I’m traveling to Palm Springs, CA today for a trade show. Let me just say that a California trade show is a blessed thing to a Minnesotan in February. Anyway, I didn’t put an email message saying I will be out of the office. Why even use that feature in Outlook? Here’s my rationale, I receive all of my emails on my cell phone. They are pushed to me so I actually get notified the moment they arrive. I have my laptop with me and the hotel has wireless internet which is to be expected these days. I may be physically out of the office, but I am still connected.… Read More
Continue ReadingDefeatist Thoughts
Isn’t there an old sports axiom that states games are won or lost before you ever take the field? Well, at least some form of that saying. JustSell.com lists a handful of self-defeating thoughts from the sales world (email newsletter – sorry, no link). Here they are: Defeatist (accepting, expecting, or being resigned to defeat) Cynical (contemptuously distrustful of human nature and motives) Vindictive (seeking revenge) Blame/ Fault (who cares? what are we going to do now?) Wishful (do what you can to influence the deal and keep moving) Self-pity (get over yourself… complain less… especially to yourself) Worrisome (it won’t help, costs time, and can drag you down) Jealous… Read More
Continue ReadingSmall Time
Interesting article from Selling Power’s sales management newsletter – Think Small. Here is the opening set-up for the article: Yet in times like these, the Big Deal is more difficult than ever, if not impossible, to come by. That’s why Small is the new Big. Find ways to close smaller deals and take on smaller projects than you might have considered in the past. By doing so, you’re not settling for less; rather, you’re taking a more achievable step toward a potentially lucrative, long-term relationship with a customer. I agree. Downturns are an opportunistic time to establish a relationship with a large company. I take the same approach – any… Read More
Continue ReadingLevers
A lever is “an inducing or compelling force.” Selling in a down economy is best handled through the use of levers. I recently discovered a lever with a material that has certain properties and uses that are not offered by the market leader in this space. The market leader has such a dominant position that most prospects are unaware of the alternate option. In talking to customers and prospects, the lever became quite obvious. Of course, discovering a lever is one thing, defining it within the marketplace is another. The work that now must occur is to translate the lever into the prospect’s world. Brevity is key. Real-world application is… Read More
Continue ReadingProfitable Pockets
I’m wrapping up my trip this week in Philadelphia and I am finding a consistent theme – company revenues are down but there are specific niches, or pockets that each company has maintained. Some have even grown in these areas. Businesses will survive this economy by leveraging their strong markets (maybe not their core markets). I have consistently heard that medical, aerospace and some consumer electronics markets are still relatively strong. Salespeople should be in close contact with their customers right now to identify these pockets and leverage them in their sales activities. Failure to take this initiative could be a truly career-limiting move. Another consistent theme I have encountered… Read More
Continue ReadingThe Value Of The Visit
One thing I enjoy about meeting with customers in person is that you get a better sense of who they are, what their office environment is like, how they interact with coworkers, etc. As a salesperson, this information is invaluable and can only be gathered through a meeting. For instance, I met with one customer yesterday who I thought was somewhat dry from email and phone call interactions. I was completely wrong – he is quite the comedian and prankster. He also knows all of the people who work on the floor. Observing his interactions with them and seeing where his office is (cube right on the floor) told me… Read More
Continue ReadingThe Incredible Pitch
I’m traveling for business this week (I’m in Tewksbury, MA as I type) and heard a sales discussion in the lobby this morning. One salesperson was working hard to convince 2 others about, well, I’m not sure the exact pitch, but it did involve purchasing produce. Hear is what caught my ear during the salesperson’s pitch: Nobody knows more about tangerines than Jim… Absolutes = unbelievable. Absolutes like always, never, nobody, etc. trigger an effect in prospects to disprove or doubt it especially if they are not familiar with the absolute being stated. Jim may know more than anyone else, but I am skeptical. Instantly I start wondering about who… Read More
Continue Reading10 Cold Calling Nuisances
I hate to admit it, but I’m a fan of Jeff Foxworthy and his, “You know you’re a redneck if….” Eyes on Sales has an article by Drew Stevens that puts a spin to Jeff’s famous cliche, “You might be a cold calling nuisance if…” Drew has 10 quick tips that are great reminders that you should review before making a cold call. So here goes, you may be a nuisance if . . . You pick up the telephone and have no idea who you are calling. After hello you begin with chitchat. Speak with conviction and have a purpose for every call. You call and have conversations with… Read More
Continue ReadingWe’re Back…
Ok, we never really went anywhere, we just took the holidays off and enjoyed a time of relaxation. Now the new year is upon us along with what I consider the best selling time of the year. From now until Memorial Day, companies are implementing plans, purchasing equipment/services and focused on business. It is a window for any salesperson to start strong on their 2009 quota. This year definitely will challenge many salespeople as the worldwide economies have been in a funk. However, sales still occur. One thing about being a successful salesperson – you have to have passion with controlled emotions. I’ve seen salespeople allow themselves to get into… Read More
Continue ReadingPre-Call Prep
I have been in sales since 1992 and have seen the marketplace change in drastic ways. Today, we are in the midst of the information age where knowledge is king. Preparedness is a necessity for successful selling. In all honesty, this trait has never been one of my strengths. However, I have made changes to my approach (in order to survive!). The reason is found in this SellingPower.com article – Pre-Call Planning: It’s More than Just Research. The author shares a frightening sales story: G.A. Bartick remembers the day he called on a large wire house in San Francisco. He’d just completed a project for another brokerage firm that went… Read More
Continue Reading