Would you like to have more opportunities to increase your revenue? Almost every business owner would! In my current role as the “SEA Sales Doctor”, I’ve identified some common areas where many of you could produce additional income.
It is essential to recognize that YOU must CREATE these opportunities. It is also therefore important to be willing to try out new ideas, to be creative, to get outside your comfort zone. Trying out new ideas gives you experience and allows you to determine what actually works for you and your business. As you try out various techniques, your confidence in your ability to recognize what does work will increase. Increase the number of "at bat" sales opportunities you have so that you can afford to lose a few and still meet your financial commitments.
There are many ways to increase the number of sales opportunities you have. The best way is the simple way. Organize your weekly schedule to prioritize sales activities. Always ‘have your radar up’, be alert and willing to speak about your business constantly. With practice, you can learn to do this without being ‘pushy’. Done effectively (you have a reasonably good list, a good ‘infomercial’, good questions, a variety of simple offers, a little discipline and focus), it should yield results when you stick to it.
Here's how to do it:
Put together a list of at least 200 prospects that fit your ideal customer profile. Then create and know your ‘infomercial’ so you'll be confident of what to say when the opportunity arises. Formulate your offers. Determine various aspects of the prospect's situation that your product or service addresses. Decide ahead of time what kind of questions you can ask to show sincere interest in the individual, and that will draw out information that will help you know what specific problems you can solve.
Set aside time every day for sales activities. Set reasonable goals for the number of prospects you will call or visit. Stick with it. Let nothing interfere with this essential activity. Then, make visits to prospective clients! Go and talk with them! In almost every case, you will need to make yourself do this to have a viable business. They will not come to you. Keep track of what works, and what doesn’t.
Follow up with prospects regularly. Rotate offers. Offer something that will save the prospect time, money, or hassle. Be brief, so they will look forward to hearing from you, rather than viewing you as another annoying sales person.
When you follow the steps above, you will get more sales, period. In summary, remember it’s up to you to WORK YOUR PLAN!
Thursday, December 22, 2011
Friday, December 16, 2011
Six Dollars Please
(I wrote this last year while on vacation – it bears repeating)
It is imperative that you give attention to the highest
possible level of customer service in all aspects of your business, including
all the people involved in it. Every
contact potential clients have with you or your employees is an opportunity to
build a relationship, or quickly undermine it.
Your opening greeting can set the stage for what the ongoing
relationship is going to be like.
Case in point: Yesterday while on vacation in Florida, we
decided to visit DeLeon Springs State Park, which has a unique restaurant,
swimming, boating, nature trails, and other ‘touristy’ things. At the front gate we were met by a woman who
obviously had been doing her job far too long.
Her opening greeting was “Six dollars, please.” She was asking for the parking fee! How about something like, “Welcome to DeLeon
Springs. Have you been here before? We have a number of fun attractions for you
and your family. To enter the park, it’s
six dollars for parking…” Then I had to ask for a brochure, map, etc. As a customer service trainer I suppose I
could be accused of being overly sensitive about such things, but can you see
how the experience could, and should, have been much better? More importantly, can you identify ways to
ensure that YOU are ALWAYS greeting your customers the best possible way?
It doesn’t matter what business you are in. A friendly, caring manner will do your
business far more good than a curt, cold ‘strictly business’ attitude. Make sure you have systems in place to ensure that YOUR customers will always come
back, and recommend you to others. Customer
service involves the entire experience that clients have with your company,
including delivery persons, accounting, etc. For example, how do you answer your
phone? Is it friendly, business-like? Do you have a separate phone number for
business, or a way of knowing which calls are business calls? Is your family trained to answer business
calls properly? What is your greeting
like when visiting clients in their home or business, or when they come to your
place of business? Is it gracious,
professional? You don’t need to become
like the ‘cookie cutter’ employees of large multinational companies with their
memorized lines. However, it is good to
learn from them. Pay attention to their
methods, and then use your warm personality to do a far better job of offering
a real personalized approach to business.
So, instead of saying something like, “Six dollars please”
when you first meet a potential client, what is YOUR opening line…?
Thursday, December 8, 2011
Self-Knowledge: The Key to Preparing for Competition
Self-knowledge has always been the key to preparing for competition. Knowledge of your attributes, abilities, interests, strengths, weaknesses, and traits is essential to riding the front end of the wave of change into the new century. To fully assess your own talents, realize that studies confirm that what we love and do well as children continues as our latent or manifest talent as adults.
Examination of your weekend or evening interests might reveal a gem of potential you can apply to your vocation. I strongly suggest you don’t unthinkingly relegate what you love to do solely to hobbies. You might make it, or at least integrate it into, your life’s work.
The acquisition of knowledge, which is the new global power, is a lifelong experience, not a collection of facts or skills. Not long ago, what you learned in school was largely all you needed to learn to secure a career. With knowledge expanding exponentially, this is no longer true. Hundreds of scientific papers are published daily.
Every thirty seconds, some new technological company produces yet another innovation. Your formal education has a very short shelf life. Lifelong learning, once a luxury for the few, has become absolutely vital to continued success. Continue gaining expertise and avoid thinking like an expert.
Action Idea: An excellent benchmarking exercise is to spend a weekend with key associates or family members and dust off your childhood memories. Remember what you really enjoyed and wanted to do most as a child. The next activity in assessing your interests is considering your current ones. What do you most enjoy after work? What do you most want to do on weekends and vacations? What are your hobbies? Can you bring more of what you enjoy into your business life?
Action Step: Increase your reading, writing and vocabulary proficiency. One of the most important qualities of successful leaders is an ability to express thoughts and knowledge. Research by management and human resource experts confirms that no matter what the field of employment, people with large vocabularies—those able to speak clearly and concisely, using simple as well as descriptive words—are best at accomplishing their goals. Well chosen, carefully considered words can close the sale, negotiate the raise, enhance relationships, and change destinies.
