As of the end of December 2007 I'll be on assignment and won't be writing at CloseMoreSalesBlog.com.
For more information you can contact me at tomk@closemoresales.com
TK
Monday, December 31, 2007
Monday, November 05, 2007
Laws of Success for Sales Professionals
There are fundamental laws that if consistently followed will lead to sales success in any industry. Conversely, these same laws cannot be subverted over long periods of time without serious consequences.
Here are three important laws of success for sales professionals:
1. The Law of Attraction - Simply put, this law says that you are, and will become, that which you think about most of the time. The dominant thoughts in your mind will ultimately express themselves in your words and actions. Think negative and you'll soon be talking negative. Talk negative and you'll act negative and attract other negative people. Soon you'll be surrounded and ultimately consumed by the worst in you, the worst in others and the worst about your industry and the company you work for.
Do the exact opposite and you'll soon be surrounded by success. This is such a basic concept and easy to do, but what's easy to do is also easy not to do! Too many people are looking for complex solutions when the simplest adjustments in their thinking can make the most dramatic changes in their production.
2. The Law of the Harvest - This law outlines the key relationship between activity and productivity, you reap what you sow. Quality effort applied to activities such as prospecting and follow up will lead to new business.
Engaging in "planting" activities such as planning and training keep you focused on positive thoughts. You reap what you sow; therefore, take the time to plan your production and what you want your business to look like in 2008. Then do the daily disciplines necessary to achieve the results you want.
3. The Law of Reciprocation - This is the key law to all lasting long-term relationships. Giving without expectation of immediate return. The law states that when you give to others they feel inclined to give back.
In today's economy, all selling is relationship selling! You must be building relationships with quality referral partners and you must be nurturing your database. Failure to do so will result in serious production loss. What goes around will come around - that is the essence of the law of reciprocation.
There are dozens of other laws that apply to business, but these three are critical for sales professionals. Follow these laws now - and you'll have more success in the future!
TK
Here are three important laws of success for sales professionals:
1. The Law of Attraction - Simply put, this law says that you are, and will become, that which you think about most of the time. The dominant thoughts in your mind will ultimately express themselves in your words and actions. Think negative and you'll soon be talking negative. Talk negative and you'll act negative and attract other negative people. Soon you'll be surrounded and ultimately consumed by the worst in you, the worst in others and the worst about your industry and the company you work for.
Do the exact opposite and you'll soon be surrounded by success. This is such a basic concept and easy to do, but what's easy to do is also easy not to do! Too many people are looking for complex solutions when the simplest adjustments in their thinking can make the most dramatic changes in their production.
2. The Law of the Harvest - This law outlines the key relationship between activity and productivity, you reap what you sow. Quality effort applied to activities such as prospecting and follow up will lead to new business.
Engaging in "planting" activities such as planning and training keep you focused on positive thoughts. You reap what you sow; therefore, take the time to plan your production and what you want your business to look like in 2008. Then do the daily disciplines necessary to achieve the results you want.
3. The Law of Reciprocation - This is the key law to all lasting long-term relationships. Giving without expectation of immediate return. The law states that when you give to others they feel inclined to give back.
In today's economy, all selling is relationship selling! You must be building relationships with quality referral partners and you must be nurturing your database. Failure to do so will result in serious production loss. What goes around will come around - that is the essence of the law of reciprocation.
There are dozens of other laws that apply to business, but these three are critical for sales professionals. Follow these laws now - and you'll have more success in the future!
TK
Saturday, September 22, 2007
Bad Referrals Don't Exist
Last week I was at a meeting and heard someone say “there are no bad referrals,” and following that state ment he then said “I’d work a referral from anyone.” I love that perspective and it’s how we all start our careers in sales.
However it doesn’t take long for us to lose that “I’ll talk to anyone” perspective and embrace the “that lead sucks” program. Professional salespeople should be operating at a higher level and embrace the “there are no bad referrals” perspective.
I suggest we subscribe to three obvious networking principles… I call them Obvious 1, Obvious 2 and Obvious 3.
Obvious 1. “We Network to Serve First and Make Money Second” – This is so basic and here's how Zig Ziglar put it long ago… “You can have everything in life you want if you will just help enough other people get what they want...” So if that’s the case then:
Obvious 2. “There must be Multiple Objectives in Networking” – I shared this concept a few months back. Think about it… even if you want to help people first and make money second, you’ll still be rejected more often than accepted unless you have multiple objectives when prospecting. Here’s the top three I teach: A. Secure business. B. Secure permission to market. C. Create a professional and positive experience. These two impressions (professional and positive), are not created as often as they should be… Which is sad because:
Obvious 3. “Most Business comes after the First Introduction” – A good friend of mine is a pest control professional. He loves it, and after a year or two of building his business, he now turns business away. He loves telling me that – and he’s also mentioned that many of the people he works with now told him “no thanks” earlier. You never know when a past referral will call and need help. Just because you don’t get business from an introduction today, doesn’t mean you won’t get a call tomorrow.
TK
However it doesn’t take long for us to lose that “I’ll talk to anyone” perspective and embrace the “that lead sucks” program. Professional salespeople should be operating at a higher level and embrace the “there are no bad referrals” perspective.
I suggest we subscribe to three obvious networking principles… I call them Obvious 1, Obvious 2 and Obvious 3.
Obvious 1. “We Network to Serve First and Make Money Second” – This is so basic and here's how Zig Ziglar put it long ago… “You can have everything in life you want if you will just help enough other people get what they want...” So if that’s the case then:
Obvious 2. “There must be Multiple Objectives in Networking” – I shared this concept a few months back. Think about it… even if you want to help people first and make money second, you’ll still be rejected more often than accepted unless you have multiple objectives when prospecting. Here’s the top three I teach: A. Secure business. B. Secure permission to market. C. Create a professional and positive experience. These two impressions (professional and positive), are not created as often as they should be… Which is sad because:
Obvious 3. “Most Business comes after the First Introduction” – A good friend of mine is a pest control professional. He loves it, and after a year or two of building his business, he now turns business away. He loves telling me that – and he’s also mentioned that many of the people he works with now told him “no thanks” earlier. You never know when a past referral will call and need help. Just because you don’t get business from an introduction today, doesn’t mean you won’t get a call tomorrow.
TK
Friday, September 21, 2007
Multitasking for Sales People
I don’t recall the first time I heard the word, or of the concept, but multitasking is the topic of today’s post. Multitasking is the concept that has made disciplined people “production machines” and normal people “hit or miss” in their performance.
The moment pagers began leaving an instant text message along with a phone number multitasking has been a blessing and a curse for sales people. Spinning our wheels with multiple pieces of technology suddenly became an acceptable endeavor if we simply said “I’m multitasking.”
According to an article in the Arizona Republic, writers Christia Gibbons and Andrew Johnson “Whether it’s text messaging during a meeting, emailing while writing a report or calling from the car, recent studies have shown that multitasking can lead to a loss of focus and a decline in work quality.” It makes total sense to me. If your mind is focused on one thing then the ability of that same mind to focus on something else is diminished.
Should we be able to skillfully use different forms of technology? Of course. Should we be expected to compose an email, talk with a client on the phone and text our spouse back that Chili’s is a great place to meet for lunch, all at the same time? Nope.
Here’s some advice from someone who multitasks when needed but knows when too much is too much:
1. Never do anything with a mobile device when talking face to face with a client unless you are both waiting for a call, email, text message.
2. Don’t surf the Internet when you’re on a call with a client unless you are reviewing something that pertains to the call. Just don’t do it. Go to your desktop and stare at a blank screen.
3. Don’t text and drive. This is crazy and just became a primary moving violation offense in Arizona.
4. Be very careful when driving and talking. When you’re supposed to be driving – drive. Try taking a call then saying this to your client “hey this call is so important and I’m driving. Let me pull over and I’ll call you right back.” Then do it. You look good and deliver on a small little promise too.
5. Work in “day-tight compartments.” In other words when you launch a project, large or small, don’t start doing something else until that project is done. Need to write a letter? Don’t take a call until it’s done. Need to make an important call? Don’t check and respond to email until you’re off the call.
6. Turn off the automatic send and receive on your email. Check when you’re free. What if the mailman brought your mail throughout the day one piece at a time… would you run to the mail box every time he threw a letter in the box? No, you’d wait until he was done delivering the mail. If you’re expecting an important message, hit the send and receive message until you get it.
These are only a few ideas. Be careful out there, the world of technology really is a blessing and a curse. Make sure you’re on the right end of the dilemma.
TK
The moment pagers began leaving an instant text message along with a phone number multitasking has been a blessing and a curse for sales people. Spinning our wheels with multiple pieces of technology suddenly became an acceptable endeavor if we simply said “I’m multitasking.”
According to an article in the Arizona Republic, writers Christia Gibbons and Andrew Johnson “Whether it’s text messaging during a meeting, emailing while writing a report or calling from the car, recent studies have shown that multitasking can lead to a loss of focus and a decline in work quality.” It makes total sense to me. If your mind is focused on one thing then the ability of that same mind to focus on something else is diminished.
Should we be able to skillfully use different forms of technology? Of course. Should we be expected to compose an email, talk with a client on the phone and text our spouse back that Chili’s is a great place to meet for lunch, all at the same time? Nope.
