I finished a very successful training program this afternoon, and am proud of the results. What I spoke about at the end of the session is the 72 hour rule.
Haven't heard of it? Then I will tell you about it.
All of us have had great ideas, for a book, a movie, or even a play. We have thought it out, and even planned it. Then one day, just like that, there it is;the movie that you COULD have made, but did not.
What was the difference between them, the movie maker and you? 72 hours.
When you think of an idea that really rocks you have to act on it within 72 hours or is goes away. That doesn't mean that you have the finish it, but you have to start it before the time is up.
The books that I have written are pretty good, but I know that there are others who could write them also. The only difference between them and me is that I took the action and wrote the book, got it published, etc.
Think about this the next time you have the great idea!
Good selling,
Steve
Friday, February 29, 2008
Wednesday, February 27, 2008
Sales lesson for today
There is always a lesson to learn, and the reason I give you this stuff, is so you feel that you are not alone. Too many times sales reps are on the road, and feel as if they are in their own world. It's raining, or snowing, very hot, or very cold, and the HQ is closed. The rep is out there trying to make sales, and cannot get anyone to answer the phone.
This is what happened to rep Pete the other day. He had a deal to do, and there was no one around to speak too. He made the best decision he could under the time frame that he was allowed.
Management was all over his case the next day. How could he have done something like this!
In reality, Pete did the right thing! He took the bull by the horns to complete a sale and took the heat afterwards. If only the management understood the lot of the sales rep, they might have backed off. BTW: the deal was a good one!
Good selling,
Steve
This is what happened to rep Pete the other day. He had a deal to do, and there was no one around to speak too. He made the best decision he could under the time frame that he was allowed.
Management was all over his case the next day. How could he have done something like this!
In reality, Pete did the right thing! He took the bull by the horns to complete a sale and took the heat afterwards. If only the management understood the lot of the sales rep, they might have backed off. BTW: the deal was a good one!
Good selling,
Steve
Tuesday, February 26, 2008
Economy
I went to a meeting today about the economy, and the speaker made an interesting statement.
For the most part, those of us who sell to the large corporations should be OK, it maybe the little company that may have difficultly, but for a different reason than I imagined.
The large corps have to continue buying, but they may cut back on some of their vendors or ask for better pricing. Therefore, it is the secondary vendor who may suffer as these cut backs take place.
What did he suggest, make sure that you have a strong relationship with your customers and know what they are planning. You cannot be too close to them, especially now. Get to share their vision, and know where they are coming from with respect to their view of the economy.
You as a sale rep must be vigil to understand that the companies you are selling to maybe just nervous, without cause. Watch the base, and don't forget to prospect. Don't let one customer rule the roost.
Good Selling,
Steve
For the most part, those of us who sell to the large corporations should be OK, it maybe the little company that may have difficultly, but for a different reason than I imagined.
The large corps have to continue buying, but they may cut back on some of their vendors or ask for better pricing. Therefore, it is the secondary vendor who may suffer as these cut backs take place.
What did he suggest, make sure that you have a strong relationship with your customers and know what they are planning. You cannot be too close to them, especially now. Get to share their vision, and know where they are coming from with respect to their view of the economy.
You as a sale rep must be vigil to understand that the companies you are selling to maybe just nervous, without cause. Watch the base, and don't forget to prospect. Don't let one customer rule the roost.
Good Selling,
Steve
Monday, February 25, 2008
Economy!
I am getting reports that the economy is starting to hurt sales in a variety of industries. Are you finding it that way, too? I am not sure of this yet, since I have been through a number of recessions, and it takes a lot to stop sales. As I mentioned, people still need to by the basics. This is especially true in the B2B world.
On the consumer end, there maybe a slow down as gas prices goes up, and the price of bread in rising too! Did you know that food went up 4% last year. That is simply based on the fact that grain is being exported and alsoused for bio fuels. When they use grain to make gas, or at least talk about it, it means higher prices for the farmers who in turn charage us more. Also, the US still exports food to the rest of the world, so the pressure there is great.
This global warming trend has everyone nuts, and I predict that you will see that blamed for a lack of sales, or higher prices in the near future.