In a world of e-mail, fax dispersal, voice mail, sound bites, concise reports, business plans, and meeting briefs, the individuals who can articulate their goals, substantiate their claims, and support their visions, will own the future. In the 21st century, literacy will be the major difference between the haves and have-nots.
Why do fewer than 10 percent of the public buy and read nonfiction books? One reason is that many would rather get home than get ahead. They are motivated to get by and get pulled along by the company, the economy, or the government.
Another reason is that many individuals believe that information found in books, computer programs, and training sessions has no value in the business world. How self-deluding!
As the new tools of productivity become the Internet, the Digital Versatile Disc, direct digital download of text, audio and video, and the combination of the interactive computer with telecommunications, the people who know how to control the new technologies will acquire power, while those who thought that education ends with the diploma are destined for low-paying, low-satisfaction jobs. In almost the blink of an eye, our society has passed from the Industrial Age to the knowledge era.
Increase your reading by 100 percent. Decrease your television watching, and that of any children in your family, by 50 percent. Surf the Internet and subscribe to book summaries, or download free chapters from different sources. By reading book summaries, you can gain the essence of all the top business books in a very brief period of time.
Action Idea: Read at least one book each month, and listen to at least one additional audio book or education series during commute or downtime.
Knowledge is the new power. And literacy is the door to knowledge. Hopefully, listening to the “Psychology of Winning” program will be one of the keys that will open the door to your future for you.
Examination of your weekend or evening interests might reveal a gem of potential you can apply to your vocation. I strongly suggest you don’t unthinkingly relegate what you love to do solely to hobbies. You might make it, or at least integrate it into, your life’s work.
The acquisition of knowledge, which is the new global power, is a lifelong experience, not a collection of facts or skills. Not long ago, what you learned in school was largely all you needed to learn to secure a career. With knowledge expanding exponentially, this is no longer true. Hundreds of scientific papers are published daily.
Every thirty seconds, some new technological company produces yet another innovation. Your formal education has a very short shelf life. Lifelong learning, once a luxury for the few, has become absolutely vital to continued success. Continue gaining expertise and avoid thinking like an expert.
Action Idea: An excellent benchmarking exercise is to spend a weekend with key associates or family members and dust off your childhood memories. Remember what you really enjoyed and wanted to do most as a child. The next activity in assessing your interests is considering your current ones. What do you most enjoy after work? What do you most want to do on weekends and vacations? What are your hobbies? Can you bring more of what you enjoy into your business life?
Action Step: Increase your reading, writing and vocabulary proficiency. One of the most important qualities of successful leaders is an ability to express thoughts and knowledge. Research by management and human resource experts confirms that no matter what the field of employment, people with large vocabularies—those able to speak clearly and concisely, using simple as well as descriptive words—are best at accomplishing their goals. Well chosen, carefully considered words can close the sale, negotiate the raise, enhance relationships, and change destinies.
In a world of e-mail, fax dispersal, voice mail, sound bites, concise reports, business plans, and meeting briefs, the individuals who can articulate their goals, substantiate their claims, and support their visions, will own the future. In the 21st century, literacy will be the major difference between the haves and have-nots.
Why do fewer than 10 percent of the public buy and read nonfiction books? One reason is that many would rather get home than get ahead. They are motivated to get by and get pulled along by the company, the economy, or the government.
Another reason is that many individuals believe that information found in books, computer programs, and training sessions has no value in the business world. How self-deluding!
As the new tools of productivity become the Internet, the Digital Versatile Disc, direct digital download of text, audio and video, and the combination of the interactive computer with telecommunications, the people who know how to control the new technologies will acquire power, while those who thought that education ends with the diploma are destined for low-paying, low-satisfaction jobs. In almost the blink of an eye, our society has passed from the Industrial Age to the knowledge era.
Increase your reading by 100 percent. Decrease your television watching, and that of any children in your family, by 50 percent. Surf the Internet and subscribe to book summaries, or download free chapters from different sources. By reading book summaries, you can gain the essence of all the top business books in a very brief period of time.
Action Idea: Read at least one book each month, and listen to at least one additional audio book or education series during commute or downtime.
Knowledge is the new power. And literacy is the door to knowledge. Hopefully, listening to the “Psychology of Winning” program will be one of the keys that will open the door to your future for you.
Wednesday, November 30, 2011
8 Secret Time-Wasters and How to Overcome Them
Written by Shelby Skrhak on Tuesday, November 29, 2011 11:10
There’s a reason we send Seeds of SUCCESS at 2 p.m., CT, and not first thing in the morning. We follow the mantra of time management: Tackle your most important or difficult task first thing in the morning. So if you’re reading this newsletter to avoid doing something else more important on your to-do list, we’re on to you.
“The most common time-waster is procrastination,” says author Paul J. Meyer. “People who are masters of time organization wear success blinders. They do not look to the left or the right.”
The most productive folks always look straight ahead to complete their most important tasks for the day and larger overreaching goals.
Productivity coach Cynthia Kersey highlights these procrastinating behaviors and offers ways to spur you into action:
Time-Wasters
Talking too long on the phone
Too frequently browsing social media sites
Incessantly preparing and not taking action
Failing to say no to unrelated tasks
Failing to ask for help or follow directions
Waiting until late in the day to do tasks
Having a disorganized office
Focusing on smaller, less important tasks
Action-Makers
Schedule phone calls with end times when possible
Set a time limit for non-task-related Internet browsing
Map or outline your most pressing task
Make a short daily to-do list and say no to tasks not on that list
Set deadlines and alarms for you to complete tasks
Close your Internet browser or unrelated windows to avoid distraction
Set your Chat status to “Busy” or go offline
Place your phone on “Do Not Disturb”
There’s a reason we send Seeds of SUCCESS at 2 p.m., CT, and not first thing in the morning. We follow the mantra of time management: Tackle your most important or difficult task first thing in the morning. So if you’re reading this newsletter to avoid doing something else more important on your to-do list, we’re on to you.
