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The Rainmakers

Blog - Sales

Ramblings and thoughts from The Rainmakers Superheroes

The Rainmakers

With almost half a century working in real-world Sales & Marketing positions, Bruce King and Chris Haycock have got a huge amount of superpowers at their disposal. Our goal is to share with you their skills, experience and knowledge to help you to double, triple or quadruple your sales and profits.

Our blog barely scrapes the surface of what we (and our guest Rainmakers) are sharing with our members in The Rainmakers Club. Join us now (it's 100% free to join as a standard member) and have a look to see how we can turn you into a powerful Rainmaker for your own business.

The POWER of silence when handling objections, concerns and stalls
Objections, concerns and stalls are to be expected when you are selling, and there's a big difference between all three. But how do you know which one of the three is true? For example, your prospect says, 'You're way too expensive!' That could be an objection - they genuinely think your price is way too high. Or it could be a concern. They may be wondering if they are going to get great value from making a purchase or if is just not good value for the money. Or it could be a stall. They want to…
The POWER of silence when handling objections
Objections, concerns and stalls are to be expected when you are selling, and there's a big difference between all three. But how do you know which one of the three is true? For example, your prospect says, 'You're way too expensive!' That could be an objection. They genuinely think your price is way too high. Or it could be a concern. They may be wondering if they are going to get great value from making a purchase or if is just not good value for the money. Or it could be a stall. They want to …
Do you ask prospects and customers for what you want?
Being very clear what you want from a prospect or customer might seem obvious, but it's not common practice. There are two reasons why salespeople don't simply say what they want. Firstly, they might be afraid of rejection, so they soften their language to minimize the chances of hearing 'NO'. If that's the case with you, go watch the tutorial titled 'What salespeople really get paid for'. Secondly, and I find this horrifying, it's possible they don't know what they want! Too often, salespeople …
Don't just tell them you're great. Tell them WHY you're so great
You saying your product or service is much better than your competitions isn't going to cut it. It's just not going to be enough to convince your prospects to buy from you. You must always tell them the reasons why you're so great. For example, so many people say 'we give great service'. That means nothing. It's just bragging and in most cases, it's unbelievable. But if you give the specific reasons and examples of why your service is so great, your claim suddenly becomes far more believable. He…
Maybe you don't need a website either?
Many, if not most people starting in business, focus on getting their website perfect, setting up the office, their branding, designing logos, maybe hiring staff or subcontractors etc. They're all valuable tasks - for the future, but what counts most right now is MAKING SALES. It's only when you start selling that you'll see how well, or badly your approach and presentations work and what you need to do to improve them and make sales. And of course, when you make sales, you have the funds you ne…
2 Hot Telephone Sales & Marketing Tips!
These 2 tips really are going to help you get straight through to a decision maker on the telephone and make your pitch Number 1 Call early in the day. If you're calling mid-level executives and above, call between 07:00 and 08.30. Yes, I mean it! They're usually in early and can't resist picking up the telephone. You'll reach more decision makers in that hour and a half than you will during the rest of the day. Number 2 Call later in the day. Decision makers are frequently still at their desks,…
Read between the lines and make more sales
Prospects and customers often do not say what they mean, or what they think. You have to read between the lines. This doesn't only apply to handling sales objections and stalls. It applies to every aspect of the sales process, but let's use objections as an example. Customer says: I'm happy with my current supplier Maybe they're thinking: Why have other people switched to using you? How will you know? Ask more questions. Customer says: That's way too expensive Maybe they're thinking: Why is it w…
What are your best sales instruments?
The two best sales instruments you have in sales conversations are One. Your voice.Because how you sound, your tone, pace, pronunciation, passion etc., are the keys to influencing potential customers to buy from you. Two. Your script.YES, YOUR SCRIPT! Anthony Hopkins is not paid to adlib when he goes onto a movie set. He's paid to deliver the story in the best possible way and sell it to the audience. If you're in business, you're in show business and you need to put on a great performance. Your…
The fear your customer has of making a mistake
There are tutorials in The Club about how you can deal with your own fears, but let's look at fear from your prospect or customer's viewpoint. The main fear they have is making the wrong decision! Let's face it, every buying decision is risky. It may not fit, it could have been bought for less money elsewhere, their boss, their wife, husband or partner may not like it, it may not do what you said it would do; it may break down after a while, and the list goes on and on. The customer doesn't want…
Why people buy and how to stop yourself being sold to
We all buy for emotional reasons, not logical reasons, although we'll often create logical reasons to justify our decision. And you've done this often. For example, did you ever go out and buy or were sold a new pair of shoes when you had plenty already and your favourite pair just needed a good polish? But you bought a new pair because you just love new shoes, and they make you feel good, or the salesperson told you, you look great in them? Maybe you justified your decision with logic on the ba…
A very powerful question to ask before making a sales proposal
When we hold a sales meeting we usually assume we have asked all the questions we needed to ask to have a really clear picture of the prospect's situation, how we can help them and propose a solution. But there's very often something we didn't ask and the prospect failed to mention. And that could mean your proposal will not cover all their requirements and you won't make a sale. Here's how to overcome this. Ask this POWerful question before considering making your proposal: Is there anything el…
A game-changing question to ask yourself
Picture this situation. You need more sales and more income, and you need them fast. You have several meetings to follow up on to try and close more sales. And mostly what you are thinking about whilst preparing for the follow up calls is how to close the sale and get the money. Right? But that's wrong! For two reasons. 1. Closing the sale and getting the money is what will be on your mind, and that will likely reflect in how you prepare your follow up. 2. Your prospect will sense that's why you…
More on raising your prices
On December 2nd last year, we published a blog post titled 'Should you be raising your prices?' Soon after, I received the following email from a Member. I'm sharing this with you in case you feel it could work well for you too, although I must add that this does not meet my criteria of 'absoute honesty and transparency at all times'.  Dear Bruce, Let me tell you a story. In 1971 I was working for my family's business. One morning we were sitting around in the sales office in an atmosp…
