Impulse Buying – How to Make the Sale

Impulse Buying

If you’ve ever gone into a store to buy something and came out with that and more you may have experienced an impulse buy! Chances are REALLY good you’ve done this because 70% of people in a recent survey said they occasionally purchased items they didn’t need or plan to buy, and another 15% said they did it frequently. Impulse buying and impulse buyers are great, they practically sell themselves.  However, I’ve seen good sales people, miss opportunities because they didn’t recognize and respond properly to an impulsive buyer.

On today’s show discover:

  • … why people buy impulsively;
  • … how to tell if you’re talking with an impulse buyer;
  • … and the best way to approach an impulse buyer to make the sale.

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How to Use Free Online Training for Better Results

Finding Time To Train

Does this sound familiar? “I know training is important but I just can’t find the time” If  it does, don’t feel bad.  It’s a very common complaint among today’s sales managers.  In fact, according to 1 The Athletic Mindset:

“Approximately 50% of Sales Managers Don’t Have Time to Train”

Having been a sales manager myself, I know how challenging it can be to find time for training. Fortunately, you have access to numerous free online training resources with articles, tips, and tools to help fill in the gaps.

Is Free Online Training Effective?

Is free online training effective?Online training can be very effective, when utilized properly. Consider these two prime factors:

First, it’s important that the resource is relevant to your sales team. If you manage an inbound call center an article about getting past the gate keeper in a face to face B2B scenario is going to be difficult to relate. Even if there are translatable skills most sales reps won’t make the connection. It’s too different from what they do on a day to day basis.

Second, you need to follow up and reinforce what was learned. No matter how good on-line training is, it will be far more effective supported by live coaching.

So what’s the answer, is free online training effective?  Yes! In fact, according to Aberdeen Research…

Sales managers that provide their teams with on-going training and continuous post training support have 20% more sales reps at or above goal!

How To Use Online Training to Supplement Live Training

I always struggled to find online resources that really spoke to the salespeople I was managing.  I developed KO Sales Coach to give you relevant topics, delivered in brief segments, that help supplement the training and coaching you’re doing with your team.

How does free online training supplement live trainingI want KO Sales Coach to be your “go to” resource when you need extra support or when you’re strapped for time. This saves you from researching, preparing, delivering , and even scheduling training sessions. (whew…that is a lot of work!)

For example:

“Timmy” needs help overcoming the “I want to talk to my doctor” objection.

  • You visit KO Sales Coach, and select “objections” from the category list.
  • You find an article with ideas on how to overcome the objection.
  • You forward the article to Timmy, ask him to review it and put the suggestions into practice.
  • You ask him to check back with you afterwards to talk about how it went. (which gives you the opportunity to coach and support the new skill he’s developing). 

“Sally” is having a difficult time with tie-downs.

  • You visit KO Sales Coach search for the phrase tie-downs and find the “Two Minute Video Training”.
  • You forward the link to Sally and ask her to review the video.
  • Once she’s done, you check in to see what she learned. (another coaching opportunity)

Finding What You Need

I’ve organized KO Sales Coach so you can easily find articles, podcasts, and videos based on the sales process.  You can use the

  • “Getting Started” menu and find content categorized based on the sales process
  • “categories” pull down,
  • the tag cloud at the bottom of the page or
  • even do a search on keywords to find exactly what you want.

Once you find what you feel would be helpful for your agent:

  • print it out,
  • forward the link,
  • or direct them to it.

All of the content has been specifically designed to be consumed quickly so your sales team can get the information right on the sales floor during slow times. This also allows them to put what they’ve learned into practice right away!

Help Me, Help You

free online training infographic

Click on this info graphic for a larger view and links to free online training

Staying up to date with new training topics added to the site makes KO Sales Coach a more valuable resource for you. The good news? Staying current is super easy! Follow these three easy steps to be notified when new content is available.

  1. Subscribe to the FREE email newsletter – I send you a brief notice right to your inbox each week with any new articles, podcasts or videos that have been added to the site.
  2. Subscribe to the Podcast – Every Thursday I release a short new episode. Even if your commute to work is less than 10 minutes you’ll be able to give it a listen on the way in!
  3. Subscribe to the YouTube Channel – I’m adding new Two Minute Training videos all the time. Stay up to date with a quick notice whenever new videos are added.

Conclusion

Free online training resources like KO Sales Coach are a useful tool for managers who are strapped for time and have sales reps that can benefit from additional training.

Are there topics you can’t find on the site that your team could benefit from? Drop me a line or leave a comment below. I’m always looking for new ideas!

References:

1 Source: The Athletic Mindset <http://theathleticmindset.com>

2 Source: Aberdeen Research <http://www.aberdeen.com/>

How to Present a Guarantee That Increases Results

How to Present a Guarantee

If you’re going to succeed in sales it’s important that your intended message is not contradicted by the hidden (or unintended) message behind the words you choose. One place you can really get tripped up is in presenting your product guarantee. Discover how to present a guarantee that increases results. 

On today’s show discover:

  • … the most effective way to present a product guarantee;
  • … how to avoid phrases that undermine your intended message;
  • … how to use the guarantee to help your customer feel more confident about their purchase;

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Why Have a Guarantee?

Product guarantees are sales tools and insurance policies that help the customer feel safer about making a buying decision. It’s a back up plan so they know they have nothing to worry about because you stand behind your product.

They can help skeptical customers because it’s one less thing to worry about. They are also very effective when you have an analytical buyer who wants to thoroughly investigate all aspects of the product before making their final decision. Since you have a guarantee, they can do that, in their home, and on their terms. They can feel comfortable putting the product through it’s paces. Ultimately, a product guarantee says that I’m so confident you’ll love the product I’m willing to let you try it and see for yourself.

