If you’re anything like me, your to-do list might look something like:

  • call 100 leads
  • schedule 50 appointments
  • send 100 follow up emails
  • generate 200 new leads
    … and so on.

So, when my friend mentioned I should read the sales book he just bought, it sort of went in one ear and out the other.

My top priority is to hit my quota for signing up new accounts, so reading a sales book just didn’t seem worthwhile. I went on with my days forgetting about this book, until I learned that one of my co-workers read the book and it was actually helping him hit his quota faster.

By not reading the book, I knew I was letting my friend down, but what I didn’t realize is that I was also missing out on valuable sales insights. Like the story of how Aaron Ross transformed the Salesforce.com sales team without any traditional cold calling and scaled the business into a $100 million sales machine. Or the enlightening findings from one of the largest studies ever done in sales.

Determined to see the same results as my co-worker, I dedicated 10 hours to read the book my friend recommended and two other books I heard had proven results:

  • SNAP Selling by Jill Konrath
  • Predictable Revenue by Aaron Ross
  • The Challenger Sale by Brent Adamson and Matthew Dixon

In a very short time I started hitting my quota quicker. I cannot do more than urge you to do the same and I hope this brings you the same — if not better — results.

Happy Monday, Happy Selling!

K. Frisch

P.S. We have all three above mentioned books in the office. Should you wish to borrow any of them please feel free to stop by and pick up a copy.

The 3 Books That Helped Me Hit My Quota Quicker!

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There have been several studies and they’ve all determined the same thing: People like things that are easy to think about. In other words, humans want to make an easy decision, not a hard one.

If you’re in sales, this is the angle you need to work in order to be successful.

But this raises a question: How do you make a decision easy for someone?

We’ll make it easy for you. Here are five quick tips to help a prospect make the “easy” decision.

1) Prepare down to the essentials.

Customers don’t like to be overwhelmed with a ton of information, but they do like to hear about the specifics that pertain to their situation.

This means that sales reps need to know the ins and the outs of their prospect’s business to deliver the most mentally palatable presentation. By spending a few extra minutes researching your customer, you’ll be much better informed about who they are and what they want. Check all the usual places, including LinkedIn, company blogs, and social media, as well as any industry-specific forums.

2) Ask questions.

Instead of you trying to convince your prospect that they need your product, asking questions prompts them to reflect on their circumstances and come to their own purchase conclusion. And a decision a person comes to on their own always seems easier than one forced upon them by a third party.

Asking open ended, simple questions is key here.

3) Help rally the troops.

An average of 5.4 decision makers are involved in every B2B purchase. That’s a lot of people. As a sales rep, it’s not only your job to convince the person you’re speaking with that your service offers value, but also the other people who get a say in the decision.

The easiest way to do this is to offer your assistance. Once you “sell” the first decision maker, it’s time to start a conversation with the others. That could be as easy as asking for their phone number or email and setting up individual calls, or one large presentation. Either way, helping your champion convince the rest of their team makes the decision much easier to sign off on.

4) Respond as quickly as possible.

Keeping it simple also means that you’re quick to respond so your prospect doesn’t have to wait around all day for answers to their questions. One study conducted by Heinz Marketing found that the average response time is 61 hours. Yep, 61 hours. If you’re able to do better than that, not only will you beat the average, but you’ll also make a tremendous impression on the prospect. Getting an answer to a pressing question from you will seem as simple as pressing an “easy” button.

The best way to improve your response time is to set up an email system. When you receive a message from a prospect, give it a quick read and decide if you need to respond at this moment or not. Remember, great sales reps go the extra mile for their customers and prospects. Commit to answering all customer emails within a certain timeframe, and stick to it.

Happy Monday and Happy Selling!


Simple Tips to Get Them to Say YES!

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1) Social proof
Why it works: Social proof describes the tendency to make choices based on other people’s decisions, because we believe those decisions reflect the right choices.
Marketing teams already leverage the concept of social proof through customer case studies and displaying customer or social share counts.

How to use it: Reference high-profile customers or the size of your customer base. For a more targeted use, point out how many of your prospect’s competitors and peers use your product.

The McDonald’s slogan “Billions and billions served” calls out the company’s giant customer base.

2) Get your foot in the door with a small ask
Why it works: Once a prospect says “yes” to a small ask — the proverbial foot in the door — they’re more likely to agree to future requests.

How to use it: Ask your prospect a question that they are unlikely to say no to.

If you sell software that tracks target accounts’ trigger events, an easy way to get a first “yes” is to confirm that your prospect’s sales team wants to improve their prospect outreach.

3) Include a headshot in your email signature
Why it works: When we make eye contact with people, we feel a subconscious sense of connection. In one Cornell University study, researchers edited images of the Trix rabbit mascot, then asked adults to pick between several cereal boxes bearing different versions of the image. Participants most often chose the box where the rabbit was directly looking at them.

How to use it: You can’t make actual eye contact through email, and by no means should you include a massive photo of yourself in the body of an email — that’ll just make prospects uncomfortable.

But it can be easy to forget that there’s a person on the other end of your emails. Including a small headshot of yourself in an email signature is a subtle way to remind prospects that you’re human too.

4) Include a reason
Why it works: Giving people a reason why you need something — no matter how ridiculous — makes it far more likely they’ll do what you ask.

Psychologist Ellen Langer conducted a study in which experimenters asked to skip ahead in line at a Xerox machine. When they asked, “I have five pages. May I use the Xerox machine?”, they were allowed to skip the line 60% of the time — not a bad outcome.
But when they asked, “I have five pages. May I use the Xerox machine because I have to make some copies?”, 93% were allowed to skip the line.

Despite the fact that everyone else in the Xerox machine line needed to make copies, they complied with the request simply because the experimenters provided a reason.
How to use it: We wouldn’t recommend making up ridiculous excuses to get your prospects to sign a contract — that’s not good for anybody. But even providing a simple explanation — “I’d like to set up a meeting with you because I can help with X strategy” — could pay huge dividends.

Instead of writing, “I’d like to set up a conversation so we can discuss your project management software strategies,” try this instead: “I’d like to set up a conversation to discuss your marketing strategy because we’ve seen similar companies increase their lead generation by 40%.”

Happy Monday & Happy Selling!

K. Frisch

4 Techniques to Apply in Your Sales Emails

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