As you can imagine I get the opportunity to speak with sales professionals virtually every weekday. I get to probe their mind about what they do and don't do to hinder or enable their success. I get to listen to all of their excuses and complaints about the marketplace, customers, economy, competitors, management, customer service, sales support, and numerous other facets of being in professional sales.
I lend a willing ear but I also ask a lot of questions to better understand how to aid their challenges. And I'm surprised to hear that a majority of these salespersons are still getting face to face appointments - even in this unsure economy. Their general complaint is that they get the opportunity but none of the potential or existing customers are buying. That should come as no big surprise as a lot of organizations are on hold - waiting to see what happens next.
The other context I hear is the emphasis on price. Customers are utilizing the current conditions to drive down the price they are willing to pay ( those that are still buying ). Given the economy and any understanding of management's own economic struggle, it is very likely that your buyer has been told to squeeze every dime they can when making any purchase
All of that said, you would think that sharp salespeople would not go to an appointment with a buyer or potential customer without some intense PRE-CALL PLANNING. You all know how valuable FACE TIME is ! Why would you go to an appointment without being totally prepared ? A large amount of professional salespeople are "gunslingers" who believe with all their heart that they can handle any thing that comes up in a face to face appointment ! I'm sure they can - at least in their own mind - but not in the mind of the buyer.
Come on ! Sales is not that difficult to master. But so many sales professionals have become lazy and a "legend in their own mind" that they will not take the time to list specific questions to ask. They don't have specific objectives to achieve and heaven forbid that they would set down with their sales coach / manager or a fellow salesperson to role play all of the possible directions and objections that the buyer/customer could raise.
Best evidence I can give for the need to do this exercise on every call ? How many times after leaving any appointment have you had a conversation with yourself about something you forgot to bring up or ask ? Or your manager / coach asks you a question about the appointment that you can't answer ?
PRE-CALL PLANNING is for everyone - not just rookies !
I challenge you to seek improvement. To read. To listen. To go beyond what you currently know and learn more about professional sales. None of us knows it all ! I learn everyday from numerous resources, including my clients !
Monday, September 29, 2008
Sunday, July 27, 2008
BASICS, BASICS, BASICS
As you can well imagine, I talk to a lot of sales professionals every week from numerous venues - mostly services - some product with services - and I know you can identify with their common complaint - the marketplace stinks - opportunities are hard to find. I don't doubt that for a minute !I don't live in a vacuum. People are not beating down my door either. But short of giving up, I only know one thing to do. Make sure you are doing every bit of the BASICS ! I remember with some mixed sentiments my days on the gridiron - in college more than high school - the coaches screaming about the BASICS - especially when it looked like our chance for success was dismal.. And somehow it made sense and contributed to our instant improvement and even an occasional win. Well, that's where I'm coming from !
Because after listening to my clients unload about their lack of opportunities, I start to ask some embarrassing questions. When is the last time you did any networking for leads ? Cold Calling ? Prospecting ? Sent a personal thank you note after an appointment ? Asked for a referral ? Did anything to resource yourself ( like a class, a book, a CD, a DVD on professional sales ) ? Developed new value propositions ? Did some role playing - ( utilizing the objections you are hearing on the street ) ? Looked at your goals ? Added some new campaign steps ? Developed some new questions to ask ? Etc., Etc, Etc.
Look I know it's not easy. Sales is not easy even in good times ! Only the strong survive and you can't give up or you will get swallowed up ! You know all the well worn cliches - shake off the frustrations - jack up your attitude - get positive and go out there and make it happen. And make no mistake, the strength to get out there and make it happen has to come from within you. It doesn't come from motivational tapes, books, or the multitudes of sales gurus and coaches like me. All outside influences are short lived. Yes, you can learn a lot by listening, reading, and even benchmarking other successful sales pros, but you have to make up your mind that you are going to deal with this economy and the resulting marketplace. Your determination, your attention to the basics, and your recognition that any negatives that you allow to influence your thoughts will drain the energy of your support team and yourself. Your will and determination to excel are the key factors in your success. Don't let anybody or anything get you down. You are the CEO of your life; hold yourself accountable to all of your shareholders !!
Always remember - "people still buy people" and that's why we have sales professionals !
***** "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "
Because after listening to my clients unload about their lack of opportunities, I start to ask some embarrassing questions. When is the last time you did any networking for leads ? Cold Calling ? Prospecting ? Sent a personal thank you note after an appointment ? Asked for a referral ? Did anything to resource yourself ( like a class, a book, a CD, a DVD on professional sales ) ? Developed new value propositions ? Did some role playing - ( utilizing the objections you are hearing on the street ) ? Looked at your goals ? Added some new campaign steps ? Developed some new questions to ask ? Etc., Etc, Etc.
