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!
Sunday, July 25, 2010
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
Sunday, August 30, 2009
Don’t fear the phone
A major factor in the success of most sales roles involves calling on prospects and making appointments.
For many sales professionals, of which I’ve talked with hundreds about this subject, they have a disdain for cold calling, dialing, and going through a list to try and get appointments. Others think that calling for appointments on the telephone is too much like telemarketing.
When it is such a critical factor to their success, why don’t they focus more on this? Because it is potentially an uncomfortable situation due to the potential for rejection.
So what? The telephone is one of the best tools a salesman can have. You can call several hundred people in a day if you put the time and effort into it. Now I realize that making 300 calls in a day may not be practical based on the amount or clients/prospects you have or the complexity of your product. But the point is, you can cover a lot of ground in a short amount of time.
INFORMATION: You can obtain a lot of valuable information in a short unassuming phone call. One trick that I use when calling to speak with an executive to schedule an appointment is to get a few pieces of critical information that can help me make the sale. For example; I may want to verify the company size, banking relationship, competitive information, company outlook (upcoming projects, 6 month financial pipeline), or other information that I need to know. I write it down on a piece of paper. If the executive comes to the phone, I’ll ask him the information in a conversational manner. If he can’t take my call, I then use the “Colombo Close”; “So and so is not available, ok then I’ll leave a message on their voice mail, oh yeah I heard that you are involved in the new city hall project, how is that going to affect your company?” Or, “by the way, you still use ABC service company to service your software don’t you?” You will be amazed how easy it is to get little pieces of information that can help you sell more.
4 STEP APPOINTMENT SETTING:
1. Introduce yourself: Enthuastiacally introduce yourself. Your introduction should be brief, concise, and a quick mention of anyone else at the company that you may also know or a mutual acquaintance.
2. Why you are calling and why they should care: Quickly state your case, usually 3 or 4 bullet points relevant to their compact and their needs.
Example:
1 in 8 companies use us for servicing their computer network locally
We specifically help companies with system support and integration
Most have seen a 20% increase in network efficiency resulting increased productivity for all PC users
Push for an appointment: Suggest a couple of days and times that you will be able to meet them and ask which one will work the best for them.
Example: “I’m going to be in your area on Tuesday of next week, and I’d like to discuss how we have had success working with companies like yours. What time would be the best for you”
Shut up: After you ask for an appointment, shut up and listen for the response. This is their time to speak. You will be surprised how often, you will hear a pause and then, “aaaahhh, how about 10am?”
Most of the time I can do this in about a minute. The point is to get their attention quickly and boldly, tell them why they should be listening to you. If you lack confidence in yourself or your product customers will tell even if they can’t see your face. I would also recommend standing if you can and smiling, people on the other end of the phone can really tell.
Take these tips, be confident and set more appointments.
SalesTorch – Light your Passion
For many sales professionals, of which I’ve talked with hundreds about this subject, they have a disdain for cold calling, dialing, and going through a list to try and get appointments. Others think that calling for appointments on the telephone is too much like telemarketing.
When it is such a critical factor to their success, why don’t they focus more on this? Because it is potentially an uncomfortable situation due to the potential for rejection.
So what? The telephone is one of the best tools a salesman can have. You can call several hundred people in a day if you put the time and effort into it. Now I realize that making 300 calls in a day may not be practical based on the amount or clients/prospects you have or the complexity of your product. But the point is, you can cover a lot of ground in a short amount of time.
INFORMATION: You can obtain a lot of valuable information in a short unassuming phone call. One trick that I use when calling to speak with an executive to schedule an appointment is to get a few pieces of critical information that can help me make the sale. For example; I may want to verify the company size, banking relationship, competitive information, company outlook (upcoming projects, 6 month financial pipeline), or other information that I need to know. I write it down on a piece of paper. If the executive comes to the phone, I’ll ask him the information in a conversational manner. If he can’t take my call, I then use the “Colombo Close”; “So and so is not available, ok then I’ll leave a message on their voice mail, oh yeah I heard that you are involved in the new city hall project, how is that going to affect your company?” Or, “by the way, you still use ABC service company to service your software don’t you?” You will be amazed how easy it is to get little pieces of information that can help you sell more.
4 STEP APPOINTMENT SETTING:
1. Introduce yourself: Enthuastiacally introduce yourself. Your introduction should be brief, concise, and a quick mention of anyone else at the company that you may also know or a mutual acquaintance.
