Selling 4 a living

THIS BLOG HAS MOVED TO IT'S OWN SITE

2012-02-14T14:04:00.002-05:00

WE HAVE MOVE THE BLOG TO

http://www.selling4aliving.com/

PLEASE NOTE THE CHANGE AND JOIN US THERE

Keep moving

2012-01-28T11:50:00.000-05:00

As a sales person, we have to always be focused on moving forward.

Of course this means moving forward in our sales production, but there are other areas where we have to be focused on forward progress as well.

1. Move forward with your learning

       We need to understand the value of information . and the momentum that in produces in our lives
    When I was a young person I witnessed a book burning. (for those of you that have never seen one, this is where a group of people get together and burn a book that opposes their ideals ) My mother took me by the hand, pulled me aside and whispered in my ear. "Donnie there is no such thing as a bad book!" now I am older and I know that she painted with a broad brush, but the message was, that there is knowledge to be found in books, and I needed to look for it.
     This exchange launched a life time of reading in me, I read constantly. books, articles, white papers, magazines, just anything I can get my hands on. I have learned that training materials are like chicken, you have to eat the meat and throw out the bones.
I happen to enjoy and value reading , but maybe you prefer videos, or CD's The point is the same, move forward with your learning.

2. Move forward with personal improvement

    Work on you !! Stay healthy, get a good nights sleep . eat well. All the knowledge in the world will fail to produce results if you cant function physically.
In my humble opinion , you will do well to avoid over indulgence in alcohol and other recreational intoxicants. If you are hindered at work by your activities at night, you are costing yourself valuable earning opportunities.

3. Move forward in your vision

    Many people set a goal, and when they achieve that goal they figure that they have succeeded and now they are done.
     The thing about reaching the top is that there is always another top to reach.   The best among us know the driving force that a personal goal can provide. Always be looking for a new vision, a new target to reach, challenge yourself to move onward and upward.

4. Help someone else move forward
    One measure of success is how many lives you influence along the way. I want you to experience true success as a Sales person. Help your team mates to keep moving forward . The rewards of this cannot be measured in simple dollars . It will me measured in life long affiliations, a great reputation, and an attitude of grattitude .

Sell like your living depends on it
Donnie

So you are considering a job in Sales...

2012-01-20T11:29:00.001-05:00

So you are considering a career in sales, but you have never done this before.

Your nervous because the Sales people you have met seem very polished, and quite comfortable in their role.   They don't seem to worry about working for commission, in fact they prefer it.

Maybe you have been very successful in another field and just want a change. Perhaps , you find your self among the ranks of the newly unemployed and are just exploring the option. Or possibly you know enough people doing this ,and doing it well, that it looks very appealing to you.

The good news is that this is a great profession. It can be a very well paying profession . It is easily the most rewarding thing you will ever do for a living.

So in light of advice to a sales job seeker ;

1. IGNORE THE MYTHS

   Sales is not a "liars club"   Professional Sales people take a great amount of pride in operating with integrity and being honorable in their business dealings
Sales people are not just "smooth talkers" All that polish and self confidence is a result of serious study and a commitment to training
Sales is not a "cut throat " industry   Make no mistake , this is a tough gig, but just as in any competition, their are winners and losers . This is the simple truth of competition .
Sales is not an "easy", or "gravy" job To do this well, and to do it with long term success, you must have a dedicated path of learning and the discipline to train every day

2. LOOK HARD AT THE ORGANIZATION

They are looking at you, you in turn ,need to investigate them.

Talk to the best of their team - Don't waste time talking to the whiners and complainers , ask around ,find out who the top performers are, and speak with them . Most will be happy to give you a glance "behind the curtain" as to the companies sales practices and support.

Talk to their customers - This is the real "Judge and Jury" on the Team. If the customer base is unhappy the Firm is not succeeding and probably will not handle their people any better. ** an exception to this would be the team that is rebuilding after a period of bad management . If this is the case, they will be very upfront about wanting to develop a better team, and what they are expecting you to bring to the table . **

3. DIVE IN WITH ENERGY AND COMMITMENT

No one will expect you to know every thing when you start , but they will expect you to bring the heart, and enthusiasm that you will need to excel BRING IT !!   . Soak every one like a sponge , learn every thing you can, READ READ READ , take home brochures, read phamplets, ( read this blog ) buy a sales book, watch sales videos. saturate yourself with good training.

And    Sell like your living depends on it !!
Donnie

A word to sales managers

2012-01-10T10:02:00.000-05:00

I recently participated in a great online conversation in which the question was posed,
"what makes a great sales manager"

I am re printing my posts below

From a thread in the group " Car Dealer" found at www.Linkedin.com

The qualities that make good sales manager are the same qualities that make any sales leader great,
1. Loyalty - To the team and the company
2. Uncompromising integrity - He is an example to be followed
3. A Positive Attitude - He not only presents the attitude but insists on it from the team
4. A sense of the deal- he has to see the opportunity , and the path to capture the sale
5. A coaching Spirit - He is the front line coach
6. A Teachable Person- The best of the best know they are still learning every day
7. An encourager - he is the guy to go to when times are hard
8. An out pouring nature - he gives of himself
9. The sales person's back up Plan - he is always ready for the T/O , goes in when all else fails, comes through when the game is on the line
10. He is profit minded - A great Sales manager understands that he is not just managing people but also deals, He sets a pattern of profitibility and stays the course
11. He is a respectable public "face" of the company, of good reputation and character
12. He is the right arm of the GM or dealer principle - willing to stand in the gap and lead the organization as a whole when needed

On the topic of assessment, The bar is and has always been, RESULTS.

I dont think a long standing record of results is available to a manager who lacks the personal qualities that make a good leader. he will experience short term success but no longegivity in his accomplishments.

