Lots of comments from last week's WHAT IF perspective and possibly some new clients ! Pressing on !
So, what about you and your database ? What are you utilizing to track your efforts and relationships with clients and potential customers ? I have one client who still utilizes different colored index cards in a file box with dividers for days of the month and multiple month dividers as well. He has tried some of the newest software / CRM systems and still believes his old way of staying on top of all of his efforts is easier and more timely. He carries it with him and maintains it as he goes along throughout the day. If he goes in the office, the file box goes with him. His manager dislikes it for sure but admits to me that no one on their sales team is more on top of his efforts than my client. How did I happen to talk to the manager ? Well, he wanted to blame me for the "box' method of his best salesperson. That's not the case. Did I contribute to it - possibly ? The fact remains that he is doing a great job of being on top of all of his efforts. His campaign for new leads and existing customers is awesome and he would be the first to admit that his campaign efforts contribute greatly to his success.
Based upon my experience with many salespeople, their database is not maintained on a timely basis and it contributes to their less than possible success level. Sales coaches and managers want each salesperson to be on top of all their efforts for a multitude of reasons. You need to know where you stand constantly with existing customers, leads, prospects, networking efforts, cold calls, face to face appointments, mailings, phone conversations, etc. It is a monumental task for everyone and most do not do daily postings, do not use time flags as reminders, and sometimes fail to see the value of every other nuance of the sophisticated CRM systems now available.
If this is you to any degree; please recognize the value of being on top of your efforts and how it can enable your success beyond anything you have achieved so far in your career. Take the time to get your database caught up and keep it maintained on a daily basis. Utilize all of the features of any software available to remind you of everything you should be doing or promised you would do. It's important. You will impress your existing clients and earn opportunities with potential clients.
If you understand the value of a sales campaign; then you have to utilize some form of tracking what you have done, what you need to do next, when you need to do it, and the results of your efforts. Professional salespeople know the value of a well maintained database. Make sure you are among the best. Get with it !!!!
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
Sunday, October 18, 2009
Sunday, October 11, 2009
WHAT IF ?
With the challenges you face as a sales professional in today's marketplace, WHAT IF:
a. You had an experienced personal sales coach who only cared about your personal growth ?
b. You made more cold calls, did more networking, intensified your campaign steps, etc. ?
c. You had someone to assist with establishing priorities and basic time management skills ?
d. You had someone to roleplay each situation you encounter or may encounter - precall planning ?
e. You had someone to brainstorm with as to ways of separating yourself from the competition ?
f. You had someone to be an awesome resource to discuss any and all frustrations / challenges ?
g. You had someone with the sole responsibility of contributing to your success ?
h. You had someone with ideas of self promotion that you never considered ?
i. You could see yourself growing in your relationship building skills ?
j. You had a coach who could help you deal with any and all fears that my inhibit your success ?
That's enough to give you some insights as to what I do for my clients. Who are my clients ? I prefer to work with individual sales professionals. I still do work with teams, make presentations to associations and groups, do occasional seminars, and I enjoy those opportunities. However, most salespeople have a real tough time changing what they currently do and listening to a speaker usually doesn't influence them for very long. They could have been impressed with certain aspects of what was shared but most are not likely to do anything different in the long run. That's where a sales coach can be very helpful.
Why do I prefer to work with individuals ? Because that is where I can have a real influence. And I only work with individuals who are paying my charges themselves. Why ? Obviously if it's your money, you are likely to make the changes or end the relationship. I have no contracts. If you are not satisfied with my value then the relationship ends or gets put on hold. I get paid by the hour and most coaching is done on the phone. I call you at the time you have previously arranged. What is the hourly charge ( in 2009 my rates were lowered to $50. to $100. per hour) ? It depends upon the frequency of calls. Weekly calls are going to be cheaper than biweekly or monthly calls. Here is how I establish my relationships. If you are interested you fill out my questionnaire. Upon the submission of the questionnaire I will give you the first hour of my time free and together we will decide if we are going to proceed. I have a decsion to make also in this possible relationship. Are you coachable ? Do you really want to be the best ? Are you willing to make as much money as is possible and still have a personal life ? Are you open to change, doing things you have never done before, or didn't do them enough ? The questionnaire tells me a lot about you ?
