Building a World Class Sales OrganizationJuly 13, 2023
THE POWER OF TESTIMONIALS
I speak regularly about the need for all salespeople to ask for testimonials. Occasionally we are blessed with the unsolicited “attaboy”, like the following regarding THE DALY NEWS:
“As you can imagine, I get a host of newsletters each day/week/month. Most tend to be extremely bland with no real personality associated with them (almost as though they were written by a congressional subcommittee). From time to time I get a nugget of information from them but for the most part I don’t look forward to reading them. Your newsletter, on the other hand, is packed with a lot of information that I can bring to work with me every day.”
Thank you Jim Kalb from Triad Partners. For those of you relatively new to our newsletter following, I recommend visiting our website at www.jackdaly.net and check out some of our back issues. As well, how about forwarding a copy of this newsletter on to an associate, client or friend, thereby helping them as well as further demonstrating the power of the “testimonial”!
Sales Management and Sales Summit
November 2 & 3, 2006
We just wrapped up our first Sales Management and Sales Summit in Newport Beach, CA . What a GREAT experience. We had a sell out crowd and garnered terrific reviews from our participants. Throughout the registration process, we had many requests from the East Coast for a Summit on their coast. Well, we have heard you loud and clear and are happy to announce that Jack will offer a second Summit November 2 & 3 in the Washington D.C. area. Please call Jennifer at 888-298-6868 for more information. Seats will sell out fast. We are looking forward to seeing you in D.C..
CONTINUOUS SELF DEVELOPMENT
It seems I never run short of people looking to hire a “superstar”. I just finished reading “YOU’RE NOT THE PERSON I HIRED” by Boydell, Deutsch and Remillard, and I would highly recommend your reading it before your next search for the superstar. As an inducement, I thought I’d lift a few key points as both take-away info and a tease.
-”If you spend a lot of time figuring out who you’re going to hire, you’ll have to spend far less time figuring out who to fire.” Michael J. Lotito
-The harsh reality is, when you define a job in mediocre terms, you tend to attract and interview mediocre people.
-A new hire must be able to feel comfortable in your organization’s unique stew of politics, patterns and pacing. If new employees cannot adapt, they will not be able to succeed-no matter how strong their prior accomplishments are. In other words, whatever your organizational culture is, people who join the company will need to adapt to it.
Apr 24 – Long Island, NY
Jun 09 – Minneapolis, MN
Jun 13- Milwaukee, WI
Jun 15 – Orange County, CA
Oct 10 – Atlanta, GA
Oct 26 – Montreal, QB
Oct 27 – Lancaster, PA
Dec 12- Toronto, ON
Register Today! Don’t Miss The Chance to Spend the Day With Jack. Call Jennifer at 888-298-6868 or visit us on the web at www.jackdaly.net
Three Part Sales Academy
Build Your Way to a Successful 2006
Jack Daly will conduct Three sessions, each consisting of three, 2 hour sales workshops and one, 2 hour management workshop in Dallas, Texas. This 3 part academy is designed to teach you what you need to know to get to the top of your game and provide accountability to ensure that things are getting done! Each session will build on the last and together they will build your personal success guide. Multiple workshop time options give employers the opportunity to send all of their staff in one day. Here is the chance to grow you sales teams with this one of a kind event.
OLDIES but GOODIES
CLEANING UP YOUR DAILY
1.Make sure each of your sales calls has a purpose.
Many of your clients have various sorts of barricades to help them regulate sales reps and other callers.
Every call must have a purpose other than idle conversation. If there is not an immediately obvious one, it is up to you to create one.
A reason can be a product or price change, or news from the local scene. You can always bring something to give your call a purpose. It is up to you to find it.
2.Start analyzing your calls.
The best time to do so is immediately after leaving the prospect’s office. Ask yourself the following: “Did I make a professional impression? Did I talk too much? Did I uncover needs? Was my interview or presentation tailored to those needs? Did I address objections properly?”
Jot down several things you did right, then jot down several things you did wrong. Also, make certain you understand the next step with the client, and write that down as well.
3.Start analyzing your client’s performance.
You cannot afford to spend your valuable time with customers who do not produce for you. An office that used to be a big account for you may have lost a key player, surrendered market share to another firm, or had other difficulties. Be sure to recognize when this happens, and adjust accordingly.
You can afford to “carry” only a small number of low performers. Ask yourself these questions about your client base every 90 days:
“On a scale from 1 to 10, how has this client performed? Do we offer the right programs or products for them?”
“How many suppliers do they deal with”
“Do I get my fair share of their business”
“How many calls have I made on them in the last 90 days”
Value each business source and constantly upgrade the quality of your clients. Stop calling on those who don?t measure up to your standards. If you have internal sales support, turn over low-producing customers to your inside support team.
We must build clients, not hunt for transactions. Clients are those business sources which give us a significant percent, if not all, of their business. How many clients do you have? Add at least one high producer each quarter as a client.
