Today's post from sales trainer Joe Guertin recognizes the importance of the sales process - not just the end result. Remember to keep all of your hard work in mind!
I remember one of my “great weeks.” I closed three very large sales, and was a real hero around the office. I felt good (and rightfully so). But in reality, it was the months of hard work, follow-through and attention to detail that made that week happen. So, why didn’t I see those weeks as ‘great,’ too?
While nothing beats ‘crossing the goal line,’ we should be just as excited about the race itself. While we measure success with signed orders (nothing smells so good as fresh ink on a contract), it’s those steps along the way that make it all happen.
Streetfighters measure their steps as they go. I recommend that, every Friday, review your activities for the past week. Putting out fires and providing service are good….but are only a passing grade. Do you have a balanced week that also included customer brainstorming, future planning, and planting seeds for future business? I tend to be a little more critical than necessary, but it has served me well. When I don’t perform, I don’t give myself passing grades.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Showing posts with label Joe Guertin. Show all posts
Showing posts with label Joe Guertin. Show all posts
Thursday, July 14, 2011
Wednesday, January 12, 2011
The Secrets of Success Right Now
Sales trainer Joe Guertin likes to keep things simple, and so do I. Follow these sixteen truths from Guertin and you'll go the distance in 2011:
Know your personal strengths
Know your personal weaknesses even better.
Push yourself, then push harder.
End procrastination
Embrace change. Nobody cares how things used to be done.
Embrace technology. Without it, you'll age fast.
Believe in yourself. Technology alone, will not sell...that's your job
Differentiate Don't be just another egg in the carton
Seek great counsel. Talk to those you respect, ask questions
Listen more, talk less
Stop wasting time
Discover your 'toxic habits' Get rid of them.
Hang with positive people They'll take you higher
Think big. Then act big.
Focus
And finally, start having more fun. Sure, the stress and minutia of our profession can be draining, but so what? A part of sales now is managing and even thriving on the craziness that comes with it. Drink it up!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Know your personal strengths
Know your personal weaknesses even better.
Push yourself, then push harder.
End procrastination
Embrace change. Nobody cares how things used to be done.
Embrace technology. Without it, you'll age fast.
Believe in yourself. Technology alone, will not sell...that's your job
Differentiate Don't be just another egg in the carton
Seek great counsel. Talk to those you respect, ask questions
Listen more, talk less
Stop wasting time
Discover your 'toxic habits' Get rid of them.
Hang with positive people They'll take you higher
Think big. Then act big.
Focus
And finally, start having more fun. Sure, the stress and minutia of our profession can be draining, but so what? A part of sales now is managing and even thriving on the craziness that comes with it. Drink it up!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Thursday, December 16, 2010
Keeping Customers Focused
I'm usually a positive person, but even I can get caught up in the gloom and doom of the economy from time to time. Today's article from sales trainer Joe Guertin reminds us of the perils of commiserating over the negatives.
"The Economy" should not be a one-size-fits-all excuse for poor performance. Still, in the words of the immortal Al McGuire, it's not "all seashells and balloons" yet. That's nothing to get down about. It's the ebb and flow of the overall economy and something salespeople need to learn to deal with.
When it comes to our customers' mindset, however, that's another matter.
Do you find yourself getting caught up in any 'aint it awful' conversations? These encounters start with one of you commenting on a tough situation or experience and disintegrates into an all-out sob-session about how bad things are. There's one outcome: you lose and they lose. Sure, you can't go all Pollyanna on them, either, pretending that it's just great, but you can (and should) be the bearer of solutions.
Come bearing solutions, not a shoulder to cry on. Having those 'aint it awful' conversations might feel like bonding moments, but they'll do more to harm your long-term prospects that being solution-minded will.
Talking to or seeing more prospective customers. That might mean more networking, appointments or cold calls. True statement: "someone is always buying." Our job in sales is to find them. If you've been to one of my Streetfighter Selling workshops, you know the power of using a mix of old school strategies with new technologies to maximize your time...and productivity.
You can't make it all "seashells and balloons," but it will help get customers thinking and acting more positively.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
"The Economy" should not be a one-size-fits-all excuse for poor performance. Still, in the words of the immortal Al McGuire, it's not "all seashells and balloons" yet. That's nothing to get down about. It's the ebb and flow of the overall economy and something salespeople need to learn to deal with.
When it comes to our customers' mindset, however, that's another matter.