Let me know what you think, I am interested. We may even take a pole about who should run for president!
Good selling,
Steve
On the consumer end, there maybe a slow down as gas prices goes up, and the price of bread in rising too! Did you know that food went up 4% last year. That is simply based on the fact that grain is being exported and alsoused for bio fuels. When they use grain to make gas, or at least talk about it, it means higher prices for the farmers who in turn charage us more. Also, the US still exports food to the rest of the world, so the pressure there is great.
This global warming trend has everyone nuts, and I predict that you will see that blamed for a lack of sales, or higher prices in the near future.
Let me know what you think, I am interested. We may even take a pole about who should run for president!
Good selling,
Steve
Friday, February 22, 2008
What Would You Do?
I received a call from a sale rep the other day and he told me a story about selling to a bank. He wanted to know whether I thought the deal would close.
It seems he cold called the bank VP who did not want to see him. However, he was persistent, and "forced" the meeting. He met with the VP , his manager was with him.
They played good cop-bad cop and they convinced this VP that what they were suggesting was a great idea. The VP seemed to be impressed by their sincerity, and said that he would pass it up to his boss.
Immediately they went for the appointment with the boss, skipping the VP. The VP said that he would see them again, before they met with the boss, and they tried to schedule the meeting. It just so happens that he did not have his calendar with him, but suggested a date anyway. It turned out later that the bank was closed that day, and of course, the VP would not be in.
Not to be put off, they scheduled a web presentation for four weeks from that day.
They are sure that this sale will close once the presentation is made.
Your opinions count. What do you think.
My feeling is that these two guys don't have a chance to make this sale. It will be a full month before they talk to this guy again, if even then. There is a boss in the picture, and in fact, the VP said when they were there that he doesn't need another supplier.
Maybe the biggest thing that got me was that the "forced" the appointment. Those don't really work out the way we think. The prospect isn't a prospect he is someone who was in fact "forced" to meet.
Good Selling,
Steve
BTW: in case you asked, feeling much better now, thanks!
ss
It seems he cold called the bank VP who did not want to see him. However, he was persistent, and "forced" the meeting. He met with the VP , his manager was with him.
They played good cop-bad cop and they convinced this VP that what they were suggesting was a great idea. The VP seemed to be impressed by their sincerity, and said that he would pass it up to his boss.
Immediately they went for the appointment with the boss, skipping the VP. The VP said that he would see them again, before they met with the boss, and they tried to schedule the meeting. It just so happens that he did not have his calendar with him, but suggested a date anyway. It turned out later that the bank was closed that day, and of course, the VP would not be in.
Not to be put off, they scheduled a web presentation for four weeks from that day.
They are sure that this sale will close once the presentation is made.
Your opinions count. What do you think.
My feeling is that these two guys don't have a chance to make this sale. It will be a full month before they talk to this guy again, if even then. There is a boss in the picture, and in fact, the VP said when they were there that he doesn't need another supplier.
Maybe the biggest thing that got me was that the "forced" the appointment. Those don't really work out the way we think. The prospect isn't a prospect he is someone who was in fact "forced" to meet.
Good Selling,
Steve
BTW: in case you asked, feeling much better now, thanks!
ss
Wednesday, February 20, 2008
Don't prospect!
I know, you are reading that headline and thinking, what is he nuts this morning. After all the times that I have written that the only way to end a sales slump is to prospect...see more people...today I am telling you not to do that.
There are some times when prospecting may not be the right solution. Suppose that you are having trouble just getting the deal, you cannot close the sale.
I had a client call me yesterday and tell me that her people where not "closers". My answer was that the opening of the sale was weak and therefore, the close never did happen. In essence since they did not ask good questions in the beginning they were just doing proposals and their closing ratio was 8%! A mailing might have done a better job.
The answer is in the answer, as better and more relevant questions. Start to understand what they do, How they do it, When they do it, Who they do it with and Why they do it t hat way. Then and only then, begin to put together your thoughts on how your product, or service, can help them do something better than what they are doing now.
The status quo is always present and is your #1 competitor.
