Neljapäeval, 1. märtsil kl 16 andis Best Salesile eksklusiivse online-intervjuu Ameerikast ukselt uksele müügiorganisatsiooni Southwestern Company 154aastase ajaloo raamatumüügi rekordihoidja Dustin Hillis.
Oma parimal Southwesterni müügisuvel oli Dustin Hillise müügist tulenev käive ligi 340 000 USA dollarit (meie vanas rahas 4 miljonit Eesti krooni) ehk 20 000 ühikut suvega. Hillis on raamatu Navigate autor. Raamatu kohta saab rohkem lugeda sellelt leheküljelt http://sellingthewaypeopleliketobuy.com
Hillis on ka mitme miljoni dollarilise käibega müügimeeste koolitamisega tegeleva ettevõtte asutaja. Hillise koolitusfirmast saab rohkem infot leheküljelt http://www.southwesternconsulting.com
Hillis tuleb 4. mail Eestisse koolitama.
Riskikapitalist Allan Martinson on öelnud, et Eesti valitsus peaks tegema noorte jaoks Southwesternis praktika tegemise kohustuslikuks - ükski teine firma pole eestlasi rohkem müüma õpetanud, kommenteeris Martinson. Southwesterni programmis osalejad on hiljem Eestis rajanud mitmeid start-up-ettevõtteid - näiteks Pipedrive ja Fortumo.
Telemarketing is one of the lost arts of selling. Here are the 5 most common mistakes made in telemarketing:1. Talking to much. - Selling is not telling it's listening. The best salespeople in the world are professionals at asking the right questions. Bad salespeople talk too much.2. Talking to fast.- Low and Slow is they way to approach someone on the phone. It is natural for a telemarketer to get nervous when talking to someone on the phone and then talk too fast. Talking too fast makes people feel like you're selling them. People love to buy, but hate to be sold. 3. Being Pushy.- Bad salespeople try to force people to buy something that someone doesn't need or want. The best salespeople are professionals at qualifying all of their prospects, and getting a 10 minute "yes" and a 2 minute "no". 4. Present the product or service without all the decision makers on the phone. - nothing is more frustrating as a salesperson then doing a great job with your presentation and then getting to the end of a presentation and your prospect tells you "this is great. I just need to run this by my spouse and I'll call you back tomorrow." Always make sure you're talking to the decision maker(s) before going through your presentation. 5. Selling a commodity versus value.- If you have people asking "how much is it" all day long and then they shut you down after knowing the price... then you are selling a commodity and you might as well just be a retail store where people can window shop. Professional telemarketers know how to create a buying atmosphere, do a price build up, and do a price comparison with an emotional close to build value and buy in with what they're selling.
Part 2: They best way to create the first contact in telemarketing is one of the main topics we will be discussing at your seminar we are putting on in Estonia. My book "Navigate: Selling The Way People Like To Buy" has customized answers to the first contact for each of the 4 buying behavior styles. When approaching people on the phone you need to sell to them the way they like to buy. You can find a copy of my book at www.dustinhillis.me
2. Losing is not an option. Failing is okay… everyone fails. But losing means quitting. As Mort Utley once said “winners never quit, and quitters never win”.
3. My first year my goal was to do 40 demos a day and finish #1. My second year my goal was to recruit at least 5 people and hit growth. I brought out 8 people and sold 9,000 units. My third year my goal was to average 20 sitdowns per day and break the company record and I sold 20,000 units.
4. Work harder.
5. I memorized and took notes on every advanced sales CD at Southwestern then I took my notes and dissected the sales talk and inserted all of the advanced sales ideas into the sales talk. I practiced my approach and presentation everyday. In sales school I told people to be realistic and try to not buy from me… and I knew I was ready when people started telling me they had to buy.
a. When I start in new turf I go to the best houses first. My goal is to get at least one customer before noon my first day and then get a minimum of 5 referrals from every person I sit down with. My first day my last summer I sold over 480 units.
Part 2: Southwestern taught me 99% of what I know about selling. The only thing I figured out on my own was how to work referrals. My goal in life is constant and never ending improvement.
What makes us different is at Southwestern Consulting we believe in principle over personalities. Unlike other seminars that have some “self made millionaire” talking about how great they are… we teach proven principles that have worked for over 155 years at the Southwestern Family of companies. Check out the Southwestern Family of companies at: www.southwesternfamily.com
Today’s a great day – when I wake up
Thank you God for blessing me with feet to walk and eyes to see – after a sale
That sucks for them – after someone tells me know
Perfect – anytime something negative happens
In my opinion selling doesn't ever happen over email. Email is effective for generating leads, branding, providing additional information, but the end goal of an email should be to motivate someone to call you or send their information for you to call them. Email is a marketing tool.
At Southwestern Consulting we extensively use email marketing.
Here are the 5 most common email marketing mistakes:
1. Putting the price in an email... It should always be communicated in person or on the phone.
2. Providing too much information. Emails should be short and sweet, and motivate someone to call you.
3. Not using pictures. A picture is worth a thousand words. Include images to demonstrate your product or service.
4. Not using videos. The number 2 search engine in the world is Youtube.
Make sure to have great testimonial videos from your clients.
5. Relying on email v/s using the phone or meeting in person. Nothing beats looking someone in the eye and closing a deal.
I am selling the idea that people need to have a love for selling. I’m selling an idea of how people can move past the barriers that hold them back to achieve greatness. I’m selling people on how they can change the way they sell and start selling the way people like to buy.
I have not sold books in over 6 years. I’ve called on over 10,000 businesses in the past 5 years. Our team has called on and trained over 50,000 businesses. My clients include DIRECTV, KPMG, Bank of America, Wells Fargo, Toyota, State Farm Insurance, Morgan Stanley Smith Barney… and hundreds of other B2B businesses that we’ve built relationships with over the past 6 years. The founder of Boston Consulting was a former director at Southwestern. At your seminar we will discuss B2B phone techniques getting around gate keepers, working a referral system, time management, managing and selling to the 4 different Buying Behavior Styles.
Gatekeepers are trained to make sure you do not get ahold of the boss. They are trained to ask 4 "Death Questions". If you directly answer 1 of the 4 "Death Questions" you will get sent to "Voice Jail". The 4 Death Questions are:
1. What is this regarding.
2. Are they expecting your call.
3. What company are you with.
4. Who is this?
The answer to all of these questions needs to be the same answer. The answer to any Death Question is "just let him/her know it's regarding (insert the name of your manager)." If they say "who is that" then reply with "just let them know it's regarding (insert the name of your manager) and everything will be fine. Thanks."The gatekeeper won't know what to do, and most of the time she'll patch you through.
* in order for this to work with integrity, you need your manager to tell you "I want you to call every business in the world and tell them what we do". That way when the manager says "who is (name of your manager)"? You say "That is my manager who personally asked me to call you. And the reason I called is..."
For more information about Southwestern Consulting and what we do go to: http://www.southwesternconsulting.com
At your conference you’ll learn easy to use techniques for Identifying someone’s buying style in less than 7 seconds and easy to use techniques to adapt your style. Thousands of people have been successful at learning this system… you can do it too!