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Make It Happen™ Tips and News from Barbara Sanfilippo Best practices, ideas and tools to help businesses and individuals improve sales performance, build customer relationships and enjoy life balance. NOTE: This newsletter will also notify you periodically of upcoming teleseminars, special offers and when I'll be in your area. I'm excited to finally get my e-tips up and running again. You are receiving this email because you attended one of my presentations, are a past client or have an interest in personal improvement. Note: If you would like to discontinue receiving these tips, or would like to send this to your associates, please see the SUBSCRIBE or CANCEL links at the end of this email. SALES CALL OR PRODUCT KNOWLEDGE DUMP? Recently Linda, a new coaching client, excitedly asked if I would critique a sales call she audio taped. She felt it was one of her best and the prospect would ultimately buy from her. While listening to the tape my overall impression was she delivered a professional product knowledge presentation, but did little to determine needs and plan the call in advance. I suggested she work on preparing good open probing questions for her next call that would allow the prospect to express their pain or dreams. For example, a pain question: Tell me what your greatest challenge is with:________? A dream question: What is the one thing you hope to accomplish with________? Remember, no one buys a thing unless they feel it will help them alleviate a problem or pain, or help fulfill a desire or dream. Let the prospect or customer tell you what they need. Prepare consultative questions that draw out pain and dreamsódon't be in such a hurry to tell your story. P.S. Linda didn't get the sale. However, she now has a sales process and checklist to critique her calls and is determined to improve. SALES TOOLS/TRAINING: Good news! If you want to improve your calls, I'm excited to announce my new twin-pack audio CD album, MASTER THE CONSULTATIVE SELLING PROCESS with a step-by-step process, a sales call checklist and handouts to follow along. Great for coaching sales or training at sales meetings. For a description of content covered visit: www.barbara-sanfilippo.com/products.htm. For sales training tailored to your needs visit: www.romanosanfilippo.com/training-classes.html. RENT- A -COACH: I am now available for private telecoaching to help you improve your sales, sales management and speaking skills or write a book and moreójust ask! Visit: www.barbara-sanfilippo.com/coaching.htm BOOK YOUR RETREAT DATES NOW: I facilitate senior management retreats to help you plan how to take your organization to the next level. For information visit: www.barbara-sanfilippo.com/speaking.htm - see topic #17. FOLLOWING ARE AVAILABLE DATES WHEN I'M IN YOUR AREA: (Let's do a special program and save on discounted fees and prorated expenses.) Email your tentative dates and request to: Barb@RomanoSanfilippo.com. July 24, 25, 30, 31 - FL, TN, AL August 7, 8 - PA, D.C. August 13, 14 - IL, OH, MI August 27, 28 - MN, WI September 9, 10 - AZ, CO September 24, 25- IO, NE October 8, 9 - San Francisco area October 15, 16 - WA, OR October 23 - TX Thanks! Barbara Sanfilippo, CSP, CPAE 1-877-ISUCCEED Barb@RomanoSanfilippo.com www.Barbara-Sanfilippo.com **************************************************** TO SUBSCRIBE: Visit www.Barbara-Sanfilippo.com |