Comments for Natural Training Blog

Comment on Last Night’s Dragon’s Den: Answer The Question! by Mystery shopper

Mystery shopper — Thu, 15 Jul 2010 13:29:59 +0000

Interesting! I didn’t even know Dragon’s Den was on again.
Thanks for your post and also enjoyed the Streetfighting blogs. Lots of food for thought, as always.

Comment on Hope Is Not A Strategy by Consultative Sales Training

Consultative Sales Training — Wed, 07 Apr 2010 14:08:41 +0000

I agree. Get Rick’s book!

Comment on Enthusiasm Sells! by Consultative Sales Training

Consultative Sales Training — Sun, 28 Mar 2010 14:34:48 +0000

We often hear non-sales people say, “I could sell if it was something I really believed in.” As you point out, that is true for all sales people. If you can really believe in it and can get enthusiastic about it, the client’s will too. On the other hand, we have a term for those who sell things they don’t believe in. Fraud!

Comment on Value Selling: Warren Buffett Style by Consultative Sales Training

Consultative Sales Training — Sun, 28 Mar 2010 14:30:36 +0000

The key to success in following Buffet’s great advice is to be selling to someone who cares about more than the price. In this economy, that means selling higher in the organization that it did three years ago.

Comment on The Perfect Cold Call Voicemail by Sean

Sean — Mon, 14 Dec 2009 22:24:40 +0000

As we are now living in a much more ethinically diverse country a tip I picked up was to listen to the ansaphone a couple of times before leaving a message and listen to the way the prospect pronounces their name. When you leave a message be sure to use their pronouciaton

Comment on Don’t Forget Your Human Factor! by Shannon

Shannon — Thu, 08 Oct 2009 16:57:51 +0000

I love the point of view of this article. We get so wrapped up in being professional and perfect that we almost turn ourselves into robots. Robots are not interesting to listen to.

Information is better retained when it’s presented in a way that is interesting and relate-able. Showing your personality is the fastest way to being relate-able.

Comment on 3 Ways to Become More Successful at Telesales – Naturally! by Geoff Morris

Geoff Morris — Thu, 13 Aug 2009 10:36:31 +0000

I so much agree with this blog. I still don’t believe that so many telephone based sales people keep to such a false approach, just swallowing rejection as part of the job which conversely they actually encourage as they try to keep to a fixed presentation style as they pitch their prospects.
Telephone calls interrupt someone’s day and they don’t want to have it just to listen to an advert, you both want to understand quickly if it is worthwhile for everyone’s time so they either want to listen and talk back to you, or happy to establish a good time to call back if needed. The worst that could happen is that they may be slightly interested but decline as they feel pressured as part of a pitch; they don’t have a chance to elaborate or say what their main concern is so it can be dealt with more effectively.
I myself will take point 3 on board and push for referrals in my own sales calls, to establish names of peers for more leads.

Apart from making sales calls more efficiently (i.e. less wasted time) I think a good benefit is also for the telephone sales rep – as they have more natural conversations, they will encounter less rudeness (people usually respond in kind) so the rep will find it easier to hold a positive attitude better in further calls. This means they will also be more open to potential buying signals so are less likely to miss potential leads rather than just charging through more calls for maybe less leads.

Comment on 3 Ways to Become More Successful at Telesales – Naturally! by Jonathan

Jonathan — Sun, 09 Aug 2009 20:29:49 +0000

Excellent article. Although I work for a telesales company, I get a lot of sales calls myself, and there are some times of sales approaches that always annoy me:

Excessive friendliness – I don’t know you. You don’t care how I am, or what I’m doing this weekend. So don’t ask

Not checking first – ‘I know we can save you 40% on your current costs’. Oh do you. If they ask first they may find out 40% is totally unrealistic, but a 10% saving would get my attention

Calling back too early – if I tell you the contract wont be looked at until December, don’t call back in August. A decent CRM system should prevent this happening.

The comment about using every call – asking for referrals – is great, and especially important if your prospects are larger organisations.

Comment on A Cold Calling Tip That Works! by Mark

Mark — Fri, 07 Aug 2009 22:17:31 +0000

Thanks for this – I find cold calling difficult so advice appreciated!

Mark

Comment on 3 Reasons Why Customers Buy From You by Nick Moreno

Nick Moreno — Wed, 05 Aug 2009 21:43:46 +0000

Great points!

I had the same experience when I was building my site. Like you, I wrote about it. I also noticed that not one vendor closed me. That industry needs some “sales help”. I hope they get it fast!

Thanks

Nick