"Many attempts to communicate are nullified by saying too much." -- Robert Greenleaf
Here's advice I can't say enough: once you've made initial contact with a prospect, ask them a question and then be quiet. What can you ask? Ask about what's worked well for them, what problems they're having with suppliers, what they would ideally want from a supplier, or just how they're doing - but once they start talking, you don't!
Even when you think they're done speaking, give it a couple seconds. They might just have one more thing to say. No matter what, you'll have gathered a lot of information to help you move along in your sales process.
Monday, April 20, 2009
Friday, April 17, 2009
Leave Your Comfort Zone
To be great in selling, you must have a willingness to leave your comfort zone. For a lot of people, every day spent reaching out to strangers is a struggle - but it has to be done. Sales trainer Tom Black believes you can't be a great salesperson without reaching outside your comfort zone. Here's his take on the constant struggle to gain confidence in sales.
Sometimes it's in the approach. You just hate to make a cold call, knock on a door, or pick up the phone and call someone you don't know.
Sometimes it's in the set-up. You just hate to ask the prospects questions about their business, their children, or whatever.
Sometimes it's when you close. You just hate to bring the prospect to a point of decision.
Sometimes it's in the follow-up. You just hate to hear another objection or stall.
Sometimes it's when you ask for money or payment. You say: "Can't we just send them a bill?"
Maybe it's all of these, but whatever it is that's uncomfortable, to be great you must overcome it
For me, it's the close. When I was selling books for the Southwestern Company, laundry day would come, and I'd be surprised each week at how fast the toes of my socks were wearing out. I thought it was the brand of socks I was buying, and then it dawned on me - I dug my toes into my shoes every time I closed.
That's how I dealt with the uncomfortable feeling of asking a prospect to buy. Get your own trick that gets you through it, but get through it and stop making excuses. Great pro baseball players swing a bat the way a coach taught them, not like they would naturally. They left their comfort zones. Part of your attitude must be that you are willing to be emotionally uncomfortable in order to perform at the highest level.
Based in Nashville, Tenn., The Tom Black Center for Selling offers customized sales training services to national clients of all sizes in a wide range of fields. Areas of specialization include basic sales skills, key account strategies, sales management training and keynote speeches. Learn more at www.tomblackcenter.com
Sometimes it's in the approach. You just hate to make a cold call, knock on a door, or pick up the phone and call someone you don't know.
Sometimes it's in the set-up. You just hate to ask the prospects questions about their business, their children, or whatever.
Sometimes it's when you close. You just hate to bring the prospect to a point of decision.
Sometimes it's in the follow-up. You just hate to hear another objection or stall.
Sometimes it's when you ask for money or payment. You say: "Can't we just send them a bill?"
Maybe it's all of these, but whatever it is that's uncomfortable, to be great you must overcome it
For me, it's the close. When I was selling books for the Southwestern Company, laundry day would come, and I'd be surprised each week at how fast the toes of my socks were wearing out. I thought it was the brand of socks I was buying, and then it dawned on me - I dug my toes into my shoes every time I closed.
That's how I dealt with the uncomfortable feeling of asking a prospect to buy. Get your own trick that gets you through it, but get through it and stop making excuses. Great pro baseball players swing a bat the way a coach taught them, not like they would naturally. They left their comfort zones. Part of your attitude must be that you are willing to be emotionally uncomfortable in order to perform at the highest level.
Based in Nashville, Tenn., The Tom Black Center for Selling offers customized sales training services to national clients of all sizes in a wide range of fields. Areas of specialization include basic sales skills, key account strategies, sales management training and keynote speeches. Learn more at www.tomblackcenter.com
Thursday, April 16, 2009
Best Sales Practices - Part 2
The basics are important - especially in sales. Today sales trainer Colleen Stanley continues where she left off yesterday with the important basics you have to be comfortable with to be a top salesperson.
Get Rid of Arrogance
A top producer that has achieved the "top of the hill" status can quickly move to the bottom of the hill because of arrogance. Arrogant individuals stop learning because, after all, they are the best in the business. What can they possibly learn after 20 years in the profession? The real issue is that young, hungry, competitors haven't caught the disease of arrogance. The competition continues to learn, change and grow. The result is a new king or queen of the hill looking down at a stunned, retired past king or queen.