Look I know it's not easy. Sales is not easy even in good times ! Only the strong survive and you can't give up or you will get swallowed up ! You know all the well worn cliches - shake off the frustrations - jack up your attitude - get positive and go out there and make it happen. And make no mistake, the strength to get out there and make it happen has to come from within you. It doesn't come from motivational tapes, books, or the multitudes of sales gurus and coaches like me. All outside influences are short lived. Yes, you can learn a lot by listening, reading, and even benchmarking other successful sales pros, but you have to make up your mind that you are going to deal with this economy and the resulting marketplace. Your determination, your attention to the basics, and your recognition that any negatives that you allow to influence your thoughts will drain the energy of your support team and yourself. Your will and determination to excel are the key factors in your success. Don't let anybody or anything get you down. You are the CEO of your life; hold yourself accountable to all of your shareholders !!
Always remember - "people still buy people" and that's why we have sales professionals !
***** "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "
Monday, July 21, 2008
Being Professionally Assertive
What does "Being Professionally Assertive" mean ? It means that until you close the sale or the deal that you do everything you possibly can to make it happen ! What does that mean ? What if I offend the buyer(s) ? Do you have the sale now ?
This can be a very sensitive subject to a lot of sales professionals. Because it involves individual style. Because it involves your perception of yourself. Because it fits your "stereotype" of the traditional used car salesperson. Because it hovers around the fears of many a salesperson.
This is the true professional's challenge. How can you be professionally assertive and not appear unprofessional ? It's a learned art. It's what you say ( the actual words ). It's when you say them. It's how you say them ( tone of voice, etc. ). It's your mental determination to find out where you stand. To find out the next step in the decision making process. To ask questions about their criteria for the decision making process. Is there a matrix utilized to make the decision ? Are certain criteria weighed heavier than others ? And many other questions for you to have ready to utilize. Want some thought provoking ideas ? Read "The Seven Powers of Questions" by Dorothy Leeds - ( especially chapters 7,8, & 9 ).
I'm always amazed by the number of salespeople who work very hard ( or somebody does ) to get in front of customers. Face time is so valuable and yet they are so unprepared with discovery questions. They spend most of their time presenting while they should be listening. "Telling is not selling".
Bottom-line, being professionally assertive also entails being well trained to be a good listener. Asking the right questions at the right time will enable the closing process. Buyers respect and admire professional salespeople and want to give their business to people who earn that opportunity.
Becoming more professional is not rocket science; it's recognizing what you don't know or understand about what to say or when to say it. It's about having a "library" of questions and utilizing them to postion yourself for more success ! Questions - call me !!
Always remember - "people still buy people" and that's why we have sales professionals !
***** "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today " ******
This can be a very sensitive subject to a lot of sales professionals. Because it involves individual style. Because it involves your perception of yourself. Because it fits your "stereotype" of the traditional used car salesperson. Because it hovers around the fears of many a salesperson.
This is the true professional's challenge. How can you be professionally assertive and not appear unprofessional ? It's a learned art. It's what you say ( the actual words ). It's when you say them. It's how you say them ( tone of voice, etc. ). It's your mental determination to find out where you stand. To find out the next step in the decision making process. To ask questions about their criteria for the decision making process. Is there a matrix utilized to make the decision ? Are certain criteria weighed heavier than others ? And many other questions for you to have ready to utilize. Want some thought provoking ideas ? Read "The Seven Powers of Questions" by Dorothy Leeds - ( especially chapters 7,8, & 9 ).
I'm always amazed by the number of salespeople who work very hard ( or somebody does ) to get in front of customers. Face time is so valuable and yet they are so unprepared with discovery questions. They spend most of their time presenting while they should be listening. "Telling is not selling".
Bottom-line, being professionally assertive also entails being well trained to be a good listener. Asking the right questions at the right time will enable the closing process. Buyers respect and admire professional salespeople and want to give their business to people who earn that opportunity.
Becoming more professional is not rocket science; it's recognizing what you don't know or understand about what to say or when to say it. It's about having a "library" of questions and utilizing them to postion yourself for more success ! Questions - call me !!
Always remember - "people still buy people" and that's why we have sales professionals !
***** "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today " ******
Monday, July 14, 2008
Sales Compensation
I have received numerous emails and calls about the beloved topic of sales compensation ! So let's talk a little bit about that sensitive subject.
