A message from Bill Farquharson…
I wish I had a time machine, one that could take me forward in time just a week or two so I could tell you all about the upgrades we are making to The Sales Vault. My marketing team would kill me if I leaked anything out (I am terrible at surprises!). Hopefully, next week’s update will have a tidbit or two. Stay tuned. In the meantime…
- The fabulous Kelly Mallozzi holds two Sales Vault workshops each month. One is called, New Sales Challenges (Nov. 23) and the other, coming up Nov. 9 is a LinkedIn content workshop called, Okay, Kelly, But What Do I Write?
- I’ve begun speaking with Affiliate members one-on-one to learn their sales challenges. So far, I have heard issues that have NEVER come up in my 40 years ing sales! Fascinating stuff
- I am just back from Nashville and two gigs for Ed Chalifoux’ PIAS. Ed is a terrific partner for The Sales Vault and I was happy to waive any speaking fee. Allison and I are talking about a west coast swing in March and maybe a ride down to the Carolinas prior to that. Do you have any events coming up where I can be of assistance? Let’s talk.
- Finally, I will be announcing a webinar schedule soon. This will be offered at no charge to my Affiliate partners as a thank you for help with marketing The Vault. My apologies for the delay. Between the new grandchild and last week’s Nor’easter destruction plus the Nashville trip, days have been full. Oh, and then there’s college visits and….
- Info on the Sales Vault and your special offer: SalesVaultInsider.com/PIM
- And here is the link to next week’s Short Attention Span Sales Tip: How to Make a Sales Rep’s Head Explode: www.youtube.com/watch?v=6Jr7TSW_ejI (full text attached to email)
- A list of the live sales programs through the end of November. Use this link for a full list and descriptions:
- November 9: Okay, Kelly, But What Do I Write? A LinkedIn content workshop
- November 10: Office Hours—sales challenge discussion group
- November 12:Prospecting for Introverts
- November 16: Time Management Basics
- November 17: Office Hours—sales challenge discussion group
- November 22: Sales Management Done Right
- Below please find the text to next week’s Video Sales Tip
The Sales Vault is:
- For sales people and selling owners;
- Your source for selling ideas, motivation, strategy, and energy;
- Weekly live Zoom sales presentations
- Downloadable sales scripts, templates
- Weekly sales challenge discussion groups
- Archived sales tip videos, blogs, and columns
- FREE to Association members for 30 days, then…
- Just $30/month after that
Find out more at SalesVaultInsider.com/PIM
Questions? Contact Bill Farquharson at 781-934-7036 or email@example.com
1. “I’ve been absent from Sales Vault programs for a while (getting my kids started in school). It’s good to be back. I wanted the support of like-minded people going through what I am going through.”
Anne Marie Proulx, Church Offset Printing
2. “Bill, what you’ve created—whether you intended to or not—is a sales community. The Sales Vault is a place I go to hear how others are solving the same problems I am facing. We’ve developed a solid core I look forward to seeing week after week.”
Joe Foley, Foley Graphics
3. If you’re looking for a sales professional that WILL help you sell more, then Bill is your guy. In addition to having mad sales skills, Bill’s energy and outgoing personality makes his advice easy to absorb.
Dave Leskusky, President at NAPCO Media
Text to this week’s sales tip:
Looking to get a sales rep to bristle? Utter the acronym “CRM” within earshot. You are sure to get the reaction you’re looking for.
In the eyes of many salespeople, CRM’s are created as a management-control mechanism. To them, it’s one more thing that keeps them from selling.
Few see the real value.
I get it. I see both sides.
While I agree anything that slows down a hungry sales rep is bad, I also understand the need to keep track of activity. But when does that need start and how much is enough/too much?
I see no need to record every contact detail right out of the chute.
Start light: Contact name, company, phone, and email. This represents the bare minimum. And don’t feel the need to use any fancy recording tool or software. At this early stage, use a pad of paper if you like or, at most, a spreadsheet.
During the prospecting process, the only additional record-keeping is the date and outcome of any ongoing attempts. For example, “10/20 LVM” denotes, “I left a voicemail on October 20.” All you really need to know during this prospecting stage is what you did and when you did it. That way, you are able to look at the history of past attempts.
You can stay at this record-keeping level until they prove themselves to be worthy of more. Worthy, in this case, means some actual correspondence between the two of you. Perhaps they responded to your email or picked up the phone and took your call. These are both good signs. At that point, you’re going to want to step up to something…
More robust: One of the most important features of a good CRM is keeping track of the contact you have with this person. You’re going to want to take note of the date, communication method (email, phone, etc.), and details of the conversation…EVERY detail, no matter how small. It’s here that you want to use a good CRM.
Only after this prospect moves to a more serious stage do you really need to think about gathering details such as address and website.
In the end, the most important part of the CRM conversation isn’t the contact info. It’s detailing the conversation(s). You want to be able to go back and recall what was discussed, what was important, and what
Given the fact it is easier to be the 25th caller for Springsteen tickets than it is to get an appointment with a prospect, you can start out in the shallow end of the CRM pool and go from a few contact details to a full biography of details as you head into deeper waters.
Have a great selling week!
Questions or suggestions for a workshop or program? Contact Bill Farquharson at 781.934.7036 or firstname.lastname@example.org