Archive | March, 2012

WHEN TOP PRODUCERS DONT PRODUCE

30 Mar

  Weve all seen it , a Sports figure is at the top of his game, his endorsements have him all over the TV, His name is synomonus with the sport. Then semingly out of the blue …CRASH .  The echoes from the fall are heard world wide, suddenly he’s gone from Americas’s sweet heart to the guy no one wants to know

  The same thing happens every day to top producers in the Sales industry and for much the same reasons ;

  THEY MAKE CAREER ENDING LIFE CHOICES

   Make no mistake sales people can ruin a great professional stride by getting on a bad personal path.  I dont want to sound preachy here, but the facts are strong.

- Value your Marriage and Home life - far to many Sales people fall victom to temptations that draw them away from this most precious commitment, Without the love and support of our families our goals diminish in importance and we stop looking at our profession with a long range plan.  Our time becomes un important and work seems a distraction of our attention.  The emptiness of a failed marriage is a success sucking vacuum that takes far too long to overcome

- Value Your focus -   There are many things that will dull your focus, but few will do it faster than drug and alcohol abuse ,   It feels good at the time, but the end is wasted money and  a wasted life.   These habits have the potential of becoming the center of your life .  As your dependency grows your focus shifts from feeding your success to  feeding the habit.  You will find your self a slave , and powerless to overcome

- Value your Integrity -  You cant get it back, once you have crossed the line you can’t undo the damage.  If you develop a reputation as a person that will will compromise their principles to suit a situation ,you will always be known as that person

- Value your learning -  If you stop learning you stop selling, its just that simple. Once you believe you have learned all you can YOUR DONE.     Some competitor will slip in with a willingness to grow and learn, and you’ll find yourself watching the magic happen instead of making it happen

 

Just a word of caution because I care about your success 

Sell like your living depends on it

Donnie

 

Tags: , , , , , , , , , , ,

ASK FOR THE BUSINESS

27 Mar

  I just finished taking a T/O from a sales person.

He explained to me ; ” Everything is perfect Donnie, He loves the unit, the price is right in his range, he has good credit, I just cant get a commitment from him to purchase.”

I walked to the customer, introduced my self, and asked him for his business . 

                                                    We deliver the unit tomorrow.

  Now, I am a pretty good sales person, (heck if you ask me I’m legendary !! )

 But this had nothing at all to do with skill.  In fact, the work was all done before I even opened my mouth and extended my hand.  So what was missing?

No one ever asked the customer to buy.

  This is a very common occurence, .  I know it is hard to imagine that this happens to professional sales people everyday, but it does.

Wrapped up in the process

  We get so tuned in to our selling process

 We have those seven steps to a sale, and we move steadily through them.  We are ever aware of where we are in the sales structure, we have interviewed,presented,and trial closed just like a pro.  The customer loves us, loves the unit, We have the kind of rapport that could easily be mistaken for a friendship…

And then he asks for our card, thanks us for our time and leaves !!!!!

W WHAT ???????!!!!!!!!!!!!        

We forgot why they came   

  Remember the dances in Juinor high,   ( admittedly its been a long time ago for me)   You would walk in to see all the girls on one side of the gym, and the boys milling about the punch bowl area.

Until some brave soul with sweat beading on his forehead, and shaking hands, got up the nerve to cross the gym floor and ask some sweetie if she wanted to dance …

OFF COURSE SHE DID !!  THATS WHY SHE CAME !!   Next thing you know the dance floor was filling up with young dancing couples.  Some one just had to ask .

  The Principle is the same here in sales,  someone just needs to ask. 

They came to buy, So what are they waiting for?   

 What has them stalled ?     what magic moment is it that they are waiting for?        

   ASK  FOR THE BUSINESS

Sell like your Living depends on it

Donnie

Tags: , , , , , , , , , , , ,

W-O-R-K

19 Mar

Here is a little Acronym for ya this morning

W – Wild Ambition  Big dreams require BIG ambition, a dream that drives you to get up early, and keeps you up late.   An uncontrollable urge to achieve all that you ever imagined was possible.

