Where you live

There are any number of factors that will set you apart from the other sales people that you know. The most important, however is the environment that you set for yourself.

This means the way that you think about sales, the way that you approach sales and the way that you explain what you do.

I have known many sales people who rarely talk about their business. Recently I was with a doctor friend of mine, and we were talking about his patients (generally) and he said to me when he asked people what they do, and they said "sales" that was all that he got out of them.

Rarely he said does anyone elaborate on that word, they never mention what they sell and who they work for. Yet if the question was asked about their family, they will go forever.

What do you say when someones asks you what you do. I bet is is "sales." Too bad.

Good selling,

Steve

Four Bad Words

I remember being asked what the words that sales people hate hearing. (They are the ones who say it!) At that time, I said that it was "I'll think about it." Recently I have changed my mind about the words, and their meaning.

I was in London last week, as you know. I was in a Starbucks, waiting for a meeting to begin. In the corner there were four people having an animated discussion. It was obvious to me that three of them were trying to sell the fourth.

The meeting went on for awhile, and I stayed since I could hear the conversation, and frankly I wanted to know what it was about.,

It finally ended, and the women, facing the fourth, said to him "Well, thanks for your honesty." She was not being difficult. She realized that what ever they were selling, it was over. I thought about those words later, and hope that I never have to say them to anyone.

There is no question, that when you utter that phrase you have been told NO, and it time to move on. But, we all are sorry to hear that, and we all really want to say "What don't you get? Which word don't you understand.

Good Selling,

Steve

MONDAY

I am back from a week of travel. I closed several deals on the West Coast and gave four days of speeches, so it was a good week for me.

I thought about how one gets bored with the same thing over and over again. The fact is, as sales people we do not have to let that happen.

We are meeting new people and new companies everyday, and if we stay focused we can over come the boredom factor. But that means that you have to work! There is an element of surprise in that. In order to move ahead we have to "work" or we lose our identity. That may not be true for everyone, but for many it is. Keep on plugging away and have fun. You will never be bored in sales.

Good Selling,

Steve

FRIDAY 10AM

It is now Friday at 10 am, but you can tell that by the title of the this blog. I was very busy this week with sales calls and speeches. Everything went really well, and we had one of the most productive weeks ever.

Then I get this call from a person who is upset with me, after reading one of the books. It's like she tried nothing, but still blames me for her being fired from her job. At first I thought she was joking, but then I relaized that she was a nut case.

I get about 5 calls a week, but not from crazy people; most of the time they ask sales related questions, but this tops them all.

Tomorrow I leave for LA and then Tampa for meetings and some speaking that I am scheduled to do. Yesterday we closed a bank and a small program that we will do in a week or so.

By the way, did I tell you that the Russian deal is set, going there the end of January.

Good selling, Steve

SNOW

It's snowing here. The first snow fall of the season, and I must tell you beautiful. Have a great Sunday.

Good Selling ( and resting today),

BTW: the new book will be entitled: :Stephan Schiffman's Essentials for Sales".

Steve

Underwear

How many sales people do you know that now work from their homes. The whole idea of telecommuting real make sense for sales people, after all, where they should they be; out! They should no ever have to go to the office.

I spend time writing in a place that I have in the mountains of PA. Here is can sit and type to my heart's content, and no one will bother me. The office is great, too, but I cannot write there in the same way that can here.

You are asking your self, where the hell is he going with that. And you might even ask yourself is he in his underwear or worse!!!

The answer is NO, and this brings up the way that you work when you are home.

My feeling is to get up, I do at 4 45, and get my coffee, get DRESSED. It then, and only then, that I feel that I am ready to go to the day. I want to know what you do. How do you approach your day.

Good selling,

Steve

Same day

Some one asked me why I use such a large font.The answer is simpler than you probably thought. Its so I can read it!

I try, really do this, to learn something from someone every day. Some times it is easier than others, and some times I have a hard time in thinking through the day and coming up with a lesson.

Today I was asked a question about the webinar that I did today, and why I liked it so much. This is not a learned question, nor will this be a great answer. I am not sure if it is a question to learn from.

I was thinking that I really feel that what I am supposed to do is to help people. I have felt this forever, and although I don't think that I do it at all, I guess that there are people who would say the opposite. So I learned today that I had fun helping others, which I would think is not a bad lesson after all.

Sales Tip for the moment: always write a thank you note to everyone you meet, and always, always have business cards with you. You never know who you are going to meet.

Good Selling,

Steve

Do you think this was too self serving. I might!
ss

Thursday

I am getting ready for another webinar in about 30 minutes from now. If you have never joined me for one of these you should. We have another scheduled for later this month, and you can sign up by contacting Scott at Sforman@dei-sales.com.

He will be happy to help you. These webinars are the best things that I do, and I try to create a real learning experience for those that attend.

Try to join me.

Good selling,

Steve

Organization

Have you ever thought how important being organized is for the sales person?
I was working on a new article yesterday, and thought about some questions that you might want to think about:

1. What's in your desk?
2. Whats in that over sized brief case that you carry?
3. What's in your pockets for purse (for those of you that carry a purse)?
4. How are you managing your time?
5. Do you prioritize properly each day?

More about this later.

BTW: it was Jeffery!

