June 14, 2010
How to be an Optimist
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Here are some more words of wisdom from our Kasas City Sales Pro Mel Carney. Thanks Mel! Keep those cards and letters coming.
So how do you nurture disciplined optimism within yourself? How do you make an effort to be more of a half-full, and less of a half-empty, kind of person? Here are eight ideas, based on Clate and Scott’s advice in their book as well as my own two pesos.
1. Face the problem (and quickly). This one is from Clate and Scott, who say, “Don’t brood and dwell on difficult experiences,” like a thorny customer or looming cash crunch. “Go to work right away.”
2. Rewind. Go back and address situations you wish you’d handled differently. It’s never too late (well, it’s never too late at least to try.)
3. Rewire your brain. Be conscious of your negative thoughts. Boot them out of your brain and make room for positive thoughts. (This might sound squishy and New Age-y, but it works.)
4. Don‟t take yourself too seriously. Believe in yourself and what you are doing, but don’t take yourself too seriously. (Those who do are one of my biggest pet peeves, by the way.) “Laugh at yourself. Have a little fun. Roll with the punches,” Clate and Scott say.
5. Read customer testimonials. Or shake the Magic Google 8-ball: Search on “I love {insert your company name here}.” This does wonders to remind you of the good feelings you engender.
6. Give a compliment. Spread sunshine yourself by telling someone what a great job they are doing. You’ll feel better about yourself, too.
7. Fake it „til you make it. This old catchphrase is usually applied to confidence, but you can apply it to optimism, as well, especially if you aren’t naturally a half-full kind of person: Imitating optimism will generate real optimism by producing success; that in turn reinforces your optimism.
8. Be grateful. Those of us here at OPEN Forum are a lucky bunch, aren’t we? We have passion and a curiosity and willingness to learn and grow our businesses and ourselves. (Otherwise, why would you be reading OPEN Forum at all?) That’s an amazing thing, isn’t it? And for that, we can be grateful every day.
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May 5, 2010
Recovery
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The Recovery and Reinvestment Act is a strange and confusing government attempt to allow for the spending of $800,000,000,000. That being said have you found out how to get your piece of the pie? My suggestion is to Google the act and add "+ (your business type). You may find that there are dollars available to business in your industry. As an example, I have found that there is $45-65,000 available to physicians who add electronic medical records systems to their practices. After some further investigation I also found that these physicians need to comply with 10 other privacy laws in order to qualify for the money. Voila! A business was born. Am I excited about using taxpayer money. NO! But as an entrepreneur I have decided to make hay while the sunshines. I also believe that there are other business opportunities that will arise from this pursuit.
Here's another example, there is a provision for women owned minority business to provide internet to underserved areas in the act. I have found a buiness that fits the bill and I'm working on providing the connecting service to all of the systems they deploy. New opportunity is everywhere if you just spend the time looking for it. You might even ask your current customers if they are looking at the Recovery Act for projects they want to pursue. They may already be in the process of making purchases with the money and it will help you get an edge on the competition if you are aware if how the act affects them.
Be creative get your share of $800,000,000,000 before I do! LOL
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April 10, 2010
Practice
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Top athletes, artists, musicians, and many others practice their trade for many years before they "perfect" their work. Michael Jordan even says that most of his career was spent failing. That's right, he spent many hours and hours missing the hoop. Commitment was his mantra. Commitment to stay the course. Failing over and over again until he found his sweet spot. The place we all have in us that shines through when the perfect combination of intellect, execution, and talent come together to push us through to success. It all seems so easy at that moment. Effortless. We forget the failures. We forget the bumps and bruises. We forget the sacrifices. We forget just how difficult it was at times to keep moving ahead.
The practice of 'practice' is the single most important part of learning the sales process. If you are not in front of prospects how can you possibly get any practice. I have to tell you that I have seen many techniques used by friends and colleagues over the years that seemed odd to me at the time but they were much better than I was at completing sales. Here are just a few of the ways they practiced.
