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The 3 Minute Appointment Strategy

Erik — Fri, 14 Jun 2013 12:00:52 +0000

It’s common knowledge that to be successful in business you need a strategy. Did you know the same applies to scheduling appointments with prospects? You probably have an ironclad process, but it’s not a strategy.

Prospects aren’t always available when you are, therefore you need to find a way to get onto their calendar. First, request a meeting for 3 minutes at an odd time, for example 11:27 am. You have now branded yourself in that person’s mind as a person who cares about time and precision. Secondly, promote your value and how you’re going to help them improve their business. Be strategic about selling yourself. You must have a benefit to this person and it must be overt. You also need a hook or a dramatic difference that will set you apart. Being strategic about this process will help you establish yourself as a person of high value who is dependable.

Once you are in the door, keep your promise. Arrive promptly, keep your conversation to 3 minutes and offer to leave at the end of the 3 minutes. “You have graciously provided me the 3 minutes you promised, thank you. I know you are busy. Would you like to continue speaking now or shall we arrange a meeting for a future date when we have a little more time?” Typically, if you brought value to that person, you will be invited to continue the conversation. Those 3 minutes can turn into 45 fast and they do nearly every time! The least we have seen is 3 minutes turning into 30 minutes.

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Is Your Team Evolving with the Industry?

Erik — Sat, 01 Jun 2013 04:27:03 +0000

Sales has changed! But has the training or the trainers? “In the last 10 years, most things have changed in selling” – Author, Dan Pink. As Dan elaborates it used to be ABC or Always Be Closing but now it’s Attunement, Buoyancy, and Clarity. The realization years ago that the seller having the power of knowledge, from the new info on cars you were looking at to the house you might be looking to buy, no longer holds true has initiated this change. Now the buyer has all the info and more, including what everyone that purchased that type of house or car think about it and what they paid.

One of the areas that draws our concern is what our clients are reading. Is it relevant today? Is what you’re reading now new data? Or, is it a book written in the 90s on sales or leadership without the tools and rules of today? Powerful data from a recent Fortune Leadership Summit reveals the top 7 words that 7000 people used to describe sales people:

PUSHY

UGH

YUCK

DIFFICULT

SLEAZY

ANNOYING

DISHONEST

If your sales people have sales in their title, it’s time to change their title. Everyone sells or un-sells but having a title that is associated with these words pre un-sells!

Is your team aligned and focused on the top 5 things that are the most important for growth this quarter and this year? Click here to see our workshop that fixes people, problems and strategy in a few hours.

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Are You Good At What You Do?

Erik — Fri, 05 Apr 2013 04:23:54 +0000

“An astounding 90% of well-formulated strategies fail due to poor execution. Only 5% of employees understand their corporate strategy! Unbelievable! Only 3% of executives think their company is very successful at executing strategies, while 62% think they’re only moderately successful, or worse.”

~ Gary Harpst, Author of the 6 Disciplines Execution Revolution

In looking at these numbers, here is what we see with companies right now: Poor execution is a systems problem. As Deming wrote, 94% of problems are due to no system, a poor system, or system that is not used. As business growth experts, we help fix old systems and put new systems into place for execution. The 95% of people that do not understand corporate strategy are not being given simplicity. Instead, leadership, marketing and HR confuse people by asking them to remember more than 3 key things. These 3 things are your Brand Promise- actions you can promise customers. Nail your brand promise and you have a business strategy! The execution of strategies is about simple ideas, not a bunch of metrics; it’s focus is continual improvement and accountability updates.

Jim Collins is pushing people to have a personal hedgehog! What are you the BEST at, have the most PASSION for and can make the most MONEY doing? Of course these three are musts for companies- items that fall in the middle of the intersections of BEST AT, PASSION, and MONEY form your hedgehog concept, and lead to setting the Trademarked (BHAG) Big Hairy Audacious Goal. The BHAG is a goal you want to achieve 10-25 years out and is meant to be Audacious. For example, a personal BHAG could be running a marathon once a week in a different city for a full year- a professional BHAG could be opening 2000 restaurants when you now only have 1.

