Build Relationships Build Business

I receive a Wonderful newsletter every Monday morning from a Sales Expert named Kelley Robertson who is actively involved with training and Development of  Sales talents with a strong focus on retail.
His link is http://www.RobertsonTrainingGroup.com I strongly recommend you subscribe to this newsletter. In his latest release he wrote a wonderful comment on when to walk away.

 Are You Being Held Hostage?

It’s interesting how many times people tell me that they will sell their goods or services at virtually any price in order to get the sale, even if it means they don’t make any money in the process. They mistakenly believe that offering a new customer a low, bargain-basement price will capture that person’s loyalty, keep them from going to the competitor, and help them earn future business. However, I have learned from first-hand experience that this approach costs us money in the long-run because we end up being held hostage to the customer’s expectations. Plus, we also teach our customers that using our competition as leverage will yield a better price. My personal belief is that we need to walk away from sales that don’t make sense from a financial perspective. The only exception to this is when that transaction is part of a bigger picture. Be careful though— resist the temptation to drop your price unless you have a firm agreement for future business up front.Don’t allow your customers or your behaviour to hold you hostage.  Be prepared to walk away from transactions that don’t add up.

Thanks Kelley this an important message.  It is important to build profitable relationships.

Joe “Factor” White
talktome@thejoefactor.com 

Sales Techniques For Creating Relationships That Buy

What’s the Score!

 The I Don’t Want to Technique VS The Let Me Tell You Technique

 This is the classic sales battle.  Too many sales  people want to tell people what they think they need.  Many sales talents begin with the “let me tell you”  phrase.   Now just think about how you felt when you heard that phrase?   If you are like me you thought  it better be good, or you are not going to tell me anything, or here comes the sales pitch and I shut down and begin thinking about a rebuttal. 

You see I do not want to be sold anything  I am smart enough to know when to buy!   So for all of my readers out there who use this phrase stop……NOW!  The only way to make this work is to offer an opinion.  You might say something to the effect, “if you would like I can share my thoughts on how I see the decision you are up against.”  What did I just do  I reached out and asked for permission and when permission is granted the ears are open to listen. 

There is an even better approach that will build rapport and trust and is that not what we are all seeking in our sales call.   It is the “I do not want to” approach.   It is not to be confused with the negative selling techniques which can be very transparent.   

This approach is about caring about the prospect  and positioning your product so that it well be received and you will have the opportunity to educate, not sell the client about your product.   It begins by telling the client you want what is right for him/her and putting them in a winning situation. (everybody wants to win) It breaks down defenses.

  It is as easy as saying, “ I do not want to put you or your business into something that will not work so we need to make sure we get the right option for you.”  To do that I am going to have to fully understand what you want to do.  My promise is this if my product or service will not work for you I will tell you and if I think there is a better option I will share that as well, is that okay with you?”  Wait for the YES!!

Boy! Look at that we have gotten; we have  permission to openly  share information.   Is that not the dream of sales pereon to be able to have open and frank and unfettered conversations with your clients that educate them on your products.  YOU BET! 

So does this work? Let me tell you a short story.  I have a client who used to tell all the great things about his product to all his prospect and it is a great product.  We changed the focus to an, ‘I do not want to philosophy’ and sales calls became shorter and most importantly sales went up over 25%.   More time and more sales made.   How is that for a return?

You can do it to.  But I do not want to tell you unless you are serious about carving  out sales improvements for you and your team you need and want to achieve.

talktome@thejoefactor.com

Let’s keep score

Joe “Factor” White

Selling Intangibles-Training Professionals Don’t Get It!

Talk about being overwhelmed and put through the emotional wringer.  We as sales types are in a lot of trouble particularily those of us who sell intangible products.

Yesterday I was invited to speak at event that included a number of training professionals.   My first thought was that this would be a wonderful expierence.  However I came away feeling saddened by the lack of understanding about incorporating the emotional sale process into conventional sales methodology.  

What I did was this.  I  decided that I would  speak about ”The Joe Factor” process. 

