RE: [WISPA] sales 101

2006-12-21 Thread Dennis Burgess - 2K Wireless
Where are ya getting that?  I may be intrested.. off-list please.

-Original Message-
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Mac Dearman
Sent: Thursday, December 21, 2006 12:39 AM
To: 'WISPA General List'
Subject: RE: [WISPA] sales 101

Dang Travis -

 You need to let me send one of my installers up there. He can get 84 by
himself in a month :-)

I agree with what you are saying though as we haven't advertised in years
and generally stay behind on the installs. I did buy some of those yard
signs last month and put out advertising our service in several areas where
we have had service for years and they did generate about 10x what I ever
thought they would. Cheap stuff at $3.00 per sign w/stand

Mac 


-Original Message-
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Travis Johnson
Sent: Wednesday, December 20, 2006 10:58 PM
To: [EMAIL PROTECTED]; WISPA General List
Subject: Re: [WISPA] sales 101

The problem comes when you have too much business so you stop selling... 
and yes, it happens. We are in that phase right now... can't seem to 
hire people fast enough... and yet we haven't done any real sales for 
over a year... (currently have 84 wireless orders waiting to be 
installed... that's a full month with 5 full-time installers.)

Travis
Microserv

Peter R. wrote:
 Selling is actively working a process or plan to ink deals.
 It involves prospecting, answering objections, providing a value
 proposition, inking contracts.
 Charles is right about the used car sales attitude, but that isn't
 usually the issue.
 Usually the issue is that no one is selling... everyone is just taking
 the orders as they come in.
 That's like saying the guy at the post office is in sales... How many
 stamps do you want?
 Cold calling, door knocking, networking and prospecting are sales
 activities.
 Waiting by the phone is not :)

 Peter Radizeski
 RAD-INFO, Inc.
 Marketing IDEA guy.com


 Charles Wu wrote:

 snip
 Profile your best clients.
 Pick out who you want your clients to be.
 Research them.
 Be in front of them.
 Sell them.
 /snip

 Here's one thing to discuss -- selling vs order taking
 The conundrum of sales is that everyone LOVES to buy, but HATES being 
 sold
 to
 When one goes in the mentality to try to sell something -- more 
 often than
 not, one ends up more like the greasy car salesperson that leaves a 
 bad
 taste in someone's mouth

 -Charles
  


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Re: [WISPA] sales 101

2006-12-21 Thread Travis Johnson
Mac... send him up... but realize our network spans 250 miles north to 
south and 150 miles east to west... my installers spend an _average_ of 
3 hours driving per day. :(


Travis
Microserv

Mac Dearman wrote:

Dang Travis -

 You need to let me send one of my installers up there. He can get 84 by
himself in a month :-)

I agree with what you are saying though as we haven't advertised in years
and generally stay behind on the installs. I did buy some of those yard
signs last month and put out advertising our service in several areas where
we have had service for years and they did generate about 10x what I ever
thought they would. Cheap stuff at $3.00 per sign w/stand

Mac 



-Original Message-
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Travis Johnson
Sent: Wednesday, December 20, 2006 10:58 PM
To: [EMAIL PROTECTED]; WISPA General List
Subject: Re: [WISPA] sales 101

The problem comes when you have too much business so you stop selling... 
and yes, it happens. We are in that phase right now... can't seem to 
hire people fast enough... and yet we haven't done any real sales for 
over a year... (currently have 84 wireless orders waiting to be 
installed... that's a full month with 5 full-time installers.)


Travis
Microserv

Peter R. wrote:
  

Selling is actively working a process or plan to ink deals.
It involves prospecting, answering objections, providing a value
proposition, inking contracts.
Charles is right about the used car sales attitude, but that isn't
usually the issue.
Usually the issue is that no one is selling... everyone is just taking
the orders as they come in.
That's like saying the guy at the post office is in sales... How many
stamps do you want?
Cold calling, door knocking, networking and prospecting are sales
activities.
Waiting by the phone is not :)

Peter Radizeski
RAD-INFO, Inc.
Marketing IDEA guy.com


Charles Wu wrote:



snip
Profile your best clients.
Pick out who you want your clients to be.
Research them.
Be in front of them.
Sell them.
/snip

Here's one thing to discuss -- selling vs order taking
The conundrum of sales is that everyone LOVES to buy, but HATES being 
sold

to
When one goes in the mentality to try to sell something -- more 
often than
not, one ends up more like the greasy car salesperson that leaves a 
bad

taste in someone's mouth

-Charles
 

  

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Re: [WISPA] sales 101

2006-12-21 Thread Tom DeReggi

We had a similar problem once, except

It was a month of unfullfilled sales. Property owner denied roof access. 
Customer couldn't get line of sight or good signal.
So it was a month of hard sales work, but resulting only in losing lots of 
money, discouragement of unfullfilled reward, not a month of progress.


