Stephan Schiffman's Sales Space a sales blog

Live Life: Sell Well

2011-03-18T15:59:00.000-07:00

A person wrote to me about how to be successful. I answered that if he worked and sold seven days a week for ten years he would be successful. However, he could be a failure at the same time.

It is important to LIVE LIFE. Then, and only then, Sell Well! It is easy for us to forget that we have a real life to lead, and that selling is what we do, and is not what or who we are.

Do you remember that, too.

Then again, I might disagree with what I wrote!

They don't get it!

2009-03-23T09:43:00.000-07:00

The problem with congress is that they don't get the way that sales people are paid. That's the reason why everyone is nuts about the AIG thing!

Sales people are willing to give up 90% of their salary in the basis that they will be able to sell something that will get them more money. That's called a COMMISSION. It is the very basis is every sales person's job, and if you are outraged what has happened at AIG you should be, but for the wrong reason.

The fact that these guys played by the rules that AIG set up and made the money is the right thing. The fact that congress then says that the rules have changes is wrong. They are going to tax the money so the sales person, whoever he or she is, will not get the money. That is wrong.

The sales people played by the rules and the fact that AIG is still in business means they should be paid. I don't care where the bailout came from; if the government did not agree, then let the company go belly up.

But that is not what happened. The company is still alive. Let them have their money.

ss

Been away too long

2009-03-02T17:23:00.000-08:00

I realize that I have been away from this site for too long. Max, my good friend reminded me as much this evening, and I felt that it was time to tell you what I have been doing. We have finished another two books, started a new company, expanded another, and have been working on other projects. But, in all, it still brings me back to sales,which I really enjoy. I have been writing in www.steveschiffman.com which is a new web site, and I hope that you will meet me there.

But from now on I will try to come back here at least once a week, so long as you continue to write to me.

Good Selling,
Steve

It's all about life style

2008-10-02T14:18:00.000-07:00

Get real, and stop selling on price!

Too many times I see sales people, who work with small businesses, talk about savings; and it just doesn't work.

First of all, most of the businesses that we sell to are small businesses. The owners maybe concerned about savings, but in reality, how much are you going to save them.

For the small business owner, it is about their life style not about profit. It is about their boat, or car or house. They are happy with the status quo, and when you start talking about modest savings they push back and really never react.

Now, you are right, you can not say to them they can buy a new boat with the savings.

And you should never do the dumb thing such a saying "What would you do with the time you would save?" I had that asked of me once to prove that I would save 10 minutes a day with a better machine.

What you need to do is make a good business argument of why your product will help them run their business better than before. If they don't see that, they will not buy.

This idea of "think of the savings" doesn't cut it.

Good selling,

Steve

85-90% rule

2008-09-29T13:05:00.000-07:00

Here's something to think about. In a study that I found it was determined that between 85-90% of companies, or individuals who leave their current vendor do so because of a screw up.

That is to say, the current vendor screwed up so badly that they drove the buyer away into the hands of a new seller...perhaps you!

This now begs the question of how to stay in the front of the person who is not buying from you, but one day, will be looking for a new supplier...you?

How much contact do you have with non-buyers. Most sales people will say that it is limited since that is the job of marketing. You and I earn our living by selling, we need to find ways to be more visible, even with the marketing support.

Are you sending out reminders? Are you emailing with ideas? Are you calling with invitations to events that might interest them? Are you letting them know that you are interested in having their business if not now, then later?

All of these are important reminders for you. Never let them forget you.

Good Selling,

Steve

NEW VISION

2008-09-27T10:19:00.000-07:00

This maybe the time for a new vision for yourself.

What does that mean to you, the sales person who is facing one of the most difficult economic periods in recent years?

It means that you no longer can count on the same goals and vision that you had for the future, and now maybe it is the time to reevaluate. I was thinking the other day, of all the times that I had to re-invent myself and my company. The rules are changing, and you need to change, too.

The way that you have sold always worked for you. At least it did so long as the customers were buying.

But now that things are more difficult, you may find yourself working up hill. People that usually buy are buying less, and the new sought after customers are staying with their current vendor.

This means being realistic as to how, when and where will you sell. It may mean that you have to change some methods, maybe work longer hours, or even change jobs. Whatever it is, hold on, for the ride will get worse.

Good selling,

Steve

Ownership and sales

2008-09-21T01:20:00.000-07:00

I was thinking today how important it is for the salesperson to take ownership over their own career. I was reading about Lincoln and came to conclusion that he was forced to take ownership over his fate; the civil war. Because he did he was able to see through the fog or reports that he received, and make clear decisions.

You, too, are surrounded by fog...or noise...which clouds the decision making process. If you owned the situation, and realized that all the smoke, the fog, the noise only impeded your true potential, you would be better off. You are in control 99% of the time, it just doesn't appear to be that way.

Next time something happens, take control, own the situation and not let others tell you what, how and when to solve the issue.

Good Selling.

Steve

The numbers

2008-09-19T04:59:00.000-07:00

Whenever I speak before a group, there is always someone who tells me that selling is a "numbers game". Make more calls, etc., etc., etc., etc.

So, if that is true, I say, then what are YOUR numbers?