 I was excited, these are professional trainers sponsored by a professional training organization how could I miss.   These people are the nurturing souls of the business community. These are the people destined to help people be better at what they do.  On top of that they sell intangibles.   I mean, what could be  more  intangible than a training course on business skills.

Much to my chagrin after my presentation the look on the faces of this esteemed group was one I have never witnessed before.   It was than that I realised that my task is much bigger then I had imagined.  These people had no idea how to link the sales process to emotions.   One person rose from her seat and said I would deal with that guy referring to me.   Oh well!  So it looks like we have found a number of unconcious incompetents. (They just do no know they do not know.)

If the trainig profession cannot provide this kind of program, who will?

 I asked the organizer of the event that sells training and training books for a living, and  by the way  is a large provider of training programs  throughout English speaking countries and he said: “we do not sell sale programs it s to hard to get the people to attend.”  I bit my tongue and thought, maybe you should offer something different instead of the same rehashed old material.  They have seen it all before.

So who is going to change this lack of understanding?  Who is going to recognize as a sales person that there is a huge void to be filled in professional selling techniques.   It is an easy answer; the winners step up and do it and seize the opportunity and take the market share that others miss.  Are you the one to  do that?   Do you want to be different and memorable? 

 Keep this in mind, you will not get this in any normal sales training course.  There are a  few exceptions.  Most sales training programs are stuck in a rut taking your money for the same old thing and teaching the same tired old story about how to be a succesful sales professional.   You know what I mean!!

The good news is I am here and I am looking for leaders.  I do not believe  “the customer is number one.” I believe as my friend Harish Chauhan says in his book Unconventional Business www.unconventionalbusiness.com/  you need  to have number one customers. 

That is what I am looking for,  people who want to be part of something and to grow

So much for my rant!

talktome@thejoefactor.com

Joe”Factor”White

Who sells or offers Intangibles Services?

 I was thinking about services today and realised just how much opportunity to succeed there is for all of you.

This the list of sales opportunities that would fall under the category of intangible offerings. If you of your business  falls into any of these categories you could benefit from Learning the Joe Factor system.  Oh yes there will be and offer coming soon. 

If you sell or offer the following service you are into the Intangible sales Methodology Arena

• legal services  
• accounting services
• consulting services
• advertising/Marketing services
• pr services
• financial services
• private banking service
• insurance service
• brokerage service
• b2b software
• ERP or CRM systems
• database systems
• our sourced services such call centers telecom or computer service
• benefit packages
• property management services

The list is a lot longer but where there is a need for trust and respect the system will work.  Ultimately in any sales process it comes down to these two factors trust and respect.

At the end of the day if you offer it some one has to trust you and buy it.  The more you understand the need for system the more you have the opportunity to profit.

Stumbling and bumbling along is for the hacks but you are a professional.  True professionals use systems.  

I can help with the Joe Factor process! You can do better and get full value for your service.

Talketome@thejoefactor.com

Joe “Factor” White

Selling Websites: Build Long Lasting Sales Relationships

Oh-No! the dreaded you are just like every one else story. 

 When selling a product or service the buyer always looks for ways to compare you to everyone else he talks to.  What do you think the request for proposal is. It makes it easy for the buyer to decide.  Why do we let this happen?  The reason is we do is because we do not control the meeting, the buyer does, and the buyer asks the questions.   The buyer finds the commons ground so that they can negotiate on the price.  This purchaser strives to commodisize your offering.  

In the Website sales world there are so many providers.   They want to build websites!  If you think this is what you do the answer is “NO” you want to build your clients business on line. That must be the premise of your relationship. 

 There is a very successful Internet Franchise called WSI Internet Consulting and Education.  The key to their business is they understand business problems, they deliver web based solutions that resolve their clients concerns. The franchisees that follow the sales process succeed. 

The business owner in this sales method sees the website relationship and the supplier totally different from every one of his so called competitors.

They build a relationship the pays them over and over again. 

No ‘one off’ sales here, because of the strong commitment to partnership by building world class web activities and business.

