The Power of Selling, 2010a

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2. Imagine that you are a sales rep for a logistics company and you want to get an appointment with the COO of a hardware manufacturer. You’ve heard that he can be very difficult to deal with, so you are concerned about calling on him, but he is a large prospect for you. Identify three things that you would do to overcome your reluctance and make the call. 3. Put yourself in the shoes of an executive assistant at a large corporation. It has been a busy morning, and just after lunchtime a salesperson calls and asks to see your boss. Name three things the salesperson could do or say that would make you more willing to help him. 4. Assume you are a sales rep for a firm that sells accounting software that can reduce invoice processing time by 15 percent. You want to get a meeting with the chief financial officer of a prospective company, but you need to go through the secretary to get to the CFO. Which approach would you use with this gatekeeper? Which approach would you use with the CFO? Why would you use each of these approaches? 5. [1] Evan Carmichael, “His Secret Recipe: How Hershey Achieved Success,” video, EvanCarmichael.com, http://www.evancarmichael.com/Famous-Entrepreneurs/603/His-Secret-Recipe- How-Hershey-Achieved-Success.html (accessed August 1, 2009). 6. [2] Wendy Weiss, “Why Are We All so Afraid?” Sales Information, 2004,http://www.sales.net63.net/1138.php (accessed August 1, 2009). 7. [3] Phil Glosserman, “The Fear of Rejection,” video, Selling Power,http://www.sellingpower.com/content/video/?date=7/9/2009 (accessed March 16, 2010). 8. [4] Phil Glosserman, “The Fear of Rejection,” video, Selling Power,http://www.sellingpower.com/content/video/?date=7/9/2009 (accessed March 16, 2010). 9. [5] Laura Laaman, “Assumptions, Sales Practice Help Fight Fear of Rejection,” Pittsburgh Business Times, February 18, 2005,http://www.bizjournals.com/pittsburgh/stories/2005/02/21/smallb2.html (accessed August 3, 2009). 10. [6] Laura Laaman, “Assumptions, Sales Practice Help Fight Fear of Rejection,” Pittsburgh Business Times, February 18, 2005,http://www.bizjournals.com/pittsburgh/stories/2005/02/21/smallb2.html (accessed August 3, 2009). 11. [7] BNET Reference Publications, “Facing the Fear of Rejection—Emotional Problem that Can be Devastating to the Success of Sales Representatives,” Saylor URL: http://www.saylor.org/books Saylor.org 433
BNET,http://findarticles.com/p/articles/mi_m1272/is_n2623_v125/ai_19313504 (accessed August 3, 2009). 12. [8] “Tips for Successful Cold Calling,” AllBusiness,http://www.AllBusiness.com/sales/selling-techniquestelesales/1355-1.html (accessed August 3, 2009). 13. [9] Phil Glosserman, “The Fear of Rejection,” video, Selling Power,http://www.sellingpower.com/content/video/?date=7/9/2009 (accessed March 16, 2010). 14. [10] Lori Richardson, “Dealing with Gatekeepers,” Sales Coach Blog, AllBusiness, April 19, 2005, http://www.AllBusiness.com/sales/selling-techniques/3873127-1.html (accessed August 3, 2009). 15. [11] Michael A. Boylan, The Power to Get In (New York: St. Martin’s Griffin, 1998), 125. 16. [12] Lori Richardson, “Dealing with Gatekeepers,” Sales Coach Blog, AllBusiness, April 19, 2005, http://www.AllBusiness.com/sales/selling-techniques/3873127-1.html (accessed August 3, 2009). 17. [13] Michael A. Boylan, The Power to Get In (New York: St. Martin’s Griffin, 1998), 124. 18. [14] Michael A. Boylan, The Power to Get In (New York: St. Martin’s Griffin, 1998), 126. 19. [15] Susan Ward, “Cold Calling Tips,” About.com,http://sbinfocanada.about.com/cs/marketing/a/coldcall.htm (accessed May 16, 2010). 9.5 Selling U: What’s Your Elevator Pitch for Your Brand? LEARNING OBJECTIVE 1. Learn how to prepare an elevator pitch for your brand. Now you know about an elevator pitch and how it can help you in your sales approach. But do you have an elevator pitch for your personal brand? If the answer is no, now is the time to craft it. Just as in selling, your personal elevator pitch should be less than a few minutes and should be a way for you to tell someone who you are, what you’ve done, and what you’re looking for. Your elevator pitch will serve as the approach for your internship and job search in several different ways. Elevator Pitch 101: Be Prepared Saylor URL: http://www.saylor.org/books Saylor.org 434
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This text was adapted by The Saylor
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helping you learn and succeed. In f
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Sales professionals (left to right)
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Andrew Sykes, Pharmaceutical Sales
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Chapter 1 The Power to Get What You
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Pearson-Bernard, the president and
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Mac and fries, and you always know
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Personal selling is a powerful part
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But the bigger story is the fact th
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understand the power of collaborati
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departments, according to Dennis J.