No one seems to have the answer to that questions. Odd, isn't it?

You would think that since everyone seems to feel that the numbers are so important, they would track them, and be ready at moment's notice to reply to that question.

But, they are NOT!

Few sales people, and managers, really know or understand their ratios. What do they mean, even if they have them down.

I never got that!

Here's the question, do you?

I will talk more about this later.

Good selling,

Steve

Stuck o this vision thing!

2008-09-13T05:45:00.000-07:00

I know that sometimes I really get stuck on certain subjects, and I am now stuck on this vision thing that I spoke about last time I was here.

I was speaking to someone the other day, and he told me about a group of reps that he was working with. One group had be "forced" to define their goals, and the other hadn't been pushed.

Well, you know the punch line. The group that was forced, but did the assignment, actually DID do better in their sales.

So what does that say...should everyone be "forced" into setting goals and having as plan of action. Of course not.

Then again, it seemed to work for the company and the sellers. Is that wrong? I am not sure what the right answer is.

We live in a place where we cherish freedom, and no one wants to be told what to do. Yet, the very fact that the group did better illustrates that maybe we are coddling A/Es by not be tough with them.

You tell me.

Would you like it to be forced to do something, even though at the end it worked out for your betterment.

OK, so now here is the rub. We are told what to do all the time. Repeat: we are told what to do all the time. Right from the first day of school, you are told what to do and when to do it. Parents tell you what to do and when to do it, the laws even tell you what you can and cannot do and when and where you can do it. All of this is for your security, safety, and education, etc., etc., etc.,etc.... you get it.

I am wondering whether we have the freedom that we think we do, and that maybe for most of us it is better to be told what to do and then do it.

The word that comes to mind is responsibility. Sales and sales people take on responsibility when they take the job selling. They carry the bag, they visit the people and they make sales. BUT, if in fact, being "forced" to plan this all out really does help, then maybe managers need to be more firm in their roles.

Of course, that raises the issue of what managers really do all day, but that is for another day.

Good selling,

Steve

Do you have a vision

2008-09-06T17:30:00.000-07:00

I was writing earlier, in an email, about the idea of having a personal vision and was wondering how many people did. How many people do you think, before they start a business, write out a game plan (business plan.) Yet, these same people probably never have thought how important it is to have a game plan for themselves.

Remember when you were in college, and you could not wait until it was your time to go out into the world and 'make it!'

Well, now here you are in the world, and this is as good as it gets.

Was this your plan or did it just happen to you. Is this where you envisioned yourself to be 10, 20,or even 30 years ago.

I was with a man today (Saturday) who started as a cop and now runs a large gated community. His story was interesting but a little depressing, since his life took some unforeseen turns.

I don't know that any of us end up where we thought we would or should.

And that's because we could not see that far into the future. We created our world...the good and the bad parts.

But...wouldn't it be great if what we planned came to be?

Or would your life be kind of boring and predictable?

Good Selling,

Steve

The 70%plan

2008-09-05T15:51:00.000-07:00

Max raised the issue that if the 70% plan that I wrote about last time is good, they why do we have these higher quotas...are they realistic.

I think that is a great question and one that deserves an answer.

Here is my thinking, we know from bitter experience that companies come up with quota from up high. I am not sure what they really mean anymore than you do. Nevertheless, there they are...the number that has to be hit. My thinking was to use that figure (the quota) but to take more of an average number and use that in building the sales force. In other words, let's get the average up. A 70% or better number is far better than the average of 50% which is where most people come in. Since we know that, why not work on the over all average, where we can have some influence.

Also, remember that it is to have each sales person be at 70% of plan OR BETTER so over all, the number plays wells with management.

The other factor was the pure math. Seventy per cent, up by twenty percent, is a great financial goal.

I was thinking, as I am writing this, how many sales people are at 70% of plan or better. And, Max, I agree that quota come from some place far off in the distance!

Good selling, and write your opinion.

Steve

Do the Math!

2008-08-30T06:11:00.000-07:00

I was with a client the other day, and we were thinking how to prove out that sales training, coaching, etc. really does work.

There has never been a successfully used formula, and I was stuck until we came across the obvious. Suppose that we simple tried, and did get, all the reps to 70% of the their target...what would that do for the company. Now, understand, we do not mean an average, but that the reps would all be at 70% or better of their target, how would that affect the over all sales of the company.

We did the math, and it is great!

Give some thought to this a goal for you, or your sales team. It is something that can be proved out, it will take six months of working with the team, but it is a realistic number to work with. That's the plan that we came up with, and I will let you know how that goes.

The summer is over, its time to get back to work in earnest. This weekend is the time that I sit down and make the list of all the people that I will contact over the fall for new business. Do the same thing. Instead of sitting for three days wondering what will happen, make something happen for your self,

If you thought that I was AWOL for a while, you were looking in the wrong place, but more about that at another time. Things are exciting here, and I cannot wait to tell you about it. I am having a great time now. There is no need, so I see now, to stress out over the beginning of the week. Plan it, do it, and bask in it!

Good selling....let's GO!

