Do you feel lucky to have a job? I know I feel lucky, and would like to do whatever I can to keep the paychecks coming. With that said, Jeb Blount, founder of SalesGravy.com, has some excellent tips to keep you from being next in the line of lay-offs. His five rules are great advice. Follow them no matter what your situation. People will be impressed with your work ethic and want to keep you as a part of their team.
Rule One - Activity Is Everything: Complete all of your customer visits, make all of your prospecting calls, hit all your new appointment and closing appointment targets. Even if you are not at quota you don't want anyone questioning your activity. If you are achieving your activity targets but not hitting quota, the economy, not you, may get the blame. Activity is tangible. It can be measured, analyzed, and reported up. When you hit your activity targets the perception is that you are working hard and toeing the company line. Your company and your boss are more likely to invest in and keep the salespeople they perceive to be hard workers. One more note here - be sure that your reports and paper work are perfect and always on time and keep your CRM updated.
Rule Two - Don't Complain: You are stressed out, your company is cutting back, the boss is more demanding, and things are changing. You may even be asked to take a pay cut. Heed this warning: DO NOT COMPLAIN. Don't complain to anyone, for any reason, at any time -- no matter what. If you complain to co-workers, they will use your words to throw you under the bus and save their own hides. The last thing the boss wants to deal with is a complainer. The boss is likely much more stressed than you are. She doesn't need you to remind her of how bad she already feels for reducing entertainment expenses, cutting spiffs, or having to announce that the annual awards trip has been canceled. So learn to keep your mouth shut. Instead, start repeating to yourself, "I'm lucky to have this job." or "It could be worse; I could be unemployed." Keep a smile on your face, accept things as they are, and stay focused on your activity targets.
Rule Three - Become Indispensable: In the past when companies downsized it was always last in, first out. Today, however, most organizations choose who goes and who stays based on productivity. In other words, people who generate more value for the organization stay. Being indispensable means more than just doing your sales job perfectly. It means volunteering for projects, looking for ways to add value, and consistently asking the boss if there is anything you can do to help. Change your way of thinking about work - the party is over for Work/Life Balance. Right now your job must become everything. Devote yourself to it - even if it means putting other things (like time with your family) aside. Work longer hours, be seen often, and always offer to lend a hand. Your goal is to create the perception that you are an employee the organization cannot live without.
We'll finish up with Blount's rules tomorrow - in the meantime, take the first three to heart.
Jeb Blount is the founder and CEO of SalesGravy.com, author of Power Principles, and considered one of the leading experts on sales and sales management.
Thursday, April 9, 2009
Wednesday, April 8, 2009
Which Toxic Sales Assets Do You Need to Dump Today?
It's not enough to work harder these days - you also have to work smarter. One way to work smarter is to take a step back to examine your sales skills - what works for you, and what doesn't. Sales expert and author Jill Konrath recently wrote a piece about toxic sales assets that many people have, yet don't realize. Keep an eye out for these during your self-assessment, and you'll be working smarter in no time.
Here are just a few of the toxic sales assets Konrath sees every day.
--Winging It: Failing to adequately prepare for sales calls is enough to get you dismissed or deleted immediately by time-sensitive decision makers.
--Diarrhea of the Mouth: If you're doing the majority of the talking, you're negatively impacting your credibility and connection with your customers.
--Inadequate Knowledge: Today's buyers have no tolerance for sellers who refuse to "pay the price of admission" and haven't researched their organization.
--Product/Service Dumps: The people you're calling on don't care about your offering. Period. If that's your focus, they'll tune you out in no time flat.
--Too Much Too Quick: When you rush the sales or give too much data in one meeting, your prospect gets overwhelmed and pulls back from you.
None of us are immune from screwing up! The key is to be ruthless in analyzing your sales assets. What worked for you in the past may no longer be effective. In fact, it may have actually turned into a toxic sales asset that needs to be removed from your portfolio.
After every call, analyze what worked and where you ran into trouble. Be on the lookout for toxic behaviors that cause your customers to throw up objections, tell you they're not interested or choose another company to work with.
Hanging onto those toxic sales assets of dubious value could lead to lost opportunities, a major meltdown in your pipeline and potentially, the demise of your sales career.
No one is going to bail you out! Dump those toxic sales assets today. Your ability to replace ineffective sales skills with new ones is essential for your ongoing success.
Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She is a frequent speaker at annual sales meetings and association events. Visit http://www.SellingtoBigCompanies.com.
Here are just a few of the toxic sales assets Konrath sees every day.
--Winging It: Failing to adequately prepare for sales calls is enough to get you dismissed or deleted immediately by time-sensitive decision makers.
--Diarrhea of the Mouth: If you're doing the majority of the talking, you're negatively impacting your credibility and connection with your customers.
--Inadequate Knowledge: Today's buyers have no tolerance for sellers who refuse to "pay the price of admission" and haven't researched their organization.
--Product/Service Dumps: The people you're calling on don't care about your offering. Period. If that's your focus, they'll tune you out in no time flat.
--Too Much Too Quick: When you rush the sales or give too much data in one meeting, your prospect gets overwhelmed and pulls back from you.
None of us are immune from screwing up! The key is to be ruthless in analyzing your sales assets. What worked for you in the past may no longer be effective. In fact, it may have actually turned into a toxic sales asset that needs to be removed from your portfolio.
After every call, analyze what worked and where you ran into trouble. Be on the lookout for toxic behaviors that cause your customers to throw up objections, tell you they're not interested or choose another company to work with.
Hanging onto those toxic sales assets of dubious value could lead to lost opportunities, a major meltdown in your pipeline and potentially, the demise of your sales career.
No one is going to bail you out! Dump those toxic sales assets today. Your ability to replace ineffective sales skills with new ones is essential for your ongoing success.
Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She is a frequent speaker at annual sales meetings and association events. Visit http://www.SellingtoBigCompanies.com.
Tuesday, April 7, 2009
Strategies for Writing Proposals
The proposal document is an expensive, time-consuming, yet necessary document. Therefore, it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation. Sales expert Sam Manfer has some excellent advice to make proposal writing a much less painful process:
The Line Items
Every line item in the spec must consider three factors. (1) You must show you understand why that line item is in there and what it means to project success. (2) You must show you can handle/deliver it. (3) You must know who this line item is important to or who is worried about it.
Competitors
Everything above is about the voters and getting their desires met. Many salespeople and companies are focused on what the competition will say in their proposals. This is a major mistake, yet competition cannot be ignored. Winning a proposal is not like a sporting event where you have to beat the competition. It is an election where you have to win the votes of the powerful.
Numbers, Names and Details
Numbers are believable. They are also easy to visualize and understand. 13 is more powerful than "many times". 21 years' experience is more understandable than "very experienced". Details of how you accomplished a line item for another project are important to the people concerned about that spec item. Names validate you. They provide concurrence and favorable associations.
Red Flags and Strengths
For each line item or section of the specification, you must consider your red flags (areas of weaknesses) and your strengths. Now just because your competitor is "better" than you in certain areas doesn't mean it's a weakness for you. That certain area has to be important to one of the powerful voters for it to be a red flag. Many people get hung-up on some capability of the competition that is meaningless to the voters. Remember it's all about the voters. The same applies to your strengths. They have got to be of significance to a voter. Being global is not a strength to someone looking for local service.
The No Contact Clause
Since most people are off limits after the spec has been issued, the best after-the-fact way to learn about an individual voter's desires is to use your network of people that know the voters. If you open your mind and do some asking, you'll realize you know people that know these voters. They will help you if you ask. However, you've got make the mental effort and then make the calls. Most people dislike asking for help and come up with every reason not to. You've got to get over it. People will help if asked.
Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com
The Line Items
Every line item in the spec must consider three factors. (1) You must show you understand why that line item is in there and what it means to project success. (2) You must show you can handle/deliver it. (3) You must know who this line item is important to or who is worried about it.
Competitors
Everything above is about the voters and getting their desires met. Many salespeople and companies are focused on what the competition will say in their proposals. This is a major mistake, yet competition cannot be ignored. Winning a proposal is not like a sporting event where you have to beat the competition. It is an election where you have to win the votes of the powerful.
Numbers, Names and Details
Numbers are believable. They are also easy to visualize and understand. 13 is more powerful than "many times". 21 years' experience is more understandable than "very experienced". Details of how you accomplished a line item for another project are important to the people concerned about that spec item. Names validate you. They provide concurrence and favorable associations.
