Close More Sales

On Assignment

2007-12-31T09:00:00.000-08:00

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

Laws of Success for Sales Professionals

2007-11-05T07:53:00.000-08:00

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

Bad Referrals Don't Exist

2007-09-22T18:30:00.000-07:00

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

Multitasking for Sales People

2007-09-21T22:03:00.000-07:00

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 Plateau Principle Revisited

2007-09-15T19:47:00.000-07:00

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

Never Get Rejected Again

2007-07-11T16:07:00.000-07:00

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

It Takes More Than Capital to be Successful

2007-06-22T18:03:00.001-07:00

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

No Soliciting?

2007-04-13T21:52:00.000-07:00

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

Quote of the Week

2007-04-09T06:35:00.000-07:00

"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

Quote of the Week

2007-04-02T06:08:00.000-07:00

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

Quote of the Day

2007-03-26T06:32:00.000-07:00

"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

Number One Cause of Death Among Salespeople

2007-03-22T15:47:00.000-07:00

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

Quote of the Week

2007-03-19T05:45:00.000-07:00

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

Quote of the Week

2007-03-12T04:50:00.000-07:00

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

Quote of the Week

2007-03-05T06:03:00.000-08:00

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

Quote of the Week

2007-02-26T19:24:00.000-08:00

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

Do You Owe the System?

2007-02-22T04:50:00.000-08:00

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

Quote of the Week

2007-02-19T15:43:00.000-08:00

"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

Taking Responsibility for Your Own Training

2007-02-13T17:48:00.000-08:00

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

Quote of the Week

2007-02-12T05:29:00.000-08:00

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

The Power of Marketing on the Sales Process

2007-02-05T17:03:00.000-08:00

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

2007-02-05T06:07:00.000-08:00

"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

The CMS Training Sales Model

2007-01-31T11:01:00.000-08:00

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

Quote of the Week

2007-01-29T04:34:00.000-08:00

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.

Competancy and Quality

2007-01-23T20:46:00.000-08:00

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

Quote of the Week

2007-01-22T16:48:00.000-08:00

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

Quote of the Week

2007-01-15T06:05:00.000-08:00

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

Top Three Challenges Facing Sales Leaders Today - Part Three

2007-01-10T22:09:00.000-08:00

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

Quote of the Week

2007-01-08T17:47:00.000-08:00

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

Top Three Challenges Facing Sales Leaders Today - Part Two

2007-01-06T18:51:00.000-08:00

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

Top Three Challenges Facing Sales Leaders Today - Part One

2007-01-03T19:08:00.000-08:00

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

Quote of the Week

2007-01-02T21:06:00.000-08:00

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

"Situational" Sales Management

2006-12-30T18:31:00.000-08:00

Anyone who has managed sales people for any significant period of time knows it is obvious that different individuals call for different management approaches.

Ken Blanchard wrote a book on leadership a number of years ago in his "One Minute Manager" series. I love Ken's books and used his four styles of leadership in managing sales people, other sales managers and even our support staff.

In it's simplest state, situational leadership purports that there are four actual leadership styles. Directing, Coaching, Supporting and Delegating. Blanchard labels each style S1, S2, S3 and S4. I've taken this wide view of leadership and plugged it in to sales management.

S1: Directing. Sales managers typically find themselves working with brand new people, when this is the case, a directive style is best. A directing style defines the roles and tasks of the sales person and supervises them closely. Decisions are made by the sales manager regarding prospecting activity, what accounts are worked and what products are sold. Communication is largely one-way.

S2: Coaching. Sales managers spend A LOT of time coaching. In doing so, they are defining roles and tasks, but also seek ideas and suggestions from their sales people. Decisions remain with the sales manager, but communication is much more two-way.

S3: Supporting. As sales people become sales professionals, managers pass day-to-day decisions to their people. The sales manager facilitates and takes part in decisions, but control is with the sales person. The ability to function autonomously is critical from this point forward for the sales person. Top producers are made at this juncture as are mediocre producers.

S4: Delegating. When this situation is reached sales managers are still involved in decisions and problem-solving, but the sales professional is in control of their production and scheduling. When this situation is reached, the sales person decides when and how their sales manager will be involved.

Sales management is the toughest task in American business. Situational leadership can help clarify the different individuals managers are presented with over the course of their careers.

TK

Quote of the Week

2006-12-26T05:18:00.000-08:00

"Nobody sent me a Christmas card today. I almost wish there weren't a holiday season. I know nobody likes me. Why do we have to have a holiday season to emphasize it?"

Charlie Brown

If you didn't get a Christmas card this season - Merry Christmas!

TK

Treat Your Sales Career Like a Business

2006-12-20T20:56:00.000-08:00

If you've been in selling very long you've heard of Brian Tracy. Guaranteed. Brian is one of the most respected personal development trainers in the world. His ideas and experiences have changed the lives of thousands of individuals.

As I've mentioned before, selling is such a unique field, if you jump into the arena you need constant, relevant and inspirational training on a consistent basis.

I recommend Brian Tracy be a major source of inspiration. One of the best quotes I've ever heard came from Brian - here it is:

"The top people in our society have an attitude of self-employed. 100% of us are self-employed. We are presidents of our own personal services corporation. You work for yourself. The biggest mistake we can ever make is to think we work for anyone else. We work for ourselves. The person who signs our paycheck may change; our jobs may change, but we are always the same. We are the one constant--we are always self-employed.

The fact of the matter is this is not optional, it is mandatory, you are the president of your own company, you're the president of your own career, your own life, your own finances, your own body, your own family, your own health. You are totally responsible. We are responsible. No one will ever do it for us. It's the most liberating and exhilarating thought of all, to think that you're the president of your own life."

That's good stuff.

So Mr./Ms. President - how are you doing? Would the stakeholders in your "company" retain your services in 2007? Do you have a pay raise coming or a pay cut looming? Stock options? Bonuses? How do you treat your sales career - are you running it like it's a business the entire business world would emulate? What if CNBC followed you around tomorrow from the time you woke in the morning until you ended business... would people be impressed, or would they be laughing on the floor?

In selling, many people quickly learn that autonomy is not for everyone. Everyone loves it, but not everyone can be successful with it. If you're struggling with this, and a ton of sales people do, try imagining you are the president of your own company.

TK

Quote of the Week

2006-12-18T16:09:00.000-08:00

I am always inspired by quotes that "hang everything out there" and let the chips fall as they may. If you are prepared and if you will stake everything on your own efforts you can have success.

Here's Jim Rohn on the topic of resolve:

"Resolve says, 'I will.' The man says, 'I will climb this mountain. They told me it is too high, too far, too steep, too rocky and too difficult. But it's my mountain. I will climb it. You will soon see me waving from the top or dead on the side from trying.'"

Jim Rohn

I love this stuff!

TK

Quote of the Week

2006-12-11T09:46:00.000-08:00

Sticking with James Allen and his all-time classic "As a Man Thinketh" here's the quote of the week!

"Work joyfully and peacefully, knowing that right thoughts and right efforts inevitably bring about right results."

James Allen

This is Mr. Allen's take on "Karma" and of course what he's expressed is truth. The key word is "inevitably." Some results take time, but they will come.

I've pushed myself and others towards success only to have some people quit on themselves and it's extremely frustrating. Remember that anything worth having is worth working for and waiting for... instant success (although they do happen occasionally) is rare. It's like an "instant classic" or an "instant antique."

There are no such things... but inevitably, anything is possible.

TK

Selling is a Numbers Game?

2006-12-06T14:00:00.000-08:00

No... But it is a game of numbers.

I once attended a meeting with Brian Tracy in which Brian was introducing a new training product, and as he started the meeting there were a number of people from my industry that Brain introduced personally. One of his top representatives had just sold his company for a large sum of money and when Brian asked him what his key to success was his answer was simple... "Know your numbers."

The statement "selling is a numbers game" implies that just throwing numbers up each week will insure results - not true. Results may come, but they come with no guarantee. There must be a level of quality in everything we do in selling - including, prospecting, closing deals and providing customer care to insure consistent results.

Once you begin doing everything with minimum standard of quality... then selling is truly a game of numbers.