Steve

A new kind of prosperity

2008-08-03T03:01:00.000-07:00

I have been thinking about the economy and sales, as I am sure that many of you have. There is no question that things will never be the same as before. We will never see $2 gas, low food costs, lower taxes and mortgages given out so freely.

In other words, its different now(! )and will not change back.

Does that mean there is no chance to be prosperous? Just the opposite. There will always be new opportunities and even better challenges in the future. And, "the future" is a long time.

It will just be a new kind of prosperity. A different way in which we value those items that are important to us. For one thing, there maybe less things to hold, or less of it. Instead of the big, very big car we will drop down ten sizes and drive the Smart Car which gets better mileage. We will have a better quality of organic foods, or expensive, but better in taste and substance. We will be dividing jobs into white collar, blue collar and green collar.

We will sell differently. If the country goes on a four day work week of 10 hours a day, we will need to adjust our selling schedule and learn how to use the phone, fax, Internet, video conferencing better and more efficiently. We will be truly living in this century.

Up until this point it has been 1900, now we are firmly in the grip of the 2000's and we will change with the calendar.

Good Selling,

Steve

Long time!

2008-07-29T08:58:00.000-07:00

It's been a long time since I have been able to get on. The email and the computer crashed last week, and I was in Boston. I could not fix anything from there. I never thought that I would be so dependent on this way to communicate. But, my god, it was terrible not to be able to be in touch with anyone. I found myself at a loss why to do, and all I did was call everyone I could think that I needed to reach out to.

The worse thing was that I lost emails for the entire week, and have no idea what that meant in terms of possible sales and follow up. Very bad!

I always ask you what could be learned by all of this: carry two tin cans and some string and it might work???!!!

Good Selling, glad to be be back.

Steve

Tuesday

2008-07-15T04:43:00.000-07:00

I was working on another book last night, and came across the taxi story that I ave been telling for a long time.

It is about a taxi driver who was able to figure out how much money he made each day, each week, each month and and each year. The reason; to be able to work only 9 month in a year.

He had this down to a science, where to go on any given day, what the typical fares would be, and the tips. He knew everything there was to know about NYC and his base.

As a sales person you should know your base. How much you make every day, etc. You need this to remind yourself how much each hour cost you when you are not productive.

Have you calculated your earnings, or is your plan just "hope".

Good Selling,

Steve

Value

2008-07-11T04:36:00.000-07:00

"There is nothing less valuable than an idea not implemented."

Good Selling,

Steve

H&H

2008-07-07T12:47:00.000-07:00

It is hot and humid in New York, the worse kind of weather to be walking around. Of course, I could say that when it is raining, too cold, too hot, too anything!

I went to see a new prospect this afternoon, and the first thing that I noticed was that all the sales people were at their desks...in the middle of the afternoon. When I asked why, the answer was that it was too hot!

I could not believe my ears, that someone actually said that to me! How could any sales person use anything short of the earth falling as a reason not to go out. The problem, as I see it is not really with the rep but with the manager who accepts that as an answer.

I was on three appointments today, and at the first, the executive asked me if he could really 'motivate' his sales force. My answer was no. We might be able to inspire, but not motivate, that has to come from the person themselves. A manager can, though, set the tone of the office and the way in which the reps work. By accepting that it is OK not to go out on calls because it is too hot, sets the wrong tone.

Sorry I haven't written, but so much has been going on here, that I was just off track for the weekend.

Good Selling,

Steve

Something to think about

2008-07-02T11:42:00.000-07:00

If you were to leave this place...use the word "die" ...how many boxes would it take to pack your stuff?

For most people it is 1, just 1 box and they are out of here.

Isn't that something to think about?

Good Selling,

Steve

Very busy, TOO Busy?

2008-06-29T03:03:00.000-07:00

I was thinking the other day why I had not written here for a few days, and realized that I was BUSY. It dawned on me at the same time, that is the same excuse that most sales people use to get out of everything that they don't want to do. Let me explain.

I have been traveling, taking care of administrative stuff, thinking, and even taking some time off, all behind the mask of "busy". So it has been easy for me to NOT write here, which is exactly what I don't want to happen. I have found these to be the same excuses that sales people use to get out of the most basic of responsibilities.

In other words, I have use other things as a way to get out of what I need to do. What about you? Have you used reasons of BUSY to not prospect, make that follow up call, do the research needed, go on that last appointment, not finish the proposal on time? All of these things are far more important than being busy. In fact, they are the REAL busy in busy.

Give me your comments.

Good Selling,

Steve

Weather great

2008-06-19T05:25:00.000-07:00

Today the weather is great, and it is a day that many people start thinking that summer will be the worse time to sell. I do not believe it that, but not for the reason that you might think.

Usually, the theory goes, is that people are either away or they are so bored that you can sell to them. In other words, if they are in the office they will see you, and buy. Therefore summer is good. The bad summer is from those people who think that no one is at work or will not buy anything now.

Here is my thinking; business has to go on. People have to work, they have to buy, use, and buy again the products that they just used. The cycle continues all the time. YES, I agree that July 4th is not a day to sell, although I could debate that too, but short of that keep on selling through the hot summer months.