2. Why you are calling and why they should care: Quickly state your case, usually 3 or 4 bullet points relevant to their compact and their needs.
Example:
1 in 8 companies use us for servicing their computer network locally
We specifically help companies with system support and integration
Most have seen a 20% increase in network efficiency resulting increased productivity for all PC users
Push for an appointment: Suggest a couple of days and times that you will be able to meet them and ask which one will work the best for them.
Example: “I’m going to be in your area on Tuesday of next week, and I’d like to discuss how we have had success working with companies like yours. What time would be the best for you”
Shut up: After you ask for an appointment, shut up and listen for the response. This is their time to speak. You will be surprised how often, you will hear a pause and then, “aaaahhh, how about 10am?”
Most of the time I can do this in about a minute. The point is to get their attention quickly and boldly, tell them why they should be listening to you. If you lack confidence in yourself or your product customers will tell even if they can’t see your face. I would also recommend standing if you can and smiling, people on the other end of the phone can really tell.
Take these tips, be confident and set more appointments.
SalesTorch – Light your Passion
Tuesday, August 25, 2009
5 Ways to sell more in a down economy
The word is on the street. The economy is down, jobs are scarce, companies are spending less. Yet, even in a down economy there are some aspect that are positive and can benefit you and can make you better. The best sales professionals are the ones that take a negative situation like the current state of the economy and make it work for them. They turn lemons into lemonade.
Here are 5 ways to help you sharpen your skills and sell more even in a tough business climate.
1. Identify: Get clear on who would be the best fit in the current economic climate. This is a fantastic time to look at our prospect list in a different way.
How can you present yourself or your company in a different way?
How does your product or service benefit a company in a time like this?
In what way specifically can I help them?
What impact can I have on the goals of the organization?
By focusing in on your prospects differently and looking for ways to help them, you can align yourself with them and position yourself as a partner.
2. Re-invent yourself: If you haven’t looked for ways to improve and not squander an opportunity, then shame on you. Top performers constantly are improving their skills and techniques, which make them top performers. You can’t afford NOT to capitalize on each and every opportunity to earn business. Are you approaching your prospects with the same tired message and expecting a different result? Good luck with that.
More than ever, this is a time where you have a chance to differentiate yourself and show yourself as a trusted advisor rather than just another salesman peddling his wares.
Learn to ask better questions that provoke thought and change to those with whom you do business.
3. Stay in touch: Don’t give up on a prospect. You never know what may happen in the future and you will be surprised how much businesses change in times like these. Trust me, when you least expect it, the company you gave up on will have a trigger allowing you to add value and prove your worth.
4. Simplify: Don’t over complicate your product or your process. Make it easy for customers to buy from you. Customers want to hit the “easy” button more than ever. Be the path of least resistance and do whatever you can to make it easy to do business with you.
5. Be Real: This is also a good time to show how genuine you are. Be yourself, show confidence in yourself, your company and your products or services. Many companies fall by the wayside in economic downturns. Stay true to your message of value.
Bottom Line: Companies are looking for value more than ever. There are no short cuts. But if you understand what companies are looking for, and keep these steps in mind, you will be able to stand out in a challenging economy.
Tuesday, August 18, 2009
Persistent & Consistent
I have been labeled as persistent by more people than I can remember. One business owner I have called on even touted me, “the most persistent man in America.” While I sort of take that as a compliment, the hidden layer of what I bring to a company with whom I consult is a consistent message that brings a significant benefit to the business.
Sort of a paradox, because I am labeled persistent, but what really makes the impression is consistency. Those people who labeled me “persistent” remember me because the message I bring is consistent and brought with conviction. Don’t misunderstand, being persistent is great, but without a consistent message that is tied to a benefit or an organization, persistence is meaningless.
I am going to share a few keys that will help you deliver a solid message to your clients.
Clear: Without clarity in who we are, what we do, and how we do it, the prospect will become confused. Be clear on what makes you stand out from the competition. The more clearly we define our solution, the more readily a customer will do business with you. Further, we must be clear on they quality we possess as an individual and the added value we bring to the company who does business with us. Let your light SHINE! If you show yourself as an industry expert rather than a salesman, you are putting yourself in a good position.
Concise: If you find yourself rambling about features and benefits of a product or service you are missing the point. Have a concise message illustrating the value to the company you are calling one as well as a few business stories of companies that have benefited from your product or service. Practice and rehearse what you are going to say. Formulate an elevator speech that you could use if you had to make a presentation to a CEO in a elevator. Having a concise message takes a lot of work and practice. Anyone can ramble, but you need to be able to convey your message in a few minutes. Longer messages often have flab and people will lose interest.
