I ask this question each week as a form of reality check. If I answer with a “huh?”, then I know it is not over. This week I had a different answer, so something must be up – or – over – or – coming to a close.

You see this week my answer contained five signals that things must be improving on the home front and maybe I should begin to prepare for an improved business future. So, what were my signals or triggers that got an answer to my question this week? Here are the five things: Continue reading ‘Is the Recession Coming to a Close?’ »

The fourth strategy is to get the officials to call the game early and close the deal now. Using a football game analogy, this is the same strategy that football teams take to kill the clock by having the quarterback take a knee and have the clock expire. Another analogy is the 10-run rule in softball whereby the official calls the game over since one team is leading by more than 10 runs after a certain number of innings have been played. Continue reading ‘Getting the Officials to Close the Deal Now.’ »

Okay, the third strategy to closing the deal when you are ahead is based upon learning how to burn the clock as fast as you can to close the deal. This means you remain in contact with your customer and influencers and coaches during the end stage of the sales process.

Be available to answer questions. Treat each question like it could be a deal-breaker, because it could be a deal-breaker if you ignore it. The key here is to listen to every question, listen to what is said, listen for what is not said that should have been said based upon your experience. Ask clarifying questions to gain a true understanding of issues or concerns held by your customer. Continue reading ‘How to “Burn the Clock Faster” to Close the Sale’ »

The second strategy for the sales person who is ahead in the sales process is to continue to use the same game plan that got them to this point – all the way to the end. In fact, this plan will work most of the time unless the sales person gets too aggressive with certain people in the customer’s organization. Aggressive or assertive styles will get you ahead in many situations, this style will become too risky in the end game of selling.

The key for a sales person’s success is to continue to focus on the goal of the customer winning. This focus on the customer rather than on you – will allow for continuity of actions. These actions should always be focused on the customer’s  improvement and growth. Focus and clarity of actions will keep you error-free during the end game of the sales process. Continue reading ‘Using the Same Plan to Close the Sale’ »

During these time of downturn, it is not acceptable to stop thinking and acting on growth opportunities. The time is ripe for Growth. And, Growth Opportunities are all around us. It is a time to focus on the three things that create steady, consistent and profitable growth. There are three keys to these type of growth.

1. Leadership – the ability to focus on the future and relate it to present day action plans; clarify the vision with everyone in the organization, motivate a culture for growth and make the right (and tough) decisions to ensure the success of the whole.
2. Technology – the ability to maximize productivity; to have reporting systems that alert you to potential issues; to allow people to use their minds for higher level results; and to create a customer experience that exceeds all expectations of service and contact.
3. Sales & Marketing – the ability to coordinate two diverse units into one representing the best interests of the company and the customer; to develop an ongoing lead generation system; to sell using the same message or intent across the company; and enable the company to grow faster than the competition – as well as helping their customers grow.

Each of these three keys for growth will need to be discussed individually. Check back over the next three days and read more about each key. This information was compiled through research and actual experience of working with companies over the past three decades.

Finally one last thought. While the focus of this post is on companies and organizations – it also applies to individuals who want to grow and develop. It is easy to see the correlation of each key and how the three steps can be applied at the individual level. There will be a future post outlining these traits for individuals.

The fourth step to becoming a sales superstar is having superior Industry Knowledge. Again, the top sales people understand this and use it as an advantage against the average sales competitor. I have seen many of the top sales people use this resource of knowledge to out flank a competitor or to show a customer or prospect a better method to improve performance – using their knowledge of the industry.

There are several reasons that a sales person should master industry knowledge particularly in the world of B2B sales. The four biggest reasons are: Continue reading ‘Becoming a Sales Superstar – Step 4 – Industry Knowledge’ »

Okay, one of my favorite topics is sales. Now I’m not one of these blowhards that tell you I started selling as a young boy and became an over night success. No, I missed that fast track! In fact, I had to learn how to sell. At first, I had no clue as to what I was doing, no plan, no guide, and most importantly – no understanding of how selling worked – selling well that is!

Then I attended programs at my first job – the banking industry – and we had a very aggressive business development priority. Now, I’m talking about bankers – some of whom felt selling was beneath them. I attended a required class (singular) and was told that I had to make three customer calls – face to face – every quarter! Talk about pressure – what you don’t know is amazing sometimes. Believe it or not I found my way into the top three for business development for several years. I now know this was a case of luck and really enjoying the customer interaction not selling skills or understanding the sales process.

I really did not understand selling until I went to a four day sales training program. It totally opened my eyes as to what could be and should be in the world of selling. I now had to learn how to sell well if I wanted to survive.

One of the key instructors also talked about the need for continuous learning. He referred to listening to tapes, reading sales books and other business books that related to things I wanted to understand. This was really a turning point in my sales career and professional career as a business advisor. Continue reading ‘Becoming a Sales Superstar – Step One – Continuous Learning’ »

I have recently been talking to CEO’s and Key Corporate Officers about the current economic conditions and how their results are during this time. After listening to all the different opinions one thing jumped out for me. The more successful companies and individuals were the ones that were taking focused and clear action. The ones who really in bad shape were taking the “Field of Dreams” approach – wishing and hoping that someone will come and buy what they offer!

