NOV
07
0

Here's A Proposal Your Prospect Can't Refuse

You are in sales, but more important you are in the value creation business . You want to help your prospect make a positive decision to do business with you. When you reach the stage of submitting a proposal it will come at the moment you have laid the foundation for a positive decision. The moment comes after… You have had a positive introduction . This may come in the form of a referral, a testimonial, or relevant marketing you shared that appealed to the buyer. You have built rapport . This is where you establish credibility. Your appearance, reputation, and ease that you converse with the prospect sets the tone. You are subtly selling your integrity, and nothing else. You have discovered the wants and needs of the prospect . This is the most overlooked and underdeveloped aspect of the sales process. This is where you discover wants and...
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0
  176 Hits
176 Hits
OCT
29
0

Are These Sales Statistics Blowing Your Mind?

A recent HubSpot blog post titled  73 Mind Blowing Sales Statistics   caught my eye and it should interest you. With each statistic there is a story, which should lead to a series of questions. STATISTIC: 42% of salespeople consider prospecting the most challenging part of the sales process. If I am your sales coach I would ask you : When was the last time you asked your sales team about their biggest challenge(s)? How were the challenges addressed? If it’s prospecting, why is that? Is there a lack of communication with marketing and sales about the best type of accounts to target? How often do you review your sales plan? Are the salespeople unwilling to follow the sales plan? STATISTIC: 60% of buyers want to discuss price on the first call. If I am your sales coach I would ask you : Does price come up because your salesperson...
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  240 Hits
240 Hits
JUN
05
0

Sales Professional's Daily Checklist

_  Thank a current customer. _  Share a piece of relevant content via email or social media. _  Connect people in your network. _  Find a boss who can’t live without you. _  Use your best personal attributes often. _  Match your passion to your desire to solve a problem. _  Give gifts that change people, without expectation of reciprocity. _  Resist your Lizard Brain . _  Accomplish 3 tasks related to your One Big Project this year. _  Become indispensable. _  Act with dignity.
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  329 Hits
329 Hits
MAY
21
0

Are You a Sales Genius?

Look at where you are in your sales career. Are you working at your appropriate level, earning what you are supposed to earn, doing what you are supposed to do? Do you work in an environment of high expectations, or something else? If you are given permission to share your sales genius what would you tell us? Some sales organizations allow for maximum creativity, decision making, and autonomy ( see The Ritz Carlton’s $2,000 rule). Others demand conformity, and close adherence to the rules. Absolutely no coloring outside the lines.  To quote Seth Godin , “ there are no longer any great jobs where someone else tells you what to do .” The Sales profession needs your genius. You are capable of insight, invention, or connection that makes a difference that is unique to you. Share it. Spread it. Teach it.  Your Genius + Environment = Indispensable. Where are you...
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  459 Hits
459 Hits
APR
17
0

Are Great Salespeople Born or Made?

My answer: I don't know and I don't care (insert smiley face emoji). I'm not trying to be a wise ass.  I believe this is the wrong question to ask. Let's try these... What are your sales goals and objectives?  Have you assembled your sales team by choosing the right people with the right motivations and talents to achieve stated goals and objectives? See the difference?  Salespeople have personality DNA and you don't need a scientist or laboratory to figure it out. Recently I worked with a client who wanted to clone his top sales performer. We had the salesperson take a personality profile to learn more about their DNA. Doesn't it make sense to understand your top performer's traits, then look for the same when recruiting and interviewing?   When you look at the chart below and subsequent comments you get information about the motivations of the individual. The numbers...
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  585 Hits
585 Hits
FEB
26
0

10-part Series - Must Have Sales Skills in 2018 Skill #1: Awareness of your communication style

  “Self-awareness is a key to self-mastery” – Gretchen Rubin   How well do you know your salespeople? How well do they know themselves? The two rhetorical questions I hear consistently from prospects are: How do I find great salespeople? How do I retain great salespeople? Although there are a multitude of issues facing sales organizations the answer to these questions can be perplexing. Why is that? From a hiring perspective you should rely less on resumes. Social media profiles provide some insight into how a prospective salesperson communicates and makes decisions. The remainder of the work you must do to find great salespeople is in the interviewing process. There are ways to understand a candidate’s communication style. They can fall into four different categories; Decisive individuals tend to be more demanding, forceful and determined in their communication. Interactive individuals thrive on being around others and are inclined to share...
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  646 Hits
646 Hits
JAN
25
2

Are You Focused On Client Needs, or Sales Quotas?

