out will be. They run through it quickly to ensure that they have their words and techniques down. The pre-call planning allows a sales superstar to envision where they want to take the meeting and have a test run on the method they foresee getting them there.

© 2005 Sandler Systems, Inc. All rights reserved

As a responsible executive it would make sense for you to attend our next complimentary breakfast briefing if you are...

  • Concerned about the lack of new business development

  • Conflicted about whether or not you have the right people on your sales force

  • Frustrated by too many proposals...but too little business

  • Fed Up with your salespeople giving away your profit margins

  • Tired of providing unpaid consulting to your prospects

  • Upset because the sales cycle takes too long?

  • Sick and tired of hearing too many Think it overs

Next Complimentary Executive Briefing:
 August 10, 2005
(click date link above for more info and to register)

In just 2 hours, you will learn:

  1. How to increase sales in a highly competitive,
    "me-too" environment.

  2. How to recognize salespeople who sell consistently – before you hire.

  3. How to help former "studs" who are performing like duds.

  4. How to reverse slipping sales – even during mediocre economic times.

  5. The 5-key activities your sales manager MUST consistently perform.

  6. How to end the blame game and excuses.

  7. How to stop margin erosion.

Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
 Danny@DWESalesGrowth.com
 http://www.DWESalesGrowth.com