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Sales Tips From Jonathan London

Salespeople ask "What Do You Know About Our Company"

Posted on Tue, Jul 23, 2013

questionWhat do You Know About…

I used to hate when salespeople would ask this at the beginning of a sales call. I used to get upset with them for doing so. I thought all it could do was minimize you and lead the customer to say things like “I never heard of you” or “very little.” If they knew about you, then you didn't need to ask.

But now, because I am such an open-minded person smiley face, I am always looking to learn and improve; and studies are showing most prospects are checking you out way before you even meet I think this could be a very important question to ask.

Why, you say?  Because:

  • more than ever people are researching you and your company before they even meet you
  • they are using this information to decide if they even want to meet
  • they are developing a pre-conceived notion of you and your company
  • if they are a High “C” DiSC style they probably know more about you and your company than even you do.

So, you:

  • want to understand where they are coming from
  • where they are getting their information from
  • how they will continue during their decision process to use and get more info

For those of you who have been fortunate enough to take my class or read my books (my mother would be so proud), the best way to do this is in the “S” or the “N” of the S.PRI.N.G.™  Dialogue.  Here are some examples of how you might ask:

  1. What do you know about my company (you would say your actual company name)?
  2. I was curious about what you know about my company?
  3. I was curious about what you know about my company and how you attained this information?
  4. A lot of my customers have done some research online before we met. Did you do so as well? What resources did you use? What did you find out? Anything in particular catch your attention?
  5. How will this information influence your decision or decision criteria?
  6. Besides yourself, or, who assisted you in doing this research?

You will notice I said “you” and your company. That is right. They are checking you out to see what kind of person or business person you are. So:

  • watch what you say or post on Facebook, Twitter, Pinterest, Phinkit, etc.
  • make sure your personal LinkedIn and Facebook business pages are full of great information about you, with lots of written recommendations
  • if you have a blog, let people know about it and make it interesting.

I know you probably won’t, but I always want to ask you to share your thoughts or best practices. It helps everyone and makes me feel like somebody out there is paying attention.

Tags: Sales Skills, Sales Skills, Sales Advice, b2b Sales, b2b Sales, Sales Effectiveness, S.PRI.N.G. Dialogue, Sales Coaching

Sales Training: 16 Reasons Coaching is The Best Way of Training

Posted on Fri, Apr 05, 2013


 Coaching MP900399898 (3) resized 600

In working with all size companies for the last 19 years, I know the critical role coaching plays in developing sales people and managers and getting the most from them.

Whether this coaching is done as part of a formal sales training process or independently; 1:1 coaching is an incredible tool to improve performance. You can:

  1. give each person what they need  vs. a blend for everyone
  2. offer a person an opportunity to learn from an outside perspective
  3. allow people can voice their opinion which they would not feel comfortable doing otherwise
  4. extend the reach of your management so they can get to other things while their people are being developed
  5. give your best and most senior people get the attention they need so they don't quit
  6. ramp new hires more quickly
  7. have your management team can be coached to improve their skills and all the benefit that come with that
  8. give people specific assignments that are targeted to their specific needs
  9. have sessions be recorded for people to review
  10. give as many or as little sessions as are required by the individual
  11. get a great ROI since the investment is similar to classroom training
  12. provide motivation to people who are in need of a lift
  13. have previous top performers who are lagging reach their potential again
  14. coach in person, via video or web to keep costs down
  15. increase sales in a very short time frame
  16. strategize large deals with expertise not in house.

Let me know if you want to discuss or have questions on coaching for you or your team.

Tags: Sales Skills, Sales Training, b2b Sales, Sales Tips, Sales Effectiveness, Coaching, Sales Process, Sales Coaching