I respectfully disagree that reputation is key, I have found some very talented leaders that were working in small venues, and really had no audience for their accomplishment. They were just as qualified as the Leaders that were well known in major markets, and frankly showed more humility.

Although I have to state that a good reputation will follow good work even if it isnt wide spread across a Market.

As to the new manager, I say look for leadership qualities in their current role. They may not in fact be the top salesperson, But they will always be a leader, A systems follower, a cheer leader for the team as a whole, and exhibit a passion and work ethic above their peers.

In terms of his tool box

1. He or She needs to be an accomplished, tenacious closer - no compromise here, They must be able to get it done
2. Must be able to "see" the deal - I know this is a vague statement but it is an intuition that tells the manager there is a deal here even when a salesperson is giving up
3. They must be able to Train with commitment - DAILY meetings are not social hours they are for generating winning teams
4. They must be a goal setter - no fluff here, clear- concise -attainable , MEASUREABLE goals
5. They must be able to manage a MERIT BASED sales program, rewarding those that reward the organization
6. They cannot have a history of socialization with their reports - this is very important in a new manager

If you currently are not a memebr of http://www.linkedin.com/ I strongly suggest that you join. I have found it to be a valuable resource for me in my day to day challenges

sell like your living depends on it
Donnie

Decide who you are ...and be that

2012-01-10T09:45:00.000-05:00

I used to be a big fan of the show M.A.S.H.   I still like it, but not for the humor, but for the occasional nugget of real wisdom that I hear in these old re runs

For example in one episode BJ and Hawkeye are ribbing Charles on taking too long to operate. His response is a stunning nugget of Sales GOLD . " I do one thing at a time, I do it very well, and then I move on. "

You see, I have learned that I would rather do one thing great, than to do a number of things and only do them adequately

>First, however you have to decide who you are professionally, and what you can do well

For me it is clear : I am a Sales Manager, I manage deals, and motivate sales people to achieve .

I am not a technician, I am not an accountant, nor am I able to do those things well . Sure , I understand technical aspects of my product, and I have an understanding of the numbers. But I could not be successful in either of these roles. Why?   Because I am a Sales manager.

>Once we have have cleared up our role, we must get to work on doing it well.

Mastering one's craft used be a source of pride in this country. You started a new job as an apprentice then worked your way up to an assistant and then worked from there to be certified, and after much learning and work you were considered to have mastered the craft. Today we seem reluctant to put in the effort or the time needed to really master anything.

Success takes work.    There is no short cut here, You simply cannot be a great sales person and not put in the work.   It takes Study, practice, rehearsal, and a focus on the goal .

STUDY
I have not done this up to this point in my blog, but I would like to make you a few recommendations of trainers that I know to be the best at what they do:
Mike Whitty   -> www.mikewhitty.com
Grant Cardone - > www.grantcardone.com
Paul Cummings -> www.paulcummings.com
Dan Waldschmidt -> www.edgeofexplosion.com

These folks do not pay me to endorse them, nor do they even know that their sites are recommended here, but I know they are committed individuals and have dedicated their lives to developing great sales teams.

PRACTICE & REHEARSE
I have said this before   sell everyone !! your kids, your spouse, your team mates, anyone who will stand still long enough !!!!! practice and rehearse your presentation. work on it until it is second nature. learn to sell with purpose, and a plan. know where you are in the presentation, and be able to anticipate what is coming next. be prepared.

FOCUS
Remind your self every day what it is you are working for. write down your goals and read them every morning. remember the words of YODA " Do or do not, there is no try "

Sell like your living depends on it
Donnie

Holding yourself accountable for greatness

2011-12-30T18:38:00.001-05:00

OK I know this is a simple title but I am going to introduce an exercise that I really want you to take seriously.

In terms of unlocking and performing at the level of Greatness that is inside of you, you will have to go through this tough step.

1. Discovering your worth
   Other wise known as what it is that you deserve
   *Step in front of a mirror ( preferably at home and when you have lots of time )
   * Ask yourself " What am I worth? "
   DO NOT ALLOW YOURSELF TO LEAVE THE MIRROR UNTIL YOU HAVE AN ANSWER IN MIND (hint its not all about money)
   Now reader this question isn't for your spouse, its not for your boss, It is for you. This isn't about any one's opinion, assessment, or goal. This is about you

2. The Second question will come quite naturally ;
     If I deserve these things, Why don't I have them
   No excuses, no blame, just raw honesty .What or who is holding you back? How many opportunities to improve have you missed? What obstacles have you allowed to stand in your way? what is keeping you from being great? IS IT YOU ?????

This is tough, but if being great was easy, everyone would be operating that way.

3. Develop a Plan of action
     This isn't a "resolution" to be lived a while and forgotten. This is a Life altering plan that will shape your future and it should be treated as such
                                         - What needs "fixed"
                                         - What will it take in terms of commitment
                                         - What will it take in terms of Work
                                         - What is a reasonable time table
                                         - Who can you lean on for direction and assistance
                                         - Where is your passion level? ( Are you ready to do what it takes?)

Of course I do not have the room here to go much further into this but I think you can see the Path

Sell like your living depends on it
Donnie

The " not so secret" all time solution to higher sales and a better life !!!!!!!!!!

2011-12-27T10:14:00.000-05:00

WOW what a title!!!!

Sounds like I have a formula here that may just change your life, That's because I do.
This formula is inside of a container that you already have with you, as a matter of fact that container is YOU

I have met a lot of sales people in my life, some just seem to know how to get that inward fire stoked, while others, try as they might, cant seem to get it burning
These poor guys try it all, energy drinks, loud music,jogging in place, they manage to get their blood pumping for a short burst... but soon find they burn out.
If this is a picture of you, the situation is very simple , you just haven't learned a basic truth.

