Bad things happen - but it's your choice how you react to them - and therefore, your choice what comes next. Today, sales trainers The Whetstone Group share a story that shows the power of choice.
Problem: This was Phil's one-year anniversary, although it was an anniversary most people would just as soon forget. Phil was a business consultant who was proud of maintaining long-term business relationships with his clients. Exactly one year ago to the day Phil had experienced the culmination of the worst month of his business career. That day Phil had taken a call from a long time client who regretfully informed him that his company's services were no longer needed; the third such call he had received in the past month. He was devastated, and very confused about what was going on. He had worked hard to develop these business relationships and being fired was tough. Then he reacted the way so many in similar circumstances have; he went into a tailspin. He tanked. He started spending his time worrying about his business and commiserating about his bad fortune. For the next several months, things just got worse.
Analysis: Phil let unfortunate circumstances get the best of him. He suffered from a processing failure. He had a choice and picked the wrong one. He saw the loss of three major clients as a failure on his part and made the decision to let it affect him negatively. Instead, he could have learned a lesson from the experience.
Prescription: It's your choice how you process events that happen to you. Do you see things as problems or opportunities? Phil's story continues.
During the holidays, Phil was at a party and spent some time with Steve, who five years before had encountered a similar situation in his business. Steve told Phil that the temptation to feel sorry for himself was very strong, but he chose another option. Steve said that the loss of business he had suffered had caused him to take a long, hard look at the way his company treated their clients. He discovered an alarming trend. Many of his clients had begun to feel like they were being taken for granted. When this was discovered, Steve immediately implemented a customer appreciation and retention program, which quickly reversed the trend. Since then, his company's sales and profits exceeded industry standards and his company was recognized as the market leader in customer satisfaction.
Giving up and feeling sorry for yourself is the easy way; it takes no talent. The Chinese symbol for adversity contains the symbol for opportunity. Therefore, adversity brings opportunity. Look at the adversity as a learning opportunity. Pick something up when you fall down. There's always a lesson, if you look for it. Learn from it and move forward.
Whetstone Group is a sales process improvement company that focuses on helping companies implement a proven sales process that will increase sales, shorten the selling cycle, increase closing rates, and improve margins. Learn more at www.whetstonegroup.com
Tuesday, March 9, 2010
Monday, March 8, 2010
Quote of the Week
"If you want the rainbow, you've got to put up with the rain." -- Dolly Parton, Singer
Sometimes the days just stink. It's the way it is. You're late for a meeting, the copier jams, you spill coffee on your shirt, or your boss is in a foul mood and making sure everyone knows it. When these days come, just hold your breath and get through it. Better days are just around the corner, and if you're patient, you'll see the good side of things again soon!
Sometimes the days just stink. It's the way it is. You're late for a meeting, the copier jams, you spill coffee on your shirt, or your boss is in a foul mood and making sure everyone knows it. When these days come, just hold your breath and get through it. Better days are just around the corner, and if you're patient, you'll see the good side of things again soon!
Friday, March 5, 2010
Create Immediacy to Generate an Emotional Response
Make it personal, make it meaningful! This tip from communication expert Dianna Booher is great advice, not only for your business, but for every aspect of your life.
If you are a single adult reading a news story about a teenager killed on a motorcycle because he wasn't wearing a safety helmet, you may feel sorry, shake your head, and continue reading. However, if you just bought your 18-year-old a motorcycle and had an argument with him or her about the importance of wearing a safety helmet, you probably will tune in a little closer to the statistics to find out how you can convince your son or daughter to wear a helmet.
Bring your presentation issue as close to home as possible. Make your audience see, hear, touch, and feel the situation.
If the members of your management team hear about the low unemployment rate on the news, they will have a general awareness of the difficulty of retaining competent employees. However, if you cite the 38 percent increase in employee turnover at your Detroit plant, adding that the company's rehiring and retraining costs hit the half-million mark for the past year, these managers will quickly see the urgency of the employee-retention problem.
Whether you are talking about money, management, or marital problems, appeal to your listeners emotionally. Then supply the information to help them justify their decisions logically.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
If you are a single adult reading a news story about a teenager killed on a motorcycle because he wasn't wearing a safety helmet, you may feel sorry, shake your head, and continue reading. However, if you just bought your 18-year-old a motorcycle and had an argument with him or her about the importance of wearing a safety helmet, you probably will tune in a little closer to the statistics to find out how you can convince your son or daughter to wear a helmet.
Bring your presentation issue as close to home as possible. Make your audience see, hear, touch, and feel the situation.
If the members of your management team hear about the low unemployment rate on the news, they will have a general awareness of the difficulty of retaining competent employees. However, if you cite the 38 percent increase in employee turnover at your Detroit plant, adding that the company's rehiring and retraining costs hit the half-million mark for the past year, these managers will quickly see the urgency of the employee-retention problem.
Whether you are talking about money, management, or marital problems, appeal to your listeners emotionally. Then supply the information to help them justify their decisions logically.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
Thursday, March 4, 2010
Are You Hiding Behind Email?
