Tis the season, the season of giving. How much do you give? It is a law that giving does equal receiving. The more you give, the more you will receive. So if you want more, then give. It is as simple as that. Many times in business scenarios, I am asked what I want in return for a referral, and I tell them that I want nothing in return, only that they keep me in mind when they may uncover an opportunity for me.
So if you want more business, better relationships, more love, more prosperity, then all you need to do is to give. I have met a lot of sales people who are interested in what they can get, rather than what they give. If you are more interested in what you give, regardless of the return, then you will be able to receive in great abundance. It is the opposite of what most people naturally think.
Give what? That is a good question. If you want love, then give it. If you want prosperity, then render more service than the competitor. If you want better business relations, then behave like someone others would want to do business with. Give of yourself in every category.
Speaking of the season of giving, I notice how much more discourteous people are as they drive, shop, park, yet this is supposed to be the season of giving. So then why are so many people so concerned about their own well being at the expense of everyone else?
Ask yourself a few questions to see if you line up with this frame of mind.
• What am I giving now? At every moment you have an opportunity to give and you should take advantage of that privilege.
• What is the other person going to get out of this? Put yourself in their shoes and determine if what you are giving is worth having.
• Would they pay for this? If you are in a meeting, ask yourself if the client would pay for the meeting with you.
• Am I giving more than my competitors? Most do the minimum. If you want to stand out from the competition, then give more than they do.
The law of giving is a great law and a powerful one that will work as you continue to apply it faithfully. So don’t stop giving, but increase your level of giving every day. You will see that is works.
Merry Christmas.
To your Success!
Monday, December 27, 2010
Sunday, December 19, 2010
Work life balance
It’s the holidays and there is normally an increased emphasis on family and it can be a great time to refocus and take a break from the daily grind. The other thing this time of year is that many set goals and vision for what they want.
I set goals this time of year for the things I want to accomplish and develop my vision for where I want to be when I am setting goals the following year. One thing I have been focusing on the past few years is a work life balance. Many achievers unnecessarily sacrifice in areas that I would consider important; things like family, friends are put on the back burner for the achievement of a level of success with the intent that you will focus on them later. Never seems to work out. The time is now and every second we have is precious and once time is gone, it can never be regained. Part of our prioritizing should include some of the key areas to our lives on a daily or weekly basis.
Here are a few ways we can increase our satisfaction and fulfillment by having a proper balance.
• What is important to you? Like taking a picture, determine what you want in your picture. Make a list of things you want to do, then make it happen. Some things people may want to include are:
o Religion/spirituality
o Children
o Spouse / Relationship
o Career
o Charity
o Fitness
o Sports
o Art
o Hobbies, such as gardening
o Adventure/travel
Take some time to reflect on what is most important, what needs attention, what you want more of and then plan it into your life
• Eliminate Wasteful activities: Cut back on TV, and other things that don’t contribute to your overall vision of what you want in your life. Replace those with something productive and beneficial. Not saying totally eliminate them, but, maybe cut back a little.
• Have some “You” time: Plan time to do things for yourself that you need to do and respect that time. Treat it like an appointment with the most important person you know. You wouldn’t blow it off, so make sure you take that time for yourself in the same way. Also, when you are doing something for yourself, don’t be checking your phone, email, voice mail. How annoying is it to have a conversation with someone when they are constantly checking their phone every 5 minutes. Have respect for your time, block it off and stick to it.
• Get help when needed for balance: Don’t try and do everything yourself, get help and delegate when you can. If there is something you want to do, plan it and get help with kids, pets, when needed.
• Plan fun and recreation: All work and no play can make us burn out. Don’t wait until you retire to work on your golf game or enjoy the things you want to do. Live the life you want now. Everyone needs time to have dinner with friends, attend sporting events, go to the beach, swim, tennis, or whatever you like to do.
As kinetic beings, we need to stay in motion. This will allow you to change your focus and help you be refreshed when you return to work.
Many companies brag about how they engrain a work-life balance into their culture, but ultimately it is up to us to make it happen.
To your Success…
Ignite your passion
I set goals this time of year for the things I want to accomplish and develop my vision for where I want to be when I am setting goals the following year. One thing I have been focusing on the past few years is a work life balance. Many achievers unnecessarily sacrifice in areas that I would consider important; things like family, friends are put on the back burner for the achievement of a level of success with the intent that you will focus on them later. Never seems to work out. The time is now and every second we have is precious and once time is gone, it can never be regained. Part of our prioritizing should include some of the key areas to our lives on a daily or weekly basis.
Here are a few ways we can increase our satisfaction and fulfillment by having a proper balance.
• What is important to you? Like taking a picture, determine what you want in your picture. Make a list of things you want to do, then make it happen. Some things people may want to include are:
o Religion/spirituality
o Children
o Spouse / Relationship
o Career
o Charity
o Fitness
o Sports
o Art
o Hobbies, such as gardening
o Adventure/travel
Take some time to reflect on what is most important, what needs attention, what you want more of and then plan it into your life
• Eliminate Wasteful activities: Cut back on TV, and other things that don’t contribute to your overall vision of what you want in your life. Replace those with something productive and beneficial. Not saying totally eliminate them, but, maybe cut back a little.
• Have some “You” time: Plan time to do things for yourself that you need to do and respect that time. Treat it like an appointment with the most important person you know. You wouldn’t blow it off, so make sure you take that time for yourself in the same way. Also, when you are doing something for yourself, don’t be checking your phone, email, voice mail. How annoying is it to have a conversation with someone when they are constantly checking their phone every 5 minutes. Have respect for your time, block it off and stick to it.
• Get help when needed for balance: Don’t try and do everything yourself, get help and delegate when you can. If there is something you want to do, plan it and get help with kids, pets, when needed.
• Plan fun and recreation: All work and no play can make us burn out. Don’t wait until you retire to work on your golf game or enjoy the things you want to do. Live the life you want now. Everyone needs time to have dinner with friends, attend sporting events, go to the beach, swim, tennis, or whatever you like to do.
As kinetic beings, we need to stay in motion. This will allow you to change your focus and help you be refreshed when you return to work.
Many companies brag about how they engrain a work-life balance into their culture, but ultimately it is up to us to make it happen.
To your Success…
Ignite your passion
Sunday, December 12, 2010
Setting Intelligent Goals
The difference between super achievers and those in the misty flats are the ones who set lofty, measurable and achievable goals. It is important to know where you want to go and how you are going to get there. There is a price that must be paid and you have to be willing to pay that price. If we want to achieve something valuable, we must be willing to put forth the effort.
There are those who get up and get what they want in life and others who sit back and wait for things to happen to them. And there are varying degrees of both. I suggest you listen to “The Strangest Secret” by Earl Nightingale done in 1956.
http://video.google.com/videoplay?docid=-8448018326921957619#
There is nothing quite like this I have found out there today. Even though this recording is over 50 years old, the principles today still apply and are relevant.
Here are some keys in setting goals with the EMARTT method:
• Exact: Determine EXACTLY what you want to achieve. The WHAT is the first key. Then determine WHY, you need to attain your prize. Lastly, figure out HOW you are going to accomplish the goal. Make your roadmap and stick to it.
• Measurable: After you plan out What, Why and How, plan out a way to measure your success along the way and visualize it happening. If you have to sell so many units to achieve a goal, then determine how many sales processes it will take to get you there, and what activities are needed to get you there. If you are going to sell a million dollars in a year, then you probably would expect to be halfway there in 6 months.
• Achievable: It is a good thing to set big goals, but it should be within your realm of capability. These goals should be “stretch” goals, but I would not set a goal of playing in the super bowl if I haven’t played in over 25 years. Make them something that you can achieve.
• Reasonable: Aside from being Achievable, the goals we set must me reasonable and attainable, something within reach. if I have been struggling with sales results, then start with closing one deal, or setting a goal for the month, and move on from there. If I normally close2 deals a month, then maybe a goal of 20 is excessive. Shoot for 3 to 5. If I double results, how would that make me feel?
• Timetable: Put a deadline on the goal, otherwise it turns into wishful thinking. A timetable puts some urgency and gets us moving in the right direction. Make a timeline and stick to it.
• Thought: Visualize yourself in the desired state of crossing the finish line. When you think of your goal, think of it in a relaxed, confident frame of mind. If your vision gets clouded, then replace it with what you want.
The other thing I would add is to never, never give up on what you want in your life. Quitters never achieve and life is full of them. Someone once said, “A winner never quits, and a quitter never wins.” People have thought of me over the years as someone who is very skilled and talented and that is the main reason for my success, and to a degree they may be right. However, the greatest attribute that makes me successful is that I never give up on what I want. Just like boxer who is getting clobbered and the trainer says stay down and he still gets up until he ultimately wins. Never quit.
A part of the thought of never quitting is that you have to continually visualize yourself winning and eradicate thoughts of defeat and failure. Condition your mind on the positive things as they relate to your goal.
If our goals are worth achieving, then they are worth working for. There is no such thing as something for nothing. So plan it wand work for it and never quit; to quote a phrase, “Just do it”
To your Success, and Ignite your passion!
There are those who get up and get what they want in life and others who sit back and wait for things to happen to them. And there are varying degrees of both. I suggest you listen to “The Strangest Secret” by Earl Nightingale done in 1956.
http://video.google.com/videoplay?docid=-8448018326921957619#
There is nothing quite like this I have found out there today. Even though this recording is over 50 years old, the principles today still apply and are relevant.
Here are some keys in setting goals with the EMARTT method:
• Exact: Determine EXACTLY what you want to achieve. The WHAT is the first key. Then determine WHY, you need to attain your prize. Lastly, figure out HOW you are going to accomplish the goal. Make your roadmap and stick to it.
• Measurable: After you plan out What, Why and How, plan out a way to measure your success along the way and visualize it happening. If you have to sell so many units to achieve a goal, then determine how many sales processes it will take to get you there, and what activities are needed to get you there. If you are going to sell a million dollars in a year, then you probably would expect to be halfway there in 6 months.
• Achievable: It is a good thing to set big goals, but it should be within your realm of capability. These goals should be “stretch” goals, but I would not set a goal of playing in the super bowl if I haven’t played in over 25 years. Make them something that you can achieve.
• Reasonable: Aside from being Achievable, the goals we set must me reasonable and attainable, something within reach. if I have been struggling with sales results, then start with closing one deal, or setting a goal for the month, and move on from there. If I normally close2 deals a month, then maybe a goal of 20 is excessive. Shoot for 3 to 5. If I double results, how would that make me feel?
• Timetable: Put a deadline on the goal, otherwise it turns into wishful thinking. A timetable puts some urgency and gets us moving in the right direction. Make a timeline and stick to it.
• Thought: Visualize yourself in the desired state of crossing the finish line. When you think of your goal, think of it in a relaxed, confident frame of mind. If your vision gets clouded, then replace it with what you want.
The other thing I would add is to never, never give up on what you want in your life. Quitters never achieve and life is full of them. Someone once said, “A winner never quits, and a quitter never wins.” People have thought of me over the years as someone who is very skilled and talented and that is the main reason for my success, and to a degree they may be right. However, the greatest attribute that makes me successful is that I never give up on what I want. Just like boxer who is getting clobbered and the trainer says stay down and he still gets up until he ultimately wins. Never quit.
A part of the thought of never quitting is that you have to continually visualize yourself winning and eradicate thoughts of defeat and failure. Condition your mind on the positive things as they relate to your goal.
If our goals are worth achieving, then they are worth working for. There is no such thing as something for nothing. So plan it wand work for it and never quit; to quote a phrase, “Just do it”
To your Success, and Ignite your passion!
Sunday, December 5, 2010
Your Mental Diet
It seems there is a plethora of information on diets of all kinds. People are concerned about health and their bodies so our society puts a lot of emphasis on this. There are tens of thousands of diets today and below are a few.
Atkins diet, Body for life, Cabbage soup diet, Detox diet, Elimination diet, Fit for life diet, Gluten free diet, High protein diet, Israeli Army diet, Kosher diet, Low-Fat diet, Mediterranean diet, Negative calorie diet, Organic food diet, Perricone diet, Rastafarian diet, Subway diet, Vegan diet, Weight Watchers diet, and the Zone diet.
The main reason people diet is so that that can feel good. It really comes down to that. I am not accusing anyone of being superficial, but the motivating factor is how it will make us feel. The reason I watch what I eat is so that I will feel good about myself and know that good choices will ultimately promote longevity in my life.
A neglected area of focus of diets is the mental diet. You are want you feed your mind. If you dwell on negatives then you will be in that state. If you dwell on positives, you will reap that in your life in equal abundance.
You mind is a powerful tool, and we should use it for big jobs, rather than for petty things like comparing ourselves to others, or gossip, backbiting, talking negatively and so on. Our mind is like our own personal acres of diamonds. We should use it for big jobs like focusing on our goals in life, shaping our future, learning about life, developing ourselves, and our spiritual awareness. Here are some keys that will help you to maintain control of your precious resource, your mind:
• Always be cognizant of your though processes
• If you find yourself thinking about something negative; ask yourself if it can serve your purpose in any way
• Be selective about WHAT you think about; if what you are thinking about gives you pain, stress, then immediately STOP thinking about that and replace it with what you do want to think about
• Use self discipline to realize that you can have awareness of your thought and that you CAN control them. If you don’t control them, then who will?
• You can’t change the past, and fear of the future is something unknown; so like a good diet, avoid these in general. Use them constructively if you must, but focus on what you can control
• Reject negative emotional thoughts, like anger, bitterness, jealousy, regret
• Focus is a huge key to developing good thought patterns; your brain is an incredible tool that you can develop for your utilization and benefit, so make it work for you, not against you
You can reshape your life today by reshaping what you think about and how you see yourself. Feed your mind good things like you would your body and watch how it helps you achieve success in all categories of life.
Ignite your Passion!
Atkins diet, Body for life, Cabbage soup diet, Detox diet, Elimination diet, Fit for life diet, Gluten free diet, High protein diet, Israeli Army diet, Kosher diet, Low-Fat diet, Mediterranean diet, Negative calorie diet, Organic food diet, Perricone diet, Rastafarian diet, Subway diet, Vegan diet, Weight Watchers diet, and the Zone diet.