Here’s some advice from someone who multitasks when needed but knows when too much is too much:
1. Never do anything with a mobile device when talking face to face with a client unless you are both waiting for a call, email, text message.
2. Don’t surf the Internet when you’re on a call with a client unless you are reviewing something that pertains to the call. Just don’t do it. Go to your desktop and stare at a blank screen.
3. Don’t text and drive. This is crazy and just became a primary moving violation offense in Arizona.
4. Be very careful when driving and talking. When you’re supposed to be driving – drive. Try taking a call then saying this to your client “hey this call is so important and I’m driving. Let me pull over and I’ll call you right back.” Then do it. You look good and deliver on a small little promise too.
5. Work in “day-tight compartments.” In other words when you launch a project, large or small, don’t start doing something else until that project is done. Need to write a letter? Don’t take a call until it’s done. Need to make an important call? Don’t check and respond to email until you’re off the call.
6. Turn off the automatic send and receive on your email. Check when you’re free. What if the mailman brought your mail throughout the day one piece at a time… would you run to the mail box every time he threw a letter in the box? No, you’d wait until he was done delivering the mail. If you’re expecting an important message, hit the send and receive message until you get it.
These are only a few ideas. Be careful out there, the world of technology really is a blessing and a curse. Make sure you’re on the right end of the dilemma.
TK
Saturday, September 15, 2007
The Plateau Principle Revisited
I wrote this article a few years ago and after reviewing some old posts I wanted to throw it up again... it still makes so much sense. Here it is:
A few years ago I was helping one of my sales people work through a decision they were making regarding leaving our group. It was tough – they were one of our top producers and were liked by a number of their peers.
After reviewing consecutive years of earnings in which each year was easily a six figure income, I came to the conclusion that the challenge surely wasn’t money or the relationship we had between us. To complicate matters, they couldn’t express the reason why they really wanted to make a move (because it didn’t make logical sense), and I had to dig really deep to find an answer.
After some serious thought and the ultimate reality that we were going to lose this individual, I came up with the following description of what was happening from a business perspective and called it “The Plateau Principle.” Check it out:
“In any organization (business, sports etc.), an individual may ultimately reach a high level of achievement in which they can rise no further and thus they have reached their plateau. Unless the individual leaves their current environment (company, team etc.) and finds another organization to demonstrate their abilities and utilize their skills… they will soon digress in performance and attitude.”
What Leads to Plateau:
1. A real need on the part of the individual for something fresh and new.
2. Challenges with management that strain relationships to the point that severing the relationship is imminent.
3. The individual believes that their current opportunity is not attractive or is less than they deserve based on their perceived value of themselves.
4. The individual has risen to a higher level of responsibility but finds that they are incompetent to consistently perform at previous level of success. The resulting frustration can serve as a catalyst for any of the above three factors.
How to Prevent Plateau:
1. Provide opportunities for employees to try new lateral roles within the organization.
2. Cultivate an atmosphere of respect that allows employees to understand their role and management’s role within the organization.
3. Keep employees perceptions in line with reality.
4. Don’t give away opportunities and autonomy… make employees earn them over appropriate periods of time – no shortcuts.
I hope this helps the next time you have an opportunity to coach one of your sales people work through this very real issue.
TK
A few years ago I was helping one of my sales people work through a decision they were making regarding leaving our group. It was tough – they were one of our top producers and were liked by a number of their peers.
After reviewing consecutive years of earnings in which each year was easily a six figure income, I came to the conclusion that the challenge surely wasn’t money or the relationship we had between us. To complicate matters, they couldn’t express the reason why they really wanted to make a move (because it didn’t make logical sense), and I had to dig really deep to find an answer.
After some serious thought and the ultimate reality that we were going to lose this individual, I came up with the following description of what was happening from a business perspective and called it “The Plateau Principle.” Check it out:
“In any organization (business, sports etc.), an individual may ultimately reach a high level of achievement in which they can rise no further and thus they have reached their plateau. Unless the individual leaves their current environment (company, team etc.) and finds another organization to demonstrate their abilities and utilize their skills… they will soon digress in performance and attitude.”
What Leads to Plateau:
1. A real need on the part of the individual for something fresh and new.
2. Challenges with management that strain relationships to the point that severing the relationship is imminent.
3. The individual believes that their current opportunity is not attractive or is less than they deserve based on their perceived value of themselves.
4. The individual has risen to a higher level of responsibility but finds that they are incompetent to consistently perform at previous level of success. The resulting frustration can serve as a catalyst for any of the above three factors.
How to Prevent Plateau:
1. Provide opportunities for employees to try new lateral roles within the organization.
2. Cultivate an atmosphere of respect that allows employees to understand their role and management’s role within the organization.
3. Keep employees perceptions in line with reality.
4. Don’t give away opportunities and autonomy… make employees earn them over appropriate periods of time – no shortcuts.
I hope this helps the next time you have an opportunity to coach one of your sales people work through this very real issue.
TK
Wednesday, July 11, 2007
Never Get Rejected Again
Getting rejected is part of every sales position and every sales professional has to go through it - there is no way around it; however, it doesn’t have to be something you live with forever… in fact, I have the formula for never being rejected again.
Rejection is a mental response or “the state of being rejected.” Are you going to get what you want everyday working in the sales profession? Nope. In fact most of the time you’ll hear “no” more than “yes” and “I’m happy with who we’re using now” more than “I’d love to start working with you today.”
So why don’t all sales people feel depressed? Well many do… and some have thick skin, some don’t really care about their careers and others just don’t take rejection personally – but most of us do – or we certainly don’t like it.
What’s the formula? Have Multiple Objectives.
In every aspect of the sales process have multiple objectives to gauge success. This primarily relates to prospecting and presenting. For example, let’s say you’ve been networking your business and you receive a referral into an account you would love to do business with…
You schedule an appointment and finally have the opportunity to sit face to face with the decision maker. After 30 minutes of what you think is a really good conversation, the most dreaded string of words ever put together is unleashed on you “let me think about it and get back to you.”
After doing your best to move past this “stall” nothing changes and your time is up. You walk out without any concrete decision and you feel ______ ______. (You insert the two words)
Now watch this, same scenario, but you go into the meeting with multiple objectives:
1) Secure new business
2) Secure permission to market to the decision maker
3) Create a positive impression of yourself and your company
Since number three is something you have total control of, no matter how the appointment goes, you cannot be rejected.
This works great when cold calling. My multiple objectives when cold calling are:
1) Secure an appointment
2) Secure contact information and permission to market
3) Always leave a professional impression of myself and my company
Referrals are also fantastic secondary and tertiary objectives. I may not be in need of your product or service at the moment you approach me, but if you ask, I may know of someone else who is and is ready to make a decision now.
Always have the objective of being professional and positive in your selling interactions. It’s no secret that most human beings in this country have negative impressions of sales people. By exuding “positive professionalism” in all situations you’ll do more for your future opportunities and the selling industry than you can imagine.
I know this is a very basic principle… most brilliant concepts are pretty simple once they are practiced consistently. Have multiple objectives and eliminate rejection from your selling career!
TK
Rejection is a mental response or “the state of being rejected.” Are you going to get what you want everyday working in the sales profession? Nope. In fact most of the time you’ll hear “no” more than “yes” and “I’m happy with who we’re using now” more than “I’d love to start working with you today.”
So why don’t all sales people feel depressed? Well many do… and some have thick skin, some don’t really care about their careers and others just don’t take rejection personally – but most of us do – or we certainly don’t like it.
What’s the formula? Have Multiple Objectives.
In every aspect of the sales process have multiple objectives to gauge success. This primarily relates to prospecting and presenting. For example, let’s say you’ve been networking your business and you receive a referral into an account you would love to do business with…
You schedule an appointment and finally have the opportunity to sit face to face with the decision maker. After 30 minutes of what you think is a really good conversation, the most dreaded string of words ever put together is unleashed on you “let me think about it and get back to you.”
After doing your best to move past this “stall” nothing changes and your time is up. You walk out without any concrete decision and you feel ______ ______. (You insert the two words)
Now watch this, same scenario, but you go into the meeting with multiple objectives:
1) Secure new business
2) Secure permission to market to the decision maker
3) Create a positive impression of yourself and your company
Since number three is something you have total control of, no matter how the appointment goes, you cannot be rejected.
This works great when cold calling. My multiple objectives when cold calling are:
1) Secure an appointment
2) Secure contact information and permission to market
3) Always leave a professional impression of myself and my company
Referrals are also fantastic secondary and tertiary objectives. I may not be in need of your product or service at the moment you approach me, but if you ask, I may know of someone else who is and is ready to make a decision now.
Always have the objective of being professional and positive in your selling interactions. It’s no secret that most human beings in this country have negative impressions of sales people. By exuding “positive professionalism” in all situations you’ll do more for your future opportunities and the selling industry than you can imagine.
I know this is a very basic principle… most brilliant concepts are pretty simple once they are practiced consistently. Have multiple objectives and eliminate rejection from your selling career!
TK
Friday, June 22, 2007
It Takes More Than Capital to be Successful
Starting a new business is a challenging endeavor. The Small Business Administration lists lack of sufficient capital as one of the main reasons small businesses fail.
