Simple Steps to Using Email as a Sales Tool
E-mailing is now undoubtedly the main means of communication between businesses and business people. It is important to note, that e-mailing remains a limiting form of communication in that: - It may not be read by the prospect.- It may only partially be read by the prospect.- It remains one-way communication unless the prospect decides to e-mail you back.- You cannot see or hear the prospect’s initial reaction to the e-mail.So the first important consideration for a salesperson is when to use e-mail?In sales, e-mails work well as a secondary means of communication, for instance to recap on what was said at a sales meeting, or to confirm actions that will take place between conversations.Remember; even when using e-mails in this way, it is always prudent to first ask the prospect how they would prefer to be contacted. The way and methods that you use to communicate with an individual prospect should very much depend on the person.E-mails work much less well as a primary means of communication, and it is here that the majority of salespeople struggle with e-mails. E-mails should only be used as a primary means of communication, where traditional means are impossible or will take too long.While the following tips are intended to help with creating e-mails as primary communications/introductions, 1 and 3 will also work well with e-mails used as a secondary communication.1. Subject Line/Title is critically important.The subject line is of critical importance as to whether or not the recipient decides to open the e-mail. Marketing type e-mails that make claims and promises rarely get opened. The key points here are to create a title that stands out from the crowd and is personal, so knowing and putting the prospect’s name in the title will help in this regard. Telling the prospect why you are e-mailing is also important, so the title might read something like this:Example“Hi Joe - Peter, our mutual friend, asked that I Speak to You Directly”It also a good idea to at least customize the first paragraph of the e-mail as many prospects may only read the first few lines.2. Keep the Text Short, Simple and to the Point.Introductory e-mails are just that, an introduction so don’t go in to great detail about your products. The objective here is to create the opportunity where you can speak to the prospect in more detail.Example“Hi Joe, My name is ……, I’m a sales consultant with ABC………..We at ABC provide highly customized sales consultation with full planned wealth management.Peter though we would be a great opportunity for us to meet, specifically around………:3. Include a Call to ActionAlways include a call to action but structure this in a way that is not dependent on this request.Example“I was planning to call you this Friday at 3pm to discuss further, if you would prefer a different time, just let me know. Should you require any further info at this stage, you can get me on this (number) or by e-mail”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
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Wednesday, March 25, 2009
Wednesday, March 11, 2009
Idea Sales 19- Telephoning
Idea Sales 19 – Telephoning
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
1. Do you have a quick minute?
When calling, begin the conversation, and get their attention, simply say something along the lines of
” Mr …. This is …. of …. Do you have a quick minute or did I call at a bad time?
If he answers, “actually, yes, I’m in the middle of a discussion or business meeting”, then you can safely assume you wouldn’t have his full attention anyway. In fact , you would only cause him to resent you, which would make winning a whole lot more difficult
What a person will usually say is either” Well, I’ve got a few minutes, how may I help you? Or “No this is fine
By showing him you respect his time, you are acknowledging his importance which usually makes him feel good about himself
2. Start with an apology
“I’m sorry to bother you, I wonder if you could help me…” then complete your request.
Asking in this way will. More often than not, elicit a quick and helpful response
You’re acknowledging their importance with their time constraints considered. This courteousness, sincerely meant, ensure the relationship is soundly based
Richaard Wong
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 18- Referrals
MDRT sales idea 18 – Referrals
To create an environment where asking for referrals is easy
1. Be on time
2. Do what you say you are going to do
3. Finish what you start
4. Say “please and thank you”
On obtaining referrals
1. Confirm your client’s confidence in you
2. ASK FOR HELP
3. Describe your ideal client
4. Help your client identify potential prospects for you
5. Qualify your prospects
6. Ask them to introduce you ( usually by phone)
7. Thank your client
8. Keep client informed
Relieve the pressure
John is the referral and David is the referrer
When calling a referral an optional phrase that takes the pressure off the referral is
“John, David did not assume you would want to meet me…”
The phrase relieves pressure in two ways
1. The pressure some people feel whenever a salesperson calls them
2. The pressure they feel because they know the referral source( David ) and don’t want to damage their relationship with them
Not getting the refferals
Reasons why we might not get referral
1. They don’t like or trust you enough
2. They don’t want to impose a sales person on a friend or colleague
3. They aren’t clear on what you do or how you could benefit their friend
4. They are afraid of upsetting their relationships
5. They don’t want to be seen to be talking about someone behind that person’s back
6. They may believe in the product but don’t like the salesperson
7. They cant think of anyone
