A sale is a sale, right? Not exactly, says sales trainer Mark Hunter. The level that you sell to has a big impact on the amount and quality of your sale. Read on for Hunter's take on the situation.
"Many times salespeople believe they can crack a new customer by contacting a person they already know who happens to work in a mid- or lower-level position in the company," says Hunter. "Salespeople do this believing it will be the best way to develop the customer, but in the end, all they're doing is giving away profit. The real profit in any transaction is made when the strategic value of the decision is understood. You can best understand that when you're dealing with senior level people."
"The lower you go in an organization, the more tactical the focus is and the more the individual is going to base their decision on the absolute price point. Lower and even mid-level people focus on the price as a way for them to be seen by others as being tough and shrewd. For them, they think this approach is the best way to get promoted."
"When you sell at the highest levels of the company, price point is way down on the list," continues Hunter. "The goal of senior level people is to move the company forward, either by eliminating an issue with which they are dealing or by opening up a new opportunity. In either of these situations, they will look at the strategic value and base their decision accordingly. This does not mean you eliminate all contact with mid-level or lower-level people in a company. It means you continue communication with these people to better develop your information and to better understand how the company works and how you can assist them."
"What you don't do is negotiate with low or mid-level people or provide them any price/value information. If you do, they will immediately begin to scrutinize you based on that. The conclusions they begin to draw may very easily begin to float up the organization, resulting in your proposal coming to a dead-end. The sales you can secure with the higher level executives are the best sales to go after."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
Tuesday, November 10, 2009
Monday, November 9, 2009
Quote of the Week
"It is time to make the time." -- Henry Dumas, American writer and poet
Have you been fitting in all the calls on your goal sheet? What about those prospects in the new building around the corner - have you introduced yourself yet? With the end of the year in sight and many people struggling to meet quota, it is essential you make the time to do the little things. Pushing them off for another day will just leave you scrambling come December.
Come in earlier, stay later - whatever it is, make the time now. You'll thank yourself later!
Have you been fitting in all the calls on your goal sheet? What about those prospects in the new building around the corner - have you introduced yourself yet? With the end of the year in sight and many people struggling to meet quota, it is essential you make the time to do the little things. Pushing them off for another day will just leave you scrambling come December.
Come in earlier, stay later - whatever it is, make the time now. You'll thank yourself later!
Friday, November 6, 2009
Great People Admit When They Make Mistakes
Sales trainer Bob Burg was lucky enough to have many inspirational people in his life early in his career. Today he shares a lesson he learned from one of those people - a lesson that has helped him throughout his career, and that will help you too! Here's his story:
"Dan Davis...HDH Sports!" His voice was deep and booming, and the studio microphone caused it to echo with spectacular richness. He was the sports anchor for WHDH a.m., big-time radio in Boston in the 70's and 80's. And he was really good. Also, turned out to be a great guy.
While interning at WGTR a.m. (small-time radio in my hometown of Natick, Massachusetts) as a 21 year-old wannabe sportscaster, I met Dan when we both covered the annual U.S. Pro Tennis Championship at Longwood in Brookline. I asked if I could visit him at the station some day and watch him work. He kindly agreed.
While there, he did some great teaching and provided me with many of the inside aspects of broadcasting.
But, what impressed me more than anything was the following exchange:
At one point, he told me that when conducting an interview for a story in which only one answer would be aired, to - rather than asking a bunch of questions and sorting through all the answers later in order to find the best one - simply ask one question; the one I would eventually use.
"Ahh, of course, Mr. Davis," I agreed. "I've been doing it all wrong. I've been asking a lot of questions because I haven't had the confidence to know which one I'm definitely going to use. I'll do it your way from now on. Thanks!"
He then paused, thought about it and said, "Actually, Bob, I was wrong. Eventually, after you're experienced enough, you should do what I said and ask just one question. For now though, until you have the confidence you need, keep doing what you're doing. Ask as many questions as necessary in order to get the right one."
Notice his first five words: "Actually, Bob, I was wrong."
Sure, I learned a "good" lesson in terms of asking questions.
I learned a "better" lesson in seeing a pro - a true pro and a confident and humble man – who could admit to his young "protege" that he was wrong.
Over the next 30 years, I've continued to notice; great leaders, great people, the truly confident, the real winners, not only know they make mistakes, but admit to those mistakes, as well.
What a winner. "Dan Davis...HDH Sports!"
Bob Burg is the author of "Endless Referrals," "Winning Without Intimidation," "The Success Formula," and co-author of "The Go-Giver." Learn more at his website, www.burg.com
"Dan Davis...HDH Sports!" His voice was deep and booming, and the studio microphone caused it to echo with spectacular richness. He was the sports anchor for WHDH a.m., big-time radio in Boston in the 70's and 80's. And he was really good. Also, turned out to be a great guy.
