Buying is emotional; selling should not be. This does not mean that you don’t present with conviction, and occasional enthusiasm when appropriate. Once you become emotionally involved in your sale, it becomes difficult to see the situation clearly. Emotion fogs clarity. A common occurrence is to get excited and start counting dollars when a prospect says they like something about your offering. Instead of jumping to an early assumption that this is a likely sale, clarify what they like. Ask gain questions instead. For example, “That is good to hear, how do you see this helping you?” or “How much do you think this would benefit your situation?” [Read more…]
It happened. I’m in a rut. A bit ironic, because I teach a full-day workshop called From Rut to Strut. Now I need to practice what I teach.
Let me share more about my state. I’m busy! Never been busier. But I’m not growing. As a person, I am not growing. And as a business, I am not growing. [Read more…]
Starting a journey begins with a desire of wanting and believing you deserve more or you decide to no longer accept the current status of your life. Some steps will not be easy and you will often be tested and challenged. Growing takes a strong commitment; enough to overcome all adversity. A determined focus will prevent distractions from your goal. As you begin this quest, ask yourself the following three questions. [Read more…]
The summer of 2010 I took the StrengthFinders™ test and found my top strength was Learner. This means I feel strong when I’m learning (I also have Responsibility, Intellection, Empathy and Connectedness). As a Learner, I enjoy reading business and self-development books and have found a conflict in the advice from two positions. The conflict is in the mixed message of “Taking Action” and “Delaying Gratification.”
One position is taking action and getting started. This has always been my axiom from Og Mandino as he stresses it in Scroll IX, “I will act now” from his book the “Greatest Salesman in the World.” Supporting this position is David J. Schwartz in his book, “The Magic of Thinking Big” as he writes in chapter 10; “The way to combat any kind of fear is action.” [Read more…]
We define our reality of a situation based on our past experiences, judgments, internal beliefs and bias. All mixed together and weighed differently, we create our perception. No two realities are the same.
But is our perception of reality true? It’s real? Yes. No one can take away your reality. But what’s real, may not be true. That is the questions we need to consider as we encounter new situations.
Below is a list of assumptions that may be part of our reality, and should be given a second thought to determine if they are true. Be conscious of them as we engage with others.
1) Prospect will only buy from me if I have the lowest price. If the prospect is making their decision on the lowest price, and not dealing in commodities, they are probably not talking to a salesperson, they are probably buying off the Internet. Salespeople add value to the purchasing process. And that is a benefit salespeople often forget when fighting a prospect on price. Prospects mask their vulnerability and lack of knowledge by putting up a front of buying on price. Prospect are guarded and their own skepticism and misconceptions prevent them from being open-minded and learning more about what makes a product different and the impact of that difference to them. [Read more…]
In the mid-1930s, Alan H. Monroe developed a pattern for persuasive messages that has become something of a standard because of its effectiveness. It is both logically and psychologically sound. It is known as the motivated sequence. It is explicitly designed to move an audience to action. [Read more…]
- Do the means justify the ends? Too often we focus on the outcome and lose track of the process. Remember your math teacher from 4th grade that always wanted you to show your work? You found the answer, but what they really wanted was to make sure you understood the process. When you focus on the process, the outcome is predictable. Over time you improve the process and the outcome improves.
- What are you known for? This is your brand, your reputation. It is also the topic-zone you work in. Think of 5 buzzwords that describe your business. I use sales training; sales seminars; sales workshops; sales coaching; and sales development. All related to sales. Sometimes I’m invited, and tempted, to present on other topics. I need to pause and focus on what I’m known for. If I stray and attempt to deliver something else, that I’m not as strong in, my reputation will take a hit and I will feel like I didn’t deliver the results I intended. [Read more…]
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?”
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…]
Hiring salespeople from your competition may seem like a great idea, but there are many drawbacks if this is your organization’s hiring strategy.
Wouldn’t it be great if we could plant a few seeds in the ground, fertilize them, water them and a great salesperson would grow right before our very eyes? This is truly a flight of the imagination, but it is a plan often followed by business owners and sales management in their pursuit to find great sales talent. Instead of growing their own, they try to steal from their competitors. Why not? They often think that their competitor is much better at growing a sales organization than they are. They will grab some sales talent from their competitor’s sales team and enjoy great sales success.
When do you think your competition begin building a better sales organization than yours? [Read more…]
Last week’s post, Whose Eggs are They? (http://mnsales.com/eggs/), generated a common perspective of the interaction between a prospect and salesperson. Below is the comment with my reply. If you’d like to comment, I welcome your perspective.
“I would recommend just a bit of twist on this analogy to really make it stick. I think the comment of “we have to help our customers find their eggs” is just a slight bit off. I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us! It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way. I also would not start with the consequences for not buying from me. I would start with connecting with the customer so they know and understand that I am competent and that I have character. Once this is established, they will trust me and as we all know, you have nothing without trust. My two cents!” – Rob
Thanks Rob for your comment and sharing your perspective. With your two cents, I see two areas I’d like to touch on. And thank you again for submitting your comment. I’m grateful and welcome your response. [Read more…]