“The most common time-waster is procrastination,” says author Paul J. Meyer. “People who are masters of time organization wear success blinders. They do not look to the left or the right.”
The most productive folks always look straight ahead to complete their most important tasks for the day and larger overreaching goals.
Productivity coach Cynthia Kersey highlights these procrastinating behaviors and offers ways to spur you into action:
Time-Wasters
Talking too long on the phone
Too frequently browsing social media sites
Incessantly preparing and not taking action
Failing to say no to unrelated tasks
Failing to ask for help or follow directions
Waiting until late in the day to do tasks
Having a disorganized office
Focusing on smaller, less important tasks
Action-Makers
Schedule phone calls with end times when possible
Set a time limit for non-task-related Internet browsing
Map or outline your most pressing task
Make a short daily to-do list and say no to tasks not on that list
Set deadlines and alarms for you to complete tasks
Close your Internet browser or unrelated windows to avoid distraction
Set your Chat status to “Busy” or go offline
Place your phone on “Do Not Disturb”
Thursday, November 17, 2011
Make the Extra Effort to Acquire Sales Skills
Are you content to just “be in the game?” Or are you like the sports team that that ‘shows up’ every game? Those are the ones who usually win the championships! In your case, although you have competitors, your sole purpose is not to ‘beat’ them, but to carve out a decent living for yourself. However, there are good reasons to cultivate an attitude of excellence in what you do, including your sales efforts.
A winning athlete simply cannot afford to settle for mediocrity, and you shouldn’t either. How do these contestants become so good at what they do? They have even more than grit and determination – they make the extra effort to acquire the skills to excel at their game. With concentrated effort, YOU can attain the skills to be effective in sales.
Most people admire accomplished athletes who achieve success. What we often fail to understand is the effort they have put into it. They have worked long and hard to get to where they are. They have given careful attention to developing ability. With similar resolve, you can acquire sales skills. When you are ready and willing to put forth the effort, you can learn effective sales skills.
Here are some questions to consider if you want to be successful:
- Do you know exactly what you want to achieve (S.M.A.R.T. sales goals)?
- Do you know what it will take to achieve these goals?
- Are you willing to put in extra effort to achieve your goals?
- Do you read books or listen to tapes/CDs that will help you become better at sales?
- Do you attend workshops that will help you improve your skills?
- Do you practice or apply new information as you learn it?
- Are you applying what we talk about during one-on-one discussions?
- Are you persistent and do you refuse to give up?
- Do you experiment with new ideas?
- Do you evaluate your performance and progress regularly and make changes accordingly?
If you were unable to respond positively to all of these questions, you have now identified an action you can take that will help you achieve more. The trip to the ‘winner’s circle’ is not easy and we should never assume otherwise. Remember, anything worth getting is worth making the extra effort for. Isn’t fulfilling your dream worth the effort?
In summary, learn from the discipline and training, and the skills developed by winning athletes. Apply it to your sales efforts, and your business will attain a high degree of success. Go for the gold!
A winning athlete simply cannot afford to settle for mediocrity, and you shouldn’t either. How do these contestants become so good at what they do? They have even more than grit and determination – they make the extra effort to acquire the skills to excel at their game. With concentrated effort, YOU can attain the skills to be effective in sales.
Most people admire accomplished athletes who achieve success. What we often fail to understand is the effort they have put into it. They have worked long and hard to get to where they are. They have given careful attention to developing ability. With similar resolve, you can acquire sales skills. When you are ready and willing to put forth the effort, you can learn effective sales skills.
Here are some questions to consider if you want to be successful:
- Do you know exactly what you want to achieve (S.M.A.R.T. sales goals)?
- Do you know what it will take to achieve these goals?
- Are you willing to put in extra effort to achieve your goals?
- Do you read books or listen to tapes/CDs that will help you become better at sales?
- Do you attend workshops that will help you improve your skills?
- Do you practice or apply new information as you learn it?
- Are you applying what we talk about during one-on-one discussions?
- Are you persistent and do you refuse to give up?
- Do you experiment with new ideas?
- Do you evaluate your performance and progress regularly and make changes accordingly?
If you were unable to respond positively to all of these questions, you have now identified an action you can take that will help you achieve more. The trip to the ‘winner’s circle’ is not easy and we should never assume otherwise. Remember, anything worth getting is worth making the extra effort for. Isn’t fulfilling your dream worth the effort?
In summary, learn from the discipline and training, and the skills developed by winning athletes. Apply it to your sales efforts, and your business will attain a high degree of success. Go for the gold!
Friday, November 11, 2011
Use Questions to Uncover Needs
We have all been victims of sales people who were so intent on convincing us to buy their product that they completely failed to find out what we really wanted. Many sales reps have not learned that the customer’s concerns are far more important than a list of reasons why people should buy, or perhaps the methods some so-called sales manager said he or she should use.
Developing good questioning skills is the primary way to
have success in sales. It’s simple; to
find out what is important to your prospects, ASK THEM! A recent study of top sales achievers
uncovered this fact: Top salespeople listen more than talk on sales calls. They
invest most of their time in the needs analysis stage, discussing buyer needs,
wants and concerns.
It’s important to know what questions to ask. Many people will just start probing; randomly asking whatever comes immediately to mind. You can have some success winging it like this, but the real power of questioning happens when you are very focused with a plan or a flow of questions you want to ask. This does not mean that you go the other extreme and ‘give them the third degree’. It does mean that you should at least give some thought to the types of questions that are most likely to elicit information that will assist you to assess their needs. Then you will be able to provide a real, practical solution that they will spend money on.
Here are some hypothetical examples. In applying them in your business, it will be important to not use them verbatim, but to employ the ideas in a conversational style as you seek ways to help prospects:
- What is the single most important thing you want from a supplier?
