Yes, you are right ! We are going to talk about tracking performance, about sales reports,and all aspects of measuring what you do everyday. Why ? Two reasons. One is that most of us struggle with this challenge more than we admit. And two - many of us fail to realize the obvious influence it has on our success.
What happens with most of us ( yes, I struggle with this also ) is that we want to set down once a week ( at best ) and share with someone ( likely the person responsible for making sure you are successful - could even be the one signing your check ) what we have accomplished for the last 5 to 7 days. The proverbial "Weekly Sales Report" is still the vehicle that many sales professional salespeople utilize and obviously it's still acceptable in many organizations.
Most of the tenured sales pros I encounter view the weekly sales report as a pain and a waste of time. They want to be measured on one thing only - sales revenue. And let me do my own thing otherwise !
This is especially true with straight commission salespeople. I hate to be the bearer of bad news but that doesn't work very well when it comes to utilizing the potential of an existing sales pro.
What you will find in the most progressive and professional sales organizations is daily documentation of exactly what you did yesterday, what you are doing today, and what you intend to do tomorrow. And I know I just lost most of you who are not in those organizations ! Why ? Because no one wants to be measured that closely. And believe me I understand that uncomfortability - seriously I do. But here's what you are missing when you get all up tight with that perspective. You are missing the fact that requirement will influence what you do and greatly influence your success. In the sales teams where this is currently happening you will find ( more than likely ) one of the more sophisticated CRM online programs that facilitate the recording of all daily activities - yesterday, today, and tomorrow. In those team environments you will have a designated person ( likely the person responsible for your success ) who reviews every morning what you have done and what you intend to do, etc.
Here's the issue for you to consider. You probably are not in one of those organizations - I'm sure you are happy about that ! But could you improve and benefit from challenging yourself in that direction ?
Basically, be your own sales manager and measure what you are doing every day ( with documentation ). You will see improvements and you will influence your success. Without measurements you have a lot more voids and wasted time. Think about it ?
Have a GREAT SALES WEEK !
Monday, September 20, 2010
Monday, September 6, 2010
SELF PROMOTION - "AGAIN"
I've had all kinds of calls and emails about missing a week. I know ! I sincerely apologize to any and all regular followers of this weekly diatribe ! I have been busy and traveling so lame I am ! Onward !
Several of the emails and calls received in the last week were about "differentiating" yourself in the marketplace - which was the last perspective's topic. So, why am I following up with Self Promotion ? Because your ability and motivation to promote yourself is a major contributor to promoting yourself ( and what you sell ). Why do I say "Again" ? Because I've spoken to this topic more than any others on my Weekly Perspective and Blog.
It's not just "what you know" or "who you know" but "WHO KNOWS YOU" ! The more potential buyers of your product and/or service who know you or have heard about you can contribute significantly to your increased success ($$$$$) ! Right ? FOR SURE !
So, a large part of differentiation for an individual professional salesperson is how you promote yourself. Networking, securing referrals, cold calls, email campaigns, mail campaigns, public speaking, and many other forms of self promotion stretch the comfort level of most of us. How much are you willing to step outside your "comfort" zone to promote yourself ? What many of us call our "style" can be a cover for our fears of self promotion. I have suggested to various clients and groups over the years many different ways to promote yourself. And been told that's not my style ! Or I'm not comfortable going in that direction ! That's your choice and I respect that. But please recognize that your are choosing to inhibit your earning power when you are not willing to look at what you might do differently.
With the numerous technological innovations surrounding us today plus the sheer number of successful salespeople and sales coaches who are willing to share their methods and approaches, here's the issue for most of the reluctant. CHANGE ! Are you willing to change what you do now ? Are you willing to try different approaches ? Are you willing to challenge yourself to grow ? Are you willing to admit and work to overcome your "style" inhibitions ? Do you really want to be more successful than your current level of success ?
Salespeople that are relatively new to the profession are generally speaking more comfortable with this direction and the "tenured" sales professionals are in a comfort zone / level of income that reinforces their current mode of operation. The recent economic situation has sent me more of the experienced
sales pros than usual but a lot of them have real "reluctance" to grasp new directions and utilize the newest innovations. And when challenged to recognize what they might do differently it is obvious that whatever sales training / management they have been exposed to has not given them the desire to be on the top of the profession.
Where are you at in this realm ? Call me if I can help !
Have a GREAT SALES WEEK !
Several of the emails and calls received in the last week were about "differentiating" yourself in the marketplace - which was the last perspective's topic. So, why am I following up with Self Promotion ? Because your ability and motivation to promote yourself is a major contributor to promoting yourself ( and what you sell ). Why do I say "Again" ? Because I've spoken to this topic more than any others on my Weekly Perspective and Blog.
It's not just "what you know" or "who you know" but "WHO KNOWS YOU" ! The more potential buyers of your product and/or service who know you or have heard about you can contribute significantly to your increased success ($$$$$) ! Right ? FOR SURE !
So, a large part of differentiation for an individual professional salesperson is how you promote yourself. Networking, securing referrals, cold calls, email campaigns, mail campaigns, public speaking, and many other forms of self promotion stretch the comfort level of most of us. How much are you willing to step outside your "comfort" zone to promote yourself ? What many of us call our "style" can be a cover for our fears of self promotion. I have suggested to various clients and groups over the years many different ways to promote yourself. And been told that's not my style ! Or I'm not comfortable going in that direction ! That's your choice and I respect that. But please recognize that your are choosing to inhibit your earning power when you are not willing to look at what you might do differently.
With the numerous technological innovations surrounding us today plus the sheer number of successful salespeople and sales coaches who are willing to share their methods and approaches, here's the issue for most of the reluctant. CHANGE ! Are you willing to change what you do now ? Are you willing to try different approaches ? Are you willing to challenge yourself to grow ? Are you willing to admit and work to overcome your "style" inhibitions ? Do you really want to be more successful than your current level of success ?
Salespeople that are relatively new to the profession are generally speaking more comfortable with this direction and the "tenured" sales professionals are in a comfort zone / level of income that reinforces their current mode of operation. The recent economic situation has sent me more of the experienced
sales pros than usual but a lot of them have real "reluctance" to grasp new directions and utilize the newest innovations. And when challenged to recognize what they might do differently it is obvious that whatever sales training / management they have been exposed to has not given them the desire to be on the top of the profession.
Where are you at in this realm ? Call me if I can help !
Have a GREAT SALES WEEK !
Monday, August 16, 2010
ARE YOU A DIFFERENTIATER ?
Don't laugh ! What the H*** is a DIFFERENTIATER ? That is someone who is very good at separating themselves from everyone else they compete against ! Do you want customers and potential customers to view you as the typical salesperson ? You basically do the same thing as all of your competitors do. So what happens ? Price becomes the major consideration and / or they see no reason to change their buying direction.
Please keep in mind that the ability to differentiate yourself is available in multiple directions. And you may have more influence in one direction than the other. What do I mean ? Well, take a look at your product - you know what you sell that the customers utilizes - it could be a service - a product - or both. Differentiating your product or service may involve many more people and obstacles then you could ever imagine but you could be the stimulus for that effort and thereby make yourself more sales revenue, etc.
The second area of differentiation allows you a lot more control and input - even though there may be some approvals required. It is basically built around how you sell and market yourself along with your product / service. In otherwords, how do you make connections and endear yourself to customers and potential customers. Believe it or not - here is an area where most sales professional fall short. My standard line has always been "it so easy to soar like an eagle because you are surrounded by a bunch of turkeys" ! Heaven forbid that I would demean the competition - never to the customer !
What we are alluding to is how you market yourself. How do you engage contacts ? How do you make and build relationships. What is unique about how you do what you need to do ? As a potential customer - how would I learn about you and what you sell ? Where would I meet you ? What kind of an approach would you take to peek my interest ? And on ! And on !
Differentiation is a vast area of awareness and I have seen up to three day seminars about the subject. Why ? Because it requires a great deal of effort and research to learn what you could do differently. It requires intensive analysis of your marketplace, your competitors, and the needs of potential customers. It also requires a professional salesperson who is innovative, intense ( competitively speaking ), and someone willing to try being different in their approach and their relationship building skills.
What can you do ? Call me - let's discuss it ( free ).
Please keep in mind that the ability to differentiate yourself is available in multiple directions. And you may have more influence in one direction than the other. What do I mean ? Well, take a look at your product - you know what you sell that the customers utilizes - it could be a service - a product - or both. Differentiating your product or service may involve many more people and obstacles then you could ever imagine but you could be the stimulus for that effort and thereby make yourself more sales revenue, etc.
The second area of differentiation allows you a lot more control and input - even though there may be some approvals required. It is basically built around how you sell and market yourself along with your product / service. In otherwords, how do you make connections and endear yourself to customers and potential customers. Believe it or not - here is an area where most sales professional fall short. My standard line has always been "it so easy to soar like an eagle because you are surrounded by a bunch of turkeys" ! Heaven forbid that I would demean the competition - never to the customer !
What we are alluding to is how you market yourself. How do you engage contacts ? How do you make and build relationships. What is unique about how you do what you need to do ? As a potential customer - how would I learn about you and what you sell ? Where would I meet you ? What kind of an approach would you take to peek my interest ? And on ! And on !
Differentiation is a vast area of awareness and I have seen up to three day seminars about the subject. Why ? Because it requires a great deal of effort and research to learn what you could do differently. It requires intensive analysis of your marketplace, your competitors, and the needs of potential customers. It also requires a professional salesperson who is innovative, intense ( competitively speaking ), and someone willing to try being different in their approach and their relationship building skills.
What can you do ? Call me - let's discuss it ( free ).
Sunday, August 8, 2010
PERSONAL TIME MANAGEMENT - HOW ARE YOU DOING ?
Are you a good time manager ? It's obviously one of the key issues within a professional salesperson's career. And most of us struggle with it on a daily basis; if not minute by minute. As you well know there are a million resources to educate you and make you aware of some possible directions for improvement; and some of them are very good. I encourage you to periodically visit some form of time management influence and recognize that there may be some things for you to differently that could affect your productivity and thereby your success.
Here's my tip and what I try to do to influence my own issues with time management. ( it's not original with me or is it earth shaking but it works )
DEFINE YOUR PRIORITIES AND FOCUS ON THEM ! Let your priorities drive your direction and focus. What are your priorities ? List all of the things that you do, all of the things you should do, and all of the things that are required for you to do. Once you have compiled that list; then go through the list and put them in order of how essential they are to your success. A simple example would be that your manager requires your sales report on his/her desk by 10 AM Monday. How important is that to you ? To your Manager ? To your continued employment ? I'm assuming it's pretty important and so it better get a pretty high mark on the priority list. That's easy.