Good Selling,

Steve

Good morning

Good morning you sales people. How are you today. I see that more of you are reading this, so I will have to pick up the pace of writing. People have told me that when there are comments, it means that their are that many more people reading the blog.

Do any of you have your own blog. If you tell me I will check it out. Maybe even give you my opinion on what you are writing about.

This holiday has been a good one for me. I am up at my place, alone, this time, writing and thinking about sales, and the people that I have worked with over the years. I had the opportunity to view a DVD of a speech that I did a number of weeks ago. It is always interesting to be my own critic. I also learn from them, since there are things that I say that sound so great!????

Who know how great they are.

I had a problem last week, I get this call from anothertrainer telling me that the new book that I am to release, Stephan Schiffman's Sales Bible is a violation of this guys book the Sales Bible, so I had to change the title of the book...at least my publisher did! the guy wasn't very nice about it, and yelled at the from the very first moment, when I just had answered the phone.

You know, after 30 years of books and talks, I don't like to be spoken to that way, but what the hell! I hope that he feels better now. I would have had the publisher change the title anyway, with out the noise.

This week will be quite for the average sales person, and we ARE going into the Holiday season. It funny to me the number of people who tell me that they have all these parties to go to, so they cannot sell. I think that is bull. How many parties to you have schedule from now until the end of they year. I think that I have 2!

Watched some TV last night and read. I am in the process of reading 3 books, i tend to do that, but nothing about sales. I am writing the newest book about the Experienced (read "old")Sales Person. Today I have to complete another chapter, and then write an article for the website.

OK, that's it.

Good Selling,

Steve

BTW: about the comment on Thanksgiving, I did not mean to be PC. Nevertheless, there are poeople who do not celebrate and I wanted to include them!

Happy Holiday!

For those of you who celebrate Thanksgiving, have a happy holiday.

Good selling, Steve

Monday

Perhaps this week, before Thanksgiving and then at Christmas are the hardest weeks for a salesperson. After all, what person will see you now?

Ofcourse, I have an answer to that. And that is ANYONE will see you if you called two weeks ago, and not today.

The problem that most sales people started this week this week. In other words, it's as if they did not think that Thanksgiving week was coming, so they did not plan for it. They let the week happen two weeks ago without setting an appointment for this week. They are right, it is hard to get people to pay attention to you now, they are busy with their own thoughts. However, if you had reached them two or three weeks ago you would have appointments now.

So what is a person to do. NOW is the time to prospect for Christmas week. You can call people next Monday with the sole purpose of setting meetings between Christmas and New Year's day. Of course, there will be those that tell you that everyone is off then, not true. There will be those that will tell you that people will have nothing to do, so that is the best week to see them. Not true. This is selling myths, which are full of #$%@!&*
and not true at all. You can all anyone at any time of the year. You can see anyone at any time of the year.

OK, so start calling, and forget the myths.

Good Selling,

Steve

Spice

I wanted to add some spice to this blog, they tell me it brings more people to it. The problem is I have no idea what I can write about that is spicy. Anyone have a suggestion?

I can give you a usual list of sales suggestions, but not today. I am going to think spice...you do too.

Good Selling,

Steve

IT WORKS!

Today the spell check and the various fonts came up on the machine! Great news for you an for me, the spellling willll beee betttter!

Speaking of spelling, and writing, I as wondering how many people still write thank you notes after their sales meetings. It seems to me that the email has taken over from the so called "snail mail", and no one is writing any more.

If that is true, then it is a shame. The well written, by hand, note always made me feel like the person actually cared enough to take the time to sincerely, or make believe , that they cared. Now with email, I sometimes get a thank you, and most times not.

I too, have fallen into the email cringe, by sending everything instantly. As a society we may have lost the personal touch that was so important years ago.

We all talk about establishing a relationship with the prospect and the client, yet we send emails...really personal. The fact that everything is done by phone, email, blackberry, text, video, etc., has driven us further apart than ever before.

Now is the time to rethink your priorities and come to the conclusion that a handshake, or a handwritten note, may be the real difference.

Good selling,

Steve

Good Morning

My spell check on this blog has failed to show up, so this really sucks. Excuse the typos that you see, but it is driving me nuts.

Sales is one of those things that is highly risky. I flew last week to two different cities, big trips, to see if I can get two deals closed. And while I thought the meetings went well, the only way you really know that if it happens the way that you think it will is by geting thew deal closed. In the mean time, it is a waiting game.

What should a sales person do while waiting for some action?
1. create more prospects
2. Call on exisiting accounts
3. have some coffee
4. stay home

The answer is obvious...but I wonder what answer that you would put in. Good selling,

Steve

BTW: what answer do you think that I would say?

I HATE the phone

Here I am sitting, waiting for the phone to ring. My prospect and I had set a time for 3pm to have a conference call. But he had to put it off for another hour. And as usual it is the sales guy that is sitting waiting for the phone to ring. Doesn't that just drive you nuts! I do not understand why that happens, it would not happen if we were meeting in person, but the phone is an easy way to get blown off for the day.

Maybe there is something we could do to stop this practice. First, send an email to the person reminding them of the call. NAH, that doesn't work any better.

OK, lets try a letter or Fedex mail to them. NAH, that doesn't seem to work.

Let's call the assistant to make sure that everyone knows the time of the call. That really doen't work any better.

