“Hi. How are you today?”
I hate that line. When salespeople call up and say, How are you today? it’s a warning sign line. They’re saying, “I don’t really care what or how you’re doing today, I need to start my sales pitch. And this is the way I’m going to start it.”
I’ve had a revelation that has been 20 years in the making. I used to have all my leads on a database, like an Excel spreadsheet, and I had different color coded pins to strike out the ones that were Hot or Not Hot. And then there were the yellow highlighted ones when I made the sale.
Then CRM came along. I could never get into it, because it was just too cumbersome. For me, it was always a bunch of things that I had to do, that I didn’t really want to do. And the spreadsheet worked just fine. We did use a CRM here at one time for our sales leads, but we needed a consultant to turn it on, literally.
NOTE WELL: We have (finally) found a CRM software that actually works, but I’ll get to that in a minute. What I want to talk about is “why I chose not to use it for those 20 years, and how wrong I was.” By blaming the software for not helping me make a sale, it kept me from tracking important details that I felt were important during the sales cycle.
I had my notes written on my spreadsheet. No bueno. But what I found to be true is that a CRM, while it may not teach you to make a sale, it keeps all of the facts and all the details online so that you can make a sale easier. I had everything about their kids’ names and their wife’s name, where they grew up, and other “sales forward” information. NOTE: It’s so much more powerful when you discover things in common- like a college or favorite sports team or a kid’s T-ball league. Relationship information that leads to sales.
BACK STORY: People have called our office for years and asked, “Hey, I want to know what CRM you recommend?” And for years, our answer was…none. NONE! None until today, which is kind of crazy. We’re gonna give you the CRM that we’re now using that is rocking our world. But first, let’s talk about, what made this happen?
For years, I’ve been teaching using creativity, and discovering shared values. My philosophy has always been, “find something personal, do something memorable.” So, when you find something personal, and you DON’T document it, you forget about it. That’s the sales threatening challenge that you have. The personalized element of selling cannot be denied – or omitted.
CRM actually started BEFORE computers with Harvey Mackay – The Mackay 66. In Harvey’s timeless classic “Swim with the Sharks,” he wrote about how important it was to collect 66 important things about every customer. He claimed that when you have these 66 facts, you can’t lose, because you know enough to build a relationship, not just make a sale.
He combined that with his Rolodex to save the names and numbers of his customers and prospects. Both of those data collection strategies are passe now, but the information is still strategic to making sales. You still have to collect and store that information in order to be perceived as the best sales option.
When the customer likes you, believes you and has confidence in you, and trusts – it’s a fit, and you win. And the right CRM can create that for you.
I write down some of the most regular things that people say in passing like, “Tomorrow is my uncle’s birthday.” And then the next time I talk to them, I ask, “Hey, how was your uncle’s birthday?” They don’t even remember the birthday or that they even told me. “Oh, you mentioned you were going to your uncle’s birthday last time we talked.” Then they realize you’re really listening and paying attention because you’re telling them what they told you.
And keep in mind that the CRM combines listening
with the most powerful form of listening: taking notes.
We have now invested in a game changer CRM, and not just any CRM. Before sharing this information with you and my entire audience, I needed to make sure that this was THE BEST CRM. A sales making CRM that would put time back on your calendar, make relationship building easier and money in your bank account.
We looked at every CRM that’s out there before deciding on which one would be the best fit.
The only one that I recommend is the one we’re using at Buy Gitomer. And that’s Pipedrive. Once we started using it and realized how critical it’s become to our sales, we connected with Pipedrive and asked them to give you a special offer. And they obliged!
You can go to the pipedrive url but you won’t get what they’re gonna give you at our special link. Go to gitomer.com/crm. That will take you to our special link for Pipedrive. You’ll get an extended free trial, a bigger discount, and you’re gonna be treated like gold.
Pipedrive works. It’s mind blowingly awesome, and did I mention it’s simple. Just move your prospect through the buying stages. You just drag and drop anything.You can have your forms go directly into it. You can set activities and reminders. And they’ve made it so user friendly, that even I can use it.
This is the challenge. You’re only going to know if you try it yourself.
Let me know how it works for you – send your notes and thoughts to helpme@gitomer.com.
Jeffrey Gitomer is the author of seventeen best-selling books including The Sales Bible and The Little Red Book of Selling. All of Jeffrey’s sales and personal development training programs, including his coaching program and a sales skills assessment, are available atwww.gitomer.com. Gitomer’s NEW 3-day sales certification program is now available LIVE – go to www.GitomerTraining.com/certify. For information about keynote speaking, customized training and seminars visit www.gitomer.com, or email Jeffrey personally at helpme@gitomer.com.