What about calls to existing customers, new customers, follow up calls to last week's appointments, and on and on and on ! So, you should have a pretty lengthy list - right. Now out of all of those, which are the most likely to contribute to your future success ? Aye there's the rub ! The ones that are most likely to affect your future success are not necessarily the ones that receive the priority status and attention needed. We all manage our time and most of us don't screw around that much and so we see ourselves as pretty good time managers - we are always busy !
But are we focusing on the items / tasks / challenges that should be the "focus" of our time management. Or are we deferring to other tasks that we enjoy doing more, find less uncomfortable, and give us a better feeling of accomplishment ? That's for you to decide. Unless I am your sales coach and I will assist in pointing out where the "FOCUS" of your time management needs to be discussed and contemplated !
Think about your PRIORITIES and your FOCUS !
Here's my tip and what I try to do to influence my own issues with time management. ( it's not original with me or is it earth shaking but it works )
DEFINE YOUR PRIORITIES AND FOCUS ON THEM ! Let your priorities drive your direction and focus. What are your priorities ? List all of the things that you do, all of the things you should do, and all of the things that are required for you to do. Once you have compiled that list; then go through the list and put them in order of how essential they are to your success. A simple example would be that your manager requires your sales report on his/her desk by 10 AM Monday. How important is that to you ? To your Manager ? To your continued employment ? I'm assuming it's pretty important and so it better get a pretty high mark on the priority list. That's easy.
What about calls to existing customers, new customers, follow up calls to last week's appointments, and on and on and on ! So, you should have a pretty lengthy list - right. Now out of all of those, which are the most likely to contribute to your future success ? Aye there's the rub ! The ones that are most likely to affect your future success are not necessarily the ones that receive the priority status and attention needed. We all manage our time and most of us don't screw around that much and so we see ourselves as pretty good time managers - we are always busy !
But are we focusing on the items / tasks / challenges that should be the "focus" of our time management. Or are we deferring to other tasks that we enjoy doing more, find less uncomfortable, and give us a better feeling of accomplishment ? That's for you to decide. Unless I am your sales coach and I will assist in pointing out where the "FOCUS" of your time management needs to be discussed and contemplated !
Think about your PRIORITIES and your FOCUS !
Monday, July 26, 2010
HOW'S YOUR YEAR TO DATE MARKETING STRATEGY ?
Year to date Marketing Strategy ? Here's the questions - you provide the answers. It is a provocative exercise - for your benefit !
1. Did you have a written marketing strategy when the year started ? If so, How have you done ?
2. In person networking efforts - how many have you done ? How often ? Results ? Changes ?
3. Online ( web 2.0 & web 3.0 ) efforts - Facebook ? Linked-In ? Others ? Results ? Changes
4. Cold calls - phone or in person ? How many ? How often ? Changes ?
5. Campaign steps - emails ? emails w/ attachments ? Mailers of any type ? New ideas ?
6. Luncheon appointments with existing customers ? How many ? How often ?
7. Thank you notes ( just mentioned last week by me ) ! How many ? To whom ? Changes ?
8. Speaking engagements at associations, meetings, etc. ( self-promotion ) ?
9. Drop by visits to existing customers - maybe with treats - doughnuts in the AM ? Along with thank you note !
10. Resourcing yourself - learning new directions - new techniques - YES that's all a part of marketing yourself and what you can do for your customers !
11. Benchmarking competitors or similar organizations to see what they may do that you don't ?
12. Finding a successful salesperson who calls on the same customers you do (but sells something different than you do) and exchanging leads/ contacts with them ?
Now whatever parts of these suggestions / questions that you haven't done at all or as well as you would like; then let's get definite about what's going to be done for the next 5 1/2 months to get MORE SALES !
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH AUGUST)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
1. Did you have a written marketing strategy when the year started ? If so, How have you done ?
2. In person networking efforts - how many have you done ? How often ? Results ? Changes ?
3. Online ( web 2.0 & web 3.0 ) efforts - Facebook ? Linked-In ? Others ? Results ? Changes
4. Cold calls - phone or in person ? How many ? How often ? Changes ?
5. Campaign steps - emails ? emails w/ attachments ? Mailers of any type ? New ideas ?
6. Luncheon appointments with existing customers ? How many ? How often ?
7. Thank you notes ( just mentioned last week by me ) ! How many ? To whom ? Changes ?
8. Speaking engagements at associations, meetings, etc. ( self-promotion ) ?
9. Drop by visits to existing customers - maybe with treats - doughnuts in the AM ? Along with thank you note !
10. Resourcing yourself - learning new directions - new techniques - YES that's all a part of marketing yourself and what you can do for your customers !
11. Benchmarking competitors or similar organizations to see what they may do that you don't ?
12. Finding a successful salesperson who calls on the same customers you do (but sells something different than you do) and exchanging leads/ contacts with them ?
Now whatever parts of these suggestions / questions that you haven't done at all or as well as you would like; then let's get definite about what's going to be done for the next 5 1/2 months to get MORE SALES !
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH AUGUST)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Monday, July 19, 2010
HAND WRITTEN THANK YOU NOTES AND THEIR VALUE !
Obviously I'm repeating here one of my standard beliefs about how to show others respect. Hand written "Thank You" notes are awesome reflections of you as an individual and always well received by the intended ( even if they don't feel comfortable admitting it ).
Thank you notes to buyers, customers, support Staff, Operations Staff, Field Supervisors, and anyone else who contributes ( or can contribute ) to your success are indicators ( my humble opinion ) of a CLASS ACT. Needless to say, pick your time, place, situation, and nifty card to express your true appreciation. People love to know that they are appreciated and gain respect for you for recognizing their value to the sales process. Your appreciation of their time, efforts, patience, etc. goes a long way towards a future relationship that will benefit you many times over.
I know from real world experience that my past sales success was built on the efforts and contributions of many people. One of my greatest attributes was recognizing and encouraging everyone I came in contact with during my sales efforts. Thanking customers and asking for referrals was a great source of new business for me.
TRY IT - YOU WILL LIKE IT - IT WORKS !!!!!!!!!!!!!!!!!!!!!!!!!!!
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH AUGUST)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be 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 "
Thank you notes to buyers, customers, support Staff, Operations Staff, Field Supervisors, and anyone else who contributes ( or can contribute ) to your success are indicators ( my humble opinion ) of a CLASS ACT. Needless to say, pick your time, place, situation, and nifty card to express your true appreciation. People love to know that they are appreciated and gain respect for you for recognizing their value to the sales process. Your appreciation of their time, efforts, patience, etc. goes a long way towards a future relationship that will benefit you many times over.
I know from real world experience that my past sales success was built on the efforts and contributions of many people. One of my greatest attributes was recognizing and encouraging everyone I came in contact with during my sales efforts. Thanking customers and asking for referrals was a great source of new business for me.
TRY IT - YOU WILL LIKE IT - IT WORKS !!!!!!!!!!!!!!!!!!!!!!!!!!!
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH AUGUST)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be 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 "
Tuesday, July 13, 2010
WHAT KIND OF AN IMPRESSION DO YOU MAKE ON BUYERS ?
Be serious and introspective for few moments. When is the last time you set down with a few minutes and an open mind to evaluate how you are perceived by existing and potential customers ? Or push the envelope and assess how you are viewed by peers and support team members ? What words would be utilized by any other person(s) to describe you ? This can be a very rewarding exercise in many different ways.
But let's stay with the direction of what words would be expressed by others to define how you come across to THEM - whatever their station in your business life. Think about it ! Would you hear words like gracious, kind, attentive, industrious, disciplined, generous, understanding, well-mannered, neat, organized, respectful, professional, responsive, very aware, knowledgeable and other complimentary perspectives ?
Or, would you hear words like selfish, egotistical, arrogant, stuffy, full of themselves, unprofessional, disorganized, not well prepared (gunslinger), disrespectful, lazy, poor listener, sloppy, rude, habitually late, poor communicator, procrastinator and possibly other undesirable words ?
You may be chuckling to yourself but this can be very helpful to your future success ! It is extremely difficult to see yourself as others see you. But nothing could be more important than to take a hard look at how you are viewed by others along your career path. Assuming you want to surpass any previous levels of success and assuming that you are openminded enough to look at changing some personal habits, quirks or whatever can be contributing to any unflattering words used by others to describe you; then you can improve your success greatly ! AND THERE IS NOT A ONE OF US IN THE WORLD OF PROFESSIONAL SALES THAT COULD SAY WITH UTTER CONFIDENCE THAT NO UNFLATTERING TERMS WOULD BE USED BY ANYONE TO DESCRIBE ME !
But let's stay with the direction of what words would be expressed by others to define how you come across to THEM - whatever their station in your business life. Think about it ! Would you hear words like gracious, kind, attentive, industrious, disciplined, generous, understanding, well-mannered, neat, organized, respectful, professional, responsive, very aware, knowledgeable and other complimentary perspectives ?
Or, would you hear words like selfish, egotistical, arrogant, stuffy, full of themselves, unprofessional, disorganized, not well prepared (gunslinger), disrespectful, lazy, poor listener, sloppy, rude, habitually late, poor communicator, procrastinator and possibly other undesirable words ?
You may be chuckling to yourself but this can be very helpful to your future success ! It is extremely difficult to see yourself as others see you. But nothing could be more important than to take a hard look at how you are viewed by others along your career path. Assuming you want to surpass any previous levels of success and assuming that you are openminded enough to look at changing some personal habits, quirks or whatever can be contributing to any unflattering words used by others to describe you; then you can improve your success greatly ! AND THERE IS NOT A ONE OF US IN THE WORLD OF PROFESSIONAL SALES THAT COULD SAY WITH UTTER CONFIDENCE THAT NO UNFLATTERING TERMS WOULD BE USED BY ANYONE TO DESCRIBE ME !
Monday, June 28, 2010
WHAT HAVE YOU DONE LATELY TO RESOURCE YOURSELF ?
Resource yourself ? What does that mean ? It means that a TRUE sales professional recognizes that there is always something else to learn / relearn about being better at what I do for a career. It means that there isn't a one of us who couldn't be better at what we do for a living.