THERE IS GREATNESS INSIDE OF YOU
We have all heard of the men and women who against incredible odds, and impossible circumstances manage to survive.   Things like being lost in the wilderness, Trapped in demolished buildings, Stranded on snow covered mountain tops.
   We have read the stories of the people who lift cars off of children, run through blazing fire to save a loved one, or some other feat of heroism.
These folks are built just like you and I. They are wonderful complex human beings.
They are People who find Greatness inside of themselves.

So what about you? do you think you were skipped in this department ? Absolutely not !!   This tenacity, this determination, this supernatural charge of energy is waiting inside of you.

Unlocking it starts with your unwavering conviction
You cannot be willing to accept less than greatness in yourself.
    Don't rest your head on the soft pillow of self pity, it will lull you to sleep and you will be doomed to a career filled with mediocrity and average success.
You must push yourself to be better today than you were yesterday. You have to get up every morning and find within you that determination and drive that will carry you to the top of your selling game.
   I am not a doctor, nor a professional trainer. I am not a guru by any one's standard . But this I KNOW without the sincere conviction that you are capable of great things, you will never achieve great things
You cannot be willing to accept less than greatness in yourself.

You must call your self to action
Develop the daily routine of "Calling yourself to the task at hand. I will give you a daily affirmation that I believe will help you to do this. You are welcome to use it "as-is" or modify it as needed.

TODAY I WILL ACCEPT NOTHING LESS THAN ALL I HAVE TO GIVE

I WILL NOT ALLOW FEAR TO STOP ME FROM TRYING

I WILL NOT ALLOW FAILURE TO STOP ME FROM WINNING

I WILL APPROACH MY TASKS TODAY WITH ENTHUSIASM AND DETERMINATION

I WILL SUCCEED

I am going to continue on this theme for the next few posts, I am interested in hearing from you, please feel free to use the comment section. or email me at donblanz.@gmail.com

Tomorrow we will look at holding yourself accountable for greatness

Sell like your living depends on it

Donnie

MERRY CHRISTMAS AND A PROSPEROUS NEW YEAR

2011-12-20T12:17:00.000-05:00

Please let me wish you and your family the

Merriest of Christmas and a Prosperous New Year

from Donnie

I look forward to giving you even more common sense sales tips next year

CAN YOU BE PROUD OF WHO YOU ARE ?

2011-12-17T12:28:00.002-05:00

In the world of sales this is a very important question

We are a part of a profession that is rampant with slick talking gurus who promise a quick road to wealth and success.   The problem is that the quick path is often a low road.

KEEP YOUR BALANCE
Imagine that you are walking a balance beam, Its not too narrow to walk on, but it is a beam so balance is needed to get across
- It takes focus ; Don't take your eyes of the Goal , looking right/left, or down will draw you off track .
- It takes a sure step - Be sure of your footing, this is your integrity, your training, and your attitude. make sure that your decisions and actions are based on solid principles and good values

BE CAREFUL WHO IS LEADING YOU
Test the intentions and the methods of those that would seek to influence you as a sales person. Are they asking you to defy the principles of the organization, or asking you to compromise your morals?
There is no good reason to operate beneath your principles.
Solid leadership will INSIST that you operate in a respectable , professional manner.
I want you to remember that following is a choice, you will ultimately pay the price for following poor leadership, or reap the reward of following a good leader.

STAND WITH STRENGTH
Standing on the good SOLID principles of Integrity and Professionalism , and hard work will always reap long term success.
Even when you see others reaping short term reward from deceit and poor sales practices . Keep your self disciplined   DO RIGHT
This may mean that you temporarily stand alone, but be sure others will join you in the pursuit of excellence. Be an example worthy of being followed

The old Country song is right, you have to stand for something, or you will fall for anything

A parting thought

THERE IS ALWAYS A PLACE FOR THOSE THAT ARE WILLING TO TREAT PEOPLE RIGHT.
THERE IS ALWAYS A REWARD FOR THOSE THAT WILL OPERATE WITH INTEGRITY
THERE IS ALWAYS SUCCESS IN DOING RIGHT

Sell like your living depends on it
Donnie

The new year is approaching, LETS SET SOME GOALS

2011-12-13T12:41:00.000-05:00

Goal setting as a Sales Pro is not a matter to be taken lightly, This is our living we are talking about, lets get serious about planning our success.

1. START WITH A LOOK BACK

- What did you accomplish this year?
  - How did you adjust your initial projections ( Did you raise them because your results were better than expected . Or did you lower the forecast ? WHY? )

- Did you give everything you had to the task? ( Be honest here, Did you???? Dont fall into the trap     of setting goals based on last years mediocre effort)

2. SET THE BAR FOR THE COMING YEAR

     - What is the level of income that you want to make?
     - What is the amount of Product that will get you there ?
     - What is the level of work you will commit to get it done?
     - What will you do to ensure the success of your year
                                                                                       WRITE IT DOWN

3. CREATE A WRITTEN ACTION PLAN

A Daily plan -> Outline the steps you need to take daily to reach the goal
                               calls / appointments / fresh contacts
                               What do you need to do to hit these targets ,

A Weekly Plan -> This is a Benchmark Plan
                       -   Set these goals based on the week as a whole not by the individual Day , Use these numbers to establish the acceptable Standard of performance, and a forecast of the Month end results - This will tell you if the daily goals need adjusted to keep you on track.

A Monthly Plan -> This is the Recap Plan These goals should be based on 1/12th of the Year These numbers should be held as NON-NEGOTIABLE , they are the unmovable expectations that you are pushing yourself to achieve
                                   - Accept no excuses for failure - instead adjust the next month's plan to
                                      recapture lost ground
                        - Be stead fast , dont lose steam - You set the bar, now push yourself to achieve !!

