It struck me the other day that one area that would help sales people do a better job would be if they knew how to not waste time. So, here is a short list of tips to help manage your time more effectively.
1. Always do your expense reports as soon as you can. Waiting two weeks only means that you will forget items and will take you longer to finish it.
2. Make sure your brief case is filled with the right material each evening. Don't wait for an appointment to happen before you think about what you need. Be prepared.
3. Do email once an hour, not at every second of the day. Too often I hear of sale people answering their email the second it comes in. That takes you out of what you were doing, and changes your pace. Of course, if you were doing nothing, then shame on you.
4. Get in early and stay only as long as you need too. In essence, don't burn the candle at both ends. You need to go home at a reasonable time and not be so tired that you cannot function.
5. Deal with a piece of paper twice and then throw it out. I open the letters that I get, put them into two piles; one for immediate action, the other for later. I go through the immediate pile, react and dump the page. The second pile I may do later, but still I throw it out after I react to it the second time.
Try these, and let me know what works.
Good Selling,
Steve
BTW: I will be in Central America for the next few days, so I will not be able to write until I am back. Don't stop selling in the mean time! Prospect! and sell like hell!
ss
BTW, again: who do you think, out of the 3 candidates, will be better for the economy? Let me know your thinking concerning the election.
Monday, March 31, 2008
Friday, March 28, 2008
Friday at 3 30pm
It seems that whenever I am on a plane there is some guy taking out his computer and working. I remember flying from some place to some place and the flight was 34 minutes. This guy took out the computer, turned it on, only to have to turn it down in 10 minutes.
I know all about multi-tasking, and I am sure we all do that, but for the love of god, how about getting real.
Is it really necessary to work every minute of every day. It is 3 30pm on a Friday, and to be honest, things have slowed down. I have cleaned up my desk, made the calls that I needed too, replied to all the emails, and now it is time to STOP!
Yes, I wrote STOP. There is a point in the week when YOU deserve the time to yourself, you can lay back and just give in to nothingness! Why are we so obsessed with work. Don't confuse that last statement, because I am obsessed like the next person. And there times when I feel that I never leave the office, even if I do.
But on the plane, on the train, in the car, on the boat, in the street, while eating...those are my times, and I refuse to go nuts then.
One rule, that I have written about, is to make sure that you, as a sales person, is have a real lunch every day. To me that means going to a place where I can sit down and where there are white table cloths. There is nothing more important for the sales person to treat themselves to an hour of down time during the day.
Now, as I always say, don't be stupid about this. There are times when you cannot do this. You have appointments, proposals and calls to make. Therefore, there is no let up. BUT, then again, how much more productive would you be if you took the time to take care of yourself?
Give "you" a break, no one else will.
Good Selling,
Steve
BTW: we close four deals this week, a very good week if I do say so myself.
I know all about multi-tasking, and I am sure we all do that, but for the love of god, how about getting real.
Is it really necessary to work every minute of every day. It is 3 30pm on a Friday, and to be honest, things have slowed down. I have cleaned up my desk, made the calls that I needed too, replied to all the emails, and now it is time to STOP!
Yes, I wrote STOP. There is a point in the week when YOU deserve the time to yourself, you can lay back and just give in to nothingness! Why are we so obsessed with work. Don't confuse that last statement, because I am obsessed like the next person. And there times when I feel that I never leave the office, even if I do.
But on the plane, on the train, in the car, on the boat, in the street, while eating...those are my times, and I refuse to go nuts then.
One rule, that I have written about, is to make sure that you, as a sales person, is have a real lunch every day. To me that means going to a place where I can sit down and where there are white table cloths. There is nothing more important for the sales person to treat themselves to an hour of down time during the day.
Now, as I always say, don't be stupid about this. There are times when you cannot do this. You have appointments, proposals and calls to make. Therefore, there is no let up. BUT, then again, how much more productive would you be if you took the time to take care of yourself?
Give "you" a break, no one else will.
Good Selling,
Steve
BTW: we close four deals this week, a very good week if I do say so myself.
Thursday, March 27, 2008
Is it a team sport?
Whenever I work with a manager, the usual statement that I hear is that they are trying to develop a "team" of sales people.
The more I speak about this, the more I am convinced that approach doesn't work, and is wrong for 99% of companies.
Selling is not a team sport. It is, at best, a competitive job where everyone is trying to out sell the other. There is a #1, #2, #3 etc, and coming is last does not mean anything.