Timely: Staying up on what is happening in the business world is imperative, because you cannot have a timely message if you are unaware what is happening in the business world. You must also be to tie in what is happening to how your solution may affect them. Being timely also could involve time of year, tax season, fiscal year, merger, changing regulations, healthcare reform, and a multiplicity of dynamics that affect businesses today.
About them: If you are calling on a company you need to have a reason for calling and is has to be about what you can do for them. Our message must be crafted around what we can do for them. That’s like an HD TV salesman rambling on about the resolution, or how advanced the electronics are, when the selling point is what it is going to do for me – maximize my experience on Saturday afternoon when Michigan beats Ohio state and the picture is so good that I feel a part of the game.
In following these simple practices, we will develop more consistency and a better message which will go nicely with our persistent efforts in our sales strategy. You are the face and the message for the product you sell. Make it the very best it can be.
Good luck & Light your passion!
Sort of a paradox, because I am labeled persistent, but what really makes the impression is consistency. Those people who labeled me “persistent” remember me because the message I bring is consistent and brought with conviction. Don’t misunderstand, being persistent is great, but without a consistent message that is tied to a benefit or an organization, persistence is meaningless.
I am going to share a few keys that will help you deliver a solid message to your clients.
Clear: Without clarity in who we are, what we do, and how we do it, the prospect will become confused. Be clear on what makes you stand out from the competition. The more clearly we define our solution, the more readily a customer will do business with you. Further, we must be clear on they quality we possess as an individual and the added value we bring to the company who does business with us. Let your light SHINE! If you show yourself as an industry expert rather than a salesman, you are putting yourself in a good position.
Concise: If you find yourself rambling about features and benefits of a product or service you are missing the point. Have a concise message illustrating the value to the company you are calling one as well as a few business stories of companies that have benefited from your product or service. Practice and rehearse what you are going to say. Formulate an elevator speech that you could use if you had to make a presentation to a CEO in a elevator. Having a concise message takes a lot of work and practice. Anyone can ramble, but you need to be able to convey your message in a few minutes. Longer messages often have flab and people will lose interest.
Timely: Staying up on what is happening in the business world is imperative, because you cannot have a timely message if you are unaware what is happening in the business world. You must also be to tie in what is happening to how your solution may affect them. Being timely also could involve time of year, tax season, fiscal year, merger, changing regulations, healthcare reform, and a multiplicity of dynamics that affect businesses today.
About them: If you are calling on a company you need to have a reason for calling and is has to be about what you can do for them. Our message must be crafted around what we can do for them. That’s like an HD TV salesman rambling on about the resolution, or how advanced the electronics are, when the selling point is what it is going to do for me – maximize my experience on Saturday afternoon when Michigan beats Ohio state and the picture is so good that I feel a part of the game.
In following these simple practices, we will develop more consistency and a better message which will go nicely with our persistent efforts in our sales strategy. You are the face and the message for the product you sell. Make it the very best it can be.
Good luck & Light your passion!
Tuesday, July 28, 2009
Perception Is Reality
“Perception IS Reality”. You’ve heard of that before. Let’s take a closer and consider this a little below the surface.
What is perception? The definition may vary depending on which dictionary you choose, but essentially it goes something like this: “the result of an observation, a mental image.” In interviews with Top sales performers, a common practice is to periodically refocus and put themselves in their prospects shoes and evaluate how they are perceived. Truth be told, their perception of us is their reality of us.
Most professionals want to be perceived as trustworthy, competent, intelligent, strategic, innovative, sharp, capable, responsive, savvy, and up to speed on what’s happening in their business. Most type “A” people think highly of themselves and they don’t have inferiority complexes. However it can be revealing to really understand how we are seen through the eyes of others rather than assume. We know what happens when we do that.
(Now if you have arrived and you feel you absolutely cannot improve in any way, then you might as well stop reading now.)
So how much can we control how we are perceived? I mean seriously, can we control what other people think of us? The answer is – Yes. But how can we do that? Well, here are a few ways that we can get an understanding or how we are though of and work our way to get the reality where we want it.
First, understand how we are perceived. Before we can get things where we want them we need a starting point, a gauge as to how we are perceived right now. A simple way to find out is to go on sales calls with your boss, colleague, or even ask a prospect directly. You will have to ask specific questions about how they perceived your presentation.