Okay, so taking action should be a no-brainer for everyone in business. Well, it is not so according to the number of people that I meet and talk with on a daily basis. This is why I am writing about this subject today. Get out and touch someone – now!

There are several reasons for taking action. First, it keeps you focused and on target for getting results. Results are still the name of the game and if you are doing things that have no value added results – why do them?

Second, by staying in close contact with customers you can learn about opportunities that are coming up and work for positive results. I still believe that 70% of sales are made because you are top of the mind with the customer. The old saying – “out of sight is out of mind!” is more true today than ever before. Get out and visit or call – show interest in your customers and prospects.

Third, taking action today sets up the future for you – when the economy comes back and budgets are again opened up. Preparation is about taking focused action to develop the relationships even when things are not so great. People who make the big decisions are impressed by the people that care about them – in good and bad times. This action separates you from the “glad handers” who only show up to make a sale – when times are good.

Finally and most importantly, by taking action you feel good about YOU. Nothing works better for building personal esteem than accomplishment – getting results and doing positive things. Taking action is the number one catalyst for improving how you feel. When your attitude is positive, you attract additional opportunities into your life. Thus, the opportunity to succeed when others are flat or declining.

Remember another old saying – “When the going gets tough, the Tough get going!” Well, this one saying summarizes all that has been written in this post. We are in tough times and our responsibility to others, family and yourself is to take positive, focused action for results.

Through the years of training sales people one topic comes up on a regular basis – How do I get the Customer/Prospect to talk to me? In reality, this is the most important thing that a Salesperson has to do – get the customer or prospect to tell them about things. In response, they is a question that when used properly has the power to get customers and prospects talking about their situation.

Okay, here it is:

“Mr/Ms Prospect/Customer, I’m fully prepared to talk about X, yet, first I would like to understand your perspective on what is important to you and this will allow me to not waste your time discussing things that are not important to you.”

It seems corny, yet it works like a charm with even tight lipped buyers. How does this work? Well, it is due to the three parts of the question. Each part has a “meta talk” that is important to the customer and gives the salesperson more credibility.

First part: I’m fully prepared to talk about x…. This shows preparation, knowledge and possible expertise about a key topic on the mind of the customer. We know this because the meeting was set up based upon this topic. So, the customer knows they are talking to someone that could possibility assist them.

Second part: …first I would like to understand your perspective on what is important to you. This shows that the salesperson values the customer’s opinion. It shows respect for the customer’s point of view and range of knowledge. It also shows that the sales person will not be using a canned presentation if they are more concerned about the customer’s point of view than their point of view.

Third part: …this will allow me to not waste your time discussing things that are not important to you.” This third part of the question or statement shows that the customer’s time is important. There will be no wasting of time talking about things that are unimportant to the customer. At this point, the customer believes that you are really there to help them and know that if they tell you things – you will help them.

How simple, yet, very powerful. Several of my clients have reported that they used this question with people that had not given them the time of day in previous meetings and they talked for over an hour about they issues! This question does work. The key is for you to honor its power and only use it when you need to gain rapport and answers. Practice this question until you have it down cold so it is totally natural and sincere.

If you are looking for sales coaching or training, contact our offices at 901-757-4434.

We know that Super Star Sales People possess something that is unique to them and appears to be lacking in the rest of the sales team. The Super Stars have a winner’s edge that gives them an distinct competitive advantage in the marketplace. They are able to win even when the odds of success are low. How do they do this with such regularity?

What is really happening that places the “winner’s edge” in certain people and not everyone else? It is quite simple if you study this trait – it is a Winning Mindset. Sounds like a “soft skill” issue and trust me – it is. As I stated in a previous blog post – soft skills are hard. The ability to stay positive and optimistic even when staring adversity in the face is an art. Why is it an art? Because of the mental side of the process of winning.

Winner’s have the ability to connect their beliefs, attitudes and behaviors to form a “Winning Mindset.” This connection begins with beliefs. If a sales person truly believes that they have a real solution for a customer and the customer will benefit and receive value from the purchase – then the belief works with the sales person to become successful. If there are disbeliefs regarding solutions, benefit and value – the subconsious mind will actually sabotage the process.

We have had the opportunity to work with several sales teams that have had exhaustive sales training and skills practice. Then during discussions with the sales managers we learn that statements have been made that indicate sabotaging actions by several sales people. How could this be – they had been trained to use very successful sales processes? The issue is self-limiting beliefs are hindering the successful execution of tactics and processes for sales success.

So, how does a sales person identify self-limiting beliefs? How does a sales person change the self-limiting beliefs so they can become more successful? Well, the solution is quite simple if you know the process to continuously improve your mental edge regarding the pathway to consistent sales success. In fact, once the sales person learns and practices using the process – they can positively impact their success at any point in time.

If you want to learn more about this unique solution to adding a “Winner’s Mindset” contact Robin Graham at our offices in Memphis, TN. The phone number is 901-757-4434. Take action today and insure your ability to win tomorrow.