Asking for the competition's quotes after the job's been awarded Sales and Selling |
- Asking for the competition's quotes after the job's been awarded
- Always done my own prospecting. Now I have an SDR assigned to me. How do I find efficiency?
- How does it make you feel when people hang up on you?
- Is there a bigger chance of closing a deal if the meetings happen in the client's place?
- "Dear Neighbor", "Resident", or blank for mailing campaign?
- How do you control emotions when a call isn't going your way?
- New(ish) to sales. Selling b2c insurance, all inbound calls. Do SPIN and Challenger apply?
- What are some "outside the box" cold emails that you recommend?
- Simple Prospecting.
- Learned some new tools in sales training class I thought I'd share
- Introducing yourself on the initial cold call. Start by telling what industry your business is in or going directly to general client issues?
- B2B prospecting tool?
- Anybody use calliduscloud?
- What's the best way to sell custom software services?
- CCTV Solutions - Been tasked with being in charge of long time channel partner including negotiating a channel partner agreement with them - Help
- Commission working for an insurance broker (UK)
- The good old "Let me do my research" and Ill get back to you line.
- Books for a financial salesman?
- Ground floor opportunity, how should I structure my compensation?
- How to be a better listener?
- Serious Advice for 17 Year-Old Aspiring Sales Mogul
- Why would you choose inside sales over outside sales?
| Asking for the competition's quotes after the job's been awarded Posted: 03 Aug 2018 07:09 AM PDT You've provided the best experience and pricing you can for your prospective customer, but unfortunately didn't win the bid. You want to improve your game for the next customer, or against your competition. Some questions: 1) Is it unethical to ask for your competition's quote from the customer AFTER the bid has been awarded? 3) Are there circumstances where doing either would even be considered illegal? Maybe in government, education, military, etc? Background: I worked in IT inside sales for a while, but was untrained in the sales role when I started (i.e. self-taught). Never got put in any above situation professionally, but it came up in a debate with friends when pricing out some windows and doors in my personal life. The only thing at stake here is a round of free beer and some chicken wings. Thoughts? Edit 1: Clarified I'm asking for the winning quote through the customer, not directly from the competition [link] [comments]  |
| Always done my own prospecting. Now I have an SDR assigned to me. How do I find efficiency? Posted: 03 Aug 2018 03:27 AM PDT I've always done end-to-end sales, and I've enjoyed the process (including the cold-calling) as I've found it has lead to greater rapport. Now however, I have an SDR assigned to me. Obviously, it would be silly of me not to utilise this but how do I do so in a way that maximises sales opportunities in the long-run? For those who do their own prospecting as well as having their own SDR, how do you structure the process? [link] [comments]  |
| How does it make you feel when people hang up on you? Posted: 02 Aug 2018 07:50 PM PDT I just need to know I'm not the only one right now... [link] [comments]  |
| Is there a bigger chance of closing a deal if the meetings happen in the client's place? Posted: 03 Aug 2018 12:04 PM PDT |
| "Dear Neighbor", "Resident", or blank for mailing campaign? Posted: 03 Aug 2018 07:25 AM PDT I'm a financial advisor and, as I've mentioned before, have been walking around my neighborhood knocking on doors, introducing myself, and having brief conversations with some of my neighbors that I don't know to try and drum up business in my area. I'm about to start a mailing campaign to 200 homes in my community but I don't actually know their names. Should I address the letters "Dear Neighbor", "Resident", or not put anything other than the address? I'm kind of leaning towards just sending it out to the addresses with no names. I feel like "Dear Neighbor" or "Resident" screams "junk mail" and won't ever be opened. Is it even legal to send mail out without a name? I don't want to buy 200 stamps then have everything come back to me. Any thoughts? [link] [comments]  |
| How do you control emotions when a call isn't going your way? Posted: 03 Aug 2018 11:03 AM PDT I've been in my territory for a few months now, and am starting to have follow up calls with people a few months back who told me to reach out in (insert whatever month) It seems like every time I have one of these calls, the person decides that they aren't interested anymore...and honestly it pisses me the fuck off and messes with how I handle the call. Curious to see if anyone has a strategy to keep their composure on a call when you expected it to go one way, and it goes the complete opposite. I've tried meditating, exercising, idk maybe it's just me [link] [comments]  |
| New(ish) to sales. Selling b2c insurance, all inbound calls. Do SPIN and Challenger apply? Posted: 03 Aug 2018 06:42 AM PDT Hello all. So, I've been in personal lines insurance for a few years. I've done service, agency admin, and claims and just transitioned into sales. My numbers are OK so far, I'm in the top 5 of my team of 15 but we're only on week 2. I'm still feeling the space out as this is my first time actually selling full time. I've read Challenger once and just started SPIN from the recommended list. I'm still working on my challenger strategy but one thing I've noticed is that both of these are primarily geared to B2B sales. Before I invest much more in working on these I just wanted some opinions on if these strategies are as successful in B2C or if they need some adaptation. Any advise from wiser heads is appreciated! [link] [comments]  |