Retail Sales and 'I'm just looking!'
If you're in the retail business, then I'm prepared to make a hefty wager that you've heard the words 'I'm just looking' many times when you first greet a potential customer. I hope you don't get upset when you hear this. You've probably said it yourself many times when you've been shopping around, and so you know it's almost a natural and automatic response to a salesperson who's working the shop floor. So, what can you do to disrupt this auto-response mechanism and establish some immediate rap…
OK - So you're NOT in SALES
OK, so you're NOT in Sales Which is why you are maybe not studying many, if any of the sales tutorials. Well think again my super friends! If you're in business you're in sales - end of story. And aside from your work in your business or career, every one of the following activities involved selling: - Applying for a job - Asking someone for help - Asking someone for a date - Proposing marriage - Raising your children - Discussing which restaurant or film or holiday destination you would prefer …
Should you be raising your prices?
Here's 6 indications that you should think seriously about raising your prices: You haven't raised your prices for two years or more You charge about the same or less than your competition Customers rarely if ever ask you for a discount Nobody says NO because your price is too high You've been thinking about raising your prices for quite a while You work long hours but are not making as much money as you think you should.  …
Most people are not interested in you (unless they want to sell you something)
The old saying 'you only get one chance to make a first impression' is so true and scientifically proven to be the case. So what if you don't? But what if someone else was making a great first impression for you? I'll explain. A couple of years ago I was at a networking event and spotted a very high-profile businessperson I wanted to meet. He impolitely refused to get into a conversation with me. A few minutes later I saw a good friend who just happened to be carrying a copy of my latest book at…
Repeat after me - 10X
It is better to communicate with one prospect 10 timesthan 10 prospects just once It is better to communicate with one prospect 10 timesthan 10 prospects just once It is better to communicate with one prospect 10 timesthan 10 prospects just once It is better to communicate with one prospect 10 timesthan 10 prospects just once It is better to communicate with one prospect 10 timesthan 10 prospects just once It is better to communicate with one prospect 10 timesthan 10 prospects just once It is be…
There's one thing worse than poor customer service, and that's dreadful customer service.
Dreadful customer service is so common nowadays. And it's often delivered by large organisations who are run by so called very clever businesspeople who should know better. I bet you've experienced it too. What even these smart people don't realise is that poor customer service costs them a lot of future sales. So, how's your customer service? There's been volumes written about how to deliver great customer service, how to document customer service procedures, how to handle enquiries and complai…
Why are most of Bruce King's tutorials so brief?
Many times a year, and for over twenty years, I'm asked by companies and conference organisers around the world to present my one day and two day 'Double Your Sales Master Class.' They're action packed, content rich, and inspiring. And the few people who do put most of what I teach them into practice, do go on to double their sales  and often a great deal more! But those few are the exception rather than the rule, because a one or two-day intensive program is not a great way to coach salesp…
No replies to your voice-mail messages?
Everyone needs a bit of a laugh nowadays, so if your prospects are not returning your voice mail messages, try a bit of humour. The following worked really well for me on several occasions this week and many of my calls were returned. Here's my message: Hello (PROSPECT'S NAME) this is (YOUR NAME) with (YOUR COMPANY NAME). I've tried to reach you a few times but haven't heard back from you. Not sure if you've been abducted by aliens or have entered the witness protection program. Either way, woul…
Don't be afraid to take risks when selling!
Salespeople are usually more likely to take risks than people in most other professions, but I still find many are risk averse. This is an example of what I mean: Salespeople often avoid taking risks with prospects. They're scared of spoiling the opportunity. But the most successful salespeople are good at closing the sale precisely because they're OK with taking risks with prospects. When a prospect seems uninterested, most salespeople just carry on with their presentation, even when the prospe…
What is wrong with this photograph?
This is a photograph of someone having a session on the telephone to make appointments with prospective customers. Pretend they're real. What is wrong with this photograph?  Think about it, then read on...   Answer: They are not using a telephone headset. I still visit companies where those people who must make appointments with prospects, sell over telephone or carry out customer service calls and other customer focused activities are using a telephone handset. Many of those who took …
How to unlock your prospect's budget
How to unlock your prospect's budget... When you have a number of solutions to your prospect's problems with a significant price range for your solutions... In these circumstances, most salespeople are taught to ask the prospect: 'Do you have a budget for solving these problems?'. Or you could say something like: 'We have various solutions for solving these problems ranging from £xxxx to £xxxxxx. Where do you see yourself on that investment range?' If they give you a response, whi…
Sold to with my own closing sales strategy!
James had booked an appointment with me after I expressed as interest in finding out more about his company's product having visited their website just before Christmas. James was shown into my office at 9.30 am sharp yesterday morning. He was young (compared to me anyway), smartly dressed, and greeted me with a big smile and a firm handshake. He opened our conversation with 'Mr King, Happy New Year, I'm so pleased to meet you. I've always been a big fan of your work. Tell me, have you invited m…
The 'secret' to doing a lot more business
Chris Haycock was right when he said we were 'old'. My first full-time 'job' in sales was in 1976 as a commission only salesperson in the financial services industry. BUT what I am about to share with you applies to everyone, no matter what they do in their careers, businesses and even their private lives, and no matter how old you are. I am just using sales as an example. Back in 1976 and for several years thereafter, there was no internet, no computers, and no mobile telephones. Calculators…
Introverts, extroverts and the future of sales
If you're in sales... Are you an introvert or an extrovert? Which makes the best salesperson? And what is the future of sales? Many people think that extroverts make better salespeople than introverts. I disagree. We've been told time after time recently, the 'new normal' is going to be very different to the 'old normal'. Business is going to change in the 'new normal' and with it, "sales" and the concept of selling. In my view, it's going to be more important than ever to truly connect…

