What we drive speaks volumes about us. Sometimes it might not be what we think it is.
There was a mildly successful salesman whose territory was in the country calling on various types of manufacturing plants. After 10-15 years calling in this area, he took an opportunity for a partnership in another part of the U.S. The salesman who took his place found out that while customers respected the previous man's knowledge they didn't feel that he needed their business.
A gentleman with an HVAC business had an appointment to visit a friend to price out a new central air conditioning system. The job almost didn't happen for him.
A salesman for a very high grade tool company was barely successful. Some of his customers weren't sure of his capabilities despite being given good service.
In the first two cases, the customers felt that volumes were being spoken by the salesman's respective cars: "I Don't Need Your Business!" . The industrial salesman was driving a top of the line Mercedes and the HVAC guy was driving a Porsche. I don't know what the industrial salesman drives today but I know the HVAC man ONLY drives his service truck for any kind of job now. In the third case, the tool salesman was driving a 15 year old compact car that looked ready for the junkyard. Nothing about the car said "success".
What does your car say about you? Is the image that you want to project being sent AND received? Is your office on the road clean - inside and out? Are you able to transport a customer on a moment's notice without embarrassment? Are you driving a vehicle that suits your business?
Monday, October 19, 2009
Thursday, October 15, 2009
The Genius !
One of the most amazing men of all time has to be Michelangelo along with that other guy, Da Vinci. Perhaps this was one of Michelangelo's PMA phrases he used to propell himself. It has been attributed to him.
"The greatest danger for most of us lies not in setting our aim too high and falling short but in setting our aim too low and ACHIEVING our mark."
"The greatest danger for most of us lies not in setting our aim too high and falling short but in setting our aim too low and ACHIEVING our mark."
Monday, October 12, 2009
Sell High !
Oops! Not THAT high!
One of the imperatives is to sell high, meaning as high up the ladder as you can get and to maintain pricing levels. However, that does not mean to price yourself so absurdly that it approaches usury.
As a manufacturer's rep for many years, I found that one particular product line my distributors sold generally went for about a 27 - 30% mark-up. Large orders ($10k ) went for less, usually. This was a multi-tiered distribution product that was discounted according to sales volume. Key distributors got a 30% better price than those distributors that purchased erratically.
One of my key distributors received an opportunity to place a bid for a very large quantity of product, about $22,000 at their cost. One other distributor, not a key account, also got the bid and of course their price was 30% higher. The non-key distributor got the order.
The sales manager of the key distributor called and asked who had authorized better pricing for the other distributor. Investigating, I found out that the other distributor had NOT gotten any better pricing. Reporting back to the sales manager, I asked how much his salesman had put into the quote. The sales manager shuffled some papers and advised "yep, our fault". I pressed for a more concise answer to which he muttered that "the greedy guy put 70% into it".
This was done by a seasoned salesman who knew better but thought that he had the order locked up. Instead what happened was his customer REMOVED him from the bid list believing that my key distributor was, uh, taking indecent liberties.
Know your products, competitors, customers and pricing levels. In today's marketplace, customers (ok, some) will pay more for the sheer "pleasure" of doing business with you. Others will pay more for a better product, service and knowledge. You've got to think really hard to be able to rationalize being twice (or in this case, more than twice) as high as your competitor. Just do the math quickly; Key distributor quoted $73,000 and the non-key distributor quoted just $34,500 , for the exact same product. The salesman probably wanted to put in 30% but most likely used the wrong equation. Somebody besides the customer should have caught this mistake.
Of course, I actually came out ahead because I got a better commission. C'est la vie!!
One of the imperatives is to sell high, meaning as high up the ladder as you can get and to maintain pricing levels. However, that does not mean to price yourself so absurdly that it approaches usury.
As a manufacturer's rep for many years, I found that one particular product line my distributors sold generally went for about a 27 - 30% mark-up. Large orders ($10k ) went for less, usually. This was a multi-tiered distribution product that was discounted according to sales volume. Key distributors got a 30% better price than those distributors that purchased erratically.
One of my key distributors received an opportunity to place a bid for a very large quantity of product, about $22,000 at their cost. One other distributor, not a key account, also got the bid and of course their price was 30% higher. The non-key distributor got the order.