| What are some "outside the box" cold emails that you recommend? Posted: 03 Aug 2018 10:04 AM PDT My introductory email is pretty basic and my rate of response is pretty low. I never try to sell anything off the bat so it's less about 'here's what I have to sell you' and more 'what can I help you with?' That being said, it's still tough to get many replies and I know people are generally inundated with emails. I'm wondering if anyone has some cold call email templates they use to help generate initial responses. Something a little 'outside the box' in terms of maybe not coming across as just another sales-y email but something that can at least have a higher rate of reply and open the conversation up from the get-go. Any input would be greatly appreciated! [link] [comments]  |
| Posted: 03 Aug 2018 09:44 AM PDT I am a beginner in sales for a small marketing agency, I've being making calls and booking meetings for some months now. Since we are just a couple of marketers, I have the freedom to use and perfect whatever script I prefer and techniques I like, but I'm having a problem in the very beginning stage of the interaction that is bothering me. There are many techniques about prospecting. About how to engage with the gatekeeper to talking to the business owner. The problem I have with many books, courses I studied was the robot lines I had to say from the script, they didn't came natural and easy, even when practiced for some time. I noticed the more I practiced them, the more automatic and monotonous I felt I sounded. Even with my mind sometimes distracted. Like studied pick-up lines instead of natural conversation in seduction. I begin to try a new way that sounds more human, something in the way of "Hey Mr. X, I found your number online. I see you sell cars. My job is to get you 15 people who want to buy a car or two in just a week. Want to know more?" Cold calling in a relaxed fashion to lower the prospect defenses first so they can decide later that either they like my idea or don't. I'm not trying to make a non-buyer a buyer. I am looking for clients that want my solution and are curious to know how we can work together. Now, a call out of the blue is very probable to be somebody who wants something of you. In the scam and con world we live today, business owners are more aware. They know the phone ringing with some stranger is danger. What I am trying right now is to throw the end result that the client would get. This to know if they would like what I offer. Let's see if you share my view on it. Here it is: Good morning. I'm looking for the owner/manager of ABC.
May I ask what this is regarding?
It's about a proposal.
It's about a proposal. It's regarding your clients.
Hello...
Attention Mr. X, John here. I'm calling to make you a proposal you may like, you tell me if you like or not, sounds good?
- I know where you are going, thanks for calling, but no.
- I really don't have time right now. (A maybe.)
- What are you selling, son?
Sir, I am not selling anything. I want to know if we can work together to make some money. You make the soup, I bring the hungry. How that sounds? Interest So tell me how good would it be if I bring 10 people each week to your business. Sound interesting to you?
You could have: - You know what never mind. I'm not interested. Interest lost - I'm guessing this a kind of a service, and we are paying someone already. - That will be good but I don't have money. I am barely staying within the budget. - And why would you do that? - How could I know you can do it? - Hmmm. I'm listening.
In the meeting, I have used SPIN selling. A very effective way to use questions to relieve the salespersons of stress that makes them speak and speak of trivial stuff to just answering what the prospect wants to know and the need he wants covered. The last few days I scrabbled all this in a notepad and just yesterday I wrote it in Word. I want to post it also here to hear your thoughts. Anyhow, to fellow beginners a word of advice: Sometimes we, as aspiring professionals, think that something complex and advance will work like a charm, when it is that most of the time the simple and basic things get the money. As a rule, no matter who the advice comes from, either Zig Ziglar or a beginner like me, always ask the market, they will tell you if an idea works or not right away. [link] [comments]  |
| Learned some new tools in sales training class I thought I'd share Posted: 02 Aug 2018 06:16 PM PDT I work in an inside project sales role working warm leads. The company hired an outside sales training firm to do formal sales training, and it's been really good. Today we talked about uncovering the pain motivating the sale. In my field, pain can be anything from non-compliance with code or policy to putting employees at risk. For others, it could be the fear of missing out on a new product, or loss of productivity. The purpose of the initial sales conversation is to get as much info as you can so you can serve them better later on.
