Winging It….

If you’re not a bird, you can’t be successful winging it!

I recently recorded a show on Questioning for Better Communication for my Sales Coaching over Coffee radio show (it will air in March), where I talk about the 5 Ps of good questioning.

  1. Plan
  2. Prepare
  3. Practice
  4. Ponder
  5. Patience

Although I’m not going to go into, that whole concept here (stay tuned for the show). What I would like you to notice are the FIRST THREE Ps…. plan – no wings here, prepare – still not winging it, and practice – certainly not winging it.

To be successful in sales we have to have objectives for our calls and a plan of how we are going to achieve our objective. This doesn’t have to be unique for each call – rather many calls we make will have a shared objective and plan.

Need an example?

  • My Cold Call Objective – determine how what I do would fit into their existing sales training program.
  • Prospect Objective (this is my objective for what action I want the prospect to take) – they and one other person on their team to listen to a 15 minutes quick tip teleclass and have a conversation with me about it.
  • Opening Statement – ___________, Most people I speak with are trying to increase their sales numbers YET don’t have time to spend with the people who are already good salespeople WHO with focused attention could be fantastic.
  • 1st Question – May I steal 3 minutes of your life so we can both decide if having a conversation about sales improvement for this segment of your team makes sense?
  •  Crafted Qualifying Questions – I’m not going to share these here but rest assured I have them!

My questions in the conversation might never change, what makes it interesting is the prospects side!

This doesn’t mean I don’t tailor my objective with Trigger Events (thanks Craig Elias) or insert info I know about the company into my questions. It does mean I don’t spend hours figuring out my objective, prospect objective, opening statement, and first question for each cold call I make!

Make sure you’re ready to have a great conversation every time someone answers the phone…. or you are kicked to their voicemail. The only one’s who can soar through winging it are the birds.

Sales Tools – to increase your pipeline

“Whether you want to create more opportunities, close more deals or maximize revenue, there is a prize to get the job done.” comes to us from Nancy Nardin Founder & Editor at Smart Selling Tools

First comes a product or a service. Then you need people to sell and people to buy. And everything that’s done in the service of selling from that point on is considered sales pipeline activity.

A sales pipeline starts with creating opportunities, and ends with closing deals and everything in between is aimed at maximizing revenue.

The right sales tools can impact your sales team’s ability to maximize revenue. CRM systems are usually the first tool employed to optimize sales pipeline activity. But it shouldn’t be the only tool you use.

Prospecting tools, proposal tools, electronic signature tools, sales motivation tools, and sales reporting tools are a few other tools you should consider.

And now is the perfect time. Smart Selling Tools with the support of six leading sales software providers are giving away more than $100,000 dollars in sales productivity tools.

The promotion is going on now and will last through the end of March (no purchase is necessary). Click here to register

ImageNow is your chance to win one of 3 prizes to help you meet your revenue goals in 2012. Click here to register