SLH SALES TRAINING MORSEL #66

LOWER THOSE EXPECTATIONS

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Ask a room of Sellers what their expectations are when they make cold-calls. How many of those calls do Sellers expect to “close” at some point? More than half will respond with “most” or “all.” I find this expectation wacky.

How can the mere fact that we show up at an office or a job-site lead to these expectations? I think we may be kidding ourselves. Or, trying to develop a false-sense of optimism to keep us motivated to make cold calls.

Why do we think this way? Perhaps, it’s all the motivational speakers and tapes out there. Those outlets dictate that we have to BELIEVE that we’ll get the business – and, therefore, we will. Otherwise, why make the call at all? Or, how can Sellers be Sellers without that belief? So much of this thinking is about being in a “good place” while making sales calls, about being “pumped.”

The reality is that these Buyers are doing business with someone else. They have formed relationships with them, are comfortable with the level of service being provided and pleased with the quality of the product. Why should they change just because we show up? How arrogant is it of us to assume that our mere presence will change that?

The higher our expectations are when making cold-calls, the more likely we are to do silly things, like....  

• Reducing margins unnecessarily.
• Making promises that can’t be kept.
• Positioning our Management to look like the “bad guys” in front of the client.
• Spending time pursing what shouldn’t be pursued.

 Many times I’ve seen Sellers “go rogue,” thinking they represent the Buyer. In order for good business to happen, both sides must benefit. We are frequently in the middle, having to negotiate with our Sales Management and the Buyer. But, our primary interest has to be the health of our employer. Providing “value” works both ways and what we bring to the Selling table is the definition of “Value Selling.”

Making effective cold-calls is incredibly difficult but keep your expectations realistic and you’ll never be disappointed.

By the way, when cold-calling I close about 2% of the accounts I touch, exactly what I expect. Much more importantly, I close more than 90% of the referrals I’m given!

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 the SLH Sales System.

SLH Sales Training Morsel #65

PRACTICE?

IT’S JUST PRACTICE!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Alan Iverson protested loudly and incredulously about the need to practice. He was dumbfounded that his coaches expected, actually required, that he work hard during practice. Iverson was probably one of the greatest point guards to have ever played (although he does not own a Championship ring) in the NBA. He claimed to grasp his role as the leader of his team yet couldn’t understand the stink made over his less-than-total devotion to practice. He didn’t, or chose not to, get it. He was, he said, all about the real game.

How many of us actually practice our craft? I’m not talking about “practicing” on real accounts. I mean practicing the way we did in high school and college when on the basketball, volleyball or cheer teams. The concept of Sellers practicing is totally outside the realm of consideration for most of the selling world. When talking about this, I am met with blank stares and thoughts that I’m kidding. Actually, I rarely meet a Seller who practices.

My daughter Molly, when is high school, was poised for her first class presentation and filled with dread. We went to the SLH headquarters (in the garage!) where I set her up with a video-camera. About fifteen (15) minutes later, we reviewed what she had done. The first few takes weren’t pretty but eventually she showed gradual improvement. The next day she reported that she “aced” it. More importantly, she requested the same set-up a couple of weeks later – she was “self-training!”

So, what should Sellers practice?

·         Grab a colleague and do a role-play.

·         Ask your Manager to include role-play at each sales meeting.

·         Memorize your protocols – know what you’re going to ask before you get there.

·         That’s a start!

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.