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…
Sunday, September 26, 2010
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
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”
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