In his book Good to Great, Collins highlights Walgreen’s hedgehog concept: to be the most convenient drugstore in the world. Fast forward to now- Fast Company Magazine ranked Walgreens this month as the 7th most innovative health care company for its leadership in redefining the role of the pharmacy. Their new mobile app features help patients manage their medications, and they have created a new standard for the patient-pharmacy relationship. Walgreens knows how to do one thing, and do it well. But I can’t help thinking, if all of Walgreen’s employees were living their personal hedgehog concept, the company would be unstoppable!

I was at Walgreens the other day at the drive through. The woman helping me did not look at me or talk to me. She acted like I was invisible. I handed her my credit card, and she gave me my purchase, focusing on her computer screen the entire time. I took my bag, and stayed where I was, still smiling at her. Once she made eye contact, I was going to ask her if she had a bad day, and see if was she ok. She never looked over at me. A few minutes later I left. Does she have passion for her job? It’s definitely possible that she just had a bad day. Is she the best at doing the job? NO! Does she make money? Money is not always an option- most of us need it to survive. She is probably surviving- but I wonder- is she thriving?

To find out more about our training and service offerings, visit our Business Growth Sessions page.

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March 20th – Sales and Dating: Sell Yourself with Success

Erik — Mon, 18 Mar 2013 21:30:57 +0000

Two women are at the bar catching up, and a cheesy looking guy swaggers up. Without introducing himself or asking their names, he immediately says, “Did you just fall from heaven? ‘Cause you must be an angel.” As readers, we’re pretty sure what happens next… discomfort, dismissal, and disappointment- probably some laughter. For those of you who never want to be THAT guy, check us out at “Sales and Dating: The Same Rules Apply!” this week!

Sales Dating: The Same Rules Apply!
Wednesday March 20th from 10:00-11:30 am
Accion Learning Center | 225 W. Poplar, San Antonio, TX, 78212

CEO Erik Darmstetter will walk you through the common mistakes salespeople make, how to avoid them, and how to ask the right questions.

The focus of both sales and dating is the transfer of trust.

What language sells and produces trust faster and more effectively?
What behaviors un-sell in sales and dating?
Learn to ask the right questions and how to build trust in relationships.
Learn how to communicate your value, overt benefit, and dramatic difference most effectively, and inspire genuine interest.

Bar stories will be told, and better ways will be taught! Don’t miss it- rsvp for this complimentary event here.

Can’t make it to this one? Next week we’ll be at Amegy Bank on Wednesday the 28th for a igh Octane Lunch and Learn, teaching on how mastering your actionable core values, brand promise, BHAG, and company purpose can make company growth easier and faster. Seats will go fast!

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The Foundations to Business Growth, Idea Man Erik in SA Magazine

Erik — Sat, 02 Mar 2013 04:20:23 +0000

Amegy Bank High Octane Lunch and Learn - Weds. March 27th

Sammis Ochoa and Salesby5 team up to teach the most important foundations for your business.Mastering your actionable core values, brand promise, BHAG, and company purpose can make growth easier and faster. Some companies have established these foundations, but they aren’t right. Most companies don’t have them at all. Eliminate common problems and motivate your team to take your organization to the next level by establishing these values, promise, and purpose. Seating is extremely limited- RSVP now for this complimentary event on March 27th!

Get Feedback On Your Company Departments with One Simple Tool

Last newsletter we talked about Tiny Pulse. We have many of you take us up on the free 30 day trial offer. Since then Tiny Pulse has announced a much asked for addition for our clients with multiple offices! A great tool to find out what needs to change and what you’re doing right!

If you go directly to Tiny Pulse, your trial is only 15 days- but get the full 30 day trial using our link.

A Self Made Man – Check Out Erik in this month’s SA Man Magazine

Erik’s prescription for success is simple:

1) Never assume — always deal with facts.

2) Follow your heart.

3) Have fun.

