Messaging: Do you hear the words coming out of my mouth?

More often than not the sad answer is no they do not. We all hear the same song over and over again from sales managers, the trainers they bring in, and every blogger come consultant and vice versa. We get it, ASK MORE QUESTIONS and you will become successful. But honestly, how realistic is it to call someone, and without them knowing what the point of the call is, start asking questions?

I had a great trainer once who taught us to frame our calls.An example:

“Hi, Karl at startup sales mentor calling, I have a couple things I wanted to discuss and it should  not take more than 5  minutes.”

He stated that this “framing” showed respect and allowed them to determine if it was the right time for an interruption. I used and taught this method to no end, and while it has some value in showing people respect, it does not get anyone to engage.

Other greats like Parinello and Konrath say start with who you have helped and forget going into who you are. Again, I agree with this sentiment and think it carries some weight to engage with people on how you have made a difference with others. The problem is, that it is not what we share, but how we share it that matters, and if everyone uses the exact same style, again the buying world is full of clatter.

So what can we do to avoid be interpreted like Jackie Chan’s character’s broken and inaudible English in Rush Hour?  How can we cut through the noise of a busy persons day and be heard? What will make people stop what they are doing and listen? I would love to hear your ideas over the next couple of weeks as we dive into the importance of messaging. Please spare me the gimmicks and over the top statements as nothing turns your voice to a deafening white noise faster than the scent of B.S.

We will build core value on our message, and deliver it is short bursts. We will run through examples of taking the weak and making it strong. We will provide POP over polish. WE WILL GET TO THE POINT. Tell me, do you hear the words coming out of my mouth?

Web 2.0 and Sales 2.0 – Salesconx wants to help small businesses and startups

I found a company that has a new idea. The site is called Salesconx and they are trying to build a new way of lead exchange. Like many new ideas, it is debatable if it will work, but I like the reasons why they are trying to get things going. What’s more is I have worked out with them a program. If you sign up for free, they will give you $25 to test it out. How can you lose, just go to my special page at http://www.salesconx.com/startupsalesmentor.php?reff=1043

Here are the basics:

1. Salesconx Inc, provides technology and services to support an online marketplace for business referrals. Launched in September of 2007, Salesconx serves as a platform for qualified introductions and pay-for-performance deal generation. Salesconx helps businesses and selling professionals across the country drive more business by allowing them to add more clients and customers in a broad range of industries and disciplines. These selling experts who have relationships with decision-makers across numerous industries include financial services, banking, computer services, real estate and marketing services.

2. Salesconx is an actively growing community of marketers, sales professionals and small business owners utilizing online networking to drive qualified leads and sales to their businesses via introductions and referrals. Thousands of businesses across North America are already using Salesconx to fulfill their lead generation, appointment setting and revenue goals.

3. What we are trying to accomplish : We are trying to help the 24 million small businesses in the US drive more revenue through qualified lead generation and “deal generation” by leveraging the 17 million sales professionals in the US. Most of the Internet has been about disintermediating sales people from the selling process – Salesconx is about incorporating sales professionals and turning them into conduits of leads and opportunities. It is our objective to displace a percentage of the $90 billion being spent in the US on marketing and give that money to our network of sales professionals.

Pretty cool stuff and if it is executed properly a great benefit to small businesses, startups, and their potential customers.

Brilliant: And the winners are…

So this week I have some real gems to discuss. Tim Rohrer the crowned prince of media sales demonstrates what not to do from one of his own experiences.  Read about his Olympic sized missteps in his post: A selling dilemna Yes Tim knows there is a spelling issue of epic proportions in his title!

Next we have another Gem from the Sales Management 2.0 site of Brad Trnavsky. BB Hainsworth asks an important question in “How much  is hiting costing you?”

Fianlly a parting thought because I am in the midst of a rough day. It is always unfortunate when you lose touch with people, especially when you were so close for so long. One person I have not seen in years who meant so much to me in high school and my early days in California was my frend Miles Decotiis. Miles and I grew from long haired metal playing teenagers to adults of the fight club X-generation reality.

I found out today, that one May 8th he died in a car accident. Miles was an inspiration to me in my youth. If not for him, I would have never moved to California or really taken the guitar seriously. If not for Miles I would have never broken out of my book wormish hide and developed the joy of interaction and relationships that I do today. Withut Milo, my best friend, who knows if I would have made it through high school with my mental state intact. His free spirit and carefree attitude were bar none, and nothing less that viral. If anyone I knew showed me the mettle it would one day take for me to perservere in sales, it was Milo. I will miss you my compadre, and wherever you are, I know snakes sing and eagles dance for a moment by your side.

Your fried freckled friend,

Karl

Book Review: Mr. Inside Sales decides to share his Secrets

In his new book, The Real Secrets of the Top 20%, Mike brooks let’s us into the inner sanctum of inside sales greatness. Dubbed Mr. Inside Sales, his story and advice clearly shows us how he was awarded the name.

Click here to get free books, tutorials,  and e-books from 20 of the best sales trainers of our time. This list includes, Jeffrey Gitomer, Jill Konrath, Jonathan Farrington,Wendy Weiss, and yours truly.

Delivery: 8

Mike provides a clear and simple path to spelling out how to get into the top 20% of any sales team. It is esily digested and for those new to sales a revelation on how to make a lot of money. For those who have been around a lot longer, his delivery is like a cup of tea we have not had in a while and forgot how enjoyable it was. He might get us drinking tea for a few days if not a lot longer.

Here is an example of his clear and straight forward dialog,

“The importance of scripts

Whenever the subject of scripts comes up, people usually have definite opinions. They either love them or hate them. Those who wouldn’t be caught dead using scripts like to point to those pesky telemarketers who call at night and sound stilted and computer like. “I hang right up on them,”

They say. “I’d never read a script. It’s totally unprofessional.”

On the other hand, there are people (like me) who understand that some scripts, used in the right context, are exactly what separates the top 20% from the bottom 80% who are ad-libbing their way through calls. The bottom line is that even if you are not physically reading a script, chances are you say the same things over and over again. And, chances are, if you haven’t taken the time to plan out and script the absolute best, most effective, proven responses to the situations, objections, red fl ags, and reflex responses you get day in and day out,  then you truly are winging it. And winging it is why so many salespeople crash and burn.”

Concept: 9

I have read many books on the 80/20 rule, and many more on how be a super star inside sales rep. While many of them have some good points, no one has ever made the hand book so easy to use. The concept of a single book with all the answers was long overdue and it is now with us.

Message: 9

Again, an amazing repository of several decades of inside sales wisdom. Mike has blessed us with a tome that simply shares with us how he did it, how he has helped others do it, and now how you can do it just by turning the page. He shares tips that would often take years of different trainers and mentors to gather.

Overall: 8.5

Without a doubt this book is a must buy for anyone working in inside sales who is not over achieving at a rate of 125% or greater. It has all the tips, all the advice, all the tools necessary to become one of the greats on my team.

BEW: Business Expert Webinars – Knowing your buyer – Did I say 4? Oops its 2 days away!!!

Only 2 days left to register for this amazing training that will instantly increase your sales!

CLICK HERE to find the first 6 trainings I am offering starting in June. Believe me, you will be hearing more about them as we get closer to the official date. Knowing your buyers, the first training will instantly help sales people improve their prospecting and negotiating skills.

Description:

This webinar will examine what triggers different types of buyers to make decisions. We will analyze what you can to maximize every situation by truly knowing your buyer. From innovator to excessive traditionalist, from discerning to dynamic, what do they want and how do you show it to them?

We will take a hard look at creating a relaxing environment that enables a greater likelihood of candid and beneficial communication. Join us as we clearly help you understand how to massage the buying process and then align your sales process.
For now remember, go to,

http://www.businessexpertwebinars.com?afflink=bewkarlgoldfield051008