Another key is to quiz them. This will tell you if they paid attention or not which relates back to whether or not you were able to keep their attention. A good manager should be able to help get an objective opinion as well. As painful as it may be get, good objective feedback and in the long run it will pay huge dividends for you.
Second, we must envision the person we want to be and align our thoughts and actions to support our vision. Modeling the behaviors of a top performer is an excellent way to build the image of the professional we want to become. And I don’t mean to imitate their sense of humor, personality, or how they dress. All of those are superficial and will lead to becoming someone we are not. Modeling means that we imitate their work ethic, morals, discipline, and how they prepare for a sales call or presentation. If you model the behaviors and beliefs of a successful individual, you too will be successful.
Third, we put the work into crafting our message, sharpen our skills, and improve incrementally in small areas. This will lead to big results. Oh, one other thing, if we just do this for a short period of time, we will fall back into the same old rut and we will not be performing at the level that we truly desire.
There is a balance however, and that is that not ever person on earth will like us and we can certainly go overboard on being concerned with how people perceive us. But it is important to regularly evaluate how we are performing, monitor how other perceive us and adjust ourselves accordingly so we are always in a position to put our best foot forward and present ourselves, our company and our products or services in the most favorable light.
Best wishes and remember to “Light the Passion”
What is perception? The definition may vary depending on which dictionary you choose, but essentially it goes something like this: “the result of an observation, a mental image.” In interviews with Top sales performers, a common practice is to periodically refocus and put themselves in their prospects shoes and evaluate how they are perceived. Truth be told, their perception of us is their reality of us.
Most professionals want to be perceived as trustworthy, competent, intelligent, strategic, innovative, sharp, capable, responsive, savvy, and up to speed on what’s happening in their business. Most type “A” people think highly of themselves and they don’t have inferiority complexes. However it can be revealing to really understand how we are seen through the eyes of others rather than assume. We know what happens when we do that.
(Now if you have arrived and you feel you absolutely cannot improve in any way, then you might as well stop reading now.)
So how much can we control how we are perceived? I mean seriously, can we control what other people think of us? The answer is – Yes. But how can we do that? Well, here are a few ways that we can get an understanding or how we are though of and work our way to get the reality where we want it.
First, understand how we are perceived. Before we can get things where we want them we need a starting point, a gauge as to how we are perceived right now. A simple way to find out is to go on sales calls with your boss, colleague, or even ask a prospect directly. You will have to ask specific questions about how they perceived your presentation.
Another key is to quiz them. This will tell you if they paid attention or not which relates back to whether or not you were able to keep their attention. A good manager should be able to help get an objective opinion as well. As painful as it may be get, good objective feedback and in the long run it will pay huge dividends for you.
Second, we must envision the person we want to be and align our thoughts and actions to support our vision. Modeling the behaviors of a top performer is an excellent way to build the image of the professional we want to become. And I don’t mean to imitate their sense of humor, personality, or how they dress. All of those are superficial and will lead to becoming someone we are not. Modeling means that we imitate their work ethic, morals, discipline, and how they prepare for a sales call or presentation. If you model the behaviors and beliefs of a successful individual, you too will be successful.
Third, we put the work into crafting our message, sharpen our skills, and improve incrementally in small areas. This will lead to big results. Oh, one other thing, if we just do this for a short period of time, we will fall back into the same old rut and we will not be performing at the level that we truly desire.
There is a balance however, and that is that not ever person on earth will like us and we can certainly go overboard on being concerned with how people perceive us. But it is important to regularly evaluate how we are performing, monitor how other perceive us and adjust ourselves accordingly so we are always in a position to put our best foot forward and present ourselves, our company and our products or services in the most favorable light.
Best wishes and remember to “Light the Passion”
Saturday, July 18, 2009
Selling against an Incumbent
You probably know who your competitors are. What their weaknesses are, what their strengths are; and how your product or service differs from theirs. In addition, you may be privy to how they sell against your product or service, know the representative, and how they will react in the sales process.
Inexperienced professionals will harp on features of their solution, advantages over the competitor, and the deficiencies of an inferior product or service. I can hear the wheels spinning now.
REALITY CHECK: For one reason or another, the company chose that solution. They saw enough benefit to invest in something that they thought would be advantageous to their business. If all we do is continually compare your product to theirs, you will become a commodity rather that having competitive edge. Further, we put ourselves on the playing field of the incumbent, which rarely will lead to a win.