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
To create an environment where asking for referrals is easy
1. Be on time
2. Do what you say you are going to do
3. Finish what you start
4. Say “please and thank you”
On obtaining referrals
1. Confirm your client’s confidence in you
2. ASK FOR HELP
3. Describe your ideal client
4. Help your client identify potential prospects for you
5. Qualify your prospects
6. Ask them to introduce you ( usually by phone)
7. Thank your client
8. Keep client informed
Relieve the pressure
John is the referral and David is the referrer
When calling a referral an optional phrase that takes the pressure off the referral is
“John, David did not assume you would want to meet me…”
The phrase relieves pressure in two ways
1. The pressure some people feel whenever a salesperson calls them
2. The pressure they feel because they know the referral source( David ) and don’t want to damage their relationship with them
Not getting the refferals
Reasons why we might not get referral
1. They don’t like or trust you enough
2. They don’t want to impose a sales person on a friend or colleague
3. They aren’t clear on what you do or how you could benefit their friend
4. They are afraid of upsetting their relationships
5. They don’t want to be seen to be talking about someone behind that person’s back
6. They may believe in the product but don’t like the salesperson
7. They cant think of anyone
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 16- Securing the Sale
MDRT sales idea 16- Securing the sale
People buy on emotion and justify with logic
The process
Disturb the prospect
Present alternative situations’
Focus on the best solutions and take some actions
The questions
Where are you now?
Where do you want to be?
How do you get there?
Closing
Is there any other solutions?
Can you see another way of solving this problem?
If I can show you a way at a price you can afford to get what you want
Will you do it?
Will you do it now?
Will you do it with me?
Price is not the issue, feeling satisfied is
The client’s perception of the value you offer determines whether they’ll do it
All decision is Value based, confidence based and risk based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
People buy on emotion and justify with logic
The process
Disturb the prospect
Present alternative situations’
Focus on the best solutions and take some actions
The questions
Where are you now?
Where do you want to be?
How do you get there?
Closing
Is there any other solutions?
Can you see another way of solving this problem?
If I can show you a way at a price you can afford to get what you want
Will you do it?
Will you do it now?
Will you do it with me?
Price is not the issue, feeling satisfied is
The client’s perception of the value you offer determines whether they’ll do it
All decision is Value based, confidence based and risk based
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 15- effective fact find
MDRT sales idea 15 - Effective fact find
When you say nothing
When you talk, you can only say something that you already know.
When you listen, you may learn what someone else knows
When you have nothing to say, say nothing, let them talk
If there is one secret of success, it is in the ability to get the other person’s point of view and see things from his own angle as well as your own
Don’t go to a client filled with your assumptions about his situation, go as a receptacle for their dreams and let him or her explain their dreams to you
If this was your last day on earth what would you want to offer your family?
Some of you are going to leave your business. It’ll happen in one of the five ways, they are
1. On your death
2. Because of critical illness
3. On your retirement
4. The sale of your business
5. The bankruptcy of the your business
Can I show you how to do any one of these profitably?
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
When you say nothing
When you talk, you can only say something that you already know.
When you listen, you may learn what someone else knows
When you have nothing to say, say nothing, let them talk
If there is one secret of success, it is in the ability to get the other person’s point of view and see things from his own angle as well as your own
Don’t go to a client filled with your assumptions about his situation, go as a receptacle for their dreams and let him or her explain their dreams to you
If this was your last day on earth what would you want to offer your family?
Some of you are going to leave your business. It’ll happen in one of the five ways, they are
1. On your death
2. Because of critical illness
3. On your retirement
4. The sale of your business
5. The bankruptcy of the your business
Can I show you how to do any one of these profitably?
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 14- I don't want to spend that much on Life insurance
MDRT sales idea 14 - I don’t want to spend that much on Life Assurance
You’re not spending money. You‘re saving it.
This policy accumulates a cash value so you’re just moving money from one pocket to the other pocket.
It’s not really leaving you; it’s just being moved from one type of bank account to another
The best investment is the one that provides you with the most money when you need it most.
On these criteria wouldn’t you agree that Life Assurance has to be a sound investment?
Remember it changes the face value into cash value when the family needs it most
I’d rather buy term Assurance
With term assurance most people end up having paid a lot for nothing. Ultimately, you will stop paying because the premium just keeps going up
- Permanent life is an increasing asset because your premiums are invested. Which would you rather prefer- an increasing asset of liability?