OK: here is it. Don't use the phone! Go see the person if possible.

Short of that, WAIT. That for me is a crappy plan!

Good Selling,Steve

THANKS

Thanks for your kind notes and emails. The trip to Saudi was really great. I was able to meet with several new clients with the franchisees in the Mideast. I also gave three different presentations. As always I learned allot about myself and then about selling. I have this process of thinking about sales and the way that we sell.Here are some of the things that I brought up in Saudi:

We all want to be the "trusted advisor" in the sales pyramid. The only issue is how we get to the top. I was speaking and realized that there are three skills needed to be the "THE" sales person; the one that is sought out. First we need to have a god handle on our product.
This means that product knowledge is essential.

The second is that we need to have a clear understanding of our client. This truly means that we understand what they DO not simply what they buy from us.

And finally, we need to be able to communicate effortlessly with the client about them and us! Communication without the other two is meaningless.


I told people in the Kingdom that we have a great job, being in sales. At the same time, we need to hone our skills.

Let me know your thoughts.

Good selling,

Steve

I am writing a new book, and maybe you can help me out. I am seeking sales people who have been selling for 20+years and are between the ages of 55-65. If you are that person, or know someone who is, turn them on to me.

Just briefly, sales went well this week. I closed three deals, with another at about 90%. The key to selling, which I have mentioned is to be prepared. Therefore:

1 always verify your thoughts with the prospect
2 tell the prospect what it is you expect from them: don't surprise them
3 involve other members of your team in the sales process
4 call the prospect often so they get used to taking your call, and the will learn to return it, too!
5 it is a business relationship, don't fool yourself in thinking it is anything else.

Good Selling,

Steve

I will be away

I will be Saudi Arabia next week, and therefore may not be able to write in this blog. If I can, however, I will let you know about my lectures there.

Good Selling

Steve

I did a public webinar yesterday and got a very interesting question. The person asked me what do I say when someone (the prospect) says to me that "you are higher than your competition."

I answered it this way:
First I am not sure whether that is a statement or an objection. And since I do not know which, I usually wait for a second or two to see their reaction to my non-answer. Usually they go on and expand on their statement. It may go away after that and then it means nothing. If they say it with "meaning", that its an objection then I react differently. I say "yes" it is higher. That's it! There is not much more to say at this point. After all that maybe the truth so why defend it.

Now, let us say the person says you have to beat the price. That is whole different discussion since it is up to your company to do that or not.

The point is, don't assume that everything that is said to you is an objection, sometimes it is just a statement.

Good Selling,

Steve

The Top Four, which are you?

I was thinking the other day about the various types of sales people. And then a good friend pointed out the following to me.

There are truly only four categories of sales people:

#1. the order taker. Doesn't do much but gets a commission with existing accounts.

#2. the brand sales person who works for the company that has the brand identity. He/she doesn't really sell, they are able to push product because the company's brand is so strong.

#3. The product expert, this is the person who knows everything about the product and is able to illustrate this to the customer.

Finally #4. The trusted advisor or resource. This person has truly developed the relationship with the client and is the advisor that they go for additional information. this is a good place to be for any rep.

Let me know of you think there are any others.

Good selling,

Steve

LA and surrounding area

I am back from LA and the surrounding area. I had one of the hardest days of travel seeing new prospects. Four meetings in one day, and traveling up and down the SoCal area.

I did that by having a clear set of pre-arranged appointments so I knew where I was going to be and how to schedule them properly.

One of the things that I notice is that sales people don't have clear goals for the day. Like the Army you should have an "order for the day."

Here are some ideas:
1. Plan out completely your sales calls ahead of time.
2. Make sure you have enough material in case someone extra shows up
3. If you have to be late...which I never forgive...make sure you have the right telephone number and your cell phone with you
4. Make sure that you have something valuable to share with the prospect. Simply telling them about your company is never enough
5.Don't forget to close on the next meeting


More tomorrow, btw, if you have any to add, let me know.

Good selling,

Steve

Learn this

The hardest part of a sale is not getting it. Most sales managers would have you believe that it is not personal, just part of the 'game'. Not me. I think that it is very personal, and the more that you take it hard, the better off you will be.

Of course, I do not mean go into some depression. Far from that.

But at the same time, I want you to be so mad that the only way you can see your way out of it is by getting even and making a new sales.

In order to do that you need to know how my appointments to how many prospects to how many sales. By backing into these numbers you will be able to calculate what your numbers must be.

So, why do I want you to take it personally, because it is! yes, they said no to you. You were rejected and it hurts.

Go with that feeling, and sell.

Good selling, Steve

Sex and the sales rep

I was speaking to a rep over the weekend, and he asked me how to end the sales conversation. Kind of how you say good bye, or good night after an joyful evening.

Many people have a way of drifting off after the meeting is over, or even on the first phone call. We need to be upright about how we want the meeting or the call to end. That is so say, we want the person to know what we expect and how we are going to accomplish that goal.

First, maintain the enthusiasm that you has when you made the first call or appointment.


Second, let the person know that you are happy with the results.


Third, tell and make the next meeting, and give the expectations.


Four, make sure that they really really know what will happen the next time you meet. There is nothing worse that two people not being on the same page.


Finally, make sure you always end with a next step. Very important... that next step. I tells you everything. If they wont see you again, it wasn't the right meeting.