Depending upon your industry, your organization, your status, and the various traditional ways of compensating sales pros in general; there are likely to be some changes for you and / or your company. Why ? As most marketing graduates know the sales department is usually a sliver of the total marketing budget for any company. In certain organizations that sliver has grown larger over the years and in this type of economy, management is checking all areas to diminish expenses. This is especially true in service organizations where the "sales" portion of the marketing budget is much larger due to the "sales professional" being the primary force for getting and sustaining business relationships. And on top of the economic concerns, now comes the increasing value of the internet and other means of promoting business opportunities. Increased competition and new technology to market your product or services is provoking new "looks" at the marketing dollars.
Bottom-line, how much is a successful sales professional worth in today's marketplace ? Better yet - when you define successful - how much are they worth to your company ? How do you attract them and retain them ? Do you let them nest in recurring sales ? Do you turn tenured accounts over to salaried account managers or customer service whizkids ? This is a real issue for small and mid-sized business organizations. Small and medium companies are prone to commission sales and a draw against commissions as the ideal way to build a sales force ( after initial training and acclimation ). The problem is that the sales professionals are left to their own direction and generally speaking accountability is lacking. Sales management ( I like coaching ) can be virtually non-existent because the sales manager is also responsible for his own accounts and doesn't have the time, or training that it takes to be a good sales coach.
What to do ? Obviously there is no simple answer. But get ready, it will likely be discussed soon.
Most of the corporate giants have already dealt with this issue - some not. A lot of organizations utilize some form of salary plus to compensate key salespeople. And a large percentage base the incentives on establishing new customers not account management. They have also learned that the professional sales coach with a full time responsibility is a worthwhile expense.
Whatever you do - don't forget ! "people still buy people"
Remember - "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "
Depending upon your industry, your organization, your status, and the various traditional ways of compensating sales pros in general; there are likely to be some changes for you and / or your company. Why ? As most marketing graduates know the sales department is usually a sliver of the total marketing budget for any company. In certain organizations that sliver has grown larger over the years and in this type of economy, management is checking all areas to diminish expenses. This is especially true in service organizations where the "sales" portion of the marketing budget is much larger due to the "sales professional" being the primary force for getting and sustaining business relationships. And on top of the economic concerns, now comes the increasing value of the internet and other means of promoting business opportunities. Increased competition and new technology to market your product or services is provoking new "looks" at the marketing dollars.
Bottom-line, how much is a successful sales professional worth in today's marketplace ? Better yet - when you define successful - how much are they worth to your company ? How do you attract them and retain them ? Do you let them nest in recurring sales ? Do you turn tenured accounts over to salaried account managers or customer service whizkids ? This is a real issue for small and mid-sized business organizations. Small and medium companies are prone to commission sales and a draw against commissions as the ideal way to build a sales force ( after initial training and acclimation ). The problem is that the sales professionals are left to their own direction and generally speaking accountability is lacking. Sales management ( I like coaching ) can be virtually non-existent because the sales manager is also responsible for his own accounts and doesn't have the time, or training that it takes to be a good sales coach.
What to do ? Obviously there is no simple answer. But get ready, it will likely be discussed soon.
Most of the corporate giants have already dealt with this issue - some not. A lot of organizations utilize some form of salary plus to compensate key salespeople. And a large percentage base the incentives on establishing new customers not account management. They have also learned that the professional sales coach with a full time responsibility is a worthwhile expense.
Whatever you do - don't forget ! "people still buy people"
Remember - "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "
Monday, April 7, 2008
"Survival of the Fittest" in Professional Sales
Week beginning April 7, 2008. It's "SURVIVAL OF THE FITTEST" in the sales profession today ! And here some valuable reminders to stay fit ( and survive ):
1. Prospect, Prospect, Prospect, Call, Visit, Call - find opportunities that others haven't
2. Work hard and work smart - now's the time to manage and prioritize your efforts
3. Stay on top of existing relationships - your competitors are after your clients
4. Focus your energy on what you can influence about your future - not what you can't
5. Be creative - what could you do to bring measurable value to what you sell
6. Sell your integrity and forthrightness - competitors can be less than forthright
7. Know what's happening in your marketplace ( customers & competitors )
8. Be careful what you say to customers and your support team - listen more than talk
9. Become a better listener to internal ( support team ) and external customers
10. Challenge yourself to grow - get outside the box - look for external stimulation
11. Get excited about what you are doing and let it show
12. Be determined to excel and not let the economy get you down or inhibit your success
13. Be gracious, respectful, and appreciative to everyone you encounter
14. Add campaign steps and intensify your database management - update specifics
15. Ask for referrals ( especially when they are expressing their satisfaction )
16. Get more comfortable selling yourself ( especially if you sell an intangible )
17. Put more effort into being prepared for appointments & presentations
18. Don't assume anything - base your decisions on facts - not what happened before
19. Show your appreciation to your support team members - ( thank you notes, etc. )
20.Arouse your competitive spirit - are you best at what you do or not - stop whining and making excuses - go sell something TODAY !