Get Focused
A poor producer can work very hard. Lack of sales isn't from lack of effort; it's that the effort is focused on the wrong prospect, activity and partnerships. Top producers have clearly identified their ideal client and have built a strategy around meeting, influencing, and creating value for that specific client. They are very clear on who they will sell and what they will sell. Top producers walk away from prospects that don't fit their ideal profile; leaving them more time to walk towards best-fit clients. They leave the price shopping prospects to their competitors who get to invest all their time in writing proposals that go nowhere.
Manage Your Time
Top producers are good at calendaring. They set aside very specific times each week for business development (prospecting calls, client retention calls, calls updating referral partners, etc.). Top producers have discipline and don't allow outside distractions to deter them from their most important appointment - the appointment with themselves and working their plan.
Invest in Yourself
Top producers don't wait for someone else to make them good (I.e. I will only attend a sales training course if the company is picking up the tab). I am reminded of a client, "Jill," who came to me seven years ago. She was an administrative assistant desiring to enter the sales profession. Her current employer would not offer her a sales position because they just didn't think an administrative assistant could sell. Jill believed she had the ability to be very good in sales and invested her own time and money in sales training. She eventually applied for a sales position at another firm and became the number one salesperson at the new firm. Jill did not wait to get good based on someone else's beliefs or dollars.
Get Going
Are you getting ready to get ready? Listen up: Perfection is highly overrated. While you are waiting to get all the research done on a prospect, perfecting your technique, or redoing your PowerPoint one last time, the salesperson that is showing up is getting the deal. Strive for perfection, but don't wait on perfection.
Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection. Learn more at www.salesleadershipdevelopment.com.
Get Rid of Arrogance
A top producer that has achieved the "top of the hill" status can quickly move to the bottom of the hill because of arrogance. Arrogant individuals stop learning because, after all, they are the best in the business. What can they possibly learn after 20 years in the profession? The real issue is that young, hungry, competitors haven't caught the disease of arrogance. The competition continues to learn, change and grow. The result is a new king or queen of the hill looking down at a stunned, retired past king or queen.
Get Focused
A poor producer can work very hard. Lack of sales isn't from lack of effort; it's that the effort is focused on the wrong prospect, activity and partnerships. Top producers have clearly identified their ideal client and have built a strategy around meeting, influencing, and creating value for that specific client. They are very clear on who they will sell and what they will sell. Top producers walk away from prospects that don't fit their ideal profile; leaving them more time to walk towards best-fit clients. They leave the price shopping prospects to their competitors who get to invest all their time in writing proposals that go nowhere.
Manage Your Time
Top producers are good at calendaring. They set aside very specific times each week for business development (prospecting calls, client retention calls, calls updating referral partners, etc.). Top producers have discipline and don't allow outside distractions to deter them from their most important appointment - the appointment with themselves and working their plan.
Invest in Yourself
Top producers don't wait for someone else to make them good (I.e. I will only attend a sales training course if the company is picking up the tab). I am reminded of a client, "Jill," who came to me seven years ago. She was an administrative assistant desiring to enter the sales profession. Her current employer would not offer her a sales position because they just didn't think an administrative assistant could sell. Jill believed she had the ability to be very good in sales and invested her own time and money in sales training. She eventually applied for a sales position at another firm and became the number one salesperson at the new firm. Jill did not wait to get good based on someone else's beliefs or dollars.
Get Going
Are you getting ready to get ready? Listen up: Perfection is highly overrated. While you are waiting to get all the research done on a prospect, perfecting your technique, or redoing your PowerPoint one last time, the salesperson that is showing up is getting the deal. Strive for perfection, but don't wait on perfection.
Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection. Learn more at www.salesleadershipdevelopment.com.
Wednesday, April 15, 2009
Sales Best Practices
We know you're constantly working to improve your sales skills, and there's no better place to start than with the basics. Sales trainer Colleen Stanley has outlined the important basic skills and traits of top salespeople - master these and you'll have a solid sales foundation.
1. Ask for Help
Average producers are not good at asking for help. This may stem from lack of confidence in not wanting to be transparent about a weakness in their selling process. Lack of asking for help may also come from not being committed to doing what it takes to succeed. If you ask for advice, people expect you to execute on the advice. Top producers, on the other hand, are confident and have no problem admitting they are not perfect. They are also committed to do what it takes to become excellent in their profession. Top producers seek out advisors and mentors. I have also noticed they are the best students during a sales training course. They bring case studies for review or call for extra coaching. Top producers understand that no one gets great by themselves.
