Intelligent Response Selling

Scripting is one of the strongest assets a salesperson can have, do, and use.  The key is to avoid using a script word for word.

Objections, in particular, lend themselves to a scripted response -- this might be causing your salespeople to lose sales.  Objections, while common, all require a highly personable and intelligent response.

Top sellers will take a scripted response, understand the intent, and then when faced with an objection, tailor the scripted response to a fitting, relational, and intelligent one personally delivered at just the right time.

Are your sales reps dumb?

No, your sales reps are not dumb. So why do so many sales execs speak to them as if they are?

Last week, I had the pleasure of working with some very brilliant salespeople in the Boston area. Almost to a person, they had this comment, "why are we being asked to sell the cool new cutting-edge services but are both: being paid better to sell the older services, and required to sell 80% of our quota on the older services before even making one penny on sales of the newer ones?"

Wow. I have the same question! Unfortunately, this dichotomy exists in way, way too many sales organizations in our country. I see it with each organization I come in contact with and there is no excuse. Wall Street is kind for a day or less ... but will your company make the really tough decisions early enough to be around for that day?

Your sales reps will sell what you tell them to -- so quit talking to them as if they are dumb, they aren't. Set your incentives to drive the behaviors you want, then talk about THOSE behaviors.

Can I really have a 4-hour work week?

A popular new book on the shelves promotes the 4-hour work week ... and the idea behind it seems dead sexy. Can it really be done?

I decided to put the book to the test. At first, I didn't think much of it...the info wasn't as quickly and easily available/followed as I would have liked. However, upon further review (which meant reading the ENTIRE book) I must admit I am sold on giving this idea a go. So what's the catch?

The reality check: Don't expect a 4-hour work week anytime soon. Obtaining such liberation takes a great deal of defining, eliminating, and automating those things currently dominating your time: Work, Home, Play, etc. I hope to just get back to a 40-hour work week over the next 30 days.

A main premise of the book is the need to outsource much of your life ... to India. That won't settle with quite a few but for those willing to try, there is no reason it wouldn't work, especially if you are willing to accept an Indian version of English in your writings/emails/etc.

If I'm willing (and I am) to work at creating a revenue stream that takes little of my time, I will get to an eventual 4-hour work week. I am setting my target to achieve the 4-hour work week as July 4th, 2010.

Until then, if you need to outsource Sales Training or Marketing, let me know. I offer excellent service and best of all, I'm right here in the US of A.