Well everyone in the selling profession is essentially running their own small business where the company they work for actually puts up the equivelent capital needed to sell. So why do some salespeople only squeek out a living? The answer is in the following article by Jim Rohn.
NINE THINGS MORE IMPORTANT THAN CAPITAL by Jim Rohn
When starting any enterprise or business, whether it is full-time or part-time, we all know the value of having plenty of capital (money). But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes. How you may ask?
Well, I believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success. Let me give you the list.
1. Time
Time is more valuable than capital. The time you set aside not to be wasted, not to be given away. Time you set aside to be invested in an enterprise that brings value to the marketplace with the hope of making a profit. Now we have capital time.
How valuable is time? Time properly invested is worth a fortune. Time wasted can be devastation. Time invested can perform miracles, so you invest your time.
2. Desperation
I have a friend Lydia, whose first major investment in her new enterprise was desperation. She said, "My kids are hungry, I gotta make this work. If this doesn't work, what will I do?" So she invested $1 in her enterprise selling a product she believed in. The $1 was to buy a few fliers so she could make a sale at retail, collect the money and then buy the product wholesale to deliver back to the customer.
My friend Bill Bailey went to Chicago as a teenager after he got out of high school. And the first job he got was as a night janitor. Someone said, "Bill, why would you settle for night janitor?" He said, "Malnutrition." You work at whatever you can possibly get when you get hungry. You go to work somewhere -- night janitor, it doesn't matter where it is. Years later, now Bill is a recipient of the Horatio Alger award, rich and powerful and one of the great examples of lifestyle that I know. But, his first job – night janitor. Desperation can be a powerful incentive. When you say - I must.
3. Determination
Determination says I will. First Lydia said, "I must find a customer." Desperation. Second, she said, "I will find someone before this first day is over." Sure enough, she found someone. She said, "If it works once, it will work again." But then the next person said, "No." Now what must you invest?
4. Courage
Courage is more valuable than capital. If you've only got $1 and a lot of courage, I'm telling you, you've got a good future ahead of you. Courage in spite of the circumstances. Humans can do the most incredible things no matter what happens. Haven't we heard the stories? There are some recent ones from Kosovo that are some of the most classic, unbelievable stories of being in the depths of hell and finally making it out. It's humans. You can't sell humans short. Courage in spite of, not because of, but in spite of. Now once Lydia has made 3 or 4 sales and gotten going, here's what now takes over.
5. Ambition
"Wow! If I can sell 3, I can sell 33. If I can sell 33, I can sell 103." Wow. Lydia is now dazzled by her own dreams of the future.
6. Faith
Now she begins to believe she's got a good product. This is probably a good company. And she then starts to believe in herself. Lydia, single mother, 2 kids, no job. "My gosh, I'm going to pull it off!" Her self-esteem starts to soar. These are investments that are unmatched. Money can't touch it. What if you had a million dollars and no faith? You'd be poor. You wouldn't be rich. Now here is the next one, the reason why she's a millionaire today.
7. Ingenuity
Putting your brains to work. Probably up until now, you've put about 1/10 of your brainpower to work. What if you employed the other 9/10? You can't believe what can happen. Humans can come up with the most intriguing things to do. Ingenuity. What's ingenuity worth? A fortune. It is more valuable than money. All you need is a $1 and plenty of ingenuity. Figuring out a way to make it work, make it work, make it work.
8. Heart and Soul
What is a substitute for heart and soul? It's not money. Money can't buy heart and soul. Heart and soul is more valuable than a million dollars. A million dollars without heart and soul, you have no life. You are ineffective. But, heart and soul is like the unseen magic that moves people, moves people to buy, moves people to make decisions, moves people to act, moves people to respond.
9. Personality
You've just got to spruce up and sharpen up your own personality. You've got plenty of personality. Just get it developed to where it is effective every day, it's effective no matter who you talk to - whether it is a child or whether it is a business person - whether it is a rich person or a poor person. A unique personality that is at home anywhere.
My mentor Bill Bailey taught me, "You've got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator's guest." Move with ease whether it is with the rich or whether it is with the poor.
And it makes no difference to you who is rich or who is poor. A chance to have a unique relationship with whomever. The kind of personality that's comfortable. The kind of personality that's not bent out of shape.
And lastly, let's not forget charisma and sophistication. Charisma with a touch of humility. This entire list is more valuable than money. With one dollar and the list I just gave you, the world is yours. It belongs to you, whatever piece of it you desire whatever development you wish for your life. I've given you the secret. Capital. The kind of capital that is more valuable than money and that can secure your future and fortune. Remember that you lack not the resources.
Incredible. Thank you Jim!
TK
This article was submitted by Jim Rohn, America's Foremost Business Philosopher. To subscribe to the Free Jim Rohn Weekly E-zine go to www.jimrohn.com or send a blank email to subscribe@jimrohn.com
Well everyone in the selling profession is essentially running their own small business where the company they work for actually puts up the equivelent capital needed to sell. So why do some salespeople only squeek out a living? The answer is in the following article by Jim Rohn.
NINE THINGS MORE IMPORTANT THAN CAPITAL by Jim Rohn
When starting any enterprise or business, whether it is full-time or part-time, we all know the value of having plenty of capital (money). But I bet we both know or at least have heard of people who started with no capital who went on to make fortunes. How you may ask?
Well, I believe there are actually some things that are more valuable than capital that can lead to your entrepreneurial success. Let me give you the list.
1. Time
Time is more valuable than capital. The time you set aside not to be wasted, not to be given away. Time you set aside to be invested in an enterprise that brings value to the marketplace with the hope of making a profit. Now we have capital time.
How valuable is time? Time properly invested is worth a fortune. Time wasted can be devastation. Time invested can perform miracles, so you invest your time.
2. Desperation
I have a friend Lydia, whose first major investment in her new enterprise was desperation. She said, "My kids are hungry, I gotta make this work. If this doesn't work, what will I do?" So she invested $1 in her enterprise selling a product she believed in. The $1 was to buy a few fliers so she could make a sale at retail, collect the money and then buy the product wholesale to deliver back to the customer.
My friend Bill Bailey went to Chicago as a teenager after he got out of high school. And the first job he got was as a night janitor. Someone said, "Bill, why would you settle for night janitor?" He said, "Malnutrition." You work at whatever you can possibly get when you get hungry. You go to work somewhere -- night janitor, it doesn't matter where it is. Years later, now Bill is a recipient of the Horatio Alger award, rich and powerful and one of the great examples of lifestyle that I know. But, his first job – night janitor. Desperation can be a powerful incentive. When you say - I must.
3. Determination
Determination says I will. First Lydia said, "I must find a customer." Desperation. Second, she said, "I will find someone before this first day is over." Sure enough, she found someone. She said, "If it works once, it will work again." But then the next person said, "No." Now what must you invest?
4. Courage
Courage is more valuable than capital. If you've only got $1 and a lot of courage, I'm telling you, you've got a good future ahead of you. Courage in spite of the circumstances. Humans can do the most incredible things no matter what happens. Haven't we heard the stories? There are some recent ones from Kosovo that are some of the most classic, unbelievable stories of being in the depths of hell and finally making it out. It's humans. You can't sell humans short. Courage in spite of, not because of, but in spite of. Now once Lydia has made 3 or 4 sales and gotten going, here's what now takes over.
5. Ambition
"Wow! If I can sell 3, I can sell 33. If I can sell 33, I can sell 103." Wow. Lydia is now dazzled by her own dreams of the future.
6. Faith
Now she begins to believe she's got a good product. This is probably a good company. And she then starts to believe in herself. Lydia, single mother, 2 kids, no job. "My gosh, I'm going to pull it off!" Her self-esteem starts to soar. These are investments that are unmatched. Money can't touch it. What if you had a million dollars and no faith? You'd be poor. You wouldn't be rich. Now here is the next one, the reason why she's a millionaire today.
7. Ingenuity
Putting your brains to work. Probably up until now, you've put about 1/10 of your brainpower to work. What if you employed the other 9/10? You can't believe what can happen. Humans can come up with the most intriguing things to do. Ingenuity. What's ingenuity worth? A fortune. It is more valuable than money. All you need is a $1 and plenty of ingenuity. Figuring out a way to make it work, make it work, make it work.
8. Heart and Soul
What is a substitute for heart and soul? It's not money. Money can't buy heart and soul. Heart and soul is more valuable than a million dollars. A million dollars without heart and soul, you have no life. You are ineffective. But, heart and soul is like the unseen magic that moves people, moves people to buy, moves people to make decisions, moves people to act, moves people to respond.
9. Personality
You've just got to spruce up and sharpen up your own personality. You've got plenty of personality. Just get it developed to where it is effective every day, it's effective no matter who you talk to - whether it is a child or whether it is a business person - whether it is a rich person or a poor person. A unique personality that is at home anywhere.
My mentor Bill Bailey taught me, "You've got to learn to be just as comfortable, Mr. Rohn, whether it is in a little shack in Kentucky having a beer and watching the fights with Winfred, my old friend or in a Georgian mansion in Washington, DC as the Senator's guest." Move with ease whether it is with the rich or whether it is with the poor.
And it makes no difference to you who is rich or who is poor. A chance to have a unique relationship with whomever. The kind of personality that's comfortable. The kind of personality that's not bent out of shape.