I think the most important step is not sales, its prospecting. (I'm not sure 
if thats the right word. I mean targeting how sales are generated, so sales 
efforts result in sales that convert to income)


If all day is spent taking the wrong kind of orders, one can't make the time 
to sell.  Its to tempting to pass up an attempt to take an order.


Tom DeReggi
RapidDSL  Wireless, Inc
IntAirNet- Fixed Wireless Broadband


- Original Message - 
From: Travis Johnson [EMAIL PROTECTED]

To: [EMAIL PROTECTED]; WISPA General List wireless@wispa.org
Sent: Wednesday, December 20, 2006 11:58 PM
Subject: Re: [WISPA] sales 101


The problem comes when you have too much business so you stop selling... 
and yes, it happens. We are in that phase right now... can't seem to 
hire people fast enough... and yet we haven't done any real sales for 
over a year... (currently have 84 wireless orders waiting to be 
installed... that's a full month with 5 full-time installers.)


Travis
Microserv

Peter R. wrote:

Selling is actively working a process or plan to ink deals.
It involves prospecting, answering objections, providing a value
proposition, inking contracts.
Charles is right about the used car sales attitude, but that isn't
usually the issue.
Usually the issue is that no one is selling... everyone is just taking
the orders as they come in.
That's like saying the guy at the post office is in sales... How many
stamps do you want?
Cold calling, door knocking, networking and prospecting are sales
activities.
Waiting by the phone is not :)

Peter Radizeski
RAD-INFO, Inc.
Marketing IDEA guy.com


Charles Wu wrote:


snip
Profile your best clients.
Pick out who you want your clients to be.
Research them.
Be in front of them.
Sell them.
/snip

Here's one thing to discuss -- selling vs order taking
The conundrum of sales is that everyone LOVES to buy, but HATES being 
sold

to
When one goes in the mentality to try to sell something -- more often 
than
not, one ends up more like the greasy car salesperson that leaves a 
bad

taste in someone's mouth

-Charles




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Re: [WISPA] sales 101

2006-12-21 Thread Tom DeReggi

Mac,


He can get 84 by
himself in a month :-)


Be carefull Mac. Good installers are hard to find. You don't want every WISP 
in town sending your staff relocation packages :-)


I need to find one of those guys.  I tell you, my techs are really loyal, 
good heart people, and do quality work, but they are SLOOOWWW!


Tom DeReggi
RapidDSL  Wireless, Inc
IntAirNet- Fixed Wireless Broadband


- Original Message - 
From: Mac Dearman [EMAIL PROTECTED]

To: 'WISPA General List' wireless@wispa.org
Sent: Thursday, December 21, 2006 1:39 AM
Subject: RE: [WISPA] sales 101



Dang Travis -

You need to let me send one of my installers up there. He can get 84 by
himself in a month :-)

I agree with what you are saying though as we haven't advertised in years
and generally stay behind on the installs. I did buy some of those yard
signs last month and put out advertising our service in several areas 
where

we have had service for years and they did generate about 10x what I ever
thought they would. Cheap stuff at $3.00 per sign w/stand

Mac


-Original Message-
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Travis Johnson
Sent: Wednesday, December 20, 2006 10:58 PM
To: [EMAIL PROTECTED]; WISPA General List
Subject: Re: [WISPA] sales 101

The problem comes when you have too much business so you stop selling...
and yes, it happens. We are in that phase right now... can't seem to
hire people fast enough... and yet we haven't done any real sales for
over a year... (currently have 84 wireless orders waiting to be
installed... that's a full month with 5 full-time installers.)