He has built an incredibly successful business without requiring clients to sign contracts. And he is not afraid to toss everything out the door to start over. Call him a “risk preferrer,” and you’d be right on target. Erik describes his work this way: “I grow businesses. And that,” he adds, “is a lot more than just sales. Clients know if Sales By Five has made a difference to their bottom line,” he says. “For example, we helped the Miner Corporation go from $7 million a year to $70 million in revenue.”

Sales Trends 2012- Getting Past the Gatekeeper, Mobile Payments

Erik — Tue, 11 Dec 2012 11:00:58 +0000

Sales Trends 2012 December Newsletter

Getting Past the Gatekeeper – Instead of fighting to get past the front desk person, build a relationship with them. Often highly motivated and under-valued, these office “gatekeepers” are going places, and if you play your cards right, they’ll take you along for the ride.

Here are the action steps to build a relationship with the gatekeeper:

1. Assess the front desk. Smile.

2. Introduce yourself to the gatekeeper by name and shake hands.

3. Be a human being, not a sales auto-pilot. Build a relationship.

-Ask, “How is your day going?”And LISTEN.

- Observe the desk. Cute kid? Find a connection and start a conversation.

4. Gather intel and show interest. Ask, “How is your company different in your industry?” Show the gatekeeper you value their opinion.

5. Tell the gatekeeper what you do, and how you’re different in your industry. Give them enough information to introduce you, not just send you blindly to a decision maker.

6. Nurture the relationship like you would with a client. If the gatekeeper has a good experience, they will recommend you. (And they tend to be motivated and well connected with other gatekeepers.)

The Death of Voicemail – Our recent polling of clients and friends shows that only 1 person in 10 likes or wants to receive a voicemail. So what do people want? 90% of them want an email, or if they know you, a text. We used to use the phone and face to face meetings to do business. Now I often cringe when the phone rings (telemarketers have ruined the phone for me). Silly? Yes, but we need to adapt fast and ask people how they like to communicate to avoid leaving voicemails that are never returned. See the whole blog below.

Sales Trends 2012– If you are not using your mobile device to collect payment and send receipts to your customers, you might be missing out on potential sales!On Tuesday Dec. 4th, Nan Palmero, Business Growth Expert presented on mobile device payment options at Accion Lending and Learning Center in San Antonio.

Did you miss our last newsletter, Crucial Conversations? See it here: http://conta.cc/SBsSfa

Are you ready for Q1 2013? Do you have a strategic plan? Does everyone know their priorities?

If not, call your growth experts at Salesby5: 210-403-3916, or email at info@salesby5.com.

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The Death of Voicemail

Erik — Tue, 27 Nov 2012 20:30:00 +0000

A returned call is one of the hardest things to get today in 2012.
Why? Our recent polling of clients and friends shows that only 1 person in 10 likes or wants to receive a voicemail! Does that extend to getting calls too? YES. People just don’t like phone calls. Telemarketers and overzealous sales people as well as automated calls ruined the phone.

So what do people want? 90% of them want an email, or if they know you, a text.

What can you do? Spend your time getting to know e-mail addresses instead of phone numbers. Stop calling and stop leaving voicemails until you know how people want to be reached.

How do you do it? Getting an e-mail these days is very easy. If you call a prospect and get a receptionist, ask her how to spell the name of the person you are trying to reach. Then ask if the e-mail is first initial.last name@theircompany.com If the receptionist will not tell you, google! Look up @theircompany.com and see what comes up, as most companies standardize their email address format.

We all used to use the phone and in person to do business. Now I cringe when the phone rings. Silly? Yes, but it happened. We need to adapt fast and ask people how they like to communicate to avoid leaving voicemails that are never returned.

-Written by Erik Darmstetter, Business Growth Expert at Salesby5

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Salesby5 Executive JETPACK Nov. 2012

Erik — Thu, 08 Nov 2012 21:30:05 +0000

Check out our new monthly Executive JETPACK newsletter, covering hot topics in business growth today. Below are some great insights we got after attending the Fortune Growth Summit in October.

Crucial Conversations – Ron McMillan, co-author of Crucial Conversations, gave us tools on how to avoid going “silent” or “violent” in conflict driven, high stakes, emotional conversations, as well as how to stay focused on problem solving and great long term relationships.