The sales manager of the key distributor called and asked who had authorized better pricing for the other distributor. Investigating, I found out that the other distributor had NOT gotten any better pricing. Reporting back to the sales manager, I asked how much his salesman had put into the quote. The sales manager shuffled some papers and advised "yep, our fault". I pressed for a more concise answer to which he muttered that "the greedy guy put 70% into it".
This was done by a seasoned salesman who knew better but thought that he had the order locked up. Instead what happened was his customer REMOVED him from the bid list believing that my key distributor was, uh, taking indecent liberties.
Know your products, competitors, customers and pricing levels. In today's marketplace, customers (ok, some) will pay more for the sheer "pleasure" of doing business with you. Others will pay more for a better product, service and knowledge. You've got to think really hard to be able to rationalize being twice (or in this case, more than twice) as high as your competitor. Just do the math quickly; Key distributor quoted $73,000 and the non-key distributor quoted just $34,500 , for the exact same product. The salesman probably wanted to put in 30% but most likely used the wrong equation. Somebody besides the customer should have caught this mistake.
Of course, I actually came out ahead because I got a better commission. C'est la vie!!
Sunday, October 11, 2009
It's Time to Make Records
Have you ever seen real fear? The type of fear that requires full concentration but yet is wildly distracting? I have and it ain't pretty.
The same gentleman I wrote about in my last blog that had taught me several things not to do also taught me to do one thing well: Maintain Good Records. The lesson was purely by accident, of course.
The poor guy got a letter from the IRS simply asking to review his travel records including mileage and expenses. He had little to offer and had to recreate from call reports where he had been for his mileage, and call customers he thought he might have taken to lunch. He of course had his tax records but now he needed specifics about customers. Can you imagine THAT conversation; "Uh, Joe, do you remember going to lunch 11 months ago? Oh, I've never taken you? Must have been Jim, can you connect me to him?"
Keep good and complete records for yourself, your company and our governments!
By the way, he did get out alive but a thin man looked a little thinner by the time he was done.
The same gentleman I wrote about in my last blog that had taught me several things not to do also taught me to do one thing well: Maintain Good Records. The lesson was purely by accident, of course.
The poor guy got a letter from the IRS simply asking to review his travel records including mileage and expenses. He had little to offer and had to recreate from call reports where he had been for his mileage, and call customers he thought he might have taken to lunch. He of course had his tax records but now he needed specifics about customers. Can you imagine THAT conversation; "Uh, Joe, do you remember going to lunch 11 months ago? Oh, I've never taken you? Must have been Jim, can you connect me to him?"
Keep good and complete records for yourself, your company and our governments!
By the way, he did get out alive but a thin man looked a little thinner by the time he was done.
Saturday, October 10, 2009
The Bigger They Come . . .
Are you easily intimidated? Do you conjure images of failure before making an attempt?
There was a co-worker many years ago that I learned many things from. Almost all of them were things NOT to do. He was an old guy, probably 28 or 29 to my 23 and he had an awesome territory. Easy geography, no more than a 2 hour drive to get to an account and a list of accounts that were good steady C accounts thru good steady A accounts as well as some prime potentials.
As part of my training, I would frequently get to travel with a "senior" salesman for a day every once in a while. It was fun and educational to meet customers and find out what their business was and how we fit in.
"Prince Frederick" and I headed out for calls in the furthest part of his territory, in a town I'd never been to. Leaving one account, we headed down a quiet, country road rounded a curve and into view came the largest building I had ever seen! As we drove by the entrance gate I asked "Aren't we going in there?" Prince Frederick's reply was complex and he talked plenty about why he never went there. It all came down to lack of confidence in himself to make the call for an appointment or to just drive up and make a cold call.
Upon getting back to the office the next day it was discovered that our business amounted to a few thousand dollars a year. It bothered me that Prince wasn't making an effort and that the branch manager was letting him get away with it. A couple of years went by and a new sales manager took over and assigned a new salesman. His impact was immediate as he made the calls and dedicated himself to top to bottom selling. Opportunities came daily and sales grew rapidly. I wish I could say it was me but alas it wasn't. Sometimes with a little work these big accounts will fall nicely into place.
Are you rationalizing not visiting accounts? Are you a winner at mom & pop establishments but a whiner concerning accounts where there are more people to contact than you have in your family? Have you done your math and looked at the return on investment of time spent at the various accounts?
You have what it takes or you wouldn't have your job! Step up and back your own fears into the toilet where they belong.