Ask a salesperson to describe the problem they solve. You may get a puzzled look, a client focused solution, or something in between. The stereotypical sales person, or worse “order taker” doesn’t know or care about the problems clients are facing. They are interested in generating transactions and hitting quota. “ Nobody is going to buy from you because you need the money ,” bestselling author and speaker Bob Burg says. “ They’re not even going to buy from you because you’re a really nice person who believes in your product and thinks they should have it .” The current trend in sales is to develop subject matter experts (SME’s). This new version of a sales professional uses expertise and influence to “coach” decisions based on understanding client needs. Establishing trust and credibility at the outset of a relationship is paramount to having success. SME’s don’t have quick fixes. Your...
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1
  621 Hits
621 Hits
NOV
30
2

"Let me think it over." Turn this stall into a sale

There are 3 guarantees in the life of a salesperson: Death Taxes Having a prospect say; “ Let me think it over ” It’s the grey area of the decision making process that frustrates the hell out of salespeople. It feels worse than getting a NO . A NO will allow you to move on even if you are frustrated and feel you have earned the business. There is closure. You can focus on to the next prospect. Let me think it over . Now what? What’s missing in most sales conversations is an agreement at the beginning about expectations and possible outcomes of your meeting.  When you are in position to sell you can become consumed with the steps you need to take to close the sale. You are in control, or so it seems. In order to have a conversation there needs to be two willing partners. There...
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  697 Hits
697 Hits
NOV
21
0

7 Steps to Creating and Achieving Meaningful Goals

What is the elusive quality that separates the superstars from the masses? It is their ability to set and achieve personal and professional goals. Goals keep you focused on your desired outcomes, rewards, and vision. A goal-oriented salesperson operates with purpose, and purpose is a powerful motivating force. Note the word “purpose.” Your sales organization has a purpose, and each individual producer has a purpose. It’s important to understand this link to goal achievement. The American Society of Training and Development (ASTD) did a study on accountability and found the following statistics about goal achievement: The probability of completing a goal if: You  have  an idea or a goal:  10% You  consciously decide  you will do it:  25% You decide  when  you will do it:  40% You  plan how  you will do it:  50% You  commit to someone  you will do it:  65% You have a  specific accountability appointment  with...
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  884 Hits
884 Hits
NOV
14
0

Salespeople are ONLY Motivated by $$$. Don’t Buy This Line of Bull

There is a difference between the desire for performance based income and being motivated exclusively by money . Salespeople want to be paid commensurate with their efforts. Top salespeople parlay their salary, commissions and other incentives into being some of the highest earners in their company. Money is important, but there is more to understand with this issue. The challenge in many sales organizations is that they tend to overlook the unique motivations and drivers of each of their producers, and this lack of understanding hurts productivity and retention. The stereotype that underlies “salespeople are only motivated by money” comes from the carrot/stick incentive, which is defined as extrinsic motivation . If Julie sells more, we pay her more. If Ted doesn’t hit quota, he earns less than he would if he had. Therefore, most sales compensation plans come from the understanding that more is better and vice versa. What...
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  732 Hits
732 Hits
OCT
31
0

YOU COST TOO MUCH!! Overcoming the Dreaded Price Objection

“ The reason it seems that price is all your customers care about is that you haven’t given them anything else to care about .” – Seth Godin Whenever a sale is lost because of price the reaction is priceless . The salesperson is frustrated. The boss wants to know how the sale fell apart. Desperate sales organizations look for microscopic ways to shave price in the future. The more you shave price, your margins and profitability shrink. As a philosopher once said; “ as you race to lower your price, there will always be someone else willing to go out of business faster than you . ” Why is it that someone will pay handsomely for Filet Mignon when a Big Mac is available for a fraction of the price? How does Maserati justify a price tag well north of $100K when a Chevy has four wheels and can...
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  944 Hits
944 Hits
OCT
19
0

The Secret to Hiring the Best Salespeople

Turnover in the sales department is costly and disruptive. Average turnover in sales is 25% annually. The average ramp-up time for new salespeople is between six and nine months. That’s a lot of lost revenue for your company. Customer relationships are impacted. Business owners, CEO’s, and sales leaders search for a process that will attract and retain the best people while keeping turnover to an absolute minimum. Unless you have a candid exit interview with a cooperative salesperson you may not get a straight answer about why people are leaving your company. The grass may be perceived to be greener elsewhere because of the comp plan, or they didn’t like their boss, or performance could have been substandard. Whatever the reason for the departure it becomes imperative to take steps to learn how to mitigate the problem. Sales turnover typically begins in the hiring process. In many cases the hiring process is...
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  994 Hits
994 Hits
OCT
19
1

Why “Show Up and Throw Up” Doesn’t Work in Sales

Missing sales quota month after month drives sales managers crazy. There are numerous possible factors. Here’s a situation I see often… The “ACME” sales team is made up of knowledgeable, personable, well intentioned, goal oriented salespeople. They are getting in front of prospects and making presentations, yet their closing ratio is low. Follow up calls are being ignored. Competitors are winning the business for reasons unknown. A sense of desperation sets in that threatens the culture of the entire sales organization. Something needs to change or changes will be made by management. Upon closer look it turns out the sales conversations are one sided, and aren’t conversations. The term “show up and throw up” refers to the pitchman of the past. Salespeople do not see themselves throwing up. It is a term of non-endearment from the buyer. Salespeople were encouraged (not trained) to lead conversations enthusiastically about their product, its...
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  1064 Hits
Recent comment in this post
mitch
what a great article Michael
Thursday, 19 October 2017 17:29
1064 Hits