4.Become a student of people.
Just as an artist needs to understand the full potential of his range of colors, so must a salesperson know how to deal with the differences in people.
Most salespeople realize that people are different, and must be approached in varying ways. However, many do not realize that there are clues in observable behavior that can help you anticipate how others will react to certain situations. They can be of inestimable value to a salesperson. Learn ways to easily identify some of these differences. Ask yourself early on in the interview,”What kind of person am I talking with?”
Time is a salesperson’s most valuable tool. But using it to maximum advantage is often the salesperson’s greatest challenge. Salespeople tend to be ebullient, vivacious people for whom detail is a despised form of torture. Disciplined pros make and follow a flexible work schedule to maximize their selling time.
Generally that consists of office time, planned at the beginning and end of the week, and at the beginning and end of the day, with selling time for the rest. Of course, you sometimes must be in the office to interact with your staff, but it is not the place to spend your prime time hours. Do these things as bookends to your selling day- either early or late.
Remember, no time management plan will overcome lack of motivation to succeed. Do your work with enthusiasm and passion-success is sure to follow!
6.Add the personal touch.
Use your individuality to do the little things that will make you stand out from the crowd. Writing personal notes to clients to thank them for their time, or to follow-up an appointment are examples. They need not be lengthy or complex, just sincere.
Along the same lines, leave a brief note on the back of your business card when you miss key contacts in their offices. It’s so simple, but hardly anyone does it. And it means that your card will get noticed among the many.
Ours is a people business, and creativity counts. Find ways to make your personality come through in your approach.
7.Create a notebook for presentations and objections.
A “Success Guide” will help you crystallize your thoughts before going into your presentation, and provide reminders for key points that will work with your client’s social style. An objection notebook helps you handle the hurdles every salesperson encounters along the path to getting a commitment. The amazing thing is that there really aren’t more than ten objections out there.
Write down the objections you hear the most, and answer them in your own words for future use. Also jot down a presentation idea or power phrase when one occurs to you. They provide effective refreshers, regardless of your experience level.
8.Always conduct an interview before making a presentation.
This is the most fundamental rule in selling, but it is also the most frequently broken, even by the most seasoned professionals. You have to know what your prospect’s needs are before you can do an effective job of meeting them. If it is as simple a concept as it sounds, why then do most salespeople opt to “shotgun” every feature, benefit and aspect of their product line? It is far easier to ask a few questions before you target shoot. It’s easy to do, if you listen. Don’t just “show-up and throw-up.”
Identify your client’s Highest Value Needs. After you bring some of the client’s concerns out in the open, then you can prepare a powerful and beneficial presentation.
9.Before you launch into your presentation, go over your understandings once more with the client- they may have changed.
Sales take place over time. You might find your inspired solution to a client concern isn’t relevant any more. To avoid this, simply restate your prospect’s highest value needs and ask for confirmation of them. Similarly, ask your prospect what he or she means before responding to an objection.
After making your presentation, ask for the business. Remember that we are interested in becoming a business partner, not just in getting one deal. A good way to find out how your prospect sees the relationship is by simply asking, “Considering what we have been discussing, do you see ways we could work together?”
10.Become a student of your industry.
The best way to truly understand how to get business is to know how your clients do business.
Think like your customers, and you will seldom be short of ideas on how to serve them better. If you think like them, you must know the business inside and out- in some ways even better than they know it themselves.
Of course, that kind of knowledge does not come easily. Take courses and attend. Pick a client you know well and spend the day with him or her. Find one or more successful professionals and model them to learn about your field, your role, and, ultimately, yourself. Sit at the feet of the masters.
All of these ideas should cause changes in your everyday routine. It will not do much good if you keep these ten Action Agenda items as vague goals. Give them a thorough evaluation. Implement the ones you believe can be helpful in revitalizing your career and recharging your batteries. A conscious decision to act and effect change is the most important step to take.
Everyone is looking for a better business partner. Build trust on every call and then be professionally persistent.
If any articles in this newletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along. Thank you!
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Have you attended one of Jack Daly’s sales workshops or seen one of Jack’s keynotes? We’d love to hear from you! Let us know!
Your time with our team has them really fired up (Jack’d up) and it is a really exciting thing to see. In my wrap up on Friday following your presentation, I asked everyone to identify a minimum of 3 things that they will be doing differently based upon your time with us, things that they will be using to grow exponentially this year, and that can be discussed openly on coaching calls that I have with them. I set a timeline of today to have them over to me, yet almost the entire team had them to me Saturday and Sunday. I even had one of our newest reps work backwards to his goal- he defined his success, and charted backwards to the present- and he did this while flying on his flight home early Saturday morning! I am really excited Jack.
Your time with us was all that we could hope for and more, which is the understatement of the year.