What would make you even consider such a thought or have such a concern ? Are your current sales achievements where you expected them to be ? Are you meeting your sales goals ? Are you on top of your lead management ? Is your support team and management satisfied with your paperwork and communication efforts ?
And yes I know there is a recession or whatever you want to call it happening around us. Stop with theexcuses ! Valid or not ( and most are ) - EXCUSES don't lead to more sales. They support procrastination, laziness, more excuses, poor performance, and generally allow you to avoid what you already know about your day to day performance but deny with great resolve.
There are salespeople who are having great YTD totals - yes they are in the minority. But the fact remains that they are not allowing anything at all to diminish or discourage their basic efforts to garner opportunities and add to their numbers. I'm amazed at what some of my clients have been able to achieve in this marketplace. And there are more success stories to be told then what I know about.
When is the last time you attended a sales seminar, looked at a video tape, read a book about sales related functions, joined an online seminar, attended a basic networking function ( and actually worked the crowd ), or had an audio tape about "selling skills" playing on your way to another appointment ?
How is your database and CRM related efforts ? Is it up to date ?
Providing leadership for yourself and constantly evaluating your strengths versus your shortcomings is the way you win awards. We all have shortcomings and some of us have become very adept at denying or avoiding their existence let alone discussing them. Where are you at in this Perspective ?
What would make you even consider such a thought or have such a concern ? Are your current sales achievements where you expected them to be ? Are you meeting your sales goals ? Are you on top of your lead management ? Is your support team and management satisfied with your paperwork and communication efforts ?
And yes I know there is a recession or whatever you want to call it happening around us. Stop with theexcuses ! Valid or not ( and most are ) - EXCUSES don't lead to more sales. They support procrastination, laziness, more excuses, poor performance, and generally allow you to avoid what you already know about your day to day performance but deny with great resolve.
There are salespeople who are having great YTD totals - yes they are in the minority. But the fact remains that they are not allowing anything at all to diminish or discourage their basic efforts to garner opportunities and add to their numbers. I'm amazed at what some of my clients have been able to achieve in this marketplace. And there are more success stories to be told then what I know about.
When is the last time you attended a sales seminar, looked at a video tape, read a book about sales related functions, joined an online seminar, attended a basic networking function ( and actually worked the crowd ), or had an audio tape about "selling skills" playing on your way to another appointment ?
How is your database and CRM related efforts ? Is it up to date ?
Providing leadership for yourself and constantly evaluating your strengths versus your shortcomings is the way you win awards. We all have shortcomings and some of us have become very adept at denying or avoiding their existence let alone discussing them. Where are you at in this Perspective ?
Monday, June 21, 2010
WHAT'S THE MOST POWERFUL INFLUENCE IN YOUR LIFE ?
WOW - This insight has stirred a lot of discussions and a desire to learn more ! So, I'm going to leave it up for another week - call or email with questions or comments. Have a good week !
Please read and concentrate on this awareness; it could be life changing ! As you can imagine, when I ask this question I get a lot of good and very respectful answers. Answers like my Mother, my Father, my religion, my children. All good but not completely correct.
The correct answer is your Internal Dialogue. Yes, that conversation you are continually having with yourself ( as you read this - it's taking place ). This conversation goes on and on throughout every waking moment of every day, hour, minute and second. This is where you house your system of beliefs. Your essence of what makes you what you are is encased here. Everything you see, feel, think, say, and eventually do or don't do is a result of what is accepted, discussed, or ignored here.
Think about this ! This is serious business. And being aware of it can allow you to make some real significant changes in your world. All of your feelings about yourself and others are discussed here. What you accept as facts or absolute truths are housed here. What you don't accept and all of your disbeliefs are housed here. Are you familiar with your "paradigm" ? Here is where it is housed.
Please understand that everything you think influences what you say, what you do, what you don't do, etc. By the same awareness - everything you say or do influences what you think. It can be very difficult to see other perspectives and to learn new things because you can be so powerful about what you know and accept as fact.
This is not trivial insight. This is serious business and there is a lot more to understand about the power of your internal dialogue. I don't mean to tease you ( well maybe a little bit ) but understand that I could talk forever ( almost ) about this awareness and the power it has to influence your life. When I learned this many years ago, it started an awareness evolution in my life that has never stopped. It's so much fun to learn about what makes you who you are !
Please read and concentrate on this awareness; it could be life changing ! As you can imagine, when I ask this question I get a lot of good and very respectful answers. Answers like my Mother, my Father, my religion, my children. All good but not completely correct.
The correct answer is your Internal Dialogue. Yes, that conversation you are continually having with yourself ( as you read this - it's taking place ). This conversation goes on and on throughout every waking moment of every day, hour, minute and second. This is where you house your system of beliefs. Your essence of what makes you what you are is encased here. Everything you see, feel, think, say, and eventually do or don't do is a result of what is accepted, discussed, or ignored here.
Think about this ! This is serious business. And being aware of it can allow you to make some real significant changes in your world. All of your feelings about yourself and others are discussed here. What you accept as facts or absolute truths are housed here. What you don't accept and all of your disbeliefs are housed here. Are you familiar with your "paradigm" ? Here is where it is housed.
Please understand that everything you think influences what you say, what you do, what you don't do, etc. By the same awareness - everything you say or do influences what you think. It can be very difficult to see other perspectives and to learn new things because you can be so powerful about what you know and accept as fact.
This is not trivial insight. This is serious business and there is a lot more to understand about the power of your internal dialogue. I don't mean to tease you ( well maybe a little bit ) but understand that I could talk forever ( almost ) about this awareness and the power it has to influence your life. When I learned this many years ago, it started an awareness evolution in my life that has never stopped. It's so much fun to learn about what makes you who you are !
Sunday, June 6, 2010
ARE YOU WHERE YOU EXPECTED IN YTD SALES ?
Let's assume you are a GOAL SETTER. Hopefully you set your own goals for this year and if someone else set them - you were at least a part of the process and seriously bought in to the desire to achieve that level of success.
So given that's the case - how are you doing ? Let me tell what I see and hear a lot of - expectations are not being met and there are a lot of excuses. And before you get upset with me or the business world, most of the excuses have serious validity ! But, that's not the issue I try to capture and assist with. What are you doing differently ? How often are you setting down to evaluate your strategy ? Are the obstacles documented and measured ? In other words, when you generalize and say "nobody's buying" or "everyone's on a wait and see approach". Is that really valid or is it exaggerated to justify less than satisfactory performance ? Easy ! I know the economy is in the dumps and I know that to varying degrees some of these generalizations are valid. But, have you really analyzed the situation carefully ? And has your analysis as a team, or group, or an individual led to any change in strategy ?
What are you doing about pricing ? Have you instituted any volume concessions ? Introductory periods ? Prospecting methods never done before. Are you on top of all the basics. Are you telling instead of selling ? Are you asking enough questions ? How are your closing skills ? Trial closes ?
You can believe me or not but I can tell you that my most cherished offering to my clients is doing the role playing of real life situations over the phone, via emails, or in person. Tough times require skilled salespeople who can lead clients to where they need to be for their own survival and the success of the salesperson. Tough times like these will bring out the "best" in you or you won't make it.
This is my favorite axiom about sales and the sales profession ( and it's not original with me ): "It isn't what you know; it's what you have yet to learn" !
Take a look at where you are YTD. Analyze what you could change. Reach out for assistance and insights which you have yet to learn. There has never been more access to sales techniques, awareness, and assistance in the history of the profession.
So given that's the case - how are you doing ? Let me tell what I see and hear a lot of - expectations are not being met and there are a lot of excuses. And before you get upset with me or the business world, most of the excuses have serious validity ! But, that's not the issue I try to capture and assist with. What are you doing differently ? How often are you setting down to evaluate your strategy ? Are the obstacles documented and measured ? In other words, when you generalize and say "nobody's buying" or "everyone's on a wait and see approach". Is that really valid or is it exaggerated to justify less than satisfactory performance ? Easy ! I know the economy is in the dumps and I know that to varying degrees some of these generalizations are valid. But, have you really analyzed the situation carefully ? And has your analysis as a team, or group, or an individual led to any change in strategy ?
What are you doing about pricing ? Have you instituted any volume concessions ? Introductory periods ? Prospecting methods never done before. Are you on top of all the basics. Are you telling instead of selling ? Are you asking enough questions ? How are your closing skills ? Trial closes ?
You can believe me or not but I can tell you that my most cherished offering to my clients is doing the role playing of real life situations over the phone, via emails, or in person. Tough times require skilled salespeople who can lead clients to where they need to be for their own survival and the success of the salesperson. Tough times like these will bring out the "best" in you or you won't make it.
This is my favorite axiom about sales and the sales profession ( and it's not original with me ): "It isn't what you know; it's what you have yet to learn" !
Take a look at where you are YTD. Analyze what you could change. Reach out for assistance and insights which you have yet to learn. There has never been more access to sales techniques, awareness, and assistance in the history of the profession.
Monday, May 31, 2010
DO YOU HAVE "CALL RELUCTANCE" ???
Are you "Call Reluctant" ? That's for you to answer. My mentors of a few years past, Mr Dudley and Ms.Goodson ( authors of Psychology of Sales Call Reluctance ) have a whole world of awareness about it and ways to deal with it. And I utilize their tests and awareness to help many of my clients. But, let's talk more in general terms about what I see everyday in myself and other sales professionals to varying degrees.
In today's economic turmoil I see a lot of excuses - justified or not - for not getting in front of more people. Creating opportunities and relationships has been greatly reduced for multiple reasons. It is easier today to justify to yourself, peers, superiors, and support people why we are not seeing the same number of people / buyers. And some of those reasons are either really valid or appear to be so valid that they convince a lot of people that everything that can be done is being done.
I'm sorry but that speaks to realistic call reluctance - again to varying degrees with all of us.
Another impact on this very significant issue is the eagerness with which a lot of salespeople are putting more effort into many of the internet directions - social networking - web 2.0 and web 3.0 advances. Internet optimization and campaign aids like electronic campaign developers / mailing programs are all good and can have a worthwhile effect. But nothing takes the place of getting in front of people - especially if you are selling a service and / or a product that is tied to service. Many people still want to buy from someone they have met and had an opportunity to judge from many angles. Let alone what you learn about the changing marketplace when you are in the middle of it everyday.
