$0.99 Kindle Offer for The Extremely Successful Salesman’s Club

Winter’s definitely here, so it must be time to curl up next to a crackling fire with a good book and a glass of something hearty close by.

Which is lucky, because those fabulous people at Amazon and Kindle have decided to place the EBook version of The Extremely Successful Salesman’s Club on something they like to call a Countdown Deal – for a whole week (25/11/14 to 01/12/14).

The book’s already been extremely successful in its own right – appearing in the Top 3 Sales Books on Amazon throughout the last couple of months – however if you still have your doubts, why not take a quick look here and below, and read what the latest reviewers on GoodReads.com and Amazon have had to say about it.

The Countdown Deal means,The Extremely Successful Salesman’s Club is available at a completely crazy price until it shoots back up to it’s normal retail price at midnight on Monday – if you go there, you can actually see the little clock on the Amazon page counting down.

So for one week, on amazon.co.uk the price is just £0.99 and on amazon.com it’s only $0.99

Happy reading

Chris

Here’s what some of the reviewers are saying about it;

The rules of success are told in such a captivating way that I could not put this book down. Those seven rules guide salespeople – novices and veterans – to create a solid sales foundation.” Lee B. Salz – Best Selling Author of Hire Right, Higher Profits 5 Stars

“I very much loved the resolve and direction, very quotable quotes. Especially – ‘In this world of half-jobs and liars I will prevail’.” Perry Marshall – Best Selling Author of 80/20 Sales and Marketing

An enjoyable, easy to read story with deep meanings to reflect on, and practical advice to apply in sales and leadership.” Omar Halabieh

What I loved about this book was that the author has opted to give advice on becoming a successful salesman not by preaching a boring how to book, but by creating a story.” Emma Bull 5 Stars

“Buy It!” 5 Stars by RotK “Cheeky title but great content!…” Read More

5 Stars by Theo Eleftheriou “Excellent; easy to read, nice story that helps to bring home the truths about selling. Well worth reading, even if you have been in sales for many years….” Read More

“Provides a great foundation to work and live” 5 Stars by Ed Hanzel “Very well written and enjoyable to read. Provides a great foundation to work and live by…” Read More

“A Novel Read” 4 Stars by Yoginat “It was a nice change to read an inspirational work in the form of a novel and I was inspired by it. The author provides the reader with simple tools to put into practice for a successful life , both in business and everyday interactions…” Read More

“Tour Victorian England and Change Your Mindset” 4 Stars by CreativeArtist “The Extremely Successful Salesman’s club is a novel with a message. Rarely would I re-read a novel, but I will this one. A pleasant and informative read. If you can’t abide the typical fluff novel, you may enjoy this one. It teaches a little something along the way….” Read More

“Some really thought provoking stuff here” 4 Stars by Harvey73 “The style of the book makes it compelling reading and whilst personally there are a number of things in here that I already know, there are enough new or different ways of thinking to make this a worthy addition to anybody’s library…” Read More

“ESSC – how do I join?” 5 Stars by Stonesurfer “Not only very informative and thought provoking; a belting good read too!…” Read More

“Inspiring” 5 Stars by Chris Jupe “You’ll never read a more entertaining book about selling! Highly recommended…” Read More

Leave a comment

Filed under The Extremely Successful Salesman's Club

Questioning Techniques that Empower People to Take Responsibility

Question BallEvery organisation has a genuine need for their frontline staff to take some level of responsibility.

They need them to respond to every situation appropriately, to ensure that opportunities are never missed and that a positive perception is maintained and continuously enhanced in the eyes of those who require their services.

Below are 3 recent examples where that responsibility was sadly lacking – and although the behaviour highlighted might seem surprising – I bet you’ve had a number of similar experiences of your own.

Example Number 1

While taking a tour around a hospital that had asked us to deliver some customer service training, a patient with a life threatening condition – who had been sent with some urgency by a senior consultant to the pre-op department, was told;

“No one told us you were coming, you can’t just jump the queue, there’s a 3 month waiting list for this service.”

To which the patient replied; “I don’t know if I’ve got 3 months!”

