Sales Ninja Killer Newsletter

I’m in my office today. Someone rang my door so i went out and see who is it. It’s a directory sales woman in her forties. I opened my door and see what she has for me. She wants to give me a free directory, which i told her, “do you have a digital version?” She replied i can go to their website and download it, alright cool, i’ll do just that. She then asked me a qualifying question, not a very good one, but at least she tried, “do you want to advertise?” I replied…

Me: What’s the purpose of advertising?
She: Well, for people who do not know who you are, you get to reach this people. (this answer is good)
Me: Ok, but i think the directory won’t reach the people i want to reach.
She then launched into a mini pitch about how many thousands use their directory, bla bla…
Me: The new way to reach people is online, you see, i didn’t even want your directory even though it’s free.
She: Alright, we also have an online advertisements you can do. Millions visit bla bla…
Me: I’m currently not keen though but thanks for visiting me today.
She walks out.

I almost gave her a free sales training lesson. But i was busy preparing for my training tomorrow, i just let it be. Hope she reads this post to learn something. Here are some quick lessons:

>> I let her in my door, very seldom people are friendly (except for me =) when you walk door to door. She never build any rapport what so ever. All she is interested in 1: get rid of the heavy directories she is holding 2: try to promote her advertisements to me. Sales Ninjas will build rapport first. Just use common sense, you walk into someone’s office uninvited with no prior conversation or schedule and you expect to sell them on the spot? Be real!

>> She cares more about selling her stuff, which is what i call a Seller Focused Mindset. Talking how good her product is is about the Seller. She need to switch to a Buyer Focused Mindset. How?

>> Ask great questions. Questioning skill, or some call probing or interviewing or needs analysis skill is a skill that all sales people must be great at but apparently pretty weak in.

What sort of business are you in? I see you have some books and cds there (i have a display right in front of my office), what are they? Who are your clients? I asked because as a directory sales person, i see a lot of clients and they may need your sales training. Why don’t we keep in touch? Can i have your business card so i can refer to you anyone who is looking for training. (you give before you take).

You seem to be very successful (compliments and praise boost egos!), how do you plan to grow your business further? (Boom! this is a lead in to sell her advertisement to reinforce my strategies and plan – but of course she never cared to asked). I will then tell her, well i plan to A, B and C, which she should then come back, sounds great, it seems you know what you want to accomplish already, i have something that may be able to help you achieve some of your plans, i work by planning too, how about we schedule a time some time next week so i can come see you and understand more of what your business goals are and see if i am able to help you out. How does that sound?

If she uses the Sales Ninja approach, i will grant her a meet up on the spot! I only deal with professionals, not amateurs. And i’m sure i’m not the only one out there expecting the best.

>> Never argue or try to persuade or convince. When i said, this directory won’t reach the people i reach. She went into the ‘i also have an online version’ mode. Terrible. She should have clarified with me, “What makes you think so?” or “What have been your experience with our directory?” or “Which method do you prefer then?” If i say, i prefer online strategies. The most likely response from MOST sales people when they hear a need will be = Well, we also have online, bla bla.. Yuck! Sales Ninjas would go, why online? Is it ok you share with me some of what your online strategies are? Sales Ninjas always get information not just give information.

>> Never bother to get contact. Maybe i don’t have a need right now. How about 3 months from now? 6 months? 1 year from now? Sales people must understand they need to get in front of the buyers when buyers are ready to buy and not just when you want to sell. Buyer needs will be created by events or situations or great questioning techniques of a sales person. How is she going to sell me if she doesn’t even have my email or phone number? She thinks i don’t have a need (or rather she didn’t identify it), so don’t bother keeping in touch with this chap. Can i suggest it takes multiple contacts before a buyer wants to buy anything from the seller? Prospecting is not just about walking into someone’s door and hoping this person wants to buy from you. It’s keep prospecting, keep educating and keep keeping in touch.

Why so many sales people struggle out there? Because they have old sales mindsets and uses ancient sales methods and techniques. This was meant to be a short post but the more i write the more emotional i get. I hate to see sales people struggle. I love selling. I’m very successful at selling. Coming from the bottom of society if i can make it others can make it too! And that’s my goal, i will transform all these sales people into the ultimate sales professional – The Sales Ninjas!

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

© 2009 onwards Sales Ninja Training. All Rights Reserved.

Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their sales people into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation and leadership trainings, visit http://www.SalesNinja.com

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I’m leaving for Taiwan early tomorrow morning to do Sales Ninja Shogun, a sales leadership program. In this issue, I would like to share with you the Sales Ninja MASTER Selling model. A very easy to remember sales process, sales methodology that I’ve developed and adopted by many of my in-house clients.

Many small medium companies do not have a sales process. A lot of models out there are messy and hard to remember. I recommend studying the MASTER model and make it your corporate sales model. You will see why in a while.

MASTER is an acronym for:
(M)eet people
(A)sk questions
(S)ell benefits
(T)ackle objections
(E) ncourage to buy
(R)elationship building

(M)ASTER
(M)eet people: Is the prospecting phase of selling.
There are 3 parts to (M)eeting people.
1-pre-call planning
2-prospecting and
3-positioning.

In pre-call planning, you do your research. Understand a little bit about the companies before you start prospecting. Prospecting activities can be cold calling, networking, cold emailing, trade shows, referrals, etc…  Positioning… is how you open the sales call. How should you introduce yourself? What power positioning statement should you articulate so the other person is seduced to listen to you? How do you build rapport and how do you move into the objective of the sales call.

M(A)STER
(A)sk questions: Is the discovery phase. Also known as needs analysis, probing, interviewing or investigating. They are all questioning tactics to understand what the buyer needs and wants.

Common mistake people make after (M)eeting people phase is jumping into their product/service presentation. We recommend… (A)sking questions first. This is to determine whether there is a fit between the buyer and the seller to make sense whether to proceed or not. This ‘qualifying’ process <must> also be done in the (M)eeting people phase so you don’t go banging yourself in front of unqualified prospects, wasting your time and the buyers.

In (A)sking questions, 4 key areas you must ask. We use and train the STAR model. A very powerful questioning model for B2B sellers. S is standard question, T is trouble question, A is affected area question and R is reward question. There are 6 standard questions, budget, authority, time and competitors. Standard questions also include asking about the prospect and their business. Trouble questions are used to uncover troubles the prospect may be having either with their present situation or with their present vendors. Affected area questions are used to create an awareness how the troubles identified can be connected to… other areas, thus affecting the situation. Reward questions gives the buyer a buy in into your features and benefits.

The more complex your sales call is, the more effective the STAR model will be. STAR will also create a perceived differentiation because of the insight you create for the buyer.

MA(S)TER
(S)ell benefits: Is the presentation phase. It’s the persuading, convincing and mesmerizing area. This is the phase where you translate your features into the benefits that make sense to the buyer <based> on the things you’ve discovered earlier.

Here you should differentiate your ideas, state your positioning and establish credibility. In (S)elling benefits, you can do a demo, show testimonials or case studies and tell hypnotic stories so capture the attention of the buyer. You must also check what has the buyer understood of what was presented and ask which feature makes the buyer tick.

MAS(T)ER
(T)ackle objections: Is the phase where you address and resolve objections. It’s also the stage where you negotiate the deal.

Your ability to tackle objections may help or hurt your sale. Tackling objections is really listening to what concerns the buyer and then persuasively positioning your answers to address that concern and then check for an agreement whether the concern has been answered. Sales people dread objections because they are unprepared and unskilled in this area.

A lot of sales people also drop their price to soon. The moment they hear ‘your price is too high’, they go, ‘ok, I can discount.’ That’s not negotiation. There are 3 parts to negotiation. 1-you must live a certain negotiation philosophy 2-you must identify what negotiation trick the buyer is using and 3-you must know how to tackle and counter it. Lower price, unhealthy margin and low profits is the result of a poor negotiation.

MAST(E)R
(E)ncourage to buy: Is the closing phase. Closing is really asking the buyer for the order. It’s not that hard. People don’t close because they fear rejection and unskilled in it. Lose the C in CLOSER and you get loser.

Recognize buying signals and close. Tackle objections and close. Highlight benefits and close. When you ask for the order, buyers will say 1-yes, 2-maybe or 2-no. They say yes, you close. They say maybe, you highlight benefits and close. They say no, you tackle objections and close. Just do it.

Last phase of the Sales Ninja MASTER selling model is the (R)elationship building phase. It’s a phase of service and follow-up. Upon doing a good job, it’s time to solicit 1-testimonials 2-referrals. Both of these will help you in your future sales calls.

After going through this, do you see yourself using the Sales Ninja MASTER Selling model?

Meantime to more sales … with less effort! Cheers!

UNCONVENTIONALLY,
HANZO NG
Sales Ninja Grandmaster

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