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!!!!
Tuesday, February 12, 2008
Thursday, February 7, 2008
Hang Up!
I did a webinar today on Cold Calling and got the one question that drives me nuts.
The person asked how to avoid having people hang up onyou when you call them. The answer is simple, you do not!
Part of the job of calling is getting to people. And part of the territory is that people will hang up on you. There is no way around that. To be absolutly frank, if there was a way to avoid it, I would have found it!
Nevertheless, keep calling and keep writting to me about your thoughts on sales. I will let you know the next webinar and maybe you can join me.
Good Selling,
Steve
BTW: we had about 200 people on the call, and again, the spell check doesnt work here, so I am sorry for any typos.
ss
The person asked how to avoid having people hang up onyou when you call them. The answer is simple, you do not!
Part of the job of calling is getting to people. And part of the territory is that people will hang up on you. There is no way around that. To be absolutly frank, if there was a way to avoid it, I would have found it!
Nevertheless, keep calling and keep writting to me about your thoughts on sales. I will let you know the next webinar and maybe you can join me.
Good Selling,
Steve
BTW: we had about 200 people on the call, and again, the spell check doesnt work here, so I am sorry for any typos.
ss
Sunday, February 3, 2008
BACK,now!
For those who have been watching this page, you know that I have been traveling so much. Nevertheless, I am sorry that I haven't been keeping up to date with ther happeniings is sales.
First, let me thank everyone who was so great to us in Russia. We were in Moscow for over a week and had a great time. More importantly, we were able to teach some of the important skills in sales to a group of people that really wanted to learn! The best part of the week was that each session brough to me new challenges and tested what we know to be good techniques. Our audienecs were open to hearing about them, and also questioned well each item until we go it right for them!
And that is what sales is about, getting it right for THEM not for YOU. Each of us thinks that when we sell it is about us, but the opposite is true. We really need to be able to understand the other guy and get the concepts across to them in a way that they understand it. That is true no matter what you sell, or teach.
Speaking of selling, I mentioned the economy to you last week, and I was right that there is increasingly more news thast we will be going into a recession. If you start to believe that, ot will happen to your sales. Don't let yourself fall into the belief that all is falling apart. I never did, and it never happened to me. I was asked, when I was in LA this past week, how to sell through a difficult time, and the answer is the same one that I give all the time. Work harder! UH? Yes, work harder. I know someone told you to work smart not hard. Well, that it good advise is you have $44Million in the back, or maybe just 40. For for most of us, it is about HARD work.
So, lets get to it, and I am sorry that I have not been here for the week, and I promise it will not happen again.
Good selling,
Steve
BTW: thanks to my Irish friend who writes to tell me the best time to plant a tree was ten years ago. The second best time, is now!
BTW: spell check isn't working, so please exscuse the obvious mistakes that I did not pick up.
BTW: thank you for your comments. There seems to be more people reading this this blog, and I will try to get more specific about the sales experience and a little more personal, as you have asked.
First, let me thank everyone who was so great to us in Russia. We were in Moscow for over a week and had a great time. More importantly, we were able to teach some of the important skills in sales to a group of people that really wanted to learn! The best part of the week was that each session brough to me new challenges and tested what we know to be good techniques. Our audienecs were open to hearing about them, and also questioned well each item until we go it right for them!
And that is what sales is about, getting it right for THEM not for YOU. Each of us thinks that when we sell it is about us, but the opposite is true. We really need to be able to understand the other guy and get the concepts across to them in a way that they understand it. That is true no matter what you sell, or teach.
Speaking of selling, I mentioned the economy to you last week, and I was right that there is increasingly more news thast we will be going into a recession. If you start to believe that, ot will happen to your sales. Don't let yourself fall into the belief that all is falling apart. I never did, and it never happened to me. I was asked, when I was in LA this past week, how to sell through a difficult time, and the answer is the same one that I give all the time. Work harder! UH? Yes, work harder. I know someone told you to work smart not hard. Well, that it good advise is you have $44Million in the back, or maybe just 40. For for most of us, it is about HARD work.
So, lets get to it, and I am sorry that I have not been here for the week, and I promise it will not happen again.
Good selling,
Steve
BTW: thanks to my Irish friend who writes to tell me the best time to plant a tree was ten years ago. The second best time, is now!
BTW: spell check isn't working, so please exscuse the obvious mistakes that I did not pick up.
BTW: thank you for your comments. There seems to be more people reading this this blog, and I will try to get more specific about the sales experience and a little more personal, as you have asked.