Do you find yourself getting caught up in any 'aint it awful' conversations? These encounters start with one of you commenting on a tough situation or experience and disintegrates into an all-out sob-session about how bad things are. There's one outcome: you lose and they lose. Sure, you can't go all Pollyanna on them, either, pretending that it's just great, but you can (and should) be the bearer of solutions.
Come bearing solutions, not a shoulder to cry on. Having those 'aint it awful' conversations might feel like bonding moments, but they'll do more to harm your long-term prospects that being solution-minded will.
Talking to or seeing more prospective customers. That might mean more networking, appointments or cold calls. True statement: "someone is always buying." Our job in sales is to find them. If you've been to one of my Streetfighter Selling workshops, you know the power of using a mix of old school strategies with new technologies to maximize your time...and productivity.
You can't make it all "seashells and balloons," but it will help get customers thinking and acting more positively.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Friday, June 4, 2010
Make Selling Fun!
Today sales trainer Joe Guertin gives us some ideas to make selling more fun. I don't know about you, but I like the sound of that!
I had a salesperson recently tell me "selling just isn't fun anymore." Hard to hear, but not an unusual feeling these days. Almost every job carries some additional performance stress these days so, if you're in sales, you'll have your fair share.
Now I'm not a fire and brimstone motivator, but I can give you three reasons why selling can be as fun...or even more fun...than it's been in the past.
1) Business IS improving. Slower in some sectors, sure. But if you've made it this far, you're a likely survivor. And customers are going to want to talk to you!
2) Opportunities are opening up for displaced workers. As with every recession, some old jobs won't be coming back. But, if you can sell, employers are going to want to talk to you.
3) "That which does not kill us, makes us stronger." That may sound good in the movies, but how does it help on the street? Staying mentally strong is crucial to staying positive and active. Think positive, always.
And here are some action ideas...
Break Negativity Cycles
We're like doctors, in that we continually see people who need help. In tight times, they'll talk more about problems than solutions. Our job is to help them (and ourselves) to be more solution-focused.
Break old, toxic habits
Forcing yourself to learn new technologies or talking to customers about changes in their business can spark new thoughts and ideas on how to do things
Get more creative
One of my favorite sales calls was to a fast food franchisee dressed in that chain's uniforms. The shock value was great, and we got the business.
Focus on successes
When times are tough, lost and postponed sales take the spotlight. Don't start, or end your day without a mental review of personal successes, whether they're actual sales, tough-to-get appointments or a great service call.
Focus on new opportunities
Now's a great time to build your network, and that includes using online services like Linkedin to make new connections with people and special interest groups. Some of the 'old' approaches to selling will be less productive, and getting new approaches into your mix can help get you fired up.
Next time someone says "having fun yet?", tell 'em "yes I am, but the best is yet to come."
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
I had a salesperson recently tell me "selling just isn't fun anymore." Hard to hear, but not an unusual feeling these days. Almost every job carries some additional performance stress these days so, if you're in sales, you'll have your fair share.
Now I'm not a fire and brimstone motivator, but I can give you three reasons why selling can be as fun...or even more fun...than it's been in the past.
1) Business IS improving. Slower in some sectors, sure. But if you've made it this far, you're a likely survivor. And customers are going to want to talk to you!
2) Opportunities are opening up for displaced workers. As with every recession, some old jobs won't be coming back. But, if you can sell, employers are going to want to talk to you.
3) "That which does not kill us, makes us stronger." That may sound good in the movies, but how does it help on the street? Staying mentally strong is crucial to staying positive and active. Think positive, always.
And here are some action ideas...
Break Negativity Cycles
We're like doctors, in that we continually see people who need help. In tight times, they'll talk more about problems than solutions. Our job is to help them (and ourselves) to be more solution-focused.
Break old, toxic habits
Forcing yourself to learn new technologies or talking to customers about changes in their business can spark new thoughts and ideas on how to do things
Get more creative
One of my favorite sales calls was to a fast food franchisee dressed in that chain's uniforms. The shock value was great, and we got the business.
Focus on successes
When times are tough, lost and postponed sales take the spotlight. Don't start, or end your day without a mental review of personal successes, whether they're actual sales, tough-to-get appointments or a great service call.
Focus on new opportunities
Now's a great time to build your network, and that includes using online services like Linkedin to make new connections with people and special interest groups. Some of the 'old' approaches to selling will be less productive, and getting new approaches into your mix can help get you fired up.
Next time someone says "having fun yet?", tell 'em "yes I am, but the best is yet to come."
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Tuesday, February 16, 2010
Punch Up Your Presentations
You can never have too many presentation tips - and these tips from sales trainer Joe Guertin are great basics we could all stand to be reminded of. Clients and prospects everywhere will appreciate your making use of them!