- What is the one thing that keeps you awake at night?
- What can we do to make your life easier?
- If you were in my business, what would you offer customers like yourself that no one does?
- What is most critical to you in this project?
- Considering your needs, how would you describe the ideal supplier?
- What would you like to be able to do tomorrow that you cannot do today?
You'll notice that the focus of these questions is on the customer. None are trial closes like: If we did this would you be interested? They are designed to help the customer express where they need the most help. Effective questions require the customer to think. They foster involvement. They encourage the other person to share more information and become more involved in the sales process.
It’s important to know what questions to ask. Many people will just start probing; randomly asking whatever comes immediately to mind. You can have some success winging it like this, but the real power of questioning happens when you are very focused with a plan or a flow of questions you want to ask. This does not mean that you go the other extreme and ‘give them the third degree’. It does mean that you should at least give some thought to the types of questions that are most likely to elicit information that will assist you to assess their needs. Then you will be able to provide a real, practical solution that they will spend money on.
Here are some hypothetical examples. In applying them in your business, it will be important to not use them verbatim, but to employ the ideas in a conversational style as you seek ways to help prospects:
- What is the single most important thing you want from a supplier?
- What is the one thing that keeps you awake at night?
- What can we do to make your life easier?
- If you were in my business, what would you offer customers like yourself that no one does?
- What is most critical to you in this project?
- Considering your needs, how would you describe the ideal supplier?
- What would you like to be able to do tomorrow that you cannot do today?
You'll notice that the focus of these questions is on the customer. None are trial closes like: If we did this would you be interested? They are designed to help the customer express where they need the most help. Effective questions require the customer to think. They foster involvement. They encourage the other person to share more information and become more involved in the sales process.
Demonstrate your expertise by asking effective questions.
Thursday, November 3, 2011
"A Place for Everything and Everything in its Place"
That enduring reminder often aimed at kids -- "a place for everything and everything in its place" -- can also find a target in the lives of plenty of adults, business training coach Kimberly Medlock believes.
And practicing that time-honored adage can make a big difference for small-business owners who frequently find their days filled with more tasks to complete than time allows, Medlock said recently.
Medlock said the first step is realizing that perfect organizational systems don't exist. So, instead of waiting for one to be invented, dive in and start taking care of business now.
"The busier you are, the more organized you have to be," Medlock said. "There's not enough time to do everything, so decide what's important to your business and find a system that works for you."
Steps include making "to do" lists every day (toss out the old ones and start fresh every morning), clearing clutter from work stations (piles of papers signal postponed decisions) and turning off those pesky mail alerts.
"What if you got ten pieces of mail every day and the postman delivered them to you one piece at a time? Think how disruptive that would be to your efficiency and productivity," Medlock said. "Most of the time, just because you get an e-mail, it doesn't mean that you have to acknowledge it right away. It's the same with the phone. It's OK to let voice mail pick up if you're busy working on something else."
Taking time to plan and organize each day's actions should be first on the agenda for every small-business owner.
"If you're not focused on the most important things, then it's easy to get bogged down by minor issues".
You may want to consider engaging the services of a professional organizer. The stress relief, and cost savings in personal productivity often more than compensate for the minimal financial investment.
And practicing that time-honored adage can make a big difference for small-business owners who frequently find their days filled with more tasks to complete than time allows, Medlock said recently.
Medlock said the first step is realizing that perfect organizational systems don't exist. So, instead of waiting for one to be invented, dive in and start taking care of business now.
"The busier you are, the more organized you have to be," Medlock said. "There's not enough time to do everything, so decide what's important to your business and find a system that works for you."
Steps include making "to do" lists every day (toss out the old ones and start fresh every morning), clearing clutter from work stations (piles of papers signal postponed decisions) and turning off those pesky mail alerts.
"What if you got ten pieces of mail every day and the postman delivered them to you one piece at a time? Think how disruptive that would be to your efficiency and productivity," Medlock said. "Most of the time, just because you get an e-mail, it doesn't mean that you have to acknowledge it right away. It's the same with the phone. It's OK to let voice mail pick up if you're busy working on something else."
Taking time to plan and organize each day's actions should be first on the agenda for every small-business owner.
"If you're not focused on the most important things, then it's easy to get bogged down by minor issues".
You may want to consider engaging the services of a professional organizer. The stress relief, and cost savings in personal productivity often more than compensate for the minimal financial investment.
Thursday, October 27, 2011
Mentally Tough by Ron White
One of the least talked about factors of success is being mentally tough. Mental toughness will allow you to endure adversity, hardship and setbacks, and ultimately achieve success.
The next question is: What does it mean to be mentally tough?
- It means when trouble and heartaches head your way, you are not permanently knocked off the bicycle of life.
- It means when your plan is not going exactly the way you planned, you press on.
- It means when others criticize, you refuse to allow someone else to dictate your thoughts or direction.
- It means you know who you are.
- It means you accept 100% responsibility for every action you have ever taken.
Now, if being mentally tough is so crucial to success, how do you become mentally tough?
Some of the most mentally tough people I have ever known are ones that I have served next to in the military. They are mentally tough because the military forces—and I mean forces—you to adopt three behaviors. In the military you will never be allowed to blame someone else, you will be required to be physically fit and you will be given daily goals and you will accomplish them!
The first key to being mentally tough is refusing to be a victim and accepting 100% responsibility for your actions. It is not your parents’ fault, your boss’s fault, the fault of the government or someone you knew when you were a teenager. How in the world can you be mentally tough when you blame others for your lot in life? It is empowering to accept responsibility for your fate.
When you consciously or subconsciously blame another (government, economy, family, etc.) for the outcome of your life, you are significantly reducing the chances of a happy life. This is true because you have given someone else the power to control your thoughts and actions.