Comments, anyone?

By the way, just learned that I am going to Saudi Arabia to lecture this month.

Good Selling, Steve

Schedule for the week

This is a busy week for me. Tomorrow I get up at the great time of 3am to fly to LA. I will be there for three days. I have a sales meeting as soon as I get off the plane, and then one right afterwards. Another meeting on Tuesday and then one in SD on Wednesday. I will fly back Thursday.

Just thought I would let you know that traveling is back, I had been off the road for the past three weeks, but it is time to get back into the swing of it.

Sometimes I get tired, too, of the pressures of every day selling. A woman asked me if I was retired the other day, and I guess I DO look my age!!!!

Good selling,

Steve

Five new things

There are five items that I think are important for a sales person to remember. Here we go:

1. Always be as positive as you can be, every day, no matter what happens.

2. Be prepared for every objection that a prospect can throw at you. There should be no surprises in sales.

3. Carry business cards with you, ALWAYS. You don't know how many times I have asked for cards after hours, and people just look at me like I have 2 heads. I always have my card why don't they have one too?

4. Take each and every sale personally. It is the way that you make your money. This thing about "rejection" is full of crap. It hurts when someone says NO to you. At least it does to me.

5. No one ever gets up saying they will be stupid for the day. We all make mistakes. Its OK. Just learn from them.

Good selling,

Steve

It is Wednesday, over the hump!

Thank you all for attending the on line seminar that I just completed. There were at least people from overseas as well as the us on the line. It was great.

I am always happiest when I get to Wednesday. Its like the hump is over and now we wind down. The problem today is that I am so wound up because of the webinar that it is hard to come down. Everything went well, and we had great participation! Can not tell you how much that means to me. Also, more and more people are finding their way to here, and I am getting off line comments. Do not be afraid to leave a comment or two here.

selling is great but remember:
prospect like there is no tomorrow
know your stuff
be prepared for anything, it will happen
be nice
do something kind today and maybe tomorrow, too
take some time to think about what you have accomplished, you have done allot
call someone that you want to do business with and just tell them that!
take a breather, enjoy it, its not that serious all the time


Good selling, Steve

contact us at www.dei-sales.com

Long time, thanks for hanging in

I am back. As I mentioned before there has been a lot of activity lately. We just landed another deal where I will be going to RUSSIA to work with one of the largest investment banks there. It should be very interesting.

I hope that your business is going well, and that the prospecting that you did months ago is paying off big time. And, don't forget that you need to prospect every day.

The new book that I am working on, "How to Beat the Born Sales Person" is about half way though, and I will let you know when it is done. It should be in the store next spring.

Most of the ideas that I get for the books comes from other sales people. If you have a suggestion, let me know, and who knows! it could end up in a book.

As busy as we are here, there is still time to relax and check what we are doing. Maybe a good idea is for you to take a little time and go over your activity for the last few months, and check that you have been working effectively.

Stay focused, and good selling,

Steve

Turned out really well

Friday was an excellent day. I traveled to another city and began the process to get another sale. What is significant about this is that I KNOW it will not happen over night, and as a result, the beginning is what it is all about.

"What is he saying" you are asking.

Since I know that this sale will take awhile, I am not looking at this immediately. There is a lot of work to be done. But at the same time, I have to work on other deals to fill in. Now, mind you, I really thing this a big chance of closing. And, there are sales people that I know would count on the "one big one". Do not make that mistake. If this fails it will not be the end of the world for me.

Now, what do you think I am saying? LOL

Good selling,

Steve

Closed the deal

It seems that all the activity is starting to pay off. Closed a deal yesterday today. Everyone here is getting more appointments, which will turn into sales. The key here is to remember the sales cycle and take into consideration that anything started today, will not happen until the end of the cycle. YOU need to remember that, too.

Good Selling,

Steve

Networking

I have been asked if any of the networking groups are worth while. Anyone have an opinion about BNI?

Good Selling, Steve

Too Cocky???

A sales rep called me today to tell me how he lost a sale. His story is simple, and I know that most of can think of times that we have done the same thing. He was just too cocky!

He went into the meeting underestimating the level of professionalism of the group, and as a result he said, he talked down to them. Now mind you, he did not think that he did that, and if he did, he did not do it on purpose. But the feedback that he got was just that. The seven people in the room felt that he minimized them, and none were too happy about that.

When I asked him why he thought that happened, he said that he thought that he had the sale.

Just a reminder, no matter what, don't count on anything until the deal has been signed. And for the love of Pete, don't be too cocky about anything.

Good Selling,

Steve

End of summer

It is the end of the summer, and I feel that i need to point that out!!!??? Seriously, this is the time of the year when you should be able to predict how the year will end.

However, there is still time to beef up your sales by 1. closing any pending deals, and 2. by prospecting.

Too many sales people will let the next month ride, saying that people are really not ready to buy, which is far from the truth. People are back at their desks and business is going full steam. The economy is moving along at a pretty good pace. Despite the mortgage problems, the over all situation is good.

Make it priority, today, to reach out to people you have not talked to each summer. Find a reason to contact them, use the "idea" concept that I have written about before.

Look, I have the same problems everyone does, so while it seems easy for me to tell you to sell, I feel the same way, sometimes. Lets go!

