Increase Sales: The 7 Best Ways Ever to Get Past The “Gatekeeper”

To increase sales you will need to get past the “gatekeeper”.  What is a gatekeeper?  They are the person who answers the phone when you call a business.  They could be the assistant to the decision maker or they could be the receptionist.  Their job is to filter unnecessary calls from getting to the decision maker in the business.  If you want to increase your sales you will need to get to the decision maker.  Here are some ways to get past the gatekeeper and increase sales.

Treat The Gatekeeper The Way YOU Would Like To Be Treated

One of the keys to increase sales is to always treat the gatekeeper like they are the CEO of the company.  Why?  Because they might be!  Several times I have had the spouse of the decision maker or the decision maker themselves answer the phone.  Treating whoever answers the phone badly can cost you a chance to increase sales.  Never be angry with them or insult them.  The gatekeeper gets a lot of phone calls each day from bad salespeople.  They don’t know that you can really help their company.  They often only say “no” because they don’t know YOU are not one of the bad salespeople that call them every day.

Humor is a great tool to use when increasing sales.  If the gatekeeper answers the phone laughing I always try to have fun with them.  Before I start what I normally say I might say to them “Are we having fun today?” or “It’s great to work with fun people isn’t it?” and laugh.  This usually will get them to relax a little with me and makes them more open to put me through to the decision maker.

The first thing you say is important to open doors to increase sales.  When the gatekeeper answers the phone say something to get them on your side.  I will usually open by saying “(Gatekeepers name), I need your help.”  People naturally want to help each other.  Saying something like this makes their first instinct to help me and they are more open to put me through to the decision maker.

The gatekeeper’s goal is to get you off the phone with them.  Make it easy for them to get you off the phone.   If the gatekeeper says they are on a different floor than the decision maker, ask the gatekeeper to page the decision maker.  You might say “Please page them. I’ll hold.”  This helps the gatekeeper reach their goal of getting off the phone with you.

If the gatekeeper doesn’t know the schedule of the decision maker here are a few questions to ask to give you a better idea of when you can call back and reach the decision maker.  “What time do they usually arrive in the morning?” “When do they usually leave in the afternoon?”  “Is it best to reach them in the mid morning or in the early afternoon?” “Do they eat lunch in or out?”  “What time do they normally have lunch?”

Increase Sales By Asking Smarter Questions

To increase sales you have to get good at being creative and thinking differently.  If those questions are not working to get past the gatekeeper you can flip it on them.  You can ask “Is there a day or time that I should not call?”  This is a great question.  If the gatekeeper says that the decision maker is always in a managers meeting on Tuesday mornings from 9:30 to 11 they think they just told you when to NOT call.  The truth is that means the decision maker IS available just before 9:30 and just after 11 am.  The gatekeeper just told you exactly when to call and reach the decision maker.

The last cool way you can get past a difficult gatekeeper is to ask them.  “When do you normally take your lunch break?”  The reason you ask is because someone else will be handling the incoming calls during that time and you will be much more likely to get to speak with the decision maker.   Having the skill to get past the decision maker will give you an edge on your competition and give you more chances to increase sales.

BONUS – Get more sales techniques,  Just click HERE to watch your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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To Increase Sales Do You Really Have to “Sell Yourself”?

I hear a lot of statements when I am helping people like you increase sales.  I hear that you must “sell yourself” if you want to increase sales.  I hear that the key to increase your sales is to get them to “buy you”.  Is it true that people buy you or is there more to increasing sales than that?

They Like You But Does That Mean They Will Buy?

When I first started my sales career I was good at talking and I was good at getting people to like me.  You are probably like me in that you genuinely like people and enjoy trying to help them.  I was really good at getting people to like me.  There was a problem though.  They wanted to have me over for dinner but they didn’t buy from me.  My first sales manager told me that my job was to make sales, not to make friends.  He was right that I was good at building rapport but something was missing.  Maybe you have had the same experience where you felt like you got along extremely well with your prospect but they didn’t end up buying from you.  You might have been like me and felt upset or maybe even a little betrayed.  You knew there must have been a problem but what was it?

People buy from those they know, like and trust

It is true you must have rapport with your prospect.  People buy from people that they feel they know, like and trust.  I will repeat that.  People buy from people that they feel they know, like and trust.

Increase Sales By Selling The Benefits

So if your prospect doesn’t “buy you” then what do they buy?  They buy BENEFITS.  Your prospect doesn’t buy you, they buy BENEFITS.  What does that mean?  It means that if you want to increase sales you must get your prospect clear on the benefits they get when they buy your product or service.  Don’t sell your product; sell what your product DOES!  When I first started I lost sales because my competition was better than me at getting the prospect clear on the benefits of working with them.  I thought I just needed to get them to like me.   I don’t want this to happen to you.  I want you to learn from my mistakes.