Intended vs Unintended Message

All of this sounds great doesn’t it? So what’s the problem? Well, too often what we intend to say to our customer about the guarantee doesn’t match the hidden (or unintended) message behind the words we use to present it.

For example….you might hear a guarantee presented this way.

“….and it comes with a 30 day money back guarantee. So if it doesn’t work out for you, just return it and we’ll refund your money.”

The intended message is a good one…. “there is no need to worry because you’re covered.” However the unintended message is “it may not work for you, in fact that happens so much we have a 30 day money back guarantee. When it doesn’t work for you, you’ll need to return it and wait for us to refund your money.” Clearly the unintended message in this presentation is not going to lead to a sale.

Skeptical buyers are most likely going to assume it won’t work for them and analytical buyers may want to explore all the details about how to return it, and how your refunds work. Neither is a good outcome for you and your sale.

Aligned with the Intended Message

So how can we change the presentation so your intended message is received. First let’s look for “negative words and phrases in the previous example and replace those with more positive phrases. Here are the key phrases we’ll want to eliminate or replace… “doesn’t work out for you”, “return it”, “refund your money”.

Let’s try this….

“In fact, we’re so confident you’re going to love how Bob’s B Vitamins make you feel, we give you a 30 day guarantee so you can see the results for yourself.”

Much better! Let’s look at some of the positive words and phrases from this example. “Confident” “You’re going to love” “see the results for yourself”

Your communication of confidence will resonate with both Skeptical and Analytical buyers. Additionally, both will feel more positive about “seeing the results for themselves”.

Other Opportunities

While we’re really focusing on the guarantee in today’s episode you may find other opportunities in your sales presentation to rephrase your communication,  ensure it’s positive and inline with your intended message.

For example:

“Let me give you our customer service number in case you have any problems with your order.”

Why bring up problems with your order? Is that the only reason you have a customer service department? And who’s customer service department is it….it’s for your customer right?

So, let’s replace “our customer service” with  “your” customer service and get rid of the “problem with your order” phrase.

After a little modification it might sound more like this….

“Let me give you your customer service number. They are available to answer any questions you may have and we encourage you to call and let us know how well you’re doing with Bob’s B Vitamins. We love to hear about your success!”

Now it’s their customer service number, the team is available to answer questions and they LOVE to hear about your success! (because we know you’ll have success….we’re confident!)  (much more closely matches the intended message)

I challenge you to review your sales this week and look for opportunities to realign your communication with your intended message.  Whether it’s a more confident  guarantee presentation or positive phrasing elsewhere, improving your communication will impact your sales success.

Today’s One – Two Punch

Communicate Positively to Convert more Shoppers into Buyers

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7 Best Free Podcasts on How To Sell

A Great Time to be in Sales

It’s a great time to be in sales. You have amazing technology that helps you stay organized and connect with new customers. You also have more resources than ever before for learning how to sell. One of my favorite ways to learn new information is through podcasts. They offer a convenient way to consume information wherever you are, on your drive to work, around the house or even during your lunch break. Audio podcasts, are especially nice because you can multi-task while you listen!

Here are my picks for the 7 Best Free Podcasts on How to Sell

Best Free Podcasts on How To Sell

Best Free Podcasts on How To Sell KO Sales Coach KO Sales Coach At the K.O. Sales Coach we’re digging in to proven selling techniques that increase your earning potential and take your sales career to the next level. Get sales training, selling strategies, tips and coaching from the pros. Steve Stearns | KO Sales Coach on iTunes / Spreaker
 Best Free Podcasts on How to Sell Sales Gravy Sales Gravy Podcast Jeb Blount is the bestselling author of People Buy You and an internationally recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors, close bigger deals, and rock your commission.                                                                                                     Jeb Blount | Sales Gravy Podcast on iTunes
Best Free Podcasts on How To Sell Sell More by Talking Less
Selling More by Talking Less – Sales Training, Sales Motivation, Sales Techniques, Prospecting
Bob Marx | Selling More by Talking Less on iTunes
Best Free Podcasts on How To Sell B2C Sales Coaching
B2C Strategic Sales Coaching Podcast Professional Cold Calling Trainer Author and Coach. Close more calls more often and learn how to dominate telephone sales.
K.C. Bainbridge | B2C Strategic Sales Coaching on Spreaker
Best Free Podcasts on How To Sell Make It Happen
Make It Happen with Keith Keith Antone Willis Sr debuts “Make It Happen” an all new feature taking your business, mind and money to new heights! Learn from the SALES PRO and more!
Keith Antone | Make It Happen with Keith on Spreaker 
Best Free Podcasts on how to sell advanced selling
The Advanced Selling Podcast Bill Caskey and Bryan Neale: B2B sales trainers for the past twenty years share their strategies, frameworks, tips and tricks to help you leverage your talent, grow your skills and create your own sales success. You’ll discover how you can shift your mindset, win with prospects and build long-term relationships.
Bill Caskey and Bryan Neale | The Advanced Selling Podcast on iTunes / Tunein
Best Free Podcasts on How To Sell The Brutal Truth
Are you sick of empty suits telling you just work harder? – Learn about The Maverick Selling Method, models the world’s best salespeople and what they do differently. If you are in sales and have a passion for selling you will like this podcast.
Brian Burns | The Brutal Truth About Sales & Selling on iTunes

Conclusion

Listen to any or all of these “how to sell” podcasts and take advantage of your free-time during the day. Picking up a few new ideas, getting motivated or just revisiting the basics can make a difference and help you make more money this year!

Do you know of another show we should add to the list of Best Free Podcasts on How To Sell? Leave a comment below and share it with us!