LASTLY , SHARE YOUR GOALS WITH THOSE PEOPLE THAT WILL HELP YOU KEEP THE FORWARD MOMENTUM
FAMILY-TEAM MATES - MANAGEMENT - FRIENDS -VENDORS- Any one and everyone that will get behind you and help you succeed

Sell like your living depends on it

Donnie

Lets make it happen

2011-12-06T10:33:00.000-05:00

I suppose there are few things as dis heartening to a retail sales pro than a business slowdown

You know what i am talking about, those days that feel as if they are crawling by, when there is just not enough coffee to keep you awake.

This is time we are most vulnerable to day dreaming, Time wasting, and the general dismemberment of all we are working towards.

SO...

LETS STOP WAITING FOR A CLIMATE CHANGE, AND START CONTROLLING OUR OWN ENVIRONMENT

1. GET BUSY GETTING BUSY !!

Activity breeds activity.
Hey you've got the time available, so lets use it !! I will give you a formula that will increase your sales in a down month

A. - Send 20 handwritten notes daily
           Let your prospects know that you are still in there working to earn their business
Snail mail is a lost art form, it is generally ignored by your competition which makes it fertile soil for growing new business - avoid form letters or computer generated "sell it all" letters. Just a few quick lines , hand written and sincere.

B. Dial for Dollars

30 to 35 calls a day
Not just blind cold calling here, targeted planned calls. Contact those customers that just needed some more time to make a decision. Contact that Customer who was just starting his shopping experience. Call the guy who told you no.
Are there deals and incentives that are here this month that wer'nt the last, Whats new in your industry ? Are there exciting product changes, PEOPLE NEED TO KNOW and you've got the time to tell them !!

C. Tend your Garden

You have developed a book of business, You have sold customers that know you, like you, and trust you.
They have friends and family members that would benefit from your services. Lets get those names and numbers. ( Create a reward system that makes your customer happy to have helped you with a referral a little money, a gift card, maybe a meal at the local restuarant )

Hey were getting busy already!! But we are not done yet !

2. SHARPEN YOUR SKILLS

    A.- Make sure you are up to speed on any new innovations in product.
    B. Analyze your competition, What are they doing well, what can you learn from them, and how will we
         stay ahead of them
    C. Perform a "Post Mortem" on lost deals ( I know this is a painfull exercise, It involves admitting we   were   not as good as we could have been . We have to look at our selves in a brutally honest light here and answer the toughest of all questions " Where did I fail?"

3. STRENGTHEN YOUR TEAM !!
      One thing I have learned through the years is that a tight knit, like minded positive team can accomplish great things together.   This is the time to make that happen,
Team up for your mutual success
Help a partner close a deal, ask them to help you, a fresh face, a new voice, this may be all it takes to turn a prospect into a customer and the team will be stronger for the success.
   Train together -work on the rough areas of your game, steel sharpens steel !!
Share positive influences- we all need fresh insight and positive energy to stay on top. Be a provider of that energy

I'd share more, but you are way too busy to sit and read !!!

Sell like your living depends on it,
Donnie

The Wrap up ( The close of the deal) - Short bursts of Amazing

2011-12-01T11:52:00.000-05:00

To reach this point in the process, two things will have to be true

1. You have earned the trust and respect of the customer
2. Our product has proven to be what they want

Now we are to the step of asking for the money.

The point of this blog has always been the common sense side of selling, with that in mind I will not spend time on "closing techniques" or Word tracks. I will however offer three simple suggestions that will result in an amazing experience for your customer.

1. KEEP THE NEGOTIATIONS TRANSPARENT

If there is a manager or other party involved in the process, don't hide that fact. Let your customer know who they are working with and how the process works. Failing to do this, will result in the customer feeling "in the dark" and they will end up doubting the wisdom of the purchase. It will also keep them from putting demands on you that are not possible for you to fulfill.
If there are conditions attached to the sale make sure they are clear. If there are additional needs that will have to be met, or equipment that will have to be purchased address it all, be proactive and factual, We worked hard to earn their trust, let's not blow it here.

2. WRITE EVERYTHING DOWN

Let's commit every facet of the sale to ink. This step is the one sales people dislike the most, we by nature are not "paperwork" people . You must work against your instincts to just simply shake their hand and assure them that all will be handled. Even with the best of intentions if the facts aren't written down, someone will forget or something will get skipped. When we are looking to be Amazing we have to be on top of the details.
Continue the trend you started with in the greeting. We are looking to make this visit a success . Every small detail must be addressed,written down, and confirmed.

3. SHOW SOME GRATITUDE

Now is the time to practice the lost art of saying "Thank You".
"Mr. Jones, I know you could have spent your hard earned money any where, but I am truly grateful that you decided to spend it with me. I will work hard to make sure your ownership experience is a pleasant one, and If there is any thing that I can do please don't hesitate to call. "

Sell like your living depends on it
Donnie

The sales Experience- Short bursts of Amazing part 2

2011-11-22T10:18:00.002-05:00

So any sales person can point, any sales person can read a brochure, any sales clerk can price a unit

Our job here is NOT to be just any Sales person !!

An Amazing Sales eperience has three main ingredients regardless of the product you are selling

1.DISCOVERY

What are they looking for? Why do they want / need it,
The key to making this experience world class for our customer lies in our ability to listen
Wait... take a moment... LET THAT SINK IN
I'll say it again
The key to making this experience world class for our customer lies in our ability to listen

- Ask the questions that get you the information you need to know

Don't waste time trying to be clever in this step, just ask honest questions.
                                    - What are you trying to accomplish
                                    - What is your preference in product
                                    - How will you be using it
                                    - What type of budget have you set for this purchase
                                    - What obstacles stand in the way of our filling this need

2. DEMONSTRATION

    Notice I did not use the word presentation .
That's because a presentation involves more talking and less doing
Our role here is to demonstrate our product's ability to meet the needs of our customer , both with ease of use, and technical accomplishment.
We will have to have some savvy here.
Any sales clerk can "pass the buck" to their service and delivery staff, and most do.
They use clever sayings like " We have folks that will go over all of this with you." and "I just sell them, someone else will explain it all for you ."

