STOP SHOWING UP AND THROWING UP!
Salesperson Joe’s company had a terrific product line with operational support equal to anyone in his industry. He called on a good many prospects and made sure all in the market knew his product line. Let’s focus in on one prospect in particular. The prospect asked Joe back after his initial call to further explain their business to him, so as to better assess if and where his products might fit their needs. After the prospect invested 30 minutes describing their particular situation, Joe went in depth into a “product dump”. When he finished, the prospect indicated they would be considering his products/solution, while reviewing a few other proposals from some competitors. Joe left with a high degree of confidence, feeling his products and operational support capabilities would carry the day. He thanked them for the opportunity, and waited to hear the good news. While “waiting”, Joe began prospecting for more business in the marketplace.
While much of this on the surface may sound good, can you guess the key problem here? This “sales call” was more of a brochure/kiosk approach to selling as compared to “partnering with your prospect” to insure the best solution prevails. What I call a “show up and throw up”! When Joe heard that the prospect would consider his company while reviewing other companies, this was the signal that the selling opportunity had actually just begun, not that it had ended and wait for the decision.
Upon hearing that the prospect intended to look at others, here was the opportunity to ask to stay involved along the way. Offering to set up another meeting with the needed parties to answer any questions that might arise beyond the presentation and that day was in order. Gaining another meeting was the key next step in the process. Staying involved with follow up meetings and conversations, as the prospect reviews competitors’ proposals is key. This way Joe can work through any concerns raised by the prospect as they see the other companies’ proposals. Moving from a position “across the table” to joining the prospect on their side of the table demonstrates true partnership, as Joe could assist the prospect in ensuring they get the ideal solution. In this way, Joe would have the opportunity to deal with any unexpressed objections as they arise in their comparing to others process.
All too often, sales people think they have done their job by calling on prospects and “pitching”, then waiting to hear the news. In today’s world, that approach could pretty much be done through the internet. Joe accomplished a big win by getting the opportunity to come back and go deeper with his proposal. His mistake was thinking his job ended there. Be sure to stay involved through the end, and even if you lose that particular opportunity, stay in touch after, and be there for the rebound should there be disappoint by the prospect re their decision
Selling is a process, not an event. Be sure to keep the priority helping the prospect with their need, opportunity, problem, in the best way that you can. Even if it means “not you”. Do this; build trust; and watch your business grow. Go for it!
Educational Opportunities
Special note: It isn’t often for me to offer a full day on Sales Management, but I will be doing so in New York on April 11. Typical attendees are Owner/CEO’s/Entrepreneurs/Sales Managers. The following day will be a full day on Sales, which the attendees from the 11th typically attend and are joined by their sales teams. Be sure to take advantage of this opportunity by registering now!
Big news also is my first ever open one day Sales Workshops in the UK, scheduled for May 9 in Birmingham, England and May 10 in London. Looking forward to going deep into real world sales strategies and tactics that will ensure an increase in profitable business. Register Today!
Here’s a look at other upcoming Workshops:
Click here to see the full 2013 schedule……
CONTINUOUS IMPROVEMENT
For the first time ever, I am doubling up with my endorsement. Last month I was only 30% through with “To Sell Is Human” by Dan Pink, but shared some of the key take-aways. Now that I’ve read the balance of the book, I am even more bullish that it is a must read for those interested in raising their effectiveness in the field of sales. Don’t get distracted with the discussion that “we are all in sales”, but rather stay focused on the empirical data that dispenses the old school portrayal of sales as the “used car salesperson”. Dan Pink does not come from the sales world, but has nailed it when it comes to the need of today’s sales professional to be one of sitting on the same side of the table with the client, in the interest of helping the client with their particular needs. This revolves more around asking questions and listening than “selling”. Dan delivers several tactical approaches to doing just that, and several are genuinely new to the market. Reading and implementing just a few of the actions here will result in your building long term client relationships.
WHERE IN THE WORLD IS JACK?
Besides my normal hectic business travel, here is a unique offer! In 2014, I am putting together a 2 week trip to China that is purely personal travel to explore the country, culminating in running the Great Wall Marathon. We only have room for 20 people on this unique and exclusive journey. If you think you might have an interest, email me personally at jack@jackdaly.net, and I will put you on the “interest list”. More details to come, and guaranteed this will be a once in a lifetime experience! Here’s what I have coming up on the near horizon, maybe I will get the opportunity to see you!
- March- Edmonton, Indianapolis, Los Angeles, Richmond Virginia Beach and Cabo San Lucas.
- April- Minneapolis, Long Island, NYC, Indianapolis, Charlotte, Chicago and Boston and Raleigh.
- May- Raleigh, London, Birmingham (UK), Toronto, Atlanta, and San Antonio.