The main reason people diet is so that that can feel good. It really comes down to that. I am not accusing anyone of being superficial, but the motivating factor is how it will make us feel. The reason I watch what I eat is so that I will feel good about myself and know that good choices will ultimately promote longevity in my life.
A neglected area of focus of diets is the mental diet. You are want you feed your mind. If you dwell on negatives then you will be in that state. If you dwell on positives, you will reap that in your life in equal abundance.
You mind is a powerful tool, and we should use it for big jobs, rather than for petty things like comparing ourselves to others, or gossip, backbiting, talking negatively and so on. Our mind is like our own personal acres of diamonds. We should use it for big jobs like focusing on our goals in life, shaping our future, learning about life, developing ourselves, and our spiritual awareness. Here are some keys that will help you to maintain control of your precious resource, your mind:
• Always be cognizant of your though processes
• If you find yourself thinking about something negative; ask yourself if it can serve your purpose in any way
• Be selective about WHAT you think about; if what you are thinking about gives you pain, stress, then immediately STOP thinking about that and replace it with what you do want to think about
• Use self discipline to realize that you can have awareness of your thought and that you CAN control them. If you don’t control them, then who will?
• You can’t change the past, and fear of the future is something unknown; so like a good diet, avoid these in general. Use them constructively if you must, but focus on what you can control
• Reject negative emotional thoughts, like anger, bitterness, jealousy, regret
• Focus is a huge key to developing good thought patterns; your brain is an incredible tool that you can develop for your utilization and benefit, so make it work for you, not against you
You can reshape your life today by reshaping what you think about and how you see yourself. Feed your mind good things like you would your body and watch how it helps you achieve success in all categories of life.
Ignite your Passion!
Sunday, November 28, 2010
Keep doing the little things…
That phrase is familiar to all of us and we have heard athletes talk about getting back to the basics and that the team needs to do the “little things”. For top performers and producers it is critical that we stay clear on what those things are and continue to do them. It is easy to get caught up into the inner workings of projects and partnerships. However, if we don’t continue to stuff the funnel, then we will eventually come up short. Short on time, short on opportunities, short on results.
Michael Jordan and Larry Bird were know for always practicing the fundamentals and for consistently drilling themselves on free throws and easy shots. The professional golfers who score well are good at sinking putts that they should make. It is done by repetition and consistent focus on basics.
Time is the one thing that is equal for each of us. And time management is an area where we can be defeated. We should focus only on activities that produce results. Eliminate those which do not. Here are some ways you can hone in on what you want.
• Determine your 80/20 rule; Determine what it is that generates the most results for you and to have a plan to focus on those activities. Don’t waste time on those activities that do not help you produce the kind of results you are striving for. Normally 80% of your results will be a result of 20% of your activity. Focus on the 20% that really generates the results.
• Make a list of top priorities; Do this every day. Make a list of what your top priorities are each and every day. They will vary, but remember to stay focused on the most important activities.
• Know your CSF’s; These will be your Critical Success Factors. What are the critical elements that you MUST do in order to be successful.
• Control what you can control; You may not be able to control what someone else does, but you can control what you do. With every deal you put together, there are things you can control. Don’t try and force something to happen, it should come naturally if it is a good fit. Focus on those things you CAN control.
In order to consistently perform at a top level, keep in mind the “little things” we must do in order to be successful every day and eliminate those activities which deter us from achievement. You are the master of your destiny, so take control of it every day and determine what it is you will accomplish every day. Don’t forget the “little things”. Systems, management, external pressures will converge on you to knock you off course, but stand tall, refocus and claim the results you deserve in life.
To your success…
Respect the Torch!
Michael Jordan and Larry Bird were know for always practicing the fundamentals and for consistently drilling themselves on free throws and easy shots. The professional golfers who score well are good at sinking putts that they should make. It is done by repetition and consistent focus on basics.
Time is the one thing that is equal for each of us. And time management is an area where we can be defeated. We should focus only on activities that produce results. Eliminate those which do not. Here are some ways you can hone in on what you want.
• Determine your 80/20 rule; Determine what it is that generates the most results for you and to have a plan to focus on those activities. Don’t waste time on those activities that do not help you produce the kind of results you are striving for. Normally 80% of your results will be a result of 20% of your activity. Focus on the 20% that really generates the results.
• Make a list of top priorities; Do this every day. Make a list of what your top priorities are each and every day. They will vary, but remember to stay focused on the most important activities.
• Know your CSF’s; These will be your Critical Success Factors. What are the critical elements that you MUST do in order to be successful.
• Control what you can control; You may not be able to control what someone else does, but you can control what you do. With every deal you put together, there are things you can control. Don’t try and force something to happen, it should come naturally if it is a good fit. Focus on those things you CAN control.
In order to consistently perform at a top level, keep in mind the “little things” we must do in order to be successful every day and eliminate those activities which deter us from achievement. You are the master of your destiny, so take control of it every day and determine what it is you will accomplish every day. Don’t forget the “little things”. Systems, management, external pressures will converge on you to knock you off course, but stand tall, refocus and claim the results you deserve in life.
To your success…
Respect the Torch!
Sunday, November 21, 2010
A Thankful Attitude
This time of year, there seems to be a lot of emphasis on being thankful. And yes, that is a great attitude to have every day. Our attitude will determine a lot about what we receive in our lives because we basically receive what we give. If you project a lot of negatives, you will receive a lot of negativity. If you portrait a positive, cheerful attitude, then you will receive the same.
At Thanksgiving, I like to look around and evaluate what I have in my life. One of the great sales trainers, Brian Tracy, says that it is important for us to look around at everything in our lives and take responsibility for that. It is easy to look at the good in our lives and accept that we earned it and that we deserve it, but what about the not so good things, the failures. We must own that as well. Don’t be one of those people who blames other people for failures, disappointments, and lack of success. As leaders of our destiny, we survey the landscape of our world and take responsibility for everything. If we don’t like something, we determine what it is, and get concerned about replacing it with what we do want. We are the ones who shape our destiny.
Another aspect of our thankful attitude is the grass is always greener syndrome. It is way to fall into the trap of driving to someone else’s house in a nice neighborhood and being a little envious, or pulling up to a traffic light and noticing the car next to you is a lot nicer and more prestigious. It’s ok notice and maybe want to strive for something better, but you are where you are because of where your beliefs have taken you.
Having a thankful attitude will help determine what we receive in the future. Others will sense it in us and treat us accordingly. Feeling a sense of thankfulness will help us to project a positive outlook toward others. This will help attract positive things to ourselves.
When we have setbacks, we should be thankful in those too and not wallow in defeat or self pity. We can be thankful for the learning in the midst of an unfavorable outcome. Take a look at the scope of our life and be thankful for all the good we have. if you focus on what you have, then you will more thoroughly appreciate what the things that surround you. It is true that you receive what you give, so be a giver of what you want. If you want more love, then be the first to give. If you want more business, then give more value than is expected. If you want more friends, then be a friend first, and you will draw people to yourself. This is a simple principle.
One of the things I endeavor to do is to freely give of myself to others, charities, and events that I believe in, without the expectation of anything in return. This in turn paves the way for good to come my way. It is not a good practice to give, with the anticipation of getting something in return.
This whole concept is a HUGE key in business development. In a competitive environment, it may be a temptation to compare ourselves to others, to be envious of opportunities afforded others, to be jealous of the skills of another. You cannot control what someone else does, but you can control what you think and what you do. If you don’t like what you have at the moment, then get busy replacing it with what you want. That begins with a positive mental picture of who you are and what it is you want. Don’t spend you efforts wishing you could have the same opportunities that another has. You are the master of your destiny, so determine what it is you want, so you can get busy achieving it.
And at this time of year, be thankful for what you have and all the blessings that God has given you and make the very most of every day being the person you have always wanted to be by controlling your thinking and being thankful for the good in your life.
Happy Thanksgiving
At Thanksgiving, I like to look around and evaluate what I have in my life. One of the great sales trainers, Brian Tracy, says that it is important for us to look around at everything in our lives and take responsibility for that. It is easy to look at the good in our lives and accept that we earned it and that we deserve it, but what about the not so good things, the failures. We must own that as well. Don’t be one of those people who blames other people for failures, disappointments, and lack of success. As leaders of our destiny, we survey the landscape of our world and take responsibility for everything. If we don’t like something, we determine what it is, and get concerned about replacing it with what we do want. We are the ones who shape our destiny.
Another aspect of our thankful attitude is the grass is always greener syndrome. It is way to fall into the trap of driving to someone else’s house in a nice neighborhood and being a little envious, or pulling up to a traffic light and noticing the car next to you is a lot nicer and more prestigious. It’s ok notice and maybe want to strive for something better, but you are where you are because of where your beliefs have taken you.
Having a thankful attitude will help determine what we receive in the future. Others will sense it in us and treat us accordingly. Feeling a sense of thankfulness will help us to project a positive outlook toward others. This will help attract positive things to ourselves.
When we have setbacks, we should be thankful in those too and not wallow in defeat or self pity. We can be thankful for the learning in the midst of an unfavorable outcome. Take a look at the scope of our life and be thankful for all the good we have. if you focus on what you have, then you will more thoroughly appreciate what the things that surround you. It is true that you receive what you give, so be a giver of what you want. If you want more love, then be the first to give. If you want more business, then give more value than is expected. If you want more friends, then be a friend first, and you will draw people to yourself. This is a simple principle.
One of the things I endeavor to do is to freely give of myself to others, charities, and events that I believe in, without the expectation of anything in return. This in turn paves the way for good to come my way. It is not a good practice to give, with the anticipation of getting something in return.
This whole concept is a HUGE key in business development. In a competitive environment, it may be a temptation to compare ourselves to others, to be envious of opportunities afforded others, to be jealous of the skills of another. You cannot control what someone else does, but you can control what you think and what you do. If you don’t like what you have at the moment, then get busy replacing it with what you want. That begins with a positive mental picture of who you are and what it is you want. Don’t spend you efforts wishing you could have the same opportunities that another has. You are the master of your destiny, so determine what it is you want, so you can get busy achieving it.
And at this time of year, be thankful for what you have and all the blessings that God has given you and make the very most of every day being the person you have always wanted to be by controlling your thinking and being thankful for the good in your life.
Happy Thanksgiving
Sunday, November 14, 2010
Rise above
Earlier this week I was driving on a windy single lane road when I found myself behind someone dressed like Lance Armstrong (well, maybe not). Of course he would not get far enough over for me to pass comfortably. So I waited for the oncoming cars to pass and then finally got around him. Apparently I did not get far enough over because he gave me some sign language to tell me he was angry with me for not sharing the road. For a split second I thought about slowing or stopping my car to confront him, but if I did that I would have allowed him to drag me into his world and I would have allowed him to control me. Not where I want to be. Zig Ziglar used to talk about how some people live in a cat kickin world and that somebody had been kicking their cat long before you got there. (Not literally kicking the cat)
Have you ever been to a restaurant and received poor service and it was like the waitress didn’t care about the service they rendered? Or they were rude to you? Not exactly customer oriented. My point in all of this is that many times it has nothing to do with you, it is all about them. The most precious real estate is the mass between your ears and only you can control that. And I for one, REFUSE to let anyone else determine how I feel or put me into a mood. That’s not to say that it never happens, but I will not remain in that state for very long.
The power of refocusing is a tremendous asset in the battle for the land between the ears. You and I are totally empowered to change the way we feel by changing the way we view each situation. It all has to do with the power of focus. This allows us to aim at something different than we are currently focusing on and achieve greater results but not allowing external forces to dominate our thinking. I could have allowed that guy on the bike in spandex to get me to feel certain emotions, but should I allow someone in tights in a silly helmet to drag me down. He will have a lot of reciprocating results if he stays in that state. Here are some ways to get back on track when we get off the ball.
• Get specific on what is wrong, or what is holding us back: This simply is the process of getting clear on what is disturbing us. What is bugging you and why?
• Change your focus: So many people keep replaying incidents and events in their mind and stay stuck in that negative mental state. You can absolutely change how you feel by changing the way you view it. For example, I can imagine that guy on the bike in pink spandex, gold teeth and a mullet. You can make things humorous, you can brighten, magnify by the way you play it back in your mind.
• Resolve it: Move on, stop thinking and dwelling on negative emotions. Follow through and change your thinking anytime you feel yourself slipping back into that old way of thinking.
I use this in business too. I picture a meeting going the way I planned and the customer benefitting from the solution I present them. Sometimes a client doesn’t choose what i reccommend and I don’t like it. Ok, so when I don’t get a deal, do I let it consume me? No, I learn from it, see areas where I could do better and resolve not to make the same mistake again. It’s all between the ears. Controlling your thinking allows you to rise above negative situations in life and will help you enjoy life a little fuller each day.
Ignite your Passion!
Have you ever been to a restaurant and received poor service and it was like the waitress didn’t care about the service they rendered? Or they were rude to you? Not exactly customer oriented. My point in all of this is that many times it has nothing to do with you, it is all about them. The most precious real estate is the mass between your ears and only you can control that. And I for one, REFUSE to let anyone else determine how I feel or put me into a mood. That’s not to say that it never happens, but I will not remain in that state for very long.
The power of refocusing is a tremendous asset in the battle for the land between the ears. You and I are totally empowered to change the way we feel by changing the way we view each situation. It all has to do with the power of focus. This allows us to aim at something different than we are currently focusing on and achieve greater results but not allowing external forces to dominate our thinking. I could have allowed that guy on the bike in spandex to get me to feel certain emotions, but should I allow someone in tights in a silly helmet to drag me down. He will have a lot of reciprocating results if he stays in that state. Here are some ways to get back on track when we get off the ball.
• Get specific on what is wrong, or what is holding us back: This simply is the process of getting clear on what is disturbing us. What is bugging you and why?
• Change your focus: So many people keep replaying incidents and events in their mind and stay stuck in that negative mental state. You can absolutely change how you feel by changing the way you view it. For example, I can imagine that guy on the bike in pink spandex, gold teeth and a mullet. You can make things humorous, you can brighten, magnify by the way you play it back in your mind.