When we are in a competitive situation we need to keep a few things in mind.
Respect the decision: Zig Ziglar used to talk about how we never criticize a previous buying decision, because it can make the customer feel like they made a wrong choice, and insult the buyer. Right or wrong; they made a decision and we must be respectful of it no matter how much we feel the customer was misinformed at the point of that conclusion. I promise, you will go nowhere fast with this approach.
Understand: An excellent way to distinguish ourselves is to relate to the buyer and get curious as to why they made the previous decision. Get clear on the reasoning process of why they chose the competitor, and what factors led to the decision.
Avoid Temptation: Resist the urge to repudiate each feature and tell the buyer how you are superior. Quell the desire to talk but listen and let them tell you what they think about the level of service they get with the competitor, how satisfied the product or service is to them, and the impact to their company. Rather, get them talking and keep them talking – and you listen, listen, listen. You have 2 ears and one mouth, listen way more than you talk. Trust me – it works! And one more thing; IF YOU CAN, mention the name of your competitor as little as possible, or not at all if you can get away with it. The more you compare, the more you will look alike.
Live above: Take the high road and refuse to get into a battle against the incumbent. Respect the previous decision and probe to find out what would improve or change about their current situation. Build your case upon what makes you superior without drawing parallels or comparisons based on features and benefits. Don’t stoop but rather elevate yourself and you product by talking about it as superior.
Be Tiger Woods: When analysts break down Tiger Woods golf swing, they rarely compare it another golfer because he is perfection the swing. Our product, service, or solution should be presented in the same fashion. We are bringing something superior to the table and we present it as such. Don’t be arrogant, but focus on what you do that makes you special, and different without comparing.
With this approach you will have better success in competitive selling situations and achieve higher closing ratios.
Good luck and “Light the Passion”
Inexperienced professionals will harp on features of their solution, advantages over the competitor, and the deficiencies of an inferior product or service. I can hear the wheels spinning now.
REALITY CHECK: For one reason or another, the company chose that solution. They saw enough benefit to invest in something that they thought would be advantageous to their business. If all we do is continually compare your product to theirs, you will become a commodity rather that having competitive edge. Further, we put ourselves on the playing field of the incumbent, which rarely will lead to a win.
When we are in a competitive situation we need to keep a few things in mind.
Respect the decision: Zig Ziglar used to talk about how we never criticize a previous buying decision, because it can make the customer feel like they made a wrong choice, and insult the buyer. Right or wrong; they made a decision and we must be respectful of it no matter how much we feel the customer was misinformed at the point of that conclusion. I promise, you will go nowhere fast with this approach.
Understand: An excellent way to distinguish ourselves is to relate to the buyer and get curious as to why they made the previous decision. Get clear on the reasoning process of why they chose the competitor, and what factors led to the decision.
Avoid Temptation: Resist the urge to repudiate each feature and tell the buyer how you are superior. Quell the desire to talk but listen and let them tell you what they think about the level of service they get with the competitor, how satisfied the product or service is to them, and the impact to their company. Rather, get them talking and keep them talking – and you listen, listen, listen. You have 2 ears and one mouth, listen way more than you talk. Trust me – it works! And one more thing; IF YOU CAN, mention the name of your competitor as little as possible, or not at all if you can get away with it. The more you compare, the more you will look alike.
Live above: Take the high road and refuse to get into a battle against the incumbent. Respect the previous decision and probe to find out what would improve or change about their current situation. Build your case upon what makes you superior without drawing parallels or comparisons based on features and benefits. Don’t stoop but rather elevate yourself and you product by talking about it as superior.
Be Tiger Woods: When analysts break down Tiger Woods golf swing, they rarely compare it another golfer because he is perfection the swing. Our product, service, or solution should be presented in the same fashion. We are bringing something superior to the table and we present it as such. Don’t be arrogant, but focus on what you do that makes you special, and different without comparing.
With this approach you will have better success in competitive selling situations and achieve higher closing ratios.
Good luck and “Light the Passion”
Saturday, July 11, 2009
"Wish I had that one back"
Have you ever been in a discussion and you said something that you wish you could take back? If you are like me, one more than one occasion you watched the words come out of your mouth and float in the air and wish that somehow you could have the last few seconds back.
