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…]

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…]

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…]

Get in the Door Podcast with Steve Kloyda and Professor Plum – Episode #302

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

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…]

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…]

Whom Do You Admire?

I remember growing up and wanting to be a doctor. My grandfather was a doctor and was allowed to smoke Dutch Masters President cigar’s in the house after dinner. I thought that was pretty cool. I’m sure there were other reasons I aspired to be like him, but cannot recall them today.

Recently I asked a new client who they admire and they were caught off guard. They replied with, “Well, I guess my father.” I asked, “How often do you see your father?” “About two to three times a year, I guess.” they answered. “What do you admire about your father?” I asked. Silence. He couldn’t think of anything. [Read more…]