At the end of the day sales success boils down to just three things:

1. Message: Have a compelling message

2. Audience: Share that message with a lot of people

3. Proof: Provide proof to back up your claims

Sales success is really not that complicated when you get right down to it. The reason that you are not experiencing the level of success that you want is simply that you are weak in one or more of these three areas.

Two of the most frequent questions that I get are: “what about using questions to advance the sale?” and “what about overcoming objections?” As for overcoming objections, my response is that you cannot and should not attempt to overcome objections. The whole idea of overcoming objections is a myth. I am not saying that you cannot overcome an objection but that in today’s marketplace the cost of overcoming objections is too high to be worthwhile. If you look at your last 100 sales I can guarantee that you did nothing to overcome an objection in 98 of those sales. When you attempt to overcome an objection you create an adversarial relationship that results in alienating the prospect rather than advancing the relationship. In the 21st century advancing the relationship is far more important than attempting to overcome the objection.

As for the use of great questions, my response is this: artful use of questions can definitely result in closing more sales opportunities. But the key is the “artful” use of questions and that takes a lot of practice. Unfortunately, most salespeople will not put the time into becoming skillful in using questions during the sales process. That said if you have a compelling sales message and share it with a large number of qualified prospects you will secure a lot of opportunities to present. If you can then provide proof of your value prior to the first meeting you will close a lot of those opportunities regardless of your skill in using questions.

By now you are probably which of the three components is most important. Quite frankly I would tell you that you have to share your message with a lot of quality prospects. If the only thing that you did was talk to 100 people every day sharing a simple message of: “I sell ‘X’ and would like to tell you about it” you would get several opportunities to present every day. With zero closing skills, you would make sales if only by accident. Early in my career selling life insurance, I read the following:

“Show me a telecom specialist that will go belly to belly with ten people every day and tell his story and I will show you a telecom specialist that cannot fail!”

I have no idea who wrote that but it made a huge impact on my career. From that day onward I knew that I had to focus on telling my story to as many quality prospects as possible.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post The MAP to More Sales – Part 1 appeared first on ConectUS Wireless.

1. Allowing a prospect to lead the sales process. The best way to control the sales interaction is to ask questions. This is also the best way of learning whether or not your product or service meets the needs of your prospect. Quality questions that uncover specific issues, problems, or corporate objectives are essential in helping you establish yourself as an expert.
2. Not completing pre-meeting research. After several weeks of voice mail I finally connected with my prospect and scheduled a meeting. Unfortunately, I entered the meeting without first researching the company. Instead of presenting a solution to an existing problem, I spent the entire meeting learning fundamental information, which to senior executives, is a complete waste of their time. This approach is one of most common mistakes. I have received countless phone calls from sales people hawking their wares and trying to sell me ‘stuff’ I have no need for. As a sole proprietor, I do not need a complex telephone system, additional employees, or an automated payroll system. Invest the time learning about your prospect before you call them and before you try to schedule a meeting.
3. Talking too much. Too many sales people talk too much during the sales interaction. They espouse about their product, its feature, their service and so on. When I first bought carpet for my home I recall speaking to a sales person who told me how long he had been in the business, how smart he was, how good his carpets were, etc. But this dialogue did nothing to convince me that I should buy from him. Instead, I left the store thinking that he did not care about my specific needs. A friend of mine is in the advertising business and often talks to prospects who initially request a quote for a specific advertising job. Instead of talking at great length about the ad agency’s experience and qualifications, he gets the potential client talking about her business. By doing this he is able to determine the most effective strategy for that prospect.
4. Giving the prospect information that is irrelevant. When I worked in the corporate world I was subjected to countless presentations where the sales person shared information that was completely meaningless to me. I don’t care about your financial backing or who your clients are. Make the most of your presentation by telling me how I will benefit from your product or service until I know how your product or service relates to my specific situation.
5. Not being prepared. I remember calling a prospect expecting to receive his voice mail. That meant I was completely unprepared when he answered the call himself. Instead of asking him a series of qualifying questions I simply responded to his questions, allowing him to control the sale. Unfortunately, I didn’t progress any further than that initial call. When you make a cold call or attend a meeting with a prospect it is critical that you are prepared. This means having all relevant information at your fingertips including; pricing, testimonials, samples, and a list of questions you need to ask. I suggest creating a checklist of the vital information you will need and reviewing this list before you make your call. You have exactly one opportunity to make a great first impression and you will not make it if you are not prepared.
6. Neglecting to ask for the sale. I recall a participant in one of my workshops expressing interest in my book. I told him to look through it but at no time did I ask for the sale. Later, I heard him express this observation to other participants in the program. If you sell a product or service, you have the obligation to ask the customer for a commitment, particularly if you have invested time assessing their needs and know that your product or service will solve a problem. Many people are concerned with coming across as pushy but as long as you ask for the sale in a non-threatening, confident manner, people will usually respond favorably.
7. Failing to prospect. This is one of the most common mistakes independent business make. When business is good many people stop prospecting, thinking that the flow of business will continue. However, the most successful sales people prospect all the time. They schedule prospecting time in their agenda every week.