Here are the all-important action steps to prepare for a Crucial Conversation:

Get your head right. Ask: What do I really want?
Get your heart right. Ask: Why would a decent person do that?
Make it safe. Share your good intentions.
Describe the gap. Compare what you expected with what you observed.
Diagnose. End with a question and listen.

“People” – 2013′s #1 Challenge – At the recent Fortune Growth Summit, we learned that for companies worldwide, ”people” challenges need the most focus, more than strategy, execution, and cash. Recruiting and engaging the best people requires an environment with a strong culture of leadership and open communication. If you have great people, what are you doing to keep them great? If you have good people what are you doing to help them become great? Our big focus at Salesby5 is helping companies and their people grow- especially through our Team Building workshop.

Sales Trends Now – We’re seeing low or no follow up from sales people. It could be the last 4 years of tough times has the newbies and veteran sales people discouraged or feeling like they are walking on eggshells. But today, follow-up is more important than ever! We are busy, forgetful, and distracted with family, phone calls, texts and other technology. 80% of sales are made on the 5th-12th contact! But only 10% of sales people make more than 3 contacts. Right now who can you follow up with to get a sale? We teach a workshop on the best days and times to contact called: Cold Calling, Callbacks, and Lead Optimization.

Are any of these familiar issues keeping you up at night? If so, we’d like to help.

We offer a 10-minute trouble shooting session as our gift to you: http://bit.ly/brainstorm-sb5

See all of our sales and growth workshops here: http://bit.ly/workshops-sb5

UPCOMING WORKSHOPS

Team Building

San Antonio, TX – 02 November 2012

San Antonio, TX – 06 November 2012

San Antonio, TX – 08 November 2012

San Antonio, TX – 27 November 2012

Mastering Your 10-Second Pitch

San Antonio, TX – 15 November 2012

The Secrets to Sales by 5 pm

San Antonio, TX – 15 November 2012

Strategic Growth Planning & Facilitation

Corpus Christi, TX – 13 November 2012

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Fortune Growth Summit Oct 22-24 2012

Erik — Mon, 22 Oct 2012 19:30:46 +0000

We leave today for Gazelles Fortune Growth Summit learning the latest data on how to sell and how to grow companies and their people.

We will be posting live on:

Twitter – http://twitter.com/gazellesinc [#FGS12 hashtag on twitter]
Facebook – www.facebook.com/gazellesinc
Follow Nan and Erik at: @nanpalmero and @erikdarm

Check out the summit thought speakers including Jim Kouzes, Ann Morriss, and Rick Kash.

It has never been more important for leaders of growth companies to make the right decisions about people, strategy, execution and cash. Many growth company executives get so busy that they neglect their own professional development – and find out later that they’ve fallen behind. This summit is part of the 150 hours of training that Sales by 5 team leaders do each year.

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Don’t be Afraid to Tweet

Erik — Wed, 26 Sep 2012 21:49:54 +0000

There are a lot of do’s and don’ts when it comes to social media. Many people blur the lines between their professional self and their personal opinions. 3 panelists at the recent “Act Right Online” Young Professionals event gave great advice on how to use Twitter successfully.

1. Molly Cox,Owner, non-profit FancyPants:

“Make sure you are always speaking in the right voice.” Own what you say.

2. Elizabeth Anderson, Social Media Strategist of The Deberry Group:

“Treat online like it’s lunch.” Be yourself, but have some boundaries.

3. Nan Palmero, Top graded Twitter user and CIO of Sales By 5:

“Don’t be afraid to tweet. Don’t let what we’ve said discourage you in any way from experimenting with your online voice.” Just because you have to think about what you say doesn’t mean you should stop talking.

Ellie Leeper of Downtown Alliance summed it up well in her article on the event entitled Navigating the Social Stratosphere: Branding Yourself Online - Online, “be passionate, personable, professional, but don’t share your political preferences, and keep last night’s crazy party to yourself.”

Employers and the world are looking at what you say as part of your personal brand. Do you think before you tweet?

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