- Death is a permanent problem. Less than 20% of people die before age 65. Use Life Assurance and let 1% of your salary protect the other 99%
- Somebody always pays whether or not, either you pay for it now or your family pays for you not having it when you’re gone
Most people insure their houses, their motorbikes, cars and computers, all of which are improbable. Death on the other hand is inevitable
If it makes sense to insure an improbable loss, doesn’t it make sense to insure an inevitable loss?
The future is always purchased in the present. You have to set aside money now to secure your future
Why not let the event that causes the problem also create the solution
Most people leave a mess behind at their death; why not let the event of your death trigger the solution which is the payment of a lump sum outside of your estate
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
You’re not spending money. You‘re saving it.
This policy accumulates a cash value so you’re just moving money from one pocket to the other pocket.
It’s not really leaving you; it’s just being moved from one type of bank account to another
The best investment is the one that provides you with the most money when you need it most.
On these criteria wouldn’t you agree that Life Assurance has to be a sound investment?
Remember it changes the face value into cash value when the family needs it most
I’d rather buy term Assurance
With term assurance most people end up having paid a lot for nothing. Ultimately, you will stop paying because the premium just keeps going up
- Permanent life is an increasing asset because your premiums are invested. Which would you rather prefer- an increasing asset of liability?
- Death is a permanent problem. Less than 20% of people die before age 65. Use Life Assurance and let 1% of your salary protect the other 99%
- Somebody always pays whether or not, either you pay for it now or your family pays for you not having it when you’re gone
Most people insure their houses, their motorbikes, cars and computers, all of which are improbable. Death on the other hand is inevitable
If it makes sense to insure an improbable loss, doesn’t it make sense to insure an inevitable loss?
The future is always purchased in the present. You have to set aside money now to secure your future
Why not let the event that causes the problem also create the solution
Most people leave a mess behind at their death; why not let the event of your death trigger the solution which is the payment of a lump sum outside of your estate
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
MDRT sales idea 13- Why should I buy Life insurance?
MDRT Sales idea 13 - Why should I buy Life insurance?
“If death will create an economic loss for your family, your business estate or your community, you probably need some more life insurance”
I’ll be dead anyway
“Are you saying that because you really mean it or because you want to avoid the purchase of life Assurance? You probably don’t really mean it.
Caring, responsible people just don’t think that way “
My spouse can always remarry
“What if you died in a car accident and your spouse was totally disabled?”
“Would you want your spouse‘s entire future to depend on her ability to remarry?”
My spouse can sell the house and buy a smaller one
“If your spouse had died a month ago, would you sell your house and move into a smaller one?”
“I believe the answer you’d never expect is probably not. It’ll be enough of a crisis without having to move house as well?”
I’ll worth more dead than alive
“Just how much are all your tomorrows worth?”
“If you are 40 now, earning USD 50,000 a year each year for the next 20 years your potential earnings”
“Power is USD 1,000,000 regardless of any increase in your earnings”
“Surely you are worth far more alive than dead and that assumes your earnings will never rise.”
“And if you died now would the family find that earning power there?”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
“If death will create an economic loss for your family, your business estate or your community, you probably need some more life insurance”
I’ll be dead anyway
“Are you saying that because you really mean it or because you want to avoid the purchase of life Assurance? You probably don’t really mean it.
Caring, responsible people just don’t think that way “
My spouse can always remarry
“What if you died in a car accident and your spouse was totally disabled?”
“Would you want your spouse‘s entire future to depend on her ability to remarry?”
My spouse can sell the house and buy a smaller one
“If your spouse had died a month ago, would you sell your house and move into a smaller one?”
“I believe the answer you’d never expect is probably not. It’ll be enough of a crisis without having to move house as well?”
I’ll worth more dead than alive
“Just how much are all your tomorrows worth?”
“If you are 40 now, earning USD 50,000 a year each year for the next 20 years your potential earnings”
“Power is USD 1,000,000 regardless of any increase in your earnings”
“Surely you are worth far more alive than dead and that assumes your earnings will never rise.”
“And if you died now would the family find that earning power there?”
Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“The first sales is to yourself”
Check out previous articles at: http://salesmgt.blogspot.com/
Notice of Confidentiality
This transmission contains information that may be confidential. It has been prepared for the sole and exclusive use of the intended recipient, his team and on the basis agreed with that person. If you are not the intended recipient of the message (or authorized to receive it for the intended recipient), you should notify us immediately; you should delete it from your system.
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