SLH SALES TRAINING MORSEL #62

TELLER OR ASKER?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Which are you?

I’ve begun asking Sellers whether they are “tellers” or “askers.”  The almost-immediate answer is, “I’m an asker.” Sometimes, though,  reality and perception are very far apart. After much discussion and a little video-tape role-play, the realization creeps in that most Salespeople do more telling than asking.

Of course, Sellers have to do both - telling and asking. But, this is a question of sequence – which comes first? My experience has shown that most Sellers “tell” before they ask. This appears to be the easiest route to take as it feels “natural” and can create an illusion of “give and take,” building a relationships and, well, Selling. Some Sellers have even told me they think it’s “to pushy” to start with questioning. I take a much different stance.

Wherever you stand on this issue, you need to understand exactly what type of Seller you are and wish to be. Begin audio-taping your end of phone calls to know for sure. Then, role-play with your colleagues and Managers and try asking first, then telling. I think you’ll find that your “telling” is getting in the way of your “asking.” After all, how can a Seller “tell” what they can do for a Buyer without asking the proper questions to understand their needs?

Asking first is the more difficult route – at least at first. You’ll need to know what your going to ask before you get there and then continue asking based on the Buyer’s responses. This will require change, which can be very difficult strategically and in execution. Stick with it, though, and you’ll become a committed “asker” first and a “teller” second.

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.

SLH Sales Training Morsel #61

WHAT DOES “VALUE” MEAN?

AND, WHO DECIDES?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

It’s said that beauty is in the eye of the beholder. What about as it pertains to sales? Who determines value? The Buyer or the Seller?

Nothing initiates a more heated discussion in SLH Training sessions than this question. Folks stake positions and use all their powers of persuasion to move their counterparts. Traditional sales processes talk about a product’s “benefits” and the myriad reasons how a Buyer will gain from its purchase. I find this concept troubling.

I always use a self-effacing example to prove this point. While Training, and with other  scalp-expanded volunteers, I describe a product (we already know what the mystery item is) that was reduced in price from $19.99 to $1.99 and ask how many folks are interested in the product. Everyone raises their hands – except for a few cynics. It gets better, though. The normal one (1) month warranty has been extended to “forever.” Gasps abound as the interest level soars. However, my volunteers and I remain unmoved, not willing to partake of this terrific offer.  What’s the product? A comb, of course!

As a product “sits” – in a display case, on a lot or in a warehouse – how can it have value? Not only doesn’t it have value, it actually sucks the profitability from the company. The fact that it’s “in inventory” means that it has yet to find a “home” – at this point, no one wants it. Guess who makes that decision.

So, let’s not kid ourselves – the Buyer, and the Buyer only, decides whether a product has value or not.

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.

SLH SALES TRAINING MORSEL #60

WHAT DO YOU DO BEST

AS A SELLER?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Ask Sellers what they do best and guess what the overwhelming majority will tell you? You will be told, “I build rapport.” Or, “I build relationships.” And, sometimes it’s simply “I’m a people person.”

How is this possible? How can every Seller have the same strength? And, what if someone doesn’t like you? How can so many Sellers build their careers on the hope of  being liked? Let’s face it – not everyone is likeable!

Suppose we look at this question within a different framework. Let’s answer with the following parameters:

What we do best must be learnable and trainable.

What we do best must be repeatable.

What we do best must be transferable between industries.

What we do best must be totally controllable by the Seller.

Now, what’s your answer? Keep in mind that building relationships does not qualify - two (2) people must form a relationship. It is not totally controllable by the Seller. I am absolutely NOT saying that building relationships isn’t essential – just that it’s not controllable by the Seller. Building real business relationships are based upon our ability to perform (see Morsel #12) at the highest level, as defined by the Buyer.

Here are some examples of sales skills that can be practiced and will pay dividends by mastering:

Opening.

Asking the right questions.

Listening.

Asking for the order.

Dealing with objections.

Adding-on.

Up-selling & down-selling.

So, what do you do best as a Seller?

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.

SLH Sales Training Morsel #59

HOW IMPORTANT IS CONTROL OF THE SALES PROCESS?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

How important is control in the sales process? Most Sellers will respond “loads.” But if control was not as important as you think, how would that change the way you sell?

From our first sales job, we’re told that it’s essential to “control” the Sales process. That we must be in a position to guide – some might say manipulate – the Buyer. That without control, we are at the mercy of the Buyer. What do we really gain – and lose – with this attitude and mind-set?

Certainly, this sets up an environment fraught with pressure on our side of the equation. Sometimes, this attempt backfires and creates a combative sales environment. Why would anyone want to risk this when attempting to work with a new client?

How much more sense might it make accept that the Buyer will do what the Buyer will do? In developing new accounts, there’s plenty to do and focus on without gambling.

Best of all, it’s just easier to worry about what we’re doing. I believe that we should focus on the things that we can control and the rest will take care of itself.