Start with learning your ratios for prospecting and closing sales. Keep track of everyone you contact and which encounters turn into appointments. Keep track of every presentation and which opportunities turn into sales. If your company won't track data in a format that motivates you to excel, do it yourself.

Over the years I've seen top people reach superior levels of success by pushing themselves to improve on their numbers. Leads gathered, units sold, revenue generated - you name it. They only needed to see the information and they were inspired to take action.

I've also seen weak sales people manipulate numbers to make themselves look better than they are performing. Big mistake. Usually the blank for sales made ____ can't be manipulated... All the BS they put in other blanks won't add up in the long run and in the end, the real results will expose their weakness and lack of ethics.

The best approach is to be honest and consistent in determining your ratios. Once you've done that, set out to improve them. If 10% of your leads turn into appointments - get that number to 20%. How many of your appointments cancel? Cut that number in half - would that make a difference in your income? You bet.

Follow the lead of every major sport in the world. Owners, coaches, players (and their agents)know their stats! It's the difference in what they pay and get paid. Know your numbers and reach the level of success you deserve.

TK

Quote of the Week

2006-12-04T09:35:00.000-08:00

The battle for you mind is the most important fight that you will ever engage in your selling career. There are too many examples of men and women with physical disabilities and have still had huge success in selling and business to prove that your mind is the key to your achievement.

Here's the perfect quote for this truth...

"Man is made or unmade by himself. By the right choice he ascends. As a being of power, intelligence, and love, and the lord of his own thoughts, he holds the key to every situation"

James Allen

Don't worry about your physical limitations. Do all you can do to improve your health and appearance, but focus more on your mind. It's more difficult for most of us to "think right" than it is to do physical exercise. Start with your mind!

TK

Quote of the Week

2006-11-27T20:04:00.000-08:00

In every true profession there is a need, in fact a mandate, for continuing education. Engineers, doctors and attorneys must all participate in on-going training.

Sales professionals, true sales professionals, although not mandated to continually train themselves, do so anyway. Check this quote out...

"Sales professionals more than any other profession need consistent, relevant and inspirational information to maintain long-term success." (I came up with this one...)

If you've been in the sales training business than you know this is a true statement. Not just training other companies (like my group does), but training within your own organization. Let's pick this quote apart and prove it out:

1. Sales professionals... Selling is a profession. Just like there are bad docs and bad lawyers, there are bad sales people, but make no mistake, there are individuals that are not only making big money selling, they are big business people too. Their skills continue to grow and they could do almost anything in their company, they just happen to sell.

2. More than any other profession... Is there any doubt that sales professionals are experiencing more rejection than in any other career? Nope. For this purpose alone training, and just gathering to experience training, is a necessity. In the training environment attitudes are refreshed and confidence is restored because like experiences are shared. These are the times that provide validation. Validation of the company, the product, the service and the self-worth of the sales professional.

3. Need consistent, relevant and inspirational information... Consistent because it's always needed, relevant because it must be valuable to the trainee and inspirational because when most people are inspired and they add their own positive attitude and strong work ethic, results are met.

4. To maintain long-term success... Anyone can be successful initially or for a short period of time. Long-term success is different. It is obtained over the business cycle (ups and downs) which weed out average individuals.

My company is built on this quote... it defines what we are doing for sales professionals all around the country.

TK

Quote of the Week

2006-11-20T07:09:00.000-08:00

As we head towards the end of the year I wanted to focus on some of the greatest thinking ever produced on the topic of personal excellence. Years ago, Napoleon Hill wrote "Think and Grow Rich," and ever since then, successful people have used the concepts shared by Hill to achieve greatness.

Here's the granddaddy of them all...

"Whatever the mind of man can conceive and believe it can achieve."

Others have elaborated on this concept over the years and each has done their best to clarify Hill's original idea; however, as with many things, the original is the best.

No matter what you do, if you can create an idea in your mind, and repeatedly focus on it, you can make it happen.

As 2006 winds down and 2007 comes around it's time to determine if 2006 was as good as it can get. If not, remember that whatever outcome you can create in your mind... you can make happen.

TK

Quote of the Week

2006-11-13T14:08:00.000-08:00

Hey check out our new feature called “Quote of the Week.” In no other profession other than sports and politics are quotes so prevalent than selling.

So here is the first quote with a little commentary to keep the post at a respectable length. It comes from the most irreverent sales gurus Jeffrey Gitomer. In his book the Little Red Book of Selling Gitomer threw this gem out:

“The more you watch TV the more the competition will kick your ass.”

You’ve got to love the directness don’t you? The only way you wouldn’t, or think the contrary, would be if you were a couch potato posing as a sales professional.

Just to clarify, I watch television. I watch Meet the Press, 60 Minutes, Studio 60, Lost and every college football game I can during the week. Thanks to TIVO, I can watch the first four programs whenever I want to and without neglecting my “familia” obligations.

College football is different… when it’s on, it has to be watched!

Back to the quote – Gitomer, master of the eloguent statement nails the challenge many people struggling in sales are facing. When you watch ESPN and the same game is recapped more than once, you're watching too much television. If you watch the local news in your hometown, your watching too much television. "What about the local weather, I have to know if it's going to rain tomorrow!" Check it out... http://www.weather.com/.

Television isn't the only challenge salespeople face. It could be going to the movies in the middle of the day, going to the mall in the middle of the day or any other non-productive endeavor. If you're doing it during selling time, your bound to get crushed by the competition.

If you watch television or do other non-productive matters when you should be making yourself into an "industry expert" then again, you deserve to get crushed by the competition. Anyone willing to do more and become more deserves to kick your butt.

Tom Hopkins once wrote that "selling is the highest paid hard work-and the lowest paid easy work..." You can't sum up the income opportunities provided by selling better than that statement.

Stop watching and start selling. Stop watching and start learning.

TK

Success Ideas from IBD - Part Two

2006-10-25T15:27:00.000-07:00

Here are the final six ideas from the newspaper Investor's Business Daily on the subject of success...

6. Learn to Analyze Details - Get all the facts, all the input. Learn from your mistakes. Many sales professionals have a challenge with the critical area of success. Taking the time to analyze data and LEARN from errors in judgment is critical. Plan and take accountability for mistakes.

7. Focus Your Time and Money - Don't let other people or things distract you. Daily planning is not a good thing... it's a GREAT thing. It is one of the disciplines that that is part of the foundation for all great business people.

8. Don't be Afraid to Innovate; Be Different - Following the herd is a sure way to mediocrity. Nothing great comes from doing the same thing for too long.

9. Deal and Communicate with People Effectively - No person is an island. Learn to understand and motivate others. Be straight with people. Telling people what they want to hear usually ends in disaster. Leading people happens outside of management. Be a Leader!

10. Be Honest and Dependable; Take Responsibility - Otherwise, Nos. 1-9 won't matter. Selling is a tough business and there are people that destroy the reputation of sales professionals because they are not honest, dependable and take no responsibility.

Good stuff? You bet. Look at these every day and do your best to become the type of person that follows these secrets of success.

TK

Success Ideas from IBD

2006-10-24T09:21:00.000-07:00

If you've never heard of IBD - Investor's Business Daily - you should take a look at one.

This newspaper is great if you are investing in your financial future, especially so if you are taking an active roll in building your wealth. However it has great commentary and an even greater section devoted to success.

Every day the paper highlights one of "IBD's 10 Secrets to Success" Each of these ideas are PERFECT for anyone in professional selling. Check these out:

1. How You Think is Everything - Always be positive. Think Success, not failure. Beware of a negative environment. This is the foundation for every successful individual and entity!

2. Decide Upon your True Dreams and Goals - Write down your specific goals and develop a plan to reach them. Just as important... review your goals EVERYDAY.

3. Take Action - Goals are nothing without action. Don't be afraid to get started. Just do it. W. Clement Stone advised everyone to repeat the phrase... "do it now" three times whenever you feel like procrastinating anything!

4. Never Stop Learning - Go back to school or read books. Get training and acquire skills. Do whatever it takes to become an industry expert. It's what can set you apart from the competition.

5. Be Persistent and Work Hard - Success is a marathon, not a sprint. Never give up. Don't fall into the trap of thinking you don't need to work hard. Want to play hard? Never stop working hard.

To be continued...