Next, become mentally tough by becoming physically tough. Yes, there is a confidence that you will have when your muscles are toned and a walk on the beach does not exhaust you. Now, when I am 85 years old, do I expect to bench press 225 pounds and run four miles a day? Absolutely not! However, I do expect myself to put forth the maximum effort all the time so when I am 35, 45, 55 or 85 I am in the best possible shape for a 35-, 45-, 55- or 85-year-old.
The confidence that comes from being fit is one that can't be found anywhere else. Watch what you eat and exercise. It is crucial to being mentally tough.
Set goals and then accomplish them! How many times do people make New Year’s resolutions only to break them by January 20? This is a much bigger deal than you may think. It is a big deal because subconsciously you are telling your mind, "I can't even keep a New Year’s resolution!" When you tell yourself this subconsciously, you then begin to lose confidence in yourself and every aspect of your life is affected. When someone compliments you, it makes you feel awkward because deep down you think, "Gee, if they only knew that I can't even keep a New Year’s resolution."
Conversely, if you set a small goal of reading a book a month and you accomplish it, your self-confidence begins to build. Subconsciously you are telling yourself, “I am valuable—I am worth it—I can hit my goals—I am successful.” When you see yourself this way, you are well on the way to becoming mentally tough. In military boot camp, you are given a daily goal of folding your underwear in a set pattern and making your bed in a prescribed way. When you accomplish this goal day after day, even though it is so small, it is making a mental deposit into your self-esteem bank account that says you can accomplish goals and are valuable.
Being mentally tough is often the last piece of the puzzle to focus on for success. Yet I know very few successful people who are not mentally tough. It is easier to get there than you think. Become responsible for your life, stay in shape and set and accomplish your goals. When you do, you will exit your own personal boot camp with a confidence to rival that of a Navy SEAL!
—Ron White
Friday, October 21, 2011
When They Keep Saying “No”
We sure don’t like it when potential customers don’t agree to buy from us. Most people don’t like rejection; it’s hard not to take it personally.
The first step to coping with this is to simply be aware of reality. As few as 4% of prospects will say “yes”. If you were expecting more, knowing this may be discouraging. However, let it encourage you, in that if people keep saying no to your offer, it may not be entirely your fault. However, knowing some of the reasons why they say no can help you to develop strategies to improve your results.
You need to have a complete list of prospects. The more people you call on, the more people will say yes, even if you don’t change the percentages of those who say yes.
Are you targeting the right customers? Have you clearly identified “Jack and Diane”? If you are business to business, have you identified the right person within the company? Determine early in your conversation if the person you are meeting with actually has the authority to make a decision; you may want to ask something like, “Who else in your organization will have an impact on any decisions made today?”
Have you taken the time to understand the prospect’s unique situation, and did you then communicate the value you bring – how you can help them avoid pain or acquire something that will make their lives better? This, of course, is done by asking open-ended questions at the beginning of the conversation, getting them to open up, share their concerns. Ask things like, “Where does it hurt?”; “What would you like to see happen?” Or was your discussion really more of a dissertation about all your many years of experience, or how you have this amazing technical know-how or special tools - without any solid connection to the client’s individual needs? Did you talk too much? It’s critical for you to focus on the prospect’s needs rather than your own.
Did you bring all the right ‘sales tools’? (Samples, testimonials, photos, price lists, etc.). Usually when a prospect says no, it’s because they don’t have enough information to make a good decision. They are afraid of making a wrong decision, so they say no because it’s easier.
Near the end of your meeting, how did you ask? Don’t come across as a pushy sales person, but you need to actually ask for the order! Once you have clearly identified their needs, and communicated how your product or service meets those requirements, ask something like, “Do you like what I've shown you?” “Does this make sense to you, so far?”; then “It looks like we have a good fit between what you need and what I do, so would you like us to begin work on Thursday the 12th or Tuesday the 17th ?”; “Which colour (size, style, etc.) is preferred?”; “How many would you like…?”; If you simply ask “Do you want to go ahead?” you will usually get “No.” One of my favourite questions that can lead to a ‘yes’ is “Where do we go from here?” When you ask this question, and wait for the answer, it gives you the opportunity to see if you’ve missed something, and / or identify how they want to go ahead.
In summary, target the right kinds of potential clients, ask the right questions to determine needs, clearly communicate your unique selling proposition, then ask for the order, and keep trying!
Thursday, October 13, 2011
"It's Cool to be a Tortoise!"
(This was part of "a special message from Darren Hardy" promoting his program The Compound Effect. The message is value in itself)
"It's cool to be a tortoise!" That is what my friend's son said.
"That's neat," I replied. My friend quickly corrected me, "No, it goes beyond neat. Let me explain. Dillan is constantly seeking shortcuts. If he doesn't see results almost immediately, he gets frustrated, bored and usually gives up. I believe The Compound Effect changed a critical and fundamental philosophy that will alter his future, in my opinion." I admitted, "You are right, that's way more than 'neat'!"
How many times have you been like Dillan...or the hare? How many diet books, programs, creams, or pills have you bought that promised overnight results with little effort? How many Internet riches, day-trading, get rich quick books have you bought? Do you leap to a fast start but quickly get distracted and off track, if not even drop out of the race entirely?
The tortoise always win. Why? Because he or she is relentlessly consistent. It's not how fast you start; it's how long you endure. Consistency is one fo the core fundamentals of success. So then, how do you keep yourself constantly motivated and steadfastly consistent?
Close your eyes. You are at the starting line; the gun is about to sound. Decide now: tortoise or hare?
"It's cool to be a tortoise!" That is what my friend's son said.
"That's neat," I replied. My friend quickly corrected me, "No, it goes beyond neat. Let me explain. Dillan is constantly seeking shortcuts. If he doesn't see results almost immediately, he gets frustrated, bored and usually gives up. I believe The Compound Effect changed a critical and fundamental philosophy that will alter his future, in my opinion." I admitted, "You are right, that's way more than 'neat'!"