I have several clients ( individual salespeople and sales teams ) who are making great efforts to get positioned for federal or state business - rightfully so - go where the money is being spent ! However, it's interesting for them to realize that very much like the normal commercial business avenues - it's not just who you know but who knows you ! So, personal relationships and referrals are still very important to obtain new and recurring business.
Think about it ! Where do you stand in this discussion - is there any part of you that pushes you towards directions other than personal call of all types ?
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
In today's economic turmoil I see a lot of excuses - justified or not - for not getting in front of more people. Creating opportunities and relationships has been greatly reduced for multiple reasons. It is easier today to justify to yourself, peers, superiors, and support people why we are not seeing the same number of people / buyers. And some of those reasons are either really valid or appear to be so valid that they convince a lot of people that everything that can be done is being done.
I'm sorry but that speaks to realistic call reluctance - again to varying degrees with all of us.
Another impact on this very significant issue is the eagerness with which a lot of salespeople are putting more effort into many of the internet directions - social networking - web 2.0 and web 3.0 advances. Internet optimization and campaign aids like electronic campaign developers / mailing programs are all good and can have a worthwhile effect. But nothing takes the place of getting in front of people - especially if you are selling a service and / or a product that is tied to service. Many people still want to buy from someone they have met and had an opportunity to judge from many angles. Let alone what you learn about the changing marketplace when you are in the middle of it everyday.
I have several clients ( individual salespeople and sales teams ) who are making great efforts to get positioned for federal or state business - rightfully so - go where the money is being spent ! However, it's interesting for them to realize that very much like the normal commercial business avenues - it's not just who you know but who knows you ! So, personal relationships and referrals are still very important to obtain new and recurring business.
Think about it ! Where do you stand in this discussion - is there any part of you that pushes you towards directions other than personal call of all types ?
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Tuesday, May 18, 2010
HOW WOULD YOU BENEFIT FROM HAVING A COACH ?
Good question ! I get asked that question almost everyday by a sales professional. So, let's explore it a little bit.
Let's start by saying that sales and selling expertise is a never ending wealth of knowledge that no one person has all of the answers for or to ( even though some individuals and coaches perceive they have all of the answers ). Salespeople grow and mature as individuals, the selling context changes for multiple reasons and technology is a major factor, the willingness to change and do something different than what you do now, plus many other factors to take into consideration. The least of which is real life experience at selling.
I always suggest that any professional salesperson set down and do a candid and forthright discussion with themselves about their strengths and shortcomings (not always easy to do ). Start with the basic skills of the sales profession and give yourself a score in each area. Like prospecting, networking, relationship building, discovery questions, pre-call preparation, follow-up, campaign development, presentations, trial closes, etc. and score yourself in each area like A thru F or 1 thru 5. Once you have done that then try to find someone else who knows you well enough to give their score ( always revealing ). Then look for resources to improve your expertise and skills by starting with the areas in which you didn't score so very well. One of those resources could be a sales coach ( there are a lot of us out there and each has something to offer you ).
How do I provide benefit for my clients ? A - Together we determine what areas of their expertise / skills needs the most attention. B - I make sure that I have a thorough understanding of their marketplace, product or service ( or both ). C - I have them build realistic hypothetical situations for us to utilize as the basis for improvement - then they sell to me and I sell to them. D - We build together different ways of approaching situations that they have encountered and / or struggle with. E. We do post-mortems ( after the actual call or circumstances - discussions). F. I test their basic fears which may inhibit their growth or unwillingness to change. G - In some cases I have even went on the call as a rookie observer. H - I help them develop questions and trial closes which sound very professional to them and they are likely to to utilize in future situations. And many, many more benefits.
So the question is: Do you really want to improve your selling / closing skills ? If you do, then you have to challenge yourself to grow and improve by learning, analyzing, and grasping what you might do differently. It works if you give it a chance. My greatest satisfaction comes from watching my clients grow their income, their self-satisfaction, and their self-confidence
Let's start by saying that sales and selling expertise is a never ending wealth of knowledge that no one person has all of the answers for or to ( even though some individuals and coaches perceive they have all of the answers ). Salespeople grow and mature as individuals, the selling context changes for multiple reasons and technology is a major factor, the willingness to change and do something different than what you do now, plus many other factors to take into consideration. The least of which is real life experience at selling.
I always suggest that any professional salesperson set down and do a candid and forthright discussion with themselves about their strengths and shortcomings (not always easy to do ). Start with the basic skills of the sales profession and give yourself a score in each area. Like prospecting, networking, relationship building, discovery questions, pre-call preparation, follow-up, campaign development, presentations, trial closes, etc. and score yourself in each area like A thru F or 1 thru 5. Once you have done that then try to find someone else who knows you well enough to give their score ( always revealing ). Then look for resources to improve your expertise and skills by starting with the areas in which you didn't score so very well. One of those resources could be a sales coach ( there are a lot of us out there and each has something to offer you ).
How do I provide benefit for my clients ? A - Together we determine what areas of their expertise / skills needs the most attention. B - I make sure that I have a thorough understanding of their marketplace, product or service ( or both ). C - I have them build realistic hypothetical situations for us to utilize as the basis for improvement - then they sell to me and I sell to them. D - We build together different ways of approaching situations that they have encountered and / or struggle with. E. We do post-mortems ( after the actual call or circumstances - discussions). F. I test their basic fears which may inhibit their growth or unwillingness to change. G - In some cases I have even went on the call as a rookie observer. H - I help them develop questions and trial closes which sound very professional to them and they are likely to to utilize in future situations. And many, many more benefits.
So the question is: Do you really want to improve your selling / closing skills ? If you do, then you have to challenge yourself to grow and improve by learning, analyzing, and grasping what you might do differently. It works if you give it a chance. My greatest satisfaction comes from watching my clients grow their income, their self-satisfaction, and their self-confidence
Monday, May 10, 2010
WOULD YOU BUY FROM YOU ?
Have you ever really set down and given a lot of thought and analysis as to whether you would buy from you ? This is not an easy exercise - especially by yourself. If you had a peer or a manager / mentor that you really respected, the exercise could even more beneficial. Bottom line, most of us have a tough time trying to see ourselves as other people see us.
Either way you do it, consider a lot of different views. Consider how you look ( all aspects ), what you say ( initially- very important ), questions you ask, how well you listen, and on and on. In fact, I encourage my clients to do this exercise on a regular basis ( at least once a quarter ). And in some cases, I have to drag them kicking and screaming ( not really, but certainly not their favorite thing to do ) through this experience.
Another approach to this insight can be recording yourself when you are actually in the selling mode. Go to some electronic store and buy one of those really small recorders and turn it on when you start your sales presentation or cold call or follow up call. It can be very enlightening and rewarding to listen to yourself. And obviously it can help you decide whether you would buy from you.
Advanced selling skills seminars and certain in-house training programs ( very progressive and established companies ) not only record you but they video tape you as you go through your particular pre-defined selling challenge. One client of mine from a few years back ( and I presume they still do it ) not only recorded and video taped you but you did your selling situation in front of the entire class ( their sales training classes were held every 60 days and some classes were over 75 students from across the country ). Then it was replayed in front of the entire class for each person to offer their observations about your strengths and shortcomings. In other words, you learned from each other as well as the mentors. What I really liked about it was that each of us instructors had to take our turn also. That was my idea ( LOL ) !
So the question is: Do you really want to improve your selling / closing skills ? If you do, then you have to challenge yourself to grow and improve by learning, analyzing, and grasping what you might do differently. It works if you give it a chance. My greatest satisfaction comes from watching my clients grow their income, their self-satisfaction, and their self-confidence.
I'd be happy to sign you up !
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Either way you do it, consider a lot of different views. Consider how you look ( all aspects ), what you say ( initially- very important ), questions you ask, how well you listen, and on and on. In fact, I encourage my clients to do this exercise on a regular basis ( at least once a quarter ). And in some cases, I have to drag them kicking and screaming ( not really, but certainly not their favorite thing to do ) through this experience.
Another approach to this insight can be recording yourself when you are actually in the selling mode. Go to some electronic store and buy one of those really small recorders and turn it on when you start your sales presentation or cold call or follow up call. It can be very enlightening and rewarding to listen to yourself. And obviously it can help you decide whether you would buy from you.
Advanced selling skills seminars and certain in-house training programs ( very progressive and established companies ) not only record you but they video tape you as you go through your particular pre-defined selling challenge. One client of mine from a few years back ( and I presume they still do it ) not only recorded and video taped you but you did your selling situation in front of the entire class ( their sales training classes were held every 60 days and some classes were over 75 students from across the country ). Then it was replayed in front of the entire class for each person to offer their observations about your strengths and shortcomings. In other words, you learned from each other as well as the mentors. What I really liked about it was that each of us instructors had to take our turn also. That was my idea ( LOL ) !
So the question is: Do you really want to improve your selling / closing skills ? If you do, then you have to challenge yourself to grow and improve by learning, analyzing, and grasping what you might do differently. It works if you give it a chance. My greatest satisfaction comes from watching my clients grow their income, their self-satisfaction, and their self-confidence.
I'd be happy to sign you up !
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Sunday, May 2, 2010
THE VALUE OF QUESTIONS ?
As a professional salesperson, do you ask enough questions ? In your first meeting ? Before you get to your first meeting ? In your presentations ? Of yourself - before heading into any and all situations ?
I have mentioned before the book "The Seven Powers of Questions" by Dorothy Leeds. It has some tremendous insights to the value of questions in all relationships - not just sales. But, let's stick with the various sales scenarios. Here's Ms. Leeds exact quotes ( pgs.183-185 ) about the selling scenarios and the Seven Powers:
1. Questions demand answers. ( My - Joel's - observations in working with salespeople over the years is that they won't shut up after asking the prospect a question - can't stand silence - they end up answering it themselves or suggesting the answer in hopes that they will appear really sharp ) ( yes - I actually go on calls and act as a newbie to observe ).
2. Questions stimulate thinking. ( Yours and the prospects' )
3. Questions give us valuable information. ( take notes )
4. Questions put you in control. ( scary ? Unh ! )
5. Questions get people to open up. ( they share and could be the basis for a new relationship )
6. Questions lead to quality listening. ( see my comments on # 1 )
7. Questions get people to persuade themselves. ( Heaven Forbid )
Please understand that the questions she ( & myself ) encourages you to ask should be well thought out and utilized at the right time. A lot of my suggestions here are out of context and not totally fair to you and especially not Ms. Leeds. I encourage you to read the entire book. It's one of the best I've ever read and opened my perspectives immensely.
