Who Knows More About the Problem

Last week’s post, Whose Eggs are They? (http://mnsales.com/eggs/), generated a common perspective of the interaction between a prospect and salesperson.  Below is the comment with my reply.  If you’d like to comment, I welcome your perspective.

“I would recommend just a bit of twist on this analogy to really make it stick.  I think the comment of “we have to help our customers find their eggs” is just a slight bit off.  I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us!  It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way.  I also would not start with the consequences for not buying from me.  I would start with connecting with the customer so they know and understand that I am competent and that I have character.  Once this is established, they will trust me and as we all know, you have nothing without trust.  My two cents!”  – Rob

Thanks Rob for your comment and sharing your perspective.  With your two cents, I see two areas I’d like to touch on.  And thank you again for submitting your comment.  I’m grateful and welcome your response. [Read more…]

Commitment; Who Determines your Success?

(Below is a commencement speech delivered to the Winter 2014 graduation class at Globe University on Friday, March 21st, 2014.)

Congratulations on taking charge of your life and making the commitment to the first step in the process of change.  Change for the better.

The process of change starts with awareness – we ask ourselves, “There has to be a better way.”  When the student is ready, the teacher appears.  The next step is knowledge.  We get involved with a University and chose a program and attend class to achieve the desired major.  We acquire new knowledge and information.  Next, we apply the newly learned knowledge when we have the opportunity.  This new information gives us confidence  so we feel comfortable trying new things and stepping outside our comfort zone.  As we learn and apply, we establish a new normal which subconsciously creates a YOU! [Read more…]

Scott Plum admitted into National Speakers Association (NSA)

FOR IMMEDIATE RELEASE
Wednesday, January 2nd, 2013

Scott Plum has been admitted into the National Speakers Association (NSA) (www.nsaspeaker.org).  Plum is the President and Founder of the Minnesota Sales Institute. [Read more…]

Pilot in Command – Minnesota Sales Institute

Pilot in Command – Minnesota Sales Institute [Read more…]

Same Business – New Ways – Better Results

Our slogan; Same Business – New Ways – Better Results, can be described as follows:

Same Business – Sometimes we think if we switch companies our troubles will go away. That could be true depending on the product, service, or management, but there is a greatly likelihood the challenges you are experiencing could be relate to you and you would be taking them with you to another organization. Over time, if you don’t take responsibility for mistakes, change and growth – that you are the only one that can control – your frustration will grow and the results you are seeking will allude you no matter who your employer.

New Ways – Education is to change from within. We deliver the answers to the questions related to your quest for a better sales career. The new ways are not limited to just techniques. We identify the beliefs that are holding you back, your unexecuted behaviors and undefined goals. Nothing will change on the outside until something changes on the inside.

Better Results – Exercising personal accountability and applying the newly acquiring beliefs and behaviors will deliver the desired results you are seeking.  You are the only one that can control change in your life.  We focus on the results and reinforce a successful selling system that can be duplicated everyday.

“Hope is the having something new to try and be willing to try it.”  –Mark Sanborn

Listen to how a famous self help writer applied his hope.  Click here to listen

Minnesota Sales Institute

Alan Weiss on selling your output (Value)

The people that have a stake in the business are paid for results.  Learn how to sell the output (value) not the input.

 

define: Value

Sitting in on sales calls I hear the word ‘value’ being volleyed back and forth between the salesperson and prospect often wondering what each other thinks the definition is and if it applies here. I understand the pressure of the salesperson making their quota and the fears the prospect has of making the wrong decision. Often it can be compared to a pitcher-batter relationship with 3 balls and 2 strikes of a full count on the scoreboard and the weight of a possible win or definite loss wagered on the next pitch. If you can relate to this situation and want to remove the buying/selling pressure and make the experience a little more enjoyable for both parties involved, here are a few thoughts to consider. [Read more…]

Ken Robinson Says Schools Kill Creativity – TED Talks

What these things have in common is that kids will take a chance. If they don’t know, they’ll have a go. Am I right? They’re not frightened of being wrong. Now, I don’t mean to say that being wrong is the same thing as being creative. What we do know is, if you’re not prepared to be wrong, you’ll never come up with anything original — if you’re not prepared to be wrong. And by the time they get to be adults, most kids have lost that capacity. They have become frightened of being wrong. And we run our companies like this, by the way. We stigmatize mistakes.   See more below.  (running time 19:29)

Commitment: Professional Email Address

Nothing says commitment like yahoo.com.  Of course, I’m being sarcastic.  When you use yahoo.com as your professional, business email address you are telling your prospects, clients and customers you have not purchased a domain name and prefer to use a free service instead.  Is this how you want your prospects to interpret your commitment?   [Read more…]

What happens when the pigs don’t eat?

Wayne, a feed salesman, pulls into the yard and greets Donny, the farmer, outside his barn. He steps out of his truck and exchanges a hardy “morning” with Donny. After a few comments about the weather, Wayne asks about the new feed Donny has been feeding his hogs.20.8.04 Blythburgh Free Range PorkFree Range growers.

Last month Donny decided to start buying his feed from another salesman because its priced less. Donny says, “It’s going ok.” Wayne, reading the tone and body language from Donny, knows differently. Wayne asks, “How many bags are they going through a week?” Donny replies, “About 18.” Wayne scratches his head and asks, “You are down a few hogs?” “No”, Donny replies. The salesman reminds Donny that his hogs were eating about 25 bags of his feed and ready for market on schedule. [Read more…]