High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income
Copyright © 2006 Bill Caskey
Elite Seller Blog
To become a high achieving sales professional, you must first
become an expert communicator. Ask any sales person if they would
like to make $250,000 a year and they universally say "yes." But
then look at the tool kit they use to pursue clients, and more
than likely you will find that the sales tools are dull.
After 19 years of working with sales organizations in general,
and high achieving sales professionals specifically, I've found
that there are many tools that are prerequisite to advancing your
income. These five that I will cover here are words and phrases
that will create an environment with your prospect where they are
telling you the truth. And since your most precious commodity is
time, you can't afford to waste it with people who lie to you.
1. "What would you like to accomplish today?"
I get called on by many sales organizations (some of them
household names) and rarely, if ever, does a sales person start a
meeting with, "What would you like to accomplish today, Bill."
This one question will save you hundreds of hours a year from
working on things that don't matter. It's a way for the
prospect to begin to share their problem with you. Just because
the tool sounds simple, doesn't mean it's used.
2. "Is there any financial impact to this problem?"
I'm assuming that you're not giving away your solution for
free. And that in fact, there is a price the customer pays to buy
and a price the customer pays not to buy. I want to understand
the difference. By asking this question, you will start to learn
what the financial consequences are for "not buying." Then when
you talk about your fee, the prospect will be comparing your fee
to the cost of the problem. Sales amateurs will very rarely help
the prospect make that connection. High achieving sales
professionals deal with money more elegantly and eloquently. And
this question will help you put money on the table without it
just being about "your price."
3. "Let's do this."
Get advances if you can't close. "Lets do this" is a proven
technique that allows you to talk about the next steps in the
process while you move your prospect forward toward a final
decision. Let's suppose you're an hour into the sales call and
the prospect has shared with you some of the problems he has, but
he's still unsure of your product or service's value. You want
to go back to your office and study them prior to giving a
proposal. In this case, you would say, "Let's do this. I'm
going to go back and put some thought into this and then let's
set a time we can come back in a week and take it a little
further." The better process manager you are, the better sales
person you are.
4. "Here's how we (I) typically work."
Use this on the very first call where you're laying out your
process for getting them a solution. The high achiever needs to
be thought of as an expert, not just in sales, but in the
industry domain that you play in. Experts have processes and
procedures. If you don't have a sales process, get one
5. "I have a sense that..."
The elite sales executive pays close attention to their feelings.
The "gut instinct" is a powerful internal communication device
for you. If something doesn't feel right, it probably isn't.
If something does sound right, you've got to call it.
"I have a sense that..." are words in your sales professional
toolbox that you can use to begin this conversation. I encourage
my clients to use this if they are thirty minutes into the first
call and the prospect hasn't shared any problems or pains that
he wants to fix. You might say, "In the first thirty minutes of
our discussion today I haven't heard anything that's really a
compelling reason for you to change from your current source. I
kind of get this sense that if things just continued on it
wouldn't be all that bad."
Give the prospect an opportunity react. It's a way for the
prospect to come back to you and either say yes, you're right
and it's over (which is OK because as I said earlier, time is
your most precious commodity, so move on) or he will convince you
that he does have a problem worth exploring. And then, you will
During his 19+ years of experience as a leader, experimenter and
coach for hundreds of B2B sales teams, Bill Caskey has discovered
that most sales organizations perform poorly in expressing their
value to their prospects and customers resulting in severe
underachievement by their sales force, long selling cycles,
constant battles with clients and prospects and pressure on
margins. To evolve into a higher achiever, increase your income
you must first become a pioneer who dares to be different.
To learn how, check out Bill Caskey's High Achiever Resource