- Do the means justify the ends? Too often we focus on the outcome and lose track of the process. Remember your math teacher from 4th grade that always wanted you to show your work? You found the answer, but what they really wanted was to make sure you understood the process. When you focus on the process, the outcome is predictable. Over time you improve the process and the outcome improves.
- What are you known for? This is your brand, your reputation. It is also the topic-zone you work in. Think of 5 buzzwords that describe your business. I use sales training; sales seminars; sales workshops; sales coaching; and sales development. All related to sales. Sometimes I’m invited, and tempted, to present on other topics. I need to pause and focus on what I’m known for. If I stray and attempt to deliver something else, that I’m not as strong in, my reputation will take a hit and I will feel like I didn’t deliver the results I intended. [Read more…]
7 Tips to Goal Setting in Real Life
July 16, 2021 By
Stop Helping People!
February 1, 2021 By
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? Why now?
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…]
When They Say NO!
April 22, 2019 By
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…]
VIDEO: Growing Revenue and Increasing Profit
February 3, 2019 By
Presented a luncheon workshop on Tuesday, January 29, 2019
at the Minneapolis Club [Read more…]
Get Outside your Comfort Zone
January 19, 2019 By
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
January 12, 2019 By
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?
November 4, 2018 By
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…]
What’s A Perfect Week Look Like?
July 31, 2018 By
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…]
Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #302
July 26, 2018 By
SHOW NOTES:
This week the “Professor” and I tackle Chapter 2 from, Letters From A Self-Made Merchant To His Son by George Horace Lorimer. The book is a classic. [Read more…]
You’re Not Being Tested
February 20, 2018 By
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…]