Now, I had a discussion with a client of mine the other night. He said that he thought that his reps would not be right if they tried to predict this year's selling. His sale cycle is 6 month, and I said, based on that, the year is over. No he said, it isn't, you never know what will happen. I asked what would happen. He said, the big deal could still come in earlier than expected. I said, how many times does that happen. He said Never! I said, then why do you think it will happen now, he said, because it will some day.

Who is right.

Well, we both are. The year is over, but there is always a chance that some big deal will happen that no one knows about. The question is do you want to try to live off of that deal? NOT!

Make sure you watch your sales cycle and understand how to predict closing business, or you will fool your self.

Anyway, it is time to go, have a good day and

Good Selling,

Steve

Obsession

2008-06-17T14:31:00.000-07:00

I was with a sales rep yesterday who was so upset he could hardly speak. When I asked him what the problem was he said that he had lost a deal he had been working on for the last six months, and could not get over it.

I understand that we all want to make the big sales, even the little ones, but the one thing that I DO NOT want you to do is become so obsessed over it that you cannot see your way through the forest.

Everyone has their hot buttons, the little, or big, things that gets them crazy. And, to be frank, I have met my fair share of nut cases in the world. (No, you are NOT one of them!). We have to learn to control those obsessions or they will take over the day, like it was doing to this sales rep. Focus on making sales every day, and let the ones that are not going to happen, happen that way. Do the best you can, and move on to better and even bigger thing!

Good Selling,

Steve

The HEAT!

2008-06-10T15:58:00.000-07:00

Weather can make or break a salesperson's day. How many times are we out in the heat going to or from a meeting, or getting wet walking down the street, or being just plain cold?
We cannot avoid the weather. Now don't get me wrong, I do not want to compare our job to the people who work outside for a living; they have it bad.

But this heat wave reminded me of a story that changed my career.

It was a cold, rainy, windy day in New York and I was out canvassing the street for sales appointments. Those are lots of fun in any weather!

It was so bad outside tat I decided to go to a movie, thinking that would be a place that I would be dry.

I found the theatre, and walked in. There much to my surprise were 1million other sales people! They were doing the same thing, getting out of the cold. I stood there for a moment, and then walked out!

My reasoning was simple, I did not want to be like "THEM". I am not putting anyone down, its just that I realised that if I stayed at the movie I would be like every other sales person. It would never get me to the top, but put me squarely in the middle or bottom.

I never regretted that I did walk out, but I never did see the movie!

Good Selling,

Steve

TIME AGAIN

2008-06-07T06:15:00.000-07:00

I am working on the new book "The Organized Salesperson" and have finished the 3rd chapter.

Whenever I start these projects it brings me back to my roots, when I had to master the skills that I teach now. So, let me give you some thoughts about time:

You waste about 60% of you day
You need to have a plan for your personal success
You should know your ratios: how many appointments to how many sales, etc.
You need to track your time every hour of every day
You need to keep some form of benchmark so you know how far you have traveled

Give these some thoughts, and if you have anything else to add, write.

Good Selling,

Steve

Need to make calls every day?

2008-06-03T12:31:00.000-07:00

I know that the last thing that you want to do is call every day. I was with a person the other day, who said that she was now required to make cold calls, and frankly it wasn't her thing. Here are some tips:

Call every day, and try to do it the same time so it becomes a habit

Count how many people you have to speak to in order to get the meeting. You will know by those ratios how many calls you need to make, and will learn to count "no's"

Develop a script that will work for you. Listen to it, and then get a list of the common responses that you get and turn those around, so you are ready for anything that can be thrown at you.

Learn to take NO for an answer. Too many sales people stay on the phone...forever...to get the appointment. Let is go after a few minutes. You can always call back at another time, they will not remember you anyway.

When you got out of school and got this job, you were gung- ho about making it. This is as good as it gets, make it work for you.

Good Selling,

Steve

Other blogs

2008-05-31T05:10:00.000-07:00

I been reading other blogs, and there any number on the topic of sales. Some of them I have found to be helpful and others a waste of time. A blog serves as a discussion point for sales people, to have a community to talk about sales. There are a few that aren't very commercial, and really only promote the writer.

Then again, to some degree, I guess that is what I am doing, too. One even talks baseball, but that guy is pretty smart about sales so I don't fault him.

Here's is what I have learned: anyone can start a blog. Blogs that are good are very good and they give tips that might help remind you of selling techniques that you have forgotten.

Here's the rub. I am working on rewriting some of the books that went into the stores 15 years ago, labeled as 25 techniques that really work. Those have lasted for a decade and a half, and are still valid. Therefore, my conclusion is in redoing some of the books, is that they are still valid. After all, how much DO you think that sales has changed. Yes, there are NEW resources, but the basic premise being taught is the same. The truth, which cannot be denied, is to close the deal. Most of the writing of sales trainers is a rehash of the same stuff that they have been saying forever,

My word to you is as follows.

1. be careful of what you read
2. understand that these will help you only if you apply the techniques
3. It may not matter what you read, but read something
4. mark as a favorite some the blogs you like, and participate by letting people know what you think...it CAN be positive you don't have to be negative
5. think about what you read and then decide what will work for you

OK, that is it for today. I was on two very good meetings this week. The reason that they are good, is that the potential buyers got it in both cases, and of course there is a next step! The importance is really that these buyers understand that the traditional approach of training doesn't work if it is only an event. I am against event training...where there is only one day to accomplish everything.