21

AUG 20

Don't Be A Goat!

Don't Be A Goat!
Maybe you can relate to this self-sabotage strategy? It's a pattern I see in so many of my new clients. It starts like this… They have a potentially great idea to increase their sales, improve their business, career opportunities, or some aspect of their personal life. It doesn't matter what the precise situation is; the problem is what happens next… They BUT(T) it … They say things like: BUT what if it doesn't work, BUT what if my board don't agree, BUT what if my par…

21

AUG 20

Are you referable?

Are you referable?
There's no doubt in my mind that referrals are the easiest people to do business with, the most profitable, and most likely to refer you to others. And you may also have read or heard me speak about the various ways to ask for referrals - and get them. But here's something you might like to think about right now because sometimes - indeed quite often, we do need to take a serious look at ourselves and see if there is something about us that is hindering our quest for success. So, please do n…
An abysmal sales strategy
How is this for a sales strategy? Two weeks ago, I made an online enquiry on behalf of a client via a website. It was for a piece of equipment, the price of which was not listed but I am quite sure was likely to be in excess of £5000. On Monday afternoon this week, (6 days later!) I received the following email. Some details have been erased for confidentiality reasons: Dear Bruce My name is Ben (XXXXXXXXX), I am the Sales and Marketing Manager for (Company Name). Thank you for getting in…