Travis
Microserv

Peter R. wrote:

Selling is actively working a process or plan to ink deals.
It involves prospecting, answering objections, providing a value
proposition, inking contracts.
Charles is right about the used car sales attitude, but that isn't
usually the issue.
Usually the issue is that no one is selling... everyone is just taking
the orders as they come in.
That's like saying the guy at the post office is in sales... How many
stamps do you want?
Cold calling, door knocking, networking and prospecting are sales
activities.
Waiting by the phone is not :)

Peter Radizeski
RAD-INFO, Inc.
Marketing IDEA guy.com


Charles Wu wrote:


snip
Profile your best clients.
Pick out who you want your clients to be.
Research them.
Be in front of them.
Sell them.
/snip

Here's one thing to discuss -- selling vs order taking
The conundrum of sales is that everyone LOVES to buy, but HATES being
sold
to
When one goes in the mentality to try to sell something -- more
often than
not, one ends up more like the greasy car salesperson that leaves a
bad
taste in someone's mouth

-Charles





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RE: [WISPA] sales 101

2006-12-21 Thread David Weddell
I had a wise mentor teach me about sales. It has nothing to do with your
ability to talk, promise, convince or how much money you spend on
advertising. Sales all come down to the ability to prospect and sort out
your target customer. Once you get ONE good customer, the referral business
will keep it going on its own. 

25 leads = 15 conversations = 8 quality presentations = 4 qualified
customers = 1 closed sale

From the 8 quality presentations, get 2 referrals from each of them
From the 4 qualified customers, get 2 referrals from each of them
From the 1 closed sales, get 5 quality referrals
Now you have 16 + 8 + 5 = 28 leads to start the process over.

I have one sales person that works this process everyday and is generating
sales and phone calls to the office that keep 2 installers pretty busy.
Every area of the country is different on what is available but the bottom
line to sales is prospecting, sorting and referrals.

Regards,
David Weddell
Director of Sales
 
260 827 2551 Office
800 363 4881  Ext 2551
260 273 7547 Cell
 
www.onlyinternet.net
www.oibw.net
 
-Original Message-
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Tom DeReggi
Sent: Thursday, December 21, 2006 1:33 PM
To: WISPA General List
Subject: Re: [WISPA] sales 101

We had a similar problem once, except

It was a month of unfullfilled sales. Property owner denied roof access. 
Customer couldn't get line of sight or good signal.
So it was a month of hard sales work, but resulting only in losing lots of 
money, discouragement of unfullfilled reward, not a month of progress.

I think the most important step is not sales, its prospecting. (I'm not sure

if thats the right word. I mean targeting how sales are generated, so sales 
efforts result in sales that convert to income)

If all day is spent taking the wrong kind of orders, one can't make the time

to sell.  Its to tempting to pass up an attempt to take an order.

Tom DeReggi
RapidDSL  Wireless, Inc
IntAirNet- Fixed Wireless Broadband


- Original Message - 
From: Travis Johnson [EMAIL PROTECTED]
To: [EMAIL PROTECTED]; WISPA General List wireless@wispa.org
Sent: Wednesday, December 20, 2006 11:58 PM
Subject: Re: [WISPA] sales 101


 The problem comes when you have too much business so you stop selling... 
 and yes, it happens. We are in that phase right now... can't seem to 
 hire people fast enough... and yet we haven't done any real sales for 
 over a year... (currently have 84 wireless orders waiting to be 
 installed... that's a full month with 5 full-time installers.)

 Travis
 Microserv

 Peter R. wrote:
 Selling is actively working a process or plan to ink deals.
 It involves prospecting, answering objections, providing a value
 proposition, inking contracts.
 Charles is right about the used car sales attitude, but that isn't
 usually the issue.
 Usually the issue is that no one is selling... everyone is just taking
 the orders as they come in.
 That's like saying the guy at the post office is in sales... How many
 stamps do you want?
 Cold calling, door knocking, networking and prospecting are sales
 activities.
 Waiting by the phone is not :)

 Peter Radizeski
 RAD-INFO, Inc.
 Marketing IDEA guy.com


 Charles Wu wrote:

 snip
 Profile your best clients.
 Pick out who you want your clients to be.
 Research them.
 Be in front of them.
 Sell them.
 /snip

 Here's one thing to discuss -- selling vs order taking
 The conundrum of sales is that everyone LOVES to buy, but HATES being 
 sold
 to
 When one goes in the mentality to try to sell something -- more often 
 than
 not, one ends up more like the greasy car salesperson that leaves a 
 bad
 taste in someone's mouth

 -Charles


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Re: [WISPA] sales 101

2006-12-20 Thread Peter R.