There was a co-worker many years ago that I learned many things from. Almost all of them were things NOT to do. He was an old guy, probably 28 or 29 to my 23 and he had an awesome territory. Easy geography, no more than a 2 hour drive to get to an account and a list of accounts that were good steady C accounts thru good steady A accounts as well as some prime potentials.
As part of my training, I would frequently get to travel with a "senior" salesman for a day every once in a while. It was fun and educational to meet customers and find out what their business was and how we fit in.
"Prince Frederick" and I headed out for calls in the furthest part of his territory, in a town I'd never been to. Leaving one account, we headed down a quiet, country road rounded a curve and into view came the largest building I had ever seen! As we drove by the entrance gate I asked "Aren't we going in there?" Prince Frederick's reply was complex and he talked plenty about why he never went there. It all came down to lack of confidence in himself to make the call for an appointment or to just drive up and make a cold call.
Upon getting back to the office the next day it was discovered that our business amounted to a few thousand dollars a year. It bothered me that Prince wasn't making an effort and that the branch manager was letting him get away with it. A couple of years went by and a new sales manager took over and assigned a new salesman. His impact was immediate as he made the calls and dedicated himself to top to bottom selling. Opportunities came daily and sales grew rapidly. I wish I could say it was me but alas it wasn't. Sometimes with a little work these big accounts will fall nicely into place.
Are you rationalizing not visiting accounts? Are you a winner at mom & pop establishments but a whiner concerning accounts where there are more people to contact than you have in your family? Have you done your math and looked at the return on investment of time spent at the various accounts?
You have what it takes or you wouldn't have your job! Step up and back your own fears into the toilet where they belong.
Wednesday, October 7, 2009
Athletes of the Company
"The individual who is not spending a minimun of one hour a day developing sales skills is just kidding him or herself about how serious he or she is as a professional." Zig Ziglar
Professional athletes practice constantly for their time in the spotlight. Professional presenters (entertainers) practice constantly for their time in the spotlight.
How much time do you devote to perfecting your skill? Or are you making the same mistakes call after call, day after day, etc?
Professional athletes practice constantly for their time in the spotlight. Professional presenters (entertainers) practice constantly for their time in the spotlight.
How much time do you devote to perfecting your skill? Or are you making the same mistakes call after call, day after day, etc?
Monday, October 5, 2009
Prospecting
Last spring I was sitting in my library and happened to be staring out the window (where WAS my mind?) when a Cooper's Hawk landed on top of the large azalea bush right next to the window and dove in. There was a whole lot of shaking going on but I couldn't see into the bush. In a moment, the bird re-appeared and took off.
Knowing that there was a bird's nest with eggs in that bush started me thinking. Had the hawk been watching for a while or did he just get lucky and notice activity in and around the bush? The bush is obscured from open visability for about 250 degrees of the circle with walls 15 and 30 feet around it. Was it luck and the hawk just knew instinctively that it was the time of the year to be hunting? I checked the bush and sure enough, the eggs were gone.
When we are prospecting do we keep our eyes and ears open? Do we network? Ask for referrals? Ask for the NEXT order? Do you occasionally make an unscheduled cold call just to squeeze one more chance in for a good days' work? Are you well read and keep up with the comings and goings of clients and potential clients? Are you checking the sign-in sheet to see who else is visiting your customer?
Some businesses have a limited number of potential customers. I had an account that if they sold 2 pieces of equipment every five years, they were somewhat happy. Other business have infinite opportunities. Develop a plan for prospecting which includes expanding business in your current accounts and finding new ones. Then, of course, implement the plan.
Knowing that there was a bird's nest with eggs in that bush started me thinking. Had the hawk been watching for a while or did he just get lucky and notice activity in and around the bush? The bush is obscured from open visability for about 250 degrees of the circle with walls 15 and 30 feet around it. Was it luck and the hawk just knew instinctively that it was the time of the year to be hunting? I checked the bush and sure enough, the eggs were gone.
When we are prospecting do we keep our eyes and ears open? Do we network? Ask for referrals? Ask for the NEXT order? Do you occasionally make an unscheduled cold call just to squeeze one more chance in for a good days' work? Are you well read and keep up with the comings and goings of clients and potential clients? Are you checking the sign-in sheet to see who else is visiting your customer?
Some businesses have a limited number of potential customers. I had an account that if they sold 2 pieces of equipment every five years, they were somewhat happy. Other business have infinite opportunities. Develop a plan for prospecting which includes expanding business in your current accounts and finding new ones. Then, of course, implement the plan.
