Not Everyone is at the Cabin

How many people go to the cabin every week during the summer?  I don’t know the answer and I’m guessing it would be hard to know for sure, but I’m positive not everyone does.  Businesses are still open, people are still working, budgets are being determined and spent, challenges continue to exist and problems need to be solved. [Read more…]

I’m a First Responder to a No Soliciting sign

Last week I made a visit to my neighborhood mobile phone carrier’s retail store and noticed a ‘No Solicitors’ sign in the window.  This gave me pause before entering.  I thought – “I’m a Solicitor, what’s wrong with me.  Why don’t they want me to come in?”

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I peered through the glass like a school boy at a peep show, wondering what is going on inside that I was forbidden to see.  Others inside the store began to look at me and I finally mustered up the guts to pull the door open and walk in.

I stopped as everyone looked at me and said, “I saw the No Solicitors sign.  I’m a salesman.  I sell for a living.  What do you folks do behind the counter?  Are you salespeople?  Can I come in?”  [Read more…]

Why Won’t They Return My Call?

Probably the most asked question when discussing frustrating situations for salespeople.  My response is; “Why?  Why should they return your call?  What’s in it for them?”

You had a conversation with them.  They asked you some questions.  You asked them some questions.  But did you uncover and help them discover their reasons to take another step in the sales process towards their desired outcome?  Let me stress – their reasons – to continue – not yours.

Prospects are motivated to act based on their reasons, not yours.  They are selfish that way.  And they should be.  They are guarded, cautious, protective, defensive, offensive and skeptical.  More importantly, they are cheap, frugal, tight, and prudent.  All of which can work towards your advantage, if you position yourself correctly.  Let me explain, but first, ask you a question. [Read more…]

Commitment > Consequences

Success is only possible when you have a greater commitment to achieve the goal than the consequences you will experience if you fail.  Do you know the consequences if you fail?  Are you willing to accept them?  If you cannot live with them, your commitment is the means of overcoming them.

Commitment is transferable in all roles of your life.  Commitment to play the role of a husband or wife, mother or father, salesperson or sales manager.  And there are consequences of failure in every role. [Read more…]

7 Words to Remove From Your Sales Vocabulary

Will Rogers said, “You never have a second chance to make a first impression.”  Often salespeople can use one seemingly innocent word that immediately defines a conversation as a sales-pitch and triggers the defensive shields of suspicion in the prospect.  Words have meaning and we want to make sure the words we use as content accurately represent our desired intent.  Just as important, words hold different meanings and significance based on one’s past experiences.  If we use one of these “trigger” words, we could easily insult a prospect and devalue the service we provide.  Here are the 7 in no particular order: [Read more…]

Prospects Define Value by Your Commitment and Persistence

Lately I’m hearing a lot of salespeople say they call prospects, leave messages and they never call them back.  Most times the prospect doesn’t answer the phone.  In an age where every phone has Caller ID it is a split second decision is quickly ignore the interruption.  When this is true most of the time, we want to ask ourselves, “Why?”

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The strongest influence in personal behavior is weighing the consequences of any action.  What are the consequences of answering the phone or returning a voice mail message of any unknown person?  Another factor in determining what we do and don’t is fear.  Combine those two and here is what the prospect is thinking; “I don’t know this person; I don’t know why they are calling; I’m busy; I’m afraid if I answer, I’ll never get that time back; and if I avoid it, it will go away.”  And guess what, you do.  You stop calling.  The prospect was right! [Read more…]

When They Say NO!

Most salespeople will admit they don’t like hearing a “No” from prospects during the sales process. There is a small sting of rejection that is hard to accept with a lingering sense of discouragement. This is not uncommon and if you feel this way, you are not alone. [Read more…]

What Makes You Think I Need Your Help?

There are two types of answers prospects will give a salesperson.  One will position them in the best light, which means they will not share their ‘warts’ or problems with you.  Tough to work with anyone that is not completely honest with you.  The other one is when they are upfront about the challenges and struggles they are facing.  The one the prospect uses is decided by the way the salesperson positions themselves at the beginning of the conversation. [Read more…]

Top 7 Mistakes Salespeople Make on LinkedIn

LinkedIn is like most business tools and sales techniques.  They are only as good as you use them.  And they want to be used.

Below are the top mistakes salespeople make when attempting to build credibility and demonstrate their professional commitment to their sales career, employers, clients and the marketplace.  All are possible with the free version of LinkedIn and you can start applying them today.

Attend our Workshop on Thursday, April 24th at the Better Business Bureau from 8:30 to Noon.  For more information  → CLICK HERE [Read more…]

Why Now?

It is common knowledge that people buy emotionally and justify the purchase intellectually.  And people will buy based in their reasons, not the salespersons; which is why you will want to focus your conversations on them, rather than yourself.

Rule #1 in sales is; “It’s about them.”  It is about their needs and wants, not what you have and offer.  When you focus on them, you will ask more questions, while you focus on listening.  You will let them talk and tell you their story.  People love to talk about themselves.  Let them be the storyteller, again, while you listen. [Read more…]