Good selling,


Steve

Labor Day weekend

This has always been one of the most productive weekends that I have all year. For one thing, there is no business to be done today, tomorrow or Monday. It is a really day off on Monday, and there is nothing to prepare for the first day of the week.

What to do, what to do?

For me that answer is clear, sometime this holiday I will take a look at my notes and contacts for the past 9 months and evaluate what, if anything I could have done differently. This means be really, really, really honest with myself.

Then, I go through my business cards, outlook contacts, our CRM and come up with a list of people that I should call. I will put this on legal sized paper, and begin the process this weekend. Yes, this weekend. I know that I will not get anyone in, yet everyone I know has voice mail. I will leave messages, and they will be returned.

With Outlook, I can send emails to the people that I want to contact, and just tell them that I thinking of them which is true.

I will get emails back.

Finally, I will think about my existing clients and come to some conclusion how I can help them do better. Maybe there will be an idea or two that will come to mind. If so, I will suggest it. We have a new product, in fact, that might lend itself to some of these customers.

And when I am done, I will relax. After all I deserve it now.

Good selling, Steve

By the way check out the the new listing in Myspace! and Linked.

Yesterday a better day

I went on that rescheduled appointment from Monday, and closed the deal. Then we get a call from one of the staff who was left out of the process all ticked off, because her boss did not include her. We are going back to offer that person the chance the "understand" what they bought.

Things have been busy here since we make the call out and do not wait for people to call us. I wonder how many sales people wait for something to happen to them first. Years ago I wrote a book on making something happen before lunch, and i wrote about how I try to make something happen in my day every day. In other words, I did not wait for anybody or any thing, I made it happen.

BTW: I am doing a public webinar on the September 19th. If you want to join, write to balpert@dei-sale.com. You will find this to be great if you make cold calls, and who doesn't.

I am off to the PA house where I write, so I will back to you during the weekend. Anytime that you have a question, post it here and I will get back to you. Do you remember the guy who asked about a job, I called him and he never returned the call!! What's with that!

Someone asked me for references the other day, what's with that!

We are having troubled getting paid from a past client. What's with that!

Good selling,

Steve

Yesterday at 4

Got to the 4pm appointment yesterday, only to find out the guy left for Washington DC. A waste of time, even though the meeting is reset for next Monday. Why do people do that to sales reps?

good selling,

Steve

I have a sales call today at 4pm. Have you ever given some thought to the amount of time we spend traveling from call to call. Did you know that the average sales call is 3 hours. You have to factor in the traveling time, which in my case is about 1 hour, the actual meeting, again another hour. Then, finally, you have to return to home base. Another hour. Three hours for one meeting. Now take that and figure out your day.

If you total the time, the best you can do is 2 maybe 3 meetings a day, and that is without doing anything else, like cold calling. I don't think that managers or reps figure this out when they set goals. I cannot tell you how many times I hear, from managers, that they want their reps to see five people a day! Impossible. Actually, not even impossible, but totally wasteful, since it means that nothing else can be done that day for new new business.

Good Selling,
Steve

long, long, long day

This is one of those days that you wish would end. Although some good things did happen. I got called back from a prospect that I have wanted to see, and she finally set the meet for next week. That works well for my schedule.

Then I finished another chapter of the next book...you think that just happens...it takes time. This book, based on the "born salesperson" is going to be the best that I have produced. My publisher would like to see two books a year and a revision of one of the other books. That makes 3 Schiffman titles in any given year, up until 2010. That seems like a long way off, but really isn't.

I had several meetings today about potential franchisees, and I think that someone will come on board soon. And finally, there was the young guy who came to the office, hoping to be just like me! My god, I hope that he is better than I ever was! I gave him some suggestions, and he will be back in a few weeks. You never know where the next talent will be. He really has no idea how I started this business, and what I went through...the various transitions.

Anyway, Good Selling until next time.

Steve

Core competencies

In a recent study there were 5 core competencies that were considered important for over all business success. They are, in the right order:

1. initiative
2. strategic thinking
3. building networks
4. visioning/setting the direction
5. developing teams

good selling,
Steve

Tips for managers

If you are a manager for sales, then you should read this. If you are a sales Representative, then you should read this.

Here are five tips for Sales Managers:

1. Make sure that you and the rep are speaking the same language. I don't mean English, I mean the "code" words that people use when speaking to a friend or business colleague.

2. Make sure you, as a manager, know the sales ratios that allow you to forecast ahead of the curve. There is no point in waiting until the end of the month to be up set that quota weren't met, you should know that now!
3. Work with your sales reps, not against them. Think of the them as you customers, not people who work for you.

4. Be a strategic manager. Think of ways you can help your people sell better.

5. Be available at all times. There should never be anything, and I mean anything, that gets in the way of meeting and working with your reps. If there are meetings that other people set for you, and therefore you are out of pocket, forget them! The sale rep is number one!

Good Selling.

