You will be hearing a lot about the economy in the next few weeks. Don't fall into the trap of thinking that the end is near.
For the most part, you are selling to people who need what you have to operate. Therefore, they will still have to buy. Yes, they might cut back a little, but in time that will pick up.
The numbers that these banks are writing off is so high that it is unbelievable. Nevertheless, unless you are in the market big time, there will be little change in your life. I have been through all of this before, and the country does come back. In fact, I am not sure that the politicians are right.
I am leaving for Russia today, to speak there for the week. When I am back we will talk about this more.
Good selling,
Steve
Thursday, January 17, 2008
Saturday, January 12, 2008
Sales traing
I conducted a program on Cold Calling the other day, and this what struck me. The training that most reps get doesn't really work, and yet, when the hear something that has additional depth to it they go deaf!
Does that make any sense to you?
Here I am teaching how to get appointments, that will, in fact work better than hanging up when a person says no thanks, and they still hang up. they don't even try to turn the objection around and get the appointment. They just hang up. What's with that!
This is all very frustrating for me, personally. Even if they don't believe in CC they have to do it for their job, their ratios stink, they cannot get through half the time, and even when they do, they don't know what to say to the other person.
Go figure.
Good selling, Steve
Does that make any sense to you?
Here I am teaching how to get appointments, that will, in fact work better than hanging up when a person says no thanks, and they still hang up. they don't even try to turn the objection around and get the appointment. They just hang up. What's with that!
This is all very frustrating for me, personally. Even if they don't believe in CC they have to do it for their job, their ratios stink, they cannot get through half the time, and even when they do, they don't know what to say to the other person.
Go figure.
Good selling, Steve
Thursday, January 10, 2008
Today
Today I had a meeting cancelled that was scheduled about 3 weeks ago. And, it was going to be a big meeting.
Doesn't it just drive you crazy when that happens. You are preparing to go to the meeting, get all your stuff together for the day, and then, at the last minute, there is that telephone call. "I'm sorry," she says" but Mr... has to cancel the meeting for today. Glad that I was able to get to you before you left your office and flew 5,000 miles to meet with him!"
It's as if people weren't even thinking about you, and I guess they were not! Some how we are treated as vendors no matter what we do.
That brings me to the topic of today. The reality of selling is that it all about business. It isn't personal. Its just business. But, it is about you, after all, selling is the way that you pay the rent, etc.
And there is more to that: you have been taught that the sale is made by people who are liked. And the relationship is everything. I think that all of that is a bunch of crap. Too many times, I have heard from salespeople that they have done everything that they could to make sure that the relationship was solid. Then, they don't get the business, or the guy drops them! See, in my opinion, it is really about the quality of your product and the ability to deliver on what you promised. The sales person maybe 50% of the sale, but the product must meet the expectations of the buyer.
We will talk about this later.
Good Selling,
Steve
Doesn't it just drive you crazy when that happens. You are preparing to go to the meeting, get all your stuff together for the day, and then, at the last minute, there is that telephone call. "I'm sorry," she says" but Mr... has to cancel the meeting for today. Glad that I was able to get to you before you left your office and flew 5,000 miles to meet with him!"
It's as if people weren't even thinking about you, and I guess they were not! Some how we are treated as vendors no matter what we do.
That brings me to the topic of today. The reality of selling is that it all about business. It isn't personal. Its just business. But, it is about you, after all, selling is the way that you pay the rent, etc.
And there is more to that: you have been taught that the sale is made by people who are liked. And the relationship is everything. I think that all of that is a bunch of crap. Too many times, I have heard from salespeople that they have done everything that they could to make sure that the relationship was solid. Then, they don't get the business, or the guy drops them! See, in my opinion, it is really about the quality of your product and the ability to deliver on what you promised. The sales person maybe 50% of the sale, but the product must meet the expectations of the buyer.
We will talk about this later.
Good Selling,
Steve
Sunday, January 6, 2008
Anxious today
For some reason I am very anxious today. Did you ever have one of those days. I am not sure that it is Sunday or the Giants are playing and this a win game for them. But whatever it is it driving me wild.
I woke up thinking about the month, January, and all of a sudden got this pit in my stomach. Like I had to get up and do something positive for the day. Now sure what, but is was 3 30 am, just a little early to call anyone.
I have real plans for the day, going out of the county for the day on Tuesday, working on our national conference, reworking our printed material. Well, we will just have to see what tomorrow brings. Hope I can sleep tonight.
This is not worrying, just anxiety.
Good selling, Steve
I woke up thinking about the month, January, and all of a sudden got this pit in my stomach. Like I had to get up and do something positive for the day. Now sure what, but is was 3 30 am, just a little early to call anyone.
I have real plans for the day, going out of the county for the day on Tuesday, working on our national conference, reworking our printed material. Well, we will just have to see what tomorrow brings. Hope I can sleep tonight.
This is not worrying, just anxiety.
Good selling, Steve
Wednesday, January 2, 2008
What will you do today
This is the first day of the New Year for Sales people. Everything starts from the beginning, which means quotas, reports, kick off meetings, etc. I have been through this for 30 years, and it gets no better. Every year we start from the beginning.
There was away around this; if you set appointments for this week and next, you are ahead of the game. If not, you maybe two weeks behind.
Nevertheless, do you have a plan for this year. Two days ago I began my plan, and will have it complete by this weekend. I will document what it that I want to achieve for the year, and into next. It will be as specific as possible, but it will be flexible, as I know that there will be changes that come my way: both good and bad.
Take the time now, and think about what you want, and get there!
Good selling,
Steve
There was away around this; if you set appointments for this week and next, you are ahead of the game. If not, you maybe two weeks behind.
Nevertheless, do you have a plan for this year. Two days ago I began my plan, and will have it complete by this weekend. I will document what it that I want to achieve for the year, and into next. It will be as specific as possible, but it will be flexible, as I know that there will be changes that come my way: both good and bad.
Take the time now, and think about what you want, and get there!
Good selling,
Steve
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