Have a good week !! Everyone can improve their "artistry" as a salesperson and their knowledge of the sales "science" ( justifying decisions ) . No one knows it all !
Please get "ACKNOWLEDGEMENT" when you present features and benefits. You know - actually sell them by getting the "buyer" to accept the value of your feature and benefit ! Mr. customer, do you see how that will benefit you ? ( and wait for an answer - don't answer for them ). Most salespeople can't stand silence and hardly ever get acknowledgement !! If I'm the buyer and I just set there and listen - maybe nod occasionally - have you sold me anything ? I don't think so !
Go out and make a sale today !I can help you with this ! I have some good suggestions for you ! Call me 916-372-8429 or email me mvgwhiz@aol.com
1. Prospect, Prospect, Prospect, Call, Visit, Call - find opportunities that others haven't
2. Work hard and work smart - now's the time to manage and prioritize your efforts
3. Stay on top of existing relationships - your competitors are after your clients
4. Focus your energy on what you can influence about your future - not what you can't
5. Be creative - what could you do to bring measurable value to what you sell
6. Sell your integrity and forthrightness - competitors can be less than forthright
7. Know what's happening in your marketplace ( customers & competitors )
8. Be careful what you say to customers and your support team - listen more than talk
9. Become a better listener to internal ( support team ) and external customers
10. Challenge yourself to grow - get outside the box - look for external stimulation
11. Get excited about what you are doing and let it show
12. Be determined to excel and not let the economy get you down or inhibit your success
13. Be gracious, respectful, and appreciative to everyone you encounter
14. Add campaign steps and intensify your database management - update specifics
15. Ask for referrals ( especially when they are expressing their satisfaction )
16. Get more comfortable selling yourself ( especially if you sell an intangible )
17. Put more effort into being prepared for appointments & presentations
18. Don't assume anything - base your decisions on facts - not what happened before
19. Show your appreciation to your support team members - ( thank you notes, etc. )
20.Arouse your competitive spirit - are you best at what you do or not - stop whining and making excuses - go sell something TODAY !
Have a good week !! Everyone can improve their "artistry" as a salesperson and their knowledge of the sales "science" ( justifying decisions ) . No one knows it all !
Please get "ACKNOWLEDGEMENT" when you present features and benefits. You know - actually sell them by getting the "buyer" to accept the value of your feature and benefit ! Mr. customer, do you see how that will benefit you ? ( and wait for an answer - don't answer for them ). Most salespeople can't stand silence and hardly ever get acknowledgement !! If I'm the buyer and I just set there and listen - maybe nod occasionally - have you sold me anything ? I don't think so !
Go out and make a sale today !I can help you with this ! I have some good suggestions for you ! Call me 916-372-8429 or email me mvgwhiz@aol.com
Monday, March 31, 2008
PRICE BUYERS ARE DRIVING THE MARKETPLACE - NOBODY WANTS TO HEAR WHAT IS GOOD ABOUT CHOOSING ME & MY PRODUCT / SERVICE
Weekly Sales Perspective - March 31, 2008
I don't know that I've heard similar comments from as many salespeople as I am now ! I don't doubt their frustrations and exasperations. And I also understand that it is easy for someone to set outside and offer suggestions or make comments that hopefully allow you to have some perspective and recognize that you have to change what you do ! A lot of salespeople have gotten by with just their standard approach & presentation. And they have enjoyed some degree of success ! Now that the buyers of your product and/or services are becoming more discerning and cautious about how they spend their money (or the company's ), for whatever reasons; you are challenged to go beyond where you have ever been in providing measurable value. What do I mean ?
Why ? Because whatever you do the competition will find out and mimic !
And this is the point where most organizations and most professional salespeople lose it. They don't know how to provide the customer with measurable value beyond where they are now. Most don't have a clue ! Do you ? Start by putting yourself in the customer's shoes and think about what would be valuable to them. What would make their life easier and justify spending more dollars ?
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