Anyway,

Good Selling,

Steve

Free flow:Max for you

2008-05-29T12:25:00.000-07:00

Max: you asked me if I had seen the movie, and did I understand the motivation behind his mind. The answer is yes to both questions.

My purpose for writing this is to give people insight into what really happens during the sales day and for them not to feel alone. Selling , by its nature is 99% alone. We are out in the street or in the car, or on the bus or the train, by ourselves. Our managers are waiting to hear from us about the big deal, and that is what we have to deliver.

But in all fairness, there are times when we let our minds wander and we think about other things; like our life.

I was reminded about a situation that occurred to me years ago, and how it changed the path that I was following. I am sure that we all have those stories. And, to a degree we regret that we made that decision. But at the same time, here we are, in a free flow place that we have created for ourselves.

I spoke before a group the other day, and I reminded them how during high school and college we could not wait until it was our turn. Now we are there, and this is as good as it gets. Sales is what we do, and maybe even who we are.

Its great to like sales, and its great to be good at it also. Nevertheless, I see so many people who are unhappy with where they are that you almost want to hug?? them. I think that they need that.

The operative word today is to think out clearly who you are, what you want to do, and then do it. Damn the everything, full speed ahead.

Good Selling,

Steve

Friday time to write

2008-05-23T04:40:00.000-07:00

Today is one of those days when my biggest job will be to work on developing an outline for two additional books, and proof another. It is early now, and I am out of the city, sitting at the desk with my notes in front of me.

I can not seem to get going. I never have writer's block. For some reason I do now and I am thinking through everything and can not find the path to write.

The three books are the Experienced Salesperson which is done but needs to be re-read, the other two are new. One is on organizational skills for sales people and the next is on Becoming Green in sales. They are all so different and my focus is off.

I checked the other day to see how easy, or not, it was to find this blog, and may add the word "blog" to the title, which seems to help. I am not sure. There are any number of people who visit this site, I know that, but I would like to increase that twice fold. Many of the clients have told me that it really does help them in two ways. The first is that they DO get some tips on sales. The second ; that we are all the same. I get stood up on appointments, not every sale closes and not every day is good. I have really tried to give a real taste of the day when I write to you, and I am getting the feeling that it helps you.

Some of you suggested that I stay away from politics, and others say stay with it. So that is mixed, but I will keep it up anyway.

OK, enough, time to write or maybe watch the TODAY show for awhile. A friend of mine who is also a writer, plays video games when he can't work.

Good Selling,

Steve

Calling today and tomorrow

2008-05-21T13:03:00.000-07:00

Are there really born sales people and can everyone really sell. I think that the answer is no to both. While there are people who seem to have a natural skill to selling, there are others who are scared of the word, and maybe that is the way it should be.

I remember many years ago the controversy about the born sales person. There are books about it, and especially in the 60's and 70's people would ask that question. When I first started selling, I was really bad, it fact so bad, I was not going to make it at all.

When I started the business, I needed to get sales for me. I realized that no one was going to CALL me, so I needed to call them. That really started everything, since it was after I realized that fact (duh) that business started to take off. It was then that I realized that no body at the time, had an effective way to set appointments. I tape recorded the calls that I made and listened over and over again, until I could handle anything that any one said to me. And there it was, the real start.

It took me several month before I got my own message. Listen to me now, make the calls like they really matter.

Good Selling,

Steve

Another

2008-05-20T15:01:00.000-07:00

Another day in the life of a sales person. I know that when ever I write about sales, some of you think that I really don't do this stuff, and the truth is the opposite. I still carry a bag, and to be frank, I kind of like it. There is something about selling that is exciting.

So it seems that Hil is going to dropping out soon, not soon enough for me. There now you know my secret, I don't like her. Its not that the other two are any better. What I don't understand is how, after all the years these people have been in power they have not been able to resolve the most basic issues that we are facing today.

It would seem to me that nuclear energy maybe the long term answer, but it will take a long time for that to happen, even under the best of circumstances.

Then again, we can use corn to develop fuel and run the price of food up even high than it is. A man that I was having lunch told me he thought that people would be buying the new, high efficient cars, and driving in the HOV lanes. I think not! I doubt that is possible to change the way we think and live. The democrats want to level the playing field for everyone in the states, which means if you make allot of money, it gets taken from you and given to the next guy. Not right in my book. But then again, what do I know.

All that I can tell you, as one sales person to the next, is that we work too hard for that to happen and be happy about it.
That is about all for today. I will be back tomorrow, and we can talk about sales then.

Good selling,

Steve

I FOUND IT

2008-05-13T03:55:00.000-07:00

I thought that I lost the post from last night, and there it was in draft. OK, so now you can see how crappy I felt last night!

Good Selling,

Steve

LOST it

2008-05-13T03:45:00.000-07:00

I am very upset. I wrote at 5pm last night about how crummy the day had gone, and I return this morning to find that all the words are gone! Where do you think they go?

