Here’s a tip that has actually shown early signs of transforming our business here at The Brooks Group. We rely a lot on leads generated by our strong internet presence. The problem? Our salespeople would call and get voice mails, a person saying they didn’t even remember requesting information, etc., etc.

How have we addressed the problem? The first thing was to seek some data. The best was from a reputable source . That research revealed that a web lead contacted the same day it is received is significantly better than one that sits around. In fact, their research says that after one, four and eight days they tend to get worse, worse and worse in value.

We then installed a “four hour” rule that says every internet generated lead must be contacted within 4 hours of receipt. We even have someone assigned to make the calls if the salesperson to receive the lead is unable to do so. That person then passes that lead on to the salesperson.

The response? Prospects are happy to hear from us. More requests for information. Leads ultra-improved with our speed of responses and more qualified leads who actually remember requesting the information. Hope this helps!

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OK, I’m a procrastinator … am I alone? I didn’t think so. On Tuesday I was searching for a florist to get roses for the lady in my life. I called one florist and asked if I could get some roses delivered Wednesday and the guy on the phone said “no.” No apology, no explanation that the cut off date passed … nothing … just ‘no.’ An uncomfortable silence followed his ‘no’ and I said “OK” and hung up. I called another florist and a very pleasant woman politely said they couldn’t accommodate me because the cut off date had passed and they couldn’t guarantee they could deliver them on time. Then she did an amazing thing … she recommended I call one of their competitors who, she knew, could accommodate my order. Wow … she recommended a competitor to accommodate MY needs. How many of you would recommend one of your competitors to a prospect you couldn’t help?

Of the three florists I experienced who will I think of first and want to do business with when I have a need for flowers again? Did you say the third florist who was recommended to me because the second florist couldn’t accommodate my needs? If so, you would be incorrect. I was impressed with the second florist who wanted to solve my problem and make my search easier. To me, she was more than a florist, but rather a “problem solver” who made my search easier.

As a selling professional are you a “problem solver” for your clients or are you simply “selling a product or service”, meeting quota and collecting a paycheck? Are you willing to tell your prospects “The way I work with my clients is to help them get exactly what they want and if I discover, after asking you a few questions, I can’t help you I will make a recommendation of a competitor who can. Is that fair?” In our research, if you can make a statement like that (and mean it) you are in the upper 5% of the top selling professionals in the world.

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How effective are you at delivering a powerful group presentation? The truth is that more and more salespeople and sales managers/executives are required to make a formal presentation to a group of prospects or customers. How well do you do? What grade would you give yourself? A, B, C, D or F?

Here are six tips to help you raise your grade and, most likely, your income.

1) Confirm room and operational dynamics, size of group, AV equipment available (if none, bring your own), room location, directions, etc.

2) Arrive at least 1 to 1 1/2 hours before the presentation to ensure that everything is in proper working order. Then go over your presentation several times in that environment before you have to do it for high stakes.

3) Prepare your presentation carefully and professionally. For example, no more than 5 words per slide, proper branding of logo(s) on slides, not too many slides, etc.

4) Consider using an advancer rather than having to reach down and advance slides with your laptop. I recommend the Power Presenter. It’s the one we use and it’s great.

5) Give some thought to withholding any collateral material until after you deliver your presentation. That will guarantee attention on your topic and reduce wandering eyes, premature questions, etc. If you are going to do that be sure to tell your audience that they’ll receive it at the end and there will be time for review and questions at the conclusion of your presentation.

6) Never finish a program without establishing the ground rules relative to what is happening next. For example, say this at the end of your presentation (following review and Q&A) – Ask this question: “What are the next steps…Where do we go from here?” Don’t leave the room without an answer to that question.

Never forget, persuasion is key to sales. Don’t overlook how critical it is in a group setting. However, sometimes no matter how persuasive you are, poor mechanics in a group setting can derail you, too!

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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1-2-3-4-5-6-7-8-9-10 tips to help you planning more effectively not just for your selling career but you can use these tips for any career.

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This and other podcasts are available to download at itunes to help your selling career. If you have never used itunes and need help to download and install it click here for a tutorial.

You can click the “itunes” icon on the sidebar to take you directly to our podcast site.

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