Give it some thought ?
a. You had an experienced personal sales coach who only cared about your personal growth ?
b. You made more cold calls, did more networking, intensified your campaign steps, etc. ?
c. You had someone to assist with establishing priorities and basic time management skills ?
d. You had someone to roleplay each situation you encounter or may encounter - precall planning ?
e. You had someone to brainstorm with as to ways of separating yourself from the competition ?
f. You had someone to be an awesome resource to discuss any and all frustrations / challenges ?
g. You had someone with the sole responsibility of contributing to your success ?
h. You had someone with ideas of self promotion that you never considered ?
i. You could see yourself growing in your relationship building skills ?
j. You had a coach who could help you deal with any and all fears that my inhibit your success ?
That's enough to give you some insights as to what I do for my clients. Who are my clients ? I prefer to work with individual sales professionals. I still do work with teams, make presentations to associations and groups, do occasional seminars, and I enjoy those opportunities. However, most salespeople have a real tough time changing what they currently do and listening to a speaker usually doesn't influence them for very long. They could have been impressed with certain aspects of what was shared but most are not likely to do anything different in the long run. That's where a sales coach can be very helpful.
Why do I prefer to work with individuals ? Because that is where I can have a real influence. And I only work with individuals who are paying my charges themselves. Why ? Obviously if it's your money, you are likely to make the changes or end the relationship. I have no contracts. If you are not satisfied with my value then the relationship ends or gets put on hold. I get paid by the hour and most coaching is done on the phone. I call you at the time you have previously arranged. What is the hourly charge ( in 2009 my rates were lowered to $50. to $100. per hour) ? It depends upon the frequency of calls. Weekly calls are going to be cheaper than biweekly or monthly calls. Here is how I establish my relationships. If you are interested you fill out my questionnaire. Upon the submission of the questionnaire I will give you the first hour of my time free and together we will decide if we are going to proceed. I have a decsion to make also in this possible relationship. Are you coachable ? Do you really want to be the best ? Are you willing to make as much money as is possible and still have a personal life ? Are you open to change, doing things you have never done before, or didn't do them enough ? The questionnaire tells me a lot about you ?
Give it some thought ?
Sunday, October 4, 2009
LET'S HAVE A BRAINSTORMING SESSION !
WHY would we have a brainstorming session ? Are you satisfied with current results ? For yourself ? For the Company ? Here's some reasons for you:
a. How can we bring better / more value to our current and potential customers ?
b. What could you possibly do different than what you have been doing to get more business ?
c. How can your TEAM contribute more to the succcess of individual salespeople ?
d. What criteria are your buyers utilizing that are different than what you think you know ?
e. What can you change in your daily or weekly routine that would affect your success ?
f. What could you read, listen to, or involve yourself in that would contribute to your future success ?
g. What percentage of your potential is being utilized ? How can you utilize more ?
h. If you were the professional buyer of your product / service, what would impress you (other than what you do now) ?
i. Are you the number 1 salesperson on your team ? Amongst the competition ? If not ? Why not ? What would it take for you to be # 1 ?
That's just some suggested directions. There are many others. Please take this seriously and set down with fellow team members, management, or just by yourself and strain your brain to recognize there are lot's of things you could do differently to raise your sales revenues. This can be a very rewarding exercise - especially if you can be serious about it and draw out your skills to analyze and improve.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
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 "
a. How can we bring better / more value to our current and potential customers ?
b. What could you possibly do different than what you have been doing to get more business ?
c. How can your TEAM contribute more to the succcess of individual salespeople ?
d. What criteria are your buyers utilizing that are different than what you think you know ?
e. What can you change in your daily or weekly routine that would affect your success ?
f. What could you read, listen to, or involve yourself in that would contribute to your future success ?
g. What percentage of your potential is being utilized ? How can you utilize more ?
h. If you were the professional buyer of your product / service, what would impress you (other than what you do now) ?
i. Are you the number 1 salesperson on your team ? Amongst the competition ? If not ? Why not ? What would it take for you to be # 1 ?
That's just some suggested directions. There are many others. Please take this seriously and set down with fellow team members, management, or just by yourself and strain your brain to recognize there are lot's of things you could do differently to raise your sales revenues. This can be a very rewarding exercise - especially if you can be serious about it and draw out your skills to analyze and improve.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling !
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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