And lastly, let's not forget charisma and sophistication. Charisma with a touch of humility. This entire list is more valuable than money. With one dollar and the list I just gave you, the world is yours. It belongs to you, whatever piece of it you desire whatever development you wish for your life. I've given you the secret. Capital. The kind of capital that is more valuable than money and that can secure your future and fortune. Remember that you lack not the resources.
Incredible. Thank you Jim!
TK
This article was submitted by Jim Rohn, America's Foremost Business Philosopher. To subscribe to the Free Jim Rohn Weekly E-zine go to www.jimrohn.com or send a blank email to subscribe@jimrohn.com
Friday, April 13, 2007
No Soliciting?
One of the most bizarre experiences you can have as a salesperson is to be out prospecting, locate the intended business you wish to call on, and see a sign that says... NO SOLICITING. Depending on what you sell, and who you sell for, this may be a non-issue. However as a sales professional you have to be perplexed at a business, I mean a BUSINESS posting one of these signs. Homes - okay. Businesses - NOT okay.For those sales pros who go out and beat the streets once and a while (or everyday) for business this sign emits one of the most confusing messages I've ever come across in 20 years of being in the business world.
I'm selling not soliciting? Is a Girl Scout with a wagon full of "Thin Mints" soliciting? Who is soliciting and what exactly are they doing!
Selling is the backbone of the American Economy. To see small, medium or large businesses posting no soliciting signs makes me crazy. If you have one in your office it's your duty as a sales person to take it when no one is looking and trash it! We've got to stick together!
TK
Monday, April 09, 2007
Quote of the Week
"Some of the most negative experiences between buyer and seller come at the hands of the salesperson who does not properly qualify before they present..."
Tom Kauffman
Yep - I get credit for this one and have been preaching the absolute necessity to qualify to new salespeople for years. Not only does improper qualification result in "no sale" and "no money" - failing to qualify before presentation is a major contributor to the poor image good sales professionals battle everyday.
Qualification is not only the key to making a sale, Tom Hopkins says that it's "the key to high production."
TK
Tom Kauffman
Yep - I get credit for this one and have been preaching the absolute necessity to qualify to new salespeople for years. Not only does improper qualification result in "no sale" and "no money" - failing to qualify before presentation is a major contributor to the poor image good sales professionals battle everyday.
Qualification is not only the key to making a sale, Tom Hopkins says that it's "the key to high production."
TK
Monday, April 02, 2007
Quote of the Week
W. Clement Stone said..."Sales are contingent upon the attitude of the salesman, [salesperson] not the attitude of the prospect."
What a simple yet direct reminder that as sales professionals we make the key moves in the game of selling, and those moves are based on how we are thinking at the time we are playing. Too often we let sales go nowhere because we believe the sale has nowhere to go...
The difference? Our attitude.
Prejudging a client or an opportunity is one of the worst things we can do in selling. Since our thoughts determine our actions, what will be the result of a presentation where we believe a prospect is unqualified or will never say yes to our offering? Ninety percent of the time - exactly as we thought.
It seems there are so many quotes dealing with attitude and it's role in selling. In fact if you Google the two words together you get 2,030,000 hits. That's a lot of references to sort through put if you just move through the first ten pages I guarantee you'll have enough information to train yourself or your team for months!
TK
Monday, March 26, 2007
Quote of the Day
"You cannot climb the ladder of success dressed in the costume of failure."
Zig Ziglar
Have you noticed that dress standards for sales people are all over the board? Depending on the industry (and the company) there are still "standards" out there, but for many sales people casual dress is the order of the day. The challenge... casual has no boundries.
TK
Zig Ziglar
Have you noticed that dress standards for sales people are all over the board? Depending on the industry (and the company) there are still "standards" out there, but for many sales people casual dress is the order of the day. The challenge... casual has no boundries.
TK
Thursday, March 22, 2007
Number One Cause of Death Among Salespeople
What is the number one cause of death among salespeople? It's very simple... Blame.Blaming other people, blaming their company, blaming the marketplace and finally, bringing their sales career to an end, blaming the profession of selling.
In THE moment a human being begins laying blame for their circumstances on someone or something else - the slow digression into the "victim mentality" has begun. Unfortunately it's a "slippery slope" that many people never recover from.
Take responsibility for your own failures. Missing your goals? Missing quota? Blew a large deal? Take the blame. Then and only then can you really take the credit for hitting your goals, blowing past quota and landing the big accounts.
TK
Monday, March 19, 2007
Quote of the Week
This week’s quote comes from Jeffrey Gitomer...
"Knowing what it will take to get someones business is one of the least used and most powerful techniques to getting new business. Your job is not to use this technique. Your job is to master it."
In Gitomer's work "The Little Red Book of Sales Answers" he outlines the three dumbest questions sales people ask. Once you read them, you have to agree with him... they are dumb.
Third Dumbest - "Have you ever heard of us?" If you have to ask it means that you're prospecting and not working with an established client. So why waste time and risk a "no" within the first 30 seconds.
Second Dumbest - "Can you tell me a little bit about your company?" Gitomer nails the reason behind this question being second to the most lame question when he says "This question means that you were either too lazy or too stupid to go to the Internet and find out about them." Don't risk losing credibility (in the common sense department) by asking this question. Do your home work before making a serious presentation.
The Dumbest Question in Sales - "What will it take to get your business?" This question opens the door for you to lower your price to rock bottom - the absolute lowest price your manager will let you take for your product or service.
Think about it... the prospective client isn't going to say "give me great service" or "I really want the best product in the market, is yours the best?" They are business professionals too - which means they know how to negotiate and they are going to say "right now price is everything and the lowest price is going to get my business."
Bottom line - don't ask this one.
TK
"Knowing what it will take to get someones business is one of the least used and most powerful techniques to getting new business. Your job is not to use this technique. Your job is to master it."
In Gitomer's work "The Little Red Book of Sales Answers" he outlines the three dumbest questions sales people ask. Once you read them, you have to agree with him... they are dumb.
Third Dumbest - "Have you ever heard of us?" If you have to ask it means that you're prospecting and not working with an established client. So why waste time and risk a "no" within the first 30 seconds.
Second Dumbest - "Can you tell me a little bit about your company?" Gitomer nails the reason behind this question being second to the most lame question when he says "This question means that you were either too lazy or too stupid to go to the Internet and find out about them." Don't risk losing credibility (in the common sense department) by asking this question. Do your home work before making a serious presentation.
The Dumbest Question in Sales - "What will it take to get your business?" This question opens the door for you to lower your price to rock bottom - the absolute lowest price your manager will let you take for your product or service.
Think about it... the prospective client isn't going to say "give me great service" or "I really want the best product in the market, is yours the best?" They are business professionals too - which means they know how to negotiate and they are going to say "right now price is everything and the lowest price is going to get my business."
Bottom line - don't ask this one.
TK
Monday, March 12, 2007
Quote of the Week
For the past few months I've been doing some industry specific training in the mortgage business on the topic of marketing.
As I've spoken to dozens of loan officers I've come to the conclusion that many of them are making a lot of promises. The same promises in fact to borrowers, real estate agents and other referral sources in attempt to get new or repeat business. Unfortunately that's a challenge for two reasons:
First, from a positioning perspective, these loan officers all sound a like, and the promises of great rates, faster turnaround time and better service don't mean anything because every other LO in the industry is saying the same thing.
Second, the majority of the promises made by all of these LO's simply don't materialize. So when a loan officer comes along later making the same promises (and supposedly the same benefits) - they remind the client of a negative experience instead of positive results. This happens over and over and over...
In fact this type of challenge happens in every industry, making promises and keeping them is the essence of this quote from Jim Rohn:
"Better understated than overstated. Let people be surprised that it was more than you promised and easier than you said."
In fact, making small promises with a prospect, new client or established client and keeping those promises is the best way to build solid relationships. Promise you'll send something by a certain time - do it. Promise you'll return a call at a certain time - do it.
I'm convinced that if you just did what you say you'll do with prospects and clients, that they'll forgive you for almost any of the other major mistakes that can be made in a sales transaction and account relationship.
Need to build some value in one of your relationships? Make some promises - and keep them.
TK
As I've spoken to dozens of loan officers I've come to the conclusion that many of them are making a lot of promises. The same promises in fact to borrowers, real estate agents and other referral sources in attempt to get new or repeat business. Unfortunately that's a challenge for two reasons:
First, from a positioning perspective, these loan officers all sound a like, and the promises of great rates, faster turnaround time and better service don't mean anything because every other LO in the industry is saying the same thing.
Second, the majority of the promises made by all of these LO's simply don't materialize. So when a loan officer comes along later making the same promises (and supposedly the same benefits) - they remind the client of a negative experience instead of positive results. This happens over and over and over...
In fact this type of challenge happens in every industry, making promises and keeping them is the essence of this quote from Jim Rohn:
"Better understated than overstated. Let people be surprised that it was more than you promised and easier than you said."
In fact, making small promises with a prospect, new client or established client and keeping those promises is the best way to build solid relationships. Promise you'll send something by a certain time - do it. Promise you'll return a call at a certain time - do it.
I'm convinced that if you just did what you say you'll do with prospects and clients, that they'll forgive you for almost any of the other major mistakes that can be made in a sales transaction and account relationship.