• Resolve it: Move on, stop thinking and dwelling on negative emotions. Follow through and change your thinking anytime you feel yourself slipping back into that old way of thinking.
I use this in business too. I picture a meeting going the way I planned and the customer benefitting from the solution I present them. Sometimes a client doesn’t choose what i reccommend and I don’t like it. Ok, so when I don’t get a deal, do I let it consume me? No, I learn from it, see areas where I could do better and resolve not to make the same mistake again. It’s all between the ears. Controlling your thinking allows you to rise above negative situations in life and will help you enjoy life a little fuller each day.
Ignite your Passion!
Sunday, November 7, 2010
Questions are the answer
Sometimes we get caught up telling someone something rather than asking questions to get to a point. Many years ago I was working as a supervisor over a crew operating some rather dangerous equipment. My boss came up to me and talked for a moment and then asked me “when would someone normally wear a particular piece of protective gear?” I looked over and saw someone not wearing the specific equipment he was referring to, then immediately made sure he put on the gear he should have been wearing all along. Had he just told me, I would have felt embarrassed.
He who asks the last question is in control. Children are a good example when they continually ask, “why?” Questions get the buyer involved. A great key in sales today an in using these techniques is that you must use them with integrity. You must believe in what you do with all your heart. You must use the product or service you are selling, or be willing to sell it to family or friends if using it isn’t practical.
When someone asks us a question and we know the answer, we are glad they asked it. If they ask a question and we don’t know the answer, we resent him for asking. That is some of the power of a well placed question. We don’t use these to manipulate people, but rather to help move things along and to get them to see things from a different point of view.
You never make a statement without following it with a questions. The reason for making a statement is to pave the way for a question. That is a good rule to follow in every situation, isn’t it?
We should develop a series of questions that we can use in a variety of situations that will help us get clarity and get the customer to think as well as come to a conclusion. Again, we do NOT use these to manipulate people. They are for gaining agreement, uncovering objections, and understanding their viewpoint. This will help us grasp how we can help them and add value to their business.
I’m going to give you a few to try out and you should work them into your conversations.
The first one is the “tie down”. This is fairly common and if used effectively it can be an excellent way of telling where the customer is regarding the buying cycle. The “tie down” is making a statement and then asking a question to verify that they are with you or can be used as a trust checker to see if they are understanding you. An example would be: “The economy is forcing companies to look at more way to control costs, isn’t it?” Or, “You want the most bang for the buck, don’t you?” It’s a way of gaining agreement without telling them directly.
Here is another one, it’s called the alternate of choice. It sort of narrows the options. Sometimes people should change something about the way they are doing something, so you offer them a choice. It’s like Henry Ford used to say when they rolled out the model “T”, he said, “you can have any color you want as long as it’s black.” Well the alternate of choice goes like this: “Would you like to change suppliers or just buy from someone else?” And other one would go like this; “When are you going to evaluate vendors, sometime in the near future, or before the end of the year?” You are helping the buyer be open to buying from you and by giving him a choice, you are giving him control as to how the details play out.
I recommend that you take some time to develop questions that are your own and ones you can use in a variety of situations. You will ask your way into more sales than you can talk yourself into. So make them part of you conversations and you will be amazed at how they work for you.
He who asks the last question is in control. Children are a good example when they continually ask, “why?” Questions get the buyer involved. A great key in sales today an in using these techniques is that you must use them with integrity. You must believe in what you do with all your heart. You must use the product or service you are selling, or be willing to sell it to family or friends if using it isn’t practical.
When someone asks us a question and we know the answer, we are glad they asked it. If they ask a question and we don’t know the answer, we resent him for asking. That is some of the power of a well placed question. We don’t use these to manipulate people, but rather to help move things along and to get them to see things from a different point of view.
You never make a statement without following it with a questions. The reason for making a statement is to pave the way for a question. That is a good rule to follow in every situation, isn’t it?
We should develop a series of questions that we can use in a variety of situations that will help us get clarity and get the customer to think as well as come to a conclusion. Again, we do NOT use these to manipulate people. They are for gaining agreement, uncovering objections, and understanding their viewpoint. This will help us grasp how we can help them and add value to their business.
I’m going to give you a few to try out and you should work them into your conversations.
The first one is the “tie down”. This is fairly common and if used effectively it can be an excellent way of telling where the customer is regarding the buying cycle. The “tie down” is making a statement and then asking a question to verify that they are with you or can be used as a trust checker to see if they are understanding you. An example would be: “The economy is forcing companies to look at more way to control costs, isn’t it?” Or, “You want the most bang for the buck, don’t you?” It’s a way of gaining agreement without telling them directly.
Here is another one, it’s called the alternate of choice. It sort of narrows the options. Sometimes people should change something about the way they are doing something, so you offer them a choice. It’s like Henry Ford used to say when they rolled out the model “T”, he said, “you can have any color you want as long as it’s black.” Well the alternate of choice goes like this: “Would you like to change suppliers or just buy from someone else?” And other one would go like this; “When are you going to evaluate vendors, sometime in the near future, or before the end of the year?” You are helping the buyer be open to buying from you and by giving him a choice, you are giving him control as to how the details play out.
I recommend that you take some time to develop questions that are your own and ones you can use in a variety of situations. You will ask your way into more sales than you can talk yourself into. So make them part of you conversations and you will be amazed at how they work for you.
Sunday, October 17, 2010
F.A.T. Story
In the mid 90’s many thought that the Detroit Red Wings Hockey team would never live up to the hype and expectations set before them. They were arguably the most talented team, the highest salary in the league, and had some of the most devoted fans anywhere. After a series of disappointing playoff runs in which the highly favored Red Wings saw early exits. Their quest of winning the Stanley Cup seemed more and more like a long shot.
In 1997 they found themselves in familiar territory. It was late in the season and the Wings were gearing up for the playoffs and faced their rival once again. They game was highly anticipated and built up by the media. The Red Wings had been consistently manhandled by this team and the contest was expected to be competitive but it was doubtful that the Wings would be able to match the intensity of physical play dealt by the Avalanche (the rival). The Wings were known for their skill, scoring, and puck possession. Many critics said that they were soft, old, and didn’t have the stamina to endure the grind of the playoffs.
So, the game went as many thought it would. Halfway through the game, the Avalanche were leading and they had all the momentum. The commentators were calling the game as if it were already over, as if they expected the Wings to lay down and play dead. Then something happened! The game got physical and the Red Wings stood up to the rival. It was like they had finally had enough and drew a line in the sand. I watched them come together as a team, empty themselves, and fight back like they never had before. So, they matched the physical play, but they were still losing badly and time was running out. They took control of the game from that point on and tied the game and sent it into overtime. Then they won in overtime. That game changed everything. You saw a new poise, and new attitude and a new level of courage and confidence that they didn’t display previously. They went on to win the Stanley Cup two years in a row and dominate their rival for a few years. The adversity helped them rise above mediocrity.
They did a few things that we can use to take it up a notch in our business and profession as well. It is know as F.A.T. They Fought hard Acted bold and Thought big. FAT!
Fight hard: Like my hockey team, you must be at a point where you don’t hold anything back and see yourself on the winning side of your challenge. Give everything you have to be the best you can be and do it for the right reasons.
Act bold: Every person has inhibitions. We must face up to whatever the challenge is and have the determination and willpower to see it ALL the way through. Many sales professionals don’t do the little things that separate them from the competition. Many are afraid to call on an account, or to visit them or think that a task is too hard for them. Stand up and be bold. Do the things that are hard and call that account that always shuts you down and do it with boldness.
Think big: Don’t ever settle. Have big dreams and aspirations. Those who achieve things in this world have dreams and aspirations maybe beyond what they think that they can accomplish. Have a vision for your success that is unreasonable and expect it. Someone once told me: “if you aim for the moon, you might hit the telephone pole. But if you aim for the telephone pole, you might hit your foot.”
Live life, expecting great things to happen and get out there and MAKE it happen by Fighting hard, Acting bold and Thinking big.
To your success.
Ignite your passion!
In 1997 they found themselves in familiar territory. It was late in the season and the Wings were gearing up for the playoffs and faced their rival once again. They game was highly anticipated and built up by the media. The Red Wings had been consistently manhandled by this team and the contest was expected to be competitive but it was doubtful that the Wings would be able to match the intensity of physical play dealt by the Avalanche (the rival). The Wings were known for their skill, scoring, and puck possession. Many critics said that they were soft, old, and didn’t have the stamina to endure the grind of the playoffs.
So, the game went as many thought it would. Halfway through the game, the Avalanche were leading and they had all the momentum. The commentators were calling the game as if it were already over, as if they expected the Wings to lay down and play dead. Then something happened! The game got physical and the Red Wings stood up to the rival. It was like they had finally had enough and drew a line in the sand. I watched them come together as a team, empty themselves, and fight back like they never had before. So, they matched the physical play, but they were still losing badly and time was running out. They took control of the game from that point on and tied the game and sent it into overtime. Then they won in overtime. That game changed everything. You saw a new poise, and new attitude and a new level of courage and confidence that they didn’t display previously. They went on to win the Stanley Cup two years in a row and dominate their rival for a few years. The adversity helped them rise above mediocrity.
They did a few things that we can use to take it up a notch in our business and profession as well. It is know as F.A.T. They Fought hard Acted bold and Thought big. FAT!
Fight hard: Like my hockey team, you must be at a point where you don’t hold anything back and see yourself on the winning side of your challenge. Give everything you have to be the best you can be and do it for the right reasons.
Act bold: Every person has inhibitions. We must face up to whatever the challenge is and have the determination and willpower to see it ALL the way through. Many sales professionals don’t do the little things that separate them from the competition. Many are afraid to call on an account, or to visit them or think that a task is too hard for them. Stand up and be bold. Do the things that are hard and call that account that always shuts you down and do it with boldness.
Think big: Don’t ever settle. Have big dreams and aspirations. Those who achieve things in this world have dreams and aspirations maybe beyond what they think that they can accomplish. Have a vision for your success that is unreasonable and expect it. Someone once told me: “if you aim for the moon, you might hit the telephone pole. But if you aim for the telephone pole, you might hit your foot.”
Live life, expecting great things to happen and get out there and MAKE it happen by Fighting hard, Acting bold and Thinking big.
To your success.
Ignite your passion!
Sunday, October 3, 2010
2 Minute Think
This is sort of an expansion on what I wrote last week on the NLP topic. But we will focus more on your belief system and the mental process of making a clear picture of the result that you want.
I have an old audio recording of this production called “The One Minute Salesman”. It is a skit illustrating how the technique is used in a number of ways and boils down to a simple principle of what you picture, if what you will get. If you walk into an appointment thinking about all the things that can go wrong, you will inevitably bring them upon yourself and attract them to your life. One example was a man describing his mental thought process a few minutes before he goes into a sales call. He described in detail what he went through every time he was about to go in the door to an appointment and he would mentally prepare for all the things that could go wrong and how he would react. In the skit he described how much fun it was when he began selling and when the going got tough he called upon his self discipline and worked harder, however after a period of time he became burned out and it became more difficult and was no longer fun. The turning point in the role play was where the salesman learned to picture a positive outcome instead of a negative one and to really “care” about how his product would help the buyer.
To me is goes without saying that if you do not believe in what you are selling or it does not offer any real benefit to the end user, you are simply a peddler. If you are selling something you don't believe in, or wouldn't sell it to a family member, then find something you do believe in. The consumer is more educated and sophisticated today and we must respect that. We cannot sell something simply for the sake of making a buck because a smart consumer will be able to sense it. I have made a lot of friends that I have done business with over the years because I have learned to put myself in their shoes and see things from their perspective.
Here are a couple of things that have made a difference for me and will for you too if you use them.
• The Two Minute Think: Before you go into any situation (whether professional or personal), think only positive things and go through it in detail. Think about all the transitions, see the other person benefitting, and imagine every step in a clear positive, relaxed way. Before you go into your next situation, STOP! Take 2 minutes to run through it in your mind. Close your eyes and get clear on all the positive steps that will take place. See the other person reacting in a positive way and yourself exuding confidence. Picture all your preparation paying off. Then go and execute.
• The “Caring” Piece: I mentioned in one of my previous blogs, that a CFO I sold said to me that he meets with a lot of salesman and that the reason he chose to do business with me was because he believed in me and I was obviously not a peddler. When we care (for lack of a better term), we will invariably relate to the buyer in a way that we will connect with them and truly understand how they think and how we can help them. And if we cannot really add significant benefit to them, then move on.
These two things have made an impact on those who applied the principles. There are tons of people out there selling stuff and many of them are good at what they do. And YOU can make a difference because of what you bring to the table by doing the extra and involving yourself.
Give everything you’ve got and…
Ignite your passion!
I have an old audio recording of this production called “The One Minute Salesman”. It is a skit illustrating how the technique is used in a number of ways and boils down to a simple principle of what you picture, if what you will get. If you walk into an appointment thinking about all the things that can go wrong, you will inevitably bring them upon yourself and attract them to your life. One example was a man describing his mental thought process a few minutes before he goes into a sales call. He described in detail what he went through every time he was about to go in the door to an appointment and he would mentally prepare for all the things that could go wrong and how he would react. In the skit he described how much fun it was when he began selling and when the going got tough he called upon his self discipline and worked harder, however after a period of time he became burned out and it became more difficult and was no longer fun. The turning point in the role play was where the salesman learned to picture a positive outcome instead of a negative one and to really “care” about how his product would help the buyer.
To me is goes without saying that if you do not believe in what you are selling or it does not offer any real benefit to the end user, you are simply a peddler. If you are selling something you don't believe in, or wouldn't sell it to a family member, then find something you do believe in. The consumer is more educated and sophisticated today and we must respect that. We cannot sell something simply for the sake of making a buck because a smart consumer will be able to sense it. I have made a lot of friends that I have done business with over the years because I have learned to put myself in their shoes and see things from their perspective.
Here are a couple of things that have made a difference for me and will for you too if you use them.
