Selling is Your Reputation in Action

CLICK HERE FOR THE SLIDES

11-10-2020 — Club E will be joined by Scott Plum, President, Minnesota Sales Institute

Creating a sales culture starts at the top. Company leadership defines the sales culture – every day – by what they are willing to tolerate from the sales channel. Every day we can proactively focus on our goals or by reacting and waiting for someone else to do something.

CLICK HERE FOR THE SLIDES (The slides are a little blurry)

Learn how to create a strong value-proposition that positions your company as the best value and not the lowest price. There is difference of leading and competing.

If you are a business owner, sales manager or salesperson, this event will deliver the elements of leading with reputation, managing by creating experiences and selling to create customer advocates.

Scott Plum is the President of the Minnesota Sales Institute and facilitates most of the classes taught. He started his selling career in 1987 and since then he has been sharing the skills and techniques he learned. His goal for students is to “inspire growth and change in your presence and have it last and continue in his absence.

He is Professor Plum and host of the podcast “What Salespeople Need to know About Selling” and co-host of the weekly podcast “Get in the Door Podcast.”

He published the book; Taking Off Into the Wind – Creating Lift Out of Life. This book is written for the person who is a salesperson – the human being before the human doing. A salesperson of someone that has an Impact on the Experience and an Influence in the Outcome.

He served as the Vice President of the National Speakers Association – Minnesota Chapter, as President of the Sales and Marketing Executives of Minnesota and President of the Professional Sales Association.

Scott’s Social Media: LinkedInFacebookTwitterYouTube

You Don’t Need to Educate Your Prospects

At the beginning of class I usually ask the question, “What is the goal of your sales call; whether it is on the phone or in person?”  I always hear someone say, “I need to educate my prospect.”  I replied with “Educate them on what?”  They say, “On my products, our services, the company, my experience.”  “Is that where you want the focus during the rest of the meeting – on you?” I response.  “Well, they need to know what I offer in order for them to buy from me.” They say.  “And that’s your goal of the sales call?”  “Yes,” they reply. The problem what that is… [Read more…]

Who gets paid more; Educators or Entertainers?

I think we all know the answer to that question. Its probably aligned with how we spend our time and money. This is an example of human motivation and how we buy. How we purchase items and where we spend our money.

The point I want to make is we are more motivated to seek emotional entertainment then intellectual information. We’ve all heard the saying, “People buy emotionally and justify it intellectually.” And we spend more money on how we want to ‘feel’ versus what we want to ‘know.’
Artists, as entertainers, are paid to change how we feel. Keep this in mind when you are working on influencing a decision or convincing somebody to do something.

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Whose Easter Eggs are They

Bed time was the usual time of 8 o’clock for the kids, though they did not fall asleep quickly.  Tomorrow is Easter Sunday with the traditional Easter egg hunt in the morning before Church.  The parents were ready with eggs filled with candy, dollar bills and small gifts.  They would have to wake up before the kids so they could hide the eggs in the backyard.  All was ready and off to bed the parents went.

The next morning the parents awoke before the children and quietly snuck out to the backyard.  They hid some eggs under the big evergreen tree, a few next to the swing set legs, a couple under the trampoline, one in a tree and some along the fence.  They counted 24 the night before and all were placed for the kids to hunt for and discover. [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…]

Stop Helping People!

This title causes most people to flinch and reread it.  They react with, “but that’s how I describe what I do.  I help people.  I help companies.”  I response with, “Stop it!“

What makes you think they want your help?  What makes you think they need your help?  Why not someone else?

Helping people that don’t see a problem is being assumptive.  What upsets prospects the most is assumptive salespeople.  Don’t assume people have problems.  It is insulting.  They certainly don’t want other people pointing out their problems.  Especially a salesperson off the street, they never met.

Start working with people.  Get on the same side of the table with them and fight with them against a problem or towards a desired goal.  Here are three reasons why: [Read more…]

Be a Problem Finder!

See, prospects are buying on value, not price. Salespeople think prospects are buying on price, so the right away selling on price, price, price, and then I go, who’s turning your product into a commodity? Me, the prospect you’re leading with price. So you’re telling me I should buy from them. So if somebody else comes in the door and they’re offering your same product for fifty cents less, you’re telling me I should buy it from them? [Read more…]

VIDEO: Growing Revenue and Increasing Profit


Presented a luncheon workshop on Tuesday, January 29, 2019
at the Minneapolis Club [Read more…]

Get Outside your Comfort Zone

In negotiation, the more information you have, the better position you’re in. The greater leverage. Same thing when it comes to sales. Prospects know this so they withhold information, don’t share it with the salesperson, and then they’re in control. The prospects are in control and the salesperson is scrambling. Because the first time they had a conversation with them, there wasn’t enough engagement.

Stop Hoping, Trying and Helping

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! [Read more…]