1) Mirrors- Just like an actor might use a mirror so did they. Hours and hours of watching themselves. Learning their own expressions and how they might look to a client. Learning how to control their facial expressions so they weren't smiling or frowning at the wrong time. Going through many different stances to learn how to mirror their clients. They would take themselves through entire presentations so they knew just how to react to different questions or problems that might come up. They would let themselves see what it's like to close the sale. They practiced and practiced. (I must admit that I to used this technique.)
2) Recordings- Just as with a mirror they recorded mock sales presentations and would listen to them when driving between appointments. They would sprinkle the recordings with reminders of sales info that they wanted to get better at. Things like asking for the sale, or learning when to stop talking, or making sure they had a pen with them. This repetition helped reinforce the work they had done to be a salesperson in the first place.
3) Friends- The most fun I think I have ever had is working through sales call scenarios with my colleagues. There is something about the challenge of roll playing with people who are on the front line of selling. They know the ins and outs. They know about customer challenges. They know the techniques that you should be using. They are typically relentless in their desire to make it difficult for you in the process. Do you think that Michael Jordan got to the top of his game by only playing against high school players. He like a prize fighter wants to spar with the best and most experienced players. People who would push him past any limits he thought he had. Friendsn
There are many more ways to practice your trade. Come back and read future blogs for more tips on practicing selling and other ideas that will help you sell more than ever.
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March 9, 2010
Sales Playbook
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Planning is essential to achieving great sales results. In the past we just let the cream of the crop do what they do best and they would bring in 80% of the sales. Today it is important to manage more of your team to the top of their game. Using a "Sales Playbook" is one way to make that happen. Click on the link below for some great information on using a "Sales Playbook". Setting goals, measuring results, and rewarding success are not new concepts. Back to basics using up-to-date tools is essential. Don't forget to document your successes by leaving a comment! Happy selling!
http://www.emediausa.com/FM/GetFile.aspx?id=20482.1.3776227.MMYKBKFL
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February 24, 2010
If You Build It They Will Come
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The line from Field of Dreams holds true in many areas of life. Today I'm relating it to new networks both business and personal. As you all know by now I'm in a new location with a completely clean slate to work with. Although there are certainly challenges when starting any new business, you're in a new city, and NOBODY knows you, it can feel like Mt. Everest is looking you straight in the eye and you're standing there in a swimsuit and sandals looking up at it. Let me bring this down to a simple equation that will work for you. Get a personal business card. Get online and sign up for 5 free networking events. (Google "networking" + your city name to get a list of them or check MeetUp.com.) Get in your car and go.
Sounds simple, well there are some other things that will help you make the most of your time at the networking events. Here are a few.
1. Research the group that is sponsoring the event. Go there prepared to introduce yourself to the organizer. Let them know why you came to the event and that you appreciate their efforts. (The speakers usually get the accolades so the organizer will remember you.)
2. Bring some guests. When people see that you are interested in help others by exposing them to interesting and productive experiences, they will want to be part of your network.
3. Invite the right people to be part of your personal network. They will be flattered that you think enough of them to want their advice.
4. Be discerning. Not everyone is appropriate for your network. That doesn't mean that you can't be friends! Having the right mix of people will keep your group focused on supporting each other in a professional and productive manner.
5. Start small. Don't try and add everyone all at once. Pick a few people and spend time learning what they need. You can add people that will benefit everyone if you learn what each of them need. As you get better at network building this part of the process will go more quickly than the first time you do it.
6. Have your own mini-events. Once you've found some people that you believe will be great associates, Plan a "Meet and Greet". Pick a local small business such as a bakery, wine shop, cigar shop, quilt shop, etc. A place that's NOT a restaurant. (Supporting a local business will show your new network that you think outside of the box.) Invite no more than 10 people. Keep it small so the interaction is more intimate and the event will have an "exclusive" feel to them. Keep it to two hours and create a handout with everyone's contact information as a take away. See if the sponsoring business will donate some give-a-ways for you to use for door prizes. Give the group three discussion topics to help make the interaction productive. (How can we work together? What are your top two challenges? Tell me about your best customer!) Let the fun begin.
