The Daly News August/September 2008 Volume 28
SALES RESULTS OFF? READ MORE……….
While the economy is certainly showing signs of softness, combined with some legitimate crisis like the financial mortgage and housing markets, I suspect our economic challenges here in the US are hyped with the onset of the Presidential election. Nonetheless, we have had some inquiries from clients regarding best actions to take to protect the top and bottom lines of the company overall, as well as business pipelines for the individual sales reps. So, here goes:
1. Often the quick, gut reaction is to “call on more prospects”. While I do suggest sales reps continue to cultivate new accounts and relationships, the key to more immediate infusion of business is to “sell wide and deep” into our good, existing clients. One of the harder things we do in selling is to win over the trust of our prospects to do business with us. Our existing accounts have already crossed that chasm. Take a look at your existing clients and customers and see where there might be additional opportunities for business. If they have multiple offices/locations, are you getting business from each of the locations? Can you leverage a rock solid relationship into internal referrals for other locations in the company? That’s the concept of going deep. Now for going wide- If you have a product line of 10 items/services, are your clients/customers buying them all? Is there an opportunity to win them over to other lines? Act on the opportunity to leverage your existing solid relationships.
2. Referrals, referrals, referrals. Ask for them! Make this practice a part of your DNA. Leverage your relationships to winning over new business with a significant reference.
3. Contests. Companies should consider creating and implementing a series of overlapping contests, mixing up daily-weekly-monthly-quarterly-annual contests, each with a focus as to products/margins and pumping in additional energy throughout the organization. In most cases, contests “self fund” with the added sales results. Be creative, and make it FUN!
TAKING ACTION
As a catalyst to encouraging others to “take action”, we will feature what others are doing and experiencing with their initiatives following our training sessions. Hopefully these will prompt each of us to take action!
Hi Jack,
Since I saw you in Park City Utah here is what I changed;
1. I got a money bag and started using it a lot!
2. I bought a planner. In the front of the planner I set my annual goals for Family, Health, Quality of Life (Family and Vacations), Quality of Life (Home / Fishing / Golf), Balance / Personal Development, Household goals (We are in a remodel), Unique business Projects and a Debt Plan.
The success I am having in these areas is tremendous. As you know, I set fitness goals. I wanted to be 180 pounds by July 1st. That was my target weight. I am currently 170 pounds and completely addicted to being fit. I am in the best shape of my life and I was a Division 1 college hockey player back in the day. I work out EVERY day and am signed up for the Detroit Marathon on 10-19-2008!
Secondly, the recognition I have given my friends and family is already paying dividends. I am somewhat a forgetful person sometimes and going out of my way to remember apparently is VERY appreciated! My wife and I decided to do a meeting every Sunday night as a reaction to your section on the sleep letter thing that you do. We started enjoying our time together as a result and stopped lingering on the fact that we were apart quite a bit. We are going to Fiji in December!
Fishing is a passion of mine. I am sponsored by a few large companies like St. Croix, Hodgeman and Alaskan Brewery. I have made every fishing trip that I have scheduled this year and because of the stuff mentioned above, I go guilt free and my wife is very supportive as she knows now more than ever that it is critical to my work that I get time to rejuvenate!
From a development standpoint my wife and I decided to do Landmark Forum.
It has been amazing! We are on schedule with all of our remodeling for the first half of the year, I have made significant progress on bringing a few of my new ideas to CWP nationally and my business in Michigan is poised for a 70% growth in 2009! I am out of debt now too…
All of this has happened because something clicked when I sat and listened to you. I was over weight at the time, stressed out, loosing passion and energy for what I did and I genuinely was not committed to anything. It is funny looking back becase I am a very organized person by nature but I slipped a long way and you shined the light on that fact that day! I knew I could be better I just needed the tools. You laid them out right there in front of the whole company and I just diligently took notes…
My life has seriously changed for the better in all aspects. What gets planned does indeed happen and what gets measured actually gets made! I thank you for all that you have done for me and everyone you have touched and I look forward to meeting you again someday!
Sincerely,
Justin Koski
04-07-2008
I am still on fire, with new inspiration to do the big and small things that are important and will make a big difference to our results…so please thank Jack for giving us the time that day.
