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
Saturday, May 31, 2008
Thursday, May 29, 2008
Free flow:Max for you
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
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, May 23, 2008
Friday time to write
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
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
Wednesday, May 21, 2008
Calling today and tomorrow
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
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
Tuesday, May 20, 2008
Another
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
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
Tuesday, May 13, 2008
I FOUND IT
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
Good Selling,
Steve
LOST it
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
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
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