Steve

Five Tips for you; the sales person

So, what are the five tips that you could use today. I worked with a group of mangers last week in California. Afterwards we talked about the reps and came up with the following:

1. always prospect, even if in the last thing you wanted to do today
2. maintain that positive attitude. It does not mean that bad thing will not happen, but at least you can recover
3. stay away from that slump feeling. It is easy to get into the August slump, don't let that happen
4. talk to your manager often. They may not be able to help you every time (no kidding) but at least they understand where you are
5. get real about yourself. It's all about the sale, but that does not mean jump off the building if it doesn't happen for you today, or even tomorrow.

good selling, Steve

Selling, what else is there

So, what is new. I was in LA this past week and trained a bunch of sales people in the fine art of selling. What struck me is that everything revolves around the sales process. But what I saw was that most people do not have a real process. They "just know how to sell". There is a skill to it, and most do not have the skills. I am, however, thinking about what is the skills that is needed most. Is it prospecting? presentation skills? product related, or just old common sense?

good selling,

Steve

WOW oh wow

So what is new in sales. I spoke to a sales rep from another organization today. And I said to him "what are you doing". He said to me" I am calling companies like the ones that we worked with in the past". I said "why not call THE companies that you DID work with in the past!"

Interesting, isn't it, that we some times miss the obvious. All of us do. We are so busy that we forget to look around and see the obvious. How many times have you reinvented some way to make calls, or your presentation that was working well, but YOU were bored with it? That is the greatest failing of most sales people.

They forget that it worked before, and there is no need to reinvent. At the same time, there are those people who never change anything even if it is not working for them. They do the same thing, day after day, even though it doesn't ever work.

Which are you. Are you boringly the same, or forever trying something new that doesn't work. Which do you think is better? Let me know.

Good Selling,
Steve

Sunday, oh wonderful Sunday

Sunday is one of those days that seems to be on the sales person's mind more than any other day. Perhaps that is because it is the day that we plan out the week, or at least the week becomes real for us. I get up early most days, Sunday included. But instead of the day taking its time...so to speak, I usually use this time, in the morning to plan out the week. This week I have several sales calls in New York, Philly and then in Europe for the day. Next week I go to LA for most of the week. So, it is important that I really plan out two weeks in advance. I need to think about what it is that I will need for the next few days, then next week. On Monday I have to prepare for next Monday as well.

So, what does all this mean. It means that for the Sales person who doesn't have the organizational skills necessary, Monday is the worst day of their lives. They struggle to get through the day, trying to plan on the fly. And that does NOT work.

If you are reading this, and it happens to be a Sunday, make sure you sit down and plan. If this is another day of the week, at least mark off next Sunday as the day you will plan for the up coming week.

I am not saying that enjoy all of this, but what I am telling you is that it pays off in a big way. Good Selling. BTW check out the web site for .

Steve

To go around or not, that is the question

So what do you do when you are being blocked by some jerk, and cannot get any traction. Today I had that happen. I knew if I did not take some pretty tough steps I would lose the deal that had been closed! So I called the CFO and the CEO and set up meetings with both. They both know me, so they were OK in seeing me, and I do have meetings with them.

Yet I understand the deal can back fire. They could call everything off if I complain, or the jerk could kill the deal by telling them that I am hard to work with. So what would you do, there is no right or wrong answer. Either way all can be lost. Let me know what you think and if you have ever faced this before.

Good Selling,

Steve

Ideas

So it is Wednesday, raining out side, and fully a crappy day to sell. I remember long ago when I was faced with another day like this. I was selling for a magazine, and the rain came down. I thought to myself, why should I be out there. I would just get wet! So, I went to the movies thinking that no one would be there, after all it was 12noon. To my surprise every other sales person in New York was doing the same thing. There they were with their samples kits or brief cases. I stood there, and it was then that I said I will never be like them. I turned around and walked out the find a prospect or two. I was sure, and still am, that was the best decision I made in my life.

good selling,

Steve

To remember

There are things that can be learned from every sales experience:

Here are five items that I was thinking about this weekend, as I was evaluating my own sales:

1. Make sure that you ask the questions that matter. Do not ask for the sake of asking.

2. Take appropriate notes. Don't be foolish and try to be a court reported. Write down the things that matter.

3. Always make sure that you thank the person afterwards. I asked one of my own sales people if he always wrote a thank you notes, and I will NOT tell you what he said. But it wasn't "yes".


4. Try to always talk to right person. The problem is that you get stuck with different people who represent themselves to be the right one. Sometimes you just have to punt and hope for the best.

5. Finally, be as open minded as you want the prospect to be. Stay alert for ideas that you can help with, and never ever think something is "silly".

BTW: my new book just hit the stores : SALES PRESENTATIONS (THAT REALLY WORK). Adams, Boston, Mass. Available in the stores or on Amazon.
check it out!
Good selling,

Steve

New computer

Today I am working on a new computer and am having trouble with the settings. Nevertheless, I want to finish off what I started yesterday about the committee meeting. But I think that I will wait for tomorrow. Sorry.

Good Selling,

Steve

This time

Went on a sales call this morning.
It was with a committee of VPs of a company. Tomorrow I will write about how to handle committees, no matter who they and how they make the decision.

Good Selling,

Steve

Back

Back from time off and have thought about the following:
1. Always prospect
2. Keep in touch with existing clients
3. Never assume anything
4. Call people and remind them of who you are
5. Keep up with technology
6. Keep managing your self
7. Create a new vision for your self every year
8. Don't quit while you are ahead
9. Don't let them get to you
10. Become the winner that you know you are


Good Selling,
Steve

From LA

Went to see a client today at 8 30am. Takes about 2 1/2 hours just to get 50 miles in LA. Anyway, saw him because I wanted to make sure that he was a happy client. I have done this in the past, but not to the extent that I do now. To make a long story short, it worked out well for him and me. He has additional work, and had I not seen him, I would have missed it.