According to Guertin, "Too often, we make presentations that put the spotlight on us, and our company. For instance, how much time do you spend writing your proposals? A wise sales manager taught me that the amount of time I invested in preparation should be proportionate to the dollars I was asking for. Makes sense. While there's nothing wrong with re-using a proposal format (a great time-saver), don't let a weak, generic proposal lose the sale."
"Before proposing your solution, probe for specific needs," explains Guertin. "If your prospect said "saving money is a priority," don't make 'saving money' one of your objectives. It's just not specific enough. Use due diligence to discover where they could use that extra money. Find out what they believe would change - for the better - once committed to you. Now, your objectives become helping them achieve those goals."
Here are three things to double-check before you make that next 'big one:'
Your Materials
Are your written materials neat and organized? Doing some additional homework, customizing your presentation, and watching the small details can make a world of difference. Customize it to their needs, including having an "objectives" page that spells out, in detail, which of their goals you're helping to achieve. And, whenever possible, use visuals or demonstrations to make key points.
Your Leadership
A prospect should never be handed a proposal to quietly read. The best, and most successful proposals, are interactive. You both have a part. You're the tour guide through this presentation, and it's up to you to walk them through the selling points, getting their comments along the way.
Yourself
Did you add a little extra grooming time this morning? Clothes clean and pressed? An extra breath mint in your pocket? Did you "dry run" your presentation? Top pros continue to record themselves, and become keenly aware of speech habits (like repeated use of "you know," you know?). And always arrive five to ten minutes early for a scheduled appointment. Even if you don't notice, your prospect will.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
According to Guertin, "Too often, we make presentations that put the spotlight on us, and our company. For instance, how much time do you spend writing your proposals? A wise sales manager taught me that the amount of time I invested in preparation should be proportionate to the dollars I was asking for. Makes sense. While there's nothing wrong with re-using a proposal format (a great time-saver), don't let a weak, generic proposal lose the sale."
"Before proposing your solution, probe for specific needs," explains Guertin. "If your prospect said "saving money is a priority," don't make 'saving money' one of your objectives. It's just not specific enough. Use due diligence to discover where they could use that extra money. Find out what they believe would change - for the better - once committed to you. Now, your objectives become helping them achieve those goals."
Here are three things to double-check before you make that next 'big one:'
Your Materials
Are your written materials neat and organized? Doing some additional homework, customizing your presentation, and watching the small details can make a world of difference. Customize it to their needs, including having an "objectives" page that spells out, in detail, which of their goals you're helping to achieve. And, whenever possible, use visuals or demonstrations to make key points.
Your Leadership
A prospect should never be handed a proposal to quietly read. The best, and most successful proposals, are interactive. You both have a part. You're the tour guide through this presentation, and it's up to you to walk them through the selling points, getting their comments along the way.
Yourself
Did you add a little extra grooming time this morning? Clothes clean and pressed? An extra breath mint in your pocket? Did you "dry run" your presentation? Top pros continue to record themselves, and become keenly aware of speech habits (like repeated use of "you know," you know?). And always arrive five to ten minutes early for a scheduled appointment. Even if you don't notice, your prospect will.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Tuesday, January 12, 2010
You're Still in Control
It's hard to start the sales year off right when you're in a down economy, but take heart - today sales trainer Joe Guertin explains how you're still in control.
You and I cannot change people's minds about what the economy might do to them. Most of the time, they have to find that out for themselves. But here's some good news: in most industries, you still have control. Control over the sales process...even if your prospect is caught up in the doom 'n' gloom of what might happen.
I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year (and I'll agree that's one heck of a drop!). So I asked him the gratuitous question "who's getting the other 75%?" After the expected pause, he growled "ME...I'm going to get it!" I could just hear his attitude shift from fear of the unknown to that of the Sales Streetfighter.
In turbulent times, gutsy salespeople turn up the heat on themselves. Here are five of their favorite strategies:
They balance their 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
They use time more wisely
This is the time to examine your workday. Most of us start out well organized but, over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
They see more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
They ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
They go for the close
Ask for the order. Nothing feeds into their hesitation like leaving the potential sale on the table.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com.
You and I cannot change people's minds about what the economy might do to them. Most of the time, they have to find that out for themselves. But here's some good news: in most industries, you still have control. Control over the sales process...even if your prospect is caught up in the doom 'n' gloom of what might happen.
