From Twilight Zone to Getting Things Done and Talking about Price

What a way to be woken on a Sunday morning…

No.. it’s not what you might be thinking..

It was the burgular alarm of the people over the road..

WHarrrrrrrrrrrr Wharrrrrr Wharrrrrr…….. at 6.30 am..

That might not normally be a problem except that I had stayed up late experimenting with

the marketing facilities on the new Social Media.. Facebook..

You can advertise events on there… So I put on our 2 Day Sales Mastery workshop.

Will let you know how it goes. (It worked quite well last time we used it.. so all the hype about Web 2.0

might in fact be fact not fiction..)

Lesson for you: Check it out for yourself. How can you use Web 2.0 to promote what you do?

Lessons from the week.

DAYS OFF

What an annoyance last Monday was?

The day between the weekend and Australia Day holiday.

It was like a day in ‘The Twilight Zone’ for me..

Supposed to be a work day… but another holiday tomorrow..

I tried to get some work done, but it felt like the rest of Australia was on holidays..

How was it for you?

Should we lobby the Government to just make Australia Day a Long weekend?

I finally took our own advice and made a list… prioritised it.. and got on with the AAA Priority tasks..

Did some very good work on our Secrets of Successful Sales Management CD’s and new book on Selling as a Coach or Consultant.

To find out what’s on the CD’s go to our blog at www.bluerocket.com.au

Lesson: The power of Lists to get you out of List-lessness.. How many people in your team use lists each day?

RULES ON PRICE

Which brings me to another subject that was sparked while I was listening to Dan Kennedy in the car the other day.

One of the rules he spoke about was..

“Never talk about price until the prospect raises it”

In other words, you are talking about needs, features, advantages, benefits, payoffs then moving

to close the deal with an assumptive sell… never talking about price..

As he says, in 99% of cases in both Retail and B2B , the issue of price is bigger in the mind of the seller than the buyer..

He also says, you need to be 110% confident and congruent that what you are offering is brilliant value for money.

If you or your team have even the slightest doubt about how much value you are giving, that doubt

is transferred to the prospect. If all communication is a transference of feeling, the feeling you need to be transferring

is one of confidence, certainty, congruence, that your product or service is exactly what they need and fantastic value.

Lesson: Examine your rules around discussing price with your team.

Examine how they bring it up and handle it in sales presentations with prospects.

Then… do the next step .. REAL PLAY-ROLE PLAY it.

REAL PLAY

Which leads to the power and value of what we call REAL PLAY-ROLE PLAY..

95% of sales people or people in business who do little or no training HATE REAL PLAY-ROLE PLAY..

It means you have to step out of your comfort zone, examine your own behaviour, be examined by your colleagues, make mistakes and get feedback..

It also means you might learn something..

We have designed a very powerful process that takes REAL PLAY-ROLE PLAY to a whole new level.

Our clients actually LOVE it…

It helps them MAKE MORE MONEY…

Just last week with one client, the team were getting breakthrough after breakthrough, especially in the area of turning OBJECTIONS into CLOSES with our Shane Warne FLIPPER QUESTION.

Which is where DELIBERATE PRACTICE is so important.

If you are going to REAL PLAY-ROLE PLAY.. make sure you are actually practicing something quite specific..

Lesson: Make REAL PLAY-ROLE PLAY an agenda item for at least one sales meeting per month, if not EVERY sales meeting.

Finally..

If you’re a coach, consultant, trainer… or you’re thinking of becoming one..

Lock in Feb 20-21 in Sydney for our 2 day

Coaching and Consulting Mastermind weekend..

Register at www.consultingmastermind.com/indexa.html

Or go straight to the Consulting Mastermind page www.consultingmastermind.com and follow the links.

FREE GIFT FOR SALES MANAGERS AND BUSINESS OWNERS

If you haven’t taken advantage of our Blue Rocket Gift please check it out..

There are free samples of brilliant interviews with business leaders, top coaches and inspiring sales legends..

Some people had trouble a couple of months ago accessing them.. so here is a reminder..

www.freegiftfrombluerocket.com

I was looking at the page yesterday and was reminded what a great package of inspiration and information is in that offer..

Clients are raving each month about what arrives in their mail and how it stimulates and coaches their sales teams for less than the cost of a cup of coffee and biscuit each week.

Give yourself a great NEW YEAR’s present..

www.freegiftfrombluerocket.com

Have a good week.

Leigh Farnell and John Blake