Overcoming Objections With A Simple Jedi Mind Trick

7 06 2010

A while back I attended a Sales Boot Camp program hosted by the Sales Guru himself – Paul Castain.  I had a blast collaborating with my fellow sales junkies and learning all the “secrets to success” from our dear Uncle Paulie.  As with all sales meetings, I returned home with a fire in my belly, buzz words ringing in my ears and a phone in my hand determined to sell to anything in my path.   I’m sure you all know what that post-convention high is like.

Now, almost a year later I started thinking about what has really benefited me in my day-to-day sales.  I have written a lot about the creative impact this training had on my cold-calling approach (See: Creative Cold Calling Experiments #1 and #2) , but I want to tell you about a simple yet genius method of overcoming objections that I use almost daily.

The magical phrase is simple, yet powerful and goes a little something like this:

  • Me:  So I’d love to get together to discuss your needs further, does next week work for you?
  • Them: No.  I am very happy with my current provider and can’t see any reason why I would be interested in speaking with you further.
  • Me: Okay, I hear that.  Let’s meet anyways.

Typically, this phrase strikes confusion into the heart of your prospect, soliciting the “I don’t know how to deflect that – she still wants to meet me?!” response that ultimately turns into an appointment.  Now for you over-zealous hunters out there, the goal is NOT to turn your phone call into a battle of wills.  People still only buy from people they LIKE.  This handy little trick will help you overcome absolutely any objection and get the face time that you need to demonstrate why working with you will make their projects, jobs, and very existence happier, healthier, and easier to navigate.

One small note, the conversation doesn’t always end right there with the magic line, you may need to do a little further convincing with reasons like:

  • We aren’t trying to toss out your provider, our services truly complement what you already have
  • This way you will feel comfortable calling me if you ever DO have a need and I will know what you are asking about
  • Your organization could benefit from knowing what other services are out ther!

Now go out there and give it a try!  Happy selling!





Press Checks for Dummies: Part 2

26 04 2010

Here is a general guide of things to look for on a press check.  Print for your own use or give to new clients!

 

Color – verify color against the color proof and/or PMS swatch for match.  Feel free to fold the press sheet.  Be sure to look at the proof AND the press sheet under the color specific lighting of the lightbox. 

  1. As this is a 4-color build of Cyan, Magenta, Yellow, and Black (CMYK), be sure to only ask for adjustments with those colors.  Don’t ask for more “green” but ask questions that specify what you want the end result to be:  “if we add more yellow, will it make this green lighter?”
  2. Pay close attention to flesh tones- they can be tricky.
  3. Oversaturation of one color can make the rest of the sheet look muddy – be mindful of this as you check the sheet.
  4. Remember that the pressmen are not able to fix design issues, only adjust colors.

The Register

Registration –checking that the CMYK plates are all in register or in line.  Pull out your magnifying loupe (or ask to borrow the pressman’s) and check to see that all colors are lining up properly. 

A great way to verify registration is to check the circular register mark in the corner of the sheet. Also look at the edges of bold text.

Paper – Is this the paper you ordered?  Pick it up, feel it, fold it.  Keep in mind that these sheets will still have wet ink on them and the sheet may be slightly different when the ink is dried.

  1. Hold it up to the light to see if the ink has run through.
  2. Know that uncoated sheets will NOT match the color proof as the color translates differently onto coated and uncoated sheets.

Clarity – Using the magnifying loupe again, verify that the dots are sharp and clear when using a coated sheet, and reasonably clear on an uncoated sheet.  As with registration, the text is the great way to view clarity both from a distance and close up.

Magnified Ink Dots

  1.  Be sure that the ink is laying smoothly through the solid blocks of color and gradients are smooth.

  Other Details:

  1. Varnish or Coating: Look for a slight change in the gloss of the paper at the edge of the sheet to see if it has been applied
  2. Hickies:  Stray spots or irregularities in ink coverage causing small white circles.
  3.  Scumming and Ghosting: Ink or images appear in unwanted places

Above all, feel free to ask the pressman questions – this is his area of expertise and he wants this project to look good just as much as you do!

 





Best “Out Of Office” Response EVER

12 04 2010

We have all seen the generic “I am out of the office until May 12th and will get back with you at my earliest convenience”  out of the office replies.  Yesterday I received an automatic response that made me stop and read it twice thinking Wow – here is a rep who is leveraging her abundant personality with her value proposition even when she is out of town!  I promptly replied to her email telling her that I loved it and that I was going to steal it.  Please read below:  

“I am glad that you contacted me and look forward to speaking with you, but please note that I am currently out of the office and will return April 7th. You are important to me and I DO believe that Western is the best company to assist you, so in my absence… 

For NEW quotes, contact my colleague Vince Navarro at (713) 407.5213 or vnavarro@westernlithograph.com. He has been in the industry for 25+ years, so he can get your project going smoothly until I return. 

For PROJECTS IN PROGRESS, contact my CSR Scott Hill at (713) 407.5267 or shill@westernlithograph.com. He is my “right hand,” so be assured that you are definitely in good company! 

Thank you. 

Stephanie R. Hood” 

Now if that doesn’t impress you, I don’t know what will.  





Always Wear an Undershirt … and Other Lessons Not Found in Sales Books

26 09 2009

Undershirts for $2 at Walmart. No Excuses.

So… I have been doing printing sales for roughly 7 months now.  Along the way I have learned some key lessons that I haven’t come across in any of the

“How To” and “Motivational” sales books I’ve read.  Maybe this list belongs more in the “For Dummies” books, but I’d like to share these pearls of wisdom with the world.  This blog is dedicated to a little wardrobe malfunction that happened on Thursday of this week.

  1. Always wear an undershirt with a blouse… you never know when a button is going to pop at a very inopportune moment, such as during an important client presentation.
  2. Business cards are your currency at a networking event… NEVER underestimate the amount you will need.  Stash your box in your car in case you are more popular than you anticipated.
  3. If someone starts to pull out a “before” and “after” picture of themselves in any form, run.  I don’t care if it is weight loss, botox, cosmetic surgery, or scar removal – they are in the business of selling, not buying.
  4. Never ever NEVER assume anything about the following categories: Gender, Age, Marital Status, Pregnancy, Sexual Orientation, Religion, Natural Hair Color, Political View, etc.
  5. Don’t buy a beer for a client unless you are certain they are not a member of AA.  Really.
  6. If you are sure they are good to go in the alcohol realm, be sure to understand that the “N.A.” designation on the beer bottle is not some new form of beer you’ve never heard of like “IPA”.  It means “Non-Alcoholic.”   People get really mad when they think you are bringing beer and you show up with the N.A. stuff…
  7. Don’t ride a mechanical bull in front of clients, even you are at a Rodeo and they are all chanting your name.  That is unless you enjoy having a bloody lip and walking with a limp.
  8. Iron your clothes even if you think they look swell.  The wrinkles do not add character.
  9. The creator of Dillbert is an absolute genius of insight.
  10. If you are late to a meeting because you hit a parked car, got lost, or forgot you had a meeting… don’t tell your client.  That doesn’t exactly build your credibility.

Now these are just a few gems that I have learned or observed during my short stint in outside sales… I know there are some seasoned vets out there with some awesomely embarrassing lessons.  Please share!