I have used this process and already have my first two mini-events scheduled. I am working on a larger event that I hope to have over 250 people attend. (I've been working on this for about 6 weeks!) It's amazing how much people want to help. You just have to have a good plan and ASK! My next goal is to have each attendee at the mini-events, have their own mini-event with new people. It's a viral marketing technique that will soon give you the exposure you need to make your business grow.
The amazing thing about this process is that no one else is doing this! Sure there are gatherings for specific business purposes, but this technique gives people a pressure free, no strings attached way to get more intimate time with people who are dedicated to their success.
I'll keep you posted on how my mini-events go. I hope you'll add your experience to the comments section so I can share them with my readers. Start to build your network and they will come!
Happy Selling!
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February 15, 2010
Excuses
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What's your excuse?
I can't, they won't, it's snowing, there's no money, can't get motivated, family issues, headache, out of ink, boss is too demanding, boss is not very demanding, I can do this with my eyes closed, I'm just not challenged anymore, I hate what I'm doing, if I could just.........
If you could just shut up about all the reasons why things aren't going and growing, maybe you could get out of your own way and make some things happen. The reality is often easier to deal with than the roadblocks that we allow to get in our way. As you read this today, pick up a piece of paper and write, "WHAT"S MY EXCUSE THIS TIME?" on it and post it where it's visible to you everyday. I mean really do this right now. I'll wait.......................................................
What no pen? No peice of paper? No tape? No place to put it up? You didn't think I really meant "RIGHT NOW" when I said right now? You see that even something like a simple task, that could keep you thinking about overcoming one of life's greatest roadblocks, can be excused away in an instant. I don't think that most of us have the drive to be productive at every moment, but we do have a sense of pride in accomplishment. With that in mind consider how easy it might be for you to allow excuses into your life. Most actions of productivity produce an acheivement, a benefit, or reward. Take the time to focus on the end result more and you'll find the tasks will not so easily slow you down or get in your way. Just having a reminder taped to your computer will help you get over the excuse making and move forward. If you haven't already.....DO IT NOW! (I did!)
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January 28, 2010
Time for Time
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Thanks to Dean Kuhloie from The Arapahoe club for refering this website!
by Paul Castain
1) Get your “Me” time in the bank first: Think about how lousy you feel when you feel that time manages you instead of you managing time. Now think about all the time you waste telling people “I never have time for myself” Additionally people who are less pissed get more done! Get up earlier if need be, but make sure you get that workout time, reading time, time with your significant other, whatever its is Just Do It!
2) Schedule your prospecting time in ironclad blocks: Would you break an appointment with a client? Of course you wouldn’t. You need to have the same philosophy with yourself. I would suggest a recurring schedule of money activities. Example: Perhaps Mondays and Fridays will be your in office days. On those days you could schedule the time prior to 9:30 am as your Admin time. 9:30-11:30 as phone time. 11:30-1:00 Admin/Lunch. 1:00-3:30 Phone. 3:30-? Admin time. Tues, Weds, Thurs are your appointments, account visitations, client lunches etc. It doesn’t matter which days you choose. The point is to schedule things in a manner that keeps your existing book of business happy while allowing you the ability to keep hunting for more business to keep happy!
3) Ask yourself the “Million Dollar Question” “Is what I’m doing right now, the best use of my time” If it isn’t then guess what? Time to regain control by adjusting! I call this the Million Dollar Question because I truly believe it will be worth a million dollars to you over the course of your career!
4) Ask yourself the other Million Dollar Question: “Is what I’m doing right now, moving me closer to my goals?” Too many times we confuse activity with productivity. Isn’t there a certain resentment we all get when we feel we aren’t moving ahead in life? By continually moving towards the things that matter most to you, you add purpose, which adds energy and passion, which results in productivity!
