I’m a First Responder to a No Soliciting sign

Last week I made a visit to my neighborhood mobile phone carrier’s retail store and noticed a ‘No Solicitors’ sign in the window.  This gave me pause before entering.  I thought – “I’m a Solicitor, what’s wrong with me.  Why don’t they want me to come in?”

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I peered through the glass like a school boy at a peep show, wondering what is going on inside that I was forbidden to see.  Others inside the store began to look at me and I finally mustered up the guts to pull the door open and walk in.

I stopped as everyone looked at me and said, “I saw the No Solicitors sign.  I’m a salesman.  I sell for a living.  What do you folks do behind the counter?  Are you salespeople?  Can I come in?”  [Read more…]

The One Word to Stop Using

One of the services I offer clients is selecting and hiring superstar salespeople. I work with them on weeding through resumes and asking questions during interviews. During one of the interviews, last week, I asked a candidate to describe a superstar salesperson, and they replied with, “someone that is helping customers solve problems.” Is this how you describe a superstar salesperson? [Read more…]

It’s the bottom of the 7th and you’re trailing

Your team has just taken the field after another inning with no hits. You have 2 more chances at bat to change the score from being behind 5 to 3. Your focus is currently on being defensive with throwing more strikes than hits and making more outs than errors. But, you also have to get some hits in when you’re up to bat. What can you do to get more hits? That is the question.

OutfielderThis is the same question salespeople need to ask themselves when they are in the last two months of the year and they are 25% away of reaching their annual quota. You cannot have another year when you don’t make quota. At this point, with the current sales pipeline, you will fall short by $67,000 in revenue. What can you do to change the outcome of the year and make your quota? [Read more…]

When They Say NO!

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…]

7 Tips to Goal Setting in Real Life

  1. 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.
  2. 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…]

My Boss Told Me I Should Go – oh joy!

Before opening a seminar, I’ll hang around the registration desk to meet the audience and ask “how did you hear about the event and what made you decide to attend today?”  Two important questions will help me discover a successful source of marketing and uncover the motivation of the attendee.

Sometimes my audience attendees will say, “My boss told me I should go to this.”  At that moment, they have met their boss’ goal, but chances are that anything in their life will change is low. [Read more…]

Dead Sea or Sea of Galilee

I sign off on my newsletters with “Enjoy the Journey.” Life is a journey with a new destination set every time we reach one.  Change is growth and growth is learning.  Our knowledge and beliefs evolve with new experiences.  This is how we keep up and keep current.

The marketplace changes every day with new experiences.  Your prospect’s buying process evolves when their needs become reality, and if you don’t grow and change with them, you will be left behind.  Your competition may have started the conversation with a prospect before they invited you to participate by submitting your proposal.  Once you submit yours, the prospect feels comfortable going with your competitor, because your sales skills were a little rusty in presenting your company as the winning solution provider. [Read more…]

Are you a Decision-Maker?

When you think about the attributes of a decision-maker (DM), would you consider yourself one?  When you consider yourself a decision-maker, you understand your expectations and obligations and you see the same in others – namely your prospects.  Let’s take a look at what makes up a decision-maker. [Read more…]

5 Outcomes of a Sales Call or Appointment

Every sales call or appointment ends with one, sometimes more, of these outcomes.  Knowing this will help guide your call and make yours and your prospects invested time more effective.

1)      YES – The best outcome!  You got the sale, closed the deal and the prospect signed the agreement.  Just don’t spend the commission until their check clears.  Now go make another 10 calls with this renewed enthusiasm.  Call on the ‘bigger’ prospects that you have been postponing until the timing is just right.  Now is the time.  Don’t take a break to celebrate when there is still time in the day to sell.  If you keep a journal, which I highly recommend, write this in it and refer back to it when you receive the 20 no’s in a row in the future. [Read more…]

Be Hamlet

Every year the students in the drama class at Lincoln High School perform a one-act play for the student body. Students have their choice on what play and scene they want to act in. Johnny, a senior this year, wanted to do a scene from Hamlet. He was shy by nature, but one of the better actors in class, with aspirations for the theater after graduation. Johnny studied his part and knew his lines. After weeks of preparation, it was time for the practice run in front of the drama class before performing in front of friends, family and the entire student body. [Read more…]