Timeframe - ASAP?

Today, I had a short but an interesting one to one session with my boss. We were discussing the particulars and possibilities of my deals coming in for this month from my sales pipeline. Did I mention; that My boss is the coolest everrrrr!! I love talking to my boss...[:)] Every time I put the receiver down after I speak with my boss- I've learnt something new... And today was no different! Since, the focus was on the deals that I could close for this month...I was facing some issues with committing the numbers for the current month and that's not because I wasn't confident on closing the sale. But, I didn't have a realistic timeframe of the buyers (prospect's) purchase process. 


Wait!! Didn't I get this information during my 1st qualification call with the prospect? Yes, I did...I have a very strict qualification routine that I follow... But yet, I get this unrealistic responses. (i.e, Do you have a specific time-frame to purchase this solution?? Ans:- Yeah!! ASAP...)


ASAP? Yeah, rite... don't be fooled or get excited with these responses....Trust me!! These ASAP's will take more time than you had ever imagined...Well! At least, that's what is happening with Me. [:-/]


Seeing this problem, My boss gave me a suggestion - which is working out quite well for me! and is worthwhile, to be sharing this post! and There has been a long gap since my previous post too...Anyways, Here it goes!! 


So the next time you ask your prospect about the timeline for the purchase or implementation and they give you such responses like - ASAP, Immediately and etc.... Ask them - Mr. Prospect, My understanding of ASAP or Immediately is within the next 24-48 hours...What's yours?? This way - we've probed our way to much more realistic and accurate information! 


And the rest is history!!! [:D]


Keep Closing!

Best Practices - Twitter..

Growing a Targeted Following on Twitter

Who is your target market? The answer is unique to your business. Who do you need to be in front of? Use the tools below to search using your target market keywords.

http://www.twellow.com/

List Building Strategies

Separating the various people and putting them into easy scan-able list will help streamline your marketing efforts so you don’t waste time looking through everyone’s twitter accounts separately.

Rather through twitters list building you can view a snapshot of your select targets status updates to see what is going on with them. This is extremely beneficial if you are wanting to focus on specific verticals, strategies, or targets at different times and don’t have time to go through all the clutter and noise.

Status Update Measurables:

Now that you have learn to do status updates, it now becomes critical to sharpen this skill. By measuring the reaction to your status updates via click throughs you can monitor how well you are writing them and if you need to refine them. Using the URL shortener for Links provided in your message you can then track the messages effectiveness as long as the message provide a call to action link in the status update.

Use http://bit.ly to measure your click through’s and much more.

Think about engaging people you respect who have large followings on Twitter to create brand recognition.

The key points are:

1. Keep your tweets short, don’t use all 140 characters

2. Be clear what your links will be driving them too

3. Write great headlines as these will drive click-throughs to your links.

Happy Tweeting!

Cheers,

Muzammil Ahmed

What do I do after every sales call??

I have been making calls everyday to sell our product/service to prospects in various business verticals. Each time I talk to a prospect - there has always been something new I learn about their business and how they roll. Since the day I started dialing, Every phone call I have made has had an impact on my discipline and practice on the phone. what about you, eh?? [:)] Talk about Discipline & Best Practices, who wouldn't wanna sharpen their skills to shorten the sales cycle, achieve your objective of the phone call, Improve your performance, and add value to your time?? I know I want to...All the time!

Now, Lot of sales professional are not aware where they lack. Well me too! But Hey, Where else could be a better place to start doing our homework?? 

How about right after you've hang-up the phone?

Just so that we have a correct understanding! There are 3 types of analysis, where you get opportunities to be prepared and do it right.

1. Pre-Call Analysis : is a detailed, step-by-step process that involves research and analysis, and can help a salesperson reduce call time and achieve better results. (i.e, Who's your prospect? What do they do? What do I ask? How do I ask?)  
2.  On-Call Analysis : Determine, If the prospect is viable. (who wants to talk to a tirekicker, anyways??) objection handling comes in as you have an active conversation. Majorly, The focus would be on understanding the needs of the prospect and turning it into a requirement.
3. Post-Call Analysis: Now, this is the section where I am gonna put in some brief points... Yo, Check it out!! [:)]

Firstly, I would take few minutes to regain the momentum and absorb what went well.

Then a little brainstorming!! I ask a few questions to myself.

• How did the call go?
• Did I listen enough?  
• Did I ask enough/all the questions I needed to?  
• Did I uncover a need?
• Did I achieve my objective of the call?
• What went well during the call?
• What did I miss or forget to do? 
• What do I do differently on my next call?   
• Did I set-up a follow-up appointment? 
• Did I articulate the next steps?
• What is the most effective way to follow up with the prospect? When?

The key to uncovering these questions; ALWAYS TAKE NOTES, UPDATE NOTES IN YOUR CRM OR IN YOUR EXCEL OR IN WHATEVER [:P]!!! 

Remember! I want to leave that meeting with clear action items for what is to happen next and who is going to accomplish those objectives. I try to follow up the meeting, with an e-mail thanking the client for the time and a promise list: These are the things that we discussed and these are the things that I am committing to do for you until we speak again. Then when we speak again I have the opportunity to share with the client the promises that we as a company kept. This established credibility and trust, Every time you keep a promise your stock goes up, even if the promise is as simple as I am going to confirm pricing, or get product information or a case study back to the prospect.

Most importantly, Maintain a positive attitude and always be willing to learn.
Go get some sales, people!!!

Cheerio,
Muzammil Ahmed