5) Know thyself and thy time wasters: I suggest tracking your time for the next two weeks. I doubt very seriously that you will find blatant time management abuse in 1 hour increments. Instead you will most probably find a series of 3-5 minute “slip under the radar” offenses that when added up amount to what experts call the “You’re wasting a lot of time senorita” syndrome. You also, need to get real, muy pronto and take a harsh look at yourself. Are you guilty of a few minutes of internet surfing? How about America’s favorite diversion Brick Breaker on your blackberry (Don’t worry Uncle Paul won’t tell anyone)
6) Get a handle on your interruptions: According to NYC research firm Basex, we lose 2.1 hours per day in office interruptions. Wendy Cole from Time Magazine has reported that we are interrupted 56 times per day and that the consensus is 80% of those interruptions are trivial. The best way for you to handle a chronic interrupter is proactively as in prior to the interruption. You will waste more time doing this as it occurs because chances are superb that emotions might get into it etc. I would simply sit the interrupter down, ask them what you can do to best work with them and then tell them how they can best work with you. Be sure to share your prospecting schedule with others in your office so they understand that you are unavailable during those times. One other major thing: I will not take inbound calls when I’m making outbound calls. Why? Because they are safe and will keep me from facing rejection on my outbound calls. I will, however, check voicemail on the hour and make a decision as to whether it was a “911 or a 411” While you are at it, shut off your blackberry and that damn Outlook pop up so you can stay focused. Consider making your calls from an empty office or a conference room if you need to!
7) Utilize your windshield time: We are in the car an awful lot. What can we use that time for? I can suggest one thing. How about using that time to talk to that person on your team that you need to talk with, but they have a habit of, how shall I say, not shutting the hell up. This way you can say “Sorry dude, I just arrived at my appointment. Gotta jet!” or (if you are clever) you can hang up on the bastard and tell them that your cell phone coverage sucks!
9) Take a chill! Know when its time to step back, go outside and get some fresh air, throw some cold water on your face. Running at warp speed 24/7 is ineffective to say the least. While we are at it (sorry for the sales 101 moment) are you getting your rest? Have you taken a day off to do what matters most and reconnect with important people in your life?
10) Ride your Endorphin waves: Experts say that simply checking things off our “To Do” list inspires the brain to release endorphins which give us energy and a natural high. I would venture to say that we are more productive when we are feeling good. No?
11) Just say NO! This is perhaps the most underutilized time management tip in the book. Sometimes we need to just come to terms that we can’t be all things to all people and something’s gotta give!
12) Do what matters most: I’m talking about the things that make no logical sense from a business perspective. I’m talking about going to your kids play, the soccer game. When was the last time you made time for go on date with your spouse? How about taking time to listen to someone who may be struggling, taking time to give something back. Sometimes, time management needs to take a back seat to life managment!
Action: Track your time & identify your opportunities to get more out of your day. Try a few of these tips to get you off the treadmill and onto the track of better time management!
Also: Subscribe to Paul Castain’s Sales Playbook by Email
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January 12, 2010
WOW! Change is Good!
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About a month ago I wrote about how I was making a change and moving from Denver to Columbus. Well, I made it here the weekend before Christmas and have been taking it by storm! Oh sure I wake up everyday with a look of confusion on my face, but I figure that reminds me of the tasks that will help me be successful here.
So you think it's hard to make those little changes you think about everyday and struggle with to actually start? I hope I can be your inspiration for 2010. Here's what's happened so far in the 12 days since the new year started. I am actually working out again and have started using a trainer for the first time. I have started French lessons to prepare for a trip to Paris later this year. (Three times a week!) I've been to three events for networking purposes. I have arranged to have my own networking event this month. I've met with 3 of my old friends for lunch. I saw Le Contes D ‘Hoffman (Opera, live from the Metropolitan Opera Center in New York, which is shown in movie theaters.) I've begun work on my new website, mapyourgoals.com and I've located 10 new buildings and two new vendors for my new telecom business. I've also closed a deal, which is being installed as we speak, in Denver, CO.
So it sounds like I've been a little busy right? I still have had lots of time to read two books and enjoy my new home life.
I just cleared the mental clutter and got down to business. You can do it too! I'll call it "Life Process Re-engineering". Not how can I make it better, but why am I doing some of it at all. We all load up on things that are "important" right? Well I'll be the bearer of some exciting news! Some of those things just aren't important at all. Some of them we enjoy, right? Well, there are probably other things we would like even better! We just keep doing the same old stuff! Here's another change I've made. I have cut down on watching cable news. Now that may seem like a no brainer to some of you but to me it is something I total enjoy. (I have had time to read those books I mentioned and Francais c'est bon!) I miss it and still take in a little via DVR but I'm stretching my senses and it feels good!