Email is a wonderful convenience for salespeople today - but it could be costing you sales if you're using it as your sole means of communication. Branch out and get a little more personal - pick up the phone! Read on for more from sales trainer Mark Hunter.
If you have a doubt about something (an order, a customer need, etc.) and you need clarification, pick up the phone and call. Don't hide behind an email.
Why is it so hard to pick up the phone and call? We're in sales and yet for some reason, too many salespeople have come to believe that using a telephone to talk to someone is not necessary to be successful. What concerns me the most is when salespeople believe there's a problem of some sort with the customer or they might be a little difficult to handle on the phone, so instead of calling, they send an email.
Don't hide behind an email. Make the phone call. I prefer this for a couple of reasons. First, it shows initiative and that you're willing to be pro-active. Second, if you do reach the person on the phone, you may just find out some very important information that will help you a lot. Finally, even if you do reach their voice mail, you can leave them a message that you tried to reach out to them. Again, this shows initiative.
Sometimes, the best thing you can do is pick up the phone and call. The more you use this technique appropriately, the more you will gain the confidence of your customers.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
If you have a doubt about something (an order, a customer need, etc.) and you need clarification, pick up the phone and call. Don't hide behind an email.
Why is it so hard to pick up the phone and call? We're in sales and yet for some reason, too many salespeople have come to believe that using a telephone to talk to someone is not necessary to be successful. What concerns me the most is when salespeople believe there's a problem of some sort with the customer or they might be a little difficult to handle on the phone, so instead of calling, they send an email.
Don't hide behind an email. Make the phone call. I prefer this for a couple of reasons. First, it shows initiative and that you're willing to be pro-active. Second, if you do reach the person on the phone, you may just find out some very important information that will help you a lot. Finally, even if you do reach their voice mail, you can leave them a message that you tried to reach out to them. Again, this shows initiative.
Sometimes, the best thing you can do is pick up the phone and call. The more you use this technique appropriately, the more you will gain the confidence of your customers.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Wednesday, March 3, 2010
Words Matter When It Comes to Getting Clients
What you say matters - as much as how you say it! Just take the advice of sales trainer Cheryl Clausen, and change your words - to change your sales!
The words you use and the way you use those words has a big impact on your ability to get clients. The words you use may leave a potential client flat, turn a potential client off and end the conversation, or...
When you use the right words in the right way those words can:
--Evoke curiosity
--Open a conversation
--Generate interest
--Spark questions
--Make a positive impression
When the U.S. Hockey team, a rag tag group of amateurs and collegiate players; took the gold from the Soviet team, considered the best hockey team in the world, in the 1980 Lake Placid, NY Winter Olympics Sports Caster Al Michaels could have simply said, "and the U.S. wins gold."
Those words would have conveyed the end result in an accurate and truthful manner. There would have been no flaws in his phrasing their win in that manner. Yet Al Michaels said...
"Do you believe in miracles? YES!"
What a tremendous difference in the impact those words had on the audience. Those simple words said it all in such an inspirational and quotable manner that even 30 years later this quote is one of the most often repeated quotes in the history of Sports Casting.
Al Michaels might have been lucky when he blurted out those words. Yet, with his countless hours experience as a Sports Caster he has had a lot of practice at using words and phrasing things for a powerful impact.
What might happen in your business if you chose your words carefully and paid close attention to phrasing?
Might you start to gain appointments easily? Would it be easier to help potential clients understand why they want to become clients now?
You have experience and knowledge in the service you provide. Perhaps you could benefit from a little help with the words that convey your message.
Cheryl Clausen, the Increase Sales Coach, works with clients in all areas of sales and marketing - to increase your sales. Learn more and discover the "7 Secrets Top Producers Know That You Can Put to Use in the Next 9 Days" at www.increasesalescoach.com
The words you use and the way you use those words has a big impact on your ability to get clients. The words you use may leave a potential client flat, turn a potential client off and end the conversation, or...
When you use the right words in the right way those words can:
--Evoke curiosity
--Open a conversation
--Generate interest
--Spark questions
--Make a positive impression
When the U.S. Hockey team, a rag tag group of amateurs and collegiate players; took the gold from the Soviet team, considered the best hockey team in the world, in the 1980 Lake Placid, NY Winter Olympics Sports Caster Al Michaels could have simply said, "and the U.S. wins gold."
Those words would have conveyed the end result in an accurate and truthful manner. There would have been no flaws in his phrasing their win in that manner. Yet Al Michaels said...
"Do you believe in miracles? YES!"
What a tremendous difference in the impact those words had on the audience. Those simple words said it all in such an inspirational and quotable manner that even 30 years later this quote is one of the most often repeated quotes in the history of Sports Casting.
Al Michaels might have been lucky when he blurted out those words. Yet, with his countless hours experience as a Sports Caster he has had a lot of practice at using words and phrasing things for a powerful impact.
What might happen in your business if you chose your words carefully and paid close attention to phrasing?