Need to build some value in one of your relationships? Make some promises - and keep them.
TK
Monday, March 05, 2007
Quote of the Week
In his book "The 100 Absolutely Unbreakable Laws of Business Success" Brian Tracy details The Law of Sequentiality.
This law says that time management enables you to control the sequences of events in your life. Brian says that a positive and confident attitude increases your energy, creativity and your ability to obtain greater results! Sound good?
Here's the quote of the week...
"A positive mental attitude is rooted in your feeling that you have a 'sense of control' over your life. This sense of control is the key issue in peak performance." Brian Tracy
I feel this way and have at times subverted my own success by being out of balance. I have also watched dozens of sales professionals squander their opportunity and their income because they had lost control of their lives and that chaos began to affect their work.
What's the best way to get control of your life? Start planning.
Plan what you want for your life by beginning the goal setting process. Plan your year, then plan your month, then your week and finally plan your day before you ever start it.
By managing your time consistently you'll begin managing your life - both at work and at play.
TK
This law says that time management enables you to control the sequences of events in your life. Brian says that a positive and confident attitude increases your energy, creativity and your ability to obtain greater results! Sound good?
Here's the quote of the week...
"A positive mental attitude is rooted in your feeling that you have a 'sense of control' over your life. This sense of control is the key issue in peak performance." Brian Tracy
I feel this way and have at times subverted my own success by being out of balance. I have also watched dozens of sales professionals squander their opportunity and their income because they had lost control of their lives and that chaos began to affect their work.
What's the best way to get control of your life? Start planning.
Plan what you want for your life by beginning the goal setting process. Plan your year, then plan your month, then your week and finally plan your day before you ever start it.
By managing your time consistently you'll begin managing your life - both at work and at play.
TK
Monday, February 26, 2007
Quote of the Week
Many people want to believe that success has some secret ingredient in the recipe. Of course success means different things to different people, but I think it's easier for some people to assume success takes some special effort rather than realize the truth. According to Jim Rohn:
"Success is doing ordinary things extraordinarily well." - Jim Rohn
Jim Rohn is America's foremost business philosopher for a reason, like a modern day Will Rogers, Jim knows how to take any concept and make it easier to understand... and easy to swallow.
If success really is just doing ordinary things really well, that means anyone can have success right? Absolutely! Here's the recipe:
Set high goals, write them down, look at them every day, plan your day the night before, manage your time wisely and guard your mind. Is there more? Yep - but this really is a good recipe.
TK
"Success is doing ordinary things extraordinarily well." - Jim Rohn
Jim Rohn is America's foremost business philosopher for a reason, like a modern day Will Rogers, Jim knows how to take any concept and make it easier to understand... and easy to swallow.
If success really is just doing ordinary things really well, that means anyone can have success right? Absolutely! Here's the recipe:
Set high goals, write them down, look at them every day, plan your day the night before, manage your time wisely and guard your mind. Is there more? Yep - but this really is a good recipe.
TK
Thursday, February 22, 2007
Do You Owe the System?
A few years back I had a member of my sales team make this general statement... Selling is system and either you owe the system or the system owes you." I've repeated this phrase many times since and I have never had anyone stop me and say, "What?" I mean they always get it...
Brian Tracy covers this concept in "The Law of Applied Effort." According to Brian "All great success is preceded by a long period of hard, hard work in a single direction toward a clearly defined purpose."
Again Brian hits this concept with "The Law of Overcompensation." According to Brian "If you always do more than you are paid for, you will always be paid more than you are getting now."
Proof that selling is really a system and that if you put in the right efforts you'll get the right results - eventually. The system will owe you...
TK
Brian Tracy covers this concept in "The Law of Applied Effort." According to Brian "All great success is preceded by a long period of hard, hard work in a single direction toward a clearly defined purpose."
Again Brian hits this concept with "The Law of Overcompensation." According to Brian "If you always do more than you are paid for, you will always be paid more than you are getting now."
Proof that selling is really a system and that if you put in the right efforts you'll get the right results - eventually. The system will owe you...
TK
Monday, February 19, 2007
Quote of the Week
"Success is goals, and all else is commentary."
Lloyd Conant, Co-Founder of Nightingale-Conant
That's a pretty direct statement from the mouth of Mr. Conant who partnered up with Earl Nightingale and created a personal development company that has lasted for over 40 years. In fact, the two of them pretty much created the personal development industry.
He's was right - goal setting is the premiere way of keeping your dreams and desires at the top of your mind. Reviewing your goals on a daily basis
keeps those dreams and desires alive and insures that they are not forgotten - even for a day - and that's huge!
You see, every day circumstances present themselves that will move you closer to your goals, but you must be ready to act upon those opportunities. Your action is more likely to be realized if you've read your goals within the last 12 to 24 hours. You'll be looking for them...
Want to go one step further? Rewrite your goals every day. The effort of reading and reviewing coupled with the action of writing will solidify your goals in your mind. After only a few weeks you'll be able to quote your goals word for word. Once you can do that - you own the goals.
Goals are everything... but I'm still glad there is room for commentary - that's what we do!
TK
Lloyd Conant, Co-Founder of Nightingale-Conant
That's a pretty direct statement from the mouth of Mr. Conant who partnered up with Earl Nightingale and created a personal development company that has lasted for over 40 years. In fact, the two of them pretty much created the personal development industry.
He's was right - goal setting is the premiere way of keeping your dreams and desires at the top of your mind. Reviewing your goals on a daily basis
keeps those dreams and desires alive and insures that they are not forgotten - even for a day - and that's huge!You see, every day circumstances present themselves that will move you closer to your goals, but you must be ready to act upon those opportunities. Your action is more likely to be realized if you've read your goals within the last 12 to 24 hours. You'll be looking for them...
Want to go one step further? Rewrite your goals every day. The effort of reading and reviewing coupled with the action of writing will solidify your goals in your mind. After only a few weeks you'll be able to quote your goals word for word. Once you can do that - you own the goals.
Goals are everything... but I'm still glad there is room for commentary - that's what we do!
TK
Tuesday, February 13, 2007
Taking Responsibility for Your Own Training
Having trained sales professionals for 15 years I've seen every scenario when it comes to taking responsibility for training.Who schedules it and who pays for it can vary from company to company and industry to industry. Some companies are built on training and others don't have the belief, the budget or both. Some companies don't want to train their salespeople only to have them leave at some future date - so they settle for untrained salespeople who stay forever and produce mediocre results. Not good.
If you're a sales manager - train your people and inspect what you expect them to do. They'll stay longer and produce... more often than they will leave with your precious training secrets. Seriously.
Now to all of you sales people here comes the point of this post - take responsibility for your own training! Your sales manager can't possibly know everything it takes to motivate you and make you successful. Even if they did, what if they didn't provide it?
Ken Blanchard put it this way "Ultimately, it's in your own best interest to accept responsibility for getting what you need to succeed in the workplace." If you take that approach to your training (which is a component of your overall success strategy), then you'll always have what you need to be at the top of your field. If not - it's your fault.
I love that. Put the ball in my hands - if I score then I had a hand in it. If I don't then I had a hand in it.
Blanchard wrote a book entitled "Self Leadership and The One Minute Manager" and I pulled the quote from that book. The subtitle is more compelling than the title and is something we should all hope to find in our sales and business careers... here it is:
Discover the Magic of No Excuses...
TK
Monday, February 12, 2007
Quote of the Week
One of my favorite personal development books is "The Magic of Thinking Big" by David J. Schwartz, PhD.I can't recall how I came by this book, but I have given it to countless employees and friends as a tool for success. It's a classic and I recommend you go get it! I've pulled the quote of the week from Chapter 8 entitled "Make Your Attitudes Your Allies" and here it is:
"Obviously, there is something more than facilities and competence that makes for accomplishment. I have come to believe that this linkage factor, this catalyst, if you will, can be defined in a single word - attitude. When our attitude is right, our abilities reach a maximum of effectiveness and good results inevitably follow."
Erwin H. Schell
Dr. Schwartz cites this quote by Professor Schell which illuminates the fact that practically all individuals, save the mentally disabled, have enough intelligence and competence to be incredibly successful. What most individuals lack however is a positive outlook on their life and the circumstances they encounter on a daily basis.
Change your attitude and everything will change for you.
TK
Monday, February 05, 2007
The Power of Marketing on the Sales Process
Does anyone in sales understand marketing? Does anyone in small business have the budget to do marketing? Good questions... The fact is marketing is something many people never figure out or never fully embrace because they don't understand the power of marketing on the sales process.How powerful is marketing?
Marketing eliminates the painful part of selling. What's the most painful part of selling... prospecting! Show me a salesperson who loves to prospect, and I'll show you someone who is most likely into other sadistic practices when they're not at work. Seriously.
Prospecting is a necessary part of the sales process, in fact, it begins the entire process. Unfortunately, most salespeople don't want to engage in prospecting so they simply don't do it, or they subvert the prospecting procedures put in place by their company whenever possible. Sadly, some individuals simply take less money in a position and industry that doesn't require them to prospect.
For many sales professionals their companies market for them. In fact, their companies spend hundreds of millions of dollars a year on marketing. IBM, Xerox, Cadillac, Lexus, Century 21, Countrywide, State Farm and hundreds of others... So what if you don't sell Z-Series Servers for IBM? What then?