Example Number 2

While talking to a business owner about his team’s sales training requirements, I was told that one of his salespeople had recently said;

“If it isn’t in the brochure, we don’t do it” – to a prospect who had asked for an item that was a little unusual, but could have been easily obtained and would have been extremely profitable for all involved.

Example Number 3

On a store visit, with the HR Director of a major retailer, we heard a member of the management team say;

“You’ve had the training, just get on with it” – to an employee who had asked for a little guidance, because she was worried about causing some level of meltdown if she made a mistake.

Now, in their own minds, each of these people delivered a message that was in line with the job they were being paid to do.

And yet for the organisations that employed them and the people who came to them for help – their responses had absolutely no positive effect whatsoever.

But was it completely their fault? In all three cases, I found it hard to truly condone shooting the messenger.

If they had been trained on how to use certain questioning techniques properly, their responses would have been immeasurably more productive and helpful.

You see, if you’re counting on your people to be responsible, you need to give them the ability to choose an appropriate response.

Interesting way to think about that word, isn’t it? Responsibility – The ability to choose the appropriate response.

In our EASE Sales and Customer Service Training, the A in EASE stands for Ask the Appropriate Questions – appropriate questioning techniques also figure massively in the coaching workshops of our FAME Management Course.

If the people in the examples above had possessed the ability to ask appropriate questions – I’m confident they could have delivered a positive outcome to all concerned.

Take a look at the three examples again – take each situation and have a think about which questions you might have asked the patient, the customer and the shop assistant, that would have led to each frontline interaction having a far more positive outcome.

Appropriate Questions are incredibly powerful – as an example, let me give you a statement that has no positive answer and so many salespeople react badly to;

“You’re too expensive!”

Leave it like that and all you can do is Argue, Agree or Apologise.

But what happens if you ask a great question instead?

What opportunities might arise if you responded with a question like;

“What makes you say that?” or

“Do you think so, in what way?” or

“Compared to what exactly?”

Those answers should help you recognise the obvious gap in your prospects perception – between the cost and the value of having a problem fixed – enabling you to deliver a solution, rather than trying to defend a lack of understanding on both sides of the table.

So, at the risk of making this sound overly simple – to do this properly, you need to;

Learn how to ask the appropriate questions, so that you…

Receive all the information you require to move forward, which will empower you to…

Deliver an appropriate response.

Which will probably result in the desired outcomes your organisation was set up to achieve in the first place.

****************************************************

Thanks for reading this article. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Call Yourself a Salesperson? 5 Questions to Uncover the Truth

Top 3 on Amazon Best Sellers – Thanks

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been heralded as the Da Vinci Code for salespeople.

Leave a comment

Filed under Questioning Techniques

Call Yourself a Salesperson? 5 Questions to Uncover the Truth

death of a  salesmanThere are 5 questions below, which if you answer honestly, will give some indication on what effect you genuinely have on your sales figures.

To my mind there are far too many people out there, earning the well-deserved wages of someone who has had a positive impact on the continuous prosperity and profitability of their company – but whose wages are only affordable because of the continued prosperity and profitability of their company.

Subtle difference in words – huge impact on business

Funnily enough, I know a few dentists who would score higher than some professional salespeople on these next 5 questions, and yet they would never consider themselves to have the skills or confidence to deliver the results a professional salesperson would be expected to in the same situation.

Funny then, that so many salespeople – who don’t really have any effect on customer choice or end of year sales figures – believe that they are ultimately responsible (and take most of the credit) for the success of entire companies.

Take a look at the questions below and rate yourself – honestly – by scoring:

2 for YES, ALWAYS:

1 for MAYBE, SOMETIMES: and

0 for NO, NEVER

1. If no one did your job, would prospects and customers decide to stop buying from your company?

2. Would YOU happily buy your children’s medical insurance or organise your mother’s nursing home requirements with a salesperson who treats their customers in exactly the same way that you treat your prospects and customers from beginning to end?

3. Can you explain to prospects why you are a better alternative than lower priced competitors?

4. If you were aware that someone would definitely benefit from your product or service – but they’d convinced themselves that they don’t want what you’re selling – should they still be a classed as a prospect?

