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…]

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…]

I Can Save You Money!

Ever have that salesperson call on you.  How do they know!  They don’t know anything about me.  How much I’m spending, why I’m spending it there, what else I’m buying, etc.

It’s insulting to tell someone you can save them money, without knowing any information.

What turns people off the most is assumptive salespeople.  These are the salespeople that assume everyone wants their product; and everyone has a problem, and everyone wants to change.  It simply is not true. Don’t assume.  Ask. [Read more…]

Prospects Define Value by Your Commitment and Persistence

Lately I’m hearing a lot of salespeople say they call prospects, leave messages and they never call them back.  Most times the prospect doesn’t answer the phone.  In an age where every phone has Caller ID it is a split second decision is quickly ignore the interruption.  When this is true most of the time, we want to ask ourselves, “Why?”

Salesperson Phone

The strongest influence in personal behavior is weighing the consequences of any action.  What are the consequences of answering the phone or returning a voice mail message of any unknown person?  Another factor in determining what we do and don’t is fear.  Combine those two and here is what the prospect is thinking; “I don’t know this person; I don’t know why they are calling; I’m busy; I’m afraid if I answer, I’ll never get that time back; and if I avoid it, it will go away.”  And guess what, you do.  You stop calling.  The prospect was right! [Read more…]

What Are You Willing to Tolerate?

Last week I spent a day on a ride-along with a sales rep visiting existing accounts and meeting new prospects. The conversations during the miles we covered were mixed between business and personal topics. One personal story was about how the rep can’t find her hotspot at home, so she has been using the cell phone as a hotspot. I asked her how long the hotspot was missing and she said about 3 months. She was not sure if her daughter hid it or the dog ran off and buried it in the backyard.

The following week when the sales report came out, she fell short of her weekly goals.  I reminded her about the story she told me about the missing hotspot. I asked her if she is willing to tolerate substandard results at home, she will also accept substandard results at work and she will never succeed if she continued to believe she doesn’t deserve anything better than what she is getting. [Read more…]