When I kicked off this email newsletter at the end of last year, one of my intentions was to bring back a popular feature from my previous monthly subscription newsletter: TeleTips.
Back then, I had readers tell me they would sometimes flip right to the back page to read the TeleTips before anything else.
The second most popular feature? Others went straight to the inside front cover, where I wrote a monthly column of personal observations, opinions, and whatever else happened to be rattling around in my head. Lots of rattling room, btw.
Well, somewhere along the way with this newsletter in the first few months, I got carried away with the longer stories and Big Lessons, and those short, punchy nuggets took a back seat.
So I've decided to bring them both back. And combine them. Not that you need another email in your inbox. But I’m pretty sure that if you like my material, you’ll be opening and reading this one.
Introducing TeleTip Thursday!
Every Thursday, in addition to the regular Tuesday newsletter, you'll get a collection of quick, bite-sized phone prospecting and sales tips, things I've learned or observed, ideas you can put to work immediately, and occasional rants about some of the ridiculous things I see people doing in sales.
I'll also throw in personal observations, things that amuse me, things that annoy me, stupid things people do (in my opinion, of course; yours might vary), and random thoughts that occurred to me during the week. Some might have absolutely nothing to do with sales. Consider yourself warned.
Some will be a sentence or two. Others might be a short story or a lesson from one of my coaching calls. Some will make you think. Hopefully, a few will make you laugh. And occasionally, you might disagree with me. I encourage all of it.
The idea is simple: Something you can read in a couple of minutes, get a few useful nuggets from, and hopefully also forward to someone who needs to hear one of them.
And if you have a thought, a question, or something you'd like me to rant about, hit Reply. I read and reply to every one. Or, go to the online version from the link in the email at the top, and leave your comment at the bottom. (I know, lots of tops and bottoms there.)
Okay, enough of the introduction. Let's get to the first batch of TeleTips.
If the first thing out of your mouth on a prospecting call is "I know this is out of the blue, and you don’t know me and were not expecting my call…" you've already suggested that your call is an interruption. And you have screamed, “Stranger danger!” Nice work. You managed to create a problem before you've even introduced yourself.
Remember, my Salesperson’s Oath is, “First, create no resistance.”
One of my recurring themes is, “The stories you tell yourself are your biggest advantage, or hindrance.” And YOU always write the story. Let’s apply it to excuses.
Complete this sentence:
"I would ________, but ________."
Now ask yourself three questions.
How long have I been telling myself that story?
What evidence do I actually have that it's true?
And what is that story allowing me to avoid?
You might discover that the biggest obstacle between you and what you want is something you made up.
Who first thought that faking your phone number so it looks local to the prospect was a good idea? For anyone not familiar, when you get spam or robocalls on your cell and it’s from a number around your local area, it probably isn’t. Callers fake those. I mean, instead of your phone calling it Possible Spam, they should label it Actual Liar.
If someone’s first interaction with a prospect is a lie, it’s pretty reasonable to wonder what else they will lie about. Am I right?
Who’s not thrilled that the political ads are over (for a few months, anyway)? I’ve made fun of so many inane, insult-to-intelligence TV commercials. But I have to say, I am absolutely thrilled that Geico brought back the camel and Humpday! I laugh out loud every time I see it. Annoys the hell out of my wife. “Mike, Mike, Mike.”
Before asking someone to make a decision, including setting an appointment, summarize what they've already told you.
"Here's what you've said is happening. Here's what you'd like to accomplish. And here's what's preventing you from getting there. Am I understanding that correctly?"
When people hear their own situation accurately described, especially when you use their words, they have now psychologically moved into a frame of mind where they are thinking about the pain, problem, and possible solution. That usually makes them more receptive to discussing what happens next.
“So, seems like the next step would be to meet to have a more in-depth conversation about how you can get what you want…”
It worked on me. A version of the previous tip, that is… A few months ago, when I was just considering a substantial investment in the development of my new AI sales coaching product (coming soon!), we'd had several meetings. I loved what these guys were proposing. I knew I wanted to do it.
But when it came time to commit, I stalled.
One of the developers, who isn't even a salesperson, asked me what was preventing us from moving forward. I gave him a weak excuse about just wanting a few more days.
He calmly repeated everything I'd told him about why I wanted to do this, then asked what would actually prevent me from proceeding.
I thought about it. I had no good reason, other than hitting RETURN on the final screen as I wired over the money.
"Actually, nothing. Let's do it." He had just used my own sales training on me.
And it worked.
No tricks. Just good conversational psychology.
There ARE real price objections. In fact, I just gave one.
Backstory: We had about three inches of torrential rain over a couple of days this past weekend. In Scottsdale, Arizona. I know. Crazy. Anyhoo… a small leak started in the master bathroom from around an air vent. Not much, but enough to get it checked. So I had a company come out that had done another repair about six years ago. These guys are awesome. Reputable, solid work, great references.
He told me that the roof was extraordinarily well done with the best of materials. He found the cause, took about 50 pics and videos, and gave me two estimates. One was $3,000 and the other, $8,000. What? Just for patching this minuscule leak? He explained they don't do small patches. When I asked whether a handyman could handle it, he admitted one probably could. For about $300.
I appreciated his honesty. And I still think his company is excellent. But I don't need a $3,000 solution to a $300 problem.
Sales lesson: Sometimes your price really IS too high for what the buyer needs. Before trying to overcome a price objection, find out whether you're offering more solution than they have problem.
Which, by the way, is exactly what this guy did. And why I'll continue recommending his company.
One more and I’m outta here…
As a rule, I don't post political stuff, for a lot of reasons. What I have done in my business for over 40 years is try to help people become the best they can be, in sales, and also, in order to do that, who they are personally.
Regardless of anyone's views, who you are and what you achieve is ultimately up to you. Not a politician, a political party, or a branch of government.
Many people who have complained about the past 10 years of elections are still in the same position they were in before those elections, and likely will continue to be. Unless they have, or will, change one thing: themselves.
I originally wrote the post below for my followers on LinkedIn after the 2020 election and recorded it for my sales podcast. Hear that here.
I’ve also reprinted it here on my business Facebook page. It’s NOT political, and if someone wants to argue with it, they are exactly the person it was written for.
Continue making it your best week ever!
PS. If you liked what you saw here, or even if you didn’t, do a friend a favor who would. Forward it on to them, or better yet, share it on one–or all–of your socials using the magic buttons up top.