Yet these web talents are the same as you. They get our of bed everyday and do the same things you do.  The difference is they have a sales process to follow that works.  That is what we do with The Joe Factor we give you that process to follow that build results. Why would you do it any other way.  It is a process that is very works particularily well when you are selling an intangible like a website. I have an interesting tool for my website friends, email me at to find out more.  I can help you get out of the dreaded spiral of product and service commoditizations. You can get value for your service.

talktome@thejoefactor.com
Joe “Factor” White

Selling SEO Services-Get A Sales System

An Offer to Help You build a SEO Sales System Using The Joe Factor

Why do a number Search Engine Optimizers want to give their service away?  It is maddening and even more distressing when the real talented people in the industry are not rewarded for their time and energies.   I know you know who I am talking to.  You believe that your service is so great that people will flock to your door like seagulls to buy.   News Flash!!  Your service is that good and they should be flocking to your door.   So what is wrong? It is simple you have spent the time learning the secrets of the Internet and cannot move your prospects to take action and pay for your valuable service.  If you would use the passion you have for the SEO and transfer it into  the sales process you would be more successful.  You would do this if you  had a proven process that you can do over and over that will yield results. It must be a process  that respected your position as a polished SEO professional, Am I right? Gerber in his book The Emyth Revisited  talks about building your business using repeatable processes.   This allows you work on and not in your business.   Well that is what the sales process called The Joe Factor is all about. 
There is just one little twist.  Our efforts are focused on the emotional side of the buying decision.  Is there really any other way people ultimately buy.

You can make this process and a methodology work for you.  You can learn this and in fact probably better than some established sales people because you have no preconceived notion of right or wrong only that you want your efforts to succeed. 

Consider This for Your SEO Sale Process 

1.       Are you tired of not getting your true value for your service and experience?

2.        You need to communicate better with your clients in the sales process.

3.       You  Think your clients fail  to understand what is at stake by neglecting there SEO activity

4.       I do not think I can sell and that is why I am struggling

5.   I always focus on my prroduct and still get poor resultThere are many more questions to ask and there is much at stake.   

A Free Offer of Sales Help to SEO experts

If you want to talk to me about your business and learn how to equip how your SEO practice with a
Sales Process that works please email me at talktome@thejoefactor.com

Here is what I will do. 

I will give you 30 minutes of my time for free to discover if you can learn The Joe Factor techniques and you will  take away a couple of ideas that may change the way you present your service to your prospects
Two conditions apply you must be prepared to learn the system and you must be prepared to follow the process.  If that makes sense after our chat we will look at establishing the rules of engagement.

It is up to you of course, you can try to make a change, or stay the way you are and get the same results.   It is your choice. This offer will terminate on  February 28. 2007 12 PM EST.

Thanks

talktome@thejoefactor.com 

Joe “Factor” White

5 Styles of Questions

I was doing my usual early morning reading which generally involves one of the many personal development on line newsletters I subscribe to and I received this note and thought is was appropriate to share it with you.   Adrian Davis has a marvelous article.  Although it varies somewhat from the
Joe Factor it is a very good description of the styles of questions you must be comfortable using.  It is a superb framework. Every sales person has heard about the importance of asking customers questions in order to determine each person’s situation and needs. Each question must have a specific focus and reason.
Sales consultant, Adrian Davis, of Whetstone Inc., believes that questions fall into five different levels. They are:

Amenity—These questions break the ice, open the dialogue and get the sales conversation started.

Strategic—Questions of this nature focus on the macro view—in other words, looking at issues from an executive’s perspective. Unfortunately, most sales people fail to ask questions of this nature.

Attention-Focusing—The bulk of your questions should fall into this category because they are designed to get your customer talking about the problems, concerns and issues they face in their business.

Linkage—The purpose of asking these kinds of questions is to help your customer connect the dots between the company strategy and the existing problems.

Envisioning—The last set of questions focus on the future and the ideal outcome after a particular problem has been solved.Start with amenity questions then progress through each type of question and you will quickly separate yourself from your competition.

Have a profitable day.
Joe “Factor” White

talktome@thejoefactor.com

Sales Success Comes From a Great Sale Process

 

Why do people who manufacture things make more money than the creator of the idea?