• The Two Minute Think: Before you go into any situation (whether professional or personal), think only positive things and go through it in detail. Think about all the transitions, see the other person benefitting, and imagine every step in a clear positive, relaxed way. Before you go into your next situation, STOP! Take 2 minutes to run through it in your mind. Close your eyes and get clear on all the positive steps that will take place. See the other person reacting in a positive way and yourself exuding confidence. Picture all your preparation paying off. Then go and execute.
• The “Caring” Piece: I mentioned in one of my previous blogs, that a CFO I sold said to me that he meets with a lot of salesman and that the reason he chose to do business with me was because he believed in me and I was obviously not a peddler. When we care (for lack of a better term), we will invariably relate to the buyer in a way that we will connect with them and truly understand how they think and how we can help them. And if we cannot really add significant benefit to them, then move on.
These two things have made an impact on those who applied the principles. There are tons of people out there selling stuff and many of them are good at what they do. And YOU can make a difference because of what you bring to the table by doing the extra and involving yourself.
Give everything you’ve got and…
Ignite your passion!
Sunday, September 26, 2010
Before the game begins…
For a long time now I have had the belief that competitions, whether physically competitive like a sporting event or a business scenario, are won or lost before the game begins. Many studies have been done on mental preparation, the inner beliefs people have and how it affects an outcome. You may have also heard of the techniques of Neuro Linguistic Programming or NLP, which has to do with conditioning the mind to achieve and anticipate results before you have them.
A basketball team put this into use a few years ago. The team was split up at practice and one half spent a certain amount of time on free throws and the other half spent the same amount of time mentally picturing making free throws. The half that did the mental exercize increased thier accuracy dramatically more that the half that physically practiced. It is not a waste of time for us to take a little time to mentally picture ourselves going through a sales call or series of sales calls to get to a result.
Here are 5 steps that will help you achieve results today. Think of them as sort of a mental warm up and use them in professional and social situations. It can be fun and you’ll be amazed at how things can change more quickly than you previously imagined.
1. Envision what you want:
Initially determine what you what result you want. Get a clear picture of the end result you want and the steps leading up to it. The more clear you are on what it is you want, the clearer the results will be. Have realistic expectations of what you will achieve too. And then, when things start looking like they may not work out of something changes or the going gets tough, you must go back to what you envisioned and keep that clear picture in your mind. So, make a clear picture of what you want and how you are going to achieve it. Then, finally, get crystal clear on “why” you want a particular result. This will help you stay the course when (not if) challenges arise.
2. Manage your confidence level:
Only you can control what goes on between your ears. When the difficulties arise and the vision becomes blurry, refocus on the why of your goal, and get back to a level of confidence that you will need in order to continue. For some, this will be easier than others. In sporting events such as football or hockey, the announcer will say that one team or another has the “momenteum”. This is nothing more than a belief that they can dominate the other team and win. Manage it by controlling your thinking to EXPECT the best result.
3. Think one step at a time :
When I drive to a destination, I think of where I am going. But I start by getting in the car and leave my street, and turn on the route that will get me to where I want to wind up. This is also true in a sales process. Yes we want an ultimate result, but don’t lose sight of the steps that lead to the destination or take short cuts in understanding what the client is after. Make sure that you are thorough every step of the way and build value as well as gain agreement with the customer along the way.
4. Rely on your skills:
If you have been in your field for a while and have been through various trainings, seminars and the like, you have developed skills you can draw upon to help you methodically recognize what the client needs (from their perspective) and how to line up what you have with what they need. It is a lot more that just a few phrases or buss words. It is a deep understanding of what you offer and how it has affected other companies who have it. Make it relatable to them. Use the tools of the trade to put yourself in the best possible position as it relates to when they need.
5. Get butterflies flying in formation:
You may get nervous prior to a big presentation, but the key is to get the butterflies flying in formation. Convert that energy into conviction and passion that people can relate to. Make it the determination to be persuasive to a client or prospect.
Use these keys as your mental warm up before meeting with a client and as you draw your roadmap in going through a process with a client. I have found them useful and I hope you will too.
Ignite your passion…
A basketball team put this into use a few years ago. The team was split up at practice and one half spent a certain amount of time on free throws and the other half spent the same amount of time mentally picturing making free throws. The half that did the mental exercize increased thier accuracy dramatically more that the half that physically practiced. It is not a waste of time for us to take a little time to mentally picture ourselves going through a sales call or series of sales calls to get to a result.
Here are 5 steps that will help you achieve results today. Think of them as sort of a mental warm up and use them in professional and social situations. It can be fun and you’ll be amazed at how things can change more quickly than you previously imagined.
1. Envision what you want:
Initially determine what you what result you want. Get a clear picture of the end result you want and the steps leading up to it. The more clear you are on what it is you want, the clearer the results will be. Have realistic expectations of what you will achieve too. And then, when things start looking like they may not work out of something changes or the going gets tough, you must go back to what you envisioned and keep that clear picture in your mind. So, make a clear picture of what you want and how you are going to achieve it. Then, finally, get crystal clear on “why” you want a particular result. This will help you stay the course when (not if) challenges arise.
2. Manage your confidence level:
Only you can control what goes on between your ears. When the difficulties arise and the vision becomes blurry, refocus on the why of your goal, and get back to a level of confidence that you will need in order to continue. For some, this will be easier than others. In sporting events such as football or hockey, the announcer will say that one team or another has the “momenteum”. This is nothing more than a belief that they can dominate the other team and win. Manage it by controlling your thinking to EXPECT the best result.
3. Think one step at a time :
When I drive to a destination, I think of where I am going. But I start by getting in the car and leave my street, and turn on the route that will get me to where I want to wind up. This is also true in a sales process. Yes we want an ultimate result, but don’t lose sight of the steps that lead to the destination or take short cuts in understanding what the client is after. Make sure that you are thorough every step of the way and build value as well as gain agreement with the customer along the way.
4. Rely on your skills:
If you have been in your field for a while and have been through various trainings, seminars and the like, you have developed skills you can draw upon to help you methodically recognize what the client needs (from their perspective) and how to line up what you have with what they need. It is a lot more that just a few phrases or buss words. It is a deep understanding of what you offer and how it has affected other companies who have it. Make it relatable to them. Use the tools of the trade to put yourself in the best possible position as it relates to when they need.
5. Get butterflies flying in formation:
You may get nervous prior to a big presentation, but the key is to get the butterflies flying in formation. Convert that energy into conviction and passion that people can relate to. Make it the determination to be persuasive to a client or prospect.
Use these keys as your mental warm up before meeting with a client and as you draw your roadmap in going through a process with a client. I have found them useful and I hope you will too.
Ignite your passion…
Sunday, September 12, 2010
Sense of urgency
"Urgency" is defined as: a force or impulse that impels or constrains; In some sales cycles we need to convey this to prospects. We must be able to communicate in terms they can relate to and tie ourselves to how we can help them. Demonstrate reasons to change and an urgency to move now. In order to accomplish we must be able to position our solution in a way that it doesn’t make sense not to move forward.
About a year ago, I met with a company that was doing business with a competitor of mine. Initially, they told me they were satisfied with the competitor. But after a series of targeted questions, I saw some ways I could help improve what they had. Then after second and third level probes, i found a number of deficiencies that was preventing them from accessing critical data necessary to making high impact decisions. First, I showed them how I was going to solve the problem. Then, positioned it in a way that made the old system unacceptable. In effect they saw, through the filter of the new solution, that they could not go back to the old way of doing things. A year later, they have the new solution in place, problems are solved, they have the data they need, and they are finding time to focus on jobs that are top priority.
Companies are run by people and people get complacent and can learn to adapt to inferior technology. We have a great opportunity to appeal to the intellect, logic and business sense of executives and help them see the new way of doing business.
Following are some ways we can help move things along.
- Know why they must make a change now (from their viewpoint): Learn their language, study their style, understand what motivates them, and feed all of this back to them in terms they relate to.
- Set realistic expectations: Maybe we all have been guilty of overpromising and under-delivering when close to closing a sale. The times I have done it was a result of overexcitement and being zealous. Passion and excitement are vital, but season it with wisdom and experience and frame things in their proper context. One thing this does is help garner trust with the company we are dealing with because we are not simply being “yes men”.
- Deadlines & next steps; Always have a next step and be constantly reviewing timeline and next steps. This will keep you on task and have them buying into the process. You have to keep them buying into what you are doing.
- Paint a clear picture of what “better” looks like; This is important as it allows us to let them envision the new solution and help you shape how they see it working for them. You are helping them shift the paradigm of what they expect from the solution they are using.
These should make a difference in sales cycles and keep you focused on specific areas where you are adding value. In reality there are going to be times when it doesn’t make sense for a customer to buy what you are selling, or maybe take shortcuts because we see an easy sale. Not the case. We always must be looking for how we help and are clear on the value we bring.
One last thing I will add is that we cannot just go through these steps, but we are to be convinced that we truly are offering something that adds value and that we have the best possible solution and that we are the ones to bring it to them. If you are not, either learn your product more thoroughly or else go and sell something you do believe in. It’s that simple.
To your success, and Ignite your passion.
About a year ago, I met with a company that was doing business with a competitor of mine. Initially, they told me they were satisfied with the competitor. But after a series of targeted questions, I saw some ways I could help improve what they had. Then after second and third level probes, i found a number of deficiencies that was preventing them from accessing critical data necessary to making high impact decisions. First, I showed them how I was going to solve the problem. Then, positioned it in a way that made the old system unacceptable. In effect they saw, through the filter of the new solution, that they could not go back to the old way of doing things. A year later, they have the new solution in place, problems are solved, they have the data they need, and they are finding time to focus on jobs that are top priority.
Companies are run by people and people get complacent and can learn to adapt to inferior technology. We have a great opportunity to appeal to the intellect, logic and business sense of executives and help them see the new way of doing business.
Following are some ways we can help move things along.
- Know why they must make a change now (from their viewpoint): Learn their language, study their style, understand what motivates them, and feed all of this back to them in terms they relate to.
- Set realistic expectations: Maybe we all have been guilty of overpromising and under-delivering when close to closing a sale. The times I have done it was a result of overexcitement and being zealous. Passion and excitement are vital, but season it with wisdom and experience and frame things in their proper context. One thing this does is help garner trust with the company we are dealing with because we are not simply being “yes men”.
- Deadlines & next steps; Always have a next step and be constantly reviewing timeline and next steps. This will keep you on task and have them buying into the process. You have to keep them buying into what you are doing.
- Paint a clear picture of what “better” looks like; This is important as it allows us to let them envision the new solution and help you shape how they see it working for them. You are helping them shift the paradigm of what they expect from the solution they are using.
These should make a difference in sales cycles and keep you focused on specific areas where you are adding value. In reality there are going to be times when it doesn’t make sense for a customer to buy what you are selling, or maybe take shortcuts because we see an easy sale. Not the case. We always must be looking for how we help and are clear on the value we bring.
One last thing I will add is that we cannot just go through these steps, but we are to be convinced that we truly are offering something that adds value and that we have the best possible solution and that we are the ones to bring it to them. If you are not, either learn your product more thoroughly or else go and sell something you do believe in. It’s that simple.
To your success, and Ignite your passion.
Monday, September 6, 2010
The more things change…
Nothing stays static in life and the same is true in business. Things are ever changing and status quo is a recipe for disaster for companies today. Look at the IBM’s, GM’s, and to a degree the software giant Microsoft. Microsoft finds itself chasing Google because they are being left in the dust. One of the things these companies have in common is that they did not respond quickly enough to the what the consumer needs. For instance, IBM kept on building mainframe computers and did prepare for the demands of the personal computer needs the way companies like Dell did. GM, just kept on building cars and were more focused on internal issues and production that they lost the connection with the end user and were upstaged by Toyota and other automotive manufacturers. This is mainly because the forign manufacturers, especially the Japansese, refined their cars every year and made dramatic improvements as well as made cars that people would want. And Microsoft is chasing Google because they are constantly adapting to what the end user wants and how they want it - better than anyone else.
The point is, if businesses are to stay on top of things, then they have to re-invent themselves and adapt to changed in the market. Which brings me to a couple of great ways we can also adapt.
- Anticipate: We must also anticipate changes happening in the industries we are calling on. Every industry, and even every company goes through changes and challenges that can create opportunities for them. If we can be on the front end of the evolution, then we can truly serve as more than a sales professional, but a trusted advisor and therefore add tremendous value to the companies we call on.
- Paradigm shift: Some companies, (when I say companies, let’s not put a faceless label on a corporation but remember they are run by people) are not as progressive as others to adapt to newer technology and updated methods of doing business. A percentage of companies embrace technology, other trail slightly behind the curve, and still more lag behind and just do things because that’s how they have always been done. For the latter it is truly difficult for them to see the impact of something different. And that is how we can step in as a change agent and help them shift their paradigm to get out of their old rut to al least consider the impact of a more updated solution. This must be done with great skill and concern for the people behind the company and it is done by painting a clear picture of what the new way of doing things would be for them and how it will improve their life. Help them put on a pair of glasses that magically helps them see into the future and see things through the filter which you make for them.
- Innovate: Help align with a company’s objectives and the vision that the executives have for growth, expansion, cut-backs’s, or whatever they are trying to achieve. Show them how you can help them innovate, develop, and capitalize on the opportunities that are out there in the marketplace. The companies that are able to innovate will come out on top. Look at how Apple has made a niche that everyone is trying to copy. I just on an iPhone and I see why everyone is playing catch up. They are not focusing soley on the Mac computers, but are realizing new found ways to give people what they want. And while your product may not be the iPad, iPhone, or the iTouch, if your solution or product helps them be more efficient, then show how it will help them focus on what they do best.
One of the toughest things to deal with is a sales process that leads to a “no change”. Sometimes it is beyond our control, but if we focus on the aforementioned principles, we should have a better chance of positioning ourselves, our solutions, and the benefits of the product. And also, how it will help them realize unforeseen potential that they may not realized is there.
We need to develop ourselves, our intellect, our language to relate to our customers in a way that they can relate to and in a way that makes them want to take action now.
