I'm late this week - I apologize - took a long weekend !
WHAT IS YOUR WORDAY TRULY LIKE ? How many hours ? How prepared are you ? Is there a schedule to meet (your design) ? How do you deal with interruptions ? How do you spend down time ? (like between appts. / calls ) ?
Most professional salespeople are attracted to a sales career for two reasons; potential income and flexibility. I fully realize these not only vary with the individual but the latitude afforded by your organization. But generally speaking, salespeople are afforded awesome latitude ( until results falter ). The desire to be your own boss and experience flexibility can be and has been the downfall of many sales careers. You couple that issue with this economy and you will not be headed in the right direction.
Discipline is a personal attribute that needs to be cultivated and nourished - especially now !
Getting up early, reviewing your schedule and TO DO LIST, along with getting a nourishing meal are requirements. What is early ? That's up to you but many of the powerhouse salespeople I know and coach are up at 5 AM and in bed by 9 PM almost every day. On the road by 7 AM and home by 7 PM is the norm not the exception for at least four days of the week.
Setting down Sunday evening and reviewing your upcoming week, looking at & updating the TO DO LIST, and discerning what you can do in between appts. / calls that my be proximate to where you already are is wise efforts.
Learning to utilize voice mail and making sure you check it every 90 minutes instead of answering every call will add to your productivity. Answering calls immediately can be very disruptive and change your whole plan for the day - especially when you are already focused on something important. Just learn to check voice mails every 90 minutes to 2 hours.
Needless to say, there are many other ways of managing your time and efforts. You need to put a lot of effort in that direction. There are numerous resources for improving time management and your effectiveness. The old cliche' TIME IS MONEY could not be more true for every salesperson.
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
Monday, June 29, 2009
ROLE PLAYING & THE VALUE THEREOF
As a Sales Professional, are you an advocate of role playing ? Do you see the value of doing it on a regular basis ? Most do not enjoy it and most prefer to avoid it - no matter the value. Yet these are the same pros I hear say in discussions " I should have said that or I should have asked that " as they drive to the next appointment.
Role playing is an integral part of pre-call planning. Get someone to play the customer ( or customers ) and create every possible attitude or objection that you might deal with during the call. Practice, practice and more practice.
The value of having your lines, key phrases, discovery questions, getting acknowledgment, etc. will allow you to be more relaxed and a much better listener. Customers recognize these qualities in people with whom they want to transact business.
In addition, you can take time during the role playing situation to put yourself in the role of the customer while someone else plays you. While doing so, stop and seriously contemplate what you think their concerns may be. What would you like to know if you were in their shoes with their responsibilities ? What would impress you and get your attention ?
Every client that I put through this exercise before their next face to face call never fails to let me know how much better prepared and comfortable they were with the call. It works - TRY IT !
Never, ever go on another call ( phone or in person ) without setting realistic objectives for yourself. What do you want to achieve ? What is the least ? What is the most ? What would be acceptable ?
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Role playing is an integral part of pre-call planning. Get someone to play the customer ( or customers ) and create every possible attitude or objection that you might deal with during the call. Practice, practice and more practice.
The value of having your lines, key phrases, discovery questions, getting acknowledgment, etc. will allow you to be more relaxed and a much better listener. Customers recognize these qualities in people with whom they want to transact business.
In addition, you can take time during the role playing situation to put yourself in the role of the customer while someone else plays you. While doing so, stop and seriously contemplate what you think their concerns may be. What would you like to know if you were in their shoes with their responsibilities ? What would impress you and get your attention ?
Every client that I put through this exercise before their next face to face call never fails to let me know how much better prepared and comfortable they were with the call. It works - TRY IT !
Never, ever go on another call ( phone or in person ) without setting realistic objectives for yourself. What do you want to achieve ? What is the least ? What is the most ? What would be acceptable ?
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Sunday, June 14, 2009
"EARNING THEIR BUSINESS"
WELCOME
To all my clients and regular follower's of this site and my blog ( http://my-salescoach.blogspot.com ) !
I sincerely hope you took the time to read / order "7 Powers Of Questions" by Ms. Dorothy Leeds. It is truly one of the best resources for any of us that want to grow and achieve higher levels of success.
This week - Earning Their Business ! Over the years this theme has been dealt with on this venture many times - so here it is again. Professional buyers often remark, when questioned in focus groups, that certain salespeople earn their business or earn the opportunity to be among the final candidates.
What does that mean ? Obviously there is no simple answer but there are particular comments made which could affect your perception of "earning" and what it means. Allow me to share some of the axioms and observations that support their feelings:
1. Knowing how to be "professionally assertive" with style. Being persistent while still showing respect for their time and workload. Timely contacts and innovative ways of keeping your name in front of them.
2. Learning to sell yourself before selling your product or service. And most especially learning how to assure them of their ability to trust you and what you say. This entails having a very strong integrity ethic and being comfortable selling it.
3. Learning how to ask questions in the Discovery process and shut up, listen, take notes.
4. Learning how to convey the utmost respect for everyone on their team from the receptionist, operator, secretary, and especially the buyer. I always utilize Yes Sir, etc along with Mr. or Ms. as opposed to the first name until encouraged to do differently.
5. Learning how to respectfully gain commitments for growing the relationship. Look for innovative ways to compliment their value and significance.