I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year (and I'll agree that's one heck of a drop!). So I asked him the gratuitous question "who's getting the other 75%?" After the expected pause, he growled "ME...I'm going to get it!" I could just hear his attitude shift from fear of the unknown to that of the Sales Streetfighter.
In turbulent times, gutsy salespeople turn up the heat on themselves. Here are five of their favorite strategies:
They balance their 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
They use time more wisely
This is the time to examine your workday. Most of us start out well organized but, over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
They see more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
They ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
They go for the close
Ask for the order. Nothing feeds into their hesitation like leaving the potential sale on the table.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com.
Friday, November 20, 2009
Will They Sell For You?
Often times there are multiple people involved in the sale - and you many not even know some of them. This means your main contact then has to go and sell you to those other people - and a lot can happen in that situation. Today sales trainer Joe Guertin shows us how to avoid that situation and make the sale.
If you were a buyer, would you go out on a limb to support a new contractor or supplier? Bet you didn't think "yes" right away. These days, that decision-maker who reports to others will need your help in selling you to others.
Here are two tips on helping make it happen:
1) Don't just sell to one person, but give them whatever they'll need to 'sell' you to the rest of the team...which is best done when you:
2) Make connections with the other decision-makers. When there's a committee or other group who'll influence the decision, get an audience with them, face-to-face. The buyer is far more likely to get behind your plan when they see the others supporting it, too.
In a big-ticket, 'Complex Sale,'; a complete, internal strategy is essential. But, even in day-to-day renewals, too many opportunities are delayed or lost when a plan has to be 're-sold' internally, but without your expertise.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
If you were a buyer, would you go out on a limb to support a new contractor or supplier? Bet you didn't think "yes" right away. These days, that decision-maker who reports to others will need your help in selling you to others.
Here are two tips on helping make it happen:
1) Don't just sell to one person, but give them whatever they'll need to 'sell' you to the rest of the team...which is best done when you:
2) Make connections with the other decision-makers. When there's a committee or other group who'll influence the decision, get an audience with them, face-to-face. The buyer is far more likely to get behind your plan when they see the others supporting it, too.
In a big-ticket, 'Complex Sale,'; a complete, internal strategy is essential. But, even in day-to-day renewals, too many opportunities are delayed or lost when a plan has to be 're-sold' internally, but without your expertise.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Wednesday, August 5, 2009
Getting Past the Emailed Quote
Sales trainer Joe Guertin often answers salespeople's questions on his blog, and I thought his most recent answer was very appropriate and advice we could all use. A recent reader asked "My customers are busy and can't take time to meet face-to-face. They want prices e-mailed. But then...NOTHING HAPPENS! Help! What can I do?"
"I get asked that a lot," says Guertin. "And it's a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from)."
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.
But, in those cases where you absolutely have no choice, add these two steps and you'll see those all-important 'connections' grow (and get a better closing ratio):
Call Ahead
"I'm about to send that quote and just wanted to confirm one thing."
Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you'll "follow up shortly," and let 'er rip.
Follow Up
Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up...as you don't want to sound like a lap dog who says "didja getit...didja getit...didja getit?" (Of course they got it.)
Make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside THAT debate)
"but I just wanted to make sure we've got everything covered."
This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
P.S...Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
"I get asked that a lot," says Guertin. "And it's a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from)."
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.
But, in those cases where you absolutely have no choice, add these two steps and you'll see those all-important 'connections' grow (and get a better closing ratio):
Call Ahead
"I'm about to send that quote and just wanted to confirm one thing."
Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you'll "follow up shortly," and let 'er rip.
Follow Up
Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up...as you don't want to sound like a lap dog who says "didja getit...didja getit...didja getit?" (Of course they got it.)
Make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside THAT debate)
"but I just wanted to make sure we've got everything covered."
This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
P.S...Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Tuesday, April 28, 2009
Be Bold, Take Chances
I love stories with creative ideas for getting through to a prospect or client - they inspire me to try new things as well! While you may not be ready to be as creative as sales trainer Joe Guertin was, read his story and be inspired. A little creativity never hurt anyone!
Years ago, I made a sales call on a fast food franchiser...decked out in full uniform, from the shirts their counter people wore to their little hat and name tag. There were more than a few moments where I thought I'd get ridiculed for looking stupid. Instead, the client was impressed! The buyer said I was the only one who looked ready to go to work for them...and the sale was made on the spot. (Thanks, Glenda, for making me do it.)
"Don't Be Afraid to Innovate; Be Different." That's one of the Ten Secrets to Success, a feature of Investors Business Daily, touting their best strategies for succeeding in business and life. "Following the herd," they say, "is a sure way to mediocrity." Very true. If you want to blend in with the pack, just do what they do.