O- Outrageous commitment   The kind of commitment that leaves the other guy wondering what kind  of performance enhancing drug your on !!   Making that one extra call, preparing and executing that utterly amazing presentation,  Working the Client everyone else thinks is a waste of effort, Burning the midnight oil making sure you understand every detail of the product.

R- Reaping the rewards   Your turning in vouchers when the others are turning in complaints.  You’re hearing comments about having an “unfair” competitive advantage, and being the ” House Mouse, or Manager’s pet”   The bad attitude party down the hall has made you the number one topic of their “____” sessions.   But your so busy getting ready for the next opportunity, you havent got time to worry about the distractions they would throw your way

For you its about Creating possibilities and cashing checks

K – KILLING IT  – There simply isnt any other way to describe this level of success, The phones are ringing, The prospects are buying, and The appointment book is full .  Your killing it !!     Preparation, Positive Energy, and Skillfull execution have made this The job everyone would love to have.  ITS ALL YOURS !!

 

Sell like your living depends on it

Donnie

Tags: , , , , , , , , , , , , , , ,

Are you a builder??

15 Mar

A mentor of mine shared this little Diddy with me years ago

The Author is unknown, but the moral is timelessly true

Which Are You? 

I watched them tearing a building down,
A gang of men in a busy town.
With a heave-ho and a lusty yell,
They swung the beams and the side walls fell.

I asked the foreman, “Are these men skilled?,
The kind you’d hire were you to build?”
He laughed and said, “Why, no indeed!
Just common laborers are all I need.
They can easily wreck in a day or two
What builders have taken years to do.”

And I thought to myself as I went on my way:
“What part in the game of life do I play?
Am I a builder who works with care,
Measuring life by the rule and the square?
Am I shaping my deed to a well-made plan,
Patiently doing the best I can?
Or am I a wrecker who walks the town,
Content with the labor of tearing down?”

 

Sell like your living depends on it

Donnie

Tags: , , , , , , , , , , , , , , , , , , , , , , ,

The Opportunity Funnel explored

12 Mar

The idea of the funnel to describe Customer development isnt a new one, as a matter of fact if you explore the web you can find lots of Trainers claiming credit for it’s creation.

Good ideas are not always new, But they are always worthwhile

Yester day i gave you the Customer development funnel, and today I will discuss each level and the goal for that level.

DON’T WORRY I’LL BE BRIEF    ( I KNOW YOUR BUSY )

The researcher -   This customer has seen an ad, heard fro a fiend, or has some other general idea about your product or service.  he is unsure of his needs, and no where near a purchase.

The Goal -  Hey lets not make this complicated, give him what he wants, Ideas and information.  Our objective is to increase his interest level in our Products .  If we push him too hard at this early stage he may make a  decision, and quickly back out.

Loosely interested / Some interest - This Customer has determined that he has a desire to own, but still has no idea of the specifics he needs.

The Goal -  We need to stoke the fire here, lets help this prospect narrow down his needs wants and desires

Looking -  NOW we are cooking !!  we have developed a real , educated, and high value prospect.  By sticking with him through the development process we have earned his trust as an expert , and identified a clear path to meet his needs .

The goal  – Settle on a unit, and Start working on the purchase

READY/BUYING  - I will assume if you are reading this blog, you probably have a system to carry the ball from here.

 

Sell like your living depends on it

Donnie

 

 

 

THE FUNNEL OF OPPORTUNITY

11 Mar

  In my industry I meet sales people very often that fail to understand how a longer range customer fits into their income picture.

