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)
Monday, May 31, 2010
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
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