So far the money bags are 80% operational, the clarity of who to call and why plus categorising them (not a new concept but one we have been ineffective in) is well underway and it is flagging who we need to be calling and creating exciting opportunities.
Ken Madsen
TOUCH SYSTEM ENHANCEMENT
For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. I’ve heard from many who have For years I have been underscoring the importance of regularly “touching” your prospects, customers and clients. In my training Workshops, I share examples of many ways to do this activity that will ensure you stand out from the competition. One of the more effective tools I’ve used for years has been taking photos on my calls and other occasions and quickly turning them into photo cards with my own personalized messages. These simple cards have generated me several hundreds of thousands of dollars in business over the past couple years, and the momentum continues to grow. I’ve heard from many who have done likewise with great success. Up until just recently, my card examples have been generated through www.shutterfly.com at a card + postage cost of about $3, which I’ve found to be a terrific investment.
I’m excited to share with you that I’ve now found an alternative in SendOutCards and if you have an interest, I’ve arranged a free trial for the first 500 people just so you can test drive a card for yourself. I suggest you send the card to yourself so you can see the quality and how it works from start to finish. There are extensive features available in SendOutCards that I feel apply more to such a business touch system compared with Shutterfly which is more for the non-business user. And get this; cards + postage cost about $1 versus the $3 at Shutterfly!
These are full color greeting cards sent right from your computer keyboard – the system does all the work of printing, stuffing envelopes, adding a stamp, and mailing. Fully automated campaigns of touches can be built and saved at the click of a button. You have 13,000 cards in 300 categories that you can choose from, which can all be customized with your own signature and handwriting at no additional charge. You can even upload your own photos for a truly personal, and custom designed card. Birthdays and anniversaries can be stored for annual reminders. Additionally, there are gifts that one can choose from – motivational books, magazines, gift cards, or gourmet gifts of brownies, cookies, etc. to tag along with your card if you would like–all done on-line with a click of the mouse.
P.S. This is a great tool to go “wide and deep” with your existing clients as discussed earlier in this newsletter. If you’d like to take a free test-drive with a card for yourself, just visitwww.sendoutcards.com/jackdaly and “Click Here to Send A Free Card”. I’ve arranged for the first 500 people that want to try it to send a card on me for free. An audio tutorial will begin to walk you through the simple process of sending a card. It’s fun, it’s easy, and I believe you’ll be able to see the many uses for your own business. Enjoy!
2008-2009
WORKSHOPS AND SUMMITS
Smart Selling Workshops
Year after year, hundreds of companies in the United States send their new hires and seasoned sales people to spend a fast paced, content rich day with Jack Daly. His 6 hour Smart Selling, sales based workshops, are designed to teach sales professionals what they need to know to get to the top of their game. Participants learn how to apply Jack’s street tested techniques and strategies that make the difference in any business, along with providing and reinforcing personal accountability to ensure that things are getting done! These sessions are filled with take-away value. Take the pulse of your business today and make the adjustments that will enhance your business tomorrow!
September 28, 2008-Birmingham,AL
SEATS STILL AVAILABLE
December 19, 2008- St. Louis, IL
January 30, 2009-Houston, TX
February 5, 2009- Sacramento, CA
May 22, 2009-San Diego, CA
June 18, 2009- Cleveland, OH
June 26, 2009-Los Angeles, CA
July 24, 2009- Winnipeg
October 1, 2009-Orange County, CA
November 20, 2009- Chicago
Sales and Management Summits
Join Jack Daly for a jam-packed workshop program and national idea exchange. Listening to our customers, we have heard loud and clear the cry for an open-seat workshop on Sales Management. Combine a day of rigorous learning in the Sales Management arena, followed by a day intently focused on Sales with guest subject matter experts and you get a high-value few days of working on the business so that working in the business results in greater productivity and bottom-line results.
January 15 & 16, 2009- Washington DC
April 23 & 24, 2009-Orange County, CA
September 17 & 18- Toronto, Canada
BRAND NEW! SALES MANAGEMENT + NETWORKING + GOLF
January 23-24, 2009, mark it on your calendars. Better yet, contact jennifer at jennifer@jackdaly.net or 888-298-6868 today for details and registration. Ideal timing- beginning of the new year. Ideal location- La Quinta Palm Springs, California. Ideal weather- sunny and warm. Ideal golf-100+ courses to choose from.