Use these questions to figure out the why behind the opportunity and uncovering their pain so when you present your solution, you can address their concerns directly. Descisions are intellectual, but buying is emotional. [link] [comments]  |
| Posted: 03 Aug 2018 02:51 AM PDT I'm reading "New Sales Simplified: The essential handbook for prospecting and business development". The author says it's best to start your cold call by giving one or two sentences about what industry your business is in before you bring up general pains we solve for our clients. I've tried that approach a lot before I started reading the book and I didn't have so much success with it. Because I will get cut off before I get a chance to get to the next section where I tell them about the pains and issues our clients have. As soon as they hear what industry my business is in, they just want to get rid off me and don't want to hear another word. I usually try to skip straight to probing questions after telling them my name and company name. It often works, when I prefix it by saying something like "I hope it's fine if I begin by asking you...". In same cases I'll say "I have a few important questions that I need to ask you...". It works more than half the time. When it doesn't work, it's because they ask what this is about, why do they need to answer these questions. Then I'll start by explaining issues we solve and that's why I need to ask the questions to know if they have similar problems that I could help with. I stopped doing the method of explaining what kind of company it is because it's too often they'll just hang up then. What do you all think about this? Am I doing something wrong in your opinion? What and why? Just here to share and learn like everyone else :) [link] [comments]  |
| Posted: 02 Aug 2018 06:28 PM PDT I know D&B Hoovers is out there, but not sure what else is available. I'm tired of calling companies that are either out of business or C-level is no longer there [link] [comments]  |
| Posted: 03 Aug 2018 08:10 AM PDT Hey folks, Got an interview lined up with calliduscloud. Being a sales tool, I wanted to get an idea of how it is looked at in the industry. Anybody open to sharing good/bad experiences with it? Also, would love to hear from anyone in the CPQ space about what the selling process is like. Thanks! [link] [comments]  |
| What's the best way to sell custom software services? Posted: 03 Aug 2018 06:55 AM PDT |
| Posted: 03 Aug 2018 06:32 AM PDT I've been in Business Developement for a while now and things are good. My employer has assigned me the task of managing one of our only channel partners who has been doing business with us for the last 10 years. Everything has been done from a "handshake deal" point of view and we now need to formalize the relationship. First step: We need a contract... so I sent over our standard agreement form and have asked for their feedback. They are ok with getting a formal partner agreement and will be submitting modifications. Now we need to meet and discuss subjects. The agenda I've put together is as follows:
Am I missing something? Should I be adding something? I've never done this before... Sigh, I'm not even sure what this list means or how to talk about it lol. Any help would be appreciated. Note: I'll be reading the how to manage channel partner tips/posts that I've seen here as well.. [link] [comments]  |
| Commission working for an insurance broker (UK) Posted: 03 Aug 2018 02:40 AM PDT I've recently been promoted to front line sales with an insurance broker - I've been given around a 100k (commission) book of business and bee tasked with growing it. They have two other execs who I know earn a lot more (40% tax threshold so over 45k) but I expect them to having been there much longer and their books are worth circa 300k. Just wondering what sort of pay scale is reasonable for me and what I should be looking for as the book grows. At the moment I'm on 25k basic with 4k bonus if I maintain the 100k book (if I lose something O can make up the numbers with new business) and then I get 10% commission on anything I bring in over 107% (107k over the year? I also have a company car and small expense account. Is this reasonable and what should I be asking of for instance I increase my book by 50% next year? It's difficult as everyone is so secretive about salaries in the UK! [link] [comments]  |
| The good old "Let me do my research" and Ill get back to you line. Posted: 02 Aug 2018 10:23 PM PDT This line comes from all points in the sale but mainly is an objective at the close, it's when a buyers on the fence and the difference between a good closer and a pure salesmen come into play here. My response is absolutely and that's why I am here. So I can show you what to look for and what to look at as we shop the market, I bring up my reputation and how I always want to get future business from them not just one quick easy sale if we a little extra time is needed anytime a buyer is hesitant is not so much always what they tell you so here is what I am looking at the "research" objective. Buyer could be uncomfortable with the approach which is why it is key to start off building rapport. A strong phone voice and giving the customer a sense of knowing how they feel makes a trust factor