SLH SALES SYSTEM SALES TRAINING MORSEL #51

DON’T DO IT

PART 2

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

I’ve been thinking more and more about what happens when Sellers get in front of Buyers. What do we say and what don’t we say? What do we really mean? How many of us have a plan? How often do we actually implement that plan? How often does something new or unexpected throw us off our game? What impact does pressure have on our performance?

This is a continuation of  Morsel  #42, dealing with questions not to ask. Here are number of things that Sellers say but probably shouldn’t:

WE SAY THIS: Can you make the decision or is it your boss?

WHAT WE’RE  REALLY SAYING: This guy can’t possible pull the trigger on this deal.

WE SAY THIS: I don’t think we can do that.

WHAT WE’RE  REALLY SAYING: Our company can’t do that. And, there are probably a number of other things we can’t do. Perhaps I should be quiet now.

WE SAY THIS: I really need to take this call.

WHAT WE’RE  REALLY SAYING: Someone, or something, else is more important. On the other hand, maybe I should leave my cell phone in the car next time.

WE SAY THIS: I was just driving by and I thought I would stop to see if you need anything today.

WHAT WE’RE  REALLY SAYING: I don’t have anything better to do. And, you’re probably not that important, anyway.

WE SAY THIS: What can I do to get the business?”

WHAT WE’RE  REALLY SAYING: I border on pathetic. I’m just looking for a commission. Please throw me a bone!

WE SAY THIS: I know you’re busy so I’ll only take a few minutes.

WHAT WE’RE  REALLY SAYING: Maybe I’ll get lucky and hit a quick order. Or, it’s too hard to determine what I can do to make their job easier.

WE SAY THIS: The major reason for the price increase is because our costs have risen.

WHAT WE’RE  REALLY SAYING: We’ll just pass it on. Or, I’ve got problems you can’t begin to understand. We may want to appreciate that this Buyer is, in all likelihood, the low bidder on the project. As if they are concerned about our problems.

Remember that once something is said, it cannot be retrieved. Know what you’re going to do, say and ask before you get there.

What do you think?

Good Selling to you!

Thanks to Chris Gerondale, Andy Dolich and Rick Linsdey for their input.

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES SYSTEM SALES TRAINING MORSEL #50

SOMETIME’S IT’S ON US

JIM OLSON

EDITED BY

DAVID RUBINSTEIN

A good friend of mine shared this story with me the other day. He was playing golf at one of the nicest country clubs in town. He had the round of his life going – two under at the turn.  On the 10^th hole, he hit his drive in to the trees.  From there he pitched out and found his ball in a fairway bunker. He took two shots to get out of the bunker and got to the green in five.  From there he three-putted for a quadruple bogey. After that his round was shot. He proceeded to tell his caddy all the things that went wrong and how he couldn’t get a break. After hearing the excuses and the results of bad luck, the caddy asked, “Why do you think the scorecard has a very small box to write your score?” My friend, puzzled, waited and then the caddy said, “Because no one cares how you got there, they only want to know the score.” In other words, just zip it and play better! (He figured the tip would be very small anyway!).

How often do Sellers blame their lack of sales on Marketing? “If only marketing would spend more money!” “Marketing doesn’t promote the right message.” The excuses go on forever. On the flip side, how often do Sellers credit Marketing when sales exceed expectations? Either way, Sellers need to focus on selling.  Both must understand the marketplace and the demand for the product/service. Both must communicate their respective goals and challenges. When each department understands what the other is trying to accomplish, they can work together at a higher level. 

However, there are times when Marketing and Sales may not be on the same page. For example – the Marketing department may be executing a branding campaign that has nothing to do with selling a product. There is always the hope that increased brand awareness will drive sales, but that’s not the sole purpose. Sellers control their skills, the time they spend practicing, how they use their time, etc. They won’t always control marketing, R&D, pricing and much more. When this happens, Sellers must separate themselves from the positioning of the product and focus on what they control – Selling. 

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.