The Honey Badger Sales Magazine 45

Hi All, How’s your week going? Week 45: 7 short weeks until the New Year. Where has the time gone? I have started to see “Christmas stuff” in the shops, so now it’s all hands on deck. At this time of year, I don’t care if I’m the proverbial Canary down the coal mine to get deals. Nor should you. Roll up your sleeves and get stuck in.

This week’s article is being served up in two parts: what to say in the first 30 seconds to the decision-maker, and next week, how to get past the switch board! There are lots of courses, books, etc. teaching how to pitch, but very few preaching what to actually say. Obviously, the elephant in the room is that no one wants to put in writing the dark arts required to take control of a conversation with a decision-maker or indeed explain how to get past the dreaded switch board! Why? Because it can be shady! But “hey ho,” this is telephone sales, and the reality is that the world would stop if no one had the tenacity required to do whatever it takes to get an audience with the head honcho. Let’s swap notes. What do you say? Email me, and I’ll feature the best ones. Enjoy. THB

• News: Women in sales, Europe’s best Christmas market, McRib (!!!)

• Learn: What to say in the first 30 seconds to the CEO 

• Tools: Razer Webcams Oh!

• Telesales Jobs: This weeks runners and riders

• Blow it all: Ski Biking, Chocolate

Women in Sales awards. Should you find yourself in London (UK) 7th December this will be a great evening out. Always good to see recognition for one of the toughest jobs out there.

Or maybe, if you find yourself in Poland, this is the Christmas market of all Christmas markets. THB has spent many wonderful times in Krakow. Beautiful place, very friendly people, and cheap. Just go easy on the vodka!

THB is very partial to the McRib! Just a pity I’m not in Indiana right now :(

“In the future, there will be no female leaders. There will just be leaders.” -Sheryl Sandberg, Lean In: Women, Work, and the Will to Lead

Here’s what to say !

Objective: the first few seconds

1. Take control

2. Announce who you are.

3. Get the prospect in a good mood.

4. Make the call interactive.

5. Explain why you called.

Take control of the initial first few seconds to start the conversion. Firstly, slightly louder than your normal voice, confidently, slowly, and clearly announce, “Hi X, it’s X from (company name), I’m the CMO. How you doing? (Wait for the prospect to reciprocate.) Then I reply, “Oh, the usual… badger baiting, cock fighting, and salmon poaching!” (wait for a laugh) and add, “We’re all at these days! ( short pause) Which is why I called. I’m sorry for barging in unannounced. I’ve got a problem with an [overseas] client very similar to yourselves, which I’m hoping you can help me with.”

The breakdown: why do this?

1. Phone microphones are good; however, your voice can get lost due to bad reception, an old phone system, a speedy delivery introduction, speaking quietly and mumbling, etc. That's why speaking slightly louder exudes confidence, authority and puts you on equal terms with the prospect.

2. Getting who you are in first, lets the prospect know your job title and company name.

3. Getting the prospect to laugh in a few seconds immediately puts them at ease.

4. Announcing your “problem or reason” for calling is a good place to get the prospects, uninterrupted attention to learn more. It’s human nature to want to help others.

Practice the above with someone first, or speak it out loudly. Practice makes perfect. You're welcome !

Now this is good. Very good in fact. This Razer webcam is specifically designed for video conferencing. This is exactly the type of product that makes any video call shine if you’re working from home. Well worth it.

Sales jobs? THB has you covered.

This has got to be one of the coolest things i’ve ever seen. I am deffo ski biking this year.

Godiva chocolates. Yes, they are expensive. But, oh, so worth it. I buy one box a year that lasts for one week, if I'm lucky. Mrs. and Mini Honey Badgers only need to look at the box, and it somehow empties.

Ok. That’s it. Make it a good one, and I’ll see you all next Wednesday. If you’re just starting out in sales or need a refresh, do take the time to read my previous newsletters. I promise they will make you a better communicator. Get into the spirit of goodwill and share my newsletter link with someone who needs it. It’s free, costs you nothing, and will make you feel good. Peace. THB

“I Like work, it fascinates me. I can sit and look at it for hours” Homer Simpson

How we doing. Did we rinse it? Trip the light fantastic? How can we do better? Wanna talk? Drop me a line or two: [email protected]