How many times have you been like Dillan...or the hare? How many diet books, programs, creams, or pills have you bought that promised overnight results with little effort? How many Internet riches, day-trading, get rich quick books have you bought? Do you leap to a fast start but quickly get distracted and off track, if not even drop out of the race entirely?
The tortoise always win. Why? Because he or she is relentlessly consistent. It's not how fast you start; it's how long you endure. Consistency is one fo the core fundamentals of success. So then, how do you keep yourself constantly motivated and steadfastly consistent?
Close your eyes. You are at the starting line; the gun is about to sound. Decide now: tortoise or hare?
Thursday, October 6, 2011
Identify Sales Activities That Lead to Profitable Results
Hopefully you are coming to grips with your "new reality" - that is, you realize that you must be proactive and exercise considerable effort to generate income. By identifying which activities lead to profitable results, you will minimize frustration, and start making money sooner. To illustrate, if you want to lose weight, recognizing the need, and hoping for it, won't produce results. Certain activities are necessary, such as exercise and diet. 'Sales' is much the same: certain activities, behaviours, actions are necessary in order to produce results. Do you know what those activities are? And, more importantly, are you doing them?
Your "SEA Monthly Progress Report" identifies basic sales activities. Under "Progress Report" is "Sales Activities during Month". They are: # of new clients, # of repeat clients (new business), # of meetings held, # of telephone calls, contact emails, letters sent and followed-up, # of new, qualified prospects, # of networking events attended. In harmony with the S.M.A.R.T. priniciple, start setting daily, weekly, and monthly goals in each of these categories. Do so because you recognize that it is necessary activity for you to have a successful business.
Yes, this requires discipline and structure. However, with diligence, managing the right sales activities can become a constructive work habit. You will find that if you establish set times for key sales activities, your new business will be more productive.
Of course, identifying sales activities only helps when you DO them. Structure your week to optimize sales effectiveness. To increase the likelihood of success, there are certain times of the day and certain days of the week when prospecting calls, sales appointments, meetings with potential centers of influence, etc. should be scheduled. Likewise, there are more appropriate times to accomplish administrative tasks, develop proposals, return phone calls, and a myriad of other activities. Successful business owners monitor these actions to see if they are on course to reach their goals. They know that by tracking their activities, they can ensure they are completing the necessary daily tasks that will make them successful.
Sales are ACTIVITY-led! You want more sales? Where's the activity?!
Your "SEA Monthly Progress Report" identifies basic sales activities. Under "Progress Report" is "Sales Activities during Month". They are: # of new clients, # of repeat clients (new business), # of meetings held, # of telephone calls, contact emails, letters sent and followed-up, # of new, qualified prospects, # of networking events attended. In harmony with the S.M.A.R.T. priniciple, start setting daily, weekly, and monthly goals in each of these categories. Do so because you recognize that it is necessary activity for you to have a successful business.
Yes, this requires discipline and structure. However, with diligence, managing the right sales activities can become a constructive work habit. You will find that if you establish set times for key sales activities, your new business will be more productive.
Of course, identifying sales activities only helps when you DO them. Structure your week to optimize sales effectiveness. To increase the likelihood of success, there are certain times of the day and certain days of the week when prospecting calls, sales appointments, meetings with potential centers of influence, etc. should be scheduled. Likewise, there are more appropriate times to accomplish administrative tasks, develop proposals, return phone calls, and a myriad of other activities. Successful business owners monitor these actions to see if they are on course to reach their goals. They know that by tracking their activities, they can ensure they are completing the necessary daily tasks that will make them successful.
Sales are ACTIVITY-led! You want more sales? Where's the activity?!
Thursday, September 29, 2011
Plan Every Sales Call
Many salespeople go into most of their sales calls with very little, if any, prior planning. Zig Ziglar and others have been quoted as saying "If you aim at nothing, you will hit it every time." This principle applies to individual sales visits. Preparation results in better use of your time, and increases your opportunity for success. Isn't that what you want?
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of commerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profits increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). What are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential 'next steps' the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of commerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profits increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). What are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential 'next steps' the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
Thursday, September 22, 2011
Turn and Face the Strange Ch-ch-changes
(Taken from "Seeds of Success")
Benjamin Franklin once said, "Don't confuse motion with action." If you are frantically busy but not getting any closer to your goals, it might be time to ditch your routine and try these life-changing tips from the experts.
Use the rule of five, says Jack Canfield, co-founder of the Chicken Soup for the Soul series. Everyone has a breakthrough goal - a goal that you have always wanted to reach or one that could change your life. List five actions you could take today on your breakthrough goal and then do them. Repeat the same steps every day until you break through.
Get up one hour earlier than the rest of your household. Gain clarity on your priorities and start your day empowered. "Use the time as an inspirational hour - reconnect with your mission, core values and review your goals," says Robin Sharma, motivational expert and author of The Leader Who Had No Title. "This will build deep focus against distractions as you move through your day." Or spend your hour meditating, visualizing achieving what's most important to you, writing in a journal, listening to music, reciting affirmations or exercising.
Confront fear. Andy Andrews, best-selling author of The Traveler's Gift, says people need to identify where fear has hindered their progress. "List five ways fear held you back, and for each one, write down the actions you are committed to taking on a consistent basis to make your fears irrelevant."
Push through snags. Lots of people get stuck or procrastinate when they don't know how to do the next step on a goal, but there's always a solution. Talk to someone who has done it before, brainstorm with other people or ask for help. Sandra Felton and Marsha Sims, authors of Organizing Your Day, suggest taking a break, changing your scenery or taking a walk.
Benjamin Franklin once said, "Don't confuse motion with action." If you are frantically busy but not getting any closer to your goals, it might be time to ditch your routine and try these life-changing tips from the experts.