Here’s the plan. Early morning golf (optional) on Friday January 23. After the round, a quick lunch and on to the one-day Sales Management Workshop, beginning at 1:30pm and running through 8pm, followed by a networking dinner. Saturday there will be an optional second round of golf. Discover how to best grow your sales force in quantity and quality. How to increase sales productivity; how to motivate the team to greater sales results; and how to create an environment that breeds success. The bonus is the golf, where I hope to uncover many funny anecdotes to share with my audiences throughout the year!
AUSTRALIA March 2009-If you are interested in having Jack work with your team we still have a few dates left. Email jennifer@jackdaly.net with any questions!
Where in the World….
Is Jack Daly?
Here’s the schedule of cities I will be conducting programs in over the next 3 months (some for clients, others are open workshops. I may have flexibility with my scheduling for lunch, dinner or more, should someone have an interest. If you see I’m headed to your part of the world, feel free to email or phone our office with your interest and Jennifer will do her best to accommodate.
Oct-Florida, Las Vegas, Orange County (CA), British Columbia
Nov-Florida, Las Vegas, Buenos Aries
Dec-Phoenix, Los Angeles, New York, St. Louis
Jan-Orange County, DC, Chicago, Houston
100 DAYS AND COUNTING!
September 22 marks the moment. 266 days will have passed and we each have 100 days left in the year. Great time to reflect on how you did on your 2008 goals and to begin thinking about what your plans for 2009 will be. How did you do? If your business production fell short, resist blaming it on external forces and take a hard look in the mirror. Did you do all you could to make things happen? Really? If the day before you go on vacation is the most productive day of the year, did you have 266 of those? When I attend Sales Recognition events, the top performers walking away with the awards and prizes tend to be the same people, year in and year out, regardless of market conditions? If you aren’t one of them, have you picked their brains and gone out in the field with them to see what the difference is? Have you considered taking on a one-on-one coach to hold you accountable and assist with course corrections? 100 days will still be in play for 2008 on September 22. How will you invest them?
CONTINUOUS SELF DEVELOPMENT
Here’s this months recommended book- INSIDE STEVE’S BRAIN – by Leander Kahney. Steve Jobs has been a business hero of mine for decades, even during the times of his “exile” from Apple. His personal reinvention , along with Apple’s, brings much to us to learn from. In this concise book, we get a look as to the how and what of Steve. To whet your appetit, here are some take-aways, but I recommend the “full meal”.
-The Brand- Jobs realized when he returned that the products “sucked”, yet the Apple brand was still great, just in need of revitalization. He said “What is Apple, after all? Apple is about people who think outside the box, people who want to use computers to help them change the world, to help them create things that make a difference, and not just to get a job done”.
-The Pipeline- The most important thing Jobs did was radically simplify Apple’s product pipeline.
-The Structure- Jobs made sure that the org chart was streamlined and straightforward. “That’s been one of my mantras-focus and simplicity”.
-The Focus- “We look at a lot of things, but I’m as proud of the products that we have not done as I am of the ones we have done”.
-The A Players- “In everything I’ve done it really pays to go after the best people in the world”. Instill in the organization the goal of only having ‘A’ players.
-The Non performers- Jobs is quick to get rid of those who don’t measure up.
-The Creative?- “We have always been shameless about stealing great ideas”.
Great stuff!
THOUGHTS AND QUOTES………
“The main thing is to keep the main thing the main thing.”
“How old would you be if you didn’t know how old you are”?
BUSINESS TOOLS
Over the past year I’ve introduced several new training tools to enhance one’s business. Each month we will provide you an overview of one of these tools, as well as an incentive to make the investment in your business. This month’s feature is “CULTURE BY DESIGN”. The most successful leaders and companies design and implement an environment for their companies where the people who work there wake up in the morning and instead of feeling that they “have to” go to work, they actually “want to” go to work. That would be a competitive, sustainable advantage. This combo DVD/Audio CD details out how to do just that, through communication, recognition, rewards, empowerment initiatives and much, much more.