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At times, however, sales and market
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6. [4] Bureau of Economic Analysis,
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Chapter 6 "Why and How People Buy:
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Resource Description information. J
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Choosing a career direction and wri
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managed your costs and time. Every
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Now that you have read this chapter
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2. Write your personal mission stat
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garage in 1976. Jobs said, “I was
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Contrary to popular belief, speakin
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evealed that boomers are more likel
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many can put it all together.” [2
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phone?” No techno-talk, no slick
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A good salesperson does more than s
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18. [13] Margaret Norton, “Is the
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Toshiba to manufacture laptop compu
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Types of B2B and B2C Selling When y
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outside salesperson. Inside salespe
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Title Description Industries manage
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Selling Power Magazine “50 Best C
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You’ve now seen how B2B, B2C, and
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want to focus on making a contribut
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14. [7] Justin Sorkin, “AT&T Urgi
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lasting impression. If you think yo
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Figure 2.8 Standard Résumé Incorp
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Now, it’s time to put your brand
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Step 4: Write Your Bullet Points On
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Consider the difference between the
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1. First paragraph. Introduction an
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Step 3: Write Your Cover Letter Wit
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Saylor URL: http://www.saylor.org/b
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KEY TAKEAWAYS Your résumé and co
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Now it’s time to put what you’v
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The Power of Building Relationships
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ather than what you want to sell he
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single man could and should be nurt
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For example, many companies offer l
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Trust Me “The check is in the mai
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No one likes to deliver bad news. B
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according to Tim Conner, sales trai
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irthday celebration went, or even j
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A solid relationship is essential,
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29. [24] Tom Reilly, “Relationshi
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than your friends? Do you speak to
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opinions in their decision making.
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Expressives are creative and can se
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thanks.” It’s important to note
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16. [13] Barton A. Weitz, Stephen B
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providing an excellent method to ne
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Jon: Have you talked to anyone at U
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down an otherwise promising job can
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Search the social networking job bo
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7. [3] Meredith Levinson, “How to
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Role: Pharmaceutical sales manager
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7. Be professional; focus on facts
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eliefs and moral conduct. [6] Your
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marketing at the University of Notr
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Ethical Dilemmas in Business Not al
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just like personal ethics, mean doi
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attached. You might miss the opport
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Religion Values provide your person
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You learned about creating your per
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These ten things are the principles
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Ludwig, author ofPower Selling, exp
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At some point in your selling caree
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o o Simon Cowell Angelina Jolie 4.
