Comments on: Sales Failure and 4 Steps To Make It Better http://vongehrconsulting.com/Finding-Answers-Blog/2010/03/sales-failure-and-4-steps-to-make-it-better/ Business Coaching tools, tips, and other information you can use today! Wed, 08 Sep 2010 13:44:00 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: Erroin Martin http://vongehrconsulting.com/Finding-Answers-Blog/2010/03/sales-failure-and-4-steps-to-make-it-better/comment-page-1/#comment-155 Erroin Martin Thu, 18 Mar 2010 22:45:29 +0000 http://vongehrconsulting.com/Finding-Answers-Blog/?p=298#comment-155 Mikael,<br><br>When I mean building rapport, I am talking about establishing business trust with the lead on the phone. If this particular sales person had known what my business does, where I spend my advertising dollars, and was able to relate to some of the difficulties I have, he would have gained more of my time. It would have showed me that he had done research and can understand what my pain/needs are. I am not talking about building rapport by asking about my golf score, the excitement I got by watching the new Start Trek film, or when Midnight Oil will get to together as a band and tour again. <br><br>Let's say your company is Acme. I sell a CRM system. I would research the size of your salesforce, the needs of your industry, and the current state of your business. My call would be about the information I found and how I can get an appoint to demonstrate how Acme can save and make money with my CRM system. The rapport would be built around your business. The goal of the call is to get a dedicated appointment with you. Once I am invited, that means you are willing to listen to what I can offer you.<br><br>The failures you are having and the problems you are experiencing are the reason why cold calling does not work and has a low ROI. Mikael,

When I mean building rapport, I am talking about establishing business trust with the lead on the phone. If this particular sales person had known what my business does, where I spend my advertising dollars, and was able to relate to some of the difficulties I have, he would have gained more of my time. It would have showed me that he had done research and can understand what my pain/needs are. I am not talking about building rapport by asking about my golf score, the excitement I got by watching the new Start Trek film, or when Midnight Oil will get to together as a band and tour again.

Let's say your company is Acme. I sell a CRM system. I would research the size of your salesforce, the needs of your industry, and the current state of your business. My call would be about the information I found and how I can get an appoint to demonstrate how Acme can save and make money with my CRM system. The rapport would be built around your business. The goal of the call is to get a dedicated appointment with you. Once I am invited, that means you are willing to listen to what I can offer you.

The failures you are having and the problems you are experiencing are the reason why cold calling does not work and has a low ROI.

]]> By: Mikael Anderson http://vongehrconsulting.com/Finding-Answers-Blog/2010/03/sales-failure-and-4-steps-to-make-it-better/comment-page-1/#comment-153 Mikael Anderson Thu, 18 Mar 2010 07:37:35 +0000 http://vongehrconsulting.com/Finding-Answers-Blog/?p=298#comment-153 Regarding your comment on cold calling that "...build rapport before even thinking about the business" I am curious on your thoughts regarding the missed opportunity. As someone who has spent a great deal of time cold calling, I have learned first hand that it is extremely challenging to get the right people on the phone, and even more challenging to get them to engage. Are you suggesting that as a rule, the first time you were successful in getting through to the key decision maker, you would use that call for rapport and not try for a sale? What is an example of what you would suggest discussing with the potential client? Regarding your comment on cold calling that “…build rapport before even thinking about the business” I am curious on your thoughts regarding the missed opportunity. As someone who has spent a great deal of time cold calling, I have learned first hand that it is extremely challenging to get the right people on the phone, and even more challenging to get them to engage. Are you suggesting that as a rule, the first time you were successful in getting through to the key decision maker, you would use that call for rapport and not try for a sale? What is an example of what you would suggest discussing with the potential client?

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