6. Being thorough and patient with every opportunity but never giving up or showing signs of exasperation. Understand that being persistent is the name of the game. Never assume that your barking up the wrong tree. Do you have the business now ?
I realize that these generalities are just that - but they can be the difference in your success - give them lot's of thought.
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
To all my clients and regular follower's of this site and my blog ( http://my-salescoach.blogspot.com ) !
I sincerely hope you took the time to read / order "7 Powers Of Questions" by Ms. Dorothy Leeds. It is truly one of the best resources for any of us that want to grow and achieve higher levels of success.
This week - Earning Their Business ! Over the years this theme has been dealt with on this venture many times - so here it is again. Professional buyers often remark, when questioned in focus groups, that certain salespeople earn their business or earn the opportunity to be among the final candidates.
What does that mean ? Obviously there is no simple answer but there are particular comments made which could affect your perception of "earning" and what it means. Allow me to share some of the axioms and observations that support their feelings:
1. Knowing how to be "professionally assertive" with style. Being persistent while still showing respect for their time and workload. Timely contacts and innovative ways of keeping your name in front of them.
2. Learning to sell yourself before selling your product or service. And most especially learning how to assure them of their ability to trust you and what you say. This entails having a very strong integrity ethic and being comfortable selling it.
3. Learning how to ask questions in the Discovery process and shut up, listen, take notes.
4. Learning how to convey the utmost respect for everyone on their team from the receptionist, operator, secretary, and especially the buyer. I always utilize Yes Sir, etc along with Mr. or Ms. as opposed to the first name until encouraged to do differently.
5. Learning how to respectfully gain commitments for growing the relationship. Look for innovative ways to compliment their value and significance.
6. Being thorough and patient with every opportunity but never giving up or showing signs of exasperation. Understand that being persistent is the name of the game. Never assume that your barking up the wrong tree. Do you have the business now ?
I realize that these generalities are just that - but they can be the difference in your success - give them lot's of thought.
Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Monday, June 8, 2009
READ "The 7 Powers of Questions !
HOLY TOLEDO ! As Gomer would say GOLLLLLLLIIIIIIIIIEEEEEEEE ! Did I get some feedback from last week's comments ? The most comments I've ever gotten since starting my website several years ago. Most were favorable and a few didn't want to hear the truth about what they aren't doing ! But to all, I appreciate immensely your efforts to reply and the time you take to read my comments. ONWARD !
This week I am encouraging you to read this book or get the cd/dvd/etc. Ms Leeds has an awesome perspective to share with us all. This was one of the most enlightening books I've ever read to assist me in my growing awareness of what it takes to provide insights and leadership to others and yourself. I read this book for the first time about four years ago and it opened my eyes to so many perspectives that I never realized. I continue to reread it every so often to refresh my awareness of the power of questions. ( I don't know Ms Leeds - nor do I get a commission )
There is only one specific chapter totally dedicated to the sales profession but the other chapters will influence your ability to affect the success of everyone in your life. The provocative effect of asking questions and being willing to listen will bring insights and results you will find hard to believe.
Most sales professionals are inclined to talk more than they listen and this lady's suggestions will offer you more from every communication effort in your personal and business life. Not a reader ? Then go to her website, www.dorothyleeds.com and purchase a cd or dvd. This is good stuff and you will be amazed at how this affects your success !
And leftover form last week - Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOES !
REMEMBER every salesperson is a part of the economic recovery we are all looking for ! Don't believe me - go to the Sunday classifieds and see where the most job opportunities are. Yes, it is the sales jobs which far outnumber any other professional group that are looking for producers ( well, maybe the need for nurses outnumber us in certain areas ). There is only one direction that is going to solve any of our problems - "MORE SALES".
HAVE A GREAT WEEK ! CALL IF I CAN HELP YOU OR YOUR TEAM !!
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 week I am encouraging you to read this book or get the cd/dvd/etc. Ms Leeds has an awesome perspective to share with us all. This was one of the most enlightening books I've ever read to assist me in my growing awareness of what it takes to provide insights and leadership to others and yourself. I read this book for the first time about four years ago and it opened my eyes to so many perspectives that I never realized. I continue to reread it every so often to refresh my awareness of the power of questions. ( I don't know Ms Leeds - nor do I get a commission )
There is only one specific chapter totally dedicated to the sales profession but the other chapters will influence your ability to affect the success of everyone in your life. The provocative effect of asking questions and being willing to listen will bring insights and results you will find hard to believe.
Most sales professionals are inclined to talk more than they listen and this lady's suggestions will offer you more from every communication effort in your personal and business life. Not a reader ? Then go to her website, www.dorothyleeds.com and purchase a cd or dvd. This is good stuff and you will be amazed at how this affects your success !
And leftover form last week - Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOES !
REMEMBER every salesperson is a part of the economic recovery we are all looking for ! Don't believe me - go to the Sunday classifieds and see where the most job opportunities are. Yes, it is the sales jobs which far outnumber any other professional group that are looking for producers ( well, maybe the need for nurses outnumber us in certain areas ). There is only one direction that is going to solve any of our problems - "MORE SALES".
HAVE A GREAT WEEK ! CALL IF I CAN HELP YOU OR YOUR TEAM !!
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 "
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