To the sales pros, please share some resources so I can up my sales at my slowlane job?

[BellaPippin]

Long story short, while I'm trying to set my fastlane up I want to be able milk my slowlane job more. If I sold more my incentive bonuses have the potential to be very sweet and would provide me with much needed capital to say, make a mold for a manufacturer, buy inventory, etc. etc. Needless to say it also helps me save money for pay for my trips to Argentina to see my family, maybe make it to the Fastlane Summit , and not gonna lie it would make me feel good about myself too. Since for now I have to be there, might as well make the most out of it.

My biggest problem is that my branch (I'm a banker) barely has any traffic. Cold calling isn't my favorite but it is what it is, and some things can't be sold over the phone due to regulations anyway. So, my main obstacle is that I am not knowledgeable enough about where to get leads, or where to get relationships from that help me find people I could help with our products. (For example, build a relationship with a realtor that would put me in touch with someone that will need a mortgage in the near future). Working with small businesses' merchant processing are also the deals that pay off very well, but beside sort of going door to door and prospecting I wonder if there's any context where I could find business owners somewhat "more ready" to listen to a pitch, like a convention.

Any advice or ideas on how I could be turning this around a bit more? As most of you know I wasn't born here so my circles of acquaintances are very limited.

I'm also very newbie at selling and I find it very difficult to close deals so if someone wants to add any advice/resources for that I'd greatly appreciate it.

Bel

P.S. I've already read the threads on cold calling in the forum, no need to share those!

 

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[Guest34764]

If you haven't read it, read How to Win Friends and Influence People by Dale Carnegie.

It's really great for learning how to make a conversation with business owners.

 

[BellaPippin]

If you haven't read it, read How to Win Friends and Influence People by Dale Carnegie.

It's really great for learning how to make a conversation with business owners.

I actually have, albeit long ago. I will revise it to get some conversational pointers. Thanks!

 

[JoeB]

I would try and specialise in one area based on which offers the most value to the customer, as it's an easier sell.

If you have to stick to the banks products then mortgages may not be very competitive (and a realtor will already be referring to someone who gives them a high commission) but merchant processing could be an easy set up and sell, as unless you are doing huge volume then the costs are very similar wherever you go.

You could then look at specialising, so rather than trying to convert retail stores with existing merchant accounts, you could look at tradesmen, who currently only deal in cash/cheque and get them go for an account with a wireless card reader. The benefits are increased business with people who don't have the cash for bigger jobs and brand image on advertising (we accept Visa - we are a legit company - trust us).

The benefits of dealing with one type of customer is you get to learn their business, what they are looking for and how useful it is for them, which makes every progressive sale easier, plus they will have other tradesmen they work with that they can refer.

 

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[BellaPippin]

I would try and specialise in one area based on which offers the most value to the customer, as it's an easier sell.

If you have to stick to the banks products then mortgages may not be very competitive (and a realtor will already be referring to someone who gives them a high commission) but merchant processing could be an easy set up and sell, as unless you are doing huge volume then the costs are very similar wherever you go.

You could then look at specialising, so rather than trying to convert retail stores with existing merchant accounts, you could look at tradesmen, who currently only deal in cash/cheque and get them go for an account with a wireless card reader. The benefits are increased business with people who don't have the cash for bigger jobs and brand image on advertising (we accept Visa - we are a legit company - trust us).

The benefits of dealing with one type of customer is you get to learn their business, what they are looking for and how useful it is for them, which makes every progressive sale easier, plus they will have other tradesmen they work with that they can refer.

Thank you Joe! That's definitely something I could look into.

 

[Thiago Machado]

Speaking of mortgages...

I'd take his course and read:

* Spin Selling
* Winning Through Intimidation
* How to Become a Rainmaker

Should be all the education you need.

 

[Thiago Machado]

 

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[Jon L]

I'll be you know more about sales than you think you do. For example, you came up with a great idea about reaching out to realtors. From my experience, the thing with sales is to go try stuff. A lot of stuff. And then, evaluate what works and what doesn't. So, perhaps you could go talk to a bunch of realtors and see what happens. Find out what a realtor needs in terms of a mortgage person, and give it to them. Then, come back here and report on what worked, what didn't, and get feedback from everyone about how you could improve your results.

Another thing: there are a ton of sales gurus out there. Unless you have their personality, trying to duplicate what they do can get demoralizing. You have to find what works for your unique combination of personality and skills. Yes, there are a few rules you have to follow, but those are few and far between (provide value to your prospects...value from their perspective, not yours, is a great rule to follow)

One more thing: don't get paralyzed by trying to come up with the 'best sales idea ever.' Pick something and go do it.

 

[devine]

Great thread, interested to read what more experienced people will advice.
I'll think about my input for now.