This is not the first time I've referenced this book and the subject of asking questions - most especially the right questions; and it won't be the last. The entire closing process can be greatly influenced by asking the right questions at the right time. And all of that comes from experience and the willingness to change what you do now.
What do you think about your ability to ask questions and the value thereof ?
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
I have mentioned before the book "The Seven Powers of Questions" by Dorothy Leeds. It has some tremendous insights to the value of questions in all relationships - not just sales. But, let's stick with the various sales scenarios. Here's Ms. Leeds exact quotes ( pgs.183-185 ) about the selling scenarios and the Seven Powers:
1. Questions demand answers. ( My - Joel's - observations in working with salespeople over the years is that they won't shut up after asking the prospect a question - can't stand silence - they end up answering it themselves or suggesting the answer in hopes that they will appear really sharp ) ( yes - I actually go on calls and act as a newbie to observe ).
2. Questions stimulate thinking. ( Yours and the prospects' )
3. Questions give us valuable information. ( take notes )
4. Questions put you in control. ( scary ? Unh ! )
5. Questions get people to open up. ( they share and could be the basis for a new relationship )
6. Questions lead to quality listening. ( see my comments on # 1 )
7. Questions get people to persuade themselves. ( Heaven Forbid )
Please understand that the questions she ( & myself ) encourages you to ask should be well thought out and utilized at the right time. A lot of my suggestions here are out of context and not totally fair to you and especially not Ms. Leeds. I encourage you to read the entire book. It's one of the best I've ever read and opened my perspectives immensely.
This is not the first time I've referenced this book and the subject of asking questions - most especially the right questions; and it won't be the last. The entire closing process can be greatly influenced by asking the right questions at the right time. And all of that comes from experience and the willingness to change what you do now.
What do you think about your ability to ask questions and the value thereof ?
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Monday, April 26, 2010
EXTROVERTS MAKE BETTER SALESPEOPLE ?
Come on - extroverts have to be better salespeople ! Right ? Yes & No. It's been awhile since I've discussed this topic and it happened to come up the other day during a coaching session with a new client.
In my humble opinion ( I said humble ), there is no definite answer for sure. But a lot of experienced sales trainers like myself would say that introverts make better salespeople. Please remember that when you throw around the definition of someone's personality traits or type that it is very easy to be wrong and even if it it happens to be right, how was the determination made ? By psychological testing ? Where, when, by whom, and where did the test come from ? And all other kinds of evaluating factors.
All of that said, why do I bring it up as a topic ? Because it can be a real eye opener for some of us about the sales profession and some factors that affect success. There is no one personality type that will guarantee success. But, some of the most successful sales professionals I have known over many years are admitted introverts. How could being an introvert contribute to a salesperson's success ?
Here's some considerations for you to debate. Introverts tend to be better listeners. Introverts tend to be more analytical. Extroverts tend to talk too much. Extroverts tend to be less organized ( gunslingers ). Extroverts tend to border on the line between too much self-confidence and cockiness. Introverts tend to be more open to change. Introverts take notes and come with questions prepared to presentations. Introverts are more methodical in their approach. Extroverts base a lot of their self-confidence on their ability to "wing" virtually every situation and still be successful.
Now before all of you extroverts start screaming and telling me I've lost my mind. There are many exceptions to everything I've stated. I know introverts who are scared of their shadow and should not be in sales. I know extroverts who are the exact opposite of my observations ! But, by and large, the issues I mentioned are the ones that I have to work with most of the time with extroverts.
Whichever classification you feel you fall into - extrovert or introvert - please don't be offended by the topic or my assertions. Try to gain some insight that may inspire your growth and higher levels of success.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
In my humble opinion ( I said humble ), there is no definite answer for sure. But a lot of experienced sales trainers like myself would say that introverts make better salespeople. Please remember that when you throw around the definition of someone's personality traits or type that it is very easy to be wrong and even if it it happens to be right, how was the determination made ? By psychological testing ? Where, when, by whom, and where did the test come from ? And all other kinds of evaluating factors.
All of that said, why do I bring it up as a topic ? Because it can be a real eye opener for some of us about the sales profession and some factors that affect success. There is no one personality type that will guarantee success. But, some of the most successful sales professionals I have known over many years are admitted introverts. How could being an introvert contribute to a salesperson's success ?
Here's some considerations for you to debate. Introverts tend to be better listeners. Introverts tend to be more analytical. Extroverts tend to talk too much. Extroverts tend to be less organized ( gunslingers ). Extroverts tend to border on the line between too much self-confidence and cockiness. Introverts tend to be more open to change. Introverts take notes and come with questions prepared to presentations. Introverts are more methodical in their approach. Extroverts base a lot of their self-confidence on their ability to "wing" virtually every situation and still be successful.
Now before all of you extroverts start screaming and telling me I've lost my mind. There are many exceptions to everything I've stated. I know introverts who are scared of their shadow and should not be in sales. I know extroverts who are the exact opposite of my observations ! But, by and large, the issues I mentioned are the ones that I have to work with most of the time with extroverts.
Whichever classification you feel you fall into - extrovert or introvert - please don't be offended by the topic or my assertions. Try to gain some insight that may inspire your growth and higher levels of success.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Sunday, April 11, 2010
NOTHINGS CHANGED - IT'S STILL A ####'s GAME !
That's right ! Lots of changes have taken place in technology, in various insights to building relationships that result in profitable sales, that the economic tragedies have brought upon us; but it's still a numbers game.
As a professional salesperson there is and always will be a correlation between your activities - the number of people you touch ( or touch you ) and your success. It doesn't matter whether we are talking cold calls, networking activities, social networking on the internet, emails, various campaign steps, hand written notes, number of times you ask for referrals, etc. I could go on forever with all of your normal ( possibly some you view as abnormal ) activities that will influence your success and enable you to seize opportunities. It boils down to how much you really do vs. how much you think you do.
Sales reports, CRM databases, or whatever else you utilize to track your efforts has to be the measurement for you to monitor. It has to be the yardstick to measure your potential for success.
And from what I see there is an awful amount of gunslinging and lack of attention to details. Databases are not worth whatever somebody paid for them if they are not updated on a daily basis ( or almost daily ) to note your activities and results. Diligent management of your database can be the greatest tool in the world to influence your success and income. But you have to take the time to update it and let it measure your accomplishments plus guide your continuing efforts with the efforts already made.
I understand that it is not easy to stay on top of your detailed efforts. Please remember the old axiom "that which gets measured is what gets improved". Exact numbers that measure your efforts are the only worthwhile indication of your efforts in all of the basic selling skills. This is how you can tell how hard you are working and feel good about your efforts. This is how you know to keep your "nose to the grindstone" - so to speak. You can't just wing it ! Well you can, and that's what the competition does hopefully. But not you. You know exactly how many cold calls you have made this week ! You know how many networking opportunities you have attended. You know how long it's been since you have had this client out for coffee or lunch. You know each time you have touched clients or potential clients in the last 30, 60, or 90 days.
I could go on and on about the need to define and number your specific efforts. It's a part of "goal setting 101". It's a part of your strategy to be the best you can possibly be. It's the best way to give yourself the discipline and encouragement needed to succeed to higher levels. GO GET'EM !!
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients. (NOW EXTENDED THROUGH APRIL)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be 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 SHOESREMEMBER 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 "
As a professional salesperson there is and always will be a correlation between your activities - the number of people you touch ( or touch you ) and your success. It doesn't matter whether we are talking cold calls, networking activities, social networking on the internet, emails, various campaign steps, hand written notes, number of times you ask for referrals, etc. I could go on forever with all of your normal ( possibly some you view as abnormal ) activities that will influence your success and enable you to seize opportunities. It boils down to how much you really do vs. how much you think you do.
Sales reports, CRM databases, or whatever else you utilize to track your efforts has to be the measurement for you to monitor. It has to be the yardstick to measure your potential for success.
And from what I see there is an awful amount of gunslinging and lack of attention to details. Databases are not worth whatever somebody paid for them if they are not updated on a daily basis ( or almost daily ) to note your activities and results. Diligent management of your database can be the greatest tool in the world to influence your success and income. But you have to take the time to update it and let it measure your accomplishments plus guide your continuing efforts with the efforts already made.
I understand that it is not easy to stay on top of your detailed efforts. Please remember the old axiom "that which gets measured is what gets improved". Exact numbers that measure your efforts are the only worthwhile indication of your efforts in all of the basic selling skills. This is how you can tell how hard you are working and feel good about your efforts. This is how you know to keep your "nose to the grindstone" - so to speak. You can't just wing it ! Well you can, and that's what the competition does hopefully. But not you. You know exactly how many cold calls you have made this week ! You know how many networking opportunities you have attended. You know how long it's been since you have had this client out for coffee or lunch. You know each time you have touched clients or potential clients in the last 30, 60, or 90 days.
I could go on and on about the need to define and number your specific efforts. It's a part of "goal setting 101". It's a part of your strategy to be the best you can possibly be. It's the best way to give yourself the discipline and encouragement needed to succeed to higher levels. GO GET'EM !!
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients. (NOW EXTENDED THROUGH APRIL)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be 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 SHOESREMEMBER 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 "
Sunday, April 4, 2010
DO YOU ASK FOR REFERRALS ? ALL THE TIME ?
First and foremost, please let me apologize to all my clients and followers for not posting an item here and on my Blog last week. I have excuses but you don't need to hear them so let's move on. I stand reprimanded !
Our Perspective this week deals with REFERRALS and their value to a professional salesperson. Specifically, do you ask for them ? Are you comfortable asking for them ? And why would somebody even offer a referral ?
Like most of the items I bring to my "coaching" practice ( notice I said practice ), most of what I've learned about asking for referrals and getting them has come from two primary sources. One being my mentors, George Dudley and Shannon Goodson plus # 2 mentor is Robert Cialdini, noted educator, author, and recognized authority from Arizona State University. Dr. Cialdini is the Regent's Professor of Psychology and Marketing.
Some of us have a tough time asking for referrals. The reasons are numerous and vary with each of us. But being a professional salesperson and better understanding what thought processes go through the minds of your daily contacts could be a awesome resource. Having a better understanding could ease some of your fears and add to your knowledge of how other peoples mind may work.
Referrals and the effort to ask for them is a challenge for most of us. And Dr. Cialdini explains through his various books that not only do most people in the business world enjoy helping someone else to be successful; he points out that there are times to ask which will give better results. His website is www.influenceatwork.com .