Saturday, October 3, 2009
Energy
Newton's Law, Einstein, the Bunny and on and on.
Generally speaking, we all have energy to do what we want to do. The weekends at my house encompass many things, some of which I "don't" have energy for. However, every Sunday night for 20 years my level of energy grew by leaps and bounds around 5 p.m. From 6 p.m. to 8 p.m it was running and gunnin time with my buddies on the basketball court! It might have taken 4 hours for me to rake leaves but I was "full of it" as my wife said when it came time to play and spend two hours of perspiration and pleasure.
If you are truly interested in representing your company well and handling your customers your energy will flow. See the value of your company, product and yourself and some of the uninspired days will be up-lifted. Your natural energy will take over and provide the source of making every day a good day. Want to do a good job and you will have energy.
A long time ago I met a gentleman that was on the edge of being obnoxious with his energy and his product. What I thought was an inconsequential item, he took to the top of Mt. Everest. Customers proved him right and me wrong as it was a money and time saver for them. The gentleman's positive attitude was well-placed and it served him and his customers well.
Believe in your company,product and yourself and project that positive feeling into your day. You, your company and your customers will be better off for it.
Generally speaking, we all have energy to do what we want to do. The weekends at my house encompass many things, some of which I "don't" have energy for. However, every Sunday night for 20 years my level of energy grew by leaps and bounds around 5 p.m. From 6 p.m. to 8 p.m it was running and gunnin time with my buddies on the basketball court! It might have taken 4 hours for me to rake leaves but I was "full of it" as my wife said when it came time to play and spend two hours of perspiration and pleasure.
If you are truly interested in representing your company well and handling your customers your energy will flow. See the value of your company, product and yourself and some of the uninspired days will be up-lifted. Your natural energy will take over and provide the source of making every day a good day. Want to do a good job and you will have energy.
A long time ago I met a gentleman that was on the edge of being obnoxious with his energy and his product. What I thought was an inconsequential item, he took to the top of Mt. Everest. Customers proved him right and me wrong as it was a money and time saver for them. The gentleman's positive attitude was well-placed and it served him and his customers well.
Believe in your company,product and yourself and project that positive feeling into your day. You, your company and your customers will be better off for it.
Thursday, October 1, 2009
Influential People
I'm really not sure why it has taken me so long to get to this topic as it is really important. One of our imperatives is to sell as high up the ladder as we can. However, we also need to know who influences the final decision maker. Wife, administrative assistant, engineer, lawyer etc. Even a competitor can be an influential person to your buyer.
When I was a neophyte, I would work with my boss who was a well respected care-taker of his customers and knew his business. He had bid on a job providing product that he routinely got. Doing his due diligence, he had called to follow-up the quote and found out that he most likely would not get this order.
Grabbing me and some of the product quoted, he exclaimed that "we" needed to go save the order! During the drive of 2 -3 miles to the production facility he explained the facts to me. I believe he was just rehearsing but, who knows. It seems that the price of the product would go higher if this order was lost and we were the closest supplier to this customer. Upon reaching the customer, Wiley - yes that was his name, proceeded to show our customer the price book. If we were unable to purchase in volume, we wouldn't be able to distribute to him at the price he was used to. The customer was interested in the lower price that had been offered and wanted to try a new supplier, "just because". Wiley admitted that he understood but was concerned because without our standard business, emergency orders (nights & weekends) would not be available as it would not profitable to stock it anymore. "Oh, and by the way, here we are with the product. Do you want it or shall we take it back?"
Order earned and purchaser influenced by a salesman. Imagine that!
One of the worst examples of someone not "getting it" as far as the importance of talking with influencers happened to me a few years ago.
I was selling engineered components to a company making high-speed packaging machinery. The customer (A-Z) had engineering in my territory and purchasing elsewhere. As the new design was heading towards culmination, A-Z wanted to audit our manufacturing facilities. The buyer, whom I'd spoken with on the phone, asked me to attend and said that 4 associates would be joining her. The night before the plant tour, my sales manager called and advised that I would not be needed. Suffice it to say that I argued but somehow managed to keep my cool (I think) until we had hung up! When I called the next afternoon to follow-up with my people about the level of success they had, I was stunned. Four company officers had met with the five customers but not one had gotten a single name, much less contact information!! When the sales manager, actually with a fancier title than that, asked me why it mattered, I knew that I had signed on with a company doomed for failure. That man could not see the importance of knowing who the influencers are despite my attempts to persuade. I should have sent him a list of books and high-lighted the appropriate page numbers for his education.