All of our business tools can be found on our website www.jackdaly.net, however we are offering this tool which retails for $200 for just $95 plus s&h thru October 31. Just call Jennifer at 888-298-6868 or email at jennifer@jackdaly.net with your order and we will take it from there.
Coaches Corner
QUICKER RAMP-UP FOR NEW SELLERS – Part 2
(…and a real shot in the arm for your whole sales team!)
by Dan Larson & Dave Wilens In our last article we shared Part 1 to get quicker ramp-up of new hires. We gave ideas for their first 30-60-90 days of training, a plan for a fast start to bigger results, clear communication and periodic testing to check their progress.
Here in Part 2 we offer ideas to help you build a stronger sales training program and sales process that is repeatable for continuing success. With hundreds of “selling systems” out there that promise the newest ideas that may not last, Jack Daly’s approach to creating a long-term, consistent system for sales growth is straightforward and simple. It’s based on four words… Ask Questions and Listen.
Two Key Areas for Quicker Development of New Sellers (and your whole sales team) – Part 2:
1) “Know your Players”: The growth and development of your sales results is an “individualized” sport. Of course you’ll need team meetings, training and leadership. In addition you’ll need to grow each sales person individually to grow and optimize your team’s success.
Assess-Rank-Know Your Sales Team: It’s much easier to know how to grow when you’re clear on your own expectations of the attitude, skills and activity traits necessary to be a successful seller on your team. When the traits are clear, you can Assess each player to evaluate how they measure up, thenRank each seller so you know the scale of the relative strengths and weaknesses for each player on your team. With this greater clarity of what you have on your team, now you will Know the strengths of your players to use for “matching & mentoring” and know what areas each player needs to go to work on to improve results.
As coaches, we use an effective tool called a Sales Ranking Grid that simplifies this assessment process for any team onto one page. This 1-page tool clarifies exactly where your team and individuals are strong – where they are weak – and exactly where and who to go to work with to increase your results. The Ranking Grid can be used to develop, grow and manage your team in many other ways. We’ll have more on this in future articles. Call Jennifer at (888) 298-6868 if you want to discuss it.
2) Jack Daly “Success Guides” – Skill Development Tools: What would happen to your sales results if your sales team had a success guide to help them ask the very best questions to learn the buyer’s most important motivations to buy? When it comes to objections that cause problems for sellers, how many more deals would your team close if every member had the strongest, field-tested answers to your biggest objections – stated in the most powerful way? +5%, +10%, +20%, +50% better results? I wonder.
After coaching dozens of companies of all sizes, we know the most effective and consistent top sales pros ask 6 times more questions than the average seller. AND they ask far better questions that uncover the buyer’s biggest motivators to buy – that is their Pains, Fears and Desires (PFDs) and their Highest Value Needs (HVNs). Stronger skills in questioning and listening earn them more business at 2, 3 or 5 times the results of the average seller. By contrast, the average sellers have very poor questioning and listening skills and often rely on “small talk questions” that end up wasting the buyer’s time. Sound like anyone you know?
What if you captured a list of the very best questions to use in your sales process and trained your team how to use them in different buyer situations? Compared to your current sales methods, your sales results would have to increase – wouldn’t they? A well-developed Question Guide with the best questions to open up a customer and build rapport, uncover the buyer’s critical PFDs and HVNs is a key building block to create a strong sales process that is duplicatable for your long-term higher success.
As coaches, to build a Question Guide we use a process that collaborates with the entire sales team so they actively participate in the building process. We gather and compile best questions from everyone in 6 key question areas in an interactive process – then build and refine a final draft. This process sets up a huge win in creating buy-in, “ownership” and use of the Question Guide once it’s built. Now everyone on the team has a customized powerful tool they can use to get bigger results everyday. The payoff in bigger results is always huge!
If you’re interested in learning more or have questions about the ideas here, give us a call. We’re experienced sales coaches that are well-schooled in the “Jack Daly Way”. Feel free to take us for a “test drive” where we can troubleshoot your situation with you or discuss the results needed on your mind. We’re a resource to help you meet and beat your goals! To find out more about our coaching, just call Jennifer at (888) 298-6868.
If any article in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along.