Red Flags and Strengths
For each line item or section of the specification, you must consider your red flags (areas of weaknesses) and your strengths. Now just because your competitor is "better" than you in certain areas doesn't mean it's a weakness for you. That certain area has to be important to one of the powerful voters for it to be a red flag. Many people get hung-up on some capability of the competition that is meaningless to the voters. Remember it's all about the voters. The same applies to your strengths. They have got to be of significance to a voter. Being global is not a strength to someone looking for local service.
The No Contact Clause
Since most people are off limits after the spec has been issued, the best after-the-fact way to learn about an individual voter's desires is to use your network of people that know the voters. If you open your mind and do some asking, you'll realize you know people that know these voters. They will help you if you ask. However, you've got make the mental effort and then make the calls. Most people dislike asking for help and come up with every reason not to. You've got to get over it. People will help if asked.
Since 1995 Sam Manfer has been speaking, consulting, writing and leading seminars in sales and personal development. As a keynote speaker and seminar leader Sam has addressed thousands of new and experienced sales people and managers all over the world in all types of businesses and industries. Learn more at www.sammanfer.com
Monday, April 6, 2009
Quote of the Week
"If you can find a path with no obstacles, it probably doesn't lead anywhere." -- Frank A. Clark
We've all encountered obstacles on the path to success, and if you haven't yet - you will! Keep in mind that getting past these obstacles is part of your success. Not only can you be proud of yourself, but you'll show others you have the tenacity to keep going until you've found a solution.
We've all encountered obstacles on the path to success, and if you haven't yet - you will! Keep in mind that getting past these obstacles is part of your success. Not only can you be proud of yourself, but you'll show others you have the tenacity to keep going until you've found a solution.
Friday, April 3, 2009
3 Rules for Improving Communication with Customers
Are you a people person? Are you always comfortable striking up a conversation with a stranger or new acquaintance? If so, it's probably a big part of why you got into the sales profession, and why you continue to succeed.
While it's very important to be able to talk with your clients, effective communication also includes equal parts listening and understanding - and it's hard to maintain equality if you just keep talking and talking.
If you need some points on how to pare down your words while still making them count, check out this post from sales blogger Scott Sheaffer. With fewer words, you'll have more time for listening and understanding - and your customers will appreciate someone who lets them get a word in for once!
While it's very important to be able to talk with your clients, effective communication also includes equal parts listening and understanding - and it's hard to maintain equality if you just keep talking and talking.
If you need some points on how to pare down your words while still making them count, check out this post from sales blogger Scott Sheaffer. With fewer words, you'll have more time for listening and understanding - and your customers will appreciate someone who lets them get a word in for once!
Thursday, April 2, 2009
This "Innocent" Word Kills Your Credibility
The English language is a tricky thing. Small words can take on big meaning, and words you think mean nothing can make or break a sale. Sales trainer Kim Duke wants to throw open the doors on one of those small words that carry big meaning - and most people use without realizing - "just".
How the Word JUST Kills Your Credibility
"I love my sister," says Duke. "She's my only sibling. She's important, she's fabulous, she's smart, loving and she's always got my back. But there's something she says that drives me nuts."
She'll leave a message on my voice mail saying "Hey Kim - it's just your sister calling."
"JUST my sister, the only person on the planet who knows all my secrets, what I looked like in my Grade 5 photo and who understands what I'm thinking with only a look???"
Some Examples of Nasty "Justs" That Are Showing Up With You:
On the phone...
"Oh hi Client X, I'm calling to just touch base to see if you've reviewed my proposal?"
In email...
"It was wonderful meeting you on Tuesday. I wanted to just see if you've had a chance to try our product yet?"
In person...
"If you could just squeeze me in - I'll only take 10 minutes of your time."
People use JUST as a way to relieve pressure, guilt and pushiness.
However, it makes you look and sound unsure, needy, and desperate. It doesn't display confidence in you or your product/service at all. Think of how these phrases sound instead:
"Hey Kim - it's your sister calling."
"Hi Bob - I saw sparks flying over your office so I knew you'd read my proposal."
"I've been thinking about your business and I've come up with a brilliant idea."
"Trust me - you're going to catch yourself saying the word JUST a lot, however, do your best to save it for when it makes sense. And with customers it never does."
