24 Weeks

Hi there!

Last week I had (as one of my key mentor’s Art Radtke always put it) a BFO:  Blinding Flash of the Obvious.

My BFO was this:  Most sales people think they are asking questions when they are actually making statements.

How is that Mike, you say?

Example 1:  You want the client to agree to a meeting this week in which you pitch your product.

“Ray, I would love to have a meeting with you this week to sit down and talk to you about my widget!”

That, while I am sure is being uttered on a regular basis by people thinking they are asking a question, is actually a statement.  You would LOVE to have that meeting, BUT, you aren’t asking him to agree to meeting with you.

How you should do it:

“Ray, will you meet with my on either Wednesday or Thursday afternoon at your office?”

That is a question. 

I think (know) the reason we make the statments is because of our inner poultry (chicken).  We are trying to float something we would really, really, really like to have happen in front of our prospect in the hopes that they will bite and take some of the risk away from us asking directly.

This is crazy talk.  Serious business people will appreciate a polite and direct request.  It allows them to say yes or no and moves you to either scheduling the appointment, or, discovering and then overcoming the objection that was just out there waiting.

Time management is so very important to us as sales people and we are wasting time like crazy in our communication.  Be polite, be insightful, be considerate and most of all…be direct!

Ask for what you want, the way you want it as directly and succinctly as possible and watch your sales results skyrocket!

Peace,

Mike

I want to spotlight one of my favorite sales blogs today for my readers:  Dave Stein Sales Blog.  Whatever you do, make sure you read his entry today (http://davesteinsblog.wordpress.com/2008/05/21/sales-training-box/).  This entry clearly illustrates the problems with creating performance in sales organizations in today’s corporate culture.

What is especially relevant for those of us that work on the small business level is the last part of his post, in which he details what ANY company must do before conducting/hiring sales training:

1. Define your requirements and find a company that can meet them.
2. Redeploy and replace any sales person that isn’t suited to the job.
3. Have a selling methodology in place before you train.
4. Install a solid coaching process.
5. Measure the results of everything you do that impacts sales performance

I couldn’t agree more and so should any company that really wants to excel. 

Finally, as Rick Ruby from The Core says:  “Stop talking about sales and start making them!”

Peace,

Mike

Just a quick one…

Make your calls!  I was listening to a Rick Ruby cd from his Core program and I have to tell you it is the best cd I have ever listened to.

To make it short:  Rick is running a million dollar business and is still making sales calls every day!

So, the lesson is this, make your calls.  You know that if you do success will follow.

Don’t talk sales…do sales!

Mike

How do you buy?

Interesting question for a sales person or manager, eh?  Let me ask you the question another way:  Do you ever whine when your customer’s ask you for a better price, or, for you to defend why you are charging the price you quoted them?!?

I bet most of you do…

Well, if you complain about that let’s examine how you buy?

Do you buy based on value (as you would prefer your clients to buy from you on)?  Or, do you nickle and dime your vendor’s for every cent?

If you do I am going to call you what you are:  Hypocrite

I am always amazed at how seemingly intelligent and professional salespeople/owners operate when they buy from other salespeople.  If you want to have people buy from you on value then you darn sure better buy on value.  If you don’t want people to challenge the price you offer…you might want to consider operating the same way.

It isn’t wrong to buy based on price…just don’t be a hypocrite and complain when you get the same treatment.  If that hurts…change your behavior one way or the other.  Have some integrity, don’t be a hypocrite and you will actually generate more respect from your vendor’s, clients and community.  If you are on the price side of things you will, by being consistent, build a reputation as a hard bargainer and some people will have tremendous respect for you.  You will, however, not generate much long term ROI from your efforts because of the effort required to buy/sell from/to you.

Ohhh, if you do buy on value and want to sell that way…welcome to creating massive ROI from your investment in the people you buy from and the people you sell too.  By having integrity, on both sides of the sales process, you will build a reputation based upon valuing both the product and the salesperson/company behind it.  Over the days, months and years to come you will be rewarded by legions of loyal customers for your efforts to promote value from all angles and for your integrity.

 Peace,

Mike

I highly recommend Dave Stein’s sales blog http://davesteinsblog.wordpress.com/.  He is a high level sales coach and trainer that has some very useful information for anyone that needs to increase and maintain sales.

On a different note, have you cared for another business person today?  I cannot stress enough how critical to your own performance caring for other business people is.

For example, do you have key business relationships that you rely upon for information and business?  If not, go make some friends.  If yes, do you know how the economy is affecting them?  I learned that one of the business owners that I respect the most actually lost 75% of their business three weeks ago! 

I was shocked and scared because this is a very saavy business person that I look up to and often assume is always doing great.  By the way, the business is back up and running (I am so thankful for that!!) and they are looking to grow more.

I was ashamed to realize that I had just assumed that everything was okey dokey and I am recomitting myself to keeping tabs on my key business relationships. 

The lesson is this…if your friends fall…you might as well.  If your friends survive and thrive, there is a very good chance they will be there when you need them.  This works in your personal life and your business life (hint:  they should be the same!).

So, how does this help you sell more.  Simple:  you learn to ask tough questions and to really listen.  It isn’t easy to ask a friend if they are doing ok or not and insist that they tell you the real deal (I almost advocate you making them prove to you they are doing good), but, if you can do that…you can most certainly ask a prospect with conviction what their real needs are and listen with conviction.