a non issue with this approach they are more likely to take you for your word. It may not always be a one call close and I always use a step back approach on people telling me up front that are just looking for information doing sales since a teenager helps me have an ear for the difference in someone's voice if they come off as a person that is just taking the information you give for granted but will not give commitment on doing business I'll let go but on people who sound well rounded, and are looking to get educated on different products and will commit to doing business with you I make sure the costumer sees the values in my service and only wants to deal with me. Let them do the research if that's what is holding them back an I offer products with a money back guarantee so if they would be unsatisfied I will not waste my time on them if they indicate they are not a client who will stay on the books retention being just as important as the sale. Love to hear what you guys say in this situation or any pointer that may up my game. [link] [comments]  |
| Books for a financial salesman? Posted: 03 Aug 2018 04:31 AM PDT Going to be selling funds, insurance, loans and other financial products. Preferably an audiobook [link] [comments]  |
| Ground floor opportunity, how should I structure my compensation? Posted: 02 Aug 2018 02:04 PM PDT I've been actively seeking new opportunities and was introduced to a guy looking to accelerate his one man show and bring on his first hire, me. Company does staff aug, recruiting and services in a couple of related niche IT practices. He has more orders than candidates, so I'll be helping him source and place candidates, but also advising him on software tools and processes, handling anything in the back office to free him up to get in front of more clients to source more job orders and projects. He's open minded to my compensation, though this is not going to be a straight recruiting or sales gig out of the gate. I'll be recruiting and performing many other duties as needed to help launch this business. This is brand new territory for me. I want to be fair to him as he is bankrolling everything but I also don't want to sell myself short. I'm thinking I need more of a flat pay structure early on rather than variable, would accept 70k, would really love 80k if he is willing. I don't know how fair it would be to ask for equity out of the gate or if I should bring it up and suggest establishing milestone triggers for equity. Fire away and please ask any questions that will help. Thanks! [link] [comments]  |
| Posted: 02 Aug 2018 03:20 PM PDT Although my sales aren't bad I definitely need to improve my listening skills. Sometimes while selling I'll ask the person a question they answered earlier before and I've gotten a few "I already answered that!" And it looks bad on my part. How do I improve this skill? [link] [comments]  |
| Serious Advice for 17 Year-Old Aspiring Sales Mogul Posted: 02 Aug 2018 10:28 PM PDT Hey there r/sales, my name is Connor, I am a 17-year-old attending advanced college preparatory high school in Ohio. Due to past situations in my life, it is fair to say that I have grown up quicker than my peers. I say this with absolutely no negative connotation. I have decided to take my experiences and use them for good in my life. My high self-esteem, courage, and curiosity have naturally guided me toward interest in sales. Within the past few months, I have found myself obsessively interested in sales more than ever! Quite frankly I am obsessed with success. I am extremely passionate about sales, specifically having to do with real estate. So much so that I genuinely have fun learning about everything having to do with the sales and real estate world. Although I do find passion in other things such as weight lifting and health, sales and real estate have been at the peak of my interest constantly. I'm not your average teenager but that's what I am here for. I want a head start! Rather than try to conform and end up ordinary, I'd like to embrace this passion and become extraordinary. THE POINT: So my request to all of you on this subreddit is simply to give ANY advice, tips, books to read, videos to watch, people to study, forums to follow, scripts to practice, etc... These could be for sales or real estate, either one helps tremendously. Remember I'm just starting out but am dedicated and motivated so anything that will help me down the road is just as appreciated. Expect to hear from me again on here! Thanks. -Connor [link] [comments]  |
| Why would you choose inside sales over outside sales? Posted: 02 Aug 2018 12:34 PM PDT I graduate this December and I'm going to be looking for sales positions very soon. I understand that most outside sales reps start inside to learn the process, but it seems that the benefits of outside sales are far greater in terms of flexibility, pay and diversity of the job. Could I get some insight on why someone might prefer the 9-5 inside role over going outside? [link] [comments]  |
| You are subscribed to email updates from Sales and Selling. To stop receiving these emails, you may unsubscribe now. | Email delivery powered by Google |
| Google, 1600 Amphitheatre Parkway, Mountain View, CA 94043, United States | |
No comments:
Post a Comment