Thursday, January 17, 2008
The economy
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
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
Saturday, January 12, 2008
Sales traing
I conducted a program on Cold Calling the other day, and this what struck me. The training that most reps get doesn't really work, and yet, when the hear something that has additional depth to it they go deaf!
Does that make any sense to you?
Here I am teaching how to get appointments, that will, in fact work better than hanging up when a person says no thanks, and they still hang up. they don't even try to turn the objection around and get the appointment. They just hang up. What's with that!
This is all very frustrating for me, personally. Even if they don't believe in CC they have to do it for their job, their ratios stink, they cannot get through half the time, and even when they do, they don't know what to say to the other person.
Go figure.
Good selling, Steve
Does that make any sense to you?
Here I am teaching how to get appointments, that will, in fact work better than hanging up when a person says no thanks, and they still hang up. they don't even try to turn the objection around and get the appointment. They just hang up. What's with that!
This is all very frustrating for me, personally. Even if they don't believe in CC they have to do it for their job, their ratios stink, they cannot get through half the time, and even when they do, they don't know what to say to the other person.
Go figure.
Good selling, Steve
Thursday, January 10, 2008
Today
Today I had a meeting cancelled that was scheduled about 3 weeks ago. And, it was going to be a big meeting.
Doesn't it just drive you crazy when that happens. You are preparing to go to the meeting, get all your stuff together for the day, and then, at the last minute, there is that telephone call. "I'm sorry," she says" but Mr... has to cancel the meeting for today. Glad that I was able to get to you before you left your office and flew 5,000 miles to meet with him!"
It's as if people weren't even thinking about you, and I guess they were not! Some how we are treated as vendors no matter what we do.
That brings me to the topic of today. The reality of selling is that it all about business. It isn't personal. Its just business. But, it is about you, after all, selling is the way that you pay the rent, etc.
And there is more to that: you have been taught that the sale is made by people who are liked. And the relationship is everything. I think that all of that is a bunch of crap. Too many times, I have heard from salespeople that they have done everything that they could to make sure that the relationship was solid. Then, they don't get the business, or the guy drops them! See, in my opinion, it is really about the quality of your product and the ability to deliver on what you promised. The sales person maybe 50% of the sale, but the product must meet the expectations of the buyer.
We will talk about this later.
Good Selling,
Steve
Doesn't it just drive you crazy when that happens. You are preparing to go to the meeting, get all your stuff together for the day, and then, at the last minute, there is that telephone call. "I'm sorry," she says" but Mr... has to cancel the meeting for today. Glad that I was able to get to you before you left your office and flew 5,000 miles to meet with him!"
It's as if people weren't even thinking about you, and I guess they were not! Some how we are treated as vendors no matter what we do.
That brings me to the topic of today. The reality of selling is that it all about business. It isn't personal. Its just business. But, it is about you, after all, selling is the way that you pay the rent, etc.
And there is more to that: you have been taught that the sale is made by people who are liked. And the relationship is everything. I think that all of that is a bunch of crap. Too many times, I have heard from salespeople that they have done everything that they could to make sure that the relationship was solid. Then, they don't get the business, or the guy drops them! See, in my opinion, it is really about the quality of your product and the ability to deliver on what you promised. The sales person maybe 50% of the sale, but the product must meet the expectations of the buyer.
We will talk about this later.
Good Selling,
Steve
Sunday, January 6, 2008
Anxious today
For some reason I am very anxious today. Did you ever have one of those days. I am not sure that it is Sunday or the Giants are playing and this a win game for them. But whatever it is it driving me wild.
I woke up thinking about the month, January, and all of a sudden got this pit in my stomach. Like I had to get up and do something positive for the day. Now sure what, but is was 3 30 am, just a little early to call anyone.
I have real plans for the day, going out of the county for the day on Tuesday, working on our national conference, reworking our printed material. Well, we will just have to see what tomorrow brings. Hope I can sleep tonight.
This is not worrying, just anxiety.
Good selling, Steve
I woke up thinking about the month, January, and all of a sudden got this pit in my stomach. Like I had to get up and do something positive for the day. Now sure what, but is was 3 30 am, just a little early to call anyone.
I have real plans for the day, going out of the county for the day on Tuesday, working on our national conference, reworking our printed material. Well, we will just have to see what tomorrow brings. Hope I can sleep tonight.
This is not worrying, just anxiety.
Good selling, Steve
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