Lessons learned:
see them often
listen to them
don't assume anything
be nice
be honorable
come across as sincere, because you are
finally: don't look for the new business only, it will come if it is meant to be.

Good selling,

Steve

The big account

I was speaking to a rep today who told me that he only goes after the truly BIG accounts. they pay off better he said. And I asked, "How long does it take to land one?" The answer was 2 years! How does someone make a living that way, unless the company is willing to front him for that time.

The reality is that few companies will give a rep that much time before they make a sale. Usually, something has to happen in the first six months, at least. If you are the one going after the BIG deal, it might be wise to reevaluate what your company policy is, before stalking the prey.

Good Selling, Steve

Plan and plan and plan

Sunday night is always a good night for me. I have my own sales meeting with myself. Sounds nuts doesn't it? But what it does for me, any way, is give me the opportunity to think through each of the prospects I have and plan what I will do with each of them.

Plan and Plan again:
evaluate the week and plan out each day
prioritize what you need to get done "A" "B" "C" etc.
write out the telephone calls that you need to make
get the list of new people to call together, don't wait for Monday
and finally
get up on Monday with a "will do" attitude.

good selling,
Steve

Got word

Its Friday, got up at 5am, was in the office at 7. Got word this morning that we will close a national deal, and now I don't want to do anything else. Ever have that happen. The luck turns your way, and you now want to take the time off.

You know what, you are entitled to take that time off. There is a point in every sales person's life when they should sit back and enjoy the view.

I am going to the park, now.

Good selling,

Steve

Selling Power Magazine

Did you happen to read Selling Power this month. Well, much to my surprise and excitement, I am featured in the June issue. it is all about up selling. I will not go into it now, except to say that it really does summarize why it so important for sales people to think about how they can up sell to the account.

I will give you a little hint: it is all about having an idea for them not simply going back with the same old stuff. In other words, you should know enough about the company that you can recommend idea for them to improve what they are doing with your product as well as the other guy's. Do that and you will win their confidence and the sale.

Good Selling, Steve

Some things to think about

I a writing a new book, as was asked the other day how to prevent a sales slump. NOW, without going into the technical aspects of a slump, there are some easy ways to get out of it. If you are experiencing the "slump" let me know.

1. start to prospect
2. create activity within you existing business
3. call everyone that you ever met and ask to meet with them again
4. Don't assume that the slump is forever
5. most times slumps are caused by not prospecting awhile ago. In other words because you did not prospect 6 months ago, you maybe feeling it now
6. only quitters fail
8. remember that the best baseball players have slumps and WORK their way out of them. You may need to reevaluate what you are doing to dig your way out
9. Yesterday is over
10. and finally; as Winston Churchill put it "Never, Never, Quit"

Good luck selling.

Steve

This morning

I was thinking today what makes a great salesperson. There are any number of factors, but I think the number 1 answer is consistency and patience. What do you think?

Good selling,

Steve

The next step

The last time that I wrote I promised that I would tell you about the importance of having a next step after every sales call. As you will recall, I went on a sales meeting that went pretty well. That is to say, the conversation was good, reasonably focused, and may (one day) lead to a sale.

But at the end of the meeting, when I suggested that we meet again, the prospect said "NO need, at this time". I was left with nothing. And that is what I mean by a next step. Yes, you could argue that my plan of calling her in a month is a next step, but I am the only one taking the step.

She will not be participating in that moment.

It will only be me.

The key to the next step is not in having you make the move, but to see what the other person will do. Since she did not agree to my calling her, or anything else, I am left in limbo.

Always go for the next step, it will tell you if you really have anything to talk about afterwards.

Good selling.

Steve

So I am back

As I wrote last timeI was leaving for the UK on sales calls, and wanted to let you know what took place. I actually had three meetings two with existing clients, and the third with someone new to us.

The meeting with the existing clients went well. And by the way, the way thatI start those meeting is by saying that I really am here for a customer call; to see if we have done the job that you expected. It then gives me the opportunity to tell about some of the ideas that I might have for them for the future. The problem is that when you see an existing client what do you really say to them, that they have not heard before. If you say,what can I sell you today, that will go no where. But if I come in with a fresh idea, maybe on some project that they are working on, I have a better chance of getting more business.

With the new prospect, I was successful and not successful at the same time. The fact is that they liked what I had to say. But, there is no next step. That is to say there is nothing that will happen within a reasonable period of time. I will talk about the "next step" strategy tomorrow.

Good Selling,
Steve

Going out on appointments

I am leaving today to go on sales appointments overseas. These are interesting to me since they require taking every piece of selling material that I might need. And, I have to travel back for the second or third meeting which presents logistical problems. Nevertheless, it is great to be selling, and that is what I really like. When I am back I will fill you in on what happens.

Good selling.

Steve

Preparing for the sales meeting

Here are some tips to help you prepare for the sales meeting. Let me know if you have others.

Know the basics about the company

Be ready to take control of the flow of the conversation

Establish commonality through good rapport questions

Segue with your 30 second commercial

Always ask about the past, present and future about what they do and how they do it

Use parables to explain your point

Make sure you always get agreement on the next step

Good selling.