Your prospect doesn’t “buy you”;  they buy BENEFITS

Your prospect does not “buy you”.  You are not “selling yourself”.  What you are really doing is getting your prospect clear on the benefits they will get when they buy from you.  This skill will give you an edge over your competition on every sales conversation you ever have.

BONUS – Click HERE to watch your FREE increase sales video “The Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: Why Sales “Slip Through The Cracks” & What To Do About It

To increase sales you can’t afford to let anything slip through the cracks, especially your prospects.  You may be a top producer or some one brand new and eager to increase sales.  It makes no difference how successful you are.  You cannot afford to give any prospect less than your best service and best effort to solve their problem. If you are having a bad day you can’t allow it to affect any of your prospects.  Why?

Increase Sales By Treating Your Prospect Better Than Your Boss

To increase your sales you must be a true professional.  Your prospects turn into clients and they allow you to feed your family and send your kids to college.  You are a professional and even if your prospect rubs you the wrong way you must treat them like they are your boss because THEY ARE.  Sales is a business and you must put your personal feelings aside even if a prospect is rude to you.  You must respect that your prospect is the boss if you want to increase your business.  Never discuss politics, religion or sports unless you 100% sure you and your prospect are in total agreement.  It is very easy to turn off a prospect discussing those subjects.  EVERY single prospect counts!

Avoid Politics, Religion & Sports!  Especially On Social Media

One of my mentors taught me that the average person knows 250 people and they know 25 people just like them.  In fact a lot of people know a lot more people than 250.  Let us say you meet 25 people a week and 3 of them are unhappy with how you treated them.   At the end of the year there are 150 people who are unhappy with you.  Each of those 150 people know 250 people who they will tell NOT to buy from YOU.  With Twitter and Facebook the word about your poor service instantly gets out to thousands of people.  All those thousands of people have 1 thing in common that matters to you.  They ALL know NOT to buy from YOU.   Increasing sales is very hard that way.

The average person knows 250 people and they know 25 people just like them.

Your prospects talk with other people when they have a need to buy something.  It’s a normal part of life.  They post on Twitter and Facebook to get advice from their network about who is a good real estate agent or plumber, etc.  I have done it myself and you have probably done it yourself as well.  Also, don’t post political, religious or sports topics on your Twitter or Facebook.  It WILL cost you sales.

To increase sales long term you must get business from people you have contact with or you will always have to cold call. You must have prospects who like you to tell the 250 people in their network good things about you.  You are a true professional and you must act as a true professional every hour you are in your business.

BONUS – Click HERE to see your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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How to Increase Sales Like A Las Vegas Casino

How do you increase sales like a Vegas Casino?  When you go to Las Vegas or to any casino you know you are probably going to lose money.  It’s been said the only way to win at gambling is to quit after your first victory.  Why?  Because the odds of success favor the Casino.  The odds are against the player.  To increase sales you must put the odds in your favor.  How do you do that?

Increase Sales By Watering Your Grass

A lot of people switch slot machines to try to find a hot one.  They think it will increase their odds but it won’t.  You may even have done this in your sales career.  You might have switched locations or sales jobs because you thought the location or the pay plan was better. Most sales jobs or business opportunities are about the same as far as pay plans, leads and pricing etc.  What will help you with increasing sales will be HOW you work, not WHERE you work.  So don’t always be complaining about how you can’t make more sales because of someone or something else.  Don’t keep looking for the hot slot machine.

Create Your Own Leads

Don’t gamble with your chances to make more sales.  You may get leads from your company and that’s great if you do.  Don’t just sit there and wait for them to give you leads.  Instead create opportunities for yourself.   It does not specifically matter what you do to create your own opportunities to increase sales.  There are lots of tips on this blog.  You can even watch a FREE video HERE.  You pick what fits your style, personality and what you like the most.  The tactics to create sales opportunities don’t have to be done perfectly to work.  What does matter is that you do them and you do them daily.  Otherwise you sit there hoping for the “luck of the draw”.  Don’t gamble with your income and the future of your family.  Increase sales by taking control of your destiny and turning the tables on the system, putting the odds in your favor.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training.