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21. [19] Julie Creswell and Landon
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44. [42] FedEx, “Company Informat
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Conduct, for example, explains when
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Family interests create a conflict
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documents related to that fact, led
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come face-to-face with these differ
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9. [3] Starbucks, Business Ethics a
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Selling Yourself versus Stretching
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You: Well, I’ve been trying to ge
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Figure 4.4Sample References Letters
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Now that you have read this chapter
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2. What influences your values? Mak
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has often been referred to as a sof
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The same thing can happen in a sell
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Figure 5.3 Letter of Apology from J
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you receive the check. Specificity
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Take notes. While it may seem like
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Figure 5.4 The Impact of Intonation
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Touch Space or proximity Dress Mul
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Touch neck: insecurity Crossed legs
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extra time to review before you sen
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EXERCISES 1. Choose an advertisemen
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22. [13] Patricia M. Buhler, “Man
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and established practices aren’t
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Etiquette Tips for Conversations, M
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The purpose of a business breakfast
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Now, we’re seeing a bit of a reve
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Don’t leave a long, rambling voic
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Proper etiquette is a necessity in
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10. [4] Kim Richmond, “Poll: Entr
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31. [25] Patrick Welsh, “Txting A
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An informational interview is exact
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Informational interviews are usuall
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Bring extra copies of your résumé
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Your interviewee will most likely s
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13. [8] “Informational Interviewi
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You are meeting with a potential cu
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and is best used for communicating
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The science of consumer behavior de
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what anyone did for a living, or if
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Although recovery will be going on
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to retailers such as Foot Locker, w
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and your decisions don’t put you
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Figure 6.7 Comparison of B2C and B2
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technology will not only be expensi
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The September 2009 issue of Vanity
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An individual such as a buyer, purc
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Content,http://www.associatedconten
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The Traditional View of the Seven S
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6. Evaluating proposals. After the
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world to solve the problem. This is
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Norm Brodsky is the owner of an arc
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Traditional Seven Steps of Selling
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Figure 6.10 Nutritional Information
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Source:http://www.thedailyplate.com
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Table 6.3 FAB in Action Product Fea
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The traditional B2B buying process
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15. [10] Bryan Eisenberg, “Buying
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40. [36] Bryan Eisenberg, “Want T
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Brand Positioning Point Feature Adv
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Choose a few work samples. Select s
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A word of caution: Your professiona
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6. [2] “Job Search: Back Up Your
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You are a salesperson for an advert
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Chapter 7 Prospecting and Qualifyin
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Saylor URL: http://www.saylor.org/b
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If you’re satisfied with his resp
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happens if the customer is not inte
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and prospecting for new customers.
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16. [13] Dave Dolak, “Sales and P
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good fit. Sometimes you aren’t ac
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1. Describe the ideal customer for
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It costs five times more to attract
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If you’re a member of the America
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Forget Google for a minute. It migh
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Database or Directory Good source f
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Business journals such as the Phila
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As a salesperson, you can use trade
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isn’t a qualified prospect. For t
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egin prospecting for another lead a
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latest Google search results based
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KEY TAKEAWAYS Prospecting takes c
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21. [15] Paige Palmateer, “Inaugu
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employment agencies. This is a fair
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you might or might not find later o
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Local business journals, like the P
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Business Directories and Databases
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sites to gather stats. Publicly hel
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3. When a customer says, “It’s
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9. There are several business journ
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service in order to make a decision
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Listing your goals in writing befor
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Sporting Goods, Dick’s Sporting G
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presentation. For instance, you mig
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the company also has a communicatio
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companies or people he has worked w
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13. [7] Marcel Sim, “Leveraging Y
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play MP3s, store a day planner, sur
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for instance—can often be a surpr
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question early on in the sales call
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8. [2] Mark Anthony, “The Psychol
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According to Gary Duncan, principal
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SMART objectives give you the power
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3. Assume you are a financial advis
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order. For example, Szaky knows tha
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2. Assume you are the director of d
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tool, in combination with five othe
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on your part. If one of your target
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SMEI http://smei.associationcareern
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Internships and professional organi
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Use networking sites like LinkedIn
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Page 388 and 389: The Approach: The Power of Connecti
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Page 392 and 393: taste in shoes. As long as the appr