While interning at WGTR a.m. (small-time radio in my hometown of Natick, Massachusetts) as a 21 year-old wannabe sportscaster, I met Dan when we both covered the annual U.S. Pro Tennis Championship at Longwood in Brookline. I asked if I could visit him at the station some day and watch him work. He kindly agreed.
While there, he did some great teaching and provided me with many of the inside aspects of broadcasting.
But, what impressed me more than anything was the following exchange:
At one point, he told me that when conducting an interview for a story in which only one answer would be aired, to - rather than asking a bunch of questions and sorting through all the answers later in order to find the best one - simply ask one question; the one I would eventually use.
"Ahh, of course, Mr. Davis," I agreed. "I've been doing it all wrong. I've been asking a lot of questions because I haven't had the confidence to know which one I'm definitely going to use. I'll do it your way from now on. Thanks!"
He then paused, thought about it and said, "Actually, Bob, I was wrong. Eventually, after you're experienced enough, you should do what I said and ask just one question. For now though, until you have the confidence you need, keep doing what you're doing. Ask as many questions as necessary in order to get the right one."
Notice his first five words: "Actually, Bob, I was wrong."
Sure, I learned a "good" lesson in terms of asking questions.
I learned a "better" lesson in seeing a pro - a true pro and a confident and humble man – who could admit to his young "protege" that he was wrong.
Over the next 30 years, I've continued to notice; great leaders, great people, the truly confident, the real winners, not only know they make mistakes, but admit to those mistakes, as well.
What a winner. "Dan Davis...HDH Sports!"
Bob Burg is the author of "Endless Referrals," "Winning Without Intimidation," "The Success Formula," and co-author of "The Go-Giver." Learn more at his website, www.burg.com
Thursday, November 5, 2009
Selling Around the Holidays
Can you believe it's already November? Sometimes I don't know where the time goes! Today sales trainer Mark Hunter shares his advice for navigating the holidays and keeping your sales up!
"November and December are full of holidays, and every company and every employee will have variations to their sales strategy during this time," says Hunter. "Take the time now, regardless of your sales role, to lay out your calendar for the next several months. Plan right now what days you're going to be out, and what events may impede your ability to makes sales calls and follow-up on leads. Next, start getting on to your calendar those activities you know you're going to need to do to close sales before the end of the year with your current customers and prospects."
"When you start laying out dates, allow yourself time for last minute changes," continues Hunter. "In particular, allow extra time for those customers who make decisions via a committee. The last thing you want to have happen to you now is to suddenly see a 4th quarter sale not materialize until January because somebody was out of the office for a few days. Taking the time now will allow you to be more prepared for the wiggles and the shakes that will undoubtedly occur. In turn, your level of sales motivation will not be negatively impacted due to outside situations."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
"November and December are full of holidays, and every company and every employee will have variations to their sales strategy during this time," says Hunter. "Take the time now, regardless of your sales role, to lay out your calendar for the next several months. Plan right now what days you're going to be out, and what events may impede your ability to makes sales calls and follow-up on leads. Next, start getting on to your calendar those activities you know you're going to need to do to close sales before the end of the year with your current customers and prospects."
"When you start laying out dates, allow yourself time for last minute changes," continues Hunter. "In particular, allow extra time for those customers who make decisions via a committee. The last thing you want to have happen to you now is to suddenly see a 4th quarter sale not materialize until January because somebody was out of the office for a few days. Taking the time now will allow you to be more prepared for the wiggles and the shakes that will undoubtedly occur. In turn, your level of sales motivation will not be negatively impacted due to outside situations."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
Wednesday, November 4, 2009
Opportunities in a Recession
Odd concept? Not according to John DiJulius. Today business growth expert Diane Helbig shares DiJulius' "opportunities" from his keynote at the COSE Small Business Conference.
1. New revenue streams
2. Fish when the fish are biting
3. Experience wars vs Price wars
4. Less competition now
5. Back to the basics
"The way I read these he is saying that you now have the opportunity to consider other revenue streams, different target markets, and innovation," says Helbig. "With point 2 he is reminding us to pay attention to where our prospects are and when they are buying and with point 3 he is telling us to focus on the experience we provide to our clients. Create value and price will not be the top issue."
"That there is less competition now is not a question. It is an opportunity to gain market share. However, that alone will not propel your business to the top of the totem pole. You still have to provide value and service. You still have to have a worthy product or service. THIS is where we get back to basics. Remember the rules of sales and the guiding principles that help companies succeed."
"These principles are integrity, value, customer service, and giving back," continues Helbig. "Provide a quality product or service at a fair price on a consistent basis with the customer's needs in mind and you will find your company succeeding in this, or any, economy."