In such a short space ( intentional ) I can't give you all the awesome details. But overcoming any resistance you may have to asking for referrals could be a real boon to your success. I'm always amazed when someone ( a professional salesperson ) says to me "it's sure nice to get a referral because it makes my job so much easier". I then ask how they got the referral and they say by doing a good job for one of my customers.
I know from administering the exam that I provide to measure the "fears" of salespeople ( for many years ) that "Referral Aversion" is a common fear. I can only encourage you to learn more and make sure that you are doing everything possible to be the "BEST" at what you do for a career !
Our Perspective this week deals with REFERRALS and their value to a professional salesperson. Specifically, do you ask for them ? Are you comfortable asking for them ? And why would somebody even offer a referral ?
Like most of the items I bring to my "coaching" practice ( notice I said practice ), most of what I've learned about asking for referrals and getting them has come from two primary sources. One being my mentors, George Dudley and Shannon Goodson plus # 2 mentor is Robert Cialdini, noted educator, author, and recognized authority from Arizona State University. Dr. Cialdini is the Regent's Professor of Psychology and Marketing.
Some of us have a tough time asking for referrals. The reasons are numerous and vary with each of us. But being a professional salesperson and better understanding what thought processes go through the minds of your daily contacts could be a awesome resource. Having a better understanding could ease some of your fears and add to your knowledge of how other peoples mind may work.
Referrals and the effort to ask for them is a challenge for most of us. And Dr. Cialdini explains through his various books that not only do most people in the business world enjoy helping someone else to be successful; he points out that there are times to ask which will give better results. His website is www.influenceatwork.com .
In such a short space ( intentional ) I can't give you all the awesome details. But overcoming any resistance you may have to asking for referrals could be a real boon to your success. I'm always amazed when someone ( a professional salesperson ) says to me "it's sure nice to get a referral because it makes my job so much easier". I then ask how they got the referral and they say by doing a good job for one of my customers.
I know from administering the exam that I provide to measure the "fears" of salespeople ( for many years ) that "Referral Aversion" is a common fear. I can only encourage you to learn more and make sure that you are doing everything possible to be the "BEST" at what you do for a career !
Sunday, March 21, 2010
WHERE DO YOU RANK IN ASSERTIVENESS ?
Exactly what am I asking about ? I'm asking you how assertive you perceive you are in a selling situation ? Use a 1 to 10 yardstick, with 10 being the most assertive. With that answer defined now ask someone who knows you really well ( careerwise ) and ask their opinion. What do they say on the same scale ? Did you ask your sales manager ?
Here's the issue guys. Being "professionally" assertive can add $$$$ to your world and you don't have to act like a jerk to do it. Many salespeople are simply to nice and very uncomfortable pushing the sale, the appointment, or whatever you are trying to achieve. Have you succeeded by being a nice person in the past ? Probably so ! Are you uncomfortable being more assertive ? Probably so ! In my opinion, it comes down to a couple of items for your consideration. One is to learn ( through role playing ) what better questions to ask or statements to make which might affect the sale. Two would be have you ever been outsold ? Number 2 is a very interesting question and one of the questions that I always ask clients at the start of our relationship. Why ? Because hardly anyone in professional sale ever admits to being outsold. And I'm hear to tell you that there isn't anybody who hasn't been outsold ( including me ). I know you believe and proliferate the myth that that competition had lower prices ( and that may be true in some cases - especially now ). But here's the curveball for you ! Have you ever been successful in getting a sale when you were not the lowest price ? Sure you have. So what do you think that customer told your competitors to avoid discussing the details ?
The fear of being too assertive in a selling situation is to be respected - depends upon the people involved, the circumstances, and your best judgement. But remember this also ( and I'm not the first to say it - but consider it ) - "Do you have the business now" ? So, what's the worst that's going to happen ( if you are too assertive ) ?
I believe that you owe it to yourself to be more professionally assertive ! Think about it - it's another powerful insight to improving your closing ratio.
Here's the issue guys. Being "professionally" assertive can add $$$$ to your world and you don't have to act like a jerk to do it. Many salespeople are simply to nice and very uncomfortable pushing the sale, the appointment, or whatever you are trying to achieve. Have you succeeded by being a nice person in the past ? Probably so ! Are you uncomfortable being more assertive ? Probably so ! In my opinion, it comes down to a couple of items for your consideration. One is to learn ( through role playing ) what better questions to ask or statements to make which might affect the sale. Two would be have you ever been outsold ? Number 2 is a very interesting question and one of the questions that I always ask clients at the start of our relationship. Why ? Because hardly anyone in professional sale ever admits to being outsold. And I'm hear to tell you that there isn't anybody who hasn't been outsold ( including me ). I know you believe and proliferate the myth that that competition had lower prices ( and that may be true in some cases - especially now ). But here's the curveball for you ! Have you ever been successful in getting a sale when you were not the lowest price ? Sure you have. So what do you think that customer told your competitors to avoid discussing the details ?
The fear of being too assertive in a selling situation is to be respected - depends upon the people involved, the circumstances, and your best judgement. But remember this also ( and I'm not the first to say it - but consider it ) - "Do you have the business now" ? So, what's the worst that's going to happen ( if you are too assertive ) ?
I believe that you owe it to yourself to be more professionally assertive ! Think about it - it's another powerful insight to improving your closing ratio.
Sunday, March 14, 2010
ARE YOU ASKING ENOUGH RIGHT QUESTIONS ?
This week I'm going to share (again) some insights from another one of my mentors, Dorothy Leeds.
I'm reminded of this almost every time I go through the results ( or lack thereof ) of a face to face call by one of my clients ( I call them post-mortems - cause the opportunity is dead after you leave the appointment ).
Ms. Leeds wrote the book "7 Powers Of Questions" and has her own admirable success with other books and resources plus being a great public speaker.
Some of the obvious results from asking questions in a selling situation are ( let alone how questions can bring success to your life outside sales also ):
1. Questions allow you to learn more about your customer and their organization to find avenues for a sale ( called discovery ).
2. Questions allow you to listen well and allows your customer to talk and most buyers love to hear themselves talk.
3. When the buyer ( or buyers ) are talking they should be sharing things that they don't normally share ( depends on how good your questions are ) and that leads to respect and relationships ( especially when they recognize that you are asking questions they have never been asked before).
4. Questions allow you time to gather your thoughts, truly show interest in what they have to say, and present yourself as something other than the typical feature / benefit dumper !
5. Your numerous well thought out questions generally prompt questions from the buyers and that's a good thing !
6. Good questions usually prompt the next step in the relationship - like the next appointment or a follow-up call and / or something you will do as a result of what you've learned.
Think about it - it's another powerful insight to improving your closing ratio.
I'm reminded of this almost every time I go through the results ( or lack thereof ) of a face to face call by one of my clients ( I call them post-mortems - cause the opportunity is dead after you leave the appointment ).
Ms. Leeds wrote the book "7 Powers Of Questions" and has her own admirable success with other books and resources plus being a great public speaker.
Some of the obvious results from asking questions in a selling situation are ( let alone how questions can bring success to your life outside sales also ):
1. Questions allow you to learn more about your customer and their organization to find avenues for a sale ( called discovery ).
2. Questions allow you to listen well and allows your customer to talk and most buyers love to hear themselves talk.
3. When the buyer ( or buyers ) are talking they should be sharing things that they don't normally share ( depends on how good your questions are ) and that leads to respect and relationships ( especially when they recognize that you are asking questions they have never been asked before).
4. Questions allow you time to gather your thoughts, truly show interest in what they have to say, and present yourself as something other than the typical feature / benefit dumper !
5. Your numerous well thought out questions generally prompt questions from the buyers and that's a good thing !
6. Good questions usually prompt the next step in the relationship - like the next appointment or a follow-up call and / or something you will do as a result of what you've learned.
Think about it - it's another powerful insight to improving your closing ratio.
ACCEPTING YOUR ROLE AS A SALESPERSON !
Obviously I'm on a roll sharing some insights from George and Shannon again. They are the two world renown behavioral psychologists who wrote "Psychology of Sales Call Reluctance".
What is meant by "Accepting My Role As A Salesperson" ? For a lot of us the perceived stereotype of a "Salesperson" is not comfortable and not what we want to be. Heaven forbid that we would "CLOSE" a sale by what we say / do or don't say /do ! How many people do you know on your Team or a competitor's roster have "Salesperson" on their business card ? Why is that ? Because most of us are convinced that people (buyers) don't like salespeople and we don't want to be associated with "other" salespeople. You will find "business development" or "VP of Regional Sales" or other fancy titles that make us more comfortable. Guess what - I'm OK with that fact.
I don't care what you put on your business card but what I want is professional salespeople who recognize that asking for the business, selling features / benefits and getting acknowledgement thereof, trial closes, cold calls, relationship building, networking, and many other basics contribute to your success. And you must challenge yourself to overcome whatever "head trip" you have about being a sales professional that inhibits your ability to be better at all of the above plus, plus, etc.
And on top of all that, comes the need to recognize that you must constantly challenge yourself to grow, to learn, and to improve your professional selling skills. Every aspect of your professional responsibility to yourself, your Team, your family, your customers should be a work in progress for the rest of your career ! Resting on your laurels is not acceptable for true sales professionals.
What is meant by "Accepting My Role As A Salesperson" ? For a lot of us the perceived stereotype of a "Salesperson" is not comfortable and not what we want to be. Heaven forbid that we would "CLOSE" a sale by what we say / do or don't say /do ! How many people do you know on your Team or a competitor's roster have "Salesperson" on their business card ? Why is that ? Because most of us are convinced that people (buyers) don't like salespeople and we don't want to be associated with "other" salespeople. You will find "business development" or "VP of Regional Sales" or other fancy titles that make us more comfortable. Guess what - I'm OK with that fact.
I don't care what you put on your business card but what I want is professional salespeople who recognize that asking for the business, selling features / benefits and getting acknowledgement thereof, trial closes, cold calls, relationship building, networking, and many other basics contribute to your success. And you must challenge yourself to overcome whatever "head trip" you have about being a sales professional that inhibits your ability to be better at all of the above plus, plus, etc.
And on top of all that, comes the need to recognize that you must constantly challenge yourself to grow, to learn, and to improve your professional selling skills. Every aspect of your professional responsibility to yourself, your Team, your family, your customers should be a work in progress for the rest of your career ! Resting on your laurels is not acceptable for true sales professionals.