To your success,
Ignite your passion
The point is, if businesses are to stay on top of things, then they have to re-invent themselves and adapt to changed in the market. Which brings me to a couple of great ways we can also adapt.
- Anticipate: We must also anticipate changes happening in the industries we are calling on. Every industry, and even every company goes through changes and challenges that can create opportunities for them. If we can be on the front end of the evolution, then we can truly serve as more than a sales professional, but a trusted advisor and therefore add tremendous value to the companies we call on.
- Paradigm shift: Some companies, (when I say companies, let’s not put a faceless label on a corporation but remember they are run by people) are not as progressive as others to adapt to newer technology and updated methods of doing business. A percentage of companies embrace technology, other trail slightly behind the curve, and still more lag behind and just do things because that’s how they have always been done. For the latter it is truly difficult for them to see the impact of something different. And that is how we can step in as a change agent and help them shift their paradigm to get out of their old rut to al least consider the impact of a more updated solution. This must be done with great skill and concern for the people behind the company and it is done by painting a clear picture of what the new way of doing things would be for them and how it will improve their life. Help them put on a pair of glasses that magically helps them see into the future and see things through the filter which you make for them.
- Innovate: Help align with a company’s objectives and the vision that the executives have for growth, expansion, cut-backs’s, or whatever they are trying to achieve. Show them how you can help them innovate, develop, and capitalize on the opportunities that are out there in the marketplace. The companies that are able to innovate will come out on top. Look at how Apple has made a niche that everyone is trying to copy. I just on an iPhone and I see why everyone is playing catch up. They are not focusing soley on the Mac computers, but are realizing new found ways to give people what they want. And while your product may not be the iPad, iPhone, or the iTouch, if your solution or product helps them be more efficient, then show how it will help them focus on what they do best.
One of the toughest things to deal with is a sales process that leads to a “no change”. Sometimes it is beyond our control, but if we focus on the aforementioned principles, we should have a better chance of positioning ourselves, our solutions, and the benefits of the product. And also, how it will help them realize unforeseen potential that they may not realized is there.
We need to develop ourselves, our intellect, our language to relate to our customers in a way that they can relate to and in a way that makes them want to take action now.
To your success,
Ignite your passion
Saturday, August 28, 2010
Who’s on first?
That old Abbott & Costello routine has always made me laugh.
It's pretty easy to find on youtube. Check it out sometime, it is hilarious. And it reminds me of times when I have seen sales reps try and sell to the wrong person. Closing business requires us to deal with the decision maker.
Most time share presentations I have attended require both spouses to attend (should be obvious why). “I’ll have to check with my wife (or husband)” is an easy out. Once I sat through a time share presentation with my wife in Orlando. The salesperson was professional and did a really good job positioning the various time share packages. I asked him what percentage of presentations they close (as I could tell he was one of the top salesman) and he got a smug look and wrote down 30%. If both spouses were not there at the same time, the percentage would be under 5%. So they do a good job of making sure that selling to the right people is not an issue.
I remember it well. The deal was wrapped up and ready to be closed. I did a fantastic job of getting in there, scheduling meetings, developed tremendous rapport, gathered supporting background information, demonstrating my solution, tying it to their needs and goals, handling objections, justifying the cost and showing a gain, identifying the personal wins for the end users, showing how it would improve the workflow, and so on. But I left out one thing. I did not sell to the right people and excluded the executives who actually make these decisions. Even though the employees I was meeting with loved what I had to offer, the decision makers were left out and I was unable to align with them. And I did not win the business.
Common mistakes sales professionals make along these lines:
Letting someone else sell your process : In my story this is exactly what happened. We think we communicate how we can offer benefits to a business and may think that the end user really grasp the value, but you can NEVER allow someone else to sell for you. Important information is always lost in translation. It’s like when I used to sell advertising, I would call and ask for a decision maker to discuss the benefits of the advertising space I was offering. Someone would screen the call and ask what I wanted to talk to them about. Then would muffle the mouthpiece on the phone and ask, “Some guy is calling to sell you advertising, you don’t want any do you?” So I called back when she wasn’t there and sold him a product that would benefit him.
Not reaching up to the proper level: Many times executives give their blessing, get a process going, and then re-engage at the end (especially when money comes up), and that is typical. The problem comes up when we either don’t involve them at the beginning or get them involved when it is time to make a decision. Maybe we are afraid of them saying no, or muddying the waters or complicating the situation. But it is always better to get an idea of where they are at in the beginning, than to exert the effort only to find the company has other priorities that outweigh the benefits of what you offer.
Not identifying what the vision of key decision makers are: When we begin a process, we must understand the direction and corporate initiatives of the business. We must clearly comprehend how they evaluate a vendor and realize how it fits into their decision making process.
Not qualifying in the beginning: Qualify the level of interest and determine what the key business issues are before starting a process. Ask specific questions as to how they would use your product or service, and make sure they are ready to implement what you are selling. You sometimes need to sell against your product or service to gauge the level of interest. Better to find out in the beginning than wait till later.
Not asking who else will be involved in making a decision: In complex situations involving multiple people, multiple solutions, and several individuals on your team helping out; we MUST find out who specifically will be involved in the process and how they are involved and quarterback so everyone is singing from the same sheet of music. Discover who will need to be involved and at what stage.
Doing these simple things will allow you to know who is on first and you will not fumble through a sales process hoping you will earn the business. Being clear on the who, what, when, where, & why will make your life easier and help you focus on prospects genuinely interested in what you have to offer.
Until next time - respect the torch and ignite your passion
It's pretty easy to find on youtube. Check it out sometime, it is hilarious. And it reminds me of times when I have seen sales reps try and sell to the wrong person. Closing business requires us to deal with the decision maker.
Most time share presentations I have attended require both spouses to attend (should be obvious why). “I’ll have to check with my wife (or husband)” is an easy out. Once I sat through a time share presentation with my wife in Orlando. The salesperson was professional and did a really good job positioning the various time share packages. I asked him what percentage of presentations they close (as I could tell he was one of the top salesman) and he got a smug look and wrote down 30%. If both spouses were not there at the same time, the percentage would be under 5%. So they do a good job of making sure that selling to the right people is not an issue.
I remember it well. The deal was wrapped up and ready to be closed. I did a fantastic job of getting in there, scheduling meetings, developed tremendous rapport, gathered supporting background information, demonstrating my solution, tying it to their needs and goals, handling objections, justifying the cost and showing a gain, identifying the personal wins for the end users, showing how it would improve the workflow, and so on. But I left out one thing. I did not sell to the right people and excluded the executives who actually make these decisions. Even though the employees I was meeting with loved what I had to offer, the decision makers were left out and I was unable to align with them. And I did not win the business.
Common mistakes sales professionals make along these lines:
Letting someone else sell your process : In my story this is exactly what happened. We think we communicate how we can offer benefits to a business and may think that the end user really grasp the value, but you can NEVER allow someone else to sell for you. Important information is always lost in translation. It’s like when I used to sell advertising, I would call and ask for a decision maker to discuss the benefits of the advertising space I was offering. Someone would screen the call and ask what I wanted to talk to them about. Then would muffle the mouthpiece on the phone and ask, “Some guy is calling to sell you advertising, you don’t want any do you?” So I called back when she wasn’t there and sold him a product that would benefit him.
Not reaching up to the proper level: Many times executives give their blessing, get a process going, and then re-engage at the end (especially when money comes up), and that is typical. The problem comes up when we either don’t involve them at the beginning or get them involved when it is time to make a decision. Maybe we are afraid of them saying no, or muddying the waters or complicating the situation. But it is always better to get an idea of where they are at in the beginning, than to exert the effort only to find the company has other priorities that outweigh the benefits of what you offer.
Not identifying what the vision of key decision makers are: When we begin a process, we must understand the direction and corporate initiatives of the business. We must clearly comprehend how they evaluate a vendor and realize how it fits into their decision making process.
Not qualifying in the beginning: Qualify the level of interest and determine what the key business issues are before starting a process. Ask specific questions as to how they would use your product or service, and make sure they are ready to implement what you are selling. You sometimes need to sell against your product or service to gauge the level of interest. Better to find out in the beginning than wait till later.
Not asking who else will be involved in making a decision: In complex situations involving multiple people, multiple solutions, and several individuals on your team helping out; we MUST find out who specifically will be involved in the process and how they are involved and quarterback so everyone is singing from the same sheet of music. Discover who will need to be involved and at what stage.
Doing these simple things will allow you to know who is on first and you will not fumble through a sales process hoping you will earn the business. Being clear on the who, what, when, where, & why will make your life easier and help you focus on prospects genuinely interested in what you have to offer.
Until next time - respect the torch and ignite your passion
Sunday, August 22, 2010
P6
A key in preparation are the 6 P’s. Proper planning prevents particularly poor performance. If your performance isn’t at the level it could be, here are some keys that may help turbocharge your results or performance. Results and performance aren’t necessarily the same thing. A result is the finality or conclusion of a thing, while performance is how you get there. If you are not happy with what you are getting, change what you are giving.
‘preparation’ is defined in this manner: The action of making ready or being made ready for use. You are getting the car ready for a trip. Think of what you would normally do to get ready for a trip.
Know your outcome:
This is paramount. If you are not clear on what your outcome is, then you are just going through the motions. When I sit down to set appointments, I have a clear idea of what I want and am determined to achieve it. If my goal is 2 appointments, then I strive for that and that is the PURPOSE for the activity. If I am honest, I have blocked off time to set appointments and gone through the motions and then the block of time is up and no appointments, then move on to something else. The difference is; when my mind is fixed on my PURPOSE, then I am more successful because everything about my lines up with my goal and purpose. Know your outcome first.
Develop a strong WHY?:
If you have a fuzzy WHY, as to the reason a prospect or client should buy from you, then you’d better go back and figure it out or move on to someone else. If you don’t have a strong reason WHY, and cannot detail it out for them specifically, then they will most likely not buy. I met with a company last week, and in 10 minutes gave them 3 reasons why they should implement my solution and I had a solid case. In another meeting the same day, I didn’t have as strong of a WHY, and guess what - I don’t think I will get the deal. You must be able to answer:
• Why will they buy?
• Why will they buy from you?
• Why will they buy from you now?
Develop a roadmap:
Now that you know your desired outcome, and developed a strong WHY, now is the time to develop a roadmap as to HOW you are going to accomplish it all. Start from the desired outcome and work backward and plug in all the steps necessary to get the desired results. Develop a timeline and work it.
Anticipate:
Anticipate everything you can think of. Anticipate what could go wrong, what the competition will do, what people will try and block the change, and how you will deal with it. On the positive side, anticipate how you can position yourself as a trusted advisor and industry expert. Anticipate how your solution will benefit the organization and how it will impact those involved.
Execute with confidence and belief: It also wouldn’t hurt to rehearse or even role play the presentation with someone else. In speaking with executives, they meet with a lot of salespeople and can almost sense if you lack confidence. I had an executive tell me that a major reason he bought from me was my competence and confidence when I spoke to him. You do not want to practice in the real work for the first time. Athletes spend more than 98% of their time practicing, doing drills, working on the basics. And mentally we should do the same. This will help a smooth delivery and minimize and nervousness while presenting.
Remember the 6 P’s and make it a rule to use preparation to eliminate what you do not want in the results you are receiving.
Go get ‘em and respect the Torch!
‘preparation’ is defined in this manner: The action of making ready or being made ready for use. You are getting the car ready for a trip. Think of what you would normally do to get ready for a trip.
Know your outcome:
This is paramount. If you are not clear on what your outcome is, then you are just going through the motions. When I sit down to set appointments, I have a clear idea of what I want and am determined to achieve it. If my goal is 2 appointments, then I strive for that and that is the PURPOSE for the activity. If I am honest, I have blocked off time to set appointments and gone through the motions and then the block of time is up and no appointments, then move on to something else. The difference is; when my mind is fixed on my PURPOSE, then I am more successful because everything about my lines up with my goal and purpose. Know your outcome first.
Develop a strong WHY?:
If you have a fuzzy WHY, as to the reason a prospect or client should buy from you, then you’d better go back and figure it out or move on to someone else. If you don’t have a strong reason WHY, and cannot detail it out for them specifically, then they will most likely not buy. I met with a company last week, and in 10 minutes gave them 3 reasons why they should implement my solution and I had a solid case. In another meeting the same day, I didn’t have as strong of a WHY, and guess what - I don’t think I will get the deal. You must be able to answer:
• Why will they buy?
• Why will they buy from you?
• Why will they buy from you now?
Develop a roadmap:
Now that you know your desired outcome, and developed a strong WHY, now is the time to develop a roadmap as to HOW you are going to accomplish it all. Start from the desired outcome and work backward and plug in all the steps necessary to get the desired results. Develop a timeline and work it.
Anticipate:
Anticipate everything you can think of. Anticipate what could go wrong, what the competition will do, what people will try and block the change, and how you will deal with it. On the positive side, anticipate how you can position yourself as a trusted advisor and industry expert. Anticipate how your solution will benefit the organization and how it will impact those involved.
Execute with confidence and belief: It also wouldn’t hurt to rehearse or even role play the presentation with someone else. In speaking with executives, they meet with a lot of salespeople and can almost sense if you lack confidence. I had an executive tell me that a major reason he bought from me was my competence and confidence when I spoke to him. You do not want to practice in the real work for the first time. Athletes spend more than 98% of their time practicing, doing drills, working on the basics. And mentally we should do the same. This will help a smooth delivery and minimize and nervousness while presenting.
Remember the 6 P’s and make it a rule to use preparation to eliminate what you do not want in the results you are receiving.
Go get ‘em and respect the Torch!
Sunday, August 15, 2010
What’s in a name?
It says in the bible “a good name is rather to be chosen than great riches.” It is also said of some that “their reputation precedes them”. And that can be good or bad. A good name or reputation can go a long way for us in life and in business. The key here is: What are others saying about us when we are not around? I for one want my reputation to exude professionalism, competence and integrity.