Its bad enough in a social situation to commit a minor faux pas, but in a business situation it may cost you money, reputation, credibility or worse. I read recently that on average 85% of all salespeople do not sufficiently prepare for their meetings with clients or prospects. This blows my mind because it seems so backwards. How many times have you been in a sales situation and you were not sufficiently prepared? C'mon be honest. Maybe you were prepared, but could you have done more? Should you have done more investigating within the company you are calling, different departments, influencer's, other colleagues that have called on them? Did you look at their website?
Most importantly; DID YOU PLAN THE FLOW OF THE MEETING IN DETAIL?
In doing this, we will be prepared when the meeting goes in a different direction, or we must adjust to the needs of the business as they are ever changing in todays environment.
Here is the real truth: You cannot over prepare!
The access we have with a prospect is valuable, and we work so hard to get our foot in the door. So why do we waste these precious opportunities by going in under-prepared, hurried, and wing it?
If you are like most of us your schedule is beyond full. You have internal meetings, external meetings, forecasts, email, reports to your boss, and you are always trying to pack more into your day (like putting 10 lbs. of bologna into a 5 lbs. bag). All to often we lose sight of the importance of the first impression we make as a sales professional. And truthfully, the more educated buyer today will sense your lack or preparation. Put yourself in their shoes. Have you ever been in a situation where a salesman you are talking with rattles off the features of his product without really understanding what is most important to you? Annoying isn't it?
THE POWER OF THE TORCH: The fix is easy and if you do this, you will not waste time in front of prospects and you will be viewed as a trusted advisor rather than just an other sales person giving a canned sales pitch. When we are not truly prepared we all go back to the crutch of that canned presentation which makes us look like a sales hack.
Do this: Spend about an hour (maybe a little more of less depending on your process) preparing every aspect of the sales call and plan your outcome. Develop what you are going to talk about and when, pre-think your questions, and even rehearse them outloud beforehand. Speak to the value your product or service brings to the buyer and talk about the benefits to them. And finally, see yourself executing perfectly. I know this sounds simple, basic, and elementary, but trust me IT WORKS!
Being a sales professional requires that we are better than our competitors by standing out and differentiating ourselves and a huge part of that is in our preparation.
I wish you the very best in life and remember to "Light your passion"
Its bad enough in a social situation to commit a minor faux pas, but in a business situation it may cost you money, reputation, credibility or worse. I read recently that on average 85% of all salespeople do not sufficiently prepare for their meetings with clients or prospects. This blows my mind because it seems so backwards. How many times have you been in a sales situation and you were not sufficiently prepared? C'mon be honest. Maybe you were prepared, but could you have done more? Should you have done more investigating within the company you are calling, different departments, influencer's, other colleagues that have called on them? Did you look at their website?
Most importantly; DID YOU PLAN THE FLOW OF THE MEETING IN DETAIL?
In doing this, we will be prepared when the meeting goes in a different direction, or we must adjust to the needs of the business as they are ever changing in todays environment.
Here is the real truth: You cannot over prepare!
The access we have with a prospect is valuable, and we work so hard to get our foot in the door. So why do we waste these precious opportunities by going in under-prepared, hurried, and wing it?
If you are like most of us your schedule is beyond full. You have internal meetings, external meetings, forecasts, email, reports to your boss, and you are always trying to pack more into your day (like putting 10 lbs. of bologna into a 5 lbs. bag). All to often we lose sight of the importance of the first impression we make as a sales professional. And truthfully, the more educated buyer today will sense your lack or preparation. Put yourself in their shoes. Have you ever been in a situation where a salesman you are talking with rattles off the features of his product without really understanding what is most important to you? Annoying isn't it?
THE POWER OF THE TORCH: The fix is easy and if you do this, you will not waste time in front of prospects and you will be viewed as a trusted advisor rather than just an other sales person giving a canned sales pitch. When we are not truly prepared we all go back to the crutch of that canned presentation which makes us look like a sales hack.
Do this: Spend about an hour (maybe a little more of less depending on your process) preparing every aspect of the sales call and plan your outcome. Develop what you are going to talk about and when, pre-think your questions, and even rehearse them outloud beforehand. Speak to the value your product or service brings to the buyer and talk about the benefits to them. And finally, see yourself executing perfectly. I know this sounds simple, basic, and elementary, but trust me IT WORKS!
Being a sales professional requires that we are better than our competitors by standing out and differentiating ourselves and a huge part of that is in our preparation.
I wish you the very best in life and remember to "Light your passion"
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