Use the rule of five, says Jack Canfield, co-founder of the Chicken Soup for the Soul series. Everyone has a breakthrough goal - a goal that you have always wanted to reach or one that could change your life. List five actions you could take today on your breakthrough goal and then do them. Repeat the same steps every day until you break through.
Get up one hour earlier than the rest of your household. Gain clarity on your priorities and start your day empowered. "Use the time as an inspirational hour - reconnect with your mission, core values and review your goals," says Robin Sharma, motivational expert and author of The Leader Who Had No Title. "This will build deep focus against distractions as you move through your day." Or spend your hour meditating, visualizing achieving what's most important to you, writing in a journal, listening to music, reciting affirmations or exercising.
Confront fear. Andy Andrews, best-selling author of The Traveler's Gift, says people need to identify where fear has hindered their progress. "List five ways fear held you back, and for each one, write down the actions you are committed to taking on a consistent basis to make your fears irrelevant."
Push through snags. Lots of people get stuck or procrastinate when they don't know how to do the next step on a goal, but there's always a solution. Talk to someone who has done it before, brainstorm with other people or ask for help. Sandra Felton and Marsha Sims, authors of Organizing Your Day, suggest taking a break, changing your scenery or taking a walk.
Wednesday, September 14, 2011
Getting Outside of Our Comfort Zone
We are comfortable when we are in familiar territory, when we feel secure. The selling part of being self employed usually takes us out of that familiar territory, even though we recognize that revenue is not going to come in by serendipity (chance, luck, fate, destiny, or coincidence).
'Sales' is only successful when you identify, and then do the necessary activity. Unfortunately, many of us simply don't like the activity. It's outside of our comfort zone. What we do enjoy is the 'technician' part of our business, doing what we are good at. We sometimes use the expression "Do what you do best, and outsource the rest". This is often true with something like bookkeeping. Some feel that it would be better to hire some one else to do sales for them. However, believe it or not, YOU are almost always the best person to do most of the sales, especially now, in the infancy of your new enterprise. Even in the case where you would eventually hire a salesperson, you need to 'learn the ropes' first, so that you can effectively manage the function. As you have probably heard me say before, one of the biggest obstacles to our success in sales is our own view of what 'sales' is. I assure you that the most successful professional sales reps are NOT the ones who are good at manipulative verbal arm-twisting. They are like you; honest, hard working, passionate and knowledgeable, with a genuine concern for helping other peopole, their customers.
So, in order for your venture to succeed, it is essential to get outside your comfort zone and engage in sales activities. How do you do that? Many will admit that it isn't easy. I compare it to when I was young, and we used to spend a lot of time at the local municipal swimming pool. I was 'scared to death' of jumping off the high diving board (to this day I am still afraid of heights!). Yet, due to peer pressure, and an unwillingness to accept defeat, I made myself do it. Once I had climbed up the ladder, there was no turning back. I had faced my fear. I had placed myself when I almost HAD to proceed. In your sales efforts, do the same thing. Discipline yourself to put aside certain times for sales activities. Place yourself in a position where you will HAVE TO do what now makes you feel uncomfortable. Also, force yourself to think about the rewards: financial, self-esteem, and that sales activity will produce the opportunity for you to do what you really enjoy. Associate with others who have already faced these fears, and those who will positively encourage you. Recognize that you will often fail, but eventually your efforts will pay off. Get some help and practical suggestions from your BERN consultant.
In summary, when you allow yourself to get outside your comfort zone, you not only generate revenue, but you will also feel pretty good about yourself! And, believe it or not, you may come to enjoy what you used to dread!
'Sales' is only successful when you identify, and then do the necessary activity. Unfortunately, many of us simply don't like the activity. It's outside of our comfort zone. What we do enjoy is the 'technician' part of our business, doing what we are good at. We sometimes use the expression "Do what you do best, and outsource the rest". This is often true with something like bookkeeping. Some feel that it would be better to hire some one else to do sales for them. However, believe it or not, YOU are almost always the best person to do most of the sales, especially now, in the infancy of your new enterprise. Even in the case where you would eventually hire a salesperson, you need to 'learn the ropes' first, so that you can effectively manage the function. As you have probably heard me say before, one of the biggest obstacles to our success in sales is our own view of what 'sales' is. I assure you that the most successful professional sales reps are NOT the ones who are good at manipulative verbal arm-twisting. They are like you; honest, hard working, passionate and knowledgeable, with a genuine concern for helping other peopole, their customers.
So, in order for your venture to succeed, it is essential to get outside your comfort zone and engage in sales activities. How do you do that? Many will admit that it isn't easy. I compare it to when I was young, and we used to spend a lot of time at the local municipal swimming pool. I was 'scared to death' of jumping off the high diving board (to this day I am still afraid of heights!). Yet, due to peer pressure, and an unwillingness to accept defeat, I made myself do it. Once I had climbed up the ladder, there was no turning back. I had faced my fear. I had placed myself when I almost HAD to proceed. In your sales efforts, do the same thing. Discipline yourself to put aside certain times for sales activities. Place yourself in a position where you will HAVE TO do what now makes you feel uncomfortable. Also, force yourself to think about the rewards: financial, self-esteem, and that sales activity will produce the opportunity for you to do what you really enjoy. Associate with others who have already faced these fears, and those who will positively encourage you. Recognize that you will often fail, but eventually your efforts will pay off. Get some help and practical suggestions from your BERN consultant.
In summary, when you allow yourself to get outside your comfort zone, you not only generate revenue, but you will also feel pretty good about yourself! And, believe it or not, you may come to enjoy what you used to dread!
Thursday, September 8, 2011
Plan Your Sales Calls
Many salespeople go into most of their sales calls with very little, if any, prior planning. Zig Ziglar and others have been quoted as saying "If you aim at nothing, you will hit it every time." This principle applies to individual sales visits. Preparation results in better use of your time, and increases your opportunity for success. Isn't that what you want?