Anyway, I had a pretty bad day yesterday, with everything getting away from me despite the plans that I had to make the day productive. I did not prospect, I failed to write an outline for a new book, I did not complete the calls that I wanted to make. And I was sitting at the desk at 6pm, thinking that the day was gone and so were my goals.

Sometimes, I think, we get into a funk that needs to be turned around. But then time goes against you, and you find yourself behind the curve, and there is no way out of it. In a way it is like a car or horse race, at what point does it strike the horse that he/she cannot possibly win, and just rides with the jockey back home. Dumb example, uh!

Today should be better, I have a 10 meeting, and then again at 2pm, which I hope will result in something. Then I leave for a trip to the west on Wednesday for most of the week, then to Washington DC and then back here late on Monday.

I would like to add a pix of me here, but for the life of me cannot figure out how to do it. I am not that great with the computer.

Good Selling,

Steve

Same day

2008-05-12T13:53:00.000-07:00

Later in the day:It is close to 5pm and nothing was really done today. Everything took more time than I had expected. I get up early, and am usually here by 7am, unless I have a meeting. I prepare for each day the night before, with a list of things that I need to do. Today, everything got away from me.

I was to work on a new book, but did not have my notes here, and then I had to revise a contract; too much time. Finally, there was an order from the DEI store that took too long to process that I got impatient with the staff doing it, I almost wanted to do it myself.

So I am at lunch, by myself, and I am listening to these guys talk about their sales jobs. They were really down since their market, whatever that was, was way down, and they cannot get anything going. You know the feeling.

I have written before that those feelings are normal and are expected in sales...not that far off base.

Golf sucks, too.

And baseball is highly over rated at this time of the season.

Is hockey even around any more?

And where is Tennis when you need it?

Good selling,

Steve

Rain

2008-05-12T03:00:00.000-07:00

It's Monday, and I was going to be traveling today, but then on Saturday I get an email saying that the meeting has been put off. I don't think that there is anything more frustrating than being cancelled out the day before. What are these people thinking about.

Has that happened to you, of course it has, but it still is upsetting. It's just plan rude or at least inconsiderate.

I remember years ago I had a rep who went to see a particular sales manager, and every time he went there, the guy would stand him up. I finally called him myself, and said, what are you doing, why set the meeting (3X) and not keep it. He said to me that sales people have to learn to put up with tough guys and that is the way it is! Needless to say, I had something things to tell him about treating people.

Sales people get enough crap as it is, they don't need it from a SALES manager!

There is really nothing that you can do; although I have called companies and told them that we would not be doing business with them, since they were not the kind of people that we like.

Today, in NYC anyway, will be one of those rainy, cold, nasty days when sales reps look to stay inside. Don't blame, but stay focused, and keep pushing ahead.

Looks like the Clinton's will have to make the big decision soon.

Good selling,

Steve

Thursday

2008-05-08T04:52:00.000-07:00

A little hype. Today at 2pm, EST, we will be doing one of our webinars on Cold Calling. There is still time to sign up, call us at 800 224 2140 or email contactus@dei-sales.com

Good Selling,

Steve

BTW: thanks to everyone for their advise.
s

Ahead of the curve

2008-05-07T10:28:00.000-07:00

I was with a group of financial advisers yesterday, and I made the statement that once you are behind in the dollars, it is almost impossible to catch up. I was challenged by one man, and I thought about this last night.

There is a point in the life of everyone in sales, where they wonder if they are really doing the thing that the like most. In other words, they question the sales job. What is interesting about this is that EVERY body does! The point is whether we can tell that we are so behind the curve that we cannot sell our way out.

I have seen too many sales people who, by not tracking, fail to see what is happening up ahead. They fool themselves into thinking that the "big" sale will be there any moment; all will be right with the world.

I track a special group of folks, and I can see, already, where their year will end. I wonder if they see what I see, or do they sit in a state of denial? I do not know. Do you?

To PT: thanks for the call. The CC book is great, thanks. But also look at "Getting to Close" which will give you more insight into my thinking about sales.

And a special thanks to ML for the kind comments.

BTW: a personal plug, I have a new book coming out in the fall on the more experienced sales person, look for it.

Good selling,

Steve

Green, Green, Green

2008-05-04T04:35:00.000-07:00

I seem to be stuck on this idea of going green in America . I started thinking about it last week, and I was in the book store yesterday looking at all the publications that exist on the topic.

There are a million ways that you can contribute, but the one that I found most interesting was with worms in the office. The suggestion is that we get a large glass container, and put worms into it with some dirt. Then everyone throws their left over food, from the office in, and we have great plant food for the new green plants that we have in the office.

I am sorry, but for me, anyway, I am not sure that is such a good idea. Nevertheless, there are ways to help the planet that are better.

However, the issue of the government intervention in all of this still stays with me. After all these years, that the Congress still doesn't have any real answers is stranger than having worms in your office creating mulch for plants!

I know that this has nothing to do with selling, and maybe I should not write about this, but my political affiliations and thoughts are pretty strong. No one has a vision any more and that is the real threat to the planet and to us.

Good Selling,

Steve

Sales people going green?