TK

Behavioral Style Selling - The Concept

2006-10-16T09:04:00.000-07:00

Learning to sell to different styles of buyers has been taught for a long time. There are all types of assessments that can be administered and all types of descriptions that come from the results. Labels describing members of the animal kingdom, colors of all kinds, letters describing deep psychological behaviors and the list goes on and on...

These are interesting concepts and they have a firm place in training and coaching. However the most important thing about this concept, is the concept itself.

You see, the fact that two totally different people, can buy the same product or service, for two totally different reasons, is huge. As soon as you realize that the way you approach each person depends on those differences, the sooner you will be closing more sales with less effort.

For example, let's say I was looking to purchase a new Lexus GS 430 and you were looking at a new Lexus GS 430. I have done my homework and built the car online dozens of times. I know what I want from the engine size to the color of the interior. Money is not an issue for me.

Let's say you walk onto a Lexus dealers lot just messing around on a Saturday afternoon. You see a GS 430 and you want it instantly. Money is not an issue for you.

If the same sales professional engages me, and two hours later approaches you, they better know how to determine what benefits are important to me and what benefits are important to you. Here's why... it's very possible I want the vehicle for different reasons than the other buyer and it's guaranteed that I will expect the sales experience to be different from the person that will walk into a dealership and drop 50K just because they were driving by and liked what they saw.

I highly recommend that if you haven't been trained in behavior style selling that you get trained. Now that you know of the "concept" you can begin to the learning process of identifying behavior styles and how they like to be persuaded.

TK

Ethics in Selling

2006-10-13T09:32:00.000-07:00

John Maxwell wrote a great book on the subject of ethics. The title... Ethics 101. Sounds a bit basic to you? It should, because doing what is right is very basic.

When Mr. Maxwell was first approached about writing a book on ethics he was asked something along the line of "John, why don't you write a book on business ethics?" To which Mr. Maxwell replied, "there's no such thing." Not understanding his reply, his friend asked him to clarify at which point Maxwell made this statement:

"There's no such thing as business ethics, there's only ethics."

Simplicity is profound isn't it? So ethics in selling, or any other facet of business, is the same as non-business ethics and can be defined by simple (thus the 101) principles. Most notable by Mr. Maxwell - The Golden Rule. Treating people the way you would like them to treat you.

Maxwell writes, "Asking the question 'how would I like to be treated in this situation?' is an integrity guideline for any situation."

Now plug this concept into selling, and situations that arise in selling transactions, and you have some great questions to ask yourself... check this out:

1. How to do you treat individuals that don't say yes to your offering?
2. How do you treat gatekeepers that don't let you in?
3. How do you report your expenses on your expense report?
4. How do you speak about your competition?
5. Are you honest in all your dealings with your clients and your company?

Finally, if you were a client or you owned a company... how would like to be treated?

TK

Prospecting Drives Man to Quit His Job

2006-09-23T15:52:00.000-07:00

No this is not a headline from the National Enquirer... it's a true story!

The other day I did an incentive at the end of one of our weekly sales meetings. Two of our sales people were offered one hundred dollars for the most leads generated by the end of the day. At 5pm one of our most respected team members returned to the office with 20 business cards and notes on the back of each card with key details on the prospect and their business. The number to beat - 20.

The other guy... didn't show up. At 6pm I tried to track him down... he didn't answer his phone. Later that night he sent an email... quitting his job. No joke.

The thought of prospecting scared this kid so bad he quit his job. He was a hard worker, in fact, I would say he was our hardest working sales person. Unfortunately he'd rather lug boxes than find new business and make more money. Sad.

In his book "Advanced Selling Strategies," Brian Tracy writes "You can be excellent at every part of the professional sales process, but unless you can find someone to talk to, your skills won't help you." That's powerful stuff. You see if you suck at prospecting you have to depend on someone else to find qualified contacts for you to persuade. The problem with that approach is what if they don't find enough to keep you busy?

Answer - you go hungry. What could be worse? You now begin to blame someone else for your own lack of effort. The old saying about giving a man a fish and teaching a man how to fish is true with prospecting.

Check this out... "Give a man a fish and you have fed him for today. Teach a man to fish and you will not have to listen to his incessant whining about how hungry he is.”

Now insert the concept of prospecting...

“Give a man a lead and you have fed him for today. Teach a man to prospect and you will not have to listen to his incessant whining about how broke he is.”

Sales managers, teach your people how to prospect and do anything to help them see how important it is. Sales people, remember the words of Brian Tracy...

"You can be excellent at every part of the professional sales process, but unless you can find someone to talk to, your skills won't help you."

TK

Application - The Difference that gets Results

2006-09-05T15:55:00.000-07:00

One of the knocks against all training seminars is that they just don't make a lot of difference.

It amazes me that occasionally someone at one of our training events will feel that they won't get anything out of our training BEFORE it is even over! The amount may be less than one half of one percent, but it still blows my mind anyone would pass judgment before they even have an opportunity to use the information in their career.

It is impossible to evaluate ANY information before you actually APPLY IT.

That's the difference that get Results - Application. Everything we teach in our seminars are backed up with opportunities for application. That's the challenge with other seminars... They don't provide an opportunity for you to apply the information taught.

Some seminars, particularly sales seminars, are just too basic. They focus on a simplistic process and information that any adult already in business understands. Our events are more sophisticated, but still require application to make a difference. Application is EVERYTHING.

If the American Dental Association has irrefutable evidence that flossing your teeth will reduce gum disease by 50% why would people still not floss? Is it because their dentist doesn't tell them to floss? No way, ask me! It's because they don't apply proven information.

One of the icons of personal development was W. Clement Stone. At the age of 6, Stone was selling newspapers on the streets of Chicago to help his widowed mother pay rent. He had his own newsstand at 13, and later founded what would become a multi-billion dollar insurance empire with just $100 of his own savings.

One of Stone's keys to success was application. His formula was simple... "When you wake up in the morning, start with the phrase, 'Do it now, do it now, do it now." Repeating the phrase three times often.

In selling, more than any other endeavor, positive and relevant training information is required to survive! It can be that rough, it can be that tough. Once you move past that point and move towards success application is no less important. To survive you must apply. Success is the application of proven principles.

TK

BB King Sings Success

2006-08-08T14:06:00.000-07:00

I am not a big concert guy, but I have always wanted to see BB King live. He just looks cool... look at the man. If you've ever heard his music then you know that he puts everything in to what he does. Sometimes he has to sit down on stage, he's giving it that much.

He's got this tune I happened to listen to recently that actually gives some solid advice for success in selling, business in general and in fact, life. The name of the song is "Better Not Look Down" and it's a winner. Check it out at iTunes and you can own it for a mere 99 cents!

Anyway, BB starts out "I've been around and I've seen some things. People moving faster than the speed of sound. Faster than the speeding bullet, people living like Superman. All day and all night."

If you are really pursuing success I bet you can relate. Between all of the responsibilities we each have at work, at home and at any number of other places, we all move pretty fast. Add to that the challenges that can come with the selling industry (slumps, territory changes, new managers, new owners, new team members) and stress can manifest itself quick!

BB is the man... he's got the the answer for everyone who is pushing 110% "all day and all night."

Here it is, in the chorus of the song:

"Better not look down, if you want to keep on flying. Put the hammer down, keep it full speed ahead."

It sounds like BB is saying is keep moving, don't give up, don't think too long about what you've done that you can't change - just keep pushing forward at full speed. I like it. I really like "put the hammer down." The only thing that will kill you is sitting around and doing nothing. Floor it man.

Some day I'll see this guy...

TK

The S Word...

2006-08-04T23:23:00.000-07:00

This is the letter "S" and in sales (it doesn't stand for sales) if you want to be truly successful you've got to work on your "S" until you are extremely proficient at using it.

Of course the "S" word is script and most sales people use the other "S" word when managers talk about creating a script, working on a script, following a script or saying we sound like we're reading a script! Interestingly enough, the graphic I used for this entry has an "S" that's sort of hidden inside a bunch of other lines going in all different directions.

That's what your sales presentation can sound like when you don't have your script down, and the person you are presenting to can't understand what you're trying to tell them or what you want them to do. It doesn't matter if you are in a simple or complex selling environment, or if you work on the phone or work in the field. You have to sound confident and natural when you speak to clients.