Market yourself. The fact is if you're a professional salesperson - you are the owner of your own personal services company. Don't want to take the time or spend the money to market? You better hit the streets and start cold-calling all day long on potential clients... scary.
SHOW ME HOW TO MARKET!
Sorry, that's not my area of expertise, but from my own personal selling experience, I have felt the difference between speaking with someone who wasn't expecting my call and someone who came looking for me and my product. What a difference in my composure, my confidence and my results. I do have some resources for you that you can check out, try these:
Google - Type in MARKETING RESOURCES
I know this is an easy way out from my end, but seriously, hit the web and find ANYTHING you can on the topic of marketing and start implementing marketing ideas into your personal business plan.
Jeff Nelson - Jeff can be found at jeff@soarinsales.com and is an authority on marketing. The best part about Jeff is that he understands selling. He sold first and jumped into marketing second. Most people who get into marketing never have sold anything other than their own marketing ideas. Jeff has in the field experience.
Jeff does special work with the mortgage industry. So if you're a loan officer or know of someone in that industry who needs marketing help check him out at http://www.loan-officer-marketing.com/.
Remember - Marketing eliminates the painful part of selling... and eliminating pain is always a good thing.
TK
Quote of the Week
"According to your faith, be it unto you." - Matthew 9:29
Whatever you must do to get yourself moving in the direction of total belief in your position, your product and most importantly... yourself do it immediately. How good can you be? Can you be the best? Yep...
"In the depth of your mind you visualize the best and employ the powers of faith and energy, you will get the best." - Norman Vincent Peale
It's February - 11 laps left in the race for success in 2007... what gear are you shifting into inside your mind? Is your best coming the next time you pop the clutch?
TK
Whatever you must do to get yourself moving in the direction of total belief in your position, your product and most importantly... yourself do it immediately. How good can you be? Can you be the best? Yep...
"In the depth of your mind you visualize the best and employ the powers of faith and energy, you will get the best." - Norman Vincent Peale
It's February - 11 laps left in the race for success in 2007... what gear are you shifting into inside your mind? Is your best coming the next time you pop the clutch?TK
Wednesday, January 31, 2007
The CMS Training Sales Model
If you're a student of selling you know that there are a number of models that outline the fundamentals of the sales process. Our approach at CMS Training is to provide an overview of the process and then let the companies we work with modify the steps we've embraced. Here's an overview of our model:The CMS Training Sales Model - 6 Keys to Selling Success
1. Plan and Review. Review your sales activities every day and the interactions you had. What went right and what went wrong? What can you do about it? Focus on your "pay tasks" - What do you get paid for in your current sales position?
Balance work and play and work in day tight compartments. Develop the discipline to switch between work tasks and down time. This is a huge concept. (Don't play at work and don't work at play as Jim Rohn so eloquently has said.)
Plan who you should see each day and identify your TIP's (Template of your Ideal Prospect) Who do you really want to do business with? Review simple details - Who should you see today? Where are they? And when can you find them?
2. Prospect and Contact. So many people have different philosophies on working in sales. Some push working smarter not harder and too many people take that as an invitation to do nothing intensive. Get out and "hit the bricks" and see the people that can say yes to your product or service. If you're not meeting new people in sales, you're not maximizing your current efforts or future returns.
Have multiple objectives when prospecting... this reduces rejection and increases positive emotions. No other ONE principle will make becoming proficient in selling more fun and fast!
Make "impactful" first impressions. Be professional, be excited and mirror your contact. If they are impressed with you... you've got a chance to do business with them.
3. Qualify and Determine Needs. Be professional and BE DIRECT. Can the person you're speaking to make a final decision? Ask questions and then LISTEN for clues. What needs can your product or service provide the solution to?
4. Present and Outline Solutions. Be an Industry Expert regarding your product or service. Regardless of what you normally say in your presentation, your knowledge of your industry will always be more important than just giving a presentation. Avoid sounding canned. A primary responsibility when jumping into a new position is to learn the sales presentation COLD.
Focus on Benefits. What will your product or service do for the potential client? How will it make them more money? How will it make them feel better? After a prospect knows what you have will "work" for them, then they'll be interested in "how it works."
5. Address Concerns. If people are interested, they'll have concerns and questions. There are very few perfect fits. Smile when you get objections - inside and out - this means your proposal or your product is being considered.
When concerns come your way determine validity first and respond second. Don't confuse a comment for a concern. Many times buyers are simply working things out in their mind and verbalizing their thoughts. Don't jump in unless a question is asked.
Valid concerns need to be handled quickly.
6. Close the Sale and Obtain Referrals. If you've done a solid presentation and asked enough questions that resulted in "yes" answers, then closing the sale is about asking for the final yes and processing the transaction.
Obtain referrals by identify EXACTLY who you are looking for and helping satisfied clients "see" those people in their minds. It's more than asking for referrals - ask with the purpose of helping those people obtain the same benefits and positive feelings as the person who just gave you the name.
Finally, use the law of reciprocation and reward the people that make those quality introductions for you. Anything small, provided up front, will invoke the response you're looking for. Also remember that any time you do an INCREDIBLE presentation and clients don't say yes because of the money, they are very likely to say yes on referrals.
That's our model... find people, impress the heck out of them, qualify them, finding out what they need, show them what you can provide, get the final yes and ask for other people you can talk to.
What's your process? Your entire career will change once you understand your model and maximize your efforts in each area.
TK
Monday, January 29, 2007
Quote of the Week
My friend John Dahl who sells for IBM sent me the following quote on "thinking" and it's perfect for the profession of selling and the need to train... to study our products, our services and our craft which is persuasion.Here's the quote...
“And we must study through reading, listening, discussing, observing and thinking. We must not neglect any one of those ways of study. The trouble with most of us is that we fall down on the latter – thinking – because it’s hard work for people to think. And, as Dr. Nicholas Murray Butler said recently, ‘all of the problems of the world could be settled if men were only willing to think.’”
Thomas Watson Sr., Founder of IBM
You can lead a horse to water, but you can't make it drink (or think). That must be done by the individuals looking to become better at what they do... not just be a salesperson, but be a sales professional.
Our mission at CMS Training is to "Elevate the Profession of Selling" by serving as a bridge between salespeople and relevant, timely and quality content. Hopefully when salespeople stop to think about what they are actually doing for their clients - they'll realize the need for training and growth - because it's training and growth that takes an amateur anything to a professional everything.
Thomas Watson Sr., Founder of IBM
You can lead a horse to water, but you can't make it drink (or think). That must be done by the individuals looking to become better at what they do... not just be a salesperson, but be a sales professional.
Our mission at CMS Training is to "Elevate the Profession of Selling" by serving as a bridge between salespeople and relevant, timely and quality content. Hopefully when salespeople stop to think about what they are actually doing for their clients - they'll realize the need for training and growth - because it's training and growth that takes an amateur anything to a professional everything.
TK
Tuesday, January 23, 2007
Competancy and Quality
These two words must be used in the description of a professional salesperson. Analyze anything a salesperson is doing and if these adjectives can be used to describe their approach - you've got a professional.
Unfortunately, most salespeople never move to the level of a professional, they are just in sales. Many people play touch football in the backyard, softball on the weekends or shoot hoops at the park, but that doesn't make them professional athletes.
I define competency as complete knowledge and understanding of a salesperson's product, sales process, customer base and the overall marketplace for their product.
I define quality simply as the characteristics that set a sales professional apart from other persons who simply work in a sales capacity.
Anyone can jump into selling. There are little or no barriers to entry, one day your in one career, the next day your a salesperson. I'm okay with that - it makes my industry much more valuable! However, if your in sales as a career, pursue competency and quality in your daily approach to your company, your clients and your daily disciplines - then you can say you are a professional.
TK
Unfortunately, most salespeople never move to the level of a professional, they are just in sales. Many people play touch football in the backyard, softball on the weekends or shoot hoops at the park, but that doesn't make them professional athletes.
I define competency as complete knowledge and understanding of a salesperson's product, sales process, customer base and the overall marketplace for their product.
I define quality simply as the characteristics that set a sales professional apart from other persons who simply work in a sales capacity.
Anyone can jump into selling. There are little or no barriers to entry, one day your in one career, the next day your a salesperson. I'm okay with that - it makes my industry much more valuable! However, if your in sales as a career, pursue competency and quality in your daily approach to your company, your clients and your daily disciplines - then you can say you are a professional.
TK
Monday, January 22, 2007
Quote of the Week
In Brian Tracy's book Advanced Selling Strategies, Brian reiterates this simple and powerful principle:"You must choose the people you spend time with carefully because they are having an effect on your thinking, your personality, and on everything that happens to you."
As 2007 kicks off and begins to take shape, make an evaluation of the people you are associating with on a regular basis. What are they saying and how do they say it? What are their perspectives on success, failure and accountibility?
Finally, are they the same person in front of you that they would be in front of their family, spouse or minister? Are you?
If not, find new friends and change your associates. Make 2007 your year of success and positive change.