I hear things like

” This guys wasting my time”

” This prospect says he isn’t buying for __ years , WHY IS HE HERE? “

” Another one, just looking around getting ideas “

” I guess I am just a tour guide for these folks”

   I also hear many other discriptive phrasing that I can’t print here in the interest of good taste, 

The fact is, we should be grateful for this type of customer, they are keeping us in the game !!  Learning to view your Customer base as a funnel is key to understanding how long term sales revenue is sustained.

I want to share this funnel principle with you , and it’s application

                                                  \ RESEARCHERS AND INFORMATION GATHERERS /

                                                        \                LOOSELY INTERESTED              /

                                                                \             SOME INTEREST              /  

                                                                        \           LOOKING             /

                                                                              \       READY        /

                                                                                   \   BUYING  /  

, many trainers train us on a road to the sale with a buyer, BUT they ignore a step by step approach for developing a customer until he is ready to buy.

The object of a funnel approach is moving the prospect down the funnel one step at a time until they are in a position to purchase. 

  Taking this approach helps the Sales pro to understand that there is value in every prospect.   I know we want to sell every one we talk to , and we want to do it right then and there.But  We must learn to develop  our Customer base  to achieve the best results.

In the coming posts we will look at this approach with more depth

Sell like your living depends on it

Donnie 

 

                              

                                    

Tags: , , , , , ,

Just DO RIGHT

8 Mar

So we have discussed the importance of honesty and integrity, But how do you keep your reputation and ideals in tact when surrounded by peers that don’t value the same things?

A.  Establish your boundaries early

  Use the probationary period ( usually 90 days)  to establish who you are.  No need for grandstanding here, just a pattern of standing for what is right.  Don’t engage in conversations that are in conflict with your values.   Very quickly you will be identified as a person that will not be easily swayed into bad activity.

 

B. Identify who is willing to cross the line

Hey,  separation is not a bad word here, you may have to work with these folks to achieve your goals, but you do not have to walk arm in arm into the abyss!!   You can maintain your personal path and work alongside those that don’t share your values.

 

C. Let your success do you’re talking

  You don’t have to launch a campaign, When your co-workers see you succeed they will naturally look closely to see where the differences are .  This is your opportunity to make a difference in the team as a whole.  “If you want to succeed like me, I will share my “secrets ” with you.”  

D. Pour positive ethical energy into the workplace as often as you can

     Bring in good books, CD’s and literature.  Leave them in common areas.  Offer your personal resources to the team for their use.   Demonstrate the principles you hold dear in the midst of real situations as they arise .

OK  I hear you , “lets cut to the chase here , What do you do when the dealer/owner tells you point-blank that they expect you to operate unethically to perform your job?”

1. RESPECTFULLY DISAGREE / SHARE THE BENEFIT OF YOUR VALUES

   Acknowledge that you realize they have built a business with these principles, but you offer real solutions that won’t leave them open to liability and a path to eliminate the impact of the negative reputation that they have undoubtedly earned

- They hired you for a reason, restate the obvious

- There is benefit to maintaining an ethical business platform – show them

- STAND your ground , demand  the respect you deserve for your your hard work and values

2. BE PREPARED TO WALK

   There is ALWAYS a place for people who are willing to do right.

If you find you are a part of a company that see’s no value in ethics and morality .  You are in danger of losing our personal reputation by continuing your affiliation with them. 

 And worse, the longer you stay the more “normal” this way of doing business will become.  You are in danger of losing yourself as well.

 

Tags: , , , , , , ,

ARE HONESTY AND INTEGRITY JUST BUZZ WORDS ?

7 Mar

I recently had conversation with a young Sales person who felt it was his place to inform me that I was “Old School”  and that the reality is Sales people “only use Honesty and Integrity as buzz words to gain customer trust”

While I agree that there are people who believe this is true, I strongly disagree that it is the reality for Most Sales Pros. 

Honesty doesnt get in the way of Sales Success it propels it

    It’s not new thinking, but it is BOLD thinking.   having a platform of total disclosure, and above the table negotiation is key to landing life long sales relationships.   Clients will spend their money once with a company that lies to them, but they won’t return. 

