Salespeople ask questions, Jeffrey answers

I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process. More

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Salespeople ask questions, Jeffrey answers

Posted 10/29/12

I get a ton of emails from people seeking insight or asking me to solve sales dilemmas. Here are a few that may relate to your job, your life and, most important, your sales thought process.

Jeffrey, I am a marketing and sales rep for a company that sells emergency cleanup services. I visit prospective customers almost daily, mostly insurance agents and property managers, and provide value. Given the nature of what we do, my biggest challenge is coming up with objectives for each visit. Do you have any advice for me? Roxanne

Roxanne, Bring a current customer that has just had a major cleanup. Talk to them about what happened before, what caused it, what happened during, and then what happened after. What was the outcome? If you’re really looking for an objective, if you’re really looking for subject matter to talk your customers about, what could be better than something you’ve already done and what could be better than the proof you could provide through the voice of your existing customer? Do that and all of your watermelon will come right from the heart.

Jeffrey, It’s a known fact you are a great believer in the teachings of Napoleon Hill, like many other sales guys out there such as myself. Expanding the sales team with the most suitable people can be a challenge, and if the person who selects the new sales guys is a fan of Napoleon Hill’s philosophy, then it seems natural that the new guys also should share it. How do you personally go about finding new employees, assuming you’re looking for people that share the same philosophy? Do you have a certain approach of recognizing if a person will qualify, in order to spare a potentially unnecessary meeting? David

David, No. There is no way. However, there are questions you can ask during the interview such as, “What are the most impactful books you’ve read?” instead of “Have you read Napoleon Hill’s “Think and Grow Rich”? This will give you a long list of books, or it will tell you the person doesn’t read books. I want to know the most impactful books the person has read. That will tell me a little bit about their philosophy. For example, if he or she is reading a John Grisham novel versus an Ayn Rand novel, I have a clue as to what kind of thinker the person is. If a person has read Woody Allen he or she will likely be kind of a humorist. Find that out and you will find out if you have a good person or not.

Jeffrey, My company helps small-B2B-businesses plan a video strategy and develop Web series and webinars to tighten their bond with their customers. I’m feeling a great deal of resistance from people about creating videos to grow their business. The objections seem to fall into two major categories: 1) fear of visually being on the Web and 2) I can do this myself. I can hire the kid next door. What approach would you suggest? Pat

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