| By
Dan Baldwin, TA Founder &
Executive Director I received the invitation below
so like the curious agent that I am I registered & attended the webinar.
Scroll down below the image for my review. If you'd like to draw your own
opinion about the webinar you can access the recording of the webinar by
sending an email request to
Lmccullough@tcasite.org or calling 609-799-4900.
I joined
TCA in February 2009
as an agent to discover how TCA could help me build my agent business.
Since joining this was the first webinar I heard about for TCA members. I
was eager to hear Peter
speak as I know he is a successful agent himself who's "written
the book" on telecom selling so I was hoping to be able to pick up
some valuable ideas from him.
Lke many agents, I suffer from distraction issues so I
was hoping the "Top 5 Sales practices" would be rattled off in quick order
at the beginning of the webinar so I could decide if the webinar content
was something I already knew or not. The webinar was actually going for
several minutes in what seemed to be a dialogue between Peter and
Stephen Cadley
before I realized I missed the the first of the "Top 5".
I chated an inquiry requesting they repeat the first of
the "Top 5" when they said I had not yet missed it. After that I stayed a
bit lost until I realized from watching the slides that Steve was
lecturing about what must be
Miller Heiman Sales
Performance theory.
It was then apparent that the webinar was more about
sales theory then it was "how to sell as an agent" so I tried to take notes to
learn something new that I did not already know. After that I did pick up
useful information which included:
- Have a USP or "unique sales proposition"
- Have a ICP or "ideal customer profile" so you can
avoid trying to "sell the universe" by disqualifying your prospects
early and often (so you don't waste your time)
- Always know the next sales step & get a customer
commitment before ending any customer dialogue
- Don't use the "show up & throw up" sales technique
where you barf out product features instead of listening to what the
customer wants
- An eleven step sales process list
After the webinar I emailed them for the "Top 5" list to
make sure I did not miss it and here's what Steve emailed back:
- Have a Sales Process - Techniques vs. Process
- Effective Prospecting - Disqualify fast
- Unique Sales Proposition - Leverage customer
perspective
- Follow up - Fast & creatively
- Listen - Silence is powerful
(I guess I'd listened better than I thought I did.)
Bottom-line?
If the webinar was a movie it would be OK for you to
wait for the DVD to come out as most of the information was somewhat
timeless sales theory.
The best parts of the webinar was when Peter was
relating Steve's theory to what Peter put into practice every day to close
deals. I would like to attend another TCA webinar if it was Peter
discussing what he specifically fills his day with to sell telecom.
You should contact TCA and access the recording. It is
worth 60 minutes of your time to review classic sales theory applied to
telecom sales.
Access the recording of the webinar by sending an email
request to
Lmccullough@tcasite.org or calling 609-799-4900.
What's your "partner review"?
If you listened to the recorded or live webinar let us know what your
review is and we'll post it here. Email your thoughts to
Dan@TelecomAssociation.com
or record your thoughts by calling TA's partner review audio recording
line at 951-200-4144. Submitted
reviews or responses: From webinar speaker
Peter
Radizeski:
I don't think that all agents are
transactional. In fact, I know that isn't true. Most of the agents I know
sell big stuff that takes a process to sell. I'm sorry it wasn't
more about tricks and tips. I don't have any. This article is the best I
have found to a reply:
Your Actions Define You
It’s Your Reputation
by Jerry Hocutt
Mackenzie Brown, 12, became the first girl
in Bayonne Little League history to pitch a perfect game: 18 up, 18 down.
And they were all boys she put out.
How did she do that? Easy. She did what
it takes to throw a perfect game. And she did it well.
Did she set out to pitch a perfect game?
No one asked, but I doubt it. Could she control getting 18 straight
outs? Nope. Too many circumstances to factor in, like her pitch
selection and delivery, the umpire’s calls, the opposition’s ability, the
weather, and the fielders backing her up. No, she had no control over the
final outcome.
Mackenzie Brown didn’t have to pitch a
perfect game. It wasn’t expected of her. But her secret was that she
did what she had to do to
pitch a perfect game. And she did it well. That’s to be expected of
everyone in their jobs. Do what you have to do to get the job done. And
do it well.
Maybe we have it wrong in business
In business you’re always focused on the
end results, but not on what it takes to get there. Business people are
bottom liners. Set a quota of “X” numbers and meet it by the end of the
month. Get 15 appointments each week. Make 10 presentations each month.
Pre-set numbers are results. You can’t control that.
You can only control two things: your
approach (your behavior, your methods of “how” you reach your goals); and
your response to what happens to you. But not the results. Too many
factors are out of your control.
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