Why Now?

June 17, 2013 By Leave a Comment

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.

One question that is often overlooked is; “Why today?”  What happened yesterday, that caused you to call (meet/talk with) me today? Why not last month or last year?  Why not next month or next year?  Why are we meeting today?

Why NowCan you see how those questions will uncover the personal motivations and reasons for them to be considering and curious about solving a problem with you today? They reached the level of frustration (emotions) that the current state of the situation is no longer acceptable and they desire (emotion) a different one.

Be warned.  Any question that begins with WHY will automatically prompt an emotion.  WHY will cause people to justify a decision or position and they may be defensive; which is why you will need to build enough trust, rapport and respect with your prospect before taking them to an emotionally level.

Any question that begins with WHY can be rephrased to start with HOW or WHAT. “What happened that caused you to reach out to me today?”  See how that is different from; “Why are you reaching out to me today?”

When you have trust established, prospects will also give you honest answers to your questions.  Prospects give two types of answers.  One puts them in the best light.  No one likes to show their warts or admit they are struggling with a problem.  They want to appear as if everything is perfect and I have my life put together better than the other guy.

The other answer is the honest one.  This one, they admit they have a struggle going on and they are comfortable being venerable with you, so you can help them change the current state.

Time is your biggest influencer and competitor.  Doing nothing is an option (most of the time).  Using time as a motivator will shorten your sales cycle and reduce the think-it-over’s you are forced to accept, because the right questions were not asked.

Build trust, uncover the motivations and urgency through the right questions – why now – so you can present specific solutions that will deliver the sales results you are looking for when the prospect is qualified.  (that’s another set of questions).

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Filed Under: Beliefs, Change, Cold Calling, Prospecting, Questioning, Rapport, Technique

What is the Goal?

June 4, 2013 By Leave a Comment

When I ask the entire sales department hierarchy, from the CEO to front line salespeople the question; “What is the goal,” the answers are not the same from everyone.  This can cause a lack of focus and collaboration from everyone trying to work together.

I recently attended a growing your business seminar with Alan Klapmeier as the keynote speaker and he defined personal success as 1) have a lot of fun, 2) make a lot of money and 3) change the world; and if you achieve 2 out of 3 you would be moderately successful.  If you only had one of them, you would have failed.  For instance, making a lot of money, but not having any fun or changing the world would be defined as an unhappy life.

Success Key

Is that your definition of personal success?  Is there anything missing?  Take time to reflect.  (I will do the same and send an update if I find something.)

Let’s look at incorporating personal success and our professional career as a salesperson or CEO and answer to the question, “What is the Goal?”  [Read more...]

Filed Under: Beliefs, Change, Cold Calling, Failure, Price, Prospecting, Technique

Not Everyone is at the Cabin

May 28, 2013 By 2 Comments

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...]

Filed Under: Beliefs, Cold Calling, Commitment, Prospecting

Three Questions Begin with One Answer

May 20, 2013 By Leave a Comment

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...]

Filed Under: Beliefs, Change, Commitment

Prospect’s Define Value by Your Commitment and Persistence

May 7, 2013 By Leave a Comment

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...]

Filed Under: Cold Calling, Commitment, Prospecting, Role, Technique

I’m a First Responder to a No Soliciting sign

April 22, 2013 By 7 Comments

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...]

Filed Under: Beliefs, Change, Cold Calling, Prospecting, Role

Differences cause wars

March 19, 2013 By Leave a Comment

I’m going out on a limb here and today I’m going to balance out the popular conviction that salespeople need to campaign on what makes them different when promoting themselves.  The question, what is your “differentiating value” may be leading you away from a sale, not towards it.

This notion that prospects make their decision on differences is a myth.  Most attributes in a decision are based on more similarities than differences.  In fact, differences infuse more risks for a prospect in making a switch or decision.
[Read more...]

Filed Under: Questioning, Rapport, Technique

Self-forgiveness begins with others

March 10, 2013 By Leave a Comment

Jack was playing center outfield during the third game of the season. He’ll be 10 this year and is starting to refine his baseball talents. It’s his favorite sport with football a close second.

In the fifth inning a pop fly was hit in his direction. He got under it, adjusted his stance, focused on the falling ball but couldn’t hold on to it and dropped it. He grabbed the ball and threw it to second base. The batter was safe.

He had a tough time letting that error go. Jack is one of the better players on the team. He commits to keeping his skills sharp with additional practices in the off season and learning by watching professional MLB players on television.

During the ride home, Jack was silent, though his team won. His father asked him what’s wrong. He just kept repeating he should have caught that pop up in the fifth. He couldn’t forgive himself.

His father reminded him of a last game they played when one of Jack’s teammates, Taylor, missed a pop up, causing the team to lose the game. Jack criticized Taylor all the way home and blamed him for losing the game. “Perhaps the withheld forgiveness that Jack held towards Taylor is the same withheld forgiveness Jack feels towards himself,” his father thought. He shared that thought with his son. Then he thought about it in his own life. [Read more...]

Filed Under: Beliefs, Change, Commitment, Failure, Potential

Time does not play favorites

March 5, 2013 By 2 Comments

Ever feel like some people have it better than you?  Whether you are Bill Gates, Warren Buffet or reading this post, one asset we all have is the same amount of time.

Everyone receives the same amount of time each day – 24 hours – with the choice to spend it as we wish.  Some may disagree with me, but I believe time is our most precious asset.  Once it has passed…it is gone. (At the time of writing this, I’ve been alive 17,112 days, none of them can get back or change.) We can only hope we will be given more time tomorrow, but time plays no favorites.  Below are 7 ways to better manage your time. [Read more...]

Filed Under: Beliefs, Change, Commitment, Failure

My boss told me I should go – oh joy!

February 25, 2013 By Leave a Comment

Before opening a seminar, I’ll hang around the registration desk to meet the audience and ask “how did you hear about the event and what made you decide to attend today?”  Two important questions will help me discover a successful source of marketing and uncover the motivation of the attendee.

Sometimes my audience attendees will say, “My boss told me I should go to this.”  At that moment, they have met their boss’ goal, but chances are that anything in their life will change is low. [Read more...]

Filed Under: Beliefs, Change, Commitment, Role
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