Selling is actively working a process or plan to ink deals.
It involves prospecting, answering objections, providing a value
proposition, inking contracts.
Charles is right about the used car sales attitude, but that isn't
usually the issue.
Usually the issue is that no one is selling... everyone is just taking
the orders as they come in.
That's like saying the guy at the post office is in sales... How many
stamps do you want?
Cold calling, door knocking, networking and prospecting are sales
activities.
Waiting by the phone is not :)

Peter Radizeski
RAD-INFO, Inc.
Marketing IDEA guy.com


Charles Wu wrote:


snip
Profile your best clients.
Pick out who you want your clients to be.
Research them.
Be in front of them.
Sell them.
/snip

Here's one thing to discuss -- selling vs order taking
The conundrum of sales is that everyone LOVES to buy, but HATES being sold
to
When one goes in the mentality to try to sell something -- more often than
not, one ends up more like the greasy car salesperson that leaves a bad
taste in someone's mouth

-Charles
 



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Re: [WISPA] sales 101

2006-12-20 Thread Travis Johnson
The problem comes when you have too much business so you stop selling... 
and yes, it happens. We are in that phase right now... can't seem to 
hire people fast enough... and yet we haven't done any real sales for 
over a year... (currently have 84 wireless orders waiting to be 
installed... that's a full month with 5 full-time installers.)


Travis
Microserv

Peter R. wrote:

Selling is actively working a process or plan to ink deals.
It involves prospecting, answering objections, providing a value
proposition, inking contracts.
Charles is right about the used car sales attitude, but that isn't
usually the issue.
Usually the issue is that no one is selling... everyone is just taking
the orders as they come in.
That's like saying the guy at the post office is in sales... How many
stamps do you want?
Cold calling, door knocking, networking and prospecting are sales
activities.
Waiting by the phone is not :)

Peter Radizeski
RAD-INFO, Inc.
Marketing IDEA guy.com


Charles Wu wrote:


snip
Profile your best clients.
Pick out who you want your clients to be.
Research them.
Be in front of them.
Sell them.
/snip

Here's one thing to discuss -- selling vs order taking
The conundrum of sales is that everyone LOVES to buy, but HATES being 
sold

to
When one goes in the mentality to try to sell something -- more 
often than
not, one ends up more like the greasy car salesperson that leaves a 
bad

taste in someone's mouth

-Charles
 




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Re: [WISPA] sales 101

2006-12-20 Thread Joe Laura
Yes, Its all in how you present the sales offer weather one looks towards
you as a used car salesman/saleswoman. I constantly tell salesman that if I
would have known they were selling those particular items I would have been
buying them. Then they say Well you should have asked Well that's their
job IMO. Not to try to sell me but just inform me of their offerings.
Postcard, catalog, etc.
Superior Wireless
New Orleans,La.
www.superior1.com
- Original Message -
From: Peter R. [EMAIL PROTECTED]
To: WISPA General List wireless@wispa.org
Sent: Wednesday, December 20, 2006 11:37 AM
Subject: Re: [WISPA] sales 101


 Selling is actively working a process or plan to ink deals.
 It involves prospecting, answering objections, providing a value
 proposition, inking contracts.
 Charles is right about the used car sales attitude, but that isn't
 usually the issue.
 Usually the issue is that no one is selling... everyone is just taking
 the orders as they come in.
 That's like saying the guy at the post office is in sales... How many
 stamps do you want?
 Cold calling, door knocking, networking and prospecting are sales
 activities.
 Waiting by the phone is not :)

 Peter Radizeski
 RAD-INFO, Inc.
 Marketing IDEA guy.com


 Charles Wu wrote:

 snip
 Profile your best clients.
 Pick out who you want your clients to be.
 Research them.
 Be in front of them.
 Sell them.
 /snip
 