Sunday, February 28, 2010
ARE YOU AN OVER-PREPARER ???
I definitely stirred up a few people with my mention of "your Oppositional Reflex" last week. I received quite a few comments and sold several books and seven evaluations. Thanks to all who gave me feedback - positive and negative. Yes, there were a couple of negative comments - imagine that !
So, I going to borrow again from my mentors, Dudley & Goodson, and speak of your degree of over - preparedness. What does that mean you say ? It means, in real simple terms, that you say you are going to do something different or unique ( to you or to others ) and you never do it because you always have an excuse. Excuses like "as soon as this happens, or as soon as I get this done, or as soon as someone else does something, etc. etc., etc.
Realistically what is happening is that you have some hang-up (fear) about what it is that you have been asked to do, decided to do, thought about doing, and / or recognize that you should do. And instead of doing it; you keep putting it off. And after a sufficient length of time - it just goes away.
And the unfortunate part of this trait ( for lack of better words ) is that it inhibits your growth and more than likely your success level. Make no mistake, most of us suffer from at least a little bit of this and some of us suffer a lot. I watch people in training sessions ( they always set in the back and you can tell that it wasn't their idea to be in this session ) who are virtually uncoachable. They have been doing this for a long time and they have most of the answers ( if not all ). Oh , they will listen and even show some interest but they are not going to change what they do. They fear change. It makes them uncomfortable. Why do something that you have never done before when you know it's not going to work ?
So, where are you in this discussion. Are you open to doing things differently ( even if it makes you uncomfortable for awhile ) ?
So, I going to borrow again from my mentors, Dudley & Goodson, and speak of your degree of over - preparedness. What does that mean you say ? It means, in real simple terms, that you say you are going to do something different or unique ( to you or to others ) and you never do it because you always have an excuse. Excuses like "as soon as this happens, or as soon as I get this done, or as soon as someone else does something, etc. etc., etc.
Realistically what is happening is that you have some hang-up (fear) about what it is that you have been asked to do, decided to do, thought about doing, and / or recognize that you should do. And instead of doing it; you keep putting it off. And after a sufficient length of time - it just goes away.
And the unfortunate part of this trait ( for lack of better words ) is that it inhibits your growth and more than likely your success level. Make no mistake, most of us suffer from at least a little bit of this and some of us suffer a lot. I watch people in training sessions ( they always set in the back and you can tell that it wasn't their idea to be in this session ) who are virtually uncoachable. They have been doing this for a long time and they have most of the answers ( if not all ). Oh , they will listen and even show some interest but they are not going to change what they do. They fear change. It makes them uncomfortable. Why do something that you have never done before when you know it's not going to work ?
So, where are you in this discussion. Are you open to doing things differently ( even if it makes you uncomfortable for awhile ) ?
HOW'S YOUR "OPPOSITIONAL REFLEX" ???
We are discussing this week your "oppositional reflex". What does that mean and how does it possibly affect my success ? Here's the longer explanation to start - it's your need to assert your individuality. You have certain basic needs as an individual and you will oppose certain ideas, people, discussions, behaviors, and directions to fill those needs. It can be both helpful and detrimental but you need to recognize and understand it in yourself and others. No one is without it but some of us have higher degrees than others. A real simple explanation is How Coachable Are You ?
In athletic endeavors this can be a real issue for many coaches - especially when you are dealing with professionals who have attained varying degrees of proficiency. And obviously the same for Sales Professionals who have attained varying degrees of success. My favorite way of putting it is being "A Legend In Your Own Mind". The real issue is how open are you to doing something different than you have always done regarding the various selling skills ?
How many of us have attended some form of sales training and heard something from a specific trainer or peer that sounded like a good idea but you have never tried it since or if you did - it was for only a short time and then you fell back into your normal / comfortable style. I have people tell me all the time when we are doing role playing - Oh that's a great thing to say or do or ask but when I have the occasion to ask - so have you said that or asked that since - well No I haven't ! Why ?
So how did I become aware of this issue. From my mentors at Behavioral Sciences Research Press in Dallas, George Dudley and Shannon Goodson. They are coauthors of The Psychology of Sales Call Reluctance ( subtitled Earning What Your Worth In Sales ). I sell the book on my website, I provide the inciteful evaluation for an individual, and the interpretation plus follow-up.
In athletic endeavors this can be a real issue for many coaches - especially when you are dealing with professionals who have attained varying degrees of proficiency. And obviously the same for Sales Professionals who have attained varying degrees of success. My favorite way of putting it is being "A Legend In Your Own Mind". The real issue is how open are you to doing something different than you have always done regarding the various selling skills ?
How many of us have attended some form of sales training and heard something from a specific trainer or peer that sounded like a good idea but you have never tried it since or if you did - it was for only a short time and then you fell back into your normal / comfortable style. I have people tell me all the time when we are doing role playing - Oh that's a great thing to say or do or ask but when I have the occasion to ask - so have you said that or asked that since - well No I haven't ! Why ?
So how did I become aware of this issue. From my mentors at Behavioral Sciences Research Press in Dallas, George Dudley and Shannon Goodson. They are coauthors of The Psychology of Sales Call Reluctance ( subtitled Earning What Your Worth In Sales ). I sell the book on my website, I provide the inciteful evaluation for an individual, and the interpretation plus follow-up.
Sunday, January 31, 2010
BASIC SELLING SKILLS - POST MORTEMS ?
Some of my faithful followers and clients will possibly complain about my "preaching" of the value of doing post mortems AGAIN ! Say what you will, but this form of evaluating your selling skills works very well and I have many who can tell you that this direction has helped them become much better salespeople.
And you may be one of those who believes that my utilization of that term is not comfortable. OK ! Use whatever terminology you choose but what you are challenged to do is take real life cold calls, face to face appointments, customer follow-ups, and virtually any selling situation and dissect it after it takes place. As best you can remember what you said and what they said and replay it via verbalization to a peer, manager, coach, who knows something about selling. The point is to get suggestions about what you could have said differently, what you could have asked differently, how you could have reacted differently, etc., etc., etc. Look for directions and phrasing that you have never used before.
I know ! It's ROLE PLAYING based upon real situations - not obscure hypotheticals that allegedly make you uncomfortable. The big issue here for many of us (again) is who will you allow yourself to learn from. How open are you to criticism ? How well do you take suggestions ? Is your ego so big that you believe no one could do it better than you ? Please ! Please allow yourself to recognize that no one knows it all and we can all learn from each other. Get comfortable asking for other people's opinions about how they handled themselves in a similar situation.
This method of learning how to become a better closer, a better listener, a better relationship builder works and works very well for many people
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be 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 "
And you may be one of those who believes that my utilization of that term is not comfortable. OK ! Use whatever terminology you choose but what you are challenged to do is take real life cold calls, face to face appointments, customer follow-ups, and virtually any selling situation and dissect it after it takes place. As best you can remember what you said and what they said and replay it via verbalization to a peer, manager, coach, who knows something about selling. The point is to get suggestions about what you could have said differently, what you could have asked differently, how you could have reacted differently, etc., etc., etc. Look for directions and phrasing that you have never used before.
I know ! It's ROLE PLAYING based upon real situations - not obscure hypotheticals that allegedly make you uncomfortable. The big issue here for many of us (again) is who will you allow yourself to learn from. How open are you to criticism ? How well do you take suggestions ? Is your ego so big that you believe no one could do it better than you ? Please ! Please allow yourself to recognize that no one knows it all and we can all learn from each other. Get comfortable asking for other people's opinions about how they handled themselves in a similar situation.
This method of learning how to become a better closer, a better listener, a better relationship builder works and works very well for many people
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be 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 "
Sunday, January 24, 2010
ARE YOU READY FOR SALES SUCCESS IN 2010 ?
Blink your eyes ! January is almost gone ? So, where are you at as far as being positioned for success (greater than last year or any preceding years) in this fast flowing New Year ? Here's some questions to stimulate your positioning:
1. Is your database up to date with every bit of details and actions ?
2. Are your goals ( daily, weekly, monthly ) defined in writing and are they visible ?
3. How many cold calls have you made in the last three weeks ? Does that coincide with goals ?
4. How many "campaign steps" are defined & developed ? How many have been utilized so far ?
5. What are you reading, listening to, or doing that's contributing to you being a better salesperson ?
6. On Monday morning is your PLAN for the week detailed in writing ?
7. How many of your existing customers have you seen in person since 1/1/2010 ?
8. When you have a face to face meeting - is there a list of questions written out ?
9. When visiting any customer - have you looked carefully at their website before going to the appointment ?
10.After any appointment are you setting down with a peer, coach, manager to do a post-mortem ?
11.Are you working harder (longer hours and/or more intense) than ever before ?
12.What are you doing differently ? Remember INSANITY is doing the same and expecting different
results.
13.What are you doing that you never did before to develop leads ?
14.Do you really want to be the BEST (most successful salesperson) on the Team ? In your industry ?
15.How's your attitude ? How's your listening skills ? How do you feel about yourself and your act ?
WELL ? Were you able to answer all of these questions and know that you are doing everything possible to influence your success ? If not, than I suggest you stop playing games with yourself and relook at your level of intensity. Good Luck - call if I can help !
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to BE 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 !!
1. Is your database up to date with every bit of details and actions ?
2. Are your goals ( daily, weekly, monthly ) defined in writing and are they visible ?
3. How many cold calls have you made in the last three weeks ? Does that coincide with goals ?
4. How many "campaign steps" are defined & developed ? How many have been utilized so far ?
5. What are you reading, listening to, or doing that's contributing to you being a better salesperson ?
6. On Monday morning is your PLAN for the week detailed in writing ?
7. How many of your existing customers have you seen in person since 1/1/2010 ?
8. When you have a face to face meeting - is there a list of questions written out ?
9. When visiting any customer - have you looked carefully at their website before going to the appointment ?
10.After any appointment are you setting down with a peer, coach, manager to do a post-mortem ?
11.Are you working harder (longer hours and/or more intense) than ever before ?
12.What are you doing differently ? Remember INSANITY is doing the same and expecting different
results.
13.What are you doing that you never did before to develop leads ?
14.Do you really want to be the BEST (most successful salesperson) on the Team ? In your industry ?
15.How's your attitude ? How's your listening skills ? How do you feel about yourself and your act ?