Anyways, go care for someone and then watch the sales go up up up!

Peace,

Mike

I got an email from Harley Davidson this morning and in it was an awesome rallying cry:

 Over the last 105 years in the saddle, we’ve seen conflicts, recession, resistance, and revolutions. But every time, this country has come out stronger than before. Because chrome and asphalt put distance between you and whatever the world can throw at you. If 105 years have proved one thing, it’s that fear sucks and it doesn’t last long.

This rallying cry from an American corporation has some good stuff for all of us in sales to remember.  There will always be challenges that face us and the biggest one is fear.  I love how they put it:  Fear sucks and it doesn’t last long. 

So true.  Keep that in your mind if you are being affected by the economy.  Fix your hopes on the new day and work harder today!

Keep selling,

Mike

Carpe Diem - Seize the day!

Whether it be a few sales calls in between appointments, or, getting away to fish the morning hatch on a beautiful trout streat, seize the day.

Don’t let time slip through your fingers anymore as you do not know the number of your days.  If you are working, work passionately and unceasingly.  If you are resting…make sure you rest!

If you are with your family…BE with them (not the TV…somewhat self directed in that comment).  If you are playing….PLAY!

If you are worshipping….then make sure you WORSHIP!

Life is finite and so are we…embrace that and LIVE!

Peace,

Mike

Warning:  Rant incoming!

Why do we call it Sales and Marketing?  It boggles my mind!  Marketing is a COMPONENT of a good sales process.  Why do we offer degrees in a COMPONENT of the Sales process (marketing) and we don’t offer (show me one and I will rejoice!) degrees in the overall process?!?

I want to spell it out for you all right here:  Sales has multiple steps, which can be called components, of which Marketing is one.  I like to call Marketing the ‘contact’ component of the Sales process.

Marketing, don’t get me wrong here, is vital to good results in sales.  Think of it this way…what is the purpose of marketing?!?  To create sales!(whether you are pitching a product, service, politician or idea).  Why would we name a process after one of its components? 

Why tell you all this?  Because how you define your world defines you and the results of your efforts.  If you have inconsistent or illogical thought processes…you will have inconsistent and illogical results.  Success in sales is a factor of discipline and one of the ways to show your discipline is in how you communicate (ie define the terms you use).

There should be no disagreeing between the Marketing department and the Sales department in any company (or entrepreneur).  The Marketing department should work FOR the Sales Department!  Focus on the sales you wish to create and then adjust your marketing so that you are getting the right ‘contact’ for the ‘contract’ you wish to receive.

Rant off!

Seriously, why don’t we have Sales Degrees? 

Peace,

Mike

Today we start a series on developing business (and personal) relationships that produce results!

In my coaching and training business we use the following acronym to help our clients visualize the relationship devleopment process:  CPR

C=Cultivate, P=Plant and R=Reap

Today we are going to focus on Cultivating Relationships.  First, let’s understand why we cultivate before we plant. 

We cultivate first to ensure the best possible environment for planting.  Here is a quick look at the process of cultivation:

1.  Evaluate potential planting sites to discern which has the best prospects for harvest.

2.  Remove obstacles and threats such as rocks, thorns, weeds and other physical impediments.

3.  Add fertilizer and topsoil to ensure adequate depth of soil for planting.

4.  Ensure that their is adequate supply of water in the area, either naturally occurring or by providing an irrigation system.

5.  Plow the soil to prepare it to best receive the seed.

Whenever I think of culitivating relationships I think of the Parable of the Sower from the Bible.  While describing for us the hazards that face those who hear the Truth, Jesus also shows us exactly what to be aware of when developing relationships.  As always, His perfect wisdom is ‘fit for instruction.’

Please take these eternal principles to heart and ‘walk the talk’ on relationships in your life by seeking to perform CPR whenever you are given the chance.  Perhaps, if we practice this ‘cpr’ first we won’t have to use the convential form later.

 Peace,

 Mike

Howdy all!

I am more convinced all the time that one of the key areas that ALL salespeople need to work on is their value statements.  You know, you regular readers out there, that all professional salespeople have to have at least two value statements that address the following two questions:

1.  Why should I meet with you?

2.  Why should I buy from you?

Well, in my coaching practice we spend a ton of time with clients developing, customizing and critiquing value statements (surprised?!?).  I, in the interests of saving you time, am going to give you a simple guide to constructing them.   Here goes:

Every value statement uttered by a salesperson should contain the following elements:

 1.  A fact that can be proved.  For example, one of my clients represents AFLAC and here is a fact component of his value statement: 

“In a Harvard study on the relationships between medical expenses and bankruptcy, the average out of pocket cost for cancer patients surveyed was $35,878.” 

There is no denying that when one is presenting a cancer policy to a consumer that the above fact will resonate and move them forward in the buying process. 

2.  A ROI/benefit statement geared toward what the customer will experience from using the product/service that is as directly related to the fact as possible.

3.  Enthusiasm - If you aren’t passionate why should your buyer be?  Dale Carnegie Training is where I truly learned how to start using enthusiasm to accomplish far more than I used to in business while still remaining authentic to myself.

I hope this is of benefit to all of you out there in cyberspace.  I don’t feel like I am giving away the farm here because you still have to implement this in your own business!

Here is to your success!

Peace,

Mike