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
1. New revenue streams
2. Fish when the fish are biting
3. Experience wars vs Price wars
4. Less competition now
5. Back to the basics
"The way I read these he is saying that you now have the opportunity to consider other revenue streams, different target markets, and innovation," says Helbig. "With point 2 he is reminding us to pay attention to where our prospects are and when they are buying and with point 3 he is telling us to focus on the experience we provide to our clients. Create value and price will not be the top issue."
"That there is less competition now is not a question. It is an opportunity to gain market share. However, that alone will not propel your business to the top of the totem pole. You still have to provide value and service. You still have to have a worthy product or service. THIS is where we get back to basics. Remember the rules of sales and the guiding principles that help companies succeed."
"These principles are integrity, value, customer service, and giving back," continues Helbig. "Provide a quality product or service at a fair price on a consistent basis with the customer's needs in mind and you will find your company succeeding in this, or any, economy."
Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with business owners, entrepreneurs, and salespeople. Visit her website at www.seizethisdaycoaching.com
Tuesday, November 3, 2009
Plan Your Calls Like You Do Your Weekend
What are you doing this weekend? Maybe you haven't thought about it yet, or maybe you could start rattling off a list of chores and activities you'll be doing. Today sales expert Art Sobczak points out the importance of planning - do you plan your calls like you plan your weekend?
Ask yourself these questions:
On the last telephone call you made to a prospect/ customer, what was your specific objective for the call?
Did you have the opening planned so you knew precisely what you were going to say?
Did you prepare a voice mail message you were ready to deliver, velvety smooth, without hesitation?
Were your questions in order?
How prepared were you with your responses to their answers to those questions?
What was your contingency plan in case things didn't go as well as you'd like?
If, without hesitation, you rattled off answers to these questions, I'd wager you do pretty well. When people have trouble answering these questions, chances are there are "umm's" and "uh's" in their calls.
I find it curious and interesting that many people put more planning into their weekend or what they'll have for lunch, than they do their telephone calls.
Quite simply, your sales success correlates directly to your preparation. It's also the key to sounding smooth. Being a superstar in sales, particularly on the phone, is not a matter of "smiling and dialing," plowing through the names, hoping that you'll stumble into someone ready to buy.
Don't believe any trash about this being a pure numbers game. It's a QUALITY game. As I always say, the worst possible time to think of what you're going to say is as it's already coming out of your mouth.
Go back, review those questions, and be certain you can answer them for your next call, and every one thereafter. Do so, and I'm sure you'll show pleasing sales results.
Art Sobczak, President of Business by Phone, Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. Learn more at www.businessbyphone.com
Ask yourself these questions:
On the last telephone call you made to a prospect/ customer, what was your specific objective for the call?
Did you have the opening planned so you knew precisely what you were going to say?
Did you prepare a voice mail message you were ready to deliver, velvety smooth, without hesitation?
Were your questions in order?
How prepared were you with your responses to their answers to those questions?
What was your contingency plan in case things didn't go as well as you'd like?
If, without hesitation, you rattled off answers to these questions, I'd wager you do pretty well. When people have trouble answering these questions, chances are there are "umm's" and "uh's" in their calls.
I find it curious and interesting that many people put more planning into their weekend or what they'll have for lunch, than they do their telephone calls.
Quite simply, your sales success correlates directly to your preparation. It's also the key to sounding smooth. Being a superstar in sales, particularly on the phone, is not a matter of "smiling and dialing," plowing through the names, hoping that you'll stumble into someone ready to buy.
Don't believe any trash about this being a pure numbers game. It's a QUALITY game. As I always say, the worst possible time to think of what you're going to say is as it's already coming out of your mouth.
Go back, review those questions, and be certain you can answer them for your next call, and every one thereafter. Do so, and I'm sure you'll show pleasing sales results.
Art Sobczak, President of Business by Phone, Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. Learn more at www.businessbyphone.com
Monday, November 2, 2009
Quote of the Week
"Difficulty is the excuse history never accepts." -- Edward R. Murrow
How does the title "Salesperson of the Year" sound to you? Pretty good? If you want to make record-breaking sales in your company, you've got to push through the tough days and keep prospecting, keep making deals and keep your head up. Top salespeople build relationships over time, even if they feel like giving up. Become a legend in your company - keep going, even when the going gets hard!
How does the title "Salesperson of the Year" sound to you? Pretty good? If you want to make record-breaking sales in your company, you've got to push through the tough days and keep prospecting, keep making deals and keep your head up. Top salespeople build relationships over time, even if they feel like giving up. Become a legend in your company - keep going, even when the going gets hard!
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