Comments for Telephone Sales Training | Telephone Sales Management Resources http://penoyer.com Telephone sales training for companies obsessed with maximizing performance... Tactically based telephone sales training that shows immediate results. Tue, 15 Nov 2011 10:44:24 +0000 hourly 1 http://wordpress.org/?v=3.3.2 Comment on A Fascinating and Brilliant Way to Handle Objections by Software Solutions http://penoyer.com/75/a-fascinating-and-brilliant-way-to-handle-objections/#comment-341 Software Solutions Tue, 15 Nov 2011 10:44:24 +0000 http://penoyer.com/blog/?p=75#comment-341 When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. This is 'objection-handling'. When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. This is ‘objection-handling’.

]]> Comment on Why Are They Bashing Elevator Pitches? by admin http://penoyer.com/415/why-are-they-bashing-elevator-pitches/#comment-278 admin Tue, 25 Jan 2011 03:22:01 +0000 http://penoyer.com/?p=415#comment-278 To Scott and all the readers of this post. Check out this link that was posted to a similar questions I posted on Focus.com -- it is absolutely fantastic data... http://www.mediabizbloggers.com/guest-mediabizbloggers/96058814.html To Scott and all the readers of this post. Check out this link that was posted to a similar questions I posted on Focus.com — it is absolutely fantastic data…

http://www.mediabizbloggers.com/guest-mediabizbloggers/96058814.html

]]> Comment on Why Are They Bashing Elevator Pitches? by Scott M http://penoyer.com/415/why-are-they-bashing-elevator-pitches/#comment-277 Scott M Mon, 24 Jan 2011 21:26:33 +0000 http://penoyer.com/?p=415#comment-277 But the whole conceit of the elevator pitch is that is should be used in a chance meeting, such as in an elevator. I would take that context as a polite social greeting, but everyone else seems to think it is an opportunity to launch into a hard sell. When would you consider a proper time to 'engage a prospect who doesn’t know why he should talk to you."? But the whole conceit of the elevator pitch is that is should be used in a chance meeting, such as in an elevator. I would take that context as a polite social greeting, but everyone else seems to think it is an opportunity to launch into a hard sell.

When would you consider a proper time to ‘engage a prospect who doesn’t know why he should talk to you.”?

]]> Comment on Why Are They Bashing Elevator Pitches? by admin http://penoyer.com/415/why-are-they-bashing-elevator-pitches/#comment-276 admin Mon, 24 Jan 2011 18:04:30 +0000 http://penoyer.com/?p=415#comment-276 Scott -- I think you would probably temper who you gave the pitch to. If you are prospecting I would open with it, if you meet someone in a book store you might temper or shorten it. It would depend on the nature of the conversation. One is a social greeting, the other is used to engage a prospect who doesn't know why he should talk to you. Scott — I think you would probably temper who you gave the pitch to. If you are prospecting I would open with it, if you meet someone in a book store you might temper or shorten it. It would depend on the nature of the conversation.

One is a social greeting, the other is used to engage a prospect who doesn’t know why he should talk to you.

]]> Comment on Why Are They Bashing Elevator Pitches? by Scott M http://penoyer.com/415/why-are-they-bashing-elevator-pitches/#comment-275 Scott M Mon, 24 Jan 2011 17:56:14 +0000 http://penoyer.com/?p=415#comment-275 I think the issue is not that this isn't a good sales pitch. It's that it's used at an inappropriate time and tries to cram too much information into as small a space as possible. When someone asks what you do, you should give a generic answer (your title or job position, and your company name, maybe a SHORT sentence qabout what you do). You wait until you are actually invited to pitch your wares to launch into your sales pitch. This conversation could go something like this. "What do you do?" "I'm a business consultant with XYZ company. We help shoe companies increase their distribution" "Sound like something we could use, what kind of results do you get?" "Our benchmarks show that companies that use our program get an average of 15-19 percent increase in distribution over the first two quarters — 8% above any other program tested" See how much more natural that is? When you launch into your long, run-on sentence sales pitch, right after being asked a simple polite "what do you do?", then you come off as the typical pushy and over eager salesperson. I think this is what bugs most people about the standard elevator pitch. I think the issue is not that this isn’t a good sales pitch. It’s that it’s used at an inappropriate time and tries to cram too much information into as small a space as possible. When someone asks what you do, you should give a generic answer (your title or job position, and your company name, maybe a SHORT sentence qabout what you do). You wait until you are actually invited to pitch your wares to launch into your sales pitch.

This conversation could go something like this.

“What do you do?”
“I’m a business consultant with XYZ company. We help shoe companies increase their distribution”
“Sound like something we could use, what kind of results do you get?”
“Our benchmarks show that companies that use our program get an average of 15-19 percent increase in distribution over the first two quarters — 8% above any other program tested”

See how much more natural that is?