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of comerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profites increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). Who are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential "next steps" the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
So, what's involved in planning a sales call? Before meeting with a potential client, determine your objective, and develop strategies. Do research - Statistics Canada, business directories, chamber of comerce, existing customers, competitors, trade shows, etc. If you are business to business targeting a large company, read their Annual Report, check out their website. Is the company (or homeowner) growing, making money? Are they ready for change, or cutting back? Would I invest in this company? Are revenues and profites increasing or decreasing? What recent news impacts their company/lives? What are the top two trends or issues faced by companies in their industry? (Or people like them). Who are their competitors?
Determine what questions you need to ask. What are three ways your product or service helps the customer? Design your approach specifically for the market segment, and specific customer you are contacting. Determine your priorities for the call. You want to avoid appearing overly 'structured' in front of your prospect; but it is good to have, at least in your own mind, somewhat of an agenda. Make sure you have all of your 'sales tools' in order, and in good shape. Think about potential "next steps" the customer can take as a result of your discussion.
Decide what should happen for you to consider the sales call a success. For example, it could be making the sale, actually signing the contract, or booking the work. Or it might be arranging for a follow up meeting, where you will present the results of further research on their particular situation.
Does this sound like a lot of work? You're right! Will it be worth it? Absolutely! It is the kind of practice that the most successful professional salespeople employ. Consistent, disciplined behaviour - that's what separates the best from the rest.
Thursday, September 1, 2011
King Kong or Rin Tin Tin?
By Debbie Ouellet, Chief Idea Officer, Echelon One Consulting (a local successful SEA alumnus)
When you write to a client about your business, do you approach it like King Kong or Rin Tin Tin?
We've all seen the King Kong approach to writing. "Me big. Me the best. Me the cheapest. Me the smartest. Me. Me. ME!" Businesses thump their literary chests and shout about their achievements from every rooftop.
While all that noise might catch a person's attention, it certainly doesn't engage them. Or make them want to buy from you.
Remember that great dog, Rin Tin Tin? Little Jimmy would be drowning in a river full of crocodiles. Rin Tin Tin would dash to the rescue and pull him to safety.
That's what a potential client wants you to be...Rin Tin Tin saving them from that problem that feels like a river full of crocodiles.
Great business writing isn't about you and what you can do. It's about what your clients need, the problems that keep them awake at night - and how you can help clients solve them.
Put Yourself in Your Client's Shoes: If you want to use the Rin Tin Tin approach for your business message, first put yourself in your client's shoes.
When you write to a client about your business, do you approach it like King Kong or Rin Tin Tin?
We've all seen the King Kong approach to writing. "Me big. Me the best. Me the cheapest. Me the smartest. Me. Me. ME!" Businesses thump their literary chests and shout about their achievements from every rooftop.
While all that noise might catch a person's attention, it certainly doesn't engage them. Or make them want to buy from you.
Remember that great dog, Rin Tin Tin? Little Jimmy would be drowning in a river full of crocodiles. Rin Tin Tin would dash to the rescue and pull him to safety.
That's what a potential client wants you to be...Rin Tin Tin saving them from that problem that feels like a river full of crocodiles.
Great business writing isn't about you and what you can do. It's about what your clients need, the problems that keep them awake at night - and how you can help clients solve them.
Put Yourself in Your Client's Shoes: If you want to use the Rin Tin Tin approach for your business message, first put yourself in your client's shoes.
- What burning problems do they need help with?
- How can you help them?
- What makes them say "yes" when they're deciding to purchase?
- How do your products or service stack up?
Friday, August 26, 2011
Sales is a "Win-Win"
“I have found no greater satisfaction than achieving success through honest dealing and strict adherence to the view that, for you to gain, those you deal with should gain as well." - Alan Greenspan, Former Chairman of the U.S. Federal Reserve
If you’ve been reading these weekly tips, no doubt you’ve noticed that professional sales is not about “jamming” the prospect with so much information about you and your company that they will eventually be persuaded to buy. It’s about discovering how what you do matches with what the client desires, or, how you can “delight” the person. In other words, it should be a “win-win”. Your client “wins” in that they receive solutions, real benefit, and excellent value. You “win” in that you generate revenue for your business and for your family.
This should be a relief to those not experienced in sales; a reminder to those who already understand the consultative sales process; and perhaps a refreshing new perspective to those who have used the old aggressive methods, but are willing to consider a more progressive view. I’ve found that the more I treat clients with dignity, the better my success rate. What works best is exploring together with clients ways that your product or service might solve their problems.
For example, the common format for sales presentations often goes something like this:
1. Warm up - about 10% of the call time
2. Presentation - about 40%
3. Closing - about 50%
Let’s make clear that this is the undesirable old pushy format. A better approach would be to spend much more time doing a “needs analysis”. I often compare this to what a medical doctor does in diagnosing your condition before prescribing a suitable remedy.
Your sales presentation should be structured more like this:
1. Warm up (Build rapport, establish your credibility, etc.) - about 10%2. Diagnosis through open-ended questions - about 50%
3. Presentation of your solution based on uncovered needs (The "treatment plan") - about 25%
4. Closing - about 15%
When you actually care about your clients, your emphasis shifts from “trying to sell something” to “how can I help you?” Your sales efforts will then be more productive. Spend time learning as much as you can about the person’s unique situation, so that you will be able to offer an appealing, customized solution. During the discussion, your showing genuine personal interest is likely to create a strong desire for your product or service. Then the “close” will more often be something like “It sounds like our solution is what you are looking for, so when would you like to get started?” or “So, where do we go from here?” or “Would you like the red one or the blue one?” (Note: these are strictly hypothetical – please use the ideas to ask questions in your own words)
Look for the “win-win”’ in every business situation and you will be far more successful in the long run.
As always, when you need personalized help implementing any of these suggestions, contact me.
- Al
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