A while back I was calling on a client and in the meeting he asked me if I had ever worked with a particular company, to which I replied yes. Now unfortunately this was one of the rare occasions where I did not secure the business and was disappointed because it was a significant opportunity for my company. But one thing that I did do was to prepare for every stage of the process, do my due diligence, understand the needs of the organization, identify the personal wins, and had great rapport with the decision makers. Afterward I felt there was nothing more I could have done to win the business and when I did not get the deal, I was as professional and kind as I could be.
This all led to my meeting with another prominent company. I called and secured the appointment on my own, then attended the meeting. During the meeting, the prospect told me that he knew the decision maker at the other company very well, and that although they chose not to go with me, he told the prospect I was now calling on that he respected me and my company and that he would be wise to consider the services we offer and involve me in the process.
What do people say about you when you do not win? Did you offer your services in case something changed? Did you check in periodically to monitor how the change has gone? Did you contact them, just to extend yourself?
When we are out there marketing, making contacts, networking, establishing our presence, we are building our brand. Branding ourselves is an excellent way to distinguish ourselves from the pack. Here are a few simple things we can do to add value to our brand.
• Prepare for every interaction we have with the prospect
Whether we realize it or not people are evaluating us by how we look, what we way are dressed, facial expressions, voice tone, and a host of other factors which they may not even be consciously aware of. If you are prepared for the interaction and KNOW the outcome you want, then you have a clear path as to how what you want to accomplish. People will be able to tell if we are prepared or not and if you put the effort in on the front end you have a better chance of being evaluated in a positive light.
• Research the company and the person
Knowing details about the industry, company, competition is critical in setting ourselves apart. One thing I do to accomplish this is to prepare some questions I can ask that I am genuinely curious about. For example, if I see from their website that they are expanding, releasing new product, building a new facility, or anything relevant I prepare questions that will help give me insight about the company and show I care. If the person I am meeting with went a particular college, I will look up the record of the football team and see who they are playing next. I think the idea is pretty apparent. Be a detective and get curious about them.
• Follow up
You would be amazed how many of your competitors do not follow through regarding communication. After every face to face meeting, an email or some type of communication that recap’s what took place in the meeting as well as the next steps can be a great way to keep things moving in the direction you want. The point is, always follow up when you say you are and do it right away. I used to have a policy that I would not follow up with someone when the issue was negative unless they called me twice. What I have found out is that all I did was make them angrier by not getting in touch. Today I follow up immediately to communication and if I need to get others moving with me, I do that as well.
If you are the president of your own services company how would you want your company to be perceived? When a client or prospect thinks of your product or service, they will think of you as the face of the company. When you think of Microsoft, who comes to mind? Apple? Wendy’s? what about your lawn service? HVAC repairman? Anyone who came to your house to do work? You associate them with the company.
To a large degree we are in control of this and we should make every effort to leave a good impression with everyone we come in contact with. Many times I have pulled into a parking lot and bumped into someone entering a building, standing in the lobby, fighting for a parking space, only to find out it was the person that I was about to meet with for the first time. You never know who you will bump into.
Be the best you can be by putting your best foot forward and build that unique brand that is you.
Respect the Torch!
A while back I was calling on a client and in the meeting he asked me if I had ever worked with a particular company, to which I replied yes. Now unfortunately this was one of the rare occasions where I did not secure the business and was disappointed because it was a significant opportunity for my company. But one thing that I did do was to prepare for every stage of the process, do my due diligence, understand the needs of the organization, identify the personal wins, and had great rapport with the decision makers. Afterward I felt there was nothing more I could have done to win the business and when I did not get the deal, I was as professional and kind as I could be.
This all led to my meeting with another prominent company. I called and secured the appointment on my own, then attended the meeting. During the meeting, the prospect told me that he knew the decision maker at the other company very well, and that although they chose not to go with me, he told the prospect I was now calling on that he respected me and my company and that he would be wise to consider the services we offer and involve me in the process.
What do people say about you when you do not win? Did you offer your services in case something changed? Did you check in periodically to monitor how the change has gone? Did you contact them, just to extend yourself?
When we are out there marketing, making contacts, networking, establishing our presence, we are building our brand. Branding ourselves is an excellent way to distinguish ourselves from the pack. Here are a few simple things we can do to add value to our brand.
• Prepare for every interaction we have with the prospect
Whether we realize it or not people are evaluating us by how we look, what we way are dressed, facial expressions, voice tone, and a host of other factors which they may not even be consciously aware of. If you are prepared for the interaction and KNOW the outcome you want, then you have a clear path as to how what you want to accomplish. People will be able to tell if we are prepared or not and if you put the effort in on the front end you have a better chance of being evaluated in a positive light.
• Research the company and the person
Knowing details about the industry, company, competition is critical in setting ourselves apart. One thing I do to accomplish this is to prepare some questions I can ask that I am genuinely curious about. For example, if I see from their website that they are expanding, releasing new product, building a new facility, or anything relevant I prepare questions that will help give me insight about the company and show I care. If the person I am meeting with went a particular college, I will look up the record of the football team and see who they are playing next. I think the idea is pretty apparent. Be a detective and get curious about them.
• Follow up
You would be amazed how many of your competitors do not follow through regarding communication. After every face to face meeting, an email or some type of communication that recap’s what took place in the meeting as well as the next steps can be a great way to keep things moving in the direction you want. The point is, always follow up when you say you are and do it right away. I used to have a policy that I would not follow up with someone when the issue was negative unless they called me twice. What I have found out is that all I did was make them angrier by not getting in touch. Today I follow up immediately to communication and if I need to get others moving with me, I do that as well.
If you are the president of your own services company how would you want your company to be perceived? When a client or prospect thinks of your product or service, they will think of you as the face of the company. When you think of Microsoft, who comes to mind? Apple? Wendy’s? what about your lawn service? HVAC repairman? Anyone who came to your house to do work? You associate them with the company.
To a large degree we are in control of this and we should make every effort to leave a good impression with everyone we come in contact with. Many times I have pulled into a parking lot and bumped into someone entering a building, standing in the lobby, fighting for a parking space, only to find out it was the person that I was about to meet with for the first time. You never know who you will bump into.
Be the best you can be by putting your best foot forward and build that unique brand that is you.
Respect the Torch!
Saturday, August 7, 2010
Winning questions
You’ve heard the old adage “telling is not selling”? It can really put the brakes on any genuine rapport building you have going for you when you are meeting with a client or prospect. You are probably an expert in your field, and if you are not, you should become one. The challenge with knowledge is that once you have it, you may tend to talk about it with authority.
I was in a meeting with a prospect a few weeks ago and the point person representing the company talked nonstop for about 30 minutes on a variety of subjects (only a few of which pertained to what I had to offer). He was the expert in his field and in his job. At a few points he got rather technical and tedious about the details of a piece of technology he was using. To be honest, when he mentioned details that I didn’t understand I got lost and it was difficult to find a pause to get clarification. So, I just let him go on and on and was looking for the next opportunity to fund an exit.
In order to keep the interest of anyone in a conversation we need to engage them and involve them in the conversation. Just because you are interested in what you are talking about doesn’t mean that the other person is. After all, each of us is a unique creature with different views and interests. If everyone in the world were like me; this world would be a crazy place and everyone would be the exact same way and want the exact same thing - BORING. My point is that everyone’s perspective is different and important to them. We need to connect with them in a way they can understand and relate to.
The key to doing this is very simple; ask questions and listen. You are probably saying to yourself, great point captain obvious. I wish it were more complex, or a secret formula, but that is how to keep someone engaged in conversation. You have probably found that people like to talk about themselves and discuss what interests them. So, ask questions about them. I have been amazed how much detail a complete stranger will offer up if I just ask a question and engage them in a conversation. Now not everyone is like that, but many are. People do like to talk if someone will listen.
Here are some keys to asking questions that will help you get information that can help you understand how to position your product or service.
• Build Rapport; ask about them, get them to open up to you. Don’t get too personal at first, as this may be viewed as invasive. Don’t be obvious about why you are doing this and a good rule of thumb is to take a genuine interest in the other person. People will sense if you are not genuine.
• Ask “have” questions. Examples are: “What do you like about what you have?”, “what would you like to have that you don’t?”.
• Qualify: Ask questions around how you can help them. Example: “If you had ___________ what would it do for you?” or “if you could do _____ how would that impact you?
The key in all of this is to ask questions. Ben Franklin said that the purpose of a conversation is to inform and to be informed. So make your conversations more interesting by asking questions that stimulate conversation points. To take it a step further, you can even pre-think your questions. Be a detective, get curious about them, their motivations, how they think. This will really separate you from the pack and give you an edge on your competition.
Respect the Torch and ignite your passion!
I was in a meeting with a prospect a few weeks ago and the point person representing the company talked nonstop for about 30 minutes on a variety of subjects (only a few of which pertained to what I had to offer). He was the expert in his field and in his job. At a few points he got rather technical and tedious about the details of a piece of technology he was using. To be honest, when he mentioned details that I didn’t understand I got lost and it was difficult to find a pause to get clarification. So, I just let him go on and on and was looking for the next opportunity to fund an exit.
In order to keep the interest of anyone in a conversation we need to engage them and involve them in the conversation. Just because you are interested in what you are talking about doesn’t mean that the other person is. After all, each of us is a unique creature with different views and interests. If everyone in the world were like me; this world would be a crazy place and everyone would be the exact same way and want the exact same thing - BORING. My point is that everyone’s perspective is different and important to them. We need to connect with them in a way they can understand and relate to.
The key to doing this is very simple; ask questions and listen. You are probably saying to yourself, great point captain obvious. I wish it were more complex, or a secret formula, but that is how to keep someone engaged in conversation. You have probably found that people like to talk about themselves and discuss what interests them. So, ask questions about them. I have been amazed how much detail a complete stranger will offer up if I just ask a question and engage them in a conversation. Now not everyone is like that, but many are. People do like to talk if someone will listen.
Here are some keys to asking questions that will help you get information that can help you understand how to position your product or service.
• Build Rapport; ask about them, get them to open up to you. Don’t get too personal at first, as this may be viewed as invasive. Don’t be obvious about why you are doing this and a good rule of thumb is to take a genuine interest in the other person. People will sense if you are not genuine.
• Ask “have” questions. Examples are: “What do you like about what you have?”, “what would you like to have that you don’t?”.
• Qualify: Ask questions around how you can help them. Example: “If you had ___________ what would it do for you?” or “if you could do _____ how would that impact you?
The key in all of this is to ask questions. Ben Franklin said that the purpose of a conversation is to inform and to be informed. So make your conversations more interesting by asking questions that stimulate conversation points. To take it a step further, you can even pre-think your questions. Be a detective, get curious about them, their motivations, how they think. This will really separate you from the pack and give you an edge on your competition.
Respect the Torch and ignite your passion!
Sunday, August 1, 2010
Focus on what you do best…
Every product or solution has weaknesses and strengths. Every company has weaknesses and strengths. When I purchased my last vehicle a little over a year ago, I contacted several dealerships and compared 3 vehicles in the same class. Two of the three salespeople I spoke to went to great lengths to compare how their vehicle stacked up to the others and in effect sold me on their competitors. They compared feature for feature, MPG vs. MPG, how many awards their model received, and blah, blah, blah.
The other salesperson didn’t talk about anything except their vehicle and its strengths. I already liked the body style and the room inside was perfect for me. He was almost casual about selling me the car. I was pretty interested because they had one in my color (Black). We negotiated on the price, and he quickly saw things from my point of view on price and we had a deal. He never talked about the competition or their vehicles other than in a complimentary manner. So far I am pleased with the car.
I have been in many competitive sales situations in several industries and it has become clear to me that to position yourself in the best light, you should put yourself and your product in the same light as that car salesman. Here are a few keys that might help.
1. Talk to your strengths: Discover the needs of the prospect or client and connect how you can help them. Most of your questions and comments will revolve around this. You should be able to tell stories around how your product or service has impacted companies you have sold.
2. Avoid discussing weaknesses: Obviously you don’t want to be dishonest, so don’t. What I am saying here it that you discuss briefly when needed and move on. It may or may not be a big deal to the customer, but focusing on it at length will put you in a defensive position.
3. Frame the conversation around how this will benefit them: After customer stories, figure out a way to help win the business by painting a clear picture of them using your product. If there is a way to quantify the result, then show it to them in a way they can understand.
Lastly, people don’t but because you are an outstanding salesman, they buy because you understand what your product can do for them and are able to articulate it back to them. If you can get them to tell you in their own words how it will help them, that’s even better. By focusing mainly on your strengths and becoming clear on how you can help, it can help you position yourself as a trusted advisor, rather than an average salesman.
Ignite your passion.
The other salesperson didn’t talk about anything except their vehicle and its strengths. I already liked the body style and the room inside was perfect for me. He was almost casual about selling me the car. I was pretty interested because they had one in my color (Black). We negotiated on the price, and he quickly saw things from my point of view on price and we had a deal. He never talked about the competition or their vehicles other than in a complimentary manner. So far I am pleased with the car.
I have been in many competitive sales situations in several industries and it has become clear to me that to position yourself in the best light, you should put yourself and your product in the same light as that car salesman. Here are a few keys that might help.
1. Talk to your strengths: Discover the needs of the prospect or client and connect how you can help them. Most of your questions and comments will revolve around this. You should be able to tell stories around how your product or service has impacted companies you have sold.
2. Avoid discussing weaknesses: Obviously you don’t want to be dishonest, so don’t. What I am saying here it that you discuss briefly when needed and move on. It may or may not be a big deal to the customer, but focusing on it at length will put you in a defensive position.
3. Frame the conversation around how this will benefit them: After customer stories, figure out a way to help win the business by painting a clear picture of them using your product. If there is a way to quantify the result, then show it to them in a way they can understand.
Lastly, people don’t but because you are an outstanding salesman, they buy because you understand what your product can do for them and are able to articulate it back to them. If you can get them to tell you in their own words how it will help them, that’s even better. By focusing mainly on your strengths and becoming clear on how you can help, it can help you position yourself as a trusted advisor, rather than an average salesman.
Ignite your passion.
