NetWorks! Boise Valley – Who Are We?

First and foremost, we are committed to your success! We are a Boise leads group that meets weekly for lunch in the Boise, Idaho area. Membership is limited to one member per industry classification. While not exclusively B2B, are membership is sharply focused on this market segment.

Our purpose is, quite simply, to leverage the power of the group to increase the revenues of each individual member and that is done via general leads and specific member introductions and referrals. Now, there are a large number of similar groups in the area so what makes us different? Continue reading “NetWorks! Boise Valley – Who Are We?”

The Close Is The Natural Culmination To The Sale If … You Have “Earned The Right”

Whenever I am approached by a sales manager or an owner regarding potential sales training gigs, I always ask where they feel that their salespeople can use the most help. Inevitably, the answer almost always is … “They can’t close.” While that is often the visible symptom, the causes themselves tend to run much deeper.

What I have found more often than not is that these salespeople do such a poor job of most everything else in the sales cycle that there is little chance of actually closing the business save for pure dumb luck. Not that persistence and a little dumb luck hurts. Simply put, they have not earned the right to ask their customer for their business. If they had, the successful close would be the natural culmination to the sale.

How does one earn the right to ask the customer for their business? They … Continue reading “The Close Is The Natural Culmination To The Sale If … You Have “Earned The Right””

Sales 101 – Always Finish Your Meeting By Scheduling The Next One

You have just finished the best sales presentation of your life yet, you are walking out that door without an order. To make matters worse, the last words out of your prospect’s mouth were “I’ll get back to you.” Maybe they will. More likely they won’t. What are you going to do? Your only reason to go back is to ask if they are ready to buy and you can do that via email or by phone. Dohhhhh!

Never, NEVER leave a meeting without scheduling the next one. How and why are you going to do that? The simple answer is, always have a valid reason to go back and that reason had better include the necessity for a face-to-face meeting. By that I mean, your next meeting can not be accomplished via a phone call, a fax, the postal service, or an email.

What are some very valid reasons for setting another meeting? Continue reading “Sales 101 – Always Finish Your Meeting By Scheduling The Next One”

When An Order Close Is Not A Close

Because it is …. a trial close. I’m flat out terrible at traditional order closing statements and I know a bunch of them. You name it … everything from the “Ben Franklin” to the “Japanese Origami Folding Paper Close”. The really good news is that I never need to bend arms to get the order. I am pretty good at doing the other things right before we even get to that point and I am extremely adept at the art of the trial close.

You’ve maybe seen this acronym … “ABC – Always Be Closing”. For me, that’s a little blunt and a little too old-school. I prefer … “ABTC – Always Be Trial Closing”. So, what’s the difference?

A Close requests an action. An example would be … “Please sign this agreement and there are 10 pages so press hard.” Continue reading “When An Order Close Is Not A Close”

Uncovering A Prospect’s Budget

File this under … Qualifying 101. The simple fact is, unless your prospect has the money needed to invest in your product or service … they ain’t much of a prospect. On top of this, you may have several product/service options available and, while everybody wants champagne, some can only afford beer.

I have consistently found two challenges associated with the budget discussion …

  • Salespeople are loath to even ask the question
  • Prospects are even less excited about sharing the answer

In many cases, salesperson fear is due to the fact that talking about money might be uncomfortable for both them and the prospect. Maybe it seems too forward. Perhaps the question is too early in the sales process. The prospect might say “No”. And, your point is … what? Without that budget you will often find yourself spinning those proverbial wheels. Continue reading “Uncovering A Prospect’s Budget”

WANTED! New Members For NetWorks! Boise Valley – $50 REWARD!

We are actively looking for new members for NetWorks! Boise Valley and here is your chance to cash in on our need! NetWorks! Boise Valley is a B2B networking group that meets weekly for lunch in the Boise area. Our group is limited to one member per industry classification only. Our members are very serious about networking and we provide them with the tools and the atmosphere needed to maximize their return on investment!

There are two ways to claim your $50 reward …

  • Refer somebody you know to our group and, if we have an opening and they actually join and submit their first quarter dues, you will get $50 by cash or by check.
  • Turn yourself in and become a member and we will apply that $50 to your first quarter dues or we can give you $50 by cash or by check after you have paid your first quarter dues.

Continue reading “WANTED! New Members For NetWorks! Boise Valley – $50 REWARD!”

Are You Creating The Opportunities Or Just Responding To Them?

Or, to put it another way, are you proactive about creating deals or do you just sit back on your ___ and wait for the phone to ring? Are you a salesperson or are you an order taker? Sales pro’s are always, one way or another, out prospecting for new opportunities. Yes, I said prospecting.

I had actually set up a draft of this post several months ago (title only) and then had promptly forgotten all about it. Then a couple of weeks ago, one of our NetWorks! Boise Valley members, Justin Tarpley with CableOne Business, pipes up in the meeting and thanks everybody for the general shared leads that people had been providing and indicated that he had actually called on a number of these and had been able to successfully secure their business. I was floored. “Justin, let me get this right. You are actually calling on leads that were not specific referrals for you and you are making sales!!!???” Well, what a novel idea  🙂 Continue reading “Are You Creating The Opportunities Or Just Responding To Them?”