sales trainer | writer | speaker
Selling by helping in 4 steps
How I help
I'll help you understand and implement the FUNdamentals of sales and marketing in 4 steps so you'll be a happy, confident salesperson-for-life.
In 1980 I was selling newspapers door to door. Then sales in IT, Advertising, Entertainment and Hospitality. Including Rome - wow! what a city.
In 2000 - pounding the pavement, again, training people to cold-call B2B, in retail then professional services; doubling the revenue of a Social Enterprise. This was my 'baptism by fire', where I learnt 'selling by helping' not persuading is the best way to increase sales.
I've made all the mistakes and done the 'hard yards' so you don't have to.
You had it as a child, it's still there, just remove the unromantic adult stuff
Don't say dumb stuff
It's not about great (great varies). Start with 'consistently good' and don't say...
You either have it or you don't. If you don't - get more support systems to bounce back
No need. Just ask questions and you'll both learn
If they say,"it's too expensive." Reply,"compared to what?" and keep learning
Different personality types
So what?! Just solve their problem
"Have you got lots of money?!" Not a very romantic first date
No such thing, they're just 'protecting' themselves. It's not a marriage proposal
My ice-breakers are coffee and surfing. What are yours?
They're not robotic, just guides, that free-up more time to ask questions and listen
Call until you connect. Secretly they like it. It's more romantic
The first date/sale
Don't be pushy, cold or clinical. Be yourself, be curious and let them talk.
Ask for 5 minutes at their staff meeting, they're there anyway
If they're stoked, ask for one, they can't wait to get 'famous for 15 seconds'.
They 'followed' you for the first date and you left your wallet at home?!
see articles below for more
Targeted B2B cold-calling's like asking for a date
It's not being pushy, tricky or even selling. It's just an introduction with follow-up
Phone's good, in-person delivery is better and follow-up is something your competition rarely do. Look in your neighborhood and/or industry.
Let's bust 6 myths about cold-calling
"But it's too much talking."
Most calls won't be answered. And when they are, it's not for long
"But it annoys people."
Not if you're relaxed, helpful and it's easy for them to leave.
"What if they're not interested?"
So what, you're not interested in groceries, but you buy them weekly.
"They won't answer."
Great - leave a voicemail.
"Most won't buy."
So what, do you buy pizza every time you see an ad for it?
B2C businesses can't call B2B
Yes they can, see 5 examples in step 4.
Selling by helping in 4 steps
Attract and keep customers without money or manipulation
A phone focused, B2B sales method.
Based on helping, like with family and friends - freely,
but with 2 more layers - limits and questions
Be easy to understand and buy
The next steps are about customers
Repeats, Reviews & Referrals
No customers yet? Skip to 3
Stay-in-touch for repeat sales
Feedback helps you improve
Reviews - 1 quirky thing
Case Studies are 'social proof'
Referrals, then reward both
Inbound Marketing. They ask
No inquiries yet? Skip to 4
Research and reply to all contacts
Call-back until you connect
Don't be an 'order taker'
Be curious, not cold & clinical
'Social' for conversation (not ads)
Result - Convert 80% over time
Outbound Marketing. You ask
Targeted Cold-Calling and Events
The D.T.E.R.M. method
Deliver by hand - Stand Out
Telephone - Introductions only
Email - Read 'in their own time'
Repeat - Help. Trust takes time
Meet - Events; a safe soft-sell
be helpful / be kind
It was the 80's. Mum (a single parent) and I walked out of the Italian Cafe in Bondi.
The chairs and tablecloths were plastic. It didn't matter though, because the gelato, pasta and conversations were authentic.
As we were strolling along, a local homeless man (Larry) asked mum for 10 cents. He got $10. I thought his head was going to explode with excitement.
Mum didn't flinch, she was cool like that.
We kept walking, mum leaned in a little and said, “always give."
The first 2 banks turned mum down for a home loan. The next bank said the same thing “but where’s your husband!?” To which mum replied,“here are my payslips, I can service this loan, you’ll give me this loan.” We got the loan
Guaranteed same/next day reply
and I won't abandon (1 reply) or bewilder you
Replies are not automated
Text - 0412 377 309
Meet - 200 Adelaide St. or a Kelvin Grove Village cafe
We'll have a friendly chat, without intrusive questions.
You'll get a fresh perspective with new solutions