Steve

Newsday interview

Today I gave an interview to Newsday, the major newspaper on Long Island. I discussed a study that was done in the 50's about why small businesses fail. Do you know what the number one reason was? LACK OF SALES!

Sales is the key to every successful business. But have you ever thought that the sales force is sometimes treated as a second citizen within the company.

Have you ever noticed that this is no "C" level position with SALES in it. There is the chief marketing officer, the chief operating officer and the chief executive officer. There is not a chief sales officer. Why is that, damned if i know. But it is a fact.

What can sales people do to upgrade themselves. For one thing: self promote. Make sure that everyone knows that you are happy to be in sales since it puts you in the middle of the income stream of the company.

Second, make sure that your manager treats you with the same respect that you treat him or her. Are the two of you speaking the same language?

Finally, remember that nothing happens until there is a sale. Everyone is counting on you to be successful for that is the only way that the company will survive.

Good selling.

Steve

THURSDAY

Yesterday was a good day here. We have been working on a deal for a long time and it finally happened. But the thing to remember is how it took place, almost by the book. We started several years ago, and we did get a small amount of business then. I was really a "bone" that they gave us, which is usual for most businesses. Then as we started with them and were in touch often, they gave us a little more. then it happened the whole deal came together in one shot. Now it looks like it happened over night, but it took patience, relationship and going a long was to please them We became a resource for them, which was they key

Do you have anything that you are working on like that? if so, stick to it, and it will happen. I would like to hear from you and your experiences with large clients. Especially interesting is the follow through that you do after you get the small amount of business. Good selling. regards, Steve

Out of Office Means No Sales

I was out of the office yesterday and today I am in meetings. Because my sales cycle is 8-10 weeks what I know already is that I will not see sales then WHY? Because there is a direct correlation between sales and the prospecting activity that I do every day. In other words, every day that I am out really reduces my chances to call or obviously meet someone new. Now if I am seeing many people in one day, it has the same effect. Therefore, the problem is finding the time, each and every day to prospect some how and some where. Regards, Steve

in the morning

This morning one of the guys came into the office to ask me advise. It seems that he has an appointment with someone today who did not confirm his email that everything was set. The fact is that the both had agreed to meet at 11am today. What should he do, he asked? The answer I gave him was two fold. The first was how far was this away from the office and second, why did he feel that he should not go? It was 20 minutes away, and he felt that guy wasn't playing ball with him, that is, wasn't interested if he cancelled out. But I said, he did not cancel out, he just did not confirm. So he went, the guy was there and he closed the deal. See, going sometimes makes a lot of sense. Will keep you informed of the other trails of sales people that I talk to each day. There are a lot of calls that I get asking for advise, and I will pass that along to you. Good selling. Steve

Monday morning

Every Sunday i sit down and make a list in preparation of the new week. Usually I start off reviewing my schedule to see what sales calls that I have that are brand new. However I focus on the second and third appointments that I have with my prospects, since those are further along and there's a lot more to do with those. What I tend to do is to review my notes and see if the proposal that I maybe presenting still makes sense to me, and hopefully to them. I check and recheck to see if I can say in earnest "this makes sense to me". If I can, then I know that I will be OK at the meeting.

People buy because it makes sense for them to do so, no matter how they say yes, it comes down to that. If I feel that what I am going to buy makes sense to me, for all the right reasons, I will usually buy the product. If I am in doubt, then there is no buy.

Another week of selling starts right now.

good selling, Steve

SO WHAT

Often people tell me that if you lose a deal do not take it personally. Just accept what has happened and move on. There is nothing that I disagree with more. To me, now and forever, I take every sale that I do not make personally. Thinking about that for a moment, lets go back to everything that we did to try to get the sale. First we had to call and get the appointment, second we went there, we developed a proposal after visiting with their staff and getting to understand their business. Finally we came back a total of four times and at the end we lost the deal to some one else. OF COURSE I am going to be upset. And, also, lets forget that friendly word "rejection" and get real about how we feel. It sucks. However, since we have been through this before, we pick up and move onto the next big deal. There is disappointment no matter what we say, and in fact, if there wasn't we we not be human. Happy Selling. Steve

setting it up

A tip for everyone is easy to give. Make sure that you have a next step after every sales meeting. Too many sales people have a good meeting with a prospect but then do not know what to do next. It is obvious, set up something, almost anything for the NEXT STEP in the process. The more that you have a action plan that both you and the prospect agree too, the better chance you have of closing the sale. More about that tomorrow. Steve

Stephan Schiffman Praised by Mark Cuban

Click on the link below to read the article.

http://www.usnews.com/usnews/biztech/articles/070513/21best.cuban.htm

Stood Up

One of our salespeople went on an appointment today with a new prospect that he had cold called. When he got there, the person that he was scheduled to meet was on a conference call and would not see him. Instead he sent out a rep to talk to them about the company. In other words, they were going to meet with the wrong person. My suggestion was to politely see if you can reschedule the meeting with the #1 person and not have a useless meeting with the second one. What do you think?

Steve

Welcome All

I have created this site to share my sales insights with all of you. Please post your comments and questions. I look forward to being able to interact with each of you.

Good selling!!

Sincerely,

Stephan Schiffman

http://www.dei-sales.com