TK
Monday, January 15, 2007
Quote of the Week
I picked up the January issue of Outside Magazine and was blown away to read about a 44 year old guy that runs... I mean he runs A LOT.His name is Dean Karnazes and he runs 20 to 25 miles a day - before breakfast! He's labeled an "ultrarunner" and last year he ran 50 marathons. No big deal? He ran each of them in a different state and did it in 50 days. How did he top that accomplishment? He decided he'd run home - from New York - he lives in Northern California.
Here's the quote of the week from Dean that I thought was great for each of us pushing for success in the sales field:
"Unless you're pushing yourself, you're not living to the fullest. You can't be afraid to fail, but unless you fail, you haven't pushed hard enough. If you look at successful people and happy people, they fail a lot, because they're constantly trying to go further and expand."
Dean Karnazes (AKA Forrest Gump)
Interesting insight. So... are you pushing yourself?
PS - Maybe there's something to running 25 miles everyday before breakfast because
this guy looks more like he's 24 instead of 44. I do 30 minutes on the elliptical trainer a few times a week...I think I'll crank things up.
TK
Wednesday, January 10, 2007
Top Three Challenges Facing Sales Leaders Today - Part Three
The third and final challenge sales leaders across the country identified in the Miller Heiman study was "Lack of an effective process for recruiting and hiring qualified salespeople."
First and foremost, the word "effective" is HUGE. Of course anything you do should get you results, but don't take this word for granted in this third and final challenge. I have created a recruiting and hiring program. I've done recruiting and hiring and I've managed a recruiting and hiring director. Let me make this statement... "having a process for recruiting and hiring qualified salespeople is no insurance that you will HAVE qualified salespeople OR any salespeople.
So effective is not a "given" and it takes time to create a results oriented process. In the Miller Heiman study, "only 28% of sales leaders believe they have an effective process... compared to 32% in 2003." That's trending in the wrong direction. Demand results - not just a stream of people coming through the door.
Recruiting is the second most important thing a sales leader can be doing after inspiring and monitoring current sales team members. Thus recruiting is not something you do when someone quits or management decides it's time to grow - recruiting is something you do ALL THE TIME.
When you don't make recruiting a constant priority, you may have a challenge like this sales manager from the MH study:
"... the hiring [actually referring to recruiting] process can be a frustrating experience. He [the manager being interviewed] has pursued many avenues to find the right people including college recruiting, job fairs, the military and even headhunters. 'It's hard and it costs money,' he said. "... Developing people takes time and money, which are both in short supply.'"
Sound familiar?
So the answer I provide for developing an effective recruiting process - do it all the time. If you're not thinking of recruiting top people into your company each week, your going to fall behind. So where do you look? Here's my top three suggestions:
1. Your Competition. If you can find people who already know your industry and your product you've cut out a huge chunk of the training process. (Note of caution - don't hire just anyone just because they know your industry. Some of the worst people I've ever recruited and eventually hired were people that knew the training industry.)
2. The Internet. A few years ago I could throw this suggestion out and managers would be interested in learning all about how to recruit on the Internet... well its caught on hasn't it. It's effective and depending on the position, can provide advantages other sources can't match. Monster.com is the biggest and most well known Internet job posting site. Cities across the country usually have sites that are equally effective. In Phoenix for example, we have Jobing.com which I have used with some success.
3. Employee Referrals. If you've got good people, who don't have scarcity mentalities, then they will be the third and final resource I would recommend. The only thing that would make my job (or your job) better, would be for me to pick one of my best friends and have him come to work with me each day. Someone I'd be proud to join my company and someone who would make me look good to management and my peers. Make sense?
I suggest you offer incentives for your current team members to make referrals. After experimenting with a number of rewards (including cash) and ways to pay them, out I suggest using gift cards. I suggest something in the range of $500 and I suggest it be broken into two segments. One payment provided upon hiring and one payment provided at the 90 day mark. The 90 day mark is key. As a sales management professional, you better be able to determine if a new hire has the mojo to be successful with your organization by the end of 90 days.
I also suggest using a gift card that will really motivate the person making the referral. To do this I would create a menu of choices that cover a range of interests. I always include a card that would benefit my organization too. Men's Warehouse and Nordstrom's gift cards are my favorites because I know I'll see a new suit, slacks, shoes etc. These items not only were a reward for the team member, but proved to be a "walking billboard" for my incentive program.
Let's face it, if you recruit the right people the hiring challenge is easy to solve, but before you hire, drug test and profile. Drug test because it's the right thing to do and profile because you must have a starting point of measuring the skills of your new recruit and next hire.
These two steps actually add to the "effectiveness" of your process, and actually help make your efforts a "process." If you tell someone they must undergo a drug test and they don't come back (and you really liked them), then you most likely were being impressed with a drug-addict. If the candidate just wanted to make a statement - "that they don't have to be subjected to such procedures" good for him or her and BETTER for you. That same person would be "making statements" by disregarding other policies and procedures of your organization for years to come - and taking others with them on their journey.
Profiling let's candidates know that "there is a hiring process" and not anyone who shows up at the door is hired. Something else about profiles... THEY WORK. I've never taken one that has not pegged me PERFECTLY. If you need help finding the right profile - email me at tomk@closemoresales.com.
Finally, have a plan and have it detailed for all new hires when they arrive in your office for DAY ONE. When someone arrives for their first day - that should be a sales managers number one priority (and remain that way until the person leaves training and begins selling.) Sticking someone in a cubicle and having them read a manual is not a good plan and I would say not an "effective process." Everything should be done to impress the new hire just as you were trying to impress the same person when they were a recruit. Here's seven quick ideas:
1. Again, be ready and waiting day one. Don't make them wait in the lobby for you or some other person and stay with them that ENTIRE first day.
2. Lay out the entire first day in detail and an overview of the orientation and training period.
3. Introduce them to everyone in your office - EVERYONE.
4. Show them (again) exactly how they'll make money with your company.
5. Have Human Resources review benefits and payroll procedures.
6. Have an in-house lunch (the first day if possible) and focus ALL the attention on that person.
7. Assign them a RESPONSIBLE mentor for the first 90 days. Someone they can trust and count on for guidance when you are not available.
The need for competent sales managers has never been greater. I'll leave you with this final bit of information from the Miller Heiman study...
"Only 35% of sales leaders quickly identify and move out poor sales performers." That means 65% of the sales managers in this study were continuing to employ poor performers. I would bet this is happening all over the country. So creating an effective process for recruiting and hiring can help sales leaders fix this challenge.
It's critical that we do all that we can to increase the number of successful sales people because successful sales people are usually professional sales people. All of our reputations are enhanced when we raise the professionalism of selling.
Thanks Miller Heiman for being a leader in the sales training industry!
TK
First and foremost, the word "effective" is HUGE. Of course anything you do should get you results, but don't take this word for granted in this third and final challenge. I have created a recruiting and hiring program. I've done recruiting and hiring and I've managed a recruiting and hiring director. Let me make this statement... "having a process for recruiting and hiring qualified salespeople is no insurance that you will HAVE qualified salespeople OR any salespeople.
So effective is not a "given" and it takes time to create a results oriented process. In the Miller Heiman study, "only 28% of sales leaders believe they have an effective process... compared to 32% in 2003." That's trending in the wrong direction. Demand results - not just a stream of people coming through the door.
Recruiting is the second most important thing a sales leader can be doing after inspiring and monitoring current sales team members. Thus recruiting is not something you do when someone quits or management decides it's time to grow - recruiting is something you do ALL THE TIME.
When you don't make recruiting a constant priority, you may have a challenge like this sales manager from the MH study:
"... the hiring [actually referring to recruiting] process can be a frustrating experience. He [the manager being interviewed] has pursued many avenues to find the right people including college recruiting, job fairs, the military and even headhunters. 'It's hard and it costs money,' he said. "... Developing people takes time and money, which are both in short supply.'"
Sound familiar?
So the answer I provide for developing an effective recruiting process - do it all the time. If you're not thinking of recruiting top people into your company each week, your going to fall behind. So where do you look? Here's my top three suggestions:
1. Your Competition. If you can find people who already know your industry and your product you've cut out a huge chunk of the training process. (Note of caution - don't hire just anyone just because they know your industry. Some of the worst people I've ever recruited and eventually hired were people that knew the training industry.)
2. The Internet. A few years ago I could throw this suggestion out and managers would be interested in learning all about how to recruit on the Internet... well its caught on hasn't it. It's effective and depending on the position, can provide advantages other sources can't match. Monster.com is the biggest and most well known Internet job posting site. Cities across the country usually have sites that are equally effective. In Phoenix for example, we have Jobing.com which I have used with some success.
3. Employee Referrals. If you've got good people, who don't have scarcity mentalities, then they will be the third and final resource I would recommend. The only thing that would make my job (or your job) better, would be for me to pick one of my best friends and have him come to work with me each day. Someone I'd be proud to join my company and someone who would make me look good to management and my peers. Make sense?
I suggest you offer incentives for your current team members to make referrals. After experimenting with a number of rewards (including cash) and ways to pay them, out I suggest using gift cards. I suggest something in the range of $500 and I suggest it be broken into two segments. One payment provided upon hiring and one payment provided at the 90 day mark. The 90 day mark is key. As a sales management professional, you better be able to determine if a new hire has the mojo to be successful with your organization by the end of 90 days.