IN THE NEWS –
From SUCCESS March 2013– Every day 294 billion emails, 534 million Facebook updates, 400 million tweets, and 2 million blog posts are generated worldwide. Print advertising surrounds you, and TV and radio commercials blare intermittently. When you market your business, you’ve got to get through all this noise by using the right medium and sending the right message. Sandra Zoratti shared techniques to do just that! What are you doing to stand out in such an environment?
February INC magazine tells the story of Hil Davis, who left his 7 figure investment banker position for that of the unpaid/at risk entrepreneur. After a year and a half, he had lost his home and his business was spiraling down and out. Then, Wall Street called and offered him $3 mil over 3 years to come back. What would you do? Fascinating and inspiring read for all of us out there battling the good fight! (Yes, he turned it down and is kicking ass!).
Quote by Tony Hsieh, CEO of Zappos on CULTURE-”We’ve actually passed on smart, talented people that could have an immediate impact on our top or bottom line because they don’t fit in with the company culture.” Culture rules!
This from SUCCESS, February 2013 – “If you own a small business and you’re not on Instagram, start posting today. With a reported 100 million -plus users of Apple iPhones or Android mobile devices, Instagram has become the go-to place for building brand recognition and consumer loyalty.” Thanks Tory Johnson!
LIFE BY DESIGN
We’ve launched a new program this year in response to so many people inquiring “How do you get so much done in a year?” We have our first public workshop offering August 7 in Chicago.
All too often, entrepreneurs and business owners invest and prioritize their time and energy to building a successful business at the expense of a successful personal life. It need not be that way. In fact, many of the habits, strategies and tactics employed with the running of our businesses can be successfully applied to our personal lives. In this highly introspective workshop, we will dig deep to discover the things we value most from life, and how to best achieve and accomplish them. Destiny is not a matter of chance; it is a matter of choice!
Last August 2012 I conducted this session in Ireland and here’s what the Chairman of the group had to say:
Jack has just delivered an excellent and very powerful session on “Life By Design” at my CE58 group retreat with one of the highest sets of ratings ever recorded by this group. He uses all his experiences as a former Vistage member and successful CEO of many different businesses in a way in which members really sit up and take notice. Very detailed workbook with lots of real life experiences and a range of exercises to provoke, stimulate and encourage major life changes. In parts of the session he is the usual “Jack in the Box” full of passion, drive and enthusiasm and at other points while he recalls some important early experiences in his own life there is a real openness and deep personal sharing. Jack has always been an excellent speaker on Sales and Culture but this really builds on those business aspects and hugely impacts on personal lives.
Adam would be happy to answer questions about the August 7 workshop at Adam@jackdaly.net or 855-733-7378. If the workshop doesn’t fit into your schedule, the program is ideal for half day or full day type group retreats so if you have an interest in adding Life By Design to your retreat agenda, contact Jen at jennifer@jackdaly.net or 888-298-6868 and she can fill in more details.
TAKING ACTION–A look at what others are DOING! The frustrating part of what I do as a speaker/teacher is relying on others to “take action”. Frustrating especially when you hear about the challenges of a tightened economy, and yet too many folks not taking the actions needed to WIN. Check these examples of others, and then ask yourself why you aren’t “making things happen”..
I told you yesterday that I would be in the 30% of people that made real changes after one of your talks, and I’d like to be able to demonstrate that it has made all the difference. Your talk was what I would describe as incredible and inspirational, and I rarely use those words I assure you. Never have I been so engaged in a presentation and so utterly convinced by the content. I have immediately begun working towards ‘designing a culture’ within my departments. I am also in the process of developing a sales person profile and a service person profile, in order to ensure the right people are employed in the first instance; this will be given to literally every person I ever meet!
I couldn’t allow myself to make any more changes for the better here at BCT, without first thanking you for your wisdom.
Very best regards,
Thom Brown
Jack: I had to tell you about this. I changed my voice mail message Tuesday at the first break during your presentation to the Grote people. The reaction from customers has been nothing short of amazing. But at the beginning of the Awards Dinner I checked my phone and had missed calls and voice mails from 3 of my 4 daughters. I immediately thought disaster or they needed big money. They were all calling to hear my message! How cool is that!
Thanks a bunch, you made a difference. KEEP BEING AWESOME!
Bill Kotun
The price you pay for any of the 3 Sins is significantly stunted sales growth.
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- Complimentary 45-minute Strategic Planning Call with your leadership team. It will help you nail down your sales gaps and Jack’s proven action strategies to improve your sales results.
Contact Dan Larson at dan@jackdaly.net, call (916) 972-1292 or visit http://LeverageSalesMgmt.com/
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