A lot of times, buyers have a hard time telling one 'vendor' from another because they all say the same things ("we can save you money" or "we're the best at..."). In today's high-stress business arena, sales superstars stand out and get noticed.
You don't have to act the fool to get noticed, but you should look for ways to break away from the pack. It might be with content-driven voice mail messages or creative mailings that stand out and say "this is unique!" I know of salespeople who deliberately use props in their presentations.
Be professional always, but standing out and getting noticed is a sure-fire way to boost sales, and make it a lot more fun.
Joe Guertin specializes in new business and selling value vs. price. As a sought-after speaker and consultant, Joe has worked with thousands of salespeople, managers and business principals to measurable boost internal sales systems, customer development and team skill-building. Learn more at www.guertingroup.com
Years ago, I made a sales call on a fast food franchiser...decked out in full uniform, from the shirts their counter people wore to their little hat and name tag. There were more than a few moments where I thought I'd get ridiculed for looking stupid. Instead, the client was impressed! The buyer said I was the only one who looked ready to go to work for them...and the sale was made on the spot. (Thanks, Glenda, for making me do it.)
"Don't Be Afraid to Innovate; Be Different." That's one of the Ten Secrets to Success, a feature of Investors Business Daily, touting their best strategies for succeeding in business and life. "Following the herd," they say, "is a sure way to mediocrity." Very true. If you want to blend in with the pack, just do what they do.
A lot of times, buyers have a hard time telling one 'vendor' from another because they all say the same things ("we can save you money" or "we're the best at..."). In today's high-stress business arena, sales superstars stand out and get noticed.
You don't have to act the fool to get noticed, but you should look for ways to break away from the pack. It might be with content-driven voice mail messages or creative mailings that stand out and say "this is unique!" I know of salespeople who deliberately use props in their presentations.
Be professional always, but standing out and getting noticed is a sure-fire way to boost sales, and make it a lot more fun.
Joe Guertin specializes in new business and selling value vs. price. As a sought-after speaker and consultant, Joe has worked with thousands of salespeople, managers and business principals to measurable boost internal sales systems, customer development and team skill-building. Learn more at www.guertingroup.com
Wednesday, October 8, 2008
Selling in Turbulent Times
I've gotten to the point where I turn off the news when the financial segment comes on. It's hard to stomach the fact that no matter whose fault it is, things are going downhill on Wall Street. But that doesn't mean things need to go downhill on your street.
"When we get news like we've had these past couple of weeks, it affects people's actions," says sales trainer Joe Guertin. "Just as a consumer might decide to hold off replacing their worn tires, businesses will put off making a purchase until they 'see what's going to happen.' And when business falls, sales fall."
"You and I cannot change people's minds about what the economy might do to them," continues Guertin. "In most cases, they have to discover that for themselves. But here's the good news. In most industries, you still have control. I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year. So I asked him the gratuitous question, "who's getting the other 75%?" Here's are some tips to make sure it's you:
1. Balance your 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
2. Use time more wisely
This is the time to examine your workday. Most of us start out well organized, but over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
3. See more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
4. Ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
5. Go for the close.
Ask for the order. Nothing feeds into a customer's hesitation like leaving the potential sale on the table.
Joe Guertin is President of The Guertin Group, a sales training firm that delivers customized training on all aspects of the sales process. Learn more at www.guertingroup.com
"When we get news like we've had these past couple of weeks, it affects people's actions," says sales trainer Joe Guertin. "Just as a consumer might decide to hold off replacing their worn tires, businesses will put off making a purchase until they 'see what's going to happen.' And when business falls, sales fall."
"You and I cannot change people's minds about what the economy might do to them," continues Guertin. "In most cases, they have to discover that for themselves. But here's the good news. In most industries, you still have control. I talked to a sales rep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year. So I asked him the gratuitous question, "who's getting the other 75%?" Here's are some tips to make sure it's you:
1. Balance your 'customer portfolio'
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don't get caught short.
2. Use time more wisely
This is the time to examine your workday. Most of us start out well organized, but over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.
3. See more people
Your customers will be getting a lot of phone calls, but you'll be the one sitting in their office. Get busy.
4. Ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.
5. Go for the close.
Ask for the order. Nothing feeds into a customer's hesitation like leaving the potential sale on the table.
Joe Guertin is President of The Guertin Group, a sales training firm that delivers customized training on all aspects of the sales process. Learn more at www.guertingroup.com
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