Cover your bases !! You may be talking with the final decision maker and as Wiley did, be able to influence the decision, but DO know who has (and how many have!) the decisions makers' ear and respect.
When I was a neophyte, I would work with my boss who was a well respected care-taker of his customers and knew his business. He had bid on a job providing product that he routinely got. Doing his due diligence, he had called to follow-up the quote and found out that he most likely would not get this order.
Grabbing me and some of the product quoted, he exclaimed that "we" needed to go save the order! During the drive of 2 -3 miles to the production facility he explained the facts to me. I believe he was just rehearsing but, who knows. It seems that the price of the product would go higher if this order was lost and we were the closest supplier to this customer. Upon reaching the customer, Wiley - yes that was his name, proceeded to show our customer the price book. If we were unable to purchase in volume, we wouldn't be able to distribute to him at the price he was used to. The customer was interested in the lower price that had been offered and wanted to try a new supplier, "just because". Wiley admitted that he understood but was concerned because without our standard business, emergency orders (nights & weekends) would not be available as it would not profitable to stock it anymore. "Oh, and by the way, here we are with the product. Do you want it or shall we take it back?"
Order earned and purchaser influenced by a salesman. Imagine that!
One of the worst examples of someone not "getting it" as far as the importance of talking with influencers happened to me a few years ago.
I was selling engineered components to a company making high-speed packaging machinery. The customer (A-Z) had engineering in my territory and purchasing elsewhere. As the new design was heading towards culmination, A-Z wanted to audit our manufacturing facilities. The buyer, whom I'd spoken with on the phone, asked me to attend and said that 4 associates would be joining her. The night before the plant tour, my sales manager called and advised that I would not be needed. Suffice it to say that I argued but somehow managed to keep my cool (I think) until we had hung up! When I called the next afternoon to follow-up with my people about the level of success they had, I was stunned. Four company officers had met with the five customers but not one had gotten a single name, much less contact information!! When the sales manager, actually with a fancier title than that, asked me why it mattered, I knew that I had signed on with a company doomed for failure. That man could not see the importance of knowing who the influencers are despite my attempts to persuade. I should have sent him a list of books and high-lighted the appropriate page numbers for his education.
Cover your bases !! You may be talking with the final decision maker and as Wiley did, be able to influence the decision, but DO know who has (and how many have!) the decisions makers' ear and respect.
Sunday, August 30, 2009
Quote of the Day
"The world has the habit of making room for the man whose words and actions show that he knows where he is going."
Napolean Hill
What does this tell us?
Plan and execute then plan and execute again !
Napolean Hill
What does this tell us?
Plan and execute then plan and execute again !
Tuesday, August 25, 2009
And Your Position Is ?
Salesman !
Regardless of the title we are given (sometimes in lieu of something else!) we are in the business of selling. Account Executive, Territory Manager, Sales Engineer, etc, we still need to remember to not get lost in the marketing mumbo jumbo and that our job is to sell.
During a conversation a few years ago with a young district manager, he discribed his job in management terms - account manager, district manager and new client procurement specialist. Upon being asked if he managed others he answered that his clients all had to be managed to ensure success in the territory. At no time did he mention that he had a product to sell and I found out later that he was doing "OK" but not great in his job. We discussed selling and in particular the mindset required for the job . I tried to get him to acknowledge that managing and selling are not the same and do require different thought patterns. The young man had totally bought in to "management of accounts" as the proper way to sell to clients and I don't believe that he ever used the word "sell" during our discussions.
Acknowledge your job to yourself and others. Without us, the world ceases to revolve !
Regardless of the title we are given (sometimes in lieu of something else!) we are in the business of selling. Account Executive, Territory Manager, Sales Engineer, etc, we still need to remember to not get lost in the marketing mumbo jumbo and that our job is to sell.
During a conversation a few years ago with a young district manager, he discribed his job in management terms - account manager, district manager and new client procurement specialist. Upon being asked if he managed others he answered that his clients all had to be managed to ensure success in the territory. At no time did he mention that he had a product to sell and I found out later that he was doing "OK" but not great in his job. We discussed selling and in particular the mindset required for the job . I tried to get him to acknowledge that managing and selling are not the same and do require different thought patterns. The young man had totally bought in to "management of accounts" as the proper way to sell to clients and I don't believe that he ever used the word "sell" during our discussions.
