RasmusTQ's picture Submitted by RasmusTQ on
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Career Management

 Hi!

 

I'm looking for a resource similar to Manager-Tools for sales. (sales-tools.com didn't quite do the trick) I've been scouring the web and piling up books but nothing that I've come across comes anywhere near the concrete value that manager-tools has provided me as a manager or for general career management. I'd be very grateful if anybody can advise any resources on how to become better at sales. While I whole heartedly agree with this post I found through searching these forums I still hope that there is something even more specific o

 
Questions that I'm looking for concrete proven answers to are for example:

  • How do you close effectively?
  • How do you negotiate effectively (and ethically)?
  • How do you deal with objections? (feel, felt, found for example)

 
Thank you!

 

 

nickl's picture
Submitted by nickl on Monday May 6th, 2013 5:59 pm

Hi Rasmustq,

SPIN Selling by Neil Rackham is by far the most useful book in my career in high tech sales. If you're involved in 'complex' sales, that is - sales that take many calls and meetings to complete - then this book has something to offer you.

It takes an analytical approach to determining which closing and objection-handling techniques are most effective and support their conclusions with data.

I'd be interested in knowing what other pointers the MT community shares with you.

Good luck!

jhbchina's picture
Submitted by jhbchina on Monday May 6th, 2013 8:14 pm

Hi Rasmustq,

I second Mick's recommendation that you read SPIN selling. It really has great techniques for working with the client. I use it all the time and have had much success. 

JHB  "00"

 

RasmusTQ's picture
Submitted by RasmusTQ on Tuesday May 7th, 2013 4:19 pm

 Thank you for the replies guys! I'm afraid I'm on the other side of the spectrum though: very non complex sales.

I manage a bunch of fundraisers. We talk to people on the street and go door to door to sign up new supporters to the charity on direct debit. Most of the time this requires only one contact. Would SPIN selling still be applicable?

nickl's picture
Submitted by nickl on Tuesday May 14th, 2013 12:47 am

I think SPIN Selling could offer some value but I'd expect much of the material wouldn't apply.

If I come across anything that I think would be useful I'll let you know.

 

Dani Martin's picture
Licensee Badge
Submitted by Dani Martin on Wednesday May 22nd, 2013 6:46 pm

Hi Rasmustq -- Prior to joining the Manager Tools team, I was a professional fundraiser for nearly 15 years so I might be able to help.

Question #1 -- How do you close effectively?
By specifically making the ask: "Would you make a gift today of $25?"

Question #2 -- How do you negotiate effectively (and ethically)?
What exactly is being negotiated? The amount of the gift?

Question #3 -- How do you deal with objections? (feel, felt, found for example)
I suggest getting your team together to identify the top 5 or 10 objections they hear. Then brainstorm possible responses and ask them to identify the top 2 or 3. Have them try those out for a couple of weeks to see if their close rate improves.

I always enjoy helping fellow fundraising professionals, so if you'd like to contact me directly, my email address is dani(at)manager-tools(dot)com.

Cheers,
Dani

mike_bruns_99's picture
Licensee BadgeTraining Badge
Submitted by mike_bruns_99 on Monday September 23rd, 2013 7:37 pm

Has anyone taken the 2-day Spin Selling seminar/conference?
 
I'm planning the Manager-tools one for this year, but thinking about spin-selling for next year.