Remember what we are trying to accomplish here, WE are looking to be AMAZING
- Know your product
                  This comes from having spent time with the product, understanding how it works, and why it benefits the consumer
- Be able to answer common questions without "passing the buck"
  - Be interactive, don't just show the features, let the Consumer operate the functions whenever possible.
- Personalize the demonstration - That's why we listened,
        Our customer doesn't care how someone else will use it- lets demonstrate how they will use it

OWNERSHIP

As a sales person, you need to understand that a customer begins to take ownership of a product long before any money changes hands.
When our customer can "see " themselves owning a product, they begin to take ownership of it.
Without this step no purchase will be made.
- Don't clutter this moment with stupidity and insincerity
                    Don't insult the buyer with phony claims of "one time incentives"
                    Don't rush them to purchase by telling them our product will be something it is not
                    Avoid making promises you are not 100% sure you can fulfill
They can get these actions anywhere, and they can smell average a mile away, Our job is to be Amazing
In short, Let the Customer buy the unit because it is what they want, It does what they need, and we have done an amazing job of demonstrating these facts.

Sell like your living depends on it
Donnie

The Greeting - Short bursts of Amazing

2011-11-19T08:28:00.000-05:00

Your ON ! Its your turn to take the next Customer. This is a great time to be a Salesperson. The energy at this moment should be hard to contain. You have in front of you the opportunity to help another person get what they want, and all they while help yourself . Can it get any better than this?

They're in the door :

BE AWARE OF WHAT THEY SEE AT THIS MOMENT

Do you appear ready? We don't want the customer feeling like they are "interrupting" us . Lets have our phones put away, and our hands free. We want to look capable of taking care of them.

Is the entrance free from clutter? Does the reception area look inviting, warm and friendly? In short ,will our customer's first impression be that we are glad they are here?

A GOOD GREETING SETS THE TONE, AND ESTABLISHES AN EARLY GOAL

Good eye contact, A firm handshake , Smile .
Now here is the part we just get lazy at . For some reason we just don't see this step as being as important as the rest of the visit. Many sales people just kind of brush through this as a necessary evil in getting on to more important matters. The truth is at this moment in the process, it is the most important thing that you are doing so make it a priority.

" Welcome to __________________ My name is ________________ and you are... ( wait on the names and commit them to memory !)

So what now? Sure, you could go with the old standards
How can I help you?
Can I help you?
Do you folks need some help?
Are you looking for something in particular?
Can I help you find something ?
WERE TRYING TO BE AMAZING HERE !!! LETS THROW THOSE OLD STANDARDS OUT THE WINDOW
OF COURSE YOU CAN HELP THEM !! THAT'S WHY YOU ARE HERE, SO WHY ASK???

Lets use our greeting to set the goals for the visit . How about we find out what our customer is here for and how we can be a part of that purpose .

OK, I'm gonna give you this greeting for free !! ( I do accept tips )

Hi, Welcome to __________ I'm glad your here,
My name is __________ and you are ....?
what can I do make Our time together a success ?

I can hear all you "seasoned pros" out there saying "that's corny, it will never work..."

Think about it. Isn't this what you really want to know? So here is a refreshing idea, ask the question you really want the answer to. I know it is not "clever", or slick, but it is honest and it will get the goals for the visit established early.

That's all for today, Try this and let me know in the comment section how it works for you

Sell like your living depends on it
Donnie

Short bursts of Amazing

2011-11-17T10:55:00.001-05:00

If you are like me, you have been putting a lot of thought lately into the subject of being better than you are.

This current time in our nations history is making it crystal clear that the mediocre sales habits of yesterday will simply not get the job done any longer.

COMPETITION DEMANDS THAT WE BE AMAZING
I used to "shop" the competition on my days off, you know go to their place of business as a customer and see how they did things and what their pricing was like.   Now I can see most everything I need to know online. And so can my customer.
   This fact has pushed the envelope for us, we must now be better than the brick and mortar location, and more appealing that the web , In short when our customer is in front of us, we must be AMAZING
We simply can't leave their expectations un fulfilled. We have to offer more value, better service, and all the while make it EASY to buy from us.   We need a short burst of amazing.

OUR LIFESTYLE DEMANDS THAT WE BE AMAZING

If you plan to live well, and drive a decent car, If you don't want to check your wallet every time you walk into a restaurant . You will need to get used to the idea that AMAZING pays the bills!
- Amazing Customer service - Our customer will only reward the sales person that makes him feel special
       Sending the message that your customer is worth whatever it takes , Going the extra mile, being truly AMAZING
- Amazing follow up - Being there, It is just that simple, being available to the customer both before and after the sale   Become an AMAZING point of contact

the hard truth in Selling is this : Good enough isn't good enough any more !

Beginning with tomorrow's post I will take you through a sample selling process one step at a time, and we will look at ways to become amazing

Stay tuned , It's gonna get AMAZING

Consider the Source

2011-11-11T08:50:00.001-05:00

As a salesperson we are subject to a number of influences.

Some influences mean to make us better, and then there are those that would do us harm. Don't misunderstand me, I don't think we are in any sort of Physical danger at any given time, but we face something just as potentially dangerous to our performance , negativity.

This is that low down, scummy , sneaky ,get ya when your not looking kinda influence.. It shows up in the voice of a friend reminding you of how bad the economy is. It will show up in the arms of a manager that has had a bad day. It may show up on the heels of a bad sales month . It may even present itself in a family member's lack of confidence in what you are trying to do.

The Fact is, It is powerless until it you give it life. This energy sucking parasite is like a tick, it is just a little bug until it gets under your skin and feeds.