Acknowledge your job to yourself and others. Without us, the world ceases to revolve !
Friday, August 21, 2009
Quote of the Day
First say to yourself what you would be and then do what you have to do !
Epictetus
The operative word here is an action word "DO" .
Epictetus
The operative word here is an action word "DO" .
Friday, August 7, 2009
Quote of the Day (week, month?)
The foolish and the dead alone never change their opinion.
James Lowell
James Lowell
Sunday, July 26, 2009
Qoute of the Day
"There is always a new RULE # 1" - Craig Souser
"If you don't like what's happenng, wait a minute" - Bruce Ashby
"If you don't like what's happenng, wait a minute" - Bruce Ashby
Thursday, July 23, 2009
Expansion of Business
Some sales people seem to have the gift of being clairvoyent. They see multi-dimensionally and can tie pieces of several puzzles together to make one beautiful picture.
I don't have the gift but by asking questions and listening I have been able to make up for not being clairvoyent. Be inquisitive. Practice asking the probing questions. One that I use sincerely is "Are there any plagues in your life right now? I've got a lot of contacts after 33 years in this business, maybe one of those could help if I can't." It is surprising the number of times the client will say that help is needed in another area.
A manufacturing plant in eastern Virginia was consulting with me on a new piece of equipment that would increase their own equipments' efficiency. The question was asked and another whole opportunity unveiled itself for a different item for a different piece of equipment. While I had given sales coverage for this item previously, enough tiime had passed and the new problem so new that neither the customer nor I had put the two together.
Keep your head up, eyes and ears open, ask questions and listen.
I don't have the gift but by asking questions and listening I have been able to make up for not being clairvoyent. Be inquisitive. Practice asking the probing questions. One that I use sincerely is "Are there any plagues in your life right now? I've got a lot of contacts after 33 years in this business, maybe one of those could help if I can't." It is surprising the number of times the client will say that help is needed in another area.
A manufacturing plant in eastern Virginia was consulting with me on a new piece of equipment that would increase their own equipments' efficiency. The question was asked and another whole opportunity unveiled itself for a different item for a different piece of equipment. While I had given sales coverage for this item previously, enough tiime had passed and the new problem so new that neither the customer nor I had put the two together.
Keep your head up, eyes and ears open, ask questions and listen.
Monday, July 20, 2009
Doing What Must Be Done !
Sunday afternoons are frequently my "honey-do" time slots. Depending on what honey is supposed to do, my energy level may run from having to lounge in the recliner to rest and watch a game to happily riding on my mower to trim the grass.
However, when 5:30 comes around, my energy level gets a huge boost and 15 minutes later, I'm out the door headed to my weekly basketball game. I play for two hours with my buddies and run like the wind. Which is to say some times I'm not moving, some times I'm blowing hard and some times I'm all over the place !
Isn't it funny how we all have the energy to do what we want to do?
The same thing applies to our sales efforts, doesn't it? When we go see our best customer, we're all pumped up and ready to go. If we are going to see an account that is a headache, many times the speedometer barely reaches the speed limit.
We need to practice the positive mental attitude that Napolean Hill spoke so eloquently about. Self-motivation. Grab your ear and pull. Find the positive and make it happen.
I had a friend that had an account that he hated. Tommy got little business or respect even though he was an honest salesman. I asked him why he would beat himself up and consistenly call on this account. It seems that he had broken it down to dollars and cents. If he got the business he was after, the return on investment would be close to $50/hour at that time. Of course the longer it took to get the business then the dollar value would drop. BUT, he massaged those numbers by adding dollar value to his product for inflation. He said he hated to think of an account only in terms of money but that was his only way to motivate himself.
What do you need to do to energize yourself to make that next call ?
However, when 5:30 comes around, my energy level gets a huge boost and 15 minutes later, I'm out the door headed to my weekly basketball game. I play for two hours with my buddies and run like the wind. Which is to say some times I'm not moving, some times I'm blowing hard and some times I'm all over the place !
Isn't it funny how we all have the energy to do what we want to do?
The same thing applies to our sales efforts, doesn't it? When we go see our best customer, we're all pumped up and ready to go. If we are going to see an account that is a headache, many times the speedometer barely reaches the speed limit.