2. Sales Activity
When I first entered the sales training profession, I had a sales coach. The first question asked during our weekly coaching sessions was, "Tell me about your sales activity plan." At first, I found this question puzzling. I was in the sale guru business. Wasn't he supposed to ask me about my ability to find "pain" on a call or uncover corporate decision-making process? This wise coach understood that the sales training business is no different than any other business. If my sales activity plan didn't lead me to prospects, it didn't matter how good my selling or training skills were...no one would ever know! Top revenue producers understand that a consistent sales activity plan is the key to finding new clients and driving revenue.
3. Eliminate Excuses
Poor producers spend most of their time discussing excuses that prevent them from making their sales goal; i.e. increased competition, problems with operations issues at the company, or the current market. Top producers invest most of their time discussing how to achieve results, how to beat increased competition, ways to improve/work around operations issues, and how to sell regardless of economic issues. Top producers live by the mantra, "We are judged only by results, not by excuses."
4. Lose Your Mediocre Friends
Remember your mom saying, "Tell me who your friends are and I will tell you what you are like." (Okay, so maybe it was just my mother.) This quote is absolutely true in sales. Tell me who you "hang" with and I will tell you what you are like. Mediocre performers like to "hang" with other mediocre performers. The bar for success is low and membership criteria is easy...expect and accept less. The weekly agenda for meetings is always predictable and preset: Bring one new excuse for discussion.
We'll be back tomorrow with more best practices from Colleen Stanley. See you then!
Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection. Learn more at www.salesleadershipdevelopment.com.
1. Ask for Help
Average producers are not good at asking for help. This may stem from lack of confidence in not wanting to be transparent about a weakness in their selling process. Lack of asking for help may also come from not being committed to doing what it takes to succeed. If you ask for advice, people expect you to execute on the advice. Top producers, on the other hand, are confident and have no problem admitting they are not perfect. They are also committed to do what it takes to become excellent in their profession. Top producers seek out advisors and mentors. I have also noticed they are the best students during a sales training course. They bring case studies for review or call for extra coaching. Top producers understand that no one gets great by themselves.
2. Sales Activity
When I first entered the sales training profession, I had a sales coach. The first question asked during our weekly coaching sessions was, "Tell me about your sales activity plan." At first, I found this question puzzling. I was in the sale guru business. Wasn't he supposed to ask me about my ability to find "pain" on a call or uncover corporate decision-making process? This wise coach understood that the sales training business is no different than any other business. If my sales activity plan didn't lead me to prospects, it didn't matter how good my selling or training skills were...no one would ever know! Top revenue producers understand that a consistent sales activity plan is the key to finding new clients and driving revenue.
3. Eliminate Excuses
Poor producers spend most of their time discussing excuses that prevent them from making their sales goal; i.e. increased competition, problems with operations issues at the company, or the current market. Top producers invest most of their time discussing how to achieve results, how to beat increased competition, ways to improve/work around operations issues, and how to sell regardless of economic issues. Top producers live by the mantra, "We are judged only by results, not by excuses."
4. Lose Your Mediocre Friends
Remember your mom saying, "Tell me who your friends are and I will tell you what you are like." (Okay, so maybe it was just my mother.) This quote is absolutely true in sales. Tell me who you "hang" with and I will tell you what you are like. Mediocre performers like to "hang" with other mediocre performers. The bar for success is low and membership criteria is easy...expect and accept less. The weekly agenda for meetings is always predictable and preset: Bring one new excuse for discussion.
We'll be back tomorrow with more best practices from Colleen Stanley. See you then!
Colleen Stanley is president of SalesLeadership Inc., a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection. Learn more at www.salesleadershipdevelopment.com.
Tuesday, April 14, 2009
Why Should I Buy From You?
Here's a challenge from sales and business coach Tessa Stowe: Tell me in 30 seconds why I should buy from you over your competition. Don't read any farther until you do this.
How did you do? Did you include any of the following in your response?
-We have been in business for x years.
-We have great support and care about our customers.
-Our products are proven, best of breed, flexible, etc.
-We are industry leaders.
-We have lots of clients.
Look back at what you said. Does your competition say any of these things as well? Be totally honest. Put a line through each item you listed that your competition would also say (whether it is true or not), because your prospect will ignore it when he or she compares you to your competition.