I remember a sales person I was working with, who was terminated. He had called to meet with me, and we were in my office. He said that he was a team player, and helped in the office, yet he was fired.
We looked at his numbers and as I expected he was at the very bottom of the chart. He was sure that he should have kept his job since he worked so well with the "team".
So what should a sales person do to make sure that they are not terminated: SELL like hell!
You have to make sure that your numbers warrant recognition. At the same time, it does not hurt for you to promote yourself to management about your sales. I do not mean brag or be stupid about it, but you need to make sure that your success is long lasting and people see that.
I have a simple test that I use with sales people. At the end it asks what it would take for the person to be the #1 person in sales. EVERYONE knows the answer to that question. Few, however, follow their own answer .
Yes, you need to fit in, and that helps.
You need to sell; selling is not a team sport.
Good Selling,
Steve
The more I speak about this, the more I am convinced that approach doesn't work, and is wrong for 99% of companies.
Selling is not a team sport. It is, at best, a competitive job where everyone is trying to out sell the other. There is a #1, #2, #3 etc, and coming is last does not mean anything.
I remember a sales person I was working with, who was terminated. He had called to meet with me, and we were in my office. He said that he was a team player, and helped in the office, yet he was fired.
We looked at his numbers and as I expected he was at the very bottom of the chart. He was sure that he should have kept his job since he worked so well with the "team".
So what should a sales person do to make sure that they are not terminated: SELL like hell!
You have to make sure that your numbers warrant recognition. At the same time, it does not hurt for you to promote yourself to management about your sales. I do not mean brag or be stupid about it, but you need to make sure that your success is long lasting and people see that.
I have a simple test that I use with sales people. At the end it asks what it would take for the person to be the #1 person in sales. EVERYONE knows the answer to that question. Few, however, follow their own answer .
Yes, you need to fit in, and that helps.
You need to sell; selling is not a team sport.
Good Selling,
Steve
Wednesday, March 26, 2008
The Southwest
I returned yesterday from the Southwest, where I did a half day program for a group of industrial sales people. I try to learn something from every trip and pass it on to you. This time it is based on the old saying "When you don't succeed try and try again".
I am not sure that is true, and I point to the people that I dealt with yesterday. They have discovered, over the years, that certain techniques that they have been using do not work.
The continued to work at the same "speed" forever, until someone said why are we doing it this way it doesn't work.
Their sales shot up dramatically, simply because they tried something new.
What some of them did was to conduct seminars or lunches, for the top clients in their market place. They uncovered opportunities that they had never thought about before. These were not "bitch" sessions where the clients took off on the sales people. These were social gatherings where the buyers could talk about the needs that they saw coming down the pike.
These meetings were so successful, that they are doing the same for the second and third tier levels, and getting results.
Before they did this, everything was the same old drop- by and shake hands. See what was up; and try to sell something that they were pitching that day.
This is something that you could try too. You merely have to invite some people to spend time with you, and you will get NEW sales.
Try it, and let me know.
Good selling,
Steve
I am not sure that is true, and I point to the people that I dealt with yesterday. They have discovered, over the years, that certain techniques that they have been using do not work.
The continued to work at the same "speed" forever, until someone said why are we doing it this way it doesn't work.
Their sales shot up dramatically, simply because they tried something new.
What some of them did was to conduct seminars or lunches, for the top clients in their market place. They uncovered opportunities that they had never thought about before. These were not "bitch" sessions where the clients took off on the sales people. These were social gatherings where the buyers could talk about the needs that they saw coming down the pike.
These meetings were so successful, that they are doing the same for the second and third tier levels, and getting results.
Before they did this, everything was the same old drop- by and shake hands. See what was up; and try to sell something that they were pitching that day.
This is something that you could try too. You merely have to invite some people to spend time with you, and you will get NEW sales.
Try it, and let me know.
Good selling,
Steve
Saturday, March 22, 2008
THURSDAY/ on Saturday
So I promised you that I would let you know what happened on Thursday. I had three things that were needed to create sales, and I accomplished them all!
As you know I am a believer in advancing the sale to the next step. The first took a meeting with the people to move the sale along by giving them an outline, which they accepted. We have another meeting.
The second was to email one great client a new program that we are introducing in that country to help them develop a fully qualified sales force, and finally there was the prospect that we met for the first time, and are going back to see again.