Even the most seasoned sales professional makes mistakes from time to time. Avoid these blunders and increase the likelihood of the closing the sale.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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1. Prospects Who Ask Questions Are Usually Ready To Buy

Prospective customers who take the time to ask questions usually have a high level of interest in your product or service. By asking questions they identify themselves as likely buyers.

A prompt and complete answer to their question along with a gentle reminder of the benefits they will get is usually all it takes to close the sale.

Tip: Make it easy for prospects to ask questions when they are at your web site or in other selling situations where there is no personal contact. For example, list your phone number or an email address they can use for questions.

2. Set up A Procedure for Managing Questions

Answering questions from prospects does not have to take a lot of your time. Many of the same questions will be repeated over and over again. But you only have to answer each question once …if you save the answer to each question to a permanent file.

Every time you get the same question again, just copy the answer from your saved file into your reply – and customize it appropriately. You will be able to answer questions quickly. And you will impress prospects with your promptness and personal attention.

3. Always Reply Promptly

Answer questions promptly. Your prospect’s level of interest and your chances of getting the sale will decline as time passes without a reply. Prospects are also likely to judge your commitment to serving customers by how long they waited to get the answer to their question.

Tip: If you find yourself personally answering a lot of questions, add a Questions and Answers page to your web site – or to your printed sales material. Include the answers to your most frequently asked questions. This reduces the number of questions you have to answer individually.

4. Take Advantage of the Selling Opportunity

People tend to pay close attention to what you say when you answer a specific question they asked. Take advantage of this. Don’t just answer their question. Include a reason for them to buy as part of your answer.

For example, a typical question may be whether or not your product or service applies to the questioner’s situation. If it does, expand your answer to remind them of the specific benefits they will get. Then tell them exactly how to order it so they can get those benefits immediately.

Remember, prospective customers who ask questions are usually close to buying. A gentle nudge from you will often get them to take action. Provide that nudge when you answer their question.

Many businesses try to avoid questions from their prospects and customers. They are making an expensive mistake. Answering questions from prospects and customers is a highly effective and very low-cost way to boost sales!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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This is ‘Tip 2’ in a series.

Selling slumps are as perennial as the seasons but they don’t need to destroy your career. Understand that they are part of the marketplace and they always will be. They are caused by a variety of factors but always keep in mind that you didn’t just wake up ‘dumb’ one morning. When you understand that fact, it will be easier to recognize that the situation is temporary. In old writings authors often used the term, “it came to pass”. They didn’t use the term, “it came to stay”.

Tip #2: Do a critical evaluation of your recent sales opportunities that have not gotten the results you wanted. Be careful not to turn this into a self beat-up session. That will not be productive. Rather examine the steps you took at each opportunity to determine what worked and what didn’t. Don’t label things right or wrong, simply did it work properly or didn’t it. Then plan to make the appropriate adjustments.

It is also beneficial to see if you have recently taken a major deviation from your normal selling procedures. In other words, have you swerved off your established gameplan?

Professional athletes have coaches to help them recognize these shifts from their normal routines. Baseball hitters have batting coaches who watch for minor deviations. The greatest golfers have coaches to monitor their swings.