5. Before presenting and selling your product or service as the cure do you seek to fully understand the customer’s symptoms (pain, underlying problems, needs)?

Scores

10 Points – Yep, you’re in sales and you’ve got a pretty good idea of what that actually means to you and your potential customers – nice to meet you.

7 – 9 Points – Clearly, your job involves some real sales work, and by the look of it – you’re really quite good at what you do. But be honest with yourself – which question didn’t you like the look of (and why)?

4 – 6 Points –Two possibilities here; You’re either doing the best you can and would like someone to help you get a little better or your “company brand” sells itself and you’re just simply facilitating its movement.

1- 3 Points – Once again, two possibilities; You’re either doing the very best you can and would really, really like someone to help you improve or you thought sales was an easier option than getting a real job and didn’t understand most of the questions.

0 Points – Three possibilities this time: You’re either a conman, have no idea what your job actually entails or just decided to read this article out of idle curiosity.

****************************************************

Thanks for reading this article. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Top 3 on Amazon Best Sellers – Thanks

Are Your Sales Team Managing You?

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been heralded as the Da Vinci Code for salespeople.

2 Comments

Filed under A Bit of Fun, Quiz, Sales Targets, Varda Kreuz

FREE Audio Book – The Extremely Successful Salesman’s Club

Audible Audio BookThose nice people at Audible are giving away 10 copies of The Extremely Successful Salesman’s Club Audio Book this week as part of a free prize draw.

Simply pop your name and email address into the form at this link – and on Friday 31st October 2014, 10 winners will receive an audible.com promo code by email (the code changes the price from full price down to $0.00).

The draw will take place at 11.00 am (GMT) on Thursday 30th October 2014

Alternatively, you could cut out the middle man and dispense with the gamble – and receive the Audio Book for free here when you sign up for a free 30 day Audible trial.

Best of luck

Chris

PS: If you haven’t already downloaded the first four chapters free of charge, don’t forget to visit The Extremely Successful Salesman’s Club website and blog HERE – the book is also available in Paperback HERE or Kindle HERE

Best of luck with the free prize draw.

Leave a comment

Filed under AudioBook, Book Launch, Free Giveaway, The Extremely Successful Salesman's Club

Help – My Sales Team Are Busy Doing Everything Except Selling

BARNUM-AND-BAILEY-CIRCUS-POSTER-1917-31IN-BY-23

In this blurry new, multi-tasking, on-line opportunistic world in which we all now live – it can sometimes be a little difficult to work out where marketing strategy stops and the sales process begins.

So, as a sales manager, it’s become more difficult to draw a distinct line between all the things a sales team should be doing – and all the activities that they love to spend time on – but lead them away from the straight and true path of your perfectly worked out plan.

I’ve always liked how this quick circus analogy explains the differences between Marketing (Advertising, Promotion, Publicity, PR) and Sales.

If your circus is coming to town and you pay to have a poster on a billboard that says “The Circus Will be at the Football Ground on Saturday,” that’s Advertising.

If you put the same sign on the back of an elephant and walk it all the way through the town centre, that’s Promotion.

If the elephant “unexpectedly” walks through the mayor’s front garden and the local papers “just happen” to be there and write about it, that’s Publicity.

If you get the mayor to see the funny side – as well as the opportunity – and then you laugh together about the unfortunate elephant based madness, in front of all the reporters, photographers, prospective customers and voters, that’s PR.

If those prospective customers then buy tickets for the circus off you, and you answer all their questions and explain how much fun they’ll have if they hook-a-duck or hit the bell with the hammer when they visit the many entertainment booths, and ultimately, they spend lots of money at the circus, that’s Sales.

Here’s the problem though.

A large group of salespeople – whose sole purpose is to sell – think their time could be better spent elsewhere, away from all that boring, unproductive sales stuff.

They think they should be growing the business and driving customers towards them by taking the elephant for a walk or finding a way to make the mayor laugh. (They’re also usually the ones who dream of winning The Apprentice, but that’s another article all together)

Here’s a question to all the sales managers out there;

If it was your job to ensure that a swamp was cleared by the end of the month and everyone who worked for you just decided to do their own thing – created their own interpretation of what you actually meant by “help me clear this swamp” – would that be acceptable?

