Archive for May, 2006

May 31st, 2006
How to Advance Deals

===May 31 ADVANCED SELLING PODCAST===  (22 Minutes) Have you had deals that stall out--just at the wrong time? Most have. Also, they address the ever-important issue of ...READ MORE

How to Advance Deals

Wednesday, May 31st, 2006

===May 31 ADVANCED SELLING PODCAST===  (22 Minutes)

Have you had deals that stall out–just at the wrong time?
Most have. Also, they address the ever-important issue of ‘what constitutes an ideal client?’ They give you usable tips on how to discern a good prospect from a lousy one. We also review many
important topics such as:

== When the deal stalls, how do you fix it?

== What is detachment? And how does it affect you?

== How to express your value to the prospect

The information in this episode is vital to even the most advanced sellers, and you don’t want to miss it.

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Right Click on “Download” to Save ===>How to Advance Deals.mp3

If you’d like to subscribe to this podcast so that it’s delivered to your desktop every week, please go to iTunes and do so.

Tags: deal stalls, detachment, express value, podcast
Posted in The Advanced Selling Podcast | No Comments »

May 24th, 2006
“How Can I Regain Control of a Sales Process That’s Out of Control?”

I got this question from one of my clients last week. The more I thought about it, the more I realized that this is a ...READ MORE

“How Can I Regain Control of a Sales Process That’s Out of Control?”

Wednesday, May 24th, 2006

I got this question from one of my clients last week. The more I thought about it, the more I realized that this is a common problem for sales professionals–especially in complex (long) selling cycles.

Let’s start at the top. You are in sales to solve problems. The solving of your customer’s problems will pay you GOBS of money (more money than merely ’selling them stuff’ will). You must recall that there is a natural order to life in sales.

Problem. The Process. Then Product.

When you begin a process, the customer problem should be at the top of the agenda. Every time you meet with your prospect, you start with “can we review the pain?” (Maybe not those exact words, but you get the idea).

The reader’s conundrum comes later in the sales process when things drag down–momentum gets lost. Here’s the revelation: The velocity is lost because the original problem has worked it’s way down the\ priority list. It’s nowhere on an agenda. It’s not top of mind anymore.

In fact, I’ve seen sales processes that get bogged down–and when I ask the seller, ‘when’s the last time your reviewed the customer’s problem?’ they say, “not since the first call.”

Hmmmmm. Something odd going on here.

The main reason you’re going through all of this work is not even talked about anymore???!!! Lesson: You must keep going back to the original reason–the primary purpose of the sale. Revisit the pain, often.

They Won’t. You Must.

But the prospect won’t do this on his/her own. You’ve got to do it. So that was my answer–unglamorous as it was. No cool, one-liner. I didn’t even resurrect the late 60’s sales move of, “if I could show you a way, would you buy today?” Just plain talk about what’s really happening.

==We’re going to be doing more ‘ask the coach’ in our blog. So fire up your fingers and pose your toughest challenge (or email us).

Tags: sales, sales process, sales professionals, selling cycle
Posted in Mechanics of Selling | No Comments »

May 13th, 2006
How’d You Get To Be A Star?

Recently the NYTimes Magazine ran a piece written by the Freakonomics guys, Dubner and Levitt. The article was titled, A Star Is Born. Get it ...READ MORE

How’d You Get To Be A Star?

Saturday, May 13th, 2006

Recently the NYTimes Magazine ran a piece written by the Freakonomics guys, Dubner and Levitt. The article was titled, A Star Is Born. Get it and read it. It provides a wonderful look into the traits of high achievers. No reason to go into a lot of detail here–only to say that everything in the piece applies to you and I in business–and is more profound than most ‘how to’ books.

As sales coaches, we are constantly on the lookout for information that helps propel the high achievers–and at the same time–watching for data that suggests what might get in the way.

My lesson from the article is that talent is not all it appears to be–something a person is born with naturally. Jordan isn’t Jordan and Gretzky isn’t Gretzky without a lot of grueling work. They might have been on the team without hard work–but they wouldn’t be icons without it. A lot of pratice. A lot of coaching. And a lot of goal setting. All the things we teach everyday.

If your results aren’t where you think they could be, then maybe you aren’t committed. (I ask myself that everyday since I believe that what shows up in our life is exactly what we are committed to). Dubner and Levitt will tell you that you haven’t practiced enough, haven’t worked hard enough, haven’t set the right goals, haven’t gotten enough coaching and feedback.

Read the article and give me some feedback. Anxious to hear what your perspective was.

Tags: Dubner and Levitt, Freakonomics, sales coach
Posted in Mechanics of Selling | No Comments »

May 9th, 2006
The Missing Link in Sales Training (shhhh….it’s a secret)

We get asked often, “How are you different than other sales trainers?” Good question. My answer includes the Missing Link in Sales Training. For 18 ...READ MORE

The Missing Link in Sales Training (shhhh….it’s a secret)

Tuesday, May 9th, 2006

We get asked often, “How are you different than other sales trainers?” Good question. My answer includes the Missing Link in Sales Training. For 18 years we’ve kept it a secret. Now it’s time to share. Here’s the answer: 

Most sales training programs focus on two aspects of the sale’s process: saying and doing. Traditional sales training teaches us what to say and what to do. If you need more sales, make more calls. If you’re not closing enough business, try the Pending Event Close. The problem with these approaches is that they miss the one fundamental element that will exponentially increase the return on sales training investments.

That fundamental element is training sales people to THINK differently. Most sales trainers have it backwards. They teach the words and behaviors first (or only). The flaw here is that if the rep’s thinking is obscured, no word, behavior or process will ever work.

Example.
You as CEO or sales manager say: “Our sales people need to get in front of more CEO’s at our prospects.” You tell them to do it (behavior) and you give them some tips on what to say.
Problem: YOUR SALES PEOPLE ARE FRIGHTENED TO CALL CEO’S. THEY ARE INTIMIDATED. THEY FEEL INADEQUATE.

Your sales training program had better work on that problem first. For a sales training program to be successful, its content must be heavy with thought- changing strategies.

If you change how you think, the words and behaviors take care of themselves.

Tags: change how you think, sales, sales manager, sales trainers, sales training, sales training program
Posted in Basic Sales Strategy | No Comments »

May 9th, 2006
“Desperation” is Not a (Good) Strategy

I  had a call yesterday from a client who was struggling to get first appointments. I asked him to role play what the phone conversation ...READ MORE

“Desperation” is Not a (Good) Strategy

Tuesday, May 9th, 2006

I  had a call yesterday from a client who was struggling to get first appointments. I asked him to role play what the phone conversation sounded like…and it was obvious what was happening.

Even though he was saying the right words (”Not sure I can help”, “I’d like to inqure to see if we can be of any value”) there was an *undertone* of desperation. The prospect has a sixth sense that picks up on that. So my coaching advice was simple: rather than work on the words you say–work on the thoughts you think.

He was relieved when we finished the call. His new attitude was one of “discernment and skepticism.” He said he was going to enter each phone call with a discerning attitude–being a little stodgy with his time, not chasing people to see him, and acting from a place of curiosity–rather than certainty.

Attitude changes your words and the tone with which you say the words. And that’s what leads to more appointments.

Tags: attitude changes, sales call
Posted in Inner Game, Lead Generation | No Comments »