I also suggest using a gift card that will really motivate the person making the referral. To do this I would create a menu of choices that cover a range of interests. I always include a card that would benefit my organization too. Men's Warehouse and Nordstrom's gift cards are my favorites because I know I'll see a new suit, slacks, shoes etc. These items not only were a reward for the team member, but proved to be a "walking billboard" for my incentive program.
Let's face it, if you recruit the right people the hiring challenge is easy to solve, but before you hire, drug test and profile. Drug test because it's the right thing to do and profile because you must have a starting point of measuring the skills of your new recruit and next hire.
These two steps actually add to the "effectiveness" of your process, and actually help make your efforts a "process." If you tell someone they must undergo a drug test and they don't come back (and you really liked them), then you most likely were being impressed with a drug-addict. If the candidate just wanted to make a statement - "that they don't have to be subjected to such procedures" good for him or her and BETTER for you. That same person would be "making statements" by disregarding other policies and procedures of your organization for years to come - and taking others with them on their journey.
Profiling let's candidates know that "there is a hiring process" and not anyone who shows up at the door is hired. Something else about profiles... THEY WORK. I've never taken one that has not pegged me PERFECTLY. If you need help finding the right profile - email me at tomk@closemoresales.com.
Finally, have a plan and have it detailed for all new hires when they arrive in your office for DAY ONE. When someone arrives for their first day - that should be a sales managers number one priority (and remain that way until the person leaves training and begins selling.) Sticking someone in a cubicle and having them read a manual is not a good plan and I would say not an "effective process." Everything should be done to impress the new hire just as you were trying to impress the same person when they were a recruit. Here's seven quick ideas:
1. Again, be ready and waiting day one. Don't make them wait in the lobby for you or some other person and stay with them that ENTIRE first day.
2. Lay out the entire first day in detail and an overview of the orientation and training period.
3. Introduce them to everyone in your office - EVERYONE.
4. Show them (again) exactly how they'll make money with your company.
5. Have Human Resources review benefits and payroll procedures.
6. Have an in-house lunch (the first day if possible) and focus ALL the attention on that person.
7. Assign them a RESPONSIBLE mentor for the first 90 days. Someone they can trust and count on for guidance when you are not available.
The need for competent sales managers has never been greater. I'll leave you with this final bit of information from the Miller Heiman study...
"Only 35% of sales leaders quickly identify and move out poor sales performers." That means 65% of the sales managers in this study were continuing to employ poor performers. I would bet this is happening all over the country. So creating an effective process for recruiting and hiring can help sales leaders fix this challenge.
It's critical that we do all that we can to increase the number of successful sales people because successful sales people are usually professional sales people. All of our reputations are enhanced when we raise the professionalism of selling.
Thanks Miller Heiman for being a leader in the sales training industry!
TK
Monday, January 08, 2007
Quote of the Week
You could post quotes for a year and never come close to covering the pearls of wisdom passed along by Napoleon Hill.Here's a great one liner that revisits the essence of Hill's work:
"Everything that you create begins in the form of a thought impulse." Napoleon Hill
An idea, a goal, a feeling - even a bodily movement, begins with a thought. Thus the title of Hill's greatest work, "Think and Grow Rich." The mind is a powerful thing and is only rivaled by the discipline and persistence it takes to control it.
TK
Saturday, January 06, 2007
Top Three Challenges Facing Sales Leaders Today - Part Two
The second major challenge sales leaders across the country identified in the Miller Heiman study was Poor Sales Call Activity and Productivity...
If you've ever managed sales people at any level you can relate to this issue. This challenge is present at every level of professional selling. From retail to wholesale and from simple sale to complex sale, different settings and different approaches with one thing in common - the human being.
According to the study "Sales leaders reported their sales force were not meeting expectations when it came to making enough new sales calls to continually add qualified opportunities to their funnels." Again, if you've managed on any level, you have had this conversation with a rep or prepared and delivered this training message.
My sales teams in the field consistently fought prospecting for new business and depended 99% on inside lead generation to be successful. The answer to the challenge is to set clear goals for prospecting and lead generation and insure your team knows they will be held accountable for their assigned contribution. Contributions may be different for top producers compared to other producers - but everyone should contribute.
Here's a three step plan to improve the call activity of your sales reps - and when you increase their activity the productivity follows.
1. Set clear expectations as to what is expect in prospecting for new business,
2. Create a commitment form that will outline what you'll provide for support and what the sales person will accomplish in the way of finding new business,
3. Report Desired Activity vs. Actual Activity on a weekly basis. Celebrate success and have a plan to make up for any negative gaps.
This is consistent with what Office Max vice president Carlos Martijena is doing with his 120 sales people who cover the southwestern United States and Mexico. According to the study "For him, improved sales activity and the productivity of sales calls requires better visibility and accountability."
People are drawn to selling for the money and the autonomy that typically comes with most sales positions. The challenge is that although everyone loves autonomy, not everyone can be successful with it. They need a sales manager or a position with restrictions to stay on track.
So sales managers... not only "know thy self" but "know thy people!"
Where do you find the right people? Read the third and final post in this series...
TK
If you've ever managed sales people at any level you can relate to this issue. This challenge is present at every level of professional selling. From retail to wholesale and from simple sale to complex sale, different settings and different approaches with one thing in common - the human being.
According to the study "Sales leaders reported their sales force were not meeting expectations when it came to making enough new sales calls to continually add qualified opportunities to their funnels." Again, if you've managed on any level, you have had this conversation with a rep or prepared and delivered this training message.
My sales teams in the field consistently fought prospecting for new business and depended 99% on inside lead generation to be successful. The answer to the challenge is to set clear goals for prospecting and lead generation and insure your team knows they will be held accountable for their assigned contribution. Contributions may be different for top producers compared to other producers - but everyone should contribute.
Here's a three step plan to improve the call activity of your sales reps - and when you increase their activity the productivity follows.
1. Set clear expectations as to what is expect in prospecting for new business,
2. Create a commitment form that will outline what you'll provide for support and what the sales person will accomplish in the way of finding new business,
3. Report Desired Activity vs. Actual Activity on a weekly basis. Celebrate success and have a plan to make up for any negative gaps.
This is consistent with what Office Max vice president Carlos Martijena is doing with his 120 sales people who cover the southwestern United States and Mexico. According to the study "For him, improved sales activity and the productivity of sales calls requires better visibility and accountability."
People are drawn to selling for the money and the autonomy that typically comes with most sales positions. The challenge is that although everyone loves autonomy, not everyone can be successful with it. They need a sales manager or a position with restrictions to stay on track.
So sales managers... not only "know thy self" but "know thy people!"
Where do you find the right people? Read the third and final post in this series...
TK
Wednesday, January 03, 2007
Top Three Challenges Facing Sales Leaders Today - Part One
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Miller Heiman is one of the best known names in the sales training industry. Some time ago they published the "Top Three Challenges Facing Sales Leaders Today." The study was conducted in the Fall of 2004 and compiles the responses of 3,400 sales leaders throughout the country. For me, it was actually comforting to discover that the challenges identified in the nationwide study were the same issues that my small business has faced year after year!Here they are...
1. Lack of a well-defined methodology for identifying the right opportunities to pursue.
2. Poor sales call activity and productivity.
3. Lack of an effective process for recruiting and hiring qualified salespeople.
Over the last few months I put together the "answers" I've discovered over the years to "counter" these challenges. I'll be presenting them in three different postings, starting today with number one - "Lack of a well-defined methodology for identifying the right opportunities to pursue."
In each of the challenges facing sales managers the central theme is simply lack of desired results. This is evident in number one - Lack of a well-defined methodology for identifying the right opportunities to pursue. Simply put, if your sales people aren't laser focused on who they should be pursuing, they are going to be doing something unproductive!
It's noted in the report by Peter Foster of Cardiac Science, Inc that "Walking the line between too much structure and total freedom is a tough balancing act." Mr. Foster is right on the money. I found over the years that producers of all levels want their freedom, but don't want to deal with the consequences of not achieving results. Thus the purpose of structure (or methodology) is to provide guidelines to success.
Doesn't it make sense that salespeople at all levels should know who they should be contacting? Is it possible that salespeople are given a territory and not trained to prospect? Yep. Another interviewee of the study, Bob Hayworth of Lockton Benefit Company, said "the lack of an effective approach to successful prospecting is the result of an absence of focus. You must have a strategy for prospecting, which allows salespeople the ability to focus and find success."
My company found that identifying a "TIP" (Template of an Ideal Prospect) for our salespeople was the starting point. Whether they would do the work or not, we made sure our people knew who they were supposed to be pursuing. Which leads to the second major challenge... Poor sales call activity and productivity.
My answer... in the next posting.
TK
Tuesday, January 02, 2007
Quote of the Week
Have you seen Microsoft's stock price lately? It's on the move - and it's moving up!Steve Ballmer, the CEO of Microsoft said the following:
"The number one benefit of information technology is that it empowers people to do what they want to do... It lets people be productive. It lets people learn things they didn't think they could learn before, and so in a sense it is all about potential."
I agree with Ballmer - do you?
If using technology could help you double your income, would you embrace it? Need some ideas? Check out my technology blog at salestechnologyreport.com. Each week I'll provide information on technology products, services, websites and tech etiquette. Information guaranteed to help you make more money in sales.
Here's to an awesome 2007!
TK
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