Sunday, July 25, 2010
Stop the distractions
Most of us text while driving and I’m sure we all talk on a phone while we drive. For me it gives me a sense of being productive and staying in touch with my world while doing something that is a necessary evil – DRIVING! The statistics from the National Highway Traffic Safety Administration – NHTSA reveal information that is difficult to ignore. Over 20% of all crashed involve some level of distraction. And for the “hands free” safe drivers; they are in the category of “delayed reaction” equal to someone at .08 blood alcohol. That’s small but can be a significant impact when every split second can save a live.
With all the forms of communication there are a plethora of avenues for our time, concentration and effort to be thwarted by distractions and interruptions. I recently heard someone speak to this at a conference and I thought about all the ways we get distracted and maybe distract others in things outside what is relevant at the moment. For example, when I am in the middle of making calls, or preparing for a presentation, I get very focused on the flow, the order of the presentation, the points I am going to make, how they are relevant, and then I view this from the clients perspective and try to anticipate how they will receive it and what possible thoughts they might have around what I am saying – AND THEN – my cell phone rings, it’s a friend who wants to discuss the activities on the stock market. I have to stop thinking about what I was doing, refocus on the conversation, get wrapped up into it, then we have a lively dialogue for 10 minutes and wrap up and I say, “I have to get back to something, hey thanks for calling.” In retrospect I should be saying, “By the way, I am going to send you a bill for the time you have stolen from me”. I may have a lot less friends if I really did that, but we are too reachable today and we feel obligated to react when these forms of communication which pull us away from the task at hand and into another direction.
Someone interviewing Bear Bryant, the legendary coach at ‘Bama, toward the end of his career asked him how the players were different today as opposed to when he began coaching. As he thought for a minute, the people in the room pondered what the answer was going to be. Many thought he would respond with, “the players were faster”, “the players were bigger”, “offences were more complex”, or something along those lines. To the surprise of everyone he said, “a number of years ago I had to start teaching mental discipline.” Although every was shocked when he said that, it makes a lot of sense. When Bear Bryant first became a head coach in 1945, hardly anyone had a television. But as years went on, the TV and other devices came along and have gradually distracted us and continue to invade our space.
Today our minds are bombarded. It is imperative that we fight for our time and keep our goals, tasks and vision clear on what we want to achieve. We must cherish our time. Time is the one thing we all have that is equal. Ben Franklin said, “Dost thou love life? Then do not squander time, for that’s the stuff life is made of.”
Learn to be more passionate for your time and mental space and refuse to get ripped off. The highest achievers in any field know this and apply it every day. If you are to be among them, it takes resolve, discipline, and the courage to not give in to distractions even when we would rather do so. Get the most out of every day, by managing the pieces of time that make it up.
Ingite your passion!
With all the forms of communication there are a plethora of avenues for our time, concentration and effort to be thwarted by distractions and interruptions. I recently heard someone speak to this at a conference and I thought about all the ways we get distracted and maybe distract others in things outside what is relevant at the moment. For example, when I am in the middle of making calls, or preparing for a presentation, I get very focused on the flow, the order of the presentation, the points I am going to make, how they are relevant, and then I view this from the clients perspective and try to anticipate how they will receive it and what possible thoughts they might have around what I am saying – AND THEN – my cell phone rings, it’s a friend who wants to discuss the activities on the stock market. I have to stop thinking about what I was doing, refocus on the conversation, get wrapped up into it, then we have a lively dialogue for 10 minutes and wrap up and I say, “I have to get back to something, hey thanks for calling.” In retrospect I should be saying, “By the way, I am going to send you a bill for the time you have stolen from me”. I may have a lot less friends if I really did that, but we are too reachable today and we feel obligated to react when these forms of communication which pull us away from the task at hand and into another direction.
Someone interviewing Bear Bryant, the legendary coach at ‘Bama, toward the end of his career asked him how the players were different today as opposed to when he began coaching. As he thought for a minute, the people in the room pondered what the answer was going to be. Many thought he would respond with, “the players were faster”, “the players were bigger”, “offences were more complex”, or something along those lines. To the surprise of everyone he said, “a number of years ago I had to start teaching mental discipline.” Although every was shocked when he said that, it makes a lot of sense. When Bear Bryant first became a head coach in 1945, hardly anyone had a television. But as years went on, the TV and other devices came along and have gradually distracted us and continue to invade our space.
Today our minds are bombarded. It is imperative that we fight for our time and keep our goals, tasks and vision clear on what we want to achieve. We must cherish our time. Time is the one thing we all have that is equal. Ben Franklin said, “Dost thou love life? Then do not squander time, for that’s the stuff life is made of.”
Learn to be more passionate for your time and mental space and refuse to get ripped off. The highest achievers in any field know this and apply it every day. If you are to be among them, it takes resolve, discipline, and the courage to not give in to distractions even when we would rather do so. Get the most out of every day, by managing the pieces of time that make it up.
Ingite your passion!
Sunday, July 18, 2010
4 steps to more appointments
Some say that activity fixes all problems in sales, and I’m not sure that it fixes everything, but I am sure that the more quality activity you have, the better chances you will have for success. If your activity is down for whatever reason, you have less opportunity to close a deal.
The telephone is how most of us make contact and fill our calendar (I have a whole training seminar centered around making appointments and telemarketing). If you’ve got a hang-up about cold calling, setting appointments, or anything related, you are missing out. In the age of emails, voice mail, texting, the personal contact is important and you can communicate so much more over the phone than you can convey electronically.
In most cases, when you are calling a decision maker, you have only seconds to get their interest and attention. And some of the best sales people I have seen are sorely lacking in this skill. Many focus on other areas, like closing, the details of the process, identifying customer needs. If you hone this skill, you will be able to get into more clients, with less effort.
1. Before you pick up the phone: Ever had a bad solicitation? I have and it is painful. Prepare what you are going to say before you pick up the phone. I normally write out a few bullet points relevant to the prospect or client I am calling on.
Another thing; what is your attitude? Do you complain about having to sit down and make calls? Or do you mentally dread the idea of calling someone and then getting hung up on or rejected. Well that’s part of the business. When I have received bad solicitation the thing I remember the most is that the person on the other end of the phone sounded like they were not into what they were doing and they were being forced to make this call to me. Maybe you sound that way at times. You should be excited to get your target prospects on the phone and be lively and excited about what you can do for them. Believe me, they can tell if you are excited about what you do (a few C-level executives have told me after I sold them). Most football games are decided before the players take the field because of the practice, discipline and mental belief system of the players.
2. Introduce yourself: This may sound basic, but you should clearly, and enthusiastically say your name and the company you represent. If you are not proud of who you work for, maybe it’s time to move on. They should be thanking you for calling them.
3. Grab their attention: This is where you review your bullet points, state them (Do not ramble) and move on to the next step. Give 3 or 4 reasons he should listen. If you are feeling really confident, you can do what I do and use a little humor relevant to them, usually something about the weather, or how busy they are, etc. Make them laugh if you can.
4. Ask for the appointment: After all of this, ask for the appointment and shut up.
How it all works. Let me give you and example of how this works together:
Mr. CFO, I’m ________ with ABC company, Are you staying cool in this heat? … Seriously, the purpose for my call today, is that I am working with 2 other companies just like yours and we have been able to affect their bottom line by a significant amount by implementing a few simple systems we offer. I am not sure if it would be a fit for you, but I would like a few minutes next Tuesday to tell you how we helped them. Would that work for you? (Shut up)
You will want to tailor to your business and style, but once you have a framework you can adapt and you will gain confidence and make more appointments.
To your success
Respect the Torch!
The telephone is how most of us make contact and fill our calendar (I have a whole training seminar centered around making appointments and telemarketing). If you’ve got a hang-up about cold calling, setting appointments, or anything related, you are missing out. In the age of emails, voice mail, texting, the personal contact is important and you can communicate so much more over the phone than you can convey electronically.
In most cases, when you are calling a decision maker, you have only seconds to get their interest and attention. And some of the best sales people I have seen are sorely lacking in this skill. Many focus on other areas, like closing, the details of the process, identifying customer needs. If you hone this skill, you will be able to get into more clients, with less effort.
1. Before you pick up the phone: Ever had a bad solicitation? I have and it is painful. Prepare what you are going to say before you pick up the phone. I normally write out a few bullet points relevant to the prospect or client I am calling on.
Another thing; what is your attitude? Do you complain about having to sit down and make calls? Or do you mentally dread the idea of calling someone and then getting hung up on or rejected. Well that’s part of the business. When I have received bad solicitation the thing I remember the most is that the person on the other end of the phone sounded like they were not into what they were doing and they were being forced to make this call to me. Maybe you sound that way at times. You should be excited to get your target prospects on the phone and be lively and excited about what you can do for them. Believe me, they can tell if you are excited about what you do (a few C-level executives have told me after I sold them). Most football games are decided before the players take the field because of the practice, discipline and mental belief system of the players.
2. Introduce yourself: This may sound basic, but you should clearly, and enthusiastically say your name and the company you represent. If you are not proud of who you work for, maybe it’s time to move on. They should be thanking you for calling them.
3. Grab their attention: This is where you review your bullet points, state them (Do not ramble) and move on to the next step. Give 3 or 4 reasons he should listen. If you are feeling really confident, you can do what I do and use a little humor relevant to them, usually something about the weather, or how busy they are, etc. Make them laugh if you can.
4. Ask for the appointment: After all of this, ask for the appointment and shut up.
How it all works. Let me give you and example of how this works together:
Mr. CFO, I’m ________ with ABC company, Are you staying cool in this heat? … Seriously, the purpose for my call today, is that I am working with 2 other companies just like yours and we have been able to affect their bottom line by a significant amount by implementing a few simple systems we offer. I am not sure if it would be a fit for you, but I would like a few minutes next Tuesday to tell you how we helped them. Would that work for you? (Shut up)
You will want to tailor to your business and style, but once you have a framework you can adapt and you will gain confidence and make more appointments.
To your success
Respect the Torch!
Tuesday, July 6, 2010
The Law of Scarcity
I caught myself, I have to admit it. I caught myself doing something I dread, despise and dislike. What did I catch myself doing? Good question. I found myself hounding a prospect, with less than optimal interest and spending time nurturing the relationship, trying to rebuild value, stating my case, restating the way things will look with this new solution. Ever found yourself doing this? Be honest.
If you have, then you are like many who don’t follow the 80/20 rule closely – which is to spend 80% of your time on the 20% who are most likely to buy from you. But in chasing the business that is less likely you may find that you spin your wheels more and are less consultative.
The Law of Scarcity: The law of scarcity is simply that when someone perceives something that they desire to be in limited quantity, the perceived value of that thing or person becomes much greater than if were widely available.
What about your time and talent? Do you waste it on those who are less interested because it is more difficult business to win?
Don’t put yourself in that position. If you have a product or service that is valuable, then your time, your intellect, your resources, your product, and your effort should be in short supply (of not then a career change may be in order). Make sure you recognize a few things:
• What their genuine need is
• What their timeline is
• Why they would not buy from you
If you cannot get clarity on all three criteria, then you may want to consider moving on. And that may be tough because we have deals in the pipeline and it may look great, but provide a false sense of security about where your business is coming from.
Play hard to get, at least a little. Not advocating playing games, but, respect your time and talent and share it more fully with those who are seeking what you have. And occasionally blow out your sales funnel and rethink your deals. This will prevent you from stagnating and getting too comfortable. We should never get too comfortable in any sales role. This is the path to the dark side.
To your Success,
The power of the torch !
If you have, then you are like many who don’t follow the 80/20 rule closely – which is to spend 80% of your time on the 20% who are most likely to buy from you. But in chasing the business that is less likely you may find that you spin your wheels more and are less consultative.
The Law of Scarcity: The law of scarcity is simply that when someone perceives something that they desire to be in limited quantity, the perceived value of that thing or person becomes much greater than if were widely available.
What about your time and talent? Do you waste it on those who are less interested because it is more difficult business to win?
Don’t put yourself in that position. If you have a product or service that is valuable, then your time, your intellect, your resources, your product, and your effort should be in short supply (of not then a career change may be in order). Make sure you recognize a few things:
• What their genuine need is
• What their timeline is
• Why they would not buy from you
If you cannot get clarity on all three criteria, then you may want to consider moving on. And that may be tough because we have deals in the pipeline and it may look great, but provide a false sense of security about where your business is coming from.
Play hard to get, at least a little. Not advocating playing games, but, respect your time and talent and share it more fully with those who are seeking what you have. And occasionally blow out your sales funnel and rethink your deals. This will prevent you from stagnating and getting too comfortable. We should never get too comfortable in any sales role. This is the path to the dark side.
To your Success,
The power of the torch !
Saturday, June 12, 2010
What do you expect?
In a competitive environment, we are all looking for ways to distinguish, and set us apart from the crowd. When I was first in sales, the things that used to impress me were an experienced rep overcoming an objection or handling tough questions or convincing a prospect to see his point of view. Those things are well and good, but today, the things that impress me are the little things that make an impact to our customers. Things like following up when you say you are going to, sending an email after an appointment and recapping the items that were discussed at the meeting, returning phone calls promptly. If may sound basic, but these are the things that customers value more than an impressive arsenal of pre-thought answers to their objections.
At a recent meeting with a client, he told me that the higher level executives can sense when someone can’t deliver on what they claim. He said that it is almost like a sense for the truth in what they are saying. And he assured me that these people are shown the exit swiftly. He also reiterated the little things as I mentioned previously as items that are most important to him, and others in top executive roles.
And he is in a good position to evaluate sales people. Most executives have salespeople that work for their company, and they are called on by vendors endeavoring to earn their business. C-level execs see it from both sides, which gives them a unique perspective on which to grasp and see through smoke and mirrors.