 Here's one thing to discuss -- selling vs order taking
 The conundrum of sales is that everyone LOVES to buy, but HATES being
sold
 to
 When one goes in the mentality to try to sell something -- more often
than
 not, one ends up more like the greasy car salesperson that leaves a bad
 taste in someone's mouth
 
 -Charles
 
 

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Re: [WISPA] sales 101

2006-12-20 Thread W.D.McKinney
- Original Message -
From: Travis Johnson
[mailto:[EMAIL PROTECTED]
To: [EMAIL PROTECTED], WISPA General List
[mailto:[EMAIL PROTECTED]
Sent: Wed, 20 Dec 2006 19:58:21 -0900
Subject:
Re: [WISPA] sales 101


 The problem comes when you have too much business so you stop selling... 
 and yes, it happens. We are in that phase right now... can't seem to 
 hire people fast enough... and yet we haven't done any real sales for 
 over a year... (currently have 84 wireless orders waiting to be 
 installed... that's a full month with 5 full-time installers.)
 
 Travis
 Microserv

Travis,

It's a really good phase though, and it makes you look at temp's vs. employees 
which may not be a bad deal since the sales aren't up.

-Dee


 
 Peter R. wrote:
  Selling is actively working a process or plan to ink deals.
  It involves prospecting, answering objections, providing a value
  proposition, inking contracts.
  Charles is right about the used car sales attitude, but that isn't
  usually the issue.
  Usually the issue is that no one is selling... everyone is just taking
  the orders as they come in.
  That's like saying the guy at the post office is in sales... How many
  stamps do you want?
  Cold calling, door knocking, networking and prospecting are sales
  activities.
  Waiting by the phone is not :)
 
  Peter Radizeski
  RAD-INFO, Inc.
  Marketing IDEA guy.com
 
 
  Charles Wu wrote:
 
  snip
  Profile your best clients.
  Pick out who you want your clients to be.
  Research them.
  Be in front of them.
  Sell them.
  /snip
 
  Here's one thing to discuss -- selling vs order taking
  The conundrum of sales is that everyone LOVES to buy, but HATES being 
  sold
  to
  When one goes in the mentality to try to sell something -- more 
  often than
  not, one ends up more like the greasy car salesperson that leaves a 
  bad
  taste in someone's mouth
 
  -Charles
   

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RE: [WISPA] sales 101

2006-12-20 Thread Mac Dearman
Dang Travis -

 You need to let me send one of my installers up there. He can get 84 by
himself in a month :-)

I agree with what you are saying though as we haven't advertised in years
and generally stay behind on the installs. I did buy some of those yard
signs last month and put out advertising our service in several areas where
we have had service for years and they did generate about 10x what I ever
thought they would. Cheap stuff at $3.00 per sign w/stand

Mac 


-Original Message-
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Travis Johnson
Sent: Wednesday, December 20, 2006 10:58 PM
To: [EMAIL PROTECTED]; WISPA General List
Subject: Re: [WISPA] sales 101

The problem comes when you have too much business so you stop selling... 
and yes, it happens. We are in that phase right now... can't seem to 
hire people fast enough... and yet we haven't done any real sales for 
over a year... (currently have 84 wireless orders waiting to be 
installed... that's a full month with 5 full-time installers.)

Travis
Microserv

Peter R. wrote:
 Selling is actively working a process or plan to ink deals.
 It involves prospecting, answering objections, providing a value
 proposition, inking contracts.
 Charles is right about the used car sales attitude, but that isn't
 usually the issue.
 Usually the issue is that no one is selling... everyone is just taking
 the orders as they come in.
 That's like saying the guy at the post office is in sales... How many
 stamps do you want?
 Cold calling, door knocking, networking and prospecting are sales
 activities.
 Waiting by the phone is not :)

 Peter Radizeski
 RAD-INFO, Inc.
 Marketing IDEA guy.com


 Charles Wu wrote:

 snip
 Profile your best clients.
 Pick out who you want your clients to be.
 Research them.
 Be in front of them.
 Sell them.
 /snip

 Here's one thing to discuss -- selling vs order taking
 The conundrum of sales is that everyone LOVES to buy, but HATES being 
 sold
 to
 When one goes in the mentality to try to sell something -- more 
 often than
 not, one ends up more like the greasy car salesperson that leaves a 
 bad
 taste in someone's mouth

 -Charles
  


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