Good Selling, Steve
BTW: have a bad cold today...feel really crappy. Sorry. ss
There are some times when prospecting may not be the right solution. Suppose that you are having trouble just getting the deal, you cannot close the sale.
I had a client call me yesterday and tell me that her people where not "closers". My answer was that the opening of the sale was weak and therefore, the close never did happen. In essence since they did not ask good questions in the beginning they were just doing proposals and their closing ratio was 8%! A mailing might have done a better job.
The answer is in the answer, as better and more relevant questions. Start to understand what they do, How they do it, When they do it, Who they do it with and Why they do it t hat way. Then and only then, begin to put together your thoughts on how your product, or service, can help them do something better than what they are doing now.
The status quo is always present and is your #1 competitor.
Good Selling, Steve
BTW: have a bad cold today...feel really crappy. Sorry. ss
Thursday, February 14, 2008
NEW BOOK: help
I think that I told you that I am writing a new book on the "experienced salesperson", and have a question for you. How long can you continue selling, and how long would you want to continue?
These are relevent questions, since I belive that sales is a forever job, and yet, I know, that it isn't always fun. So let me know what you think...I really am interested. Write.
Good Selling,
Steve
These are relevent questions, since I belive that sales is a forever job, and yet, I know, that it isn't always fun. So let me know what you think...I really am interested. Write.
Good Selling,
Steve
Tuesday, February 12, 2008
It's snowing here
It is snowing in New York. And whenever I see the white stuff falling to the ground I am reminded of what I did 40 years ago.
I was working for a design magazine, pretty crappy one at that, and it was a nasty snow filled afternoon. People were going home, but my manager told me to cold call. And there I was out in the blizzrd going from door to door trying to see these, now, imaginary people.
Finally, I had an idea, I would go to a movie! What a great thoguht this was, I would be in the warmth of the theatre, by myself, and I could spend the afternoon like that. This was great, life could not have been better!
So I go to the closest theatre, and walk in. I waited a moment so my eyes would adjust to the darrkeness and started to look for a seat. Every seat was taken by every sales person in NY. Everyone was there, with their brief case or sample bag! I was tripping over that stuff as I tried to wedge myself into a seat.
Then it hit me!
I was going to be like everyone in sales, a jerk in the movies when I should be selling. I stood up and walked out! I would never let that happen to me again, and it never did.
Whenever I get the urge to go to the movie in the middle of the day, or it is snowing here I think of that story. I could have been like every other sales person that day, and maybe forever, and I refused to be like that.
I would not be writing this, or anything else, if I followed my dream of a warm movie theatre.
Good selling,
Steve
BTW: spell ckeck is off again!!!!
I was working for a design magazine, pretty crappy one at that, and it was a nasty snow filled afternoon. People were going home, but my manager told me to cold call. And there I was out in the blizzrd going from door to door trying to see these, now, imaginary people.
Finally, I had an idea, I would go to a movie! What a great thoguht this was, I would be in the warmth of the theatre, by myself, and I could spend the afternoon like that. This was great, life could not have been better!
So I go to the closest theatre, and walk in. I waited a moment so my eyes would adjust to the darrkeness and started to look for a seat. Every seat was taken by every sales person in NY. Everyone was there, with their brief case or sample bag! I was tripping over that stuff as I tried to wedge myself into a seat.
Then it hit me!
I was going to be like everyone in sales, a jerk in the movies when I should be selling. I stood up and walked out! I would never let that happen to me again, and it never did.
Whenever I get the urge to go to the movie in the middle of the day, or it is snowing here I think of that story. I could have been like every other sales person that day, and maybe forever, and I refused to be like that.
I would not be writing this, or anything else, if I followed my dream of a warm movie theatre.
Good selling,
Steve
BTW: spell ckeck is off again!!!!
Thursday, February 7, 2008
Hang Up!
I did a webinar today on Cold Calling and got the one question that drives me nuts.
The person asked how to avoid having people hang up onyou when you call them. The answer is simple, you do not!
Part of the job of calling is getting to people. And part of the territory is that people will hang up on you. There is no way around that. To be absolutly frank, if there was a way to avoid it, I would have found it!