There is an important lesson here, which I have outlined in the books. In the Big Bang we wrote about the need to create noise, that is to create a sense of urgency within the account or it will fall off the board. That is it will not be viable as a prospect.
But I was also talking to a great sales person about his 3/30 rule. His theory is that if they don't call you back after 3 times, or in 30 days then the sale is dead. I agree with that. Therefore, the need is to keep the activity up. And as I have written you need to keep the prospect engaged in the sales process. All of these techniques work, and I suggest that you try them.
Then other item that has me baffled is why sales people get so stuck on the rejection that they are sure to get. When one puts themselves out in the public there is sure to be something negative about them that people can say. As a sales person you are out there, much more than someone who may sit at home and dream of things they could have been.
Too many people dream about their success but never do anything about it, but dream. Don't be one of them! All it does is produce poorly directed anger. I have seen too many people who say that they have these big plans and then blame everyone for their lack of success/or even for their outright failure. If that is you, get over it, and move on to something productive.
If you are reading this, and feel down about something, get up and do something about it. I had a rep call me and say that his manager was keeping him down. Get over yourself, and either move on, or find a way to deal with the cards that you have.
There, that is my little insipration for the day.
You are the strength of the economy, and for all of you who do that: keep it going. You make things happen, which is what needs to be done. Only the fool doesn't see how important sales is for the economy.
I am traveling this week, so I will not get back to you until Wednesday at the earliest.
BTW: thanks for the email, Rudy. I will get back to you. I know what you mean. And yes, there is someone like that!
Good Selling,
Steve
As you know I am a believer in advancing the sale to the next step. The first took a meeting with the people to move the sale along by giving them an outline, which they accepted. We have another meeting.
The second was to email one great client a new program that we are introducing in that country to help them develop a fully qualified sales force, and finally there was the prospect that we met for the first time, and are going back to see again.
There is an important lesson here, which I have outlined in the books. In the Big Bang we wrote about the need to create noise, that is to create a sense of urgency within the account or it will fall off the board. That is it will not be viable as a prospect.
But I was also talking to a great sales person about his 3/30 rule. His theory is that if they don't call you back after 3 times, or in 30 days then the sale is dead. I agree with that. Therefore, the need is to keep the activity up. And as I have written you need to keep the prospect engaged in the sales process. All of these techniques work, and I suggest that you try them.
Then other item that has me baffled is why sales people get so stuck on the rejection that they are sure to get. When one puts themselves out in the public there is sure to be something negative about them that people can say. As a sales person you are out there, much more than someone who may sit at home and dream of things they could have been.
Too many people dream about their success but never do anything about it, but dream. Don't be one of them! All it does is produce poorly directed anger. I have seen too many people who say that they have these big plans and then blame everyone for their lack of success/or even for their outright failure. If that is you, get over it, and move on to something productive.
If you are reading this, and feel down about something, get up and do something about it. I had a rep call me and say that his manager was keeping him down. Get over yourself, and either move on, or find a way to deal with the cards that you have.
There, that is my little insipration for the day.
You are the strength of the economy, and for all of you who do that: keep it going. You make things happen, which is what needs to be done. Only the fool doesn't see how important sales is for the economy.
I am traveling this week, so I will not get back to you until Wednesday at the earliest.
BTW: thanks for the email, Rudy. I will get back to you. I know what you mean. And yes, there is someone like that!
Good Selling,
Steve
Thursday, March 20, 2008
Sales calls today
Very busy on sales calls and projects today, so I will have to tell you about them tomorrow.
Good Selling,
Steve
Good Selling,
Steve
Tuesday, March 18, 2008
2 Sales guys
Two great sales guys showed up at my door this afternoon to talk about a new service that they thought that I might need. While the meeting was good, my conclusion was not in their favor, and here is why.
I am using a competitor, and frankly I see them as being the same. There is no way, other than price could they differentiate themselves from the other company, and there was no need for me to change.
Nevertheless, they did a good job of asking questions, but could not get over the "change" issue. I had trained their company before, so I even knew what their product could do...but again not a reason to change.
Here's the take away, if you know that "change" is going to be the obstacle, then have the answer for it.
I give them credit, though, for a good job.
Good selling,
Steve
I am using a competitor, and frankly I see them as being the same. There is no way, other than price could they differentiate themselves from the other company, and there was no need for me to change.
Nevertheless, they did a good job of asking questions, but could not get over the "change" issue. I had trained their company before, so I even knew what their product could do...but again not a reason to change.
