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Dear Todd,
"I just wanted to drop you a few lines to thank you for the great work you
did for my firm.
It all started when I incorporated your philosophy of: 'Sell how you want
to be sold' into my firm's marketing & sales programs. Since then sales
soared and the company's internal processes have flowed together with much
greater synergy than in the past.
Next, the sales business plan you created for us took effect. The training
manual allows us to hire and train a much higher level and quality of
salesperson. The power point presentation raised our closing rates and
profit margins to new heights. All of the prospects that have seen the new
presentation have been highly impressed by it and
as a direct result our closing rate and
profit margins have significantly increased.
In short, the new tools that you have provided us with will empower us to
at least double last year's numbers and
probably triple them! I am equally certain that with out your
assistance this would not be possible."
Paul Baraz, President, Art of
Construction, www.artofconstruction.com
Sincerely,
Todd B. Natenberg
President
TBN Sales Solutions
What's in it for them?
Sales Tip of the Month
"People buy on emotion. It's your job
as the salesperson to trigger those emotions to create interest.
Interest=opportunity."
Initial Benefit Statement: An explanation of what you are offering, what
it means and why anyone should care - in the exact opposite order
Why should someone consider buying your product? Why should they take the
time to hear you out, let alone meet with you?
If you don't believe in your product or your services, no one else will.
But believing in what you offer goes beyond having a good mental mindset.
Being able to articulate in a clear, concise manner is essential to
succeeding in sales.
You must be able to state your initial benefit statement as a universal
message. Having a "scripted" commercial explaining how you can help others
from the onset is critical to your success.
If you door knock, state your initial benefit to receptionists and
secretaries. Why else should they help you get in the door to speak with
the person in charge? If you are at a networking event, your initial
benefit statement should intrigue others so they will chat with you rather
than move on to the next attendee.
When you speak on the phone for the first time to someone, tell them why
they should care. How do you know they are the secretary?
If you were from Publisher's Clearing House and your job was to visit
businesses to give them checks for $1 million, do you think top company
executives would stop what they are doing to speak with you for a moment?
It would depend on what you say.
If you say to the first person you meet, "I'd like to speak to So-and-So,"
without identifying who you were and your purpose, it would be hard to get
an audience with a top executive. Wouldn't it?
Features
Identify what you have in your arsenal, what you physically offer.
For instance, at TBN Sales Solutions, our offerings include customized
sales training, individual sales coaching, writing of sales business plans
and training manuals, and our sales book. We establish structures and
procedures in all facets of the sales process.
Some might say "customized" training or "establishing structures" are
benefits. But these are merely types of services. While other companies
offer generic training to the general public, ours are mostly private
programs designed specifically for a particular audience and company.
Advantages
In any sales opportunity three outcomes are possible, not two:
The prospect can either buy your service, buy your competition's service,
or do nothing - and make no change.
The advantage is why your feature will make their current situation better
than it was before- from the salesperson's perspective.
A critical difference between advantages and benefits is that an advantage
is your interpretation of why a feature is better, not the prospect's.
For instance, an advantage of TBN establishing structures is that now
salespeople can control their own destiny.
While some may ask if that's a benefit, who says controlling your own
destiny is always a good thing? Sure, we think it is, but perhaps a larger
company has a system in place, where they don't want salespeople thinking
for themselves, crazy as it sounds.
Benefits
Benefits answers the age old questions customers ask, "What's in it for
me?"
A benefit is how your product will help your customers. It's a
"translation" of the features and advantages to fit the individual
prospect.
Knowing and being able to verbalize benefits of your product separates you
from your competition.
Knowing benefits makes you a professional, not just another salesperson.
For instance, the benefit of each of our features at TBN is three fold:
Increase commissions for salespeople
Increase profits for businesses
Impact the bottom line
Action Exercise:
1. Write 10 features of your product and company
2. Write 10 advantages of these features
3. Write 10 benefits of these advantages
Compile them into an initial benefit statement:
"TBN Sales Solutions increases commissions for salespeople and profits for
businesses through customized training, coaching and consulting. We
establish structures and procedures in all facets of the sales process,
through workshops and individual sales coaching, to teach reps to control
their own destiny, to impact the bottom line."
People can't be interested in what they don't know exists.
Find out more....
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Free teleseminar on May 4, 8 p.m. |
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 Are
you 100% sales commission? Are you an entrepreneur who is challenged
with the sales aspect of your offerings? Are you a realtor, mortgage
broker, financial planner, insurance agent or have a business involved
with network marketing?
Or are you merely looking to take your business to the next level?
If
so, take advantage of TBN Sales Solutions FREE "I just got a job in
sales. Now what?" teleseminar.
On Tuesday, May 4, from 8 p.m. to 8:30 p.m., Central Standard time:
Todd Natenberg, President, TBN Sales Solutions, and Author of the
book, "I just got a job in sales. Now what?" A Playbook for
Skyrocketing Your Commissions, will teach you...
Why the selling profession has never been stronger.....Why the selling
profession has never been more in danger.....What is great
selling.....The 10- step selling process to skyrocket your sales...
Call
(866) 464-0339 or e-mail todd@toddnatenberg.com with questions.
Enroll now
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Monthly TBN Column debuts in Selling! |
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 Read
Todd's column in Dartnell's
Selling! magazine. Entitled "Sales Process," the monthly
articles will offer concrete sales tips, strategies, and advice in all
aspects of Todd's 10-step selling process:
Set
goals, Schedule, State Initial Benefit, Prospect, Obtain Referrals,
Build the Business Case, Follow-up, Overcome Objections, Network, and
Professional Development
Learn more
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Todd to be guest on legendary "Selling to Vito" radio show |
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 Hear
Todd be interviewed by Tony Parinello, author of
Selling to Vito, on Tony's
"Selling Across America" radio show on Friday, May 7, from 2 p.m. to 3
p.m., Central Standard time.
Appearing on the "Heroes" section of "Selling Across America,"
listeners can tune in via the internet and participate live in the one
on one conversation.
Tony
will interview Todd about his new book,
"I just got a job in sales! Now
what?" A Playbook for Skyrocketing Your Commissions
"It was great information. It delivered the straight, to the point,
back to grassroots selling, back to the basics. It' the stuff we tend
to forget about. You take the person and put them right back to the
ABCs. For a person who has never done sales, it's a great place to
start. It gives you a step by step process from to achieve the results
you are after."
Alan Brown, CEO, Anthony Robbins
and Associates
"This book should be the first book given to everyone considering a
sales career. There is nothing like it. It is tremendous."
Charles "T" Jones, Author,"Life is
Tremendous"
Find out more
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