2008-05-03T08:10:00.000-07:00

Is it possible for you, as a sales person to go green. I think so, and here are some tips that might help you participate in one of the most important issues of our time.

1. Recycle all the paper that you use. The back side of the paper can be used for printing out other documents.

2. Drive less and plan better. Although we always talk about keeping our appointments in one place, really try to consolidate your driving time.

3. Make sure you turn off the computer at night. And, don't recharge more than necessary.

4. Encourage your company to buy from green vendors where possible.

5. Set up a green task force within the sales group and see how many ideas can you come up with. These ideas usually cost no money, and actually are easy to incorporate into your day to day activity.

Now, I would love to tell you that this will save the planet, but it will help.

The real effort has to come from the governments around the world who some how cannot get their act together. For those of you who remember Jimmy Carter's presidency, you know that there has been ample chance to change the dependency on foreign oil and climate warming. But in the typical way, nothing was done about it, then, and my guess, nothing will happen now!

Our leaders need to take firm action on something; anything. It seems to me that there is no vision coming from them.

BTW: let me know what you think.

Good selling,

Steve

Can SALES success be determined?

2008-04-27T05:33:00.000-07:00

I believe that the easiest thing in the world to determine is whether you will be successful in sales. That is not to say that there are not allot of noise that will get in the way, or that you will be mislead, but for the most part by following a simple formula I (and you) can determine if you will be OK this quarter and the next and the next.

I have written, so many times, that prospecting is the key for most sales people, and here again, it enters into the discussion. But, let's change the word from prospecting to "starts", which means anything that you want it to be. It could be cold calling, knocking on doors, calling existing clients, taking inbound telephone calls, or even sitting and waiting for something to happen. It doesn't really matter so long as it starts, and you understands the ratio between starts and "ends."

Just for today, suppose that you know for every 10 starts you will close a sale. And on any given day there will be 5 starts...they call you...you call them...etc. You know already that you will have 1 sale every two days. And let us say that you have been tracking these numbers and see that the 5 starts each day happens all the time, or averages to the same ratio. You only need to project out for the period of time, and the number will be there.

The above is based on doing nothing but sitting there, which for the inbound rep that is what they do most times, take the calls. No problem.

If, however, you bec0me proactive, and can change the ratios you still know the results.

Go back to the same little test, 10 starts= 1 sale. If you do not have those starts today or this week, you don't have the chance to make the sales.

I can look at the appointment book of any sales person and determine if they will be successful and the money they will hit. No appointments, no sales. More appointments, more sales. Sounds really obvious, but is it?

How many sales people do you know who think it through this way...do you?

The better you understand the ratios and the better you can leverage them, the more successful you will be in sales.

Good Selling,

Steve

BTW: away this week, will be back here on Friday or Saturday. Don't let the week get away from you.

Watch the play that the Clinton's will use this week! They are not going to give an inch on anything!

ss

WHY oh WHY?

2008-04-25T14:45:00.000-07:00

I was actually thinking about the blog the other day, and why I started writing it in the first place. The answer is simple, I really thought that it would help sales people get insight into the hardest job in the world: selling!

The is no question in my mind that sales people are the ones that make it happen for all of us. I have on my desk a sign that picked up years ago that says "Nothing happens without sales." Today, more than ever that is true.

So what's with the economy. It seems to me that there are pockets of recession and pockets of relative stability. Obviously the housing market has been hit everywhere, and credit resources are in trouble. Nevertheless, it seems curious to me that all of this would happen immediately AFTER the politicians campaigning for president said it! They seem to have started a problem before it was emerging, and now they play upon the fears of most individuals.

I read yesterday that people are hoarding rice, buying bags of it at Costco. It seems that the store is allowing people to only by four 20 pound bags.

Then there was the story on the TODAY SHOW that said that people in the country were worried about the food supply. Meanwhile, the farmers are happy with the high prices that they are getting for their grain, now being used for fuel.

In my opinion, the refund that the country will be getting should help put money into the economy. But at the same time, if we are going through a recession the best that those funds will do is soften the blow.

I also think that it nuts for the presidential candidates to say that they will bring back the jobs that are lost overseas. Jobs in Ohio, Penn., etc, will not be back. They are lost forever, and the folks have to find new training. Here is the rub about everyone out of work...they aren't. Unemployment is low, so who are they talking about; the 60 year old guy who has retired from the plant five years ago?

So there are some thoughts for you.

As Hillary said in the beginning "Let's chat"...remember that crap?

Good selling,

Steve

7Days and counting

2008-04-20T06:49:00.000-07:00

Back from a 7 day trip, and while I do not have the time to get into the whole trip: thanks to my friends North of the border, and to the great folks in Pitts.

I spoke about a number of new things on this trip, including the dog story, which I will share next time. I love this story, since it covers the concept of whether the prospect is really in "pain!" Any way, more about that later. Max has made an interesting comment, and if you can get through the junk, check it out.

Good Selling,
Steve

We are not alone

2008-04-12T17:26:00.000-07:00

In sales, did you ever think that you were the only one that goes through some of the crap that we do. I was on the plane yesterday and met a man who has been selling for the past 25 years, and we had a great conversation.