Here's the take away, if you know that "change" is going to be the obstacle, then have the answer for it.
I give them credit, though, for a good job.
Good selling,
Steve
Monday, March 17, 2008
New client Saturday
Did you get a chance to read the blog from Ireland. If not, go ahead and spend some time on it, you will find it worth while. In the meantime, I spent the weekend with a new client meeting and working with their top performers. I found that there was one trait that they all had in common. Most of these people have been selling for 20+ years, and so to say that have "done it all" would be an under-statement.
But the more I asked they more I found that they always looked inside their product to develop an idea for their customers. That is they were always thinking about the customer and not themselves. I know that that may sound trite, but in the real world it works!
Try this, and let me know how you keep excited about what you do. And...read the other entry.
Good Selling,
Steve
But the more I asked they more I found that they always looked inside their product to develop an idea for their customers. That is they were always thinking about the customer and not themselves. I know that that may sound trite, but in the real world it works!
Try this, and let me know how you keep excited about what you do. And...read the other entry.
Good Selling,
Steve
Thursday, March 13, 2008
From Ireland!
This was sent to me by Michael McGowan in Ireland, after thinking about the sales process. I am passing it on to you, as I think you might find it thought provoking.
Good Selling, Steve
Most salespeople sell on “pain” / “problems” / value / solution / business advantage. We know this. Every sales book contains tons of this garbage.
And, they’re all kinda right. Then, they go on to say stupid things like “if you were able to fix that, what would that mean to you?” The allegedly gullible prospect usually – to be nice –goes “well, that would be pretty cool and if you’re saying it means I’ll get home earlier, that’s even better”. Yet they stay as they are.
The smarter salesperson knows that the prospect isn’t stupid. If it’s time to change, they’ll change anyway. If they’re afraid to change, they won’t – generally – change, or not until the absolutely have to.
So, the really smart salesperson has another strategy. Silently, they are saying, “Now that I (i.e. / e.g. Michael McGowan) have turned up, it’s SAFE to change, so let’s get started .” It’s usually not (really) about “value” and “ROI”. It’s about meeting the right type of (sales)person and taking the risk sooner than you would have. That includes changing when you weren’t even particularly thinking about it.
The really effective salesperson is saying “I dare you to meet me, and not get the urge to do something better – now”.
Probably unteachable.
Good Selling, Steve
Most salespeople sell on “pain” / “problems” / value / solution / business advantage. We know this. Every sales book contains tons of this garbage.
And, they’re all kinda right. Then, they go on to say stupid things like “if you were able to fix that, what would that mean to you?” The allegedly gullible prospect usually – to be nice –goes “well, that would be pretty cool and if you’re saying it means I’ll get home earlier, that’s even better”. Yet they stay as they are.
The smarter salesperson knows that the prospect isn’t stupid. If it’s time to change, they’ll change anyway. If they’re afraid to change, they won’t – generally – change, or not until the absolutely have to.
So, the really smart salesperson has another strategy. Silently, they are saying, “Now that I (i.e. / e.g. Michael McGowan) have turned up, it’s SAFE to change, so let’s get started .” It’s usually not (really) about “value” and “ROI”. It’s about meeting the right type of (sales)person and taking the risk sooner than you would have. That includes changing when you weren’t even particularly thinking about it.
The really effective salesperson is saying “I dare you to meet me, and not get the urge to do something better – now”.
Probably unteachable.
Tuesday, March 11, 2008
Who would have thought
The governor of New York State gets caught, the price of oil is at a new high, housing values are going down, the dollar is worth 1/2 of a pound sterling. Can it get any worse than this?
With all the negatives in the world today, what can a sales person do to succeed. Maybe the answer is to give up and move on. I have been hearing that from a variety of sales people from many industries; that they are seeking a better, more stable position.
I am not for that, and my motto is to never give up. At the same time is there a time when you would throw it all in for something easier, maybe with a little more security?
There are some of you who are so negative, I wonder why you got into selling. In fact I wonder how you got the job in the first place. It sure wasn't your personality that "sold" you. I am getting to the point where I wonder where all the good sales people have gone.
It seems to me that about 25% of sales people are good at what they do, and the rest, well, they hang on. Since the companies need the head count, they keep their jobs. Let us say that we let go of 50% of the sales force, would that matter to most companies? I don't think so.