Think about how you like to do business. You want to be treated with respect and to be viewed as a valued customer; whether it be at the grocery store, restaurant, car dealership, dry cleaners, department store, hardware store, movie theatre, golf course, hotel, storage space, HVAC repair, lawn service, realtor, or wherever you make decisions and spend money. When I travel, I usually stay at the same chain of hotel, and on a recent trip, a few things are to be included when I check in (parking, breakfast, dinner, etc.) and the front desk clerk offered me a 20% off coupon for all of that. What did I expect? How did I want to be treated? How should they respond? I expected to be treated with respect, understood, and wanted this resolved quickly without having to argue or get the hotel manager to intervene. I quickly objected to the offer and stated that this was unacceptable in a very polite way. The clerk sincerely apologized and conceded (as if he had an option), and I thanked him for his courtesy, and happily checking into my room.
When we are selling, don’t forget how we buy and want to be treated. That will help us get in the proper frame of mind and provide better service to our clients.
“Respect the Torch”
At a recent meeting with a client, he told me that the higher level executives can sense when someone can’t deliver on what they claim. He said that it is almost like a sense for the truth in what they are saying. And he assured me that these people are shown the exit swiftly. He also reiterated the little things as I mentioned previously as items that are most important to him, and others in top executive roles.
And he is in a good position to evaluate sales people. Most executives have salespeople that work for their company, and they are called on by vendors endeavoring to earn their business. C-level execs see it from both sides, which gives them a unique perspective on which to grasp and see through smoke and mirrors.
Think about how you like to do business. You want to be treated with respect and to be viewed as a valued customer; whether it be at the grocery store, restaurant, car dealership, dry cleaners, department store, hardware store, movie theatre, golf course, hotel, storage space, HVAC repair, lawn service, realtor, or wherever you make decisions and spend money. When I travel, I usually stay at the same chain of hotel, and on a recent trip, a few things are to be included when I check in (parking, breakfast, dinner, etc.) and the front desk clerk offered me a 20% off coupon for all of that. What did I expect? How did I want to be treated? How should they respond? I expected to be treated with respect, understood, and wanted this resolved quickly without having to argue or get the hotel manager to intervene. I quickly objected to the offer and stated that this was unacceptable in a very polite way. The clerk sincerely apologized and conceded (as if he had an option), and I thanked him for his courtesy, and happily checking into my room.
When we are selling, don’t forget how we buy and want to be treated. That will help us get in the proper frame of mind and provide better service to our clients.
“Respect the Torch”
Thursday, April 22, 2010
The Power of Information
When travelling I seem to notice airlines, hotels, restaurants, transportation companies, and most other related businesses claim to be extremely concerned about “service” or something of the like. Some ask for comments, feedback or want you to rate them. In my experience some is valid and some, well, not so much.
How much should you be concerned about what your clients think of you? I mean long after the sale, after you have no vested interest in taking care of issues that arise?
Consider this: You have heard that bad news travels faster than good news. Here is a little story that may ring true.
A couple of years ago I was having breakfast with my family and another family at a breakfast/lunch chain restaurant. We had been there many times and had good food, although we normally had to wait in line quite a while to get seated. Anyway, we waited about 40 minutes to get a table that would seat 8. Then after about 20 minutes the food arrived. We were so happy to get food, it was if all that time waiting was fading away and somehow worth it. We enjoyed good conversation, a few laughs and were finally having a good experience.
And then it happened! I gave my daughter (5 years old at the time) some of my omelet. I pulled her plate over and piled a few scoops on her plate. Then pushed it back to her. This would be a nice compliment to her waffle. Out of the corner of my eye, I saw her begin to take a bite of the omelet and glanced over at her and saw a long, black hair in the bit she was about to take. (Now for the record I have short hair and my daughter has fine blonde hair - this was definately outside of the family.) It was like the world was now in slow motion and could not act fast enough. Whew, I caught her just in time. But now I was thoroughly grossed out and disgusted, and starting to get angry. I called the manager over and he left and returned 10 minutes later and offered to comp my daughters waffle – THAT’S IT! My blood started boiling and I followed him to the front of the restaurant and expressed my displeasure in front of about 40 people waiting to be seated. Everyone within earshot knew the situation. The manager refused to budge at all, was not accommodating, and generally not hospitable. So we left the restaurant and have never been back (we used to go there twice a month).
My point is this: How many times did I tell people about the restaurant before the negative experience as opposed to after? About 10 times more and with extra passion. I don’t have an axe to grind, but it is human nature to express ourselves this way.
At the time, I worked in a sales office with about 150 co-workers, all of whom I knew by first name. I also met with 2 – 4 businesses every day. My bible study was another 60 people. What about the people we were there with? He was an executive for a publicly traded company. How many people could this news have affected? Lots.
When we get “bad news” from a client or prospect, it is simply information. It is neither good nor bad, but does give us an opportunity to help solve a problem. This is an excellent time to do more than the minimum. See how quickly and efficiently you can help defuse the challenge. You have an opportunity to be a hero and your involvement can help you with referrals, which are some of the best leads you can get.
I watch so many sales reps get all excited and stressed out when problems come up. It is another chance for you to take center stage, put on the white hat and ride into town and clean it up.
Remember, a challenge, problem, dissatisfaction is information only, and gives you a great avenue to add value and be a hero.
Good selling and…
“Ignite your passion”
How much should you be concerned about what your clients think of you? I mean long after the sale, after you have no vested interest in taking care of issues that arise?
Consider this: You have heard that bad news travels faster than good news. Here is a little story that may ring true.
A couple of years ago I was having breakfast with my family and another family at a breakfast/lunch chain restaurant. We had been there many times and had good food, although we normally had to wait in line quite a while to get seated. Anyway, we waited about 40 minutes to get a table that would seat 8. Then after about 20 minutes the food arrived. We were so happy to get food, it was if all that time waiting was fading away and somehow worth it. We enjoyed good conversation, a few laughs and were finally having a good experience.
And then it happened! I gave my daughter (5 years old at the time) some of my omelet. I pulled her plate over and piled a few scoops on her plate. Then pushed it back to her. This would be a nice compliment to her waffle. Out of the corner of my eye, I saw her begin to take a bite of the omelet and glanced over at her and saw a long, black hair in the bit she was about to take. (Now for the record I have short hair and my daughter has fine blonde hair - this was definately outside of the family.) It was like the world was now in slow motion and could not act fast enough. Whew, I caught her just in time. But now I was thoroughly grossed out and disgusted, and starting to get angry. I called the manager over and he left and returned 10 minutes later and offered to comp my daughters waffle – THAT’S IT! My blood started boiling and I followed him to the front of the restaurant and expressed my displeasure in front of about 40 people waiting to be seated. Everyone within earshot knew the situation. The manager refused to budge at all, was not accommodating, and generally not hospitable. So we left the restaurant and have never been back (we used to go there twice a month).
My point is this: How many times did I tell people about the restaurant before the negative experience as opposed to after? About 10 times more and with extra passion. I don’t have an axe to grind, but it is human nature to express ourselves this way.
At the time, I worked in a sales office with about 150 co-workers, all of whom I knew by first name. I also met with 2 – 4 businesses every day. My bible study was another 60 people. What about the people we were there with? He was an executive for a publicly traded company. How many people could this news have affected? Lots.
When we get “bad news” from a client or prospect, it is simply information. It is neither good nor bad, but does give us an opportunity to help solve a problem. This is an excellent time to do more than the minimum. See how quickly and efficiently you can help defuse the challenge. You have an opportunity to be a hero and your involvement can help you with referrals, which are some of the best leads you can get.
I watch so many sales reps get all excited and stressed out when problems come up. It is another chance for you to take center stage, put on the white hat and ride into town and clean it up.
Remember, a challenge, problem, dissatisfaction is information only, and gives you a great avenue to add value and be a hero.
Good selling and…
“Ignite your passion”
Friday, April 16, 2010
Be the Ball
Be the Ball...
One of my favorite scenes from a movie is Chevy Chase in Caddyshack, giving a golf lesson to his caddie and telling him to “Be the Ball.” The instruction was to help him, feel, see and hit the ball without the use of his normal faculties like sight.
So great, how does that relate to me? Sales professionals sort of, by nature, adapt to their environment and adjust in a process many times to accommodate our prospect. Trying to be all things to all men can be a good thing as long as we can do it in a way that compliments our style and personality. Because a prospect can smell insincerity a mile away and that leads to the death of a salesman.
In order to “be the ball” with a client of prospect, we need to have a real grasp on a few things:
Know whom you are dealing with:
PERSON: if you show up uninformed about the person whom you are dealing with, then you will have to play catch up. A little online research about the person you are meeting with, or a quick call to a co-worker or assistant can prove to be a call of incredible importance. Now sometimes this may not always be practical or possible, but the information is critical.
In the event that you cannot do any reconnaissance, then you might want to be alert during the meeting as you ask questions, to determine how they are motivated and how they view a sales cycle. This can be done by observing their reactions as you ask a question. Watch for body language and eye movement as these can provide insight into their mental composition.
COMPANY:
There are a plethora of ways to gather information about the company who you are calling on. So much of this is available online in various forms. I have been thrown out of sales calls for asking questions that I should know the answer to. Do your homework.
SIMILAR:
What companies are similar in size, business type, revenue, use common vendors, and the like. You may be able to get a warm introduction from a vendor which is better than any warm cold call.
COMPETITOR:
Know who the competition is (you are probably calling on them too). They are more than likely facing some similar business issues and this could give you a leg up in a competitive situation. Anything that will distinguish you is a plus and relevant information adds value to your solution.
Why are you calling on them? You have to be able to answer "why" they will buy from you and you have to be able to articulate as to HOW you can connect with what they need. When you know why the prospect will buy from you, then you are in a good position to win the business.
Good Luck, and Ignite your Passion.
One of my favorite scenes from a movie is Chevy Chase in Caddyshack, giving a golf lesson to his caddie and telling him to “Be the Ball.” The instruction was to help him, feel, see and hit the ball without the use of his normal faculties like sight.
So great, how does that relate to me? Sales professionals sort of, by nature, adapt to their environment and adjust in a process many times to accommodate our prospect. Trying to be all things to all men can be a good thing as long as we can do it in a way that compliments our style and personality. Because a prospect can smell insincerity a mile away and that leads to the death of a salesman.
In order to “be the ball” with a client of prospect, we need to have a real grasp on a few things:
Know whom you are dealing with:
PERSON: if you show up uninformed about the person whom you are dealing with, then you will have to play catch up. A little online research about the person you are meeting with, or a quick call to a co-worker or assistant can prove to be a call of incredible importance. Now sometimes this may not always be practical or possible, but the information is critical.
In the event that you cannot do any reconnaissance, then you might want to be alert during the meeting as you ask questions, to determine how they are motivated and how they view a sales cycle. This can be done by observing their reactions as you ask a question. Watch for body language and eye movement as these can provide insight into their mental composition.
COMPANY:
There are a plethora of ways to gather information about the company who you are calling on. So much of this is available online in various forms. I have been thrown out of sales calls for asking questions that I should know the answer to. Do your homework.
SIMILAR:
What companies are similar in size, business type, revenue, use common vendors, and the like. You may be able to get a warm introduction from a vendor which is better than any warm cold call.
COMPETITOR:
Know who the competition is (you are probably calling on them too). They are more than likely facing some similar business issues and this could give you a leg up in a competitive situation. Anything that will distinguish you is a plus and relevant information adds value to your solution.
Why are you calling on them? You have to be able to answer "why" they will buy from you and you have to be able to articulate as to HOW you can connect with what they need. When you know why the prospect will buy from you, then you are in a good position to win the business.
Good Luck, and Ignite your Passion.
Saturday, March 20, 2010
A little here and a little there … adds up
A few days ago a friend and I were discussing a rather expensive and elaborate marketing effort being undertaken and delivered to high profile decision makers at targeted companies. Because if the nature of the high tech gadget it will certainly get the attention of the recipients that will receive this item. That, coupled with the quality and timeliness of the video message is going to make an impression.
My immediate reaction was, “I can’t wait to get this in the hands of some top prospects”. Then my friend said, “It’s really nice, but no one is going to do business just because they received this promotional item.” A slight contrast in views.
Later I considered this through my own eyes and thought about how I made buying decisions. In a way, I saw my friends point of view. I would normally not make a decision based on one criteria, or maybe not two points, but after you begin stacking up three or more advantages or contributing factors, the pendulum begins to swing in favor of making a decision.
I believe that is true in business and marketing efforts. One message or piece of information given to a prospect or client may not by itself influence to the point of making a purchase. But consistency, repetition, reliability, reputation, eventually will begin to add up. Little things, when piled up on each other, can help sway a prospect that needs what were are offering.
If you have social proof of how your offering can impact someone, then that one thing may help, but normally it will take more than one thing to cause change. You also have to have a solid business case that you are able to present, you must also clearly understand how your product/service will affect the recipient in the long run. The more ammunition, the better your chances.
Finally, our business reputation is build one business relationship at a time and everything we do must be of quality. So for me, a high quality promotional item adds to what I am endeavoring to build - A High quality list of clients that I can take care of. If our aim is to portray excellence in everything we do, then those quality things we do will add up little by little.
Light your Passion
My immediate reaction was, “I can’t wait to get this in the hands of some top prospects”. Then my friend said, “It’s really nice, but no one is going to do business just because they received this promotional item.” A slight contrast in views.
Later I considered this through my own eyes and thought about how I made buying decisions. In a way, I saw my friends point of view. I would normally not make a decision based on one criteria, or maybe not two points, but after you begin stacking up three or more advantages or contributing factors, the pendulum begins to swing in favor of making a decision.
I believe that is true in business and marketing efforts. One message or piece of information given to a prospect or client may not by itself influence to the point of making a purchase. But consistency, repetition, reliability, reputation, eventually will begin to add up. Little things, when piled up on each other, can help sway a prospect that needs what were are offering.
If you have social proof of how your offering can impact someone, then that one thing may help, but normally it will take more than one thing to cause change. You also have to have a solid business case that you are able to present, you must also clearly understand how your product/service will affect the recipient in the long run. The more ammunition, the better your chances.
Finally, our business reputation is build one business relationship at a time and everything we do must be of quality. So for me, a high quality promotional item adds to what I am endeavoring to build - A High quality list of clients that I can take care of. If our aim is to portray excellence in everything we do, then those quality things we do will add up little by little.
Light your Passion
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