I'm not saying that having great support, experience, products, clients, and so on is not important and absolutely essential. I'm saying that, if your competition also says they have those things, your prospect will probably not take them into consideration when comparing you.
So, after putting a line through each "me too" item, what are you left with? What you are left with is what your prospects will see as the differences between you and your competition.
Now ask yourself:
--Do your prospects care enough about these remaining differences to choose you over your competition?
--Do these remaining differences make you the obvious choice over your competition?
--Would you choose you over your competition if these were the only differences?
--Have you been conveying these differences in all your interactions with your prospects?
If you answered "no" to any of these questions, your prospects will have to struggle to work out why they should buy from you, and you will have to struggle to make sales.
To eliminate this struggle for both you and your prospect, work out a crystal-clear answer to the question, "Why should I buy from you?"
Then, when you have your crystal-clear answer, make sure you convey all or parts of it in every interaction with your prospects - in meetings, in demonstrations, in presentations, in marketing materials, in proposals...everywhere you come into contact with prospects. Your objective is that, when you win the sale and someone asks your prospects why they chose you, their answer will be identical to your crystal-clear answer!
When you have a crystal-clear answer as to why prospects should buy from you, your enthusiasm and confidence will soar. You will be enthusiastic about helping your prospects because you will be confident in why you are absolutely the best solution for them. Enthusiasm and confidence are contagious: Your prospects will pick them up, and they will become enthusiastic and confident about working with you and becoming your client.
To work out the answer, try brainstorming first. Then ask your current clients why they bought from you. Then brainstorm a bit more. If you want to try some "out of the box" thinking, take what you perceive as your biggest weakness and reframe it so it is your biggest strength in the eyes of your prospects. For example, if you are small, how could that be a strength?
Make it a top priority to work out the answer to "Why should I buy from you?" If you do, you will make more sales faster and at higher prices.
Tessa Stowe teaches small business owners and recovering salespeople simple steps to turn conversations into clients without being sales-y or pushy. Her free monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.
How did you do? Did you include any of the following in your response?
-We have been in business for x years.
-We have great support and care about our customers.
-Our products are proven, best of breed, flexible, etc.
-We are industry leaders.
-We have lots of clients.
Look back at what you said. Does your competition say any of these things as well? Be totally honest. Put a line through each item you listed that your competition would also say (whether it is true or not), because your prospect will ignore it when he or she compares you to your competition.
I'm not saying that having great support, experience, products, clients, and so on is not important and absolutely essential. I'm saying that, if your competition also says they have those things, your prospect will probably not take them into consideration when comparing you.
So, after putting a line through each "me too" item, what are you left with? What you are left with is what your prospects will see as the differences between you and your competition.
Now ask yourself:
--Do your prospects care enough about these remaining differences to choose you over your competition?
--Do these remaining differences make you the obvious choice over your competition?
--Would you choose you over your competition if these were the only differences?
--Have you been conveying these differences in all your interactions with your prospects?
If you answered "no" to any of these questions, your prospects will have to struggle to work out why they should buy from you, and you will have to struggle to make sales.
To eliminate this struggle for both you and your prospect, work out a crystal-clear answer to the question, "Why should I buy from you?"
Then, when you have your crystal-clear answer, make sure you convey all or parts of it in every interaction with your prospects - in meetings, in demonstrations, in presentations, in marketing materials, in proposals...everywhere you come into contact with prospects. Your objective is that, when you win the sale and someone asks your prospects why they chose you, their answer will be identical to your crystal-clear answer!
When you have a crystal-clear answer as to why prospects should buy from you, your enthusiasm and confidence will soar. You will be enthusiastic about helping your prospects because you will be confident in why you are absolutely the best solution for them. Enthusiasm and confidence are contagious: Your prospects will pick them up, and they will become enthusiastic and confident about working with you and becoming your client.
To work out the answer, try brainstorming first. Then ask your current clients why they bought from you. Then brainstorm a bit more. If you want to try some "out of the box" thinking, take what you perceive as your biggest weakness and reframe it so it is your biggest strength in the eyes of your prospects. For example, if you are small, how could that be a strength?
Make it a top priority to work out the answer to "Why should I buy from you?" If you do, you will make more sales faster and at higher prices.
Tessa Stowe teaches small business owners and recovering salespeople simple steps to turn conversations into clients without being sales-y or pushy. Her free monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.