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
How the Word JUST Kills Your Credibility
"I love my sister," says Duke. "She's my only sibling. She's important, she's fabulous, she's smart, loving and she's always got my back. But there's something she says that drives me nuts."
She'll leave a message on my voice mail saying "Hey Kim - it's just your sister calling."
"JUST my sister, the only person on the planet who knows all my secrets, what I looked like in my Grade 5 photo and who understands what I'm thinking with only a look???"
Some Examples of Nasty "Justs" That Are Showing Up With You:
On the phone...
"Oh hi Client X, I'm calling to just touch base to see if you've reviewed my proposal?"
In email...
"It was wonderful meeting you on Tuesday. I wanted to just see if you've had a chance to try our product yet?"
In person...
"If you could just squeeze me in - I'll only take 10 minutes of your time."
People use JUST as a way to relieve pressure, guilt and pushiness.
However, it makes you look and sound unsure, needy, and desperate. It doesn't display confidence in you or your product/service at all. Think of how these phrases sound instead:
"Hey Kim - it's your sister calling."
"Hi Bob - I saw sparks flying over your office so I knew you'd read my proposal."
"I've been thinking about your business and I've come up with a brilliant idea."
"Trust me - you're going to catch yourself saying the word JUST a lot, however, do your best to save it for when it makes sense. And with customers it never does."
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Wednesday, April 1, 2009
Use Testimonials to Attract Prospects and Win Sales - Part 2
Yesterday sales trainer and author Kendra Lee gave us some excellent advice on how to acquire testimonials from your current customers. So, now that you have them, how do you use them effectively? Here are a few more tips from Lee to make the sale:
Integrate testimonials into your sales kit
Now that you have testimonials, don't forget about them! Incorporate them into your selling activities throughout the sales cycle. Go beyond including them in proposals or offering them as references during the decision process. Rather, use your client's voice and share the good word to attract and win new prospects!
Mention them in a first meeting to demonstrate credibility and create interest. Introduce a specific testimonial or two early in conversation when you recognize similarities between a client and a prospect. Use them as examples to help uncover potentially hidden needs.
The next time your prospect mentions an issue they're grappling with, you'll be able to say, "You know, we helped a client just like you save $x by..."
Leverage your testimonials to attract new prospects
Put a plan of action in place to maximize their power and get the message out there! Think about how you can communicate your testimonials in your prospecting activities.
Add them to emails, cold calling scripts, marketing materials, or an upcoming event. Make one or two an offer after a webcast. I often refer to testimonials during prospecting calls, picking out the results or a good quote. They become my stories when I'm delivering a webcast, and examples when I talk about how we help other clients.
Strong testimonials make prospects long to engage you - especially when times are tough and companies are cutting expenditures. They see you as the answer to their prayers. Add them to your sales kit and you'll soon find prospects asking you to engage with them.
Kendra Lee is author of the award-winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment. To find out more visit http://www.klagroup.com
Integrate testimonials into your sales kit
Now that you have testimonials, don't forget about them! Incorporate them into your selling activities throughout the sales cycle. Go beyond including them in proposals or offering them as references during the decision process. Rather, use your client's voice and share the good word to attract and win new prospects!
Mention them in a first meeting to demonstrate credibility and create interest. Introduce a specific testimonial or two early in conversation when you recognize similarities between a client and a prospect. Use them as examples to help uncover potentially hidden needs.
The next time your prospect mentions an issue they're grappling with, you'll be able to say, "You know, we helped a client just like you save $x by..."
Leverage your testimonials to attract new prospects
Put a plan of action in place to maximize their power and get the message out there! Think about how you can communicate your testimonials in your prospecting activities.
Add them to emails, cold calling scripts, marketing materials, or an upcoming event. Make one or two an offer after a webcast. I often refer to testimonials during prospecting calls, picking out the results or a good quote. They become my stories when I'm delivering a webcast, and examples when I talk about how we help other clients.
Strong testimonials make prospects long to engage you - especially when times are tough and companies are cutting expenditures. They see you as the answer to their prayers. Add them to your sales kit and you'll soon find prospects asking you to engage with them.
Kendra Lee is author of the award-winning book "Selling Against the Goal" and president of KLA Group. Specializing in the IT industry, KLA Group helps companies rapidly penetrate new markets, break into new accounts and shorten time to revenue with new products in the SMB segment. To find out more visit http://www.klagroup.com
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