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

SLH SALES TRAINING MORSEL #58

NOT ALL CLIENTS

ARE CREATED EQUAL

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Many Sellers feel compelled to literally “see” their clients, believing that Sales is best done on a face-to-face basis. They tell me that high-caliber relationships can only be built in this manner.

Not only do I strongly disagree with this belief but other problems can arise because of it – that of managing one’s time in the most efficient and effective manner.

How do you decide where and how to spend your time? Sellers often claim that time management issues result mainly because of the size of their territory. Or, the number of clients they serve. It actually may be a bigger issue - how Sellers view their client lists.

Too many Sellers see what they do as “running a route,” like filling vending machines. If it’s Tuesday, I have to be in this area, calling on these clients. The reality is that not all of your clients are of equal importance, and should be treated differently. We actually need to discriminate.

Most everyone’s familiar with the “80-20 rule,” although it’s technically the “Pareto Principle.” The theory was developed by Vilfredo Pareto, who observed in 1906 that 80% of the land in Italy was owned by 20% of the population. He then observed that 20% of the pea pods in his garden contained 80% of the peas. Who knew?! Anyway, when applied to business it postulates that 80% of your business will come from 20% of your clients. For many of us, though, the ratio may be closer to 90%-10%.

I suggest that you categorize your clients into quarters by their importance to you.

Top Quarter. This is where your livelihood resides and these accounts better be served with full attention  to detail and follow-through. Nothing is too much to be asked to do and accomplish for these folks.

2^nd Quarter. These clients are ones that should be top prospects for growth.

3^rd Quarter. Minimize face-to-face activity. Be sure to ask how often they want to see you in person.

Bottom Quarter. Do NOT see these folks face-to-face. Use the telephone and written word to further develop these accounts.

As in European Football, there is always going to be movement between categories. Don’t let the folks in the bottom quadrant drain your time and prevent you from doing what needs to be done for the most important clients you have.

And, look how much time we’ve created! See Morsels 19 & 28 for other ideas on Time Management.

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.

SLH SALES SYSTEM SALES TRAINING MORSEL #57

DON’T BE A

“YEAH-BUT”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

What was the last thing you changed about the way you sell? Most Sellers have to think very hard and long to honestly answer that one. I’ve found that folks change only when forced to – and, that’s a shame.

Most Sellers with whom I work don’t want to be in the training room. There are a million reasons to be negative about Sales Training and I’ve heard my fair share over the past 17 years. Lots of Sellers come down with the “training flu” at curious times. Believe me, it’s not hard to identify the “dark clouds”  dressed as Sellers.

Why do people get “stuck?”  Why do we figure that “we know it all?” Why all the push-back? What’s the down-side?  What can we gain by at least considering change? People get weird when confronted by change. And, very suspicious.

If someone asked why you sell in a particular way and your response is, “because I always do it that way,” you may be a candidate for a brand-new mirror. Take a look and ask yourself , “how much better can I be and how much real work will it take to get there?

Now, about being a “yeah-but.” These are folks who agree with you... but, really don’t. Their intent is merely to shine you on and then go into defensive mode about what they think and do. Everything they say preceding the conjunction, “BUT,” is thrown out the window – it doesn’t count and is neither respected nor considered. What follows the BUT is really what they mean. At the very least, these folks could say “yeah...AND...” This shows a modicum of respect for the other person’s opinion and may lead to real consideration of an alternative way to do things.

I think people need to consider what they normally don’t. It takes tremendous effort but the results can be amazing. Perhaps it proves that your methodology is sound and makes sense. Or, that you gotta do something different – right now. We learn about life and ourselves by simply considering alternatives.

Go ahead and make a commitment to make a change this week – no, today –  about the way you sell. After all, what are the odds that no matter what you’re doing, it’s the best it can be done?

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.

SLH SALES SYSTEM SALES TRAINING MORSEL #56

WHY BE NEGATIVE

WHEN WE CAN BE POSITIVE?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

If you’ve ever witnessed Little League Baseball, you’ve seen a perfect example of how subtle, yet powerful, words can be.  As the player steps into the batter’s box, how often do you hear the coach say, “don’t swing at a bad pitch.” The kid actually hears, “DON’T.”  How much more affective would it be for him to just say, “hit the ball hard?” Or “DO something good?” It certainly seems that would be a much more productive instruction.

We have to be so careful about what we say. Once it’s out there, there’s no getting it back. If you’ve ever said anything and immediately thought, “ruh-roh,” then you know what I mean. And, those become very big things – ask any politician. 

There are many opportunities to be positive every Selling day.

Instead of asking:       “What’s holding you back from placing an order?”

We could ask:             “At what point do we move ahead?”

Instead of asking:       “What obstacles are there in this deal?”

We could ask:             “What would have to happen to move ahead?”

Instead of asking:       “Why wouldn’t we proceed?”

We could ask:             “How ready are you to proceed?”

Instead of asking:       “Besides you, who else will be involved in the decision-making process?”

We could ask:             “In addition to you, who else is involved in the decision-making process?”

Remember that “How about..?” is the same as “Why not...?” Except a lot more positive and incredibly stronger!

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.