Last year my Gold Inner Circle members were blessed with an in-person phone interview with Frank J. Rumbauskas Jr., author of “Selling Sucks”. He was fabulous and everyone enjoyed the time we spent with him not to mention the amazing things we learned.

I have decided the tips we discovered are far too valuable to keep to ourselves and so below are the top strategies from his new book, “Selling Sucks”.

IT’S TRUE, SELLING SUCKS

Selling suggests an uphill battle of trying to convince somebody to buy something they really don’t want to. It’s all about playing the numbers game and trying to set appointments with whoever is willing to meet with you. The theory here is at some point you will hit the jackpot and find a qualified prospect. Someone who has a genuine need to lease, purchase or sell an income producing property.

Wouldn’t it be better if you had a non-stop supply of hot qualified leads that called you? Keep reading.

TOP SALES PROS DON’T COLD CALL

Cold calling simply is not the most effective lead generation tool today. Sure it will get you an appointment here and there but it is an incredibly inefficient way to spend your time.

SALESPROS DON’T GO TO NETWORKING CLUBS

They speak at networking clubs instead (allows them to be seen as the expert).

SALES PROS ARE COMPETENT PUBLIC SPEAKERS

Go out and speak, speak, speak.

Trade show, Association meetings, weekly meetings, and chambers, networking groups. ANYWHERE your audience is.

SALES PROS ARE RECOGNIZED EXPERTS

“Few things will get you more sales and obliterate your competition faster the being perceived as an expert.” 3 Ways to be seen as an expert:

1. Article publishing. Write at least one article per month and have it published online.

2. Press Releases. Let PRWeb.com handle getting your press release published. It will show up in Google News and Yahoo News. This again positions you as THE EXPERT. You can forward links from Yahoo and Google to everyone and it will be very cool. I plan to check this one out!

3. News Query Services. The third way to be seen as an expert is both the most expensive and least guaranteed to work. However when it does work it is terrific and outranks both article publishing and news releases combined. Join a news query service and when a reporter needs a quote in your specialty you get to submit some stuff and if yours is picked you will be published in MAJOR publications.

TOP SALES PROS ARE INTERNET-SAVVY

Frank calls the World Wide Web the World Wide Prospecting Web instead. He recommends getting yourself a website of your very own and driving traffic to it.

Two purposes for a website. FIRST and the very most important – capture leads. Secondly, credibility.

TOP SALES PROS AUTOMATE

This chapter talks about a concept I have never tried but have been tempted to. He suggests hiring an appointment setter whose job is to find and qualify leads for you. I have a client who does this very successfully. If you decide to do this, be very specific with your scripts and role-play several times before sending the appointment setter off on his/her own.

Automate through the use of a CRM software product. CRM stands for Client Relationship Management System.

The point is find systems for generating leads, automate it, measure results, and tweak.
Top sales pros automate.

TOP SALES PROS DON’T USE CLOSES

Top sales pros are so effective at delivering value, as well as the right solutions, to prospects that they never have to sell. People just buy from them.

TOP SALES PROS CUSTOMER’S ARE IN AN EXCLUSIVE CLUB

Creating a communities, including online discussion forums, regular teleseminars, and in-person get-togethers where prospects and clients alike can mingle, share ideas, and learn how to better use your products and services for the most benefit. In addition, have a special group for just clients only.

Have a breakfast, luncheon, cocktail hour, sporting event or anything that gets you and your clients together. You can have seminars or webinars and provide valuable information.
Create an exclusive club where entry is becoming or remaining a client.

NOW IT’S YOUR TURN TO BECOME A TOP SALES PRO

The most important thing you must do is IMPLEMENT. Top Sales Pros IMPLEMENT.

If you have any interest in learning more, buy Frank’s book, “Selling Sucks”, by Frank J. Rumbauskas Jr., it’s a great read and I loved it.

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