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