When you launch into your long, run-on sentence sales pitch, right after being asked a simple polite “what do you do?”, then you come off as the typical pushy and over eager salesperson.

I think this is what bugs most people about the standard elevator pitch.

]]> Comment on The Real Problem May Be Your Sales Process by Andrew Priestley http://penoyer.com/375/the-real-problem-may-be-your-sales-process/#comment-272 Andrew Priestley Thu, 02 Dec 2010 23:08:52 +0000 http://penoyer.com/?p=375#comment-272 Fantastic point and so on the money! I have been saying a very similar thing for years and we always try and view skills in relation to the sales process. As an example, I worked with a large engineering firm that paid for sales training and the focus was on closing technique role plays. The engineers almost did a mass walk out! When we unpacked their sales process we discovered that a large portion of their projects are awarded by tender where estimation evaluators review the tender documents. In essence the only reason a client meets the bidders is to establish their bona fides - they have bought the solution. Once we know this we were able to focus on that aspect of the process where they have some influence and they are winning job after job - and we didn't even talk about handling objections etc. So great point. It should be kept a secret though because I make a lot of money focusing on this one aspect. Fantastic point and so on the money! I have been saying a very similar thing for years and we always try and view skills in relation to the sales process. As an example, I worked with a large engineering firm that paid for sales training and the focus was on closing technique role plays. The engineers almost did a mass walk out! When we unpacked their sales process we discovered that a large portion of their projects are awarded by tender where estimation evaluators review the tender documents. In essence the only reason a client meets the bidders is to establish their bona fides – they have bought the solution.
Once we know this we were able to focus on that aspect of the process where they have some influence and they are winning job after job – and we didn’t even talk about handling objections etc.

So great point. It should be kept a secret though because I make a lot of money focusing on this one aspect.

]]> Comment on A Little Secret for Avoiding Phone Tag by Siddiq@Secondary sales management http://penoyer.com/146/a-little-secret-for-avoiding-phone-tag/#comment-259 Siddiq@Secondary sales management Wed, 15 Sep 2010 06:58:13 +0000 http://penoyer.com/blog/?p=146#comment-259 This is very helpful post for me as I am into the same field. Thanks a lot for the useful information. This is very helpful post for me as I am into the same field. Thanks a lot for the useful information.

]]> Comment on Cold Calling Quantity Versus Quality by SalesJournal.com » Cold Calling Quantity Versus Quality http://penoyer.com/119/cold-calling-quantity-versus-quality/#comment-231 SalesJournal.com » Cold Calling Quantity Versus Quality Thu, 13 May 2010 12:01:56 +0000 http://penoyer.com/blog/?p=119#comment-231 [...] First and foremost you must understand that these things are not mutually exclusive. You can signifi... [...] [...] First and foremost you must understand that these things are not mutually exclusive. You can signifi… [...]

]]> Comment on The Absolute Best Self Improvement Tip for Telephone Sales People by Brad Morris http://penoyer.com/73/the-absolute-best-self-improvement-tip-for-telephone-sales-people/#comment-74 Brad Morris Fri, 18 Sep 2009 01:51:30 +0000 http://penoyer.com/blog/?p=73#comment-74 That's tough for some people, but it can make a huge difference. You just need to force yourself to listen the first several times until you "come to grips" with your voice and how you sound to the rest of the world. That’s tough for some people, but it can make a huge difference. You just need to force yourself to listen the first several times until you “come to grips” with your voice and how you sound to the rest of the world.

]]> Comment on The Cold Calling Doesn't Work Debate by Colleen http://penoyer.com/48/the-cold-calling-doesnt-work-debate/#comment-61 Colleen Thu, 03 Sep 2009 21:42:24 +0000 http://penoyer.com/blog/?p=48#comment-61 I dont care what anyone says until we have robots answering the phone cold callin works! Mixing that with direct mail is even better. People do not like getting emails that are unsolicited and unexpected faxes. If you send these materials after you have talked to the prospective customer it is different you have formed a relationship. I see companies coming up with stupid scripts all day long and the best thing to do is say who you are, where you are calling from and, why you are calling and I guarantee you if you keep it up you will do well. In a six hour period I get two to three appointments a day using a CRM (having a good voice doesnt hurt either) I dont care what anyone says until we have robots answering the phone cold callin works! Mixing that with direct mail is even better. People do not like getting emails that are unsolicited and unexpected faxes. If you send these materials after you have talked to the prospective customer it is different you have formed a relationship. I see companies coming up with stupid scripts all day long and the best thing to do is say who you are, where you are calling from and, why you are calling and I guarantee you if you keep it up you will do well. In a six hour period I get two to three appointments a day using a CRM (having a good voice doesnt hurt either)

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