SEP
23
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Purposeful Selling Step #4: Don't Sell Out

After completing the  Core-Values-Exercise in Step #3, what did you learn about yourself? How will it impact your life, not just your career? The hiring process used today rarely brings up core values. The focus is typically on skills, prior work experience, accomplishments and your ability to carry out bullet-pointed objectives on the job description. Imagine going on a job interview and leading a conversation about your core values? Your job satisfaction and career growth are tied to whether your values are congruent with your work. DON’T SELL OUT! We are fortunate to live in an era where we are raising consciousness about business culture. The odds of finding a business that publicizes its core values is growing. Look at Zappos , Whole Foods Market , and The Container Store as national brands that strongly believe in their purpose and commit to living their values as guiding principles in the...
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  173 Hits
173 Hits
AUG
28
0

Purposeful Selling Step #3: Integrate Core Values Into Your Work

HubSpot published an article titled “ The Biggest Threat to Sales Teams in 2018 Isn't Losing Clients .” The biggest threat is losing members of their sales team. The article says that average sales rep tenure sits at 1.5 years according to the Bridge Group , and offers reasons for why this number is low. This is a threat because of the financial and emotional costs. Is this shocking to you? One of the reasons salespeople are leaving is because job satisfaction is low . Until businesses take the time to understand the behaviors and culture that elevate job satisfaction this statistic will linger. Although there are multiple factors that go into job satisfaction, here’s one way to proactively attack this problem and it applies to businesses and individual sales performers. UNDERSTAND, ARTICULATE, AND LIVE YOUR CORE VALUES     CORE VALUE : A principle without which life wouldn’t be...
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  214 Hits
214 Hits
AUG
14
0

Purposeful Selling Step #2: Create a Dynamic Personal Brand

In Purposeful Selling Step #1, “ Know thyself ” you took the time to understand: The natural talents you have based on how you think and make decisions How you prefer to use your talents based on your natural behavioral style Why are you motivated to use your talents based on your drivers of engagement You have positioned yourself for success based on this heightened level of self- awareness. COACHING TIP : In a purposeful organization, “knowing thyself” should not be limited to the sales department. The CEO, CMO, VP of Sales and all others in the sales process who impact the customer should be included. Purposeful organizations shun the stereotypical organizational chart. You are working together toward a common cause (purpose). Hierarchies with authoritarian leadership kill the purposeful spirit. The next step is deciding how you want to be known in an unforgettable way. You may work alone, in...
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  215 Hits
215 Hits
AUG
06
0

Purposeful Selling Step #1: Know Thyself

“Knowing others is intelligence, knowing yourself is true wisdom.” -Lao Tzu, Chinese Taoist Philosopher (this is the 1st in a series of 7 steps)  When looking at the performance of a sales organization you need to consider several metrics. The goals and objectives set forth by the organization, and the characteristics and capabilities of the individuals doing the work. It’s not uncommon to see a mismatch in these metrics. Let me give you an example. ACME Corporation requires their salespeople cold-call 100 new prospects weekly. They have calculated that their sales funnel needs 100 calls that will convert to their desired number of sales. Upon closer review only 20% of the sales team reaches that number and the rest struggle. Why is that? The worst assumption made in Sales is that all salespeople are the same. Of course they are not. There are certain types of personalities who naturally work...
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  334 Hits
334 Hits
AUG
02
0

The 7 Steps of Purposeful Selling

In the next few weeks I will introduce the 7 Steps of Purposeful Sellin g . In my preparation for this series I continued to have this recurring question: Why should anyone care ? Your skepticism is respected. To give this subject context, let’s think about changes that have occurred in sales in the past few decades: People do NOT want to be sold The buyer interacts with the salesperson much later in the buying process Salespeople need to educate, and be seen as subject matter experts Curiosity and discovery are important attributes for the salesperson Listening trumps talking/pitching Business development is relationship development In spite of your title, we are all in sales now The salesperson who will excel today is different than those in the past. Think of the stereotypical phrases applied to previous generations of salespeople; “must be an extrovert,” or “motivated by money,” or “has to...
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  313 Hits
313 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
30
0

3 Components of an Effective Value Proposition

“ A value proposition is a clear statement of the business outcomes someone will get while using your service .” – Jill Konrath The terms “elevator pitch” and “30-second commercial” are outdated in comparison to value proposition. The words pitch and commercial imply a message from the seller with no concern for the buyer. You cannot capture and maintain people’s attention by focusing solely on what you do. I represent ACME fertilizer company and I sell great, cheap fertilizer. Great salespeople deliver value. Great salespeople understand the outcomes their prospects and clients desire. Great salespeople have effective value propositions that lead to sales conversations and higher closing ratios. Here are 3 components you must have in your value proposition: A reference to something your prospect measures . Things like; new client acquisition, sales revenue, average sale size, account attrition. Movement . Clients want you to change something. Will you help...
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  487 Hits
487 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
FEB
09
0

5 "Must Have" Attributes for Salespeople, and Sales Managers

90% of the performance issues in sales organizations are people related. Are the right people in the right positions on the team? Are the best producers happy and motivated to stay? Why do some struggle more than others? How do you find great salepeople? These questions are common and people focused.  The Sales Producer's Blog advocates understanding natural skills and attributes of the sales producers in your organization.The mission of this sales coaching practice states: " to identify and develop coachable sales professionals ." There are consistent attributes in the most successful sales people and sales managers. They may not be visible to the eye, or picked up in a conversation or interview. But, they can be measured.  5 Must Have Attributes for Salespeople :  Personal Accountability . High scores reflect their interest in identifying the cause of a bad decision. No excuses.  Attitude Toward Honesty . This measures their...
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  678 Hits
678 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