Might you start to gain appointments easily? Would it be easier to help potential clients understand why they want to become clients now?
You have experience and knowledge in the service you provide. Perhaps you could benefit from a little help with the words that convey your message.
Cheryl Clausen, the Increase Sales Coach, works with clients in all areas of sales and marketing - to increase your sales. Learn more and discover the "7 Secrets Top Producers Know That You Can Put to Use in the Next 9 Days" at www.increasesalescoach.com
Tuesday, March 2, 2010
What's Holding Them and You Back?
After yesterday's quote, this article seemed very fitting. Is it time to take a step back and reassess your expectations - and your mindset? Sales trainer Adrian Miller explains.
The economy remains slow, existing customers are still reluctant to buy, and new business seems to be virtually absent. Are these really the problems? Or is it simply self-inflicted inertia? Almost always, when a salesperson is not successful, sluggishness and inactivity are the primary causes.
The recession has definitely caused many inert salespeople to give up. Not so many years ago, when the economy was thriving, many so-called "professionals" only needed to do the bare minimum to make their quota or achieve their performance goals. These are exactly the same people who are now complaining that they are victims of the recession. Perhaps, they are more victims of their own inability to be proactive.
Customers are still reluctant to buy and many are just as plagued by the same inertia as your fellow salespeople who are twiddling their thumbs and complaining.
However, there are ways to jump start your prospects and your sales by taking these movement-making steps:
Uncover Their Obstacles
Do you know the real reasons why your prospects aren't saying yay or nay? It's your responsibility to uncover the root causes of their inertia. Are they not budging because they have been burned in the past? Do they not have money? Is the person you're selling to not the decision-maker? Without this information, you'll be hard-pressed to overcome their indecision.
Restate Benefits
Often times, a sale isn't made because a salesperson doesn't clearly communicate the benefits of their product or service. This isn't the same thing as spouting out features. It's understanding your prospect and telling them clearly why their life will be better with what you are selling.
Provide Compelling Testimonials
Prospects will always feel more comfortable if they can read customer stories that are relevant and timely. Have readily available case studies, customer quotes, and references that you can give those who are sitting on the fence and unable to make a decision. One good testimonial can make all the difference.
Be Persistent
Stop complaining and just get out there. Make calls and visits. Follow through with enthusiasm, and stay focused on making those sales. Don't let yourself be overcome by the inertia that is affecting those around you, and you'll find that the economy is only as bad as you make it.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
The economy remains slow, existing customers are still reluctant to buy, and new business seems to be virtually absent. Are these really the problems? Or is it simply self-inflicted inertia? Almost always, when a salesperson is not successful, sluggishness and inactivity are the primary causes.
The recession has definitely caused many inert salespeople to give up. Not so many years ago, when the economy was thriving, many so-called "professionals" only needed to do the bare minimum to make their quota or achieve their performance goals. These are exactly the same people who are now complaining that they are victims of the recession. Perhaps, they are more victims of their own inability to be proactive.
Customers are still reluctant to buy and many are just as plagued by the same inertia as your fellow salespeople who are twiddling their thumbs and complaining.
However, there are ways to jump start your prospects and your sales by taking these movement-making steps:
Uncover Their Obstacles
Do you know the real reasons why your prospects aren't saying yay or nay? It's your responsibility to uncover the root causes of their inertia. Are they not budging because they have been burned in the past? Do they not have money? Is the person you're selling to not the decision-maker? Without this information, you'll be hard-pressed to overcome their indecision.
Restate Benefits
Often times, a sale isn't made because a salesperson doesn't clearly communicate the benefits of their product or service. This isn't the same thing as spouting out features. It's understanding your prospect and telling them clearly why their life will be better with what you are selling.
Provide Compelling Testimonials
Prospects will always feel more comfortable if they can read customer stories that are relevant and timely. Have readily available case studies, customer quotes, and references that you can give those who are sitting on the fence and unable to make a decision. One good testimonial can make all the difference.
Be Persistent
Stop complaining and just get out there. Make calls and visits. Follow through with enthusiasm, and stay focused on making those sales. Don't let yourself be overcome by the inertia that is affecting those around you, and you'll find that the economy is only as bad as you make it.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm delivering sales training and executive-level business development consulting. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
Monday, March 1, 2010
Quote of the Week
"High expectations are the key to everything." -- Sam Walton
What are your expectations for your sales this month? What about this year? If you haven't already done so, plan out where you'd like to be each month - and be sure to aim high!
If you set a goal that's small and easily attainable, how motivated will you be once you reach it? Will you keep going, or take some time off because you feel accomplished? The more you push yourself and the more you expect from yourself, the more money you'll make!
What are your expectations for your sales this month? What about this year? If you haven't already done so, plan out where you'd like to be each month - and be sure to aim high!
If you set a goal that's small and easily attainable, how motivated will you be once you reach it? Will you keep going, or take some time off because you feel accomplished? The more you push yourself and the more you expect from yourself, the more money you'll make!
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