As someone who works with sales people, I get different reactions on HOW to sell, and at the same time, learn from everyone. This guy starts the conversation with a opening line; I'll bet you sell, too! Taken back I asked why did he think that, because he said, I had the road warrior look.

I never thought of myself that way before. Travel to me is always something that I have always done. It is part of the deal when I signed up for this detail.

So how do we all look?

I thought about that and decided that maybe it is time for me to get back in the saddle and stop looking like sales hurts...the way he said it, made me feel that way.
We all have that feeling at times, and this is the moment that I tell you to get your act together and stop beating yourself up for being in sales. This, I guess, is a little self acknowledgement about where my head might have been! Let's get going, I said to myself, and I did!

Good selling,

Steve

Airplanes that don't fly

2008-04-10T08:00:00.000-07:00

I am here for an hour or so, I was to be away, but everything is "up in the air" with American. I will be leaving tomorrow AM.

I want to thank the folks in Ann Arbor, great to work with you. Now go out and get 'em. For my friends in Costa Rica, wonderful being with you, too.

I have seen a lot of sales people, and the one thing that I really notice is that the successful one stay the course. Please do that.

With reference to the election, I am not sure that anyone has a handle on the economy. It seems that Greenspan is getting the blame for the current situation. I think that main point is that the economy is like sales, it takes awhile to bubble to the surface.

Anyway, more from LA.

Good Selling,

Steve

TIPS

2008-03-31T12:40:00.000-07:00

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.

Friday at 3 30pm

2008-03-28T12:35:00.000-07:00

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.

Is it a team sport?

2008-03-27T08:39:00.000-07:00

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 Southwest

2008-03-26T11:15:00.000-07:00

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

THURSDAY/ on Saturday

2008-03-22T09:19:00.000-07:00

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

Sales calls today

2008-03-20T13:35:00.000-07:00

Very busy on sales calls and projects today, so I will have to tell you about them tomorrow.

Good Selling,
Steve

2 Sales guys

2008-03-18T12:49:00.000-07:00

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

New client Saturday

2008-03-17T08:53:00.000-07:00

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

From Ireland!

2008-03-13T08:59:00.000-07:00

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.

Who would have thought

2008-03-11T04:23:00.000-07:00

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

The modern way to sell?

2008-03-09T08:29:00.000-07:00

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

Help 'em

2008-03-03T03:30:00.000-08:00

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

2008-02-29T12:13:00.000-08:00

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

Sales lesson for today

2008-02-27T13:54:00.000-08:00

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

Economy

2008-02-26T12:11:00.000-08:00

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

Economy!

2008-02-25T08:51:00.000-08:00

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

What Would You Do?

2008-02-22T12:15:00.000-08:00

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

Don't prospect!

2008-02-20T01:56:00.000-08:00

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

NEW BOOK: help

2008-02-14T08:07:00.000-08:00

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

It's snowing here

2008-02-12T13:48:00.000-08:00

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!!!!

Hang Up!

2008-02-07T12:34:00.000-08:00

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

BACK,now!

2008-02-03T04:15:00.000-08:00

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.

The economy

2008-01-17T07:35:00.000-08:00

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

Sales traing

2008-01-12T13:18:00.000-08:00

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

Today

2008-01-10T14:54:00.000-08:00

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

Anxious today

2008-01-06T08:04:00.001-08:00

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

What will you do today

2008-01-02T05:38:00.000-08:00

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

Where you live

2007-12-28T06:15:00.000-08:00

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

2007-12-26T13:34:00.000-08:00

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

2007-12-17T04:27:00.000-08:00

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

2007-12-07T06:53:00.000-08:00

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

2007-12-02T05:24:00.000-08:00

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

2007-12-01T08:00:00.000-08:00

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

2007-11-29T13:36:00.000-08:00

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

2007-11-29T10:29:00.000-08:00

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

2007-11-27T04:55:00.000-08:00

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

2007-11-25T06:48:00.000-08:00

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!

2007-11-20T08:15:00.000-08:00

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

Good selling, Steve

Monday

2007-11-19T11:44:00.000-08:00

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

2007-11-16T08:35:00.000-08:00

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!

2007-11-15T13:16:00.000-08:00

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

2007-11-13T04:30:00.000-08:00

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

2007-11-07T12:32:00.000-08:00

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

2007-11-03T12:47:00.000-07:00

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

2007-10-24T07:05:00.000-07:00

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

2007-10-19T10:54:00.000-07:00

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

2007-10-19T10:37:00.000-07:00

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?

2007-10-17T10:39:00.000-07:00

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

2007-10-12T11:30:00.000-07:00

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

2007-10-02T08:19:00.000-07:00

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

2007-10-01T09:11:00.000-07:00

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

2007-09-23T04:28:00.000-07:00

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

2007-09-21T11:57:00.000-07:00

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!

2007-09-19T13:10:00.000-07:00

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

2007-09-18T12:00:00.000-07:00

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

2007-09-08T17:28:00.000-07:00

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

2007-09-06T13:35:00.000-07:00

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

2007-09-04T16:39:00.000-07:00

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

Good Selling, Steve