PERSISTENCE
If there is a word that embodies top performers in SALES, persistence is it. I hear it all the time, and see it all the time: where sales people run into rejection and seek out others facing the same, and they wallow in their misfortune. Top performers take an entirely different approach, and almost seem to get energized by the increased challenge. Notice this has nothing to do with more products, better service or a lower price! 50% or more of success at selling is a “head case”, and the best news here is we have full control of our attitude.
Just the other day a true sales professional recounted for me one of her most recent sales successes. The opportunity was a $500,000 account, which was indeed a big deal. The Sales Professional and her team logged plenty of hours to put on their best preparation and presentation to win over the account. This process entailed several months and several interactions with the desired client. Then came the news, which was a competitor was chosen for the assignment. While the team and the lead Sales Professional were certainly “crushed” by the news, she still felt her Company was the better fit for the client. Here’s where the story gets good. Too many sales people walk away at this point, sulk, and lose their momentum. This Sales Professional understood that, in particular the early days of a new relationship, people learn more about their chosen partners and all of it may not be so good! This Sales Professional put into play a strategy that has worked with other accounts of a similar nature. She continued to include the client into her “Touch System”, where she continued to deliver added value suggestions and ideas to the desired client, despite not winning the account. She didn’t keep “pestering” the client with “stuff” about her products/services, but rather brought the client creative and money saving/making suggestions, even without winning the account. Well, it wasn’t 60 days before the Sales Professional got the call, that the client had re-looked the original decision and had decided to end the original chosen provider engagement, and shifted the entire business to the Sales Professional.
I’ve witnessed similar situations throughout my entire career, both personally and with other clients Sales Professionals. As I’m often fond of saying, Disneyland is indeed a special place, especially if you bring your Grandchildren or Children. Imagine if Walt Disney had stopped after hearing “NO” 307 times before he found someone to fund the project! Be persistent out there, and watch your business grow.
GOALS, AND MAKING THEM HAPPEN!
I’ve written on this several times before, but at mid-year I find it useful to relight the flame. My personal goals for 2013 can be found on my website at www.jackdaly.net. I encourage you to take a look. One of the reasons I put my goals in the website is the added pressure and accountability it brings to me, as I make such a declaration to so many people out there. Additionally, I’ve found sharing one’s goals enlists others in helping you get those goals accomplished. So many people have taken a look and contacted me with ideas and solutions to help me make my goals happen, and I thank them for that! Well, I just posted my mid-year report as to how I’m doing on my goals, which I produce quarterly for the people I ask to hold me accountable. Check it out and see what can be done when you have your goals in writing and a system of measurement and a system of accountability! Then, with a “full” half year still remaining, freshen up your goals and go make them happen!
AUSTRALIA IN SEPTEMBER 2013
Jack is back in Australia this September to present his powerful one-day Smart Selling seminar. This outstanding full day program is a MUST for sales and marketing teams accelerate business growth.
Learn to identify:
- Key characteristics of top performers.
- Proper goal setting techniques.
- How to identify new priorities and to focus on the right things!
- Prospecting tips to help beat call reluctance.
- How to be more effective at finding new opportunity!
- Creative approach campaigns and ongoing touch systems.
- Value-added selling techniques.
- Relationship development and growth strategies.
- CLOSING strategies that OPEN sales and future opportunity.
- AND MORE!
- Jack Daly presents SMART SELLING in Australia!
Melbourne-18 September 2013- Register
Sydney- 20 September 2013– Register
Questions? Email Serge Romano at serge@jackdaly.net
Educational Opportunities -Here’s a look at my upcoming Workshops:
Click here to see the full 2013 schedule……
“Like” Me On Facebook & YouTube
I encourage you to become a follower of Jack Daly on YouTube and “Like” my Facebook page. Watch and learn as I weave my way through the world with video camera in hand, and deliver business building ideas in short videos for you to capitalize upon. This will ensure you get a regular “dose” of Jack, and it’s easy & free.
CONTINUOUS IMPROVEMENT
Business Brilliant by Lewis Schiff. Caution- only read this book if you have an interest in making more money and taking action in unconventional ways. For decades I have said the way to get better at anything is to learn and model off those who have already figured it out. Well, that is what Lewis Schiff has done here. Taking an in-depth look at the Warren Buffets and Richard Bransons of the world and compared their “actions” with those of the masses. The findings can be surprising for many, and will be seen as quite unconventional
Here’s a sample:
- Most middle-class respondents believe “do what you love, the money will follow”, but only 2% of self-made millionaires felt the same.