No – I know it wouldn’t – but I’ve seen it happen with far too many sales targets and business plans.

So, why is it that – once you’ve created that perfect swamp clearing plan and readied yourself for the long hours and focused effort required – the team suddenly decide that it would be a much better idea instead, if they;

  • Planted a few herbaceous borders to make the swamp look a little brighter, or
  • Wrote you a detailed plan about why you should outsource some of the jobs that they thought were beneath them, or
  • Started to find new homes for the recently displaced alligators, or
  • Spent time starting to build a long term relationship with the drainage company, or
  • Just tried to dump their bit of the swamp behind another colleague’s wheel barrow.

At Varda Kreuz, we like to break the job of a sales manager down into four easily understandable sections which come together to create something called the FAME Effect;

  • Focus
  • Accountability
  • Motivation
  • Education

When we talk about FOCUS, we ask the question – WHAT – as in “What jobs need doing?”

And when we talk about ACCOUNTABILITY we ask the question – WHO – as in “Whose job is it?”

I mentioned in an earlier articleAs a sales manager it is not your job to hit the sales target – it’s your job to ensure the target gets hit!

Subtle difference in words – massive difference in results.

When I was a sales director a while back, we were recruiting to expand the field sales team and I asked the Southern Sales Manager what he was looking for in a perfect candidate, to which he answered;

“Someone who makes my job as easy as possible.”

Simple, honest, precise – and spot on.

****************************************************

Thanks for reading this article. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Top 3 on Amazon Best Sellers – Thanks

Are Your Sales Team Managing You?

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been heralded as the Da Vinci Code for salespeople.

Leave a comment

Filed under Sales Management, Varda Kreuz

The Truth About Relationship Selling

Relationship selling is a strange beast and countless authors have made many, many dollars explaining to sales people how to use it to their advantage.

Here’s a quick question for you;

Why do you think those buyers are entering into a relationship with YOU?

Is it because she doesn’t have enough friends? Maybe he has empty seats at his wedding, or do you think they’re trying to build a trade only pub quiz team, and they need you as captain?

Or maybe – just maybe – it’s because they make their living by meeting people just like us and getting the best deal for the most suitable product or service?

Just thought I’d throw it in there.

If you truly think that business is mostly about relationships, let me ask you another question;

How many bad second hand cars would you buy off your brother?

What the Buyers said;

While I understand they have a budget for these things, I don’t need constant offers to be taken to lunch, golf, or ballgames, particularly if I’m not currently doing business with them. I’m a fellow professional, not a date to be wooed.”

“I hate it when a salesperson tries to be my best friend on the first call!”

Solution

You need to understand that being a fairly affable human being is actually a prerequisite for the job. You have to be a likeable individual; you have to be someone that others wish to spend time with – that’s a given.

However, you’re never going to blackmail a professional buyer into something that isn’t right for them with friendship – and if you think about it, that’s a fairly horrible thing to do any way.

Understand that they have a job to do, if you want them to retain your services, then you need to give them exceptional reasons for doing so. Regularly give your time and expertise freely and continuously strive to be viewed as valuable – rather than simply likeable – by engaging in activities that they see as having genuine value.

Quick quote to finish from The Extremely Successful Salesman’s Club – after Barnabas and Simeon have listened to a Preacher at Speakers Corner – which sums it up quite nicely;

“This is how you must be. You must become as evangelical about your promised outcome as he is about his. You must believe that you, and you alone, have the solution to your prospects problems. Even if they do not recognise those problems themselves.”

****************************************************

The piece above is taken from an article which appeared in this month’s Institute of Sales & Marketing Management’s Winning Edge Magazine – after asking almost half a million professional buyers one simple question; “How do most sales people let themselves down?”

Once I’d worked my way through the answers, it turned out there were 7 recurring issues that cause salespeople to lose the sales they really should have won – here’s a sneak peek of the entire article if you missed it.

****************************************************

Thanks for reading this article. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter, YouTube and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Top 3 on Amazon Best Sellers – Thanks

Are Your Sales Team Managing You?