If you think that creating, following and eventually internalizing a script is for low level performers - tell that to Al Pachino, Robert Duvall or any other top actor. They learn their lines and practice them over and over again before they deliver them on camera. When you see them, you believe what they say and they also convince you they really are a doctor or a cowboy or a Godfather.

How do they do that!?

It is simple, but it is not easy. They are dedicated to their craft. They work HARD and they know their lines and they know how to deliver them with passion when called upon to do so. It's not uncommon to hear an actor talk about the research they did when they preparing for a role. They beleive in what they do, even if it's only for the short time of working on a particular film.

Let me ask, what do you do to prepare for your role as a sales professional for your company?

TK

The Pursuit of Personal Development

2006-06-18T21:26:00.000-07:00

When training new people at our company I often take the time to discuss the personal develoment industry. I start with Earl Nightingale and Lloyd Conant and talk about what I've learned over the years from different speakers, books and other products.

It's amazing to think of the wide spectrum of products that fall into the personal development industry. You can buy a book at Walgreen's by Norman Vincent Peale (The Power of Positive Thinking) for $9.95 or you can go to Fiji and spend a week with Tony Robbins for the bargain price of $15,000 - give or take a few thousand bucks...

It really doesn't matter what you spend. What matters is what you find... and that pursue it constantly. Jim Rohn (my favorite speaker and personal development icon) reminds us that humans don't naturally reach their full potential without pursuit because we have been endowed with "choice." The freedom to choose whether we'll do the things we know will make us successfull.

Once you "find" personal development (or it finds you) in the form of a book or a seminar you get hooked pretty quick if you are striving to grow in some area of your life. Once exposed to personal development a person is never the same in one key component - there are no excuses as to why you don't do well in the future. You see, like a religion that lays out a plan that takes you to live with God again (or any other divine being or place), if you don't make it there, it's your own doing.

Personally I find this empowering some days and terrifying other days... depending on how I'm doing in the making of my life. It's one thing to know what to do - it's another thing to do it. Nike figured this out didn't they - Just do it!

Easier said than done. I suggest the following exercise. Write out your personal development plan and review it every day along with your goals and affirmations. (No goals and affirmations? Get some!) Detail what you want to work on and what you want to become. What you want to accomplish and how you can achieve those things. Here are some keys areas:

Leadership, selling, negotiating, networking and communication...

What if you were more skilled in each of these areas? Would you close more sales? Be more of a positive influence around the people where you work? Would you make more money? Would you feel more confident by the way people responded to your ideas and input? You bet.

TK

Lighten Up Sales People

2006-05-12T09:44:00.000-07:00

Sales professionals take it on the chin every day don’t they… not only are people telling them “NO” more than they tell them ‘yes,” they have to live up to that old adage, “the customer is always right.”

Well I think that old adage is old for a reason. I also think that statement is a bunch of crap.

I say the customer (client in my vocabulary) is right sometimes and the client is wrong sometimes. Doesn’t that make a whole lot of sense to you? It does to me. If something goes wrong, sometimes it’s our fault as sales people, sometimes it’s the fault of someone in our service department or billing department and sometimes, believe it our not, it’s the clients fault.

Who are some of the worst clients? Other sales people. Yep, admit it.

When things go wrong and we’re the client, we get really crazy and sometimes say the most revolting things. Why? Because our clients do it to us and we want a little revenge. A little payback. (You’re doing one of three things right now: 1. Smiling. 2. Grimacing. 3. Pondering.)

If you are number three – it means you may have taken someone’s head off before when they have missed your expectations. Perhaps you’ve fallen into the habit or you just identify with the concept. If you are doing this… stop now. Give your sales “brethren and sisters” a break the next time they fall below your expectations. Ask them to make things right if it’s appropriate, but don’t look to hang them out to dry and don’t get verbally abusive.

If you are a number two – that means you most likely don’t have this challenge.

If you are number one – you are a sadistic piece of work and you must stop this practice immediately! Ever heard of Karma?

Here’s my advice on dealing with clients who get out of line… tell them they are out of line. Tell them you understand that there is a challenge and that you’d like to find a solution that is best for both parties. BUT tell them that acting rude or making ultimatums that cannot be met is not a solution.

Remember, some clients are not worth having. Have you ever heard that before? I’ll say it again… some clients are not worth having. Selling is about building relationships and helping other people. Some products and services are more complex than others, but an interaction is taking place and it doesn’t need to be unpleasant.

I don’t like “mean people” and I try not to be a “mean people.” As a fellow sales person let me admonish you not to be a “mean people” either. Next time a salesperson blows it, don’t stick a nuclear weapon down their shorts.

Lighten Up.

TK

Jack Welch and Tough Managers

2006-04-22T15:07:00.000-07:00

I like Jack Welch. I like his direct approach and I have always liked his perspective on excellence. Pursue it, demand it in yourself and in everyone around you. Jack was an advocate of evaluating his entire team at regular intervals, identifying the bottom 10%, and replacing them with people who are looking to operate well above the “basement level.”

In the April 24, 2006 issue of Business Week, Jack and his wife Suzy wrote in their “The Welch Way” column about “tough managers.” The piece was in response to a question from a reader who was inquiring about tough management styles and do tough managers get more out of their people and really benefit their organizations in the long run.

Jack’s answers… Yes and Yes.

After dismissing any manager who is tough just for the hell of it, or for the purpose of making other people feel small, Jack hit the mark:

1. Tough managers get results, and
2. Not everyone sees the same manager the same way (tough or otherwise)

According to Jack’s experience, many people see a manager as being “tough” because those same people aren’t pursuing excellence (either they are not capable or no longer interested.) If expectations have been agreed upon, the real challenge may be misaligned purpose. Management in pursuit of it and certain team members not interested in the “hunt.”

If your purpose as a manager is to pursue excellence you’ve got to constantly surround yourself with team members who share that vision. I believe that’s why Jack was always evaluating and always looking to improve the entire General Electric organization. It wasn’t about cutting staff, it was about growing excellent people.

Here are six suggestions for your organization – sales team or not for building an excellent team:

1. Make sure everyone knows the mission of the group and the goals the organization is pursuing. (Best results come when the team sets the goals.)
2. Define everyone’s role within the group and what the expectations are for their position in terms of results – what will things look like when a job function is done correctly.
3. Review everyone often. Often means more than annually and semi-annually. (Quarterly, bi-monthly or even monthly is best.)
4. Reward success and take action on poor performance.
5. Give everyone a second, third and fourth chance, but always…
6. Replace your bottom 10%.

If you do steps 1 – 4 only a weak person can say your “tough” without purpose. Steps 5 and 6 will make you a developer of true talent and the builder of a successful team.

TK

Voice Mail 101

2006-04-11T16:04:00.000-07:00

As an owner of a company I get quite a few calls each week from sales professionals. Not very many make an impression on me and a very low percentage call more than once. Both are major mistakes in selling over the phone.

Two important points to remember if you don't get anything else from this posting:

1. You can't suck when you leave a message on voice mail.

2. If a prospect doesn't call you back after you leave a message for them don't worry. They are not supposed to call you back.

If you take these two points to heart, you'll make more money from your voice mail opportunities. You'll sound better and you'll be more persistent.

Those are the basics. Voice mail is a great tool for getting the attention of your prospects and getting past the person who is "chief-get-rid-of-you." Receptionists and assistants have the same job - protect their boss. Here are three reasons why I return voice mail messages:

Number 1 - The person leaving the message is pumped up and excited about the product or service they are offering and has peaked my interest.

Number 2 - The person leaving the message is "real" and conveys such by being funny or naturally conversational. They aren't talking "up" to me but act like they are on an equal footing.

Number 3 - The person leaving the message is number 1 or number 2 and is leaving their message consecutively. Could be for a second time, but usually for the third or fourth time. They deserve an "E" for effort and I give it to them for calling back and being persistent.

Remember though, they have to be "1" or "2" for the call back. If they are boring, monotone or sound like they are reading a script - no call back - even if they've called a dozen times.

Be aware of the simple fact that if a sales manager is doing their job - they are busy - sometimes very busy. Look at their daily planner and you won't see "take phone calls from people I don't know." You are an interruption so if you're going to interrupt someone you better be good.