WELL ? Were you able to answer all of these questions and know that you are doing everything possible to influence your success ? If not, than I suggest you stop playing games with yourself and relook at your level of intensity. Good Luck - call if I can help !
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to BE 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 !!
Sunday, January 17, 2010
DON'T FORGET - SALES IS A NUMBERS GAME !
HELLO ! Here we go again down the road of sales success for each of you. The perspective this week has echoed throughout the profession forever and it hasn't changed one bit regardless of what anybody tells you. Sales is a numbers game and in so many ways. Contacts, leads, customers, dollars, opportunities, networking, hours worked, details, innovations, campaign steps, miles traveled, cold calls, warm calls, voice mails, messages, presentations, face to face meetings, closes, trial closes, questions, tenure, resources, training sessions, role playing, letters sent, brochures sent, visits, and many more. So, the BIG question for each of you - Do You Know What Your Numbers Are In All Of These Areas And More ?
There is a direct correlation between your success and your numbers. I know you are more talented than other sales professionals and your numbers aren't that high because you get so much more out of each thing you do because you just got your act together better than anyone else ! Cut me a Break ! I either hear that BS or it's implied in many of the conversations I have everyday. I agree a strong ego is a necessary evil as a sales professional but when it starts to stand in the way of your ability to challenge yourself to go beyond wherever you have been before - that's a problem.
Professional sales is a growing and evolving awareness for sure and no one person or Team knows it all. But I'm always amazed at the number of salespeople who are convinced that they know it all and no one could do better than they do. They don't necessarily say that but that's how they conduct themselves.
This insight will hopefully illustrate my point. I have had occasion to interview numerous prospective sales people for sales positions for my clients. For one client I interviewed close to a 100, yes one hundred, over a period of 6 years in SC These were people who were established salespeople - meaning they had been earning a living doing it for over five years according to the recruiters and their resumes. The number of candidates who had been through some type of third party professional sales training and / or had read a book or listened to a CD / DAVID about professional sales were less than 1% at best. What does that say about them and our field of endeavor ?
Sales is and will always be a NUMBERS game. What you do and what you don't do will greatly affect your success. One of the major factors in the development of professional salespeople is the willingness to be content with existing numbers (all categories included - especially dollars earned). That's another way of speaking to a lack of GOAL orientation. I will speak to that issue next week.
Until then, look at your NUMBERS. Where do you stand ? How are you going to increase your numbers in 2010 ?
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
There is a direct correlation between your success and your numbers. I know you are more talented than other sales professionals and your numbers aren't that high because you get so much more out of each thing you do because you just got your act together better than anyone else ! Cut me a Break ! I either hear that BS or it's implied in many of the conversations I have everyday. I agree a strong ego is a necessary evil as a sales professional but when it starts to stand in the way of your ability to challenge yourself to go beyond wherever you have been before - that's a problem.
Professional sales is a growing and evolving awareness for sure and no one person or Team knows it all. But I'm always amazed at the number of salespeople who are convinced that they know it all and no one could do better than they do. They don't necessarily say that but that's how they conduct themselves.
This insight will hopefully illustrate my point. I have had occasion to interview numerous prospective sales people for sales positions for my clients. For one client I interviewed close to a 100, yes one hundred, over a period of 6 years in SC These were people who were established salespeople - meaning they had been earning a living doing it for over five years according to the recruiters and their resumes. The number of candidates who had been through some type of third party professional sales training and / or had read a book or listened to a CD / DAVID about professional sales were less than 1% at best. What does that say about them and our field of endeavor ?
Sales is and will always be a NUMBERS game. What you do and what you don't do will greatly affect your success. One of the major factors in the development of professional salespeople is the willingness to be content with existing numbers (all categories included - especially dollars earned). That's another way of speaking to a lack of GOAL orientation. I will speak to that issue next week.
Until then, look at your NUMBERS. Where do you stand ? How are you going to increase your numbers in 2010 ?
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Sunday, January 10, 2010
HOW'S YOUR LISTENING SKILLS ?
Can you believe it ? Second week in January already. I'm happy to report that I've added a few new clients - as a result of my new "limited time" pricing DEAL. Thanks to all of you - I'm looking forward to the challenge of "coaching" you to a new level of sales success. Onward !!
Listening Skills ! On the basic one to ten rating system - ten being the best at listening. Where do you rate yourself ? Try asking your peers or support Team where they would rate you. Why is that so important ? Because most of us are poor listeners and what's worse - we don't accept that fact.
Many sales organizations and research firms that support marketing efforts have found through the utilization of "focus" groups ( your potential customers and / or existing customers - where they actually get responses from this group ) that almost every time there is a significant amount that claim that salespeople are poor listeners. Hard to believe ? Stop and think about the sales process and how you deal with it. Most salespeople have strong egos ( almost a necessity ) and self perception of being very good at thinking on their feet. The minute a customer or potential customer says something that triggers your internal dialogue and your desire to appear eager / responsive and knowledgeable - BAM - you stop listening and can't wait to make your point.
Another place I see it is when most salespeople ask a question of the customer - they end up answering for them because they can't stand silence long enough for the customer to express their thoughts ( it's the adrenalin pump ).
In addition, there is a prevalent fear among many salespeople that you should have an answer to everything a customer could possibly ask. Instead of repeating the question and even asking other questions to make sure there is a clear understanding.
Here's the real issue. One of the ways to build new relationships is to be a better listener. To show respect for the customer's thoughts. To have them answer more questions and build the relationship on a higher level of understanding. Customers have egos also and want to deal with someone who listens to them and thoroughly understands their concerns / needs.
None of this is likely to be a discussion you have never heard before. It's something I speak to all of the time and as been a "Perspective" before. But it bears repeating many times. Rate yourself and work on your listening skills. A good resource (again) is the "7 Powers of Questions" by Dorothy Leeds - read it - it's one of the best books I've ever read.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
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 !
Listening Skills ! On the basic one to ten rating system - ten being the best at listening. Where do you rate yourself ? Try asking your peers or support Team where they would rate you. Why is that so important ? Because most of us are poor listeners and what's worse - we don't accept that fact.
Many sales organizations and research firms that support marketing efforts have found through the utilization of "focus" groups ( your potential customers and / or existing customers - where they actually get responses from this group ) that almost every time there is a significant amount that claim that salespeople are poor listeners. Hard to believe ? Stop and think about the sales process and how you deal with it. Most salespeople have strong egos ( almost a necessity ) and self perception of being very good at thinking on their feet. The minute a customer or potential customer says something that triggers your internal dialogue and your desire to appear eager / responsive and knowledgeable - BAM - you stop listening and can't wait to make your point.
Another place I see it is when most salespeople ask a question of the customer - they end up answering for them because they can't stand silence long enough for the customer to express their thoughts ( it's the adrenalin pump ).
In addition, there is a prevalent fear among many salespeople that you should have an answer to everything a customer could possibly ask. Instead of repeating the question and even asking other questions to make sure there is a clear understanding.
Here's the real issue. One of the ways to build new relationships is to be a better listener. To show respect for the customer's thoughts. To have them answer more questions and build the relationship on a higher level of understanding. Customers have egos also and want to deal with someone who listens to them and thoroughly understands their concerns / needs.
None of this is likely to be a discussion you have never heard before. It's something I speak to all of the time and as been a "Perspective" before. But it bears repeating many times. Rate yourself and work on your listening skills. A good resource (again) is the "7 Powers of Questions" by Dorothy Leeds - read it - it's one of the best books I've ever read.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
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 !
Sunday, January 3, 2010
THE PARTY IS OVER - LET'S GET WITH IT !!
HAPPY NEW YEAR TO EACH AND EVERYONE OF YOU AND YOUR LOVED ONES !
Just in case you didn't realize it yet - 2010 is here and all the speculation about the economy, your direction, your quota, and related events is now yours to handle and make happen. Please review the results of my suggested self - evaluation ( didn't do it or forgot to do it ? - go to my blog and review my suggestion ) and make certain that you define exactly what you are going to do differently to enable a higher level of success this year.
The great challenge is that most professional sales positions allow you the opportunity to influence your income and self satisfaction beyond belief. Many of us forget that fact and fail to not only cherish it but take advantage of it. Your personal leadership of your efforts, your direction, your willingness to hold yourself accountable, in all facets of your sales endeavor will be the most significant influence of your income.
Let me give you an example of where I'm coming from: take one facet of your endeavors - networking. What type(s) of networking have you been doing ? How are they paying off ? Is it worth the time and effort ? Only you can tell - do you have specific facts to measure ? Do you realize how many people in sales waste time at various networking functions ( including web 2.0 & 3.0 ) and don't derive any benefit other than telling themselves ( and possibly their manager ) how hard they are working. What are you doing specifically at any of these networking opportunities ? What could you do differently to get more benefit ? What else could you be doing to proliferate your success other than what you are doing? Time is of the essence of your success - it flies by. Blink your eyes and the first quarter of this decade will be over.
Do yourself and the people who depend upon your success - be they loved ones or fellow workers and support people. Become more critical of how you spend your time, what you are doing differently, and how you separate yourself from competitors.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
Just in case you didn't realize it yet - 2010 is here and all the speculation about the economy, your direction, your quota, and related events is now yours to handle and make happen. Please review the results of my suggested self - evaluation ( didn't do it or forgot to do it ? - go to my blog and review my suggestion ) and make certain that you define exactly what you are going to do differently to enable a higher level of success this year.
The great challenge is that most professional sales positions allow you the opportunity to influence your income and self satisfaction beyond belief. Many of us forget that fact and fail to not only cherish it but take advantage of it. Your personal leadership of your efforts, your direction, your willingness to hold yourself accountable, in all facets of your sales endeavor will be the most significant influence of your income.
Let me give you an example of where I'm coming from: take one facet of your endeavors - networking. What type(s) of networking have you been doing ? How are they paying off ? Is it worth the time and effort ? Only you can tell - do you have specific facts to measure ? Do you realize how many people in sales waste time at various networking functions ( including web 2.0 & 3.0 ) and don't derive any benefit other than telling themselves ( and possibly their manager ) how hard they are working. What are you doing specifically at any of these networking opportunities ? What could you do differently to get more benefit ? What else could you be doing to proliferate your success other than what you are doing? Time is of the essence of your success - it flies by. Blink your eyes and the first quarter of this decade will be over.
Do yourself and the people who depend upon your success - be they loved ones or fellow workers and support people. Become more critical of how you spend your time, what you are doing differently, and how you separate yourself from competitors.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.
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