Nevertheless, keep calling and keep writting to me about your thoughts on sales. I will let you know the next webinar and maybe you can join me.
Good Selling,
Steve
BTW: we had about 200 people on the call, and again, the spell check doesnt work here, so I am sorry for any typos.
ss
The person asked how to avoid having people hang up onyou when you call them. The answer is simple, you do not!
Part of the job of calling is getting to people. And part of the territory is that people will hang up on you. There is no way around that. To be absolutly frank, if there was a way to avoid it, I would have found it!
Nevertheless, keep calling and keep writting to me about your thoughts on sales. I will let you know the next webinar and maybe you can join me.
Good Selling,
Steve
BTW: we had about 200 people on the call, and again, the spell check doesnt work here, so I am sorry for any typos.
ss
Sunday, February 3, 2008
BACK,now!
For those who have been watching this page, you know that I have been traveling so much. Nevertheless, I am sorry that I haven't been keeping up to date with ther happeniings is sales.
First, let me thank everyone who was so great to us in Russia. We were in Moscow for over a week and had a great time. More importantly, we were able to teach some of the important skills in sales to a group of people that really wanted to learn! The best part of the week was that each session brough to me new challenges and tested what we know to be good techniques. Our audienecs were open to hearing about them, and also questioned well each item until we go it right for them!
And that is what sales is about, getting it right for THEM not for YOU. Each of us thinks that when we sell it is about us, but the opposite is true. We really need to be able to understand the other guy and get the concepts across to them in a way that they understand it. That is true no matter what you sell, or teach.
Speaking of selling, I mentioned the economy to you last week, and I was right that there is increasingly more news thast we will be going into a recession. If you start to believe that, ot will happen to your sales. Don't let yourself fall into the belief that all is falling apart. I never did, and it never happened to me. I was asked, when I was in LA this past week, how to sell through a difficult time, and the answer is the same one that I give all the time. Work harder! UH? Yes, work harder. I know someone told you to work smart not hard. Well, that it good advise is you have $44Million in the back, or maybe just 40. For for most of us, it is about HARD work.
So, lets get to it, and I am sorry that I have not been here for the week, and I promise it will not happen again.
Good selling,
Steve
BTW: thanks to my Irish friend who writes to tell me the best time to plant a tree was ten years ago. The second best time, is now!
BTW: spell check isn't working, so please exscuse the obvious mistakes that I did not pick up.
BTW: thank you for your comments. There seems to be more people reading this this blog, and I will try to get more specific about the sales experience and a little more personal, as you have asked.
First, let me thank everyone who was so great to us in Russia. We were in Moscow for over a week and had a great time. More importantly, we were able to teach some of the important skills in sales to a group of people that really wanted to learn! The best part of the week was that each session brough to me new challenges and tested what we know to be good techniques. Our audienecs were open to hearing about them, and also questioned well each item until we go it right for them!
And that is what sales is about, getting it right for THEM not for YOU. Each of us thinks that when we sell it is about us, but the opposite is true. We really need to be able to understand the other guy and get the concepts across to them in a way that they understand it. That is true no matter what you sell, or teach.
Speaking of selling, I mentioned the economy to you last week, and I was right that there is increasingly more news thast we will be going into a recession. If you start to believe that, ot will happen to your sales. Don't let yourself fall into the belief that all is falling apart. I never did, and it never happened to me. I was asked, when I was in LA this past week, how to sell through a difficult time, and the answer is the same one that I give all the time. Work harder! UH? Yes, work harder. I know someone told you to work smart not hard. Well, that it good advise is you have $44Million in the back, or maybe just 40. For for most of us, it is about HARD work.
So, lets get to it, and I am sorry that I have not been here for the week, and I promise it will not happen again.
Good selling,
Steve
BTW: thanks to my Irish friend who writes to tell me the best time to plant a tree was ten years ago. The second best time, is now!
BTW: spell check isn't working, so please exscuse the obvious mistakes that I did not pick up.
BTW: thank you for your comments. There seems to be more people reading this this blog, and I will try to get more specific about the sales experience and a little more personal, as you have asked.
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