Have you heard the saying that showing up is 80% of making the sale? Take a few steps away from your "normal" routine. Listen to one of the Spanish stations on your car radio. Take the bus to an appointment. Try tea instead of coffee. They are little things but they can help you stretch yourself into new territories and start some new thinking. Show up to something new! Then tackle a big task or two like learning a language or trying new sales technology. I'm sure you'll have a WOW moment or two.
Happy New Year!
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January 3, 2010
Money Resolutions
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Happy New Year All!
Thanks Spencer Sherman for the insight!
Spencer's Seven Simple Rules for Achieving Money Wisdom
- Pause, take a breath, discuss, and look hard at the numbers before making any financial decision.
- Spend less than you earn now, not as much as you might earn in the future.
- Spend mindfully, not mindlessly, and periodically leave the credit cards at home and pay cash instead.
- Save something--regularly. Give something--regularly.
- Diversify your investments into many different asset classes.
- Buy low and sell high. Get aggressive when an asset class is down and act warily when an asset class is up.
- Realize that your actual net worth far exceeds your bank balance. It includes your talents, your lifetime of future earnings, your family and friends, and your health.
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December 28, 2009
New Year's BELIEVE
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Building Belief...Your Belief
Everyone has a reason why. Some have many. Why they have chosen their path; why they believe in what they do. I'm convinced that uncovering your personal "why" which may be deeper than you think, and strengthening that belief system, will lead you to be the best salesperson and new client procurer, in the world.
Why am I in sales?
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Why do I believe in myself?
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Why do I believe in my company?
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Why do I want to improve my sales and marketing skills?
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Why do I believe in my ability to help my clients?
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What do I need to do to build a stronger belief system? In my profession?
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In my company?
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In myself?
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From Buy Gitomer.com. Jeffrey Gitomer is the author of The Little Red Book of Selling and eight other business books on sales, customer loyalty, and personal development. President of Charlotte-based Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts Internet training programs on sales, customer loyalty, and personal development. Jeffrey conducts more than 100 personalized, customized seminars and keynotes a year. To find out more, visit www.gitomer.com.
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December 9, 2009
Embracing Change
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Embracing Change
Sometimes we choose it. Sometimes it's thrust upon us. Sometimes it's a slow and barely noticably process. It comes fast and it comes unexpectedly. It always comes. After 18 years in Denver, Colorado, most all of which I have been involved with Sales Pros, I find myself ready to make a change. Even though I decided to move forward and take some new risks and explore new territory a while ago, it has been difficult to accept the idea that it's actually happening. I'm writing this as a real time account of how I'm embracing the changes that are occurring right now.
The idea of moving out of Colorado was not something I considered at first. My life is full of great friendships a welcoming business atmosphere, and of course my son lives here. Then I hit me one day while visiting old friends in Columbus, Ohio.....I miss these people. I miss the feeling of the Midwest. I miss the feel of old neighborhoods and knowing that there are great places to play in the water right down the street. I miss the Circleville Pumpkin Show and the Corn Festival out near Buckeye Lake. I miss the Max and Erma's and Block's Bagels. I miss Marilyn.
What I realize is that even though all of that is still there, (I lived there 30 years ago!) it was all new to me again. It's become apparent that this change is calling me. The choice is mine whether to fight it or walk forward and reach for the stars. I choose the later. Change is what brought me to Denver years ago. Change is what led me to start five different business ventures over that period of time. Change led me to be a part of Sales Pros which has been the most valuable experience of my life. I've seen many friends, colleagues, and acquaintances fall into the abyss when facing change. If only they could have embraced it. Ran toward the wonder of it. Learned from it.
I was listening to a speaker at a Sales Pro meeting the other day who was taking about how people view success vs. failure. The one element that was of glaring importance to me was that people who succeed embrace change. That doesn't mean they lose the importance of tradition or the comfort of familiarity, it means that they understand that there are opportunities for personal growth and success when they embrace change.