Your voice mail message may be a take off of your opening statement from your normal sales presentation. One thing it MUST be though, it must POP with enthusiasm and get to the point. If you don't, you risk "POWER DELETE." Power delete at my office is when I push the number 3 on my phone within seconds of hearing a really weak sales person giving a really weak presentation over the phone. Bye-bye.

Your message may also leave a question on the mind of the person your calling or leave a "tip" or a positive quote of some type. I really like the idea of leaving a cool website - just make it something unique. Like being enthusiastic or humorous, the objective is to be DIFFERENT from the other ten people who have called the same potential client that day.

One idea I really like is to leave multiple messages that build on one another... like a story. Add excitement, humor and good information and you will blow away your prospect. I tell you people will call you back!

Want more information on this story idea? Give me a call at 800-486-7586, extension 216. Leave a message... if I call you back, that's a good sign.

TK

Prospecting Insights

2006-04-04T14:48:00.000-07:00

My company just had Art Sobczak in to conduct an inside sales training session. This guy is good - really good - when it comes to working with inside sales professionals. If your interested in finding out for yourself, check him out on the web at www.businessbyphone.com.

Art shared some ideas on prospecting that I wanted to write about because they just made sense. I pulled Art's message from his workbook, added my own notes, and came up with five important points on prospecting. Check these out:

1. Prospecting is not just a numbers game... it's about getting RESULTS. Make sure you are measuring your efforts so you can determine what works and what doesn't. Don't blow time by not prospecting, but don't waste time by heading in the wrong direction.

2. No's don't take you any closer to a yes if your presentation sucks! I know that sounds harsh, but it's the truth... and the truth will make you better. Sometimes you're presenting even when prospecting so make sure you are giving it 100%. Tape yourself on the phone and listen to how you sound to others.

3. You don't need to love rejection. Who really likes to have people reject them? Art teaches to have a "secondary objective" when prospecting. Do you want an appointment - of course you do! If you don't get an appointment have you been rejected? Only if you don't have a secondary objective like a referral or at least the opportunity to leave a positive impression. If you only did that, leave a positive impression, you'd be doing more for your future business and the profession of selling than you can imagine.

4. Prospecting, like sales, is a process. Think of prospecting like it's a "system" and that you either owe the system or it owes you. Prospect correctly and eventually sales will come - the system owes you. Do nothing productive all day and you owe the system. Not much will be coming your way until you get your assets in gear.

5. Prospects must first hear a good reason to speak with you, and then more, in order to want to set an appointment with you. You have to reveal what benefits you bring to the table and you have to do it quick! Today's business leaders are not going to wait while you spit out a weak opening statement. You've got to make it POP and you've got to get their attention.

Depending on the industry you work in, prospecting may or may not be a major issue; however, this much is clear, prospecting new business will make you more money than not prospecting.

TK

What Are You Waiting For?

2006-02-27T12:10:00.000-08:00

“If you had one shot, or one opportunity, to seize everything you ever wanted, in one moment, would you capture it… or just let it slip?”
Eminem – Lose Yourself

If you’ve ever seen the movie “8 Miles” then you might have heard the lyrics from the tune “Lose Yourself.” I heard the song on a recent iPod/iTunes commercial. (That’s right, I didn’t see the movie and I don’t listen to rap music), but the opening lyrics are pretty powerful and it made me think about the absolute choice we have over our own lives…

Here’s a question: Is 2006 shaping up to be your best year ever? If yes, I congratulate you! Now keep it up for 10 more months and you’ll have another excellent year in the bag. If you are behind, what are you waiting for? What are we all waiting for?

Here’s another question: Is something holding you back mentally or physically? Is there something you need to start doing? Is there something you need to stop doing?

In about thirty days, 25% of the year will have passed by... soon after that, it will be June and summer will be in full swing. Things move pretty fast after that and about 75% of the year will be gone before it cools off again here in the Arizona desert. Then the holidays will be here. So much begins to happen with Thanksgiving, Christmas and Hanukah that before you know it, you’ll be celebrating New Years Eve 2007. It happens that fast and you know it.

Jim Rohn says that our daily disciplines are what make us great. The more we focus on key disciplines, the more successful we will be. He also tells us that we continue to make mistakes in our choice of daily disciplines because the result of a poor choice doesn’t “befall us” in the same moment we make it. The consequence is often delayed, and thus our mistakes become disconnected from our ultimate failures, and when that happens we often begin looking for reasons why, usually missing the real culprit which is ourselves.

Success, like failure comes the same way… it takes a bit of time to see the fruits of your labor. You won’t see it instantly, and that’s why many people give up daily disciplines such as reviewing goals, saying affirmations, reading good books, making 100 calls a day, sending in referrals, setting meetings in the field – you name it.

On the other hand, if we can be consistent, we can seize everything and quit wondering when success is going to come our way. The truth is, you capture it.

You see, it’s not a sale, it’s a decision, and you make a decision in a moment. You can have every tool you need, every opportunity in front of you, but until you make a decision to be successful you won’t achieve all that is possible for you.

You can do it… or just let it slip.

I really don’t like rap… but I just added this tune to my workout playlist…

TK

BlackBerry Friday

2006-02-24T05:53:00.000-08:00

If you've ever watched the movie Ben-Hur there is this scene when Judah (played by Charleton Heston) and Messala (played by Stephen Boyd) are about to start the chariot race and they meet up just prior to the start.

These guys hate each other and someone isn't going to come out of the "circus" alive... as Messala passes by Judah Ben-Hur he gives him this evil look and says "today is the day Judah" and Judah stares back at him and says "yes, today is the day." I love that movie and that scene is awesome. (Ben-Hur is the winner of 11 Oscars.)

Anyway, "today is the day BlackBerry..." This could be a huge business story or absolutely much to do about nothing. No prediction here, but check out this link to read more about what is happening from CNET News.

Nick Fletcher in our group has already changed his phone just in case something happens today. It's definitely a prudent move and I salute his vigilance. We will know more by the end of the day. Good luck all you BlackBerry people!

TK

Attention BlackBerry Addicts

2006-02-13T13:20:00.000-08:00

This is important for everyone using a BlackBerry, but especially important for our Results Team members using this troubled device: Ron, Tom, Thomas... anyone else?

February 24th is D-Day for Canadian company RIM, maker of the BlackBerry and it's patent challenge from US company NTP. If this were a hockey game, my money would be on the Canucks... but since we're "playing" in US Federal Court anything is possible.

My intel leads me to believe that no matter what happens, there will be a brief period of time given to RIM to implement a "fix" for the software that is in question. This will give BlackBerry users time to decide whether they want to move to a Treo or other similar device. I've got review of a Samsung product that I'll be posting on www.salestechnologyreport.com so check that out.

I have really been blown away by my 8700c and find the Blackberry to be more of a business device that is easier to use than the Treo 650. However, it needs to have service or who cares if it has a scroll wheel!

Keep your fingers crossed for the Canadians! Everyone likes those guys so let's hope that includes US District Judge James Spencer... he's the only one making the decision.

TK

Cancer Kills a Team

2006-02-02T10:04:00.000-08:00

I was listening to one of my favorite radio programs the other morning and I heard an interview with Stephen Covey. Although I think Mr. Covey is tough to listen to, his material is inspired and applicable. He is a powerful influence in the personal development industry.

Covey was talking about the "Five C's" that can destroy a company (from his book, The 8th Habit.) As he rattled them off I was focused on each point, drawn to what he was saying from tough personal experience of managing a team of sales professionals for over a decade.

With each point he described, a picture of a former team member flashed across my memory, their "death" replayed and my remorse rekindled. This took place in about 3 minutes. What a waste. What a waste of excellent sales people and what a waste of my time and energy. The battle against cancer of the body and cancer of a team sucks the energy from everyone - the victim and those trying to save the victim.

Here is what Dr. Covey was talking about - The Five Cancerous Behaviors:

Criticizing
Complaining
Comparing
Competing
Contending

Each of the five deadly behaviors capable of metastasizing and destroying an entire individual. Combine them, and a person can be a walking destructive force, tearing down an entire organization faster that a brush fire.