Monday, April 13, 2009
Quote of the Week
"The bad news is time flies. The good news is you're the pilot." -- Michael Altshuler
Are you working harder to squeeze in more time for prospecting calls, proposals, and meetings? If you are, great job - every little bit gets you closer to the sale. Of course, you shouldn't have to work a twelve-hour day to get it all done.
It's important to thoroughly examine your day for time-wasters. For one day, keep a notebook handy and write down what you did about every hour or so. Doing this will allow you to see time pitfalls you may not have thought of before and allow you to make adjustments so you're able to spend more time outside of the office.
Are you working harder to squeeze in more time for prospecting calls, proposals, and meetings? If you are, great job - every little bit gets you closer to the sale. Of course, you shouldn't have to work a twelve-hour day to get it all done.
It's important to thoroughly examine your day for time-wasters. For one day, keep a notebook handy and write down what you did about every hour or so. Doing this will allow you to see time pitfalls you may not have thought of before and allow you to make adjustments so you're able to spend more time outside of the office.
Friday, April 10, 2009
Keeping Your Job in an Uncertain Economy - Part 2
Yesterday we relayed sales speaker and author Jeb Blount's first three rules for holding onto your sales job in an uncertain economy. Today we'll share his last two - but keep in mind, they are excellent rules for anyone to follow, no matter their job situation.
Rule Four - Make No Enemies: Unfortunately, in most companies, non-salespeople don't like sales professionals. This dislike is motivated mostly by jealousy. The other people in your company are jealous because you work less, have a flexible lifestyle, go on the award trips, and out earn almost everyone - including top executives. Because of these feelings, your non-sales co-workers are looking for a reason to hate you. Normally this is not such a big deal. However, in a recessionary economy, you must not create enemies; and if you have enemies, do whatever you can to repair those relationships. Be flexible with demands and difficult people. Bend over backwards to accommodate. Let insults and affronts to your character roll off your back. Smile. Be polite and respectful. Stay away from office politics at all times. Never say a disparaging word about anyone because it will get back to them.
Rule Five - Have a Back-up Plan: It is always easier to find a new job when you have a job - especially if you are at the top of your game. Even in a recessionary economy top sales professionals are in demand. The proof of this are the more than 100,000 sales jobs currently listed on SalesGravy.com. Unfortunately, many people only start searching for their next sales job the day they get fired or laid-off. You must be prepared. Start by getting your resume in order - get a professional service to put it together for you if you don't have time. Post your resume on job boards where you can hide your personal information. Begin searching online to get a feel for the sales jobs that are available and which companies and industries are expanding. Build and nurture your professional network now. It will be too late if you end up on the street. Most importantly, keep your eyes and ears open. Pay close attention to the moves your company makes. Don't make any career changes in haste or in a panic. But, if after careful consideration, you feel like your demise is inevitable and you are about to be cut, take action to make a change while you are still employed.
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.
Rule Four - Make No Enemies: Unfortunately, in most companies, non-salespeople don't like sales professionals. This dislike is motivated mostly by jealousy. The other people in your company are jealous because you work less, have a flexible lifestyle, go on the award trips, and out earn almost everyone - including top executives. Because of these feelings, your non-sales co-workers are looking for a reason to hate you. Normally this is not such a big deal. However, in a recessionary economy, you must not create enemies; and if you have enemies, do whatever you can to repair those relationships. Be flexible with demands and difficult people. Bend over backwards to accommodate. Let insults and affronts to your character roll off your back. Smile. Be polite and respectful. Stay away from office politics at all times. Never say a disparaging word about anyone because it will get back to them.
Rule Five - Have a Back-up Plan: It is always easier to find a new job when you have a job - especially if you are at the top of your game. Even in a recessionary economy top sales professionals are in demand. The proof of this are the more than 100,000 sales jobs currently listed on SalesGravy.com. Unfortunately, many people only start searching for their next sales job the day they get fired or laid-off. You must be prepared. Start by getting your resume in order - get a professional service to put it together for you if you don't have time. Post your resume on job boards where you can hide your personal information. Begin searching online to get a feel for the sales jobs that are available and which companies and industries are expanding. Build and nurture your professional network now. It will be too late if you end up on the street. Most importantly, keep your eyes and ears open. Pay close attention to the moves your company makes. Don't make any career changes in haste or in a panic. But, if after careful consideration, you feel like your demise is inevitable and you are about to be cut, take action to make a change while you are still employed.
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.
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