When I was younger it was commonplace for me to move around the country due to family or job commitments, so change was always a big part of my life. Many things have changed since I got to Denver but the geography has stayed the same. Now it's time to change locations and I'm quite excited about it. I hope that some of you that resist changing things in your life get some modicum of inspiration from me as I pick-up, change my view, (both literally and figuratively), and embrace a new adventure. "Change" is the one thing we can all count on. "Change" can be our best friend or our biggest foe. I invite you all to make a new friend. I'll be looking for some new ones myself in just a couple of weeks.
Good bye Denver. Thanks for the memories. Hello Columbus! Time for a change and here I am.
Happiest of Holidays to all of my readers
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November 19, 2009
Tweet Tweet!
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Thanks Mel Carney for the post from Steve Strauss
One of the advantages I have in writing a question and answer small business column for USA TODAY for the past dozen years is that I continuously hear from a lot of entrepreneurs – what is working, what is not, what is old and what is new. Of course, the ideas, question and advice has changed a bit since 1997. Back then “Should I have a website?” was a hot topic. This year of course, it is “Should I tweet?”
That last question was posed to me in a column that became rather famous, err, infamous, because when I answered it I was not yet convinced that tweeting was the best use of time for some small businesses. But what happened next was illustrative of the power of social media generally and Twitter specifically: The column went viral and attracted a lot of attention.
So that was a valuable lesson. Tweeting in particular can be an invaluable way to get attention and build relationships. But let me suggest that, while the new conventional wisdom is that social media is a powerful brand-building tool, that misses the mark a bit.
Here’s the real deal: Social media is the word of mouth advertising for the 21st century.
It used to be that if someone liked your business they would tell a few friends and those friends would tell a few friends. But today, it is far more likely that someone happy with your business will
· Blog about it
· Post their experience on a forum
· Write a review on Yelp or some similar site
· Update their Facebook status with the news
· Tweet about it
The result is that 10 people won’t hear the word of mouth about your business, 10 times that, nay, 100 times that will.
For the small business owner, this presents a game-shifting opportunity. The chance to convert positive word of mouth into a viral experience is something that has never happened ever before in the eons-long history of business save for about the last two years.
You simply must take advantage of this historical, transformative opportunity. Here is how:
1. Ask for it: I have a pal who wrote a book and has far more reader reviews for it on Amazon than any book of a similar type. When I asked him how that happened, he said “Whenever people e-mail me about the book, I ask them for a review, good or bad.” Now that is what I am talking about.
It’s so simple, it’s brilliant.
Ask your customers to go online and review your business. Give them some links – to your site, your blog, a forum, wherever, and make sure to give them an incentive – a discount coupon or something. The more you are reviewed, the more you will be reviewed.
2. Engage in the conversation: Set up some Google alerts for your business and respond to whatever is being said, wherever it is being said. Engage in Twitter discussions, LinkedIn requests, Facebook fan pages and the rest.
3. Most important, give them a reason to rave about you: You can have the most creative, thorough social media strategy in the world, but if you are not offering a superior product or service in the real world, if you are not somehow exceptional, you give no one a reason to say anything about you at all.
These days, aside from my great USA TODAY gig, I have been asked to join this exceptional community at OPEN Forum, so let me know what you think. You can email me at OPEN@MrAllBiz.com, visit me at MrAllBiz.com, and, you bet, follow me on Twitter @SteveStrauss.
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October 14, 2009
Bring on the Bennies!
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Salespeople Must Bring the Total Package of Benefits
By Michael D. Maginn
Excerpt from "5 Skills of Master Salespeople" by Michael D. Maginn
(Singularity Group, 2009)
Every customer has problems to be solved.