I love what Covey says about these behaviors... "People who don't have their own deep internal act together seek their security from forces outside themselves." If I may carry this to a conclusion, this leads insecure people to gossip about other people and events that don't concern them, that are usually negative, so they feel better about their own lame lives.

(Key to note, people find themselves where they are as a result of the choices that they have made over and over again. They are "lame" because they have chosen to make lame decisions. Thus criticizing others, complaining about others, comparing themselves to others, competing with others and finally contending with others makes them feel good about themselves.)

Unfortunately, most people don't want to do the "heavy lifting" that comes with real personal development. Growth comes from focusing on yourself, not other people, and their are no shortcuts.

Covey also says that "These five emotional cancers literally metastasize their cancerous cells into relationships, and sometimes through an entire culture. Then you've got an organization that's so polarized, so divided, that it's almost impossible to consistently deliver high quality to customers. I might add that it is almost impossible to do ANYTHING when this disease is ravashing your organization. So what do you do?

Kill it. Kill it fast.

As soon as you can diagnose the difference between one of your people "having a bad day" and one of them being ravaged by "behavioral cancer" you must attack. Be direct, tell them you've seens their behaviors before and that there is no place for them in your organization. Finally, if you cannot help the person make change, you must make the change and let them go.

Better to have them go then have your entire company become infected...

TK

Love at the Office?

2006-01-27T13:12:00.000-08:00

Is it okay to have love at work? You bet says Steven Dearien owner of Sundance Dental Laboratory in Scottsdale, Arizona. Now get this - it's not the type of love you may be thinking of... it is real love. Caring for people and their personal needs.

I had a chance to bring a group of Scouts over to Sundance and take a tour of the lab and learn more than I wanted to know about what happens when your natural teeth "expire" for one reason or another. (The fact is - it was interesting and obvious that a good looking smile is a big confidence booster!)

Back to love at the office...

As we were leaving our tour guide took us past a rack of publications that had a picture of Steve on it and was a promotion piece for the lab. In small print at the bottom it outlined his company philosophy for Sundance - here it is:

"Love what you do. Love who you do it with. Love who you do it for."

I stared at those three sentences for a few moments and then outloud said "that's cool." What an awesome way to describe what we all want from our careers. Love is such a powerful word that you shouldn't associate it with anything unless you truly feel passionate about what you are describing.

Wouldn't everyone want to LOVE what they did for a living day, in and day out? Wouldn't you LOVE to be around uplifting people ALL day long that helped you become a better man or women in everything they said and did? And finally, would it not be awesome to love your clients and the people that you serve in your business? To really care about their success and profitibility?

You bet.

Let's make this simple... this is Mr. Dearien's company philosophy because HE BELIEVES IT. It is something he most likely conveys in everything he does in his office (I sure hope so because I have never met him), it seemed like it from the person who gave us the tour. It appeared to be a really cool place to work. I'd bet money that it is...

I would also bet that Steve wouldn't mind if every company in America adopted his philosophy. The marketplace would be a much nicer place.

TK

Pass the Show Up Test

2006-01-25T10:30:00.000-08:00

Have you ever heard the phrase "showing up is half the battle?" I don't know who first came up with it but I do know that it makes sense to me. Another way that I have heard it put is you have to "pass the show up test."

I have taken this phrase and compiled a list of key things to do on any appointment, meeting or assignment. Here they are according to order of importance:

1. Show Up
2. Show Up on Time
3. Be Prepared
4. Have a Positive Attitude
5. Do Your Best

If showing up is half the battle, then showing up on time must advance you forward in some measurement. Show up early and that will move you forward even further.

Be prepared for your appointments, meetings and any other assignments. Do your homework and make sure you can convey that you are ready to do business, make recommendations and demonstrate that you are an industry expert in your field.

Ever heard that attitude is everything? That's not true - if showing up is half the battle (50%) then attitude cannot be everything (100%), but it is HUGE. Let's face it, there is enough negativity in business that we don't need to add any fuel to the fire. In fact, a positive demeanor and a positive approach will get you noticed. Enthusiasm SELLS!

Finally, do your best. Only you know if you are giving 100% in your appointments, meetings and other important encounters. In selling it is tough to do it day in and day out - you know it too if you are in the arena every day. As a manager I can only imagine and appreciate those that do it well.

Outside of selling this formula is just as true... teaching a Sunday School class - show up, be on time, be prepared, have a great attitude and do your best! You get the idea...

In all that you do pass the show up test!

TK

Inspiration + Action = RESULTS

2005-12-09T22:19:00.000-08:00

I created this “tag line” last year when our group updated our logo and the rest of our promotional materials.

It seemed to make a lot of sense at the time, and to me, it still does. It is the essence of what we do at the Results Group in partnership with our students who hit the streets every day selling their product or service.

Get this… the ideas and techniques we share in our one-day training seminars inspires our clients to want to “do better” and “be more successful.” The skills they take away from our events combined with their own actions (the implementation of those ideas), equals the RESULTS they will achieve.

Each item in the equation is of equal importance. Results will never come without taking action, and action without inspiration sometimes leads to nothing.

TK

Best Year Ever Award Concept

2005-12-07T15:24:00.000-08:00

For those of you sales leaders out there that are preparing to hold and run year-end meetings I wanted to share a concept we've had at the Results Group for a number of years... The Best Year Ever Award.

We give this award out each year to anyone in our company who earns the most money they ever had in selling (or any other position for that matter!) The great opportunity with this type of award is simple - everyone can WIN and you can have MULTIPLE winners. There will only be one top producer in a particular division, but with the BYE Award everyone on your sales team can win.

My goal is to have 50% or more of our sales team winning this trophy and I love presenting them along with Ron Marks to our people who continue to get better each year. Try it out - Best Year Ever Award.

Other awards we give out are the rookie of the year award for the best efforts of each person in their specific division who is in their first year of employment and our annual "wingman" of the year award. Typically these go to the sales people on our team that have contributed in some special way to the accomplishment of our corporate mission.

These awards are a great way to reward the team members that are establishing themselves as long term players but have yet to reach the top producer level of production.

These awards are easy to implement and easy to determine if they have been acheived - try them out!

TK

Blackberry Alternatives

2005-12-04T10:03:00.000-08:00

The article below was taken from the Washington Post and has solid information on what you should be doing if you currently own a Blackberry device...

TK

Just in Case: Alternatives to BlackBerry

The fate of your BlackBerry is uncertain. You're worried that one day you'll wake up and the service will be turned off. You're definitely not going back to the old way of reading and sending e-mail on a -- gasp! -- computer. You're ready to run out and buy a Palm Treo or one of these other gadgets that you've heard are going head to head with the BlackBerry.
Remember that BlackBerry is both a device and a service -- and that means switching to an alternative isn't as easy as it might seem. There are plenty of things to consider -- compatibility among devices, e-mail providers, the wireless carriers and other technological restrictions.
Before you act on your BlackBerry anxiety, take a moment to review some helpful hints.
Keep using your BlackBerry. Service is still on, and it's too early to be sure about court injunctions and legal settlements that may affect your mobile e-mail.
Talk to your wireless phone providers and ask them about business e-mail services. Some of them have exclusive relationships with alternative e-mail providers.
Check with your employer if your BlackBerry manages your corporate mail. Many companies have restrictions on which wireless e-mail providers and devices can access corporate e-mail servers. Your employer, for example, may not let you grab mail through a Treo.
Go window shopping for various types of smartphones. Hold them, tap on their keyboards, look at their other functions. Wireless e-mail service providers list supported devices on their Web sites.
Remember that e-mail on a mobile phone usually uses data minutes, not voice minutes. Don't go out and change the service plan on your cell phone, thinking that you'll need those minutes for e-mail.
Don't forget that mobile phones with a Web connection can access most Web-based mail accounts, such as Yahoo, Hotmail and Gmail -- even if it's still a bit slow and clunky.

The 3 Keys to Sales Success

2005-11-09T08:27:00.000-08:00

For years my company has been teaching a simple concept - top producers do three things very well. When you analyze the "keys to success" (and everyone has their own list of keys, steps etc.), you find that they apply to any business endeavor and not just selling.