We need to practice the positive mental attitude that Napolean Hill spoke so eloquently about. Self-motivation. Grab your ear and pull. Find the positive and make it happen.
I had a friend that had an account that he hated. Tommy got little business or respect even though he was an honest salesman. I asked him why he would beat himself up and consistenly call on this account. It seems that he had broken it down to dollars and cents. If he got the business he was after, the return on investment would be close to $50/hour at that time. Of course the longer it took to get the business then the dollar value would drop. BUT, he massaged those numbers by adding dollar value to his product for inflation. He said he hated to think of an account only in terms of money but that was his only way to motivate himself.
What do you need to do to energize yourself to make that next call ?
Friday, July 17, 2009
Quote of the Day
The first step in the acquisition of wisdom is silence, the second listening, the third memory, the fourth practice and the fifth teaching others.
Solomon Ibn Gabriol
Solomon Ibn Gabriol
Wednesday, July 15, 2009
Fear of Phoning?
Recently while discussing a young man's business with him, he spoke about how hard it is to get on the phone and call people. Using the "fear of phoning" phrase, I pressed the importance of making appointments. Rather quickly, he corrected me; "I'm not afraid of phoning. It's just such a waste of time because nobody picks up the phone anymore."
In the past, and probably today too, we were afraid to call because we knew what the answer would be - "no", "too busy" etc. Add to that not being able to reach someone and "fear of phoning" takes on a whole new level.
This is an area where goal setting is advantageous. Decide on the number of phone calls to make each day. Set a minimum number of reaches you will accept. Have your thoughts together so that when you do reach someone you'll speak intelligently. Perhaps in the middle of your calls you should call a friendly customer so that your spirits will remain strong. Make the calls at odd times of the day - before 8 a.m., during lunch (not everybody goes out!), after 5 p.m. Leave concise messages and perhaps follow-up a message with a piece of snail-mail like a post card etc.
Don't hate the process. It is what it is and it needs to be accepted as part of business and move on. But this does underscore the fact that when you get the face to face meeting you must make a good impression, start a relationship and leave yourself in a position to be able to reach the client or get the call back.
What do YOU do to reach people? Let us know !
In the past, and probably today too, we were afraid to call because we knew what the answer would be - "no", "too busy" etc. Add to that not being able to reach someone and "fear of phoning" takes on a whole new level.
This is an area where goal setting is advantageous. Decide on the number of phone calls to make each day. Set a minimum number of reaches you will accept. Have your thoughts together so that when you do reach someone you'll speak intelligently. Perhaps in the middle of your calls you should call a friendly customer so that your spirits will remain strong. Make the calls at odd times of the day - before 8 a.m., during lunch (not everybody goes out!), after 5 p.m. Leave concise messages and perhaps follow-up a message with a piece of snail-mail like a post card etc.
Don't hate the process. It is what it is and it needs to be accepted as part of business and move on. But this does underscore the fact that when you get the face to face meeting you must make a good impression, start a relationship and leave yourself in a position to be able to reach the client or get the call back.
What do YOU do to reach people? Let us know !
Saturday, July 11, 2009
Service, Please?
I'm back from the beach where I enjoyed the finest weather I've seen at the Outer Banks ever. Got a little sun, floated a little in the kayak, enjoyed the ocean and ate at a restaurant or two.
The analogies between servers in a restaurant and sales people in the rest of the world can be pretty much non-stop. The server's ability to make money is contingent on first impressions, sincere greeting, quality of service, speed of service, ability to be gracious and on the product produced.
Take mental notes on the wait staff the next time you are in any type of restaurant. How would you do it differently? Is what the server does with you something that you can modify for your own use? Are they prompt? Is corrective action take quickly if needed? What kind of attitude is projected?
Do you offer the kind of service and product that is worthy of a large tip?
The analogies between servers in a restaurant and sales people in the rest of the world can be pretty much non-stop. The server's ability to make money is contingent on first impressions, sincere greeting, quality of service, speed of service, ability to be gracious and on the product produced.
Take mental notes on the wait staff the next time you are in any type of restaurant. How would you do it differently? Is what the server does with you something that you can modify for your own use? Are they prompt? Is corrective action take quickly if needed? What kind of attitude is projected?
Do you offer the kind of service and product that is worthy of a large tip?
Friday, July 3, 2009
Quote for the Day
"Learning to write is learning to think. You don't know anything clearly unless you can state it in writing." - S. I. Hayakawa
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