Our conversion rate went through the roof after seeing you. We went from around $900 million funds under management at the time to $3.2 billion today and that occurred in the aftermath of the great financial crisis when many of our competitors were struggling. I feel a sincere thank you is in order for all that you have done to help us
Before we began working with you we lacked a coherent sales and marketing system to capture leads and convert them to clients. Since that time we have implemented a new CRM system, completely overhauled our website, identified our core prospects, and successfully increased our sales by over 50%. Since we began working with you we have far surpassed the original goals that we set from day one as a direct result of the collaboration between your team and ours. You have helped us focus on the most important aspects of our business which has allowed us to thrive during a period of turmoil for many of our peers. Thank you again for the superior communication, service, and coaching that has moved Fabian Wealth Strategies to the next level.
Thank you Jack and thank you for a great job! Since 1998 we have run 27 conferences of this type. Ours is a tough crowd so your evaluation score is all that much more meaningful-a 4.96 out of 5! In fact only Jim Collins has scored over a 4.95 at one of our gigs.
Jack spoke at the Belfast Open Day yesterday to a capacity audience of 200. His passion, enthusiasm, relevant experiences and stories lit up the room and everyone went away feeling they had achieved excellent value and plenty of very valuable take away action points. Overall ratings by the members were 99% for value and presentation.
Jack has trained thousands of our nation’s heroes, military recruiters from all branches including the Canadian Armed Forces on multiple occasions. Jack always knocks it out of the park and leaves my clients begging for more. Jack is a win-win for my clients, as they gain so much insight on how to become a better recruiter and they also get to apply Jacks tips and techniques in their personal life.
We at Oakworth Capital have implement Jack’s techniques and methods over the course of our relationship with him, and it has made us a higher performing financial institution. Our annual client retention rate is 99.5%. Earnings increased over 32% last year. The average annual shareholder return for the past six years is 16.7%. Oakworth Capital Bank is performing at a higher level thanks to Jack Daly.
I had the opportunity to see Jack in action during his visit to an event put on by EO Calgary in January 2014. He is easily the best speaker that I’ve seen to date and he packs a ton of energy to the stage! We left the event feeling not only rejuvenated about connecting with our prospects, customers and clients but also full of new exciting ideas that I can’t wait to implement right away.
Jack greatly helped our organization gain clarity around our strategic vision and direction. His background from being an entrepreneur to running large organizations provides him with a unique perspective as CEO of Professional Sales Coach. Whether it is tackling the toughest sales problems or the toughest triathlon you can count on “IronMan” Jack to take you across the finish line.
Thanks again for the outstanding workshop. Of the many I’ve attended over 30 plus years, I walked away from yours with the most concrete ideas and value for money – by far. Please note that your workbook will not sit on our shelves. I don’t think you had even left when the room when our team had pulled together to go through it. We start implementing Monday morning.
Your session today was incredibly insightful and your fundamentals are great reminders to focus on what matters to build trust with clients and prospects. As a business owner, there were plenty of moments in which I took a hard look at how our companies operate, and I recognized the need for some real change. This evening, I have generated three goals for each of our companies, and I intend to personally track each one with metrics and honest feedback within our team.
When I first heard Jack Daly speak at the national conference earlier this year, I just knew we had to bring him to Milwaukee. He takes powerful material, adds his personal street smarts and actual experience, and delivers a wallop of words that every CEO needs to hear once in a while. And I want my top sales person to hear the same message with me.
On behalf of Inc. Magazine, I would like to thank you for your participation in our annual Growing the Company Conference. Your session was evaluated by attendees based on a scale of 4 (excellent) to 1 (poor). Your average score was 3.96…the highest scoring session!.
What rave reviews you received for your presentation at the RPMA conference. The comments I got were that everyone wanted more. This is the 12th year for the conference, and I think yours was the best review I’ve received in all 12 years.
I didn’t need to tell you what it takes to hold the attention of an “All-CEO” group such as mine, because you did it. All too often, speakers come from theory without practice. Your background indicated “you’ve been there” and your presentation showed it. The most frequent comment heard was the amount of immediately implementable action ideas delivered.
The “Best in his industry” Guaranteed.
I have had the pleasure of having Jack address groups of CEO’s and he always gets rave reviews for his delivery, content, and applicability of the information he dispenses.
I have known and worked with Jack in a variety of situations including as a speaker and a consultant. Jack’s openness, passion, energy, skills and expertise in unmatched. I consider Jack one of my “gurus” in life and in business.
Jack is an incredible and dynamic speaker on sales and corporate culture. His process is actionable and his energy is unparalleled. I’m pleased to know Jack and am comfortable recommending him to anyone.
Outstanding Sales Coach and Key Note Speaker!! Jack has been the most talked about speaker at our industry annual conference (NACCB) for the last few years. Very high energy and packs a ton of great ideas into his presentations regarding increasing sales, increasing organizational efficiencies, and improving company culture! I highly recommend Jack!!
If you think Jack Daly is just another motivational speaker… then You Don’t Know Jack!