DON'T GIVE IT A HOME

OK so you find yourself surrounded by it, Hey that's good news. When surrounded by the enemy, no matter what direction you shoot you'll hit somebody!! Just start shooting ,
Put your Positive influence out there, say something kind, go out of your way to lift someone up. Buy a new CD, read a new book, DO SOMETHING POSITIVE .
Where there is no gardener, there is no garden . Don't feed it, don't water it, don't give place to it . Insist that you remain positive and intentionally seek out influences that will strengthen that position.

ANYTHING THAT HAS A BEGINNING HAS AN END

Let the end of negative influence be with you!! It started somewhere, somebody gave place to it, they fed it and now they are passing it on to you STOP , PAY ATTENTION TO WHAT IS HAPPENING AND REFUSE TO CARRY IT FURTHER

GET ON THE OFFENSE

Be a leader, a source of Positive influence. Bring the medicine that PREVENTS the disease . Search for reasons to be optimistic, and SHARE those reasons.

**********************************************************************************
Just a note, I see in my stats that I have gained quite a few regular readers, Please feel free to interact with me, leave comments, share experiences. If this blog is helpful at all please let me know.

Those of you that have sent me emails ,thank you and keep em coming. I appreciate any feedback

If there is a topic that you would like to see addressed let me know what that is.

Sell like your living depends on it
Donnie

Luck takes work

2011-11-09T17:41:00.001-05:00

Early in my career I wasted a lot of time looking for lucky breaks that would increase my income, and make me a better Sales person
Like a lot of sales people I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better

IT TAKES WORK
There is an old saying, the harder I work the luckier I get .

This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.

- I came in early, and I stayed late - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day I found my self talking to more customers and making more deals. Just lucky I guess

- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak" This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .

- I practiced - I pitched my product to any one that would listen . Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became . I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked My confidence rose and my sales increased . Lucky again

These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.

Sell like your living depends on it
Donnie

Nothing replaces human contact

2011-11-08T13:48:00.002-05:00

If you want to get a hold of me I can be reached by email,text message, Instant message, facebook message,skype, twitter, myspace message, Snail mail, land line , Cell Phone, or homing Pigeon

Seems familiar doesn't it.

Technology has added so many tools to the selling process that I think we sometimes under value good old fashioned face to face contact.

As a sales person this method should rank an Overwhelming first place, in your preferences of contact.

- IT BUILDS RAPPORT

    Face to face conversation gives the customer a "sense" of who you are. They hear the sincerity in your voice, they see the concern in your eyes. They decide if you are a person that they can connect with, and they act on these feelings.

- IT FOSTERS TRUST

    For those of you relying heavy on email for your initial contact, let me remind you that the Nigerian schemers and the Phishers, and the Spammers are playing in that same arena. As consumers we have become accustomed to being suspicious of email offers. There are many reasons to meet a prospect face to face , but most importantly it fosters trust.
A firm handshake, eye contact, a warm smile and some focused time. These are the initial building blocks to a trust centered business relationship. What replaces a handshake?

Last week I contacted the largest car dealership in our area via email to set an appointment to test drive a new Ford Edge. I received the auto response, "A salesperson will be in touch".
Within an hour I received an email from a Salesperson, he confirmed the Car was in stock, and asked when we might meet. I called him on the phone and told him I would be there in an hour.

When I arrived at the dealership the salesperson was working with a young couple, and I figured they were very early in the process. ( still picking out a car to drive)
  I told the Receptionist that I would return in 2 hours , and please let the sales person know that I understood he was busy.
I called the salesperson prior to my return and confirmed my arrival. Upon my return I was informed my sales person, was again unavailable ,
I may very well have liked this sales person, had I met him.
There is a better than good chance I would have shown more understanding if I were invested in him, or felt he was invested in me.
Certainly by working at a dealership myself, I understand that things happen. But I had no reason to commit further in this process.

So whats my point ?

Had the sales person put value on human contact, when I confirmed my appointment, he would have set aside the time to meet with me.
Even if he was busy unexpectedly, A few short moments to shake my hand, and inform me of this, would have strengthened our rapport tremendously.
I did however receive an email from the dealership thanking me for coming in.

Sell like your living depends on it

Donnie

Being a difference maker

2011-11-07T09:33:00.001-05:00

I have just wrapped up the five part series on Traits of Great Salespeople . I received an email from a young sales person who asks " What if I am working to be a sales great, and my company is not concerned with greatness?"

BEING A DIFFERENCE MAKER

From time to time you may find yourself working with a team that seems to put no importance in doing the things that set a company apart as truly exceptional .

This can be a very discouraging feeling, but you can make a difference.

START WITH THE MIRROR

Is it really the team that is failing to live up to greatness? Has your attitude slipped and changed your perspective? Hey it happens, a sales slump, some bad personal experience, maybe you have fallen in with some very negative influences. Before you know it you are blaming the company for your lack.
The mirror is the first step in being a difference maker. Make sure you are putting in all the personal effort you can, and check your attitude . Step one, Make sure you are not the problem

BE SOLUTION ORIENTED

Where can the team do better? How can you contribute to the success of the organization. Remember if the company fails you fail as well. Sure you'll find another job, but you have this one now , so lets work on making it better.
Ask sincere " why" questions. "why are we doing it this way?"
Don't waste time being combative here, it only serves to shut down the positive communication you are trying to encourage
Show leadership
Be willing to lead the effort, put in the work, and set the example. Criticism without action is wasted breath. You don't have to hold a title to be a leader.
Acknowledge progress
If it is getting better, say so. this is a building process, Positive reinforcement is the mortar between the bricks. A pat on the back from a team mate is worth huge rewards to the team as a whole.

