Are Your Results Rewarding?

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

When a Prospect Gets Upset

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…]

You Can’t Do That!

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…]

Define: Value!

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…]

Stop and Wonder

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…]

What’s A Perfect Week Look Like?

When I interview salespeople, whether they are an existing employee, or a candidate for a sales position, one of my most resourceful questions is, What’s a perfect week look like for you in your current role?

Often they will tell me “it depends.” This tells me how much of their time they are being proactive or reactive – letting other people determine how they spend their time. [Read more…]

I Was Wrong!

Last week someone came up to me at a networking event and introduction themselves and shared they first heard me present at a chamber event in 2002. I asked them what they remember from that talk, because I may have to walk some of my advice back.

Our market changes everyday and sometimes the advice I gave, is no longer true. [Read more…]

Stop Helping People!

But that’s how I describe what I do! I help people. Stop it!

When you help people. It’s like you’re up here and their down there. “Here, let me save you, you need to be rescued.” As if to say, “hey moron, you’re doing it wrong.” Ever help someone that is not as committed in solving a problem as you are? That only leads to frustration for us, right? [Read more…]

You’re Not Being Tested

He walked into my office and sat down.  I asked him, “How you doing since our last session?”  He replied with, “I’m still struggling with confidence.  I wish I saw me how others see me.  I want to earn their (prospects) respect and when they come into the store, I want them to value working with me.  I want to offer them value, so they’ll buy from me.”

I asked him, “What do you think would be of value for them?”  He answered with, “The benefits of the machine.  What it can do.  To show them I know what I’m talking about.”

He obviously had been through the standard, new hire sales training program that emphasis’ features and benefits, with a summary test on product knowledge before releasing them into the wild.  This traditional onboarding program gives him great frustration, because he is not making his numbers and the month is closing in 12 days. [Read more…]

What is it going to take to win your business?

If you must ask, “What is it going to take to win your business?” you have lost the battle.  Pack up and go home.  You need to and should know the answer to that question BEFORE you submit any proposal.

This is a sign of a desperate salesperson.  A person that needs to make quota, save their job, or save the company by making quota.  No matter the reason, value and/or profitability are absence from the equation.  Plus, you have lost control of the sales process, winning any future negotiations, or selling on value through any referrals.

The sales process is structured in a way to determine and define value.  What is most important?  What are the reasons for someone to change?  What are the risks if someone does not change? [Read more…]