The point is that the salesperson has to go beyond the product need and into the wider array of needs customers have in buying, in making the buying decision, in using the product effectively, as well as in the future of the business. To do that successfully, the salesperson has to see what he or she is selling in a different way. The salesperson's offering is not a product or service or even a family of products or services. Rather, the offering is the total package of benefits associated with doing business with the salesperson's company. This extended concept of the offering-including the deal itself, the efforts of the vendor to make the product work, and the customer's business success now and in the future-gives the salesperson more solutions to apply to customer problems. The more solutions the salesperson brings, the more value the customer feels. When the salesperson brings a lot of value, the total offering-the full package of solutions to the broader array of customer needs-starts to outweigh price objections or price-only advantages the competition may have.
What is the total package of benefits?
Consider what a salesperson brings to the table. Typically, in the eyes of the customer, it's a product or service. The cost of entry into the sales relationship is that a salesperson must know and be able to explain the features and benefits of the product or service and how they are different from the competitions'. Presumably, a good salesperson should be able to relate these features and benefits directly to customer needs. But, clearly, products and services are not the only things a salesperson brings to the sales table. Because of their company knowledge, industry expertise, and exposure to a range of customers, the salesperson also has ideas and information about payment terms, availability, delivery, installation, support and application concepts, and even credit and billing options.
A salesperson also brings ideas about customization, about how the basic product can be modified or configured for a specific customer use.
Customization may be related to the actual product itself, the financial relationship, or any other aspect of doing business with the vendor company. When the salesperson searches for and finds a need for adapting the product to make it fit more effectively, then he or she can explain how the vendor does that or how he or she can do it for the customer. Once again, the broader capabilities of the vendor company are on the table.
Even intangibles can fill a customer's needs.
Consider a new buyer of complicated products or services. The salesperson's ability to relate past success stories about smoothly run installations and operations may be just what an uncertain customer needs. The salesperson is selling reassurance by citing specific related experiences.
Finally, part of the package is the salesperson.
The old adage about people buying the salesperson is true. Customers see an effective salesperson and sales process that yield the best possible solution as a benefit. Salespeople can provide access to expertise, industry gossip, and networking contacts. The salesperson is the initial interface to the vendor organization; he or she can get things done, especially when other channels don't work.
Mel - A customer of ours was talking with several software providers. We were the smallest vendor and we had the least number of installations. One of the reasons the company went with us was that our proposal laid out all of the equipment including a server, communications devices, and even bar code scanners. Everyone else told them to go out and buy some computer stuff. We work with a team at Dell and they sent a quote directly to the new prospect on behalf of our company. The equipment has little to do with the features that they were looking for, but they did not have the time nor the expertise to go out and buy the right equipment for their needs.
We had presented an entire package and that "got" us the deal. Michael D. Maginn has been working with and studying selling for more than 25 years. As vice president, Research and Development, for The Forum Corporation, he completed one of several landmark sales competency studies and subsequent best-selling sales programs. Since then, as the president of Singularity Group (www.singularitygroup.com), Hamilton, MA, he has worked with many sales organizations in defining how the sales process can add value to the customer's experience. He is the author of "5 Skills of Salespeople" (Singularity Group, June 2009).
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October 8, 2009
Top 10 Reasons Proposals are Thrown Out
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Top 10 Reasons Proposals Are Thrown Out (Contributed by Mel Carney Overland Park Sales Pros)
Need to write a proposal? Here are 10 things to avoid...if you want to win the business:
1. The customer doesn't know you or your product. Just because you submitted a proposal doesn't mean you'll actually be considered as a serious vendor. If you haven't worked with the decision makers and stakeholders to make sure they know you and understand your approach, winning with just a proposal is about as likely as winning the lottery.
2. The proposal doesn't follow the specified format. Sure, the format's arbitrary and maybe even a little silly, but if you don't follow the format that the customer requested, he or she will figure that you can't follow a software specification either. So make sure that you do the extra work to adapt to the most specific requests.
3. The executive summary doesn't address customer needs. Your product might be the greatest thing since gravity was figured out, but if the bigwigs can't figure out – within the first two paragraphs – what's in it for them and their firm, your proposal is going to take a one-way trip to the circular filing cabinet.