SHOW SOME LOYALTY

To many salespeople "jump ship" when the going gets tough. We have the tendency to ask loyalty of our employer, and not require it of ourselves. I am not suggesting that there aren't legitimate reasons to leave a bad team. However I think we need to invest more time in improving the team before we throw in the towel.
Remember what drew you here
There was something that made this team appealing, what was it? has it changed? Can you get it back with some work. Its easy to whine, its harder to work and build. The work is worth the reward.
Take a fresh look at your goals
Renewed focus is often all that is needed to turn a team around. Take a hard look at your personal goal revive that inward fire that drives you, and see if the team doesn't improve
Set an improvement time line
Decide what is a reasonable expectation of time for a turn around. Put in your best effort, and give it the opportunity to improve
No one ever finishes in first place by quitting the race

Sell like your living depends on it

Donnie

A Positve Attitude

2011-11-04T11:08:00.002-04:00

The final trait for this series on five traits that make Great Sales people

A POSITIVE ATTITUDE

OK, here it is ,the nail that has been hit millions of times, in every conceivable manner, by every sales trainer I have ever heard speak.

And yet it is important enough to mention again!!

WHAT A POSITIVE ATTITUDE IS NOT

It is not a blind , Cartoonish view of the world . It is not an unyielding belief that all things and all people are good. It is not a state of ignorance or a child like view of life

IT IS

A deliberate setting of the mind to avoid all thoughts and actions or people, that would negatively impact the life or work of the Sales person
It is the intentional impacting on those around us in a positive and uplifting manner.
It is a critical element of success as a sales person, And I believe, success as a person in general
It is the constant pursuit of good training, and positive influences in one's life

lets face it, as Sales people we face rejection and negativity on a daily basis. Even the best of us statistically
will fail two thirds of the time. We have to be armed to offset that negative wave, A positive attitude is the best preparation we can have

- It drives us to learn our craft
- It inspires others to step up
- It shines a light when surrounded by dark influences
- It is the fuel that gets us up early, and keeps us up late
- It is a family's strength when the world says the outlook is dim
- It is the difference maker in head to head competition
- It is the heart beat of good selling organizations
- It is the shield that protects from the spears of our enemies
- It is the deep breath that keeps us from drowning when we are under water in life
- It is the telescope that puts the better horizon in focus

Sounds Great doesn't it ! So where do you find it ?

IT IS INSIDE OF YOU ALREADY !

- It needs to be fed with good influences ( read good books, listen to great speakers, surround yourself with positive people.
- It needs to be shared , The more Positive energy you put out the more you get back, It is a self fueling
- It needs to be protected. there are those that will rob it from you if you let them

Sell like your living depends on it

Donnie

A sense of Purpose

2011-11-03T18:49:00.001-04:00

The fourth in Our series of five traits of Great Sales people

A SENSE OF PURPOSE

PURPOSE

The object toward which one strives or for which something exists; an aim or a goal: "And ever those, who would enjoyment gain/Must find it in the purpose they pursue" (Sarah Josepha Hale).
A result or effect that is intended or desired; an intention.
Determination; He was a man of purpose.
The matter at hand; the point at issue.

Those that truly master the craft of selling, are acutely aware of what they are working toward. they are also grounded in the processes necessary to achieve that purpose

UNSHAKEN

The economy may waiver, The industry may be shaken, The money may get harder. But the Greatest in our field just keep pressing forward. They adjust their gameplan to account for changes in the market place ,but never take their eyes off the prize.

Please don't mistake this trait for blissfull ignorance, these are not ignorant professionals. They stay up to date on industry trends and market fluctuations they are vigilant about staying current and proactive in their approach.

A true selling great understands that fear is a gateway to failure, and they use preparation and hard work to overcome it.

This principle trait makes them a natural leader, regardless of title. Team mates and management both draw strength and encouragement from him or her .

A COMPLETE PICTURE

The Idea that you are what you do , is bad thinking . You are many things, A spouse, a Son/Daughter, a Father or Mother, A grandparent. The best among us realize they are many things to many people, They work at having a healthy balance at life.

Seeing yourself in a complete picture is critical to success at selling. It tells you how it all fits together for you. Looking at your self in this way ,will help you find structure and peace, It will make you a better sales person and a better person all around.

GOAL DRIVEN

The importance of goals both personal and professional cannot be over stated .

Benchmarks of progress are nessecary to understand where you are in life and how your work is contributing to your success.

Set simple clear goals I would suggest a Daily, weekly, monthly, and Yearly plan. Use these goals, as the best do, as milemarkers .

Where am I vs. Where am I going . How has my work paid off? Am I in need of additional support, or an adjustment to my approach. A simple plan makes the answers clear and that makes for Great sales people

Sell like your living depends on it

Donnie

An Outpouring nature

2011-11-03T11:02:00.001-04:00

The third trait in our series Of common traits of great Sales people

AN OUTPOURING NATURE

Those that reach the pinnacle of the selling profession know this principle trait well.

You see the hallmark of success has never been the amount of money you make, although that is certainly a benefit of sales success. It is in fact the number of lives you influence

A BENEFIT TO OTHERS

If you have been in sales for any length of time at all, someone has mentored you at some time. Chances are good that someone was not in a position that REQUIRED them too . Rather odds are that those that mentored you most positively are Sales people that took of themselves, and poured into you

AN OVER FLOWING CUP

Fill a cup past the brim, and someone or something is going to get wet !! When A Professional sales person is experiencing the benefits of being at the top of his or her game, It is a natural extension to want to share that success with the team around them. That is exactly what the best in our business do

A PERSONAL EXAMPLE

When I came into sales, it was into a small office supply company. I sold office equipment on the road to various businesses in Indiana. One of my clients was an RV dealer. I had the opportunity to show this dealer a copier. About thirty minutes into the presentation, he asked me rather plainly, " Do you know how to close me?" . I had to admit to him I didn't even know what the word close meant.
He made me the offer that changed my life. He did not offer me a job, but rather, he told me if I would come by once a week, he would teach me how to sell . We set the day for Tuesdays, (he bought the copier incidently), and my path of learning had begun.
This man had no reason to invest his time or energy into me. He owned just a small dealership, and had no budget for another sales person. He simply understood the principle of an out pouring nature.
Three years later I went to work for that same dealership, and I was there for close to 17 years. I began as a salesperson, and eventually held the position of GM. I would have never experienced the RV business, or true sales success were it not for this Sales great in my life. I have seen this principle first hand.

