I get a ton of e-mails asking to solve sales dilemmas. Here are a few that may relate to your job, your life, and, most important, your sales thought process right now:
If the customer is telling you they’re not interested because they have a lower price, they’re probably blowing you off. But if the customer is blowing you off, they’re not likely to even set an appointment with you for you to determine the real reason.
What then? — Barb
Keep in mind that your question focuses on outcome, not circumstance. When the customer says, “I’m not interested,” it’s because you’re not interesting.
If the customer says, “I can get it cheaper,” they may not understand the value difference between you and your competitor.
If it’s the exact same thing with two different prices, then you have to prove delivery, service, overall value, productivity and greater profitability. When the customer says they can get it cheaper, your response has to be about their values, not about yours. Otherwise, they will get it cheaper from someone else.
Best regards, Jeffrey
You’ve been on a big push as of recent with social media. I definitely agree that social media is the new way to go and cold calling is dead.
However, what if someone is in the position of needing to make a sale ASAP? What is an approximate turnaround for making a sale from social media if I’m just starting today?
I realize there is no right answer and there are many factors in play: how complete my pages are, quality of posts, number of people invited, etc.
However, I’m just starting in a new job this week and need to make sales now. Should I split up my time between cold calling and social media so I can receive some money?
Or, could I see decent results this week if I spend all of today making great social media sites for myself? — Scott
Consider these two words: time allocation.
If your biggest concern is making sales now, my recommendation is for you to spend a day talking to existing customers to find out why they buy, to find out how they value your company and your products and to ask them if they would mind filming their answer. This will give you a better sales lesson than 10 weeks of product training and cold calling techniques in a classroom.
After you’ve finished your day of discovery, allocate two hours a day for cold calling, two hours a day for calling customers that left you, two hours a day getting social media ready and two hours a day networking in your business community.
Try to meet someone for breakfast who can give you money, and try to meet someone for lunch who can give you money.
If you’re short on cash, limit it to just breakfast. Whatever you do, don’t panic. Slowly build yourself to a point where your social media and networking take over your cold calling, but use the tools that you learned in your day of discovery to make sales on every level. Best regards, Jeffrey
Jeffrey Gitomer is the author of “The Sales Bible” and “The Little Red Book of Selling.” President of Charlotte-based Buy Gitomer, he gives seminars, runs sales meetings and conducts Internet training on selling and customer service at www.trainone.com.