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been heralded as the Da Vinci Code for salespeople.

Leave a comment

Filed under Advanced Sales Training, Relationship Selling, Sales Training, Varda Kreuz

Closing Techniques Don’t Win Sales

perfect face

The acronym EASE, breaks down into the four parts of any sales call, Earn the Right; Ask the Appropriate Questions; Solve the Problem and Execute the Solution.

It comes from one my books and we built the Varda Kreuz Foundation Level Workshops around it. During the first part of those Foundation Level Workshops, when we discuss with delegates what they’d most like to achieve, a large percentage regularly remark that,

“I just want to improve my closing, that’s all I need really. If I could close more sales everything else would fall into place.”

Which is partly true, however the ability to close effectively doesn’t have its origins in the fourth quarter of the sales process.

Anthony Robbins tells a great story about his meeting with a client, a plastic surgeon. He arrives early and while he’s in the waiting room, he picks up a book which the plastic surgeon has written.

As Anthony Robbins turns the pages, he sees pictures of the most beautiful people on earth, all surrounded by mathematical equations. This surgeon had actually worked out what it took to possess, and then how to create, the perfect face.

It turns out that, if the philtrum (the groove between your nose and top lip) is exactly the same size as your eye, your face would be in perfect balance – the perfect face.

One millimetre out and you have an average face, two millimetres out (according to Anthony Robbins) and you’re butt-ugly.

One millimetre out! Isn’t it amazing that something so small can make so much difference?

Let’s change the analogy.

Imagine if you’re sailing from Portsmouth, in the UK, to New York and your course starts out just one degree off.

One degree out doesn’t get you just outside New York – your little boat would find itself all the way up in Canada.

And it’s the same with every sales situation you’ll ever walk into.

If you don’t Earn the Right to sell to them, to be allowed to progress through each and every stage, right from the beginning – even misjudging it by the tiniest degree – you’ll end up miles away from a “Yes” by the time you get to your well-practised close, without even realising where it all went wrong.

Which is when most prospects turn round and say;

“Do you know what, I’m going to have to think about it!”

If you like – it’s at that point you could try to bully them with a couple of “sales mind tricks” – although I wouldn’t hold out much hope with an experienced buyer.

What the Buyers said

“Why do some salespeople think they’re being so clever? I see salespeople every day, how do they think some sleazy, worn out way of phrasing a close is suddenly going to make me change my mind? ”

“Salespeople should be honest. If they don’t know the answer to a question they should hold their hands up and say – sorry I don’t know the answer to that but I will find out and get back to you – rather than guess and are invariably wrong!”

Solution

Walk in understanding that if you don’t earn their trust at the beginning and throughout your conversation and presentation, they sure as hell won’t trust you with their money at the end.

****************************************************

The piece above is taken from an article which appeared in this month’s Institute of Sales & Marketing Management’s Winning Edge Magazine – after asking almost half a million professional buyers one simple question; “How do most sales people let themselves down?”

Once I’d worked my way through the answers, it turned out there were 7 recurring issues that cause salespeople to lose the sales they really should have won – here’s a sneak peek of the entire article if you missed it.

****************************************************

Thanks for reading this article. On my blog, I regularly write about Sales, Sales Management and Customer Service issues, topics and trends.

I’d also be delighted to connect via Twitter and of course, through Varda Kreuz Training.

Here are some of my other recent posts:

If You think It’s All About Price – Get Out of Sales

Top 3 on Amazon Best Sellers – Thanks

Are Your Sales Team Managing You?

Is Your Sales Team Culture Pirate Ship or Battleship?

About: Chris Murray is founder and Managing Director of Varda Kreuz Training, a company created to deliver sales training that really works – not in theory and not just sometimes, but sales training that really works. You can find out more about Varda Kreuz Training HERE or give us a call right now on 0844 923 9777 (UK)

His latest book, The Extremely Successful Salesman’s Club has been heralded as the Da Vinci Code for salespeople.

Leave a comment

Filed under Advanced Sales Training, Closing Techniqes, Sales Training, Varda Kreuz