Salespeople usually have managers who observe their performance. It’s a great idea to approach your manager for help rather than to wait for the manager to come to you because of performance issues.

If you don’t have a manager, considering getting a coach, taking a sales course, or reading a sales book. Any of these actions will help you break out of the slump earlier and improve your mental outlook.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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A good salesperson will make their product and pitch fit their customer. They will take the time to learn about their customer, whether it be through initial research or through questioning they will assess what is important to their potential customer before going in for the sale. There are some rules of sales that should not be ignored.

Prior Research:
Research is an essential part of any sales role, the opportunity should be taken to research a potential customer before they are approached, learn as much as possible from all resources such as the internet or even colleagues. This will help a salesperson to build initial rapport with any potential customer as they are instantly credible and have clearly taken real interest.

Customer Questioning:
The use of high gain open questions with a customer will help a salesperson understand what is important to them when considering new products or services, what standards they expect, what timescale they work to and who is involved in the decision process

A salesperson should let the customer speak and listen for signals of interest, a good rule to adopt is the 80/20 rule, let the customer speak for 80% of the time in response to good questioning. It is human nature to like talking about yourself and a customer will not be excluded from this rule so the opportunity should be taken to play on this to gain as much insight into a customer as possible to help make a sale.

Through questioning a salesperson should help the customer realize a need or problem and then offer a solution, if the customer highlights the need themselves half of a salesperson’s job is done.

Tailored Proposal:
Any proposal should be tailored to the audience and play to their interest, if a customer likes to talk numbers they will be offered numbers and if they like talking status matching benefits will be highlighted. A good salesperson will use everything they have learned through questioning to ensure that the proposal appeals to their customer and that it plays on the identified areas of interest.

Ask for the Sale:
A simple step that is overlooked far too often.  Simply asking for the sale will increase your closes exponentially.  Don’t forget this; simply ask for the sale. 

Learn these simple steps and get out there and close more business today!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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PRESS RELEASE CONTACT:
Name: Rick James Stapp
Phone #: (469) 428-7710
Email: rjstapp@conectus.com

For Immediate Release

Date July 15, 2018

ConectUS Offers Business and Employee Communications Solutions

• > More agencies available to sell to businesses and their employees

• > Opportunities to offer cost-effective Internet, phone and wireless phone services

• > Sell direct fulfillment services from Verizon Wireless, Verizon Business and Frontier.

• > Premier Verizon Master Agent

McKinney, TX – July 15: ConectUS, a leading master distributor of business and residential services from Verizon and Frontier, today announced further strengthening of its support for agents who wish to expand their B2B and B2C portfolios of services.

“This is a great opportunity for existing small businesses and single operators to sell more services to business customers and their employees,” said ConectUS President, John Scully. “If you’re already selling other services to business owners, why not position yourself as a one-stop-shop for a whole host of other services: become a trusted partner by packaging together a multitude of communications services at advantageous prices?”

ConectUS has a large back office support team that supports its agents by activating services, upgrading systems and – when needed – shipping new equipment on a fast turnaround.

Said John Scully: “We’ve increased our sales support team over the years to guarantee the best possible help for our agents. We want them and their customers to have flawless experiences when they work with ConectUS.  Being one of the largest Verizon Master Agents, agent support is our #1 priority!”

ConectUS is currently encouraging new and existing agencies with an interest in selling B2B and B2C communications solutions to call (469) 428-7710

Businesses that would like to be contacted by a ConectUS sales agent should also call (469) 428-7710 or fill out our request for located by clicking here.

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About ConectUS

ConectUS was founded in 1974 in Southern California selling hand-held radios. During the ‘90s, ConectUS began selling analog cell phones and then integrated communications solutions. Today, they offer Internet, landline phone, TV services and cell phone services to businesses, their employees, and residential customers. Being one of the largest Verizon Master Dealers in the country as well as a Master Dealer for Frontier Communications, ConectUS Wireless has a lot to offer their partners. This includes Verizon One Talk, a service that rings all of your devices simultaneously, so you will never miss a call. ConectUS can be found at www.ConectUS.com

ConectUS Wireless Offers Business and Employee Communications Solutions

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