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Increase Sales: How Being A “People Person” Can Kill Your Sales

You learned a lesson to increase sales on your first day on the job.  By now you have almost certainly forgotten it.  You must learn it again to increase your sales.   Would you consider yourself a “People Person”?   When you first started your sales job you didn’t know anyone so you didn’t really socialize with them.  Instead you probably listened to company sales training.  You listened to the top producer give his sales presentation to help you increase sales.  You probably spent time learning the new product or service you were starting to sell.  You may even have made prospecting calls or contacted your network to get leads or referrals.  It was common sense to do at that time since you just started.  Since then you have likely stopped doing those smart things.  Why?

Increase Sales Like Your First Day In Sales

Your focus was to increase sales to show you belonged when you first started your sales job.  After a while you started being friends with the other sales people.  In the morning everyone gets their coffee and talks about what they did last night or family problems or anything that has nothing to do with increasing sales.  Pretty soon after that it is lunch time and everyone has to decide where to go for lunch.  Of course it is a place where other salespeople like to go for lunch so you won’t make any sales there. After lunch everyone has to talk to decide who owes who money to cover the bill.  Next thing you know the day is gone and you’ve lost your chance to make more sales.

Are You A “People Person” With The Right People?

You must get away from being one of the boys or girls in the club at work.  You can still be friendly.  If they go to lunch don’t go with them.  Go to lunch with people who can help you make more sales by getting referrals or have a network with your customer in it.  If you are already are one of the boys or girls, start to get out a little at a time. If you don’t get out it will just encourage other bad habits and attitudes that will continue to cost you sales.  Be nice to them and don’t make enemies of the other sales people you work with.  Just don’t hang out with them more than necessary because you won’t increase sales by being one of the boys or girls in the social circle at the office.

BONUS – Click HERE to watch your FREE video to increase sales, the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: A Common Costly Mistake Top Producers Never Make

One way to increase sales in your business is to get more “good sales”.  What is a good sale?  When you want to increase sales ANY sale is a “good sale” right?   When you get a sale you are pretty excited because you got what you wanted and that’s good, it’s just not good enough.

Prospects buy for a lot of reasons.  Sometimes they even HAVE to buy.  Why? Because they have to have an air conditioner in 100 degree weather and they have a newborn baby for example.  The point is that just because someone buys your product that does not make it a good sale.  The purpose of making a sale is not just to have your prospect buy.

Don’t Settle For Just The Sale

Virtually anyone can get a sale once in a while by being in the right place at the right time.  In fact, you may have had it happen to you.  You get the sale but then you have to go out and get another one.  You may have to cold call or knock on doors.  Either way you have to do things you don’t want to do and get a lot of rejection before you make your next easy sale.  That’s fine to do some of this in the beginning of your career but if you want to increase sales in the long run you will need to do more than just get a sale when you meet a prospect.

Increase Sales By Improving The Buying “Experience”

Most average sales people are just happy to get a sale because that commission is all they are thinking about the whole time.    Top producers think differently than everyone else.  If you want to be a top producer you don’t just want to increase your sales for today.  What you really want is to keep increasing sales in the long run.  Top producers get lots of good sales.  What is a good sale?

A “good sale” is…

  • A sale where the prospect gets what they came to you for.
  • It’s a great experience for your prospect.
  • They view you as their solution for LIFE in what you do.
  • They become a raving fan for you and are so happy they tell their friends, co-workers and family about you.
  • They bring you referrals without you even asking (You still ask anyway).
  • They become a raving fan for you and your business.
  • They will come back to you and buy again.

Take some time right now and brainstorm what you can do better to make the buying EXPERIENCE better for your prospects.  Ask your clients.  Find out what the top people in your industry and even other industries are doing.  Do what they do to make the buying experience better.  Hold yourself to a higher standard of performance and increase sales in the long run.

BONUS – Click HERE to watch your FREE increase sales video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: Is Your Prospect Really Who You Think They Are?

A secret of top producers to increase sales is to view your prospect for who they really are.  You or some in your company may have a negative view of the prospects you are trying to help with your products or services.  I’ve even seen some salespeople come up with mean names for prospects.  Why could you find yourself calling prospects mean names?

Why You Might Think Badly Of Your Prospect

Your time is valuable and you are probably reading this article because you want to increase sales for your business.  You may talk to a lot of prospects that seem to just want to waste your valuable time.  They may not seem serious about buying your product.  Maybe they are “just looking” or they ask a bunch of questions that don’t make sense to you.  Maybe they seem interested but when you follow up with them you feel like they don’t respect you enough to return your phone call.  This attitude will get in the way of increasing sales in your business.