COMING BACK AROUND

Some one may say thet the only reason the Dealer above poured into me was to eventually hire me. The truth is however He recieved the direct benefit of his out pouring nature. I watched him for many years pour into others in the same way, He spent thousands of dollars making opportunities happen for his people. ( I have since learned this is characteristic of many RV dealership owners in this great business) This man started as a sales person , poured into others, and reaped the direct benefit from it

Sell like your living depends on it
Donnie

Inward Accountability

2011-10-31T14:14:00.002-04:00

The 2nd trait of GREAT Sales people in our series

INWARD ACCOUNTABILITY

Every sales person has someone that they are ultimately accountable too The greatest in our profession hold themselves to a higher standard than others expect of them

INTEGRITY

You won't find the best in the sales game taking part in slippery snake oil selling. They know that at the end of the day deceit brings defeat
You'll find them working hard to be sure that every detail of a transaction is disclosed, every promise kept, and even if it means losing the deal, every fault uncovered.
A true sales professional understands that along wwith his money, a customer also spends his trust. This expendature means something special to a truly great Salesperson .

PERSONAL RESPONSIBILITY

A mentor of mine once told me that when you point a finger at someone else the fingers left balled up in your palm all pointed back at you.
The Greatest among us do not waste time with the blame game, They step up and take full responsibility for the success or failure of every transaction.
They are the first to check the details, The first to admit fault , And usually the first on the scene with a solution .

COMMITMENT

Whatever it takes. We hear this phrase a lot in sales . Have you ever had the pleasure of seeing this attitude in action? It is truly amazing to watch a sales person who is commited to the process work.
This Salesperson is relentless in the pursuit of perfection. Their customer feels appreciated in the process and their company is profitable. They settle for no less that the best effort they can put forth, and accept nothing less from those around them . It really is a joy to be a part of

The most striking fact is this, no one has to ask that they step up this level. The Great ones require this of themselves.

Sell like your living depends on it

Donnie

INTENSE ENERGY

2011-10-30T13:42:00.002-04:00

This posting will be the first in a five part series on traits that make GREAT salespeople

Trait # 1 INTENSE ENERGY from Miriam Webster isnt is interesting that the definition of Intense contains the word energy hmmm

: marked by or expressive of great zeal, energy, determination, or concentration <intense effort>

It starts when your eyes open in the morning ! I describe it like a big bass drum beating in my chest. Your eyes open and into your inner man bursts a day full of opportunity .

UP AND AT IT !!

The excitement of this new day just can't be contained, It is settled briefly for some quiet time, Morning devotions , or reflection, but this time only serves to direct the energy

THE ROAD AHEAD
Now plan the day, What does it take to be great today? This amazing opportunity has to be shared !! Who will I call ?
How will I get in front of new prospects today?
How will I show yesterday's customer that I appreciate the confidence he put in me?
How will I reward my family for their support
The energy is now being focused into a deliberate well structured force

AN INCREASED LEVEL OF PERFORMANCE

This increased focused directed energy will positively effect every facet of a Sales person's day It serves as the fuel that keeps him on track, and the gust of wind that carries him over obstacles,

Its the intangible quality that sets him apart from the competition in the eyes of the customer
Its the Signal that tells the management that he is the right salesperson for the job
It's the rally cry that draws the team to him for leadership
It's the personal commitment that keeps him earning despite bad economic times

Intense Energy the first quality in the formula for GREATNESS

Sell like your living depends on it

Donnie
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IS CUSTOMER SERVICE NECESSARY ?

2011-10-29T18:19:00.001-04:00

I am really starting to get the impression that many salespeople today feel that the idea of offering full service is a thing of the past.

I guess this conclusion is natural due to the way we do much of our shopping these days

- Big box stores that invite us to help our selves to the merchandise
- Buffet restaurants that give us the opportunity to fill our own plates and bus our own tables
-Fuel stations that let us pay at the pump and fill our tank
I could list example after example

IS CUSTOMER SERVICE NECESSARY ?
Consider this, How does it feel when you develop a question inside of a Huge discount store and can't find the employee "assigned "to that area? You know the feeling, it starts out as curiosity, turns to frustration, then evolves to full out anger at the thought that there is no more value put on your patronage than to greet you with an empty aisle
How about that feeling you have when your drink runs dry at the table in that buffet restaurant, and you have to leave good company and great conversation to find the soda fountain are you thinking "big tip"?
Ever try to find a shoe horn in a rack store?

You see we all use the self service retail centers, however that should never be mistaken for our not wanting Good service

As sales people we need to realize the truth about Customer service

OUR CUSTOMER"S WANT TO FEEL SERVED

A little extra attention, some outright pampering, that is what they want when spending their money. And guess how customers react when they find that attention and pampering ;
You guessed it !!, BUY MORE and SPEND MORE

OUR CUSTOMER"S RESPOND TO SERVICE
You see all types of service is responded to.   Bad service results in the loss of business ,
Mediocre service results in mediocre profits,
Great Service Results in OUTRAGEOUS SUCCESS
Not only do our customers come back, but they bring the people they care about with them . They want to share this experience. They talk about it, They write about it, Heck they'd sing about it given the chance.
Great customer service brings GREAT retail rewards.

OUR LIVES ARE ENRICHED BY PROVIDING GREAT SERVICE
- It feels good when we know we are truly serving the needs of those we sell to
- It pays well, great service equals great financial reward every time !
- Our company wins ( A quick reminder, companies go out of business every day, Customers bring  longevity with them , and take it when they leave )

Sell like your living depends on it

Donnie