Stop Hoping, Trying and Helping

January 12, 2019 By Leave a Comment

Imagine you are checking into a hotel and the front desk clerks says, “We hope you enjoy your stay.” As if to really say, “We haven’t done anything special for you, even though we knew you’re staying with us. We just hope, by luck, you are satisfied.” Really!

How about we say, our goal is for you to enjoy your stay while you are visiting us. We have taken special care in preparing your room along with all the other amenities in the hotel. Please let us know if there is anything you need. Now that’s proactive!

Hoping is not making a commitment!

Or salespeople are saying, We’re trying to fix something, trying to sign-up more members, or trying to deliver a solution by a specific deadline. Remove trying and the sentence sounds like you are making a promise.

Trying is not making a commitment!

Here, let me help – assumes someone can’t do something without you. You are rescuing them. Saving them. You’re up here and their down here.

Let me take over, take control. This is the prospects greatest fear – losing control – and we deliver the nightmare – every day.

When its one-sided – Helping is not making a mutual commitment. Both need to commit. Working together

I’m Scott Plum with the Minnesota Sales Institute. Thanks for this time together. I look forward to our conversation.
612-789-5700
http://www.mnsales.com

Filed Under: Beliefs, Change, Commitment, Failure, Role, Word Prohibition

Are Your Results Rewarding?

November 4, 2018 By Leave a Comment

Are your actions rewarding? Are you moving ahead. Think about where you are and where you want to be. Are your actions taking you there? If not, what has to change?

What resources do you need? We heard and know there are no short cuts and these days, there is no longer a clear winner. Here are three points to keep in mind on improving your results:

1) Success will be defined by who you are talking with and what you are saying. Talking to the wrong people will not create success. Know who you need to talk with.
2) What does a perfect week look like? If you don’t decide how to invest your time – someone else will spend it. Know where to invest your time.
3) What problems do you solve? If you don’t know what they look like – you won’t find them. Know what problems you solve and which ones you don’t. Either you are making every proactive effort to progress or waiting for someone else to make their move.

If we don’t take action – every day – we are only waiting to be part of someone else’s plan.
I’m Scott Plum with the Minnesota Sales Institute. Thanks for this time together. look forward to our conversation.

Scott Plum
612-789-5700
http://www.mnsales.com

Filed Under: Beliefs, Change, Potential, Prospecting, Role

Process of Change

September 17, 2018 By Leave a Comment

https://mnsales.com -So you look at a salesperson changing. It’s the same process as a prospect changing. We go through the same process and the first is awareness, so we are scratching our head as individuals, and feel frustrated? Why do I feel like something’s not working like it should? And then we get the second step, which is [Read more…]

Filed Under: News

When a Prospect Gets Upset

September 12, 2018 By Leave a Comment

I’m curious. Tell me more. So then you know the salesperson that asks another question and listens for the right followup question, and here’s where these followup questions get more emotional and here’s where the salespeople start backing off. [Read more…]

Filed Under: Change, Prospecting, Questioning

How to Sell Above the Budget

September 10, 2018 By Leave a Comment

I’m kinda guessing that when it comes to this decision, that the price or the investment is going to be a factor. Is that safe to say? Yeah, to make sure that I’m talking about the same thing, what kind of budget or range are you looking at?  Because I don’t want to be introducing anything that is higher than that budget.  If I give you something and it’s outside the budget, then it’s gonna feel like I might’ve misled you by sharing something that’s not within the budget. So do you mind sharing me, with kind of the range are you thinking.  And I’m okay with a range. [Read more…]

Filed Under: News

You Can’t Do That!

September 4, 2018 By Leave a Comment

http://www.mnsales.com – Watch me. That’s what a prospect is saying when a salesperson says you can’t do that. Or we share our product or service will ‘allow them to’…really, the prospect is saying. You are going to give me permission to do something I want. I need your approval to proceed. [Read more…]

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

Define: Value!

August 20, 2018 By Leave a Comment

Value in one of three parts to this equation; Cost minus price equals value. Too often salespeople talk about price, without understanding the cost and consequences of inaction. What’s worst is prospects don’t know them either. Then salespeople talk about solutions. “We have the greatest products on earth,” when the need has not been defined, and the impact of inaction, has not yet been discovered. [Read more…]

Filed Under: Change, Cold Calling, Prospecting, Questioning

Stop and Wonder

August 19, 2018 By Leave a Comment

Sometimes complacency can be interpreted as comfort or boredom.  This contentment will prevent change (and growth) and inhibit anxiety without exerting much energy.  Some people may welcome the predictability of the day, until something changes around them, outside their control that requires them to act without the skill, knowledge or experience needed to be proactive and able to manage the circumstances that will guarantee a favorable outcome.  Somehow they took a pause on life’s highway while everyone else kept moving.  [Read more…]

Filed Under: Change

I’m Kit Welchlin

August 6, 2018 By Leave a Comment

http://www.mnsales.com — No I am not. If you know Kit, you know I’m not him, and if you know me, you know I’m not Kit.

Every person is different, and no matter how hard I try to be like Kit, I can only be me. But Kit and I do follow the same process when getting hired and have the same goal, afterwards – to deliver results. [Read more…]

Filed Under: News

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #303

August 3, 2018 By Leave a Comment

SHOW NOTES:

This week the “Professor” and I tackle Chapter 3 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic.  [Read more…]

Filed Under: News
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