Increase Sales By Seeing Your Prospect For Who They REALLY Are

What attitude toward your prospects will help you increase your sales?  Understand who your prospect really is.  They are just like you.  They are a human being with feelings and needs just like you are.  Most of them work very hard for their money.  If they purchase from you they feel they won’t have that money for something else they would like to have.  Also salespeople don’t have a very good reputation.  So that means your prospect is scared or defensive when they talk with you at first.  They think you are trying to take advantage of them because that is what all the bad salespeople do.  They think they know they are not going to get what they want and it’s going to be a bad experience.  They are afraid you are going to try to force them to buy something they will regret later and they will feel dumb.  They do not know they can trust you yet.

So your prospect thinks you are trying to get something from them and rip them off.  You feel they are going to waste your time or lie to you.  There are bad salespeople and there are prospects that waste your time and lie to you.   I’m not denying they exist.  You can’t increase sales if both you and your prospect have bad feelings for each other.  So what do you do about it?

You think the best of your prospect.  They aren’t bad people trying to waste your time and lie to you.  They are human beings who work hard for their money and are really interested in buying your product or service to solve their problem.  Tell yourself that before you speak to every prospect. That HAS to be your mindset if you want to increase sales and have a satisfying business with clients that keep coming back to you.

BONUS – Click HERE to watch your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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A Strategy I Learned From A Commercial You Can Use To Increase Sales

How can an engagement ring commercial help you increase sales?  You’ve all seen those commercials where the man breaks out the beautiful engagement ring.  He always seems to pick just the right moment to surprise her when she least expects it.  He asks the question; “Will you marry me?’ and she says “yes” and everyone lives happily ever after.  I will share with you what I learned from an engagement ring commercial that will help you increase your sales.

Is it Too Soon to “Pop The Question?”

The engagement ring commercials don’t go into details of the relationship between the two people because it is just a commercial.  Do you think that the two people in the commercial are on their first date?  Of course not!  That would be crazy!  Why?  It would be crazy because they would barely know each other.  There would not be a enough time to know if they would be a good match as husband and wife.  It would be rushing into things.  We assume that the couple in the commercial have been dating for a while.  It would be reasonable to “pop the question” after dating for a while, not on the first date.

Did you know people selling their products and services ask their prospect to marry them (buy their product) on the first date (contact) all the time?  They go into all the generic reasons they prospect should buy their product without even finding out what the prospect really wants.  One way to stop your chance to increase sales is to try to sell your prospect too quickly.  There is a process to increasing your sales.  That process begins with generating a lead.

The purpose of your first contact with a prospect is to find out if they are interested in learning more about solving a problem they have.  That is all.  It is not the time to try to get them to buy your product or service if you want to increase sales.  All you are trying to do with the first contact is to generate a lead.  A lead is someone that sees they have a problem and is interested in finding out more about how to solve that problem.

Increase Sales by NOT Trying to Close The Sale Too Soon

Just like the engagement ring commercial only shows you “the close” portion of a relationship where a “buying” decision is made, there are a lot more steps that we don’t see that lead up to a sale.  The next step after you generate a lead is to set an appointment with the lead.  If you want to increase sales you must take the time to go through each step of the process.  Don’t be the crazy sales person that tries to close the sale too fast and scares your lead away.

 BONUS – Watch your FREE increase sales video HERE the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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How to Increase Sales Without Looking Like A Lying “Salesperson”

To increase sales in these times that change so fast we have to be better than we were yesterday.  There are a lot of bad salespeople that have given anyone selling just about anything a bad reputation with the general public.  You may even feel that most salespeople are pushy, only care about their commission and will lie to get the sale.  Many salespeople out there try to increase sales through aggressive and pushy techniques.  Is there a way to go about increasing your sales without using techniques that could ruin your reputation?  Yes

The Road to Increased Sales is Paved With Good Intentions

Your prospect has an excellent lie detector to spot anything less than completely sincere salespeople.  Your prospect can sense how you REALLY feel about them and what your intentions are.  86% of all communication is non-verbal.  That means that you say a lot more with your body language, tone of voice and facial expression than the words you speak.  We are always communicating to others with everything we do (or don’t do).  The solution isn’t WHAT you do to create increased sales results; it’s WHY you do it.

You must TRULY believe your prospect MUST have your product or they will sense it and you will probably lose the sale.  It can’t be about your commission and meeting quota in your presentation if you want to get the sale.  You can cultivate the belief that your prospect must have your product even if it means they would have to get a 2nd job to afford it.  How?

  • Read and really think about testimonials of satisfied clients of your company
  • Imagine running into your ideal client a year from now.  Take a few minutes and write down what they would say.  Visualize the difference you will make in their life.
  • Really imagine the pain that your prospect is going through because of this difficult problem that you can solve.
  • You must TRULY care about making your clients life better.

