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…]

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? [Read more…]

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…]