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Sales training Brisbane

James Haldane

BA Sociology

sales trainer  |  writer  |  speaker

sales trainer brisbane James Haldane

Romancing

The

Phone

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.

Mindset

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...

Resilience

You either have it or you don't. If you don't - get more support systems to bounce back

Negotiation

No need. Just ask questions and you'll both learn

Objections

If they say,"it's too expensive." Reply,"compared to what?" and keep learning

Different personality types

So what?! Just solve their problem

Qualifying

"Have you got lots of money?!" Not a very romantic first date

Rejection

No such thing, they're just 'protecting' themselves. It's not a marriage proposal

Rapport

My ice-breakers are coffee and surfing. What are yours?

Phone scripts

They're not robotic, just guides, that free-up more time to ask questions and listen

Chasing leads

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.

Presentations

Ask for 5 minutes at their staff meeting, they're there anyway

Reviews

If they're stoked, ask for one, they can't wait to get 'famous for 15 seconds'.

Social Media

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.

 
Water Ripple


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

Step 1.

Stand Out

Be easy to understand and buy

The next steps are about customers

Step 2.

Keep

Repeats, Reviews & Referrals

No customers yet? Skip to 3

  1. Stay-in-touch for repeat sales

  2. Feedback helps you improve

  3. Reviews - 1 quirky thing

  4. Case Studies are 'social proof'

  5. Referrals, then reward both

  6. Raving fans

  7. Increase prices

Step 3.

Attract

 

 

Inbound Marketing. They ask

No inquiries yet? Skip to 4

  1. Research and reply to all contacts

  2. Call-back quick

  3. Call-back until you connect

  4. Don't be an 'order taker'

  5. Be curious, not cold & clinical

  6. 'Social' for conversation (not ads)

  7. Result - Convert 80% over time

Step 4.

Find

Outbound Marketing. You ask

Targeted Cold-Calling and Events

The D.T.E.R.M. method

  1. Deliver by hand - Stand Out

  2. Telephone - Introductions only

  3. Email - Read 'in their own time'

  4. Repeat - Help. Trust takes time

  5. 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."

be strong

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

 
 

 

Contact James

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

Brisbane  Australia

james@jameshaldane.com.au

We'll have a friendly chat, without intrusive questions.

You'll get a fresh perspective with new solutions

 

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