Increase Sales Through Sincerity

What are you thinking about when you go through the close portion of your presentation?  What about when you handle objections and when you follow up?  Are you thinking about why you need the sale?  Don’t try to close, handle objections and follow up with your prospect because of what you want to get from them.  Do those things because you’re committed to making the sale to benefit your prospect.  They will sense your sincerity and be more likely to buy.  It will increase sales for your business because you have a great reputation.   It will improve the reputation of all of us who sell every day.  You will get more referrals and your clients will buy more from you.

BONUS – Click HERE to watch your FREE video the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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7 Simple Ways to Increase Sales & Stop Wasting Your Precious Time

It’s very difficult to increase sales in your business without using your time well.  I’m going to share with you several things most of you are doing that rob you of your time.  These will prevent you from increasing sales in your business.  Take a moment with me and identify which of these time wasters are costing you time and an increase in your sales.

“Time is more important than money.  You can get more money, but you can’t get more time” – Jim Rohn

Increase Sales by Avoiding These Time Wasters

  • Losing you keys and having to waste time looking for them.  You’re running late for an appointment because you can’t find your keys.  Being late for a sales presentation alone can cost you a sale.   How can you prevent losing your keys?  Designate a spot where you leave your keys every time you walk in your door and never leave them anywhere else.  You can keep a spare set of keys in a safe place.  You can get a key finder as well.
  • Mindlessly surfing the internet/social media will cost you time.  You absolutely must have a social media and online strategy to increase sales.  You may still find yourself distracted by posts or celebrity gossip and YouTube videos of kittens.  Schedule in your day the specific amount of time you will invest in social media and checking email.  I like to use sites like ping.fm and hootsuite to post content on social media.  It looks like I am online a lot but I’m only on social media and email for about an hour a day.   Also text messaging can waste a lot of time.  Many times it would be more productive to just have a phone conversation.
  • Getting and drinking coffee can rob you of productive sales time.  You may find that you invest an hour or more a day getting coffee at Starbucks for example.  You may be able to get coffee at the office for free or for much less money and time.  That time would be better invested on strategies to increase sales in your business.
  • You may waste time by not having a plan for your day.  Most of you don’t plan your business day before the day starts.  Your plan for the day is whatever messages are on your cell phone and your priorities are whoever is yelling the loudest.  Having a plan for your day is more than just having a “to-do” list.  It’s about being clear on your outcome for each day and creating that outcome.
  • You can waste a lot of time by always saying “yes” to people’s requests of you.  You may not want to hurt their feelings.  It’s best to say “no” or you will have everyone else running your life.  You will also take on more things than you can handle and you will upset a lot of people because you will either not follow through or you will do an average job.  Start to say “no” so you can use your time to increase sales in your business and create a quality life for you and your family.
  • Socializing and interruptions also waste a lot of productive time you could use to increase sales.  You are most productive when you block your time.  Block out the time in your schedule for your most important tasks and focus on them until complete.  Lock the door to your office or put a “do not disturb” sign on your chair if you have to.  Also, an “emergency” is when the building is on fire or someone has to go to the emergency room.  It is not an emergency for someone to ask you where a file is.  Those requests can wait an hour or two until you are done with your important activity.
  • The biggest time waster for most of you is watching television.  I read recently that the average person watches 35 hours of television each week!  You hear people all the time talk about how they don’t have enough time for things.  Over your lifetime at that pace you will spend years of your life watching television.  I’m not saying you can never watch television.  I’m saying you must be smart about it.  Don’t flip through the channels or watch programs that you don’t really enjoy! (Sorry Kardashians)  Now we have DVR’s and we have the ability to watch what programs we want and we can choose when we want to watch them.  Take advantage of this to get the most enjoyment out of your favorite shows.
  • Here’s a bonus common time waster.  NOT taking enough vacation or days off is another waste of your time.   It’s easy to trick yourself into thinking that if you take less time off you will be more productive.  It’s not true.  Working 7 days a week or never taking vacation time will kill your productivity and make it almost impossible to increase sales.  You will be exhausted and only have the energy to give an average effort at best in your business.  We all need to refresh ourselves.  When you are refreshed you will be more focused, more productive and increase sales.

Does This Mean I Can’t Do Any of These Things Ever?

“Either you run the day or the day runs you” – Jim Rohn

I’m not saying you cannot ever do any of the things mentioned above.  I’m saying that if you want to increase sales you must be smart about where you invest your time.  Invest some time right now and see where you are wasting productive time and determine how you can make adjustments to be more productive and increase sales.

BONUS – click HERE for your FREE video the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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