- About 9 in 10 self-made millionaires say “It’s important in negotiations to exploit weaknesses in others.”
- To self-made millionaires, financial success is achieved by increasing what comes in, not restricting what goes out.
- Just 12% attributed their success to “an unusual or extraordinary idea.” Instead, 88% cited “the exceptional execution of an ordinary idea.”
- Self-made millionaires are spending each day AVOIDING their weaknesses in order to stay focused on their strengths.
- And the list goes on….provocative and unconventional. As I say “Model the Masters”!
The price you pay for any of the 3 Sins is stunted sales growth
Do you have a sales force delivering flat sales results or less than you need? We help you fix that.
We help you get sales right.
- The Right People, the Right Systems, and the Right Leadership to grow results by Jack Daly design
Leverage Sales Coaching delivers a customized coaching action plan focused on achieving your sales goals by helping you develop stronger sales leadership:
- Assessment & Strategy
- Skill Development
- Action Game Plan
- Accountability to Action
Contact me today to get some free tools to help you get started. Or I’ll put you in touch with one of our coaching professionals.
- 10 Questions to EVALUATE Your Sales Plan – Sales performance, mgmt effectiveness, right people, and competition
- 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/.
RECRUITING TOP SALES PERmORMERS
We hear it regularly, I have such difficulty finding and landing top sales producers. Here are a few things to consider: Do you have a list of 10-15? Are you regularly courting them? Do you spend 25+5 of your time recruiting? Are you looking beyond your industry? Are you networking? If so, do you have a profile of what a top producer looks like in your business? Most folks “looking” for top producers fail on almost every one of these questions! If you aren’t doing the above, no wonder you are having difficulties in this most important area. If it’s indeed important, then time and resources need to be applied here.
PS- we have located and “vetted” a proven resource who is helping several of our clients with this big task of finding top sales performers. If you have an interest, contact Jennifer at 888-298-6868 orJennifer@jackdaly.net and we will make the intro.
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”..
Jack
My personal note pads and envelopes are now on order so this will have to do! So you will have to forgive me. Thanks for an enlightening , fruitful and enjoyable sales presentation in Sun Valley last week. As a Jersey guy…I like your style and approach.
For me the key takeaways are:
- Leverage
- Immediate follow up
- The client means more than the sale
- Ask questions and listen
- Trust beats price always
- Model the masters…
Excellent !
Continued success,
Tom MacManus
Hi Jack,
I just wanted to keep you updated on how your seminar has affected my sales. Before I was 3rd in sales (to annual target and overall amount) – now only a few weeks later I have jumped to #1 in both to target and overall amount.
All I did was start caring more about the customer and focused on selling to their personality.As you pointed out, once you make a conscious effort to recognize someone’s personal characteristic (analytical, expressive, etc.) it makes it easier to relate to them, talk to them, sell to them.
I have gotten a copy of Getting Naked and I am currently in the process of getting my hands on a money bag.
In our office we have started to role practice more and are focusing on pin pointing those centers of influence so we can leverage to the max.
Thank you again your info is gold!
Eric Davidson
WEBCAST ARCHIVES
Over the past 3 years I’ve produced about 18 one hour webcasts covering a myriad of topics. They each have been archived along with 5 training support tools and can be found here. Whether you are a Sales Manager or Sales Professional, these one hour sessions are packed with sales growth and money making ideas. Many of our clients use them as a team watch activity, then develop a game plan for each sales professional to take action.
Here’s just a sample of topics, all of which and more can be found on our website:
- BEATING CALL RELUCTANCE AND GETTING THRU THE GATEKEEPER
- RECRUITING TOP SALES TALENT
- HOW TO LEVERAGE THE INTERNET TO SELL MORE
- COMPENSATION, REWARDS AND RECOGNITION FOR SALES PEOPLE
- WINNING CULTURE BY DESIGN
The investment?
1 webcast $99
2-6 $79 each
7-10 $59 each
11+ $49 each
One idea, one action, and your time and money have been leveraged! www.jackdaly.net TAKE ACTION!
WHERE IN THE WORLD IS JACK?
Here’s the schedule of cities I will be conducting programs in over the next few months (some for clients, others are open seat workshops.) I may have flexibility in 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 jennifer@jackdaly.net
- Aug- Atlanta, Philadelphia, Chicago, Rochester, Las Vegas & San Francisco
- September- Adelaide, Sydney, Perth, Brisbane, Melbourne & Auckland.
- October- Kohler, Las Vegas, Columbus, St. Louis, Salt Lake City, Washington D.C., Charlotte, and Hawaii.
If any article in this newsletter would be of interest to
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