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Page 398 and 399: 7. [4] Brian Johnson’s Philosophe
Page 400 and 401: 9.2 How to Start Off on the Right F
Page 402 and 403: Approaching by Telephone Establishi
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Page 412 and 413: in the retail environment as it is
Page 414 and 415: Customers can’t seem to stop sayi
Page 416 and 417: 1. Take the listening quiz by click
Page 418 and 419: 19. [12] Sharon Drew Morgan, “Thi
Page 420 and 421: 43. [36] Donna Siegel, “Relations
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Page 426 and 427: ing out several products for custom
Page 428 and 429: move straight into a question or cu
Page 430 and 431: 9.4 Overcoming Barriers to Success
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Page 436 and 437: Your elevator pitch is critical bec
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Page 440 and 441: Power Wrap-Up Now that you have rea
Page 442 and 443: 3. Use your elevator pitch in a pro
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Page 448 and 449: will you have to find a parking gar
Page 450 and 451: EXERCISES 1. You are preparing for
Page 452 and 453: to take off a jacket and tie than t
Page 454 and 455: EXERCISES 1. Review the clothes tha
Page 456 and 457: A good salesperson can read group d
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Page 460 and 461: When the five executives arrived, W
Page 462 and 463: It is also important to resist the
Page 464 and 465: salespeople who are starting out an
Page 466 and 467: won’t get read. [30] Don’t rely
Page 468 and 469: A cost-benefit analysis asks the qu
Page 470 and 471: through but (b) establishing a conn
Page 472 and 473: 2008,http://www.completeselling.com
Page 474 and 475: 36. [29] Geoff William, “The Perf
Page 476 and 477: prospect you have already met.) [4]
Page 478 and 479: You: So your IT people have regular
Page 480 and 481: In smaller sales, obtaining commitm
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1. Learn the five steps of a succes
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that shows how outsourcing your bac
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to make sure you understand and hav
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information you are presenting and
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a call to action that asks the pros
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Timing: When to Deliver Your Propos
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The most important ingredient of a
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18. [10] Kelley Robertson, “How t
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10.6 Selling U: Selling Yourself in
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Does this company deal in B2B or B2
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important to be honest when you res
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Interviewers often ask this questio
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Step 8: Prepare Your Wardrobe Your
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A job interview is like a sales pre
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18. [15] Kim Richmond, Brand You, 3
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PUT YOUR POWER TO WORK: SELLING U A
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Chapter 11 Handling Objections: The
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What Are Objections? Objections, al
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what you can deliver and by when. I
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When Prospects Object While you may
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identifying his problem, and presen
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2. Try to sell your professor on co
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11.2 Types of Objections and How to
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Don’t say anything negative about
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When a prospect has a source object
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car has what you want. At this poin
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uild a deeper trust. [18] Just as w
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14. [7] Felice Philip Verrecchia,
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This is another opportunity to refe
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Mention something specific that you
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Do proof your thank-you e-mail or n
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Thank-you notes are a reflection of
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You understand how to use a follow-
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3. A prospect may object at any tim
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salesperson who continues to follow
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Relationship selling doesn’t work
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http://www.bestsampleletters.com/sa
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Web site so unique is that you can
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a negative impact on the company’
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6. Imagine that you are a sales rep
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28. [22] Tamara Monosoff, “Focus
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asking customers what they think ca
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(scores of 7 to 8), reflect poorly
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14. [8] Rob Markey, Fred Reichheld,
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Plan your route. Even though you pr
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1. Assume you just accepted a job o
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You can identify ways to add value
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2. Identify someone who already wor
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unstructured, and sometimes unpredi
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his insights to help you be success
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Procurement or product development
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Figure 14.3 Activities of Salespeop
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Poor planning. Avoid getting caught
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Being successful in sales doesn’t
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one of the components of the compen
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draw. This is an advance against fu
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some performance KPIs and conversio
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KPI Name Calculation KPI Goal Avera
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Activity Color (Red, Yellow, Green)
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Activity Comments Time to complete
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[10] Data from Gerald L. Manning, B
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[32] Jim Kahrs, “Sales Compensati
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passion and desire he played with,
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It may seem counterintuitive, but t
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It’s virtually impossible to be s
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3. Assume you are a designer and yo
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2005,http://kansascity.bizjournals.
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find the right internship to help y
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Your campus career center and facul
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eight hours for every twenty-four-h
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Professional Organization Informati
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8. [5] Kim Richmond, Brand You, 3rd
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7. Is it possible for an employer t
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sites and review the mission, event
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15.1 The Power of Entrepreneurship
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Approximately 75 percent of new job
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These facts reflect the importance
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Tech-savvy teenagers are starting o
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Best Social Entrepreneurs View the
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View Entrepreneur magazine’s list
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2008, http://www.america.gov/st/bus
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43. [40] Scott A. Shane, “Failure
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a business plan are standard. The f
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Private investors may want to have
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When you present your business plan
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Entrepreneur: Noah Lehmann-Haupt Ho
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Entrepreneur: Jeremy Bloom Article:
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Resource Name and Web Site Descript
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Resource Name and Web Site Descript
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You can describe the impact that en
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3. Free market system is an economy
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