   Clever disguise of the facts makes for slick ad campaigns, and Fluffy presentations, but it doesnt bring Partnership or real lasting Growth .  

A sales pro is not looking for the short term “Score” He is looking to build a solid reputation, and network of committed Customers and Colleagues .

 

  Integrity isn’t a learned skill it IS a Character trait

  Someone once said “Character is who you are in the dark”.

We tend to think of Honesty and Integrity as one and the same thing, but I would submit to you :

Honesty is the ACTION and Integrity is the MOTIVE  behind the Action.  Honesty is in fact a product of Integrity.

So here is the plain common sense on the matter ;  A Customer that knows he can trust what you say, and knows that your words and actions are rooted in a place of personal integrity, Will be YOUR customer for life.  This is the stuff  of real Sales proffessionalism.

In my next post I will deal with keeping your integrity intact even when your company isn’t willing to do the same

Sell like your living depends on it

Donnie

Tags: , , , , , , , , ,

The one essential sales tool

6 Mar

  I get a few emails every week and many of them are people that are new to the world of sales.  It would seem by these emails, the culture of selling has boiled down to a lot of folks looking for a “Magic Bullet “.  They want that one skill, or one idea that will make them an instant success.

In fact there is one essential ingredient that will ensure success in sales …..

YOU

–> All of you, as you are today

  your attitude, your best effort, your commitment .  Sales success will require all you can give in each of these areas.

—>  All that you will become

  As you grow in experience and knowledge , you will have to apply every new skill that you acquire into staying at the top of this profession.  Failing to grow is as dangerous to a sales career as never starting at all

—>  All that you can give away

  This is a point I really hope you get a hold of, and apply.   Success is not just a personal event, it is an event that should touch and improve everyone around us .  This is where real achievement is born, In the lives we touch 

Sell like your living depends on it

Donnie

Tags: , , , , , , ,

UGLY SUCCESS BEATS PRETTY FAILURE

5 Mar

  We worry a lot about what others think, we want their perception of us to be that we are a stream lined shiny sales machine.  We want polish and sheen to be our hallmarks.

BUT, IN TRUTH,  SALES SUCCESS ISN’T ALWAYS PRETTY

- Late hours aren’t pretty , but they are necessary for getting it done .  being available to the Customer at inconvenient times, working to accommodate a schedule that is set by someone else.  Nope, nothing pretty about going in when its dark and coming home when its dark

- Study isnt Pretty -  Grabbing every available resource, making sure you are up on your product, and the products of your competition.  Brain racking and mental sorting of new facts isn’t pretty.  It’s just part of the package that we recognize as essential to our success.

- Practice isn’t Pretty at all - Its full of mistakes, flubbed word tracks and stubs of the toe.  It has the added treats of kicking the desk when you get it wrong and pestering Our spouse to let us try it

out on them just ” one more time”.

- Integrity isn’t always pretty either -  Some times the truth is brutal. It’s real, and important, and hard to ignore.  Integrity is the kind of thing that makes a long path where a lie would make short work.  It challenges us to find real solutions and follow the rules .. It FORCES us to look hard in the mirror AND MAKE THE TOUGH CALLS.   Hey lets be honest, it sometimes costs the sale completely.  Just not always pretty

But isn’t it Beautiful when it all comes together

- A Happy Customer Shines brighter than the brand new product they just purchased

- Wasn’t it impressive that we knew just what the Customer needed, and how it would meet their needs

- And How about that Magical presentation, didn’t that look easy !!!  Now that’s POLISH

- And that mirror… Well who wouldnt be proud of that face looking back

 

Sell like your living depends on it

Donnie

 

Tags: , , , , , , , , , , , , ,

← Older Entries

Follow

Get every new post delivered to your Inbox.

Join 66 other followers

%d bloggers like this: