SLH Morsel #80 THE POWER OF APPOINTMENTS

THE POWER OF APPOINTMENTS

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Too much time, fuel and energy are wasted making sales calls on people who aren’t there – and “there” can be in an office, job-site or anywhere.

How often do you do a “stop-by” and the person you want to see either isn’t there or doesn’t have time to see you? We only have a finite amount of time for actual selling – and bear in mind that “windshield time” is not selling. We need to be able to leverage and allocate these units of time as much as possible.

Utilize the phone and e-mail to set appointments to assure that the person you want to see, wants to be seen – and by you. By focusing on selling primarily through appointments, the odds of getting the results we want increases dramatically. The goal should be to have 80% of your sales activity a function of appointments.

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.

Sell Like Hell Sales Training Morsels -- #79 THERE ARE DIFFERENCES

THERE ARE DIFFERENCES:

REPUTATION, REFERENCE AND REFERRAL

 

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

 The most efficient Sellers want to “work easy.”  How do I generate the best results with the least amount of effort? How do I leverage existing business to generate incremental business?

In my years of work with experienced and rookie Sellers, there continues to be confusion surrounding references and referrals. And now entering the mix is “reputation.”

REPUTATION – People talk about people. Our reputation is built without even knowing about it. In many ways, we’re the innocent bystanders as people come to conclusions about us. Reputations precede us at every business stop we make and can be good news - or bad news. When the phone rings and on the other end of the line is someone we don’t know but wants to know if we can help, that’s a function of a good reputation. Sometimes we’ll hear that they “got our name from John who used you in the past.”  Or, they might not even know the source of what was being said about us. Remember, reputations are established by someone else’s perception of what, and how, we do what we do.

REFERENCES – This is a “passive” way of using existing clients to generate new business. We might have procured written testimonials about the quality of our work. Or, we receive permission to “use their names” while seeking new business opportunities. We have their “word” about us in our pocket to use whenever it makes sense.

REFERRALS – In my experience, fewer than 5% of Sellers ask for referrals and even then the effort is limited to obtaining names and contact information. Asking for referrals (correctly) is the most powerful way to obtain business – if given the opportunity, our folks will open doors and “tee it up” for us. You may recall from Morsel #4 that we can be much more assertive when asking for help from our clients. Try this Protocol:

Who do you know that might be interested in (my service/what I sell)?

When will you be talking to them next?

How comfortable would you be in finding out from (prospect) what interest they have in talking to me about (my service/what I sell)?

When should follow-up with you?

By working diligently to establish a positive reputation along with utilizing references and referrals, we become more efficient in our sales and grow business in the simplest and easiest manners.

What do you think?

Good Selling to you!

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 #78

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

WHAT I LEARNED WHILE WATCHING THE “WOLF OF WALL STREET”

AND

“THE SHARK TANK”

For years, decades, centuries, and perhaps millennia, tons of Sellers has been confronted with the “sell me this pen” dilemma. Whether veteran or rookie, whether on your first job interview or your 30th, or at a party, someone will put you to this particular test. It makes me wonder why this exercise is an indicator of how good we are but it’s out there – even in the movie, “The Wolf of Wall Street” and on the TV show, “The Shark Tank.” 

Early in the movie, Leonardo DiCaprio said to one of his cohorts “sell me this pen.” This dim bulb was having a really difficult time with the task but a colleague at the table simply said, “sign your name.” It’s as simple as “supply and demand.”

Similarly, I was watching “Shark Tank” when, lo and behold, a Sales Trainer appeared looking for an investor. The panelists, including Mark Cuban, began the grilling and I actually felt sympathy for the guy as he was being eaten alive – they are sharks! At that point, Cuban pulled out the “sell me this pen” thing.

As most Sellers are “tellers,” what happens next is predictable. This guy proceeds to describe the pen as if it was sculpted from the world’s finest marble, making a concerted effort to try to convince, persuade and cajole Mark Cuban to buy the pen. No deal and he quietly wimped – I mean, limped – off the stage.

What would have happened if instead of “telling,” we were to “ask” when confronted with this dilemma? If you are presented with this scenario, switch to “ask mode.” For example...

• “If I told you that you can have $1,000,000 and all you have to do is sign your name right here within the next 20 seconds, what would you be willing to pay for this pen?

Boom. It’s just that simple.

What do you think?

Good Selling to you!

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.

 

Sell Like Hell Sales Training Morsel #77

CHANGE, PART 2

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

 

People change for two (2) reasons -- they are either forced to or they see an upside in doing so. Unfortunately, history and battlefields are littered with the results of the former.

 

Here’s to looking for reasons to change – they are all around. It’s just that it can be so difficult. The easier route is to continue what we’re doing – the path of least resistance. But, what are the odds we’re doing what needs to be done in the most efficient and logical manner?

 

There are three (3) steps in change:

          * Intellectual – We are presented with an idea and say, “Hmmm!"

          * Trial – We owe it our company, Managers and ourselves to make an attempt at something different.

           *  Expectations – Unfortunately, if we don’t get the results we want (almost) immediately, we revert to what we’ve always done. See, “path of least resistance.”

I was talking to a young Seller the other day and he told me that he’s been changing the way he sells. He acknowledged that it’s hard but he’s making progress. All was good – then, he killed the buzz. He said he’d gotten comfortable with his changes and that he was satisfied with things. I implored him to immediately get “uncomfortable” again.

Being uncomfortable is the way it’s supposed to feel when changes are being made. Most importantly, know that eventually repetition conquers uncomfortableness. When you have a chance, pick up “Outliers,” a wonderful book by Malcolm Gladwell, wherein he postulates that it takes 10,000 hours of repetition to master an activity.

 

I even took some of  his (and my own) advice the other day. I practiced the weakest part of my golf game, chipping. I hit more than seventy (70) chips – first time ever, I mean it! As a result, I felt really uncomfortable doing it. The good news is that I’m almost there -- just 9,999 hours to go to master that 15 yard chip.

What do you think?

Good Selling to you!

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 #76

WHAT’S MY TIME WORTH?

“THE AVERAGE BILLABLE HOUR”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

If we don’t know the value of something, how much value does it really have?

Sellers tell me they have time management problems. They say they don’t have enough time to get done what needs to get done. But this may not be the problem at all. These same folks, given more time each day, would in all likelihood, still run out of time. Or, continue to do the same things that got them into the predicament – always repeating the same actions.

In any given work day, how do we decide what to do? Usually, today is an extension of yesterday, only a day later. We need to look hard at how we use our time and understand its true value. Only then can we understand the extent to which our activities make sense and lead to maximizing revenue. What if we knew exactly what an hour of our time was worth? How might that help in prioritizing what we do with our time? What impact would that have on our results?

Lawyers and accountants are acutely aware of the value of their time – it’s how they bill. Perhaps Sellers should look to these professionals as a way to become more efficient in how we work. It’s only when we know what our time is worth that we can make wise decisions on how to utilize that asset.

Here’s a way to determine the value of our time.

Establish how much money you want to make in this year.

Take that number and divide it by 12 – number of months.

Then by 4 – number of weeks in a month.

Then by 5 – number of days in a work week.

Then by 6 – number of “quality” work hours per day.

The result is the “Average Billable Hour” for you this working year.

Knowing what our time is worth will help focus our efforts on those things that make the most sense for us. Be mindful that every hour you don’t generate that number, you have to “double up” the next hour. Sometimes we will need to delegate an activity or ask a colleague to help. Or, maybe we should pay someone to do what makes no sense for us to do. The goal is to leverage every working hour to benefit our bottom line.

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 #75

HOW ABOUT A SECOND OPINION?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Just the other day, I was talking to my pal Joel, a sales guy with Klochko Equipment in Detroit.  During the discussion I had an epiphany of sorts. It dawned on me that most Sellers work by themselves, actually in a silo of sorts. Regardless of how many Sellers and Managers are on their team, most Sellers feel like they are “lone wolves” doing battle everyday – much like Willie Loman in “Death of a Salesman.”

What’s weird is that Sellers might be the only professionals who insist upon going it alone. This is almost a “badge of courage” thing. But, in every other profession, soliciting second opinions is normal operating procedure. Accountants do it. Doctors do it. Lawyers do it. These folks are most concerned about getting it right the first time. They know that their clients can suffer when mistakes are made. So, they ask for input and advice.

When I started working alone a long time ago, the thing I missed most was being able to bounce ideas off other folks (no one ever was hurt as a result!). Isolation made work more difficult. As time passed, clients became friends and valuable resources when I wanted another voice.

When was the last time you sought a second opinion on a sales situation? When was the last time you reached out for just a little help? Of course, nothing guarantees that other opinions make sense or are helpful, but getting a second opinion will either help establish a better approach or confirm your existing plan.

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.

“FEEL SELLING”

VS.

“PROCESS SELLING”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

So often Sellers tell me they either do, or don’t do, something because of the way they “feel.” Or, they’re “just not ready yet.” This puzzles me. I believe that this “Feel Selling” prevents us from doing what must be done.

I am committed to “Process Selling,” which depends upon logic, sequence and rational thought. It requires having a plan, implementing it and reacting to how the Buyer responds. In many ways, Sales is a science, just like medicine and physics.

Three (3) examples:

When to follow-up.

Sellers frequently don’t know how long to wait before following-up with a Buyer. When dealing with this issue, they tell me “that I usually wait a week or so,” explaining “they don’t want to appear pushy.” This can all be avoided by allowing the process to take over and simply ask the Buyer,“when do you want to hear back from me?” Ask this question every touch.

When asking for referrals.

This is the example that perplexes me the most. Sellers frequently feel that “trust must be established” before having the right to ask for a referral. For me, if a Sales Training opportunity is “in the books,” I will usually wait for the Training to occur before asking for a referral. But, if I’m in cold-call mode and am told that this particular person will not buy, I immediately ask if they know anyone else who might be a candidate.

When asking for the order.

Sellers are most uncomfortable doing this for a number of reasons – primarily, not understanding where they are in the process. We can ask for the order assertively, without being pushy or rude. Use the “Tell and Chase” method, which allows us to present a course of action and then ask, “how’s that sound?” If you are “feeling” really uncomfortable, just ask “what’s the next step?

Go with process over feel. What’s the worst thing can happen? As long as we’re professional in how we deal with folks, all is good. So, are you a “Feel Seller” or a “Process Seller?” What do you want to be? As Tina Turner once said – kinda --  “what’s feel got to do with it?”

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 #73

THE NEXT STEP SCENARIO MEMO

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Here’s something that will take just a tiny bit of time yet yield a more thorough understanding of “next steps” in the Sales process. And, should create more time to focus on more important things.

How many times have you heard from a client that they “forgot to do” what they said they would? Or, that they didn’t realize that they were supposed to do something at all? How often are we the culprit in not following-through on what was promised simply because our memory sometimes fails us? It is very tough getting old!

Today’s technology allows us to stay in touch as never before. Communication is instantaneous as many companies begin outfitting their Sellers with I-Pads or some other pad-option to this end. At the very least, almost everyone has a smart phone. Whether office-based or in the field, always put your next steps in writing. Begin using the “Next Step Scenario Memo.”

Within three (3) minutes of ringing off a call or leaving an office, send an e-mail...

THE NEXT STEP SCENARIO MEMO

Thanks for the time.

·        Because it’s appropriate and professional.

I’m going to....

·         Establish what I – the Seller – will be doing next.

·         Establish a date and time to follow-up.

·         Etc.

You’re going to...

·         This is what the Buyer will be doing next.

·         Check budgets.

·         Arrange a meeting with colleagues.

·         Etc.

We’re going to....

·         Lunch, golf or the next meeting.

·         Etc.

Always “chase it.”

·         HTS?

Again, thanks.

·         There you go.

This will take self-discipline to initiate but is well worth it. Everyone will know exactly their responsibilities and be clear about how things are going to proceed – if it’s said, it should be written.

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 #72

 “HOW AM I DOING?”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

It’s the time of year to take stock of what we’ve done and how we’ve done it. And, to know whether we’ve been naughty or nice. Hopefully, those who judge are okey doke with our performance.

Because of the hectic pace of everything we do, how often do we do what Ed Koch, the past Mayor of New York City, always did? Simply ask his constituency, “how am I doing?” There was a United Airlines commercial a while back that featured a conference room with Sellers milling around waiting for a meeting to start. The Sales Manager enters and announces that we “are going to see our clients right away,” and distributes airline tickets as smiles appear all around. It is essential that we let our best clients know that we are willing to fix what needs fixing in our relationships.

Reach out to the top accounts in your business. Pick a workable number but make certain they are the top 15% of your business. Send a survey via e-mail, fax or snail mail. The questions are few but powerful:

• From 0– 10, how satisfied are you with the job being done by us?
• What two (2) things are we presently doing that should be continued?
• What two (2) things aren’t we doing but should start immediately?
•  From 0– 10, how satisfied are you with the job being done by your Sales Rep? 

Plan on a quick follow-up phone call. Better yet, go see them but not in a selling mode. Management should accompany Sellers for this visit. Let them know how important they are to us. Heck, bring a chocolate cake! 

We’ve all heard the saying, “perception is reality.”  Without asking our clients what they really think, we may never know if our customer’s perception matches our perception. Don’t leave that to chance!     

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 #71

IF YOU QUOTE IT, FOLLOW IT!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Because of the frenetic pace of every Seller’s day, things sometimes fall through the cracks – it’s only natural but that doesn’t mean it should happen.

Perhaps the most glaring example is when a Seller provides a quote or establishes a “next step,” but fails to follow-up properly. This can be an incoming call or an account we’ve solicited. In either case, the opportunity to get business should always be treated with the highest urgency and desire. It may only be the beginning, but can develop into a long-lasting and mutually-beneficial relationship.

I am always shocked when Sellers tell me they don’t follow-up their quotes. It’s as if we figure that we’ve done our job and if the Buyer wants to use us, they’ll call back. And, it makes no sense trying to guess what the Buyer is thinking anyway. If we take the time to quote something, we should ask for the order right then and there.

• The price is $*** and I can reserve that for you right now. How’s that sound?”

There are times, of course, when an immediate Buyer’s decision is not possible. In these cases, a specific follow-up plan should be established:

•  Ask “What’s the next step?”
•  Or, “When do you want to hear back from me?”
•  Or, “If I don’t hear from you first, when should I be back in touch?”
•  Or, “At what point, will you be able to proceed?”

If we take the time to quote something, we need to take the time to follow-up on it – 100% of the time.

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 #70

NOTHING GOOD

EVER HAPPENS WHEN...

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

You take your cell phone into an appointment and it rings. And, then you answer it!

• Simply turn it off or leave it in the vehicle.

You decide to change your out-going voice-mail message daily but forget for a week or so!

• Change it daily and religiously.

You have a plan for a sales call and then realize the plan is to "wing it!"

• Always have a plan. And, then implement it.

You have an appointment, don’t confirm it and the client has gone on an unexpected – to you – ten (10) day cruise!

• Always, always make a confirming phone call the day before or the morning of all appointments. This pertains to telephone appointments, as well.

You are certain that "no news is good news" but it isn’t!

• Always "cowboy or "cowgirl" up. We are responsible from the beginning to the end of whatever it is.

Your proposal went out with last year’s pricing!

• Have someone else double-check the big things.

You thought you ended a voice-mail message to someone, made a smart-aleck remark and realized you were still being recorded!"

• Don’t make smart-aleck remarks about people.

You fail to return phone calls and emails promptly (this one is actually meant for Buyers)!

• This is the professional thing to do – always.

You assume you know what the buyer wants and needs!

• Get "empty-headed" and ask the right questions

You neglect to ask for a referral!

• Come on, you gotta be kidding!

You fail to establish a plan to follow-up and the business goes elsewhere!

• If we take the time to generate it, follow it.

You are driving in reverse!

• Always drive straight ahead!

What do you think?

Please feel free to send your examples this way and I will share.

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 #69

THE 10 COUNTER COMMANDMENTS

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

In most companies, Outside Sales is usually the “glamour” job. Frequently, the Outside Sellers know that and some act accordingly – every Sales staff has its diva/prima-donna. This Morsel is not about them.

This is about the unsung heroes of most sales operations, the Inside/Counter Sellers or Service Representatives. These folks are the first point of contact with the Customer. They are charged with the responsibility of quickly and professionally determining the need of the caller or “walk-up,” having the “back” of the Outside Seller and fulfilling that which is promised. On top of all this, more than 90% of sales revenue can cross the counter directly or indirectly.

This is a difficult job, requiring extensive product/technical/market knowledge, strong selling skills and a pleasant personality. Companies wisely view this position as a “development system” for Outside Sales.

I have found that the best companies put their expectations for their Sellers in writing. This provides clear guidance as to what should be done and how it should be done. Here are the “10 Counter Commandments,” which should raise the bar on customer service and drive company revenue and profits:

1. Answer the phone promptly.

            Many companies want calls to be answered within three (3) rings.

2. Use the proper telephone greeting.

Use a three (3) part greeting – “Good morning/afternoon. This Is **. How can I help you today?”

Always be nice. We are “welcoming” that person into our store. Make a number of random calls to companies and experience their greeting. What does this initial “touch” say about our company and us as professionals?

Better yet, conduct “secret shopper” phone calls to your company.

3. Capture name and phone number at the top of the call.

We need to know to whom we’re speaking. It’s polite and should be automatic.

For extra credit, feel free to ask them how they’re doing today.

Be sure to say, “in case we get cut-off, what’s the best number to call you back?”

Obtain account number by asking – “In whose name is the account?”

If not a present client, offer to set-up an account set-up at the end of the call.

4. Determine the customer’s need as professionally and quickly as possible.

It’s possible there might be an alternative solution to their problem. Offer the appropriate up-sell or down-sell.

5. Introduce at least one (1) add-on product for each transaction.

We save our customer their most valuable commodity – time. No return trip is necessary.

We take the Buyer “out of the market” by becoming their sole source of product and solutions.

We drive our business by “expanding” the transaction.

6. When quoting on products or services, offer to take the order  right now.

It’s okay to ask “What purchase order do you want to use?”

7. If the transaction is not consummated immediately, establish a specific date and time and plan to make a follow-up call.

8. Effective follow-up differentiates us in the market.

When your product/service is delivered or provided, make a telephone call that day to see how the delivery went. This is a good opportunity to handle any problems. And, a better opportunity for an “atta-boy” or “atta-girl.”

9. Make one (1) phone call daily to an account that is presently using our product or service.

Ask them how well we’re performing for them. You will blow then away!

10. Make one (1) dormant account call daily.

Reach out to clients who have good credit, have paid in a timely manner and we haven’t done business with in a while.

This is a good opportunity to survey how well we have done for them in the past. And, how we can continue to serve today and tomorrow.

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 #68

THE PROCESSIONAL

A “SALES-MAP”FOR EVERYONE

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

I believe that Sales is linear and sequential, a process that anyone can learn. By using the same methodology each time, the Sales process becomes much easier and repeatable. This is counter to many Sales Trainers who tell us do things based on what they consider to be a “type” of Buyer. In their world, every encounter is different. This theory makes no sense to me. Sellers should implement a process which revolves around that which is totally controllable – knowing that rest will take care of itself. Why worry about the uncontrollable? I like simplicity.

A “Processional” is a series of repeatable steps that represents the way we do business. It is rock hard on the “outside,” in that it never changes. But it’s “soft” on the inside so that it can change when necessary.  Remember, Sales is a race to “need,” regardless of who’s sitting in front of us. Having, and implementing, a Processional allows us to have a process and be able to make changes “on the fly.”

Here are the steps of the Processional:

1. ASK, ASK, ASK. We start all sales encounters by asking a ton of questions. You may recall SLH Morsel #17 that deals with the Igniter Protocol - the set of questions asked to begin the call.

2. TELL. HOW’S THAT SOUND?  There is a time to “tell” the Buyer what we think is the right solution for them – and this is it. The beauty of asking many questions is that we’ll know exactly what the Buyer needs and then our Gottem is “married” to their Needem. Always use a Chaser, “HOW’S THAT SOUND?”

3. LET’S DO THIS. HOW’S THAT SOUND?  We very clearly establish a “next step,” one which is controllable by the Seller.

4. OH! WHAT’S THE PROBLEM? Objections to our solutions may arise. But don’t worry. As we know from SLH Morsel #37 that there are only three (3) reasons for Buyers not buying and how to deal with each.

5. LET’S DO THIS. HOW’S THAT SOUND?  PART 2. All problems have been handled, the next step is in the books and all is right in the world!

The Processional is the road map of the Sale. What we do remains the same each time. The Buyers – and their Needems – change every time.

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#67

4 WAYS TO GET THE OPPORTUNITY TO PERFORM.

OR, HOW ABOUT THROWING ME A FRICKIN’ BONE?!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Before you get there, how do you earn the opportunity to be there? The best Seller in the world has to be invited in at some point.

There are four (4) ways to get the opportunity to perform:

1. THE MESSAGE IS CONTROLLABLE BUT IT COSTS MONEY! A company can say what it wants to the market about its products and people. Sometimes the message is hyperbolic, sometimes the claims may be questionable and sometimes the message is accurate. In any case, the company has the right to say it. This is called “marketing” or “advertising.” The company pays for the right to say these things which also includes information on its web-site. Frequently, this information should be taken with a grain – or, sometimes, a block – of salt!

2. IT’S DOESN’T COST A PENNY BUT THE MESSAGE CANNOT BE CONTROLLED! On the other hand, there are plenty of instances where the company cannot control the message.  This messaging is free. It is called “reputation” or “word of mouth.”  And, everyone knows that this is the most powerful of all messages. Remember that bad news travels at the speed of light and good news limps along. Be very vigilant about how you treat people and only good things will be said about you.

3. JUST DUMB LUCK! My definition of “luck” is anything that can’t be controlled. Luck comes in two (2) forms, “good” and “bad.” If you’ve ever been the recipient of a phone call from someone you don’t know but results in a healthy sale, you have good luck. However, if you’ve worked hard on a project and at the last minute that company’s goals change, knocking you out of the box, that’s bad luck. Other examples of good luck include an improving economy, a unique product (very rare, indeed) and a competitor’s screw-up.

4. WAY HARD WORK! The most difficult way to get the opportunity to perform is doing it “old school” -- through prospecting and cold-calling. This, by the way, is also the least time-efficient method.

Always do the right thing. Be professional when luck makes a hard turn and treat your clients as if your livelihood depends on it. You’ll be fine. Oh, and always ask for referrals!

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 #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

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