Key Number One - Have an outstanding attitude. In all that man attempts to do in this life, maintaining a positive, success oriented and abundant attitude is the toughest endeavor. To those that were born with a natural dispostion to "think positive"I say "thank God everyday!" To the rest of us that battle the enemy inside our heads on a consistant basis I say "it's worth the fight!" There is nothing as unattractive to other human beings as negativity. Think about the person you most admire, are most attracted to, or most influenced by... I bet they don't have a negative attitude.

Key Number Two - Top Producers have an awesome skill set. They have taken time and invested their energy into the profession of selling and the product or service they represent. Few top people can get reach the top levels of success without being an industry expert in their product and dedicate themselves to the study of pursuasion.

Just as important is their immersion into personal development. The study of success and acheivement is the growth tonic of top producers. Whatever they are doing in their daily selling career is only enhanced by their nightly study of the master motivators such as Napolean Hill, Earl Nightingale and Jim Rohn. For more information on these individuals check out www.nightingale.com.

Key Number Three - Committment. That simple word is best described by my business partner...

"Committment is a measure of how much pain a person can handle before they quit!"
Ron Marks

That means top producers in selling (and life) don't quit for minor reasons. They don't quit because clients tell them NO, don't follow through on their committments, don't show up to appointments, don't return phone calls and don't blah blah blah! Top producers see these challenges as the catalyst to their other clients saying YES. Top producers don't quit because they don't like change in their organization. They work to influence policy and then work within established guidelines.

These three keys to success are part of the make up of most top producers. Show me someone that doesn't posess these keys, and I'll show you someone who is only temporarily at the top and headed for a fall...

TK

Law of Reciprocity

2005-11-01T18:24:00.000-08:00

One of the largest challenges facing our sales professionals is getting future clients to take our calls, call us back and most of all... get that initial appointment. Sound familiar?

Last week a friend of mine, Jeff Nelson, gave me a lecture on marketing and schooled me on the "Law of Reciprocity." Simply put...

"The Law of Reciprocity states that when you give something of value away for free the recipient is grateful and feels obligated to give you back something in return."

David Frey, Author of the Small Business Marketing Bible

In another book that Jeff let me borrow there was a story about a man who was giving away a bottle of Coca-Cola and asking for the recipients to purchase raffle tickets in return. In some cases the recipient was purchasing two raffle tickets when asked in return for the bottle of Coke. Not a big deal right... the interesting fact is that at the time, a bottle of Coca-Cola was a dime and the raffle tickets were 25 cents. Thus the "premium" was garnering a 500% return!

The key seems to be giving away the premium before you ask for reciprocation... how much would you spend on a premium knowing that you could recieve a 500% return? I'm on board for $20 or $30!

Perhaps your company is already trying this marketing technique, it's pretty basic marketing 101, but I'd love to hear how it is working! Email me at tomk@closemoresales.com.

TK

Inspection is the Key to Results

2005-10-08T18:20:00.000-07:00

From a sales management perspective, have you ever designed, implemented and run a fantastic training program only to see no measurable results? It's pretty common.

In fact a training program can be perfect and not produce results.

Why? If everything WAS perfect than the KEY to getting results is inspection - inspect what you expect.

It's really the tough part of training - making sure your people implement the curriculum into their daily routines and presentations. It requires time - you've got to spend time with your team to insure they are committed to change.

Don't waste time and money designing and executing a training program and not follow up with your people. Inspect what they are doing and make sure it's what you expect... then watch the results pour in!

TK

RE Pros - Stop Discounting!

2005-09-25T11:27:00.000-07:00

Below is an article my partner Ron Marks wrote for our quarterly newsletter. If you are in the real estate profession I know you've dealt with the challenge of clients wanting you to discount your fee for service.

Before you ever do that again read what Ron has to say on that topic...

As Tom Hopkins and I travel around the country speaking to real estate sales professionals the biggest challenge we hear is clients asking agents to discount the listing fee when they authorize the exclusive right to sell of their home. Being asked to provide full service at a reduced rate creates stress at many levels for today’s agent.

With the proliferation of so many discount real estate agencies, this challenge is compounded because the expectation of lower real estate fees becomes the norm.

If you are a full service agent and are committed to earning what your time is worth, then we have some good news and some good ideas for you. By law, the commission paid by a seller of a home to an agent is negotiable and cannot be fixed by any one government entity. Even though there are traditional fee structures, you can decide what your services are worth and if you provide the appropriate value, the market will pay you.

As Tom Hopkins teaches, there are three ways to handle any objection you face. You can bypass it, brag about it or respond to it. Bypassing an objection means that you “shelve it” and do not address the concern right away. This approach is only effective if the discounted listing fee objection comes up right away before you have really had a chance to give your full listing presentation.

Of course if you have given the full presentation and then the objection come up at the end, bypassing it will only aggravate the seller. At that point you will need to respond, however if the concept of discounted listing fee comes up in the beginning, then it is best for you to acknowledge the objection and then shelve it for later.

For example, when a future client asks what is your fee or if you will discount it your fee in the opening moments of your presentation, you can respond with:

“I understand you are concerned with the costs of selling your home. At this point, we have not fully discussed all of the objectives you have in marketing your home and therefore it would be difficult to quote a number. Ultimately you want the highest selling price in the shortest period of time don’t you? Let me make a note of your concern and then I will show you how we can help you achieve those two objectives.”

In this strategy you have acknowledged the sellers concern, but you have not been tied to a specific number. The fact is that until you can describe all of the services you can provide for them, it is unfair for you to concede or reveal any listing fee information.

The next strategy is designed to build more value in your listing presentation and brag about the objection of discounted listing fees. In order for this strategy to work you need to be prepared to walk away from discounted business. When you are new to the real estate profession this is difficult to do, yet the true professional is willing to stand their ground and make sure they are compensated according to the value they bring to the marketplace.

As you transition into your listing presentation, try the statement below. It will establish the foundation for your position on discounted listing fees and make it more difficult for the client to ask for the concession. Now, before I give you this phraseology, please realize that the risk of bragging about a specific objection is that you are bringing something up that the customer may not have thought of themselves. Having said that, the best times to use this strategy is when you anticipate the objection or you get to a point in your career where you hear it all of the time.

“Before we discuss how our firm can help you market your home, I wanted to let you know that I have learned something over the years. When people look to sell their home, they really look for three things: FIRST, they want the most exposure to ensure the highest selling price possible in the shortest time frame. SECOND, they want the best service from their agent throughout the transaction and FINALLY, they want the lowest selling costs.

I have yet to find a company that can provide all three of these things at the same time. They can not give you the most exposure, the best service all for the lowest selling cost. I am curious, which of these three are you most willing to give up? The best exposure, the best service or the lowest cost?”

By using this strategy, you establish right up front that the seller will basically “get what they pay for,” without using this old cliché. In most cases the client will respond logically and let you know they realize they can not get the most for the least and then it will be more difficult for them to bring up the objection later. Again, in a situation where you have a tough seller that says “they don’t care, they don’t want to pay the listing commission,” you may need to walk away from that seller.

This response can also work well if you hear the objection at the end of your presentation, although real estate agents around the country are telling us that the most effective way to “head-off” this challenge is to handle it up front.

The reality is that even if you end up taking a discounted fee, you need to establish your position of value so you have a better place to negotiate. This technique will work if you USE IT! Please let us know how this works for you so that we may share the idea with other real estate agents across the country.

Email me at ronm@resultsseminars.com

Nice Job Ron!

TK

May Tech Review - The Treo 650

2005-05-01T21:23:00.000-07:00

Last year I reviewed the Treo 600 after using a few other smart phones... I liked it, but the email function was weak and after I experienced a couple of glitches I took it into Sprint and was ready to trade it in on an old reliable flip phone.

However before I could pull the trigger, a friend of mine picked up the newer Treo 650 and I had a chance to give it a real good look - and I liked what a saw. The improvements from the 600 to the 650 make me salivate for the 700! Here's what I like best:

1. The Graphics - The graphics between the two models is unbelievable. The 650 makes the 600 look like it was a black and white. You can talk in terms of pixels, but why? The 650 just kicks butt.
2. The Email Function - Sprint's VersaMail program rocks. It works perfect and syncs automatically. With VersaMail the Treo is equal to the BlackBerry in every way. Leave a copy of incoming messages on your server and they are always on your laptop or desktop for later review.

The Improved Treo 650

3. Documents To Go - This 3rd party application works great on PDA and smart phones. It allows you to view, edit and even create Word, Excel and other documents. With the improved graphics even large spreadsheets can be viewed with clarity (if you know where to find your data).
4. Favorites - I have a favorite button for my bank website, google and even one that emails my entire company. In about 20 seconds I can email my entire team from anywhere in the country.
The real test of the Treo 650 was filling in for my laptop. A few months ago my laptop went "tango uniform" and I couldn't get it back from Gateway in time for a business trip. There was no way I was going to buy a new laptop so I hit the road with my Treo 650... and it did EVERYTHING my laptop would have done.

I bought a keyboard and with the exception of printing I was covered. I took two other trips while I waited for the laptop and each came off without a hitch.

If I had to recommend one piece of technology for 2005 it would be the Treo 650. Check it out at www.palmone.com/us/products/smartphones/treo650.

TK

The Plateau Principle

2005-04-26T14:14:00.000-07:00

A few years ago I was helping one of our team members work through a decision they were making regarding leaving our group. It was tough – they were one of our top producers, a student of our business, a friend and someone that the entire organization looked to as a success story.

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.

Hope this helps the next time you have an opportunity to help an individual or an organization work through this very real issue.

TK

Motivation vs. Inspiration

2005-03-15T08:50:00.000-08:00

Some time ago I came to the conclusion that what most people think is motivation is really inspiration. Email me if you think I'm off base - but only after reading further...

Motivation is often referred to in the following contexts:

1. "That was motivating"
2. "I need some motivation"
3. "We need to motivate our team"
4. "You de-motivated me" (I really hate this one as a sales manager)
5. "I need to go to a motivational seminar" (I love to hear this one!)

I believe what is really being said is:

1. "That was inspirational"
2. "I need some inspiration"
3. "We need to inspire our team"
4. "You did something and it did the oppostive of inspiring me"
5. "We need to go to a seminar and get inspired by some an idea or concept"

You see, motivation comes after you've been inspired to do something - you do it - and you see positive results. Thus you are MOTIVATED to continue a specific course of thought or action.

Here's an example of what I'm talking about... if I read a book on getting in shape and it has some great pictures of people who've used the ideas and look great that INSPIRES me. I want to look that way too.

If I use the information and techniques and see RESULTS in a few weeks, and start feeling better I then become MOTIVATED to continue using the information. Makes sense - doesn't it?
So as sales professionals, we shouldn't ask others to motivate us - we motivate ourselves by thinking and acting on good information. What we should do is look for inspirational ideas and put ourselves around inspirational people. If you seek, you'll find and then you need to act.

For sales managers, we need to make sure we are creating an INSPIRATIONAL enviornment where great people can have great success in our organizations. We also need to help our team members realize the difference between inspiration and motivation and help them take accountability for their own actions.

If I'm missing something here email me at tomk@resultsseminars.com, or if you agree, shoot me an email. It will inspire me...

TK

Ex-Notre Dame Coach Nails Personal Accountability

2004-12-03T23:33:00.000-08:00

This fall I accomplished a goal I’ve had for a couple of years… to see a Notre Dame game in South Bend. I put the whole thing together on a trip to Chicago and saw the Irish lose on the last play of the game to Boston College.

Truly and incredible college football game and experience – the pep rally the night before, the morning rain and constant storm clouds made for a lifetime of memories. The loss – it hurt.

I’m sure it hurt Coach Tyrone Willingham the most… as I was driving the wet Interstate back to Chicago I imagine the powers that be in Irish Football were making the only decision they could - Willingham was out and only a couple of wins including victory over SC could change that direction.

Harsh? Maybe, but winning at Notre Dame is not something that just happens – it’s a constant pursuit. If things are not progressing in that one direction then they are regressing, and that is where things stood the rainy afternoon of October 23rd in South Bend. After mass, the football gods got together and made the call - miracles or else.

Willingham is a class act. The other day in USA Today I read this quote and smiled. Tyrone Willingham had nailed the answer for why he was let go, and let go before his contract was over at Notre Dame.

Here it is:

"I understand that I did not meet the expectations or standards that I set for myself… and when you don't meet your own expectations, you make yourself vulnerable to the will of others."

That is accountability. No need to make excuses and I doubt he will do so in the future.

You know what’s great about taking 100% responsibility for your failure? This is it – you get to take 100% responsibility for your success. That is something we should all embrace.

Good luck Coach.

TK

Recruit, Hire, Train, Inspire and Monitor...

2004-11-23T14:29:00.000-08:00

The five things sales managers must be consistently doing is Recruit, Hire, Train, Inspire and Monitor.

Once these five actions are underway and consistently taking place (the plates are spinning), momentum will take over and managing a sales team becomes more of a joy and less of a pain.

Recruit - Finding people that will be the right fit at the right time is the first step. Accepting the fact that team members will transition, even when you are doing things right is important to maintain your SANITY. Turnover is part of business and happens more frequently in sales than accounts payable!

Hire - Selecting people that will be the right fit at the right time comes next. Your best bet is to see as many prospects as possible (gee, sounds like sales to me) so you can make the good selections. Just like turnover, making the wrong selection happens A LOT. I don't know why, but sales professionals sell really well during the hiring process. The longer you recruit and hire the better you'll become at knowing who is the real deal and who is blowing smoke up your butt.

Train - Most sales professionals love good training. Training should be consistent, relevant and with topics that cover attitude and skills. If your team doesn't want to come to training do the following then you are stale or they are stale. You can fix your training but you cannot fix someone who just isn't interested (this is why you recruit, hire etc.)

Inspire - If your product or service doesn't inspire your sales team... you've got to inspire your sales team. Without inspiration, the negative impact of consistent rejection will push your sales team over the edge. Why are your sales people representing your product, service or company? What benefits are they bringing to their clients? If you've got something really special - make sure your people know it! If you don't have a special product or service (say garbage collection...) you better make your organization a haven of personal development and growth.

Monitor - I attended a meeting a few years ago where Brian Tracy was lavishing praise on an individual for selling his company for a few million dollars. Brian asked the gentlemen, "give everyone here the secret to doing well in your industry..." without hesitation the guy said "know your numbers - always know your numbers."

He was referring to sales people. As sales managers we need to make sure our team members know their numbers. It's the key to accountability. It's the key to success.

These five things have made a difference in our business and hope they will help make a difference in your efforts to help your team achieve great success.

TK

Selling Power Magazine

2004-09-20T22:35:00.000-07:00

Have you ever seen this magazine? Selling Power is THE magazine for sales and sales management professionals. We've done promotional work with Selling Power and the magazine has sponsored our training events in the past.

Selling Power www.sellingpower.com

If anyone can tell me of another magazine for our industry (other than Sales and Marketing Management Magazine), I'll send you to one of our Results sales training programs for free. I don't know of anything else out there that covers all sales industries.

Each issue has articles on closing, managing and incentive ideas. As a tech nut - I look for new products that can help our team sell more efficiently, communicate more effectivly and make more money!

This is a great tool - check it out!

TK

Selling... It's a Wonderful Life!

2004-09-08T18:37:00.000-07:00

After 13 years with our company, I am constantly amazed at how the need for our services never dries up. I love it, and I love what we do for people. The training we provide to sales professionals and sales managers makes them better at what they do - any maybe more than that...

I love the movie It's a Wonderful Life with Jimmy Stewart. I often describe a scene from that movie when I help people visualize what we really do here at Results.

Jimmy Stewart

In the movie, there is a scene in which George Bailey (played by Stewart), extols the virtues of home ownership to a group of "suits" wanting to close down his father's financial operation, that specialized in building new homes for the average "Joe."

After being lectured by the movie's villain (can you remember his name...), George enlightens everyone in the room to the fact that owning something, especially a home makes a person better. A better father, a better mother, a better member of the community etc.

So what's the point?

The point is that when we help people increase their abilities in selling or managing - they "own" those skills. Armed with that knowledge they can build more value with their clients and within their companies and make more money.

Hopefully with that extra money they can provide more for their family and those around them. With that money they'll boost the economy and keep the free market system humming!

Doesn't that make them a better father, a better mother, a better member of the community on some level?

You bet it does...

TK