We all know the idea of creativity is wonderful and necessary for a truly fulfilled life.
The Joe Factor is a creative effort in human relationships.  However it is also a process that you can replicate and master and be succesful with.  If you were going to start manufacturing something you would pick the best process and engineer it to work.  You would start your factory up very slowly to look for the problems and glitches in the process and then you would gradually crank up the speed and watch the results of your effort flow off the assembly line. This is exactly how it is with The Joe Factor.

1. First you learn the process and you should document the steps that you have learned. 
2. You test and work each step of the process
3. You are painfully honest about how you did with it. (you trust and know it works so you must evaluate your activities) 
4. You measure your success and failure
5. Now you are ready to put the production in full swing

This sales process must be under constant test and review because you want to be the expert and achieve the results you deserve.  It is not easy but you will be very different from any other sales person selling an intangible product.    But you will have the process to follow in a very practical way. 

I am just in the last stages of finalising an offer that will allow you to get a first exposure to the 
Joe Factor training.  Stay tuned.   
Joe “Factor” White

talktome@theJoefactor.com

Rolls Royce or Volkswagen Bug

 

Riddle me this Batman!  For all you great sales people selling the best and only unique product in the world, why do you let people touch your Rolls Royce as if it is a Volkswagen Bug.  What does this do to your offering?  Let me tell you what it does.

1. Demystifies your offering and everybody needs mystery especially to buy
2. Lowers the value of the service
3. Sets up the dreaded negotiations cycle
4. Lowers the excitement surrounding the service

I could go on but you get the point.  If you do not get the point, then think about the excitement of opening a present just for you.  Does that help?

The point is this, do not let people touch or get near your offering unless they are serious and excited about what it can do for them.   It is up to you to make sure you qualify them and they earn the right to experience the offering.  Make sure they are committed to purchase if they like what they see.

I recently listened to an on line coaching session and the instructor offered thirty minutes free coaching.  Of course everybody wants the free but what she did was so unique that she got business.  She gave the 30 minute presentation and the prospect got very excited about her lesson which predominately was about the benefits and need for and effective coach or business mentor.   After 30 minutes she stops and says, “time’s up.”  The prospect said, “wow! that was great” and she says,  ”are you ready to commit to my service?”   80% of the time the answer is yes.   So you see they now can ride in her Rolls Royce.   They are committed.  It is up to you to gain the Commitment to touch your Rolls Royce.  You can learn this technique from “the Joe Factor.”

Joe “Factor” White
talktome@thejoefactor.com

The Sales Process and the Reporter

I was driving to a client meeting  yesterday and was listening to a talk radio program.  Now this in itself is a little unusual because I generally do not listen to what they are saying but it is just background noise.    However I got very intriqued by the interviewer and the questions he was asking.   The interviewee was so in tune with the interviewer that I felt I was listening to a private conversation. The reporter simply asked questions about the very special interest the interviewee had.  The reporter would acknowledge he had heard the comments and then stack on more questions.   I said to myself,  he has touched the nerve on this person and they could talked for hours.   Very intriguing indeed and what was even more unusual about this was that they were talking about snowmobile racing.  Now I cannot imagine at topic I am less interested in.   But the dynamics was so empowering that I learned despite myself.  So what has this got to do with The
Joe Factor and
Sales Methodology.   Everything!   Engage your clients in their passions and needs and you have a winning relationship build on respect and rapport.    It  is all about the questions.  Was there sales involved in this conversation.   You know there was because the interviewer had to extract information to have a succesful meeting.   He needs to validate to his sponsors that he is worth investing in.  His interviewee must be interested in freely providing great information.Too many people believe a sales call is about manipulation of the prospect.   The fact is the more sincere and interested you are in the end result for your client the more likely you are to get results.  That only happens if you sincerely care and show it.   If is just a sales job for you then you may have made a bad career decision but if it is your passion to succeed and be a professional you are on the right path.  You see when I get people involved in learning the
Joe Factor I make sure they are qualified and sincerely interested in being even better and more effective communicator.    So if you wonder what qualifies you to learn this program look inside and ask the questions like a good reporter to find out what you really want.  

  talketome@thejoefactor.com
Joe “Factor” White