4. The proposal is filled with your own engineering or programmers' jargon. Hard to believe, but the lingo that your tech department uses may not mean all that much to the engineers and programmers in the customer's company. If the customer does not have an engineering or programming department then your use of your jargon is going to read like ancient Greek. Lose it...or lose the deal.
5. The boilerplate material contains another customer's name. Short on time? Cut and paste your way to an instant proposal! Ah, the wonders of word processing. Only one thing wrong: That boilerplate might need a bit of editing. Worst case, it might actually have the name of a competitor in it, as when Digital handed a pitch to Coca-Cola that read "Pepsi" as the customer name. Ouch. I used to put customer’s names through my proposal and use search and replace with a new customer. If the system misses one, that is a bad plan. I no longer make that mistake.
6. The writing reads like the directions for putting a doll cradle together at Christmas time. Let's face it: If your product is not some state of the art electronic device that combs your hair, polishes the floor, and goes 1000 miles and hour, it has the chance to be dull. Regardless of what it is, what your product can do for your customer or for their business model, can be quite dramatic. Don't let your proposal get as flat and technical as the latest engineering or programming manual. Write about your product and firm with the kind of passion that will help motivate the customer to buy.
7. The proposal doesn't contain an implementation plan. In the software-sales world that I must always be aware that I cannot “confuse selling with installing." If your proposal doesn't contain some inkling of how the product or service is implemented, installed, pilot tested, and or measured, you’re chances for getting this order is treading on very thin ice. Even a difficult path can be made less ominous when it is obvious that you have lead others down that path.
8. The proposal contains spelling and grammatical errors.. To the customers, your proposal is a signpost for whether your firm is meticulous and capable of creating something bug free. Best make sure the proposal doesn't convince them otherwise. USE SPELL CHECK ON YOUR PROPOSALS
9. The product doesn't address the key decision criteria. Even if your proposal addresses customer needs, it must still satisfy whatever decision-making criteria the buying process includes. For example, if the product MUST be installed, running, or delivered by a certain date then your proposal better state that will take place as scheduled.
10. The proposal doesn't define an agreed-upon ROI. Your product has a real or perceived ROI. You need to spend some time in your fact finding to uncover those areas where your product will give the company or home buyer a better ROI. This applies to housing, insurance, furniture, or any product that gets sold. Often the ROI is perceived. Regardless your proposal has to address the issue and let them know that you understand the business side of this purchase.
The above is loosely adapted from a conversation with Tom Sant, the author of Persuasive Business Proposals: Writing to Win Customers, Clients, and Contracts (Amacom, 1992; second edition 2004). The article was originally written about Software Proposals. I felt that there was a need to get our Sales Pros to think about their proposal. Does the wording need to change to address new enhancements to the product? What has the market done to your industry? If you are still using the same proposal that you used two years ago, it is not working as well. There is a new sheriff in town. That sheriff is spelled Economy and it is looking for new ways to cut costs and get more for the dollar. Mel
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July 10, 2009
Summer Sales
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| As is with most of the hot July days, the last thing most of us are thinking about is lifting that phone, walking that cold calling route, or actually having to go on a sales call. Golf, swimming, or air conditioning is about all we really want to do. Amazingly enough a week on the lake sipping cold adult beverages and catching some rays snapped me out of it and has motivated me to get on the prospecting band wagon. (I taped the phone to my head so I wouldn't have to lift it on every call and use speed dial with my toes so I wouldn't have to dial so many numbers. Two tricks of the trade that make me look a little silly but give me a decided advantage over my competition.) Seriously, take a minute or two to recharge. Your customers are doing it. (That's why your having trouble getting them on the phone.) I feel so much better after my week in the water that I've got enough done this week to take a few more days and hit the water again next week. Escaping from the news, the aggrivation, and the NO's has helped me remember why I like being a salesman. Getting that feeling back will help snap you out of the "stimulus blues". See you on the lake. I'll be the one with great attitude!
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Take time to think! Brian Tracy tells us that for every 1 minute of planning we save 10 minutes of execution. Not a bad return if you ask me. Check out this past blog post on a must have weekly thinking session! http://salesplaybook.blogspot.com/2009/03/play-25-sunday-morning-coffee.html