So this is a negative entry, maybe the only one that you will read here. It does mimic the sounds that some of you make when talking about your job in sales. To be frank, and real honest, if you don't like sales, get out.
Good selling, to some!
Steve
With all the negatives in the world today, what can a sales person do to succeed. Maybe the answer is to give up and move on. I have been hearing that from a variety of sales people from many industries; that they are seeking a better, more stable position.
I am not for that, and my motto is to never give up. At the same time is there a time when you would throw it all in for something easier, maybe with a little more security?
There are some of you who are so negative, I wonder why you got into selling. In fact I wonder how you got the job in the first place. It sure wasn't your personality that "sold" you. I am getting to the point where I wonder where all the good sales people have gone.
It seems to me that about 25% of sales people are good at what they do, and the rest, well, they hang on. Since the companies need the head count, they keep their jobs. Let us say that we let go of 50% of the sales force, would that matter to most companies? I don't think so.
So this is a negative entry, maybe the only one that you will read here. It does mimic the sounds that some of you make when talking about your job in sales. To be frank, and real honest, if you don't like sales, get out.
Good selling, to some!
Steve
Sunday, March 9, 2008
The modern way to sell?
I have often thought that there might be a more "modern" way to sell. I am working on new book, and that subject comes up when I project what selling will be like in 50 years. Then, I think, the role of the sales person will be to maintain accounts, not merely sell to them. What about now?
In looking at the role of the salesperson there are four elements, or skills that the sale person of today needs to have.
The first is the ability to prospect
The second is the ability to make a good sales presentation
the third is the knowledge about his or her product
and finally, there is the whole issue of personal development.
When examining these, it is apparent that 45% of skills are in prospecting and 20% is in the ability to make an effective presentation. That means 65% of what we do as sales people is finding people and telling them what we do.
Yes, you can argue that product knowledge is significant, but there always are tech people who have that ability. And yes, you can argue that you have to be personally dedicated.
I remember when I started the buzz was AIM, attitude is money. I am not sure that a strong personal attitude will be enough anymore. There has to be a skill set that will allow you to succeed. All of the great ideas that you have about yourself means little if you don't prospect...if you don't do the job!
When it comes down to it, It is all about doing the job! By the way, what would you think is the most important skill that YOU need to be #1 in your company. If you can identify that, then why not DO it? I have often thought of that.
Anyway, Good selling,
Steve
In looking at the role of the salesperson there are four elements, or skills that the sale person of today needs to have.
The first is the ability to prospect
The second is the ability to make a good sales presentation
the third is the knowledge about his or her product
and finally, there is the whole issue of personal development.
When examining these, it is apparent that 45% of skills are in prospecting and 20% is in the ability to make an effective presentation. That means 65% of what we do as sales people is finding people and telling them what we do.
Yes, you can argue that product knowledge is significant, but there always are tech people who have that ability. And yes, you can argue that you have to be personally dedicated.
I remember when I started the buzz was AIM, attitude is money. I am not sure that a strong personal attitude will be enough anymore. There has to be a skill set that will allow you to succeed. All of the great ideas that you have about yourself means little if you don't prospect...if you don't do the job!
When it comes down to it, It is all about doing the job! By the way, what would you think is the most important skill that YOU need to be #1 in your company. If you can identify that, then why not DO it? I have often thought of that.
Anyway, Good selling,
Steve
Monday, March 3, 2008
Help 'em
Sometimes I am asked what is a good definition of sales. I have been working on that for 30 years, yes, I feel that old sometimes! Nevertheless, Sales is complicated. And I can give you a complicated definition which involves the concepts of needs or pain, etc.
Rather here is the one that I use in all the material:
Sales is:
Asking people what they do,
How they do it,
When they do it,
Who they do it with' And why they do it that way, and then and only then helping them do what it is they do BETTER.
It really comes down to understanding the company or person and providing some service or product that will help them do something better than they are using now. It is then that we can knock out the Status Quo, which is what we need to do.
Think of this when you selling, and win!
Good selling,
Steve
Rather here is the one that I use in all the material:
Sales is:
Asking people what they do,
How they do it,
When they do it,
Who they do it with' And why they do it that way, and then and only then helping them do what it is they do BETTER.
It really comes down to understanding the company or person and providing some service or product that will help them do something better than they are using now. It is then that we can knock out the Status Quo, which is what we need to do.
Think of this when you selling, and win!
Good selling,
Steve
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