The Sales Playbook for Hyper Sales GrowthDec 7, 2023
Happy New Year! We at Professional Sales Coach want to wish you the very best in 2006. Thanks to your on going, strong support for Jack’s programs we find ourselves blessed with an extremely full calendar as we head into the new year. As a courtesy to all who have expressed interest in having Jack work with their teams in 2006, we encourage you to pencil in a date on our calendar soon. This will ensure that you won’t miss the opportunity to get “JACKED UP” in what is sure to be a fantastic year. We sincerely appreciate your support.
RECRUITING TOP SALES PROFESSIONALS”
Inspect the Baskets!”
As so many of you know, I am often speaking to entrepreneurs and owners of businesses. I really enjoy asking the question with the ‘obvious’ answer-”How many of you are proactively looking for a superstar sales person?” The hands fly to the sky really quickly. Inside that question actually resides the answer as to “how”-by being proactive!
When I follow up the hands waving in the air and ask for the list of those they are recruiting, all too many look at one another and admit to not having such a list. Well, this isn’t my idea of “proactive”; this is more like wishful thinking! In fact, its pretty analogous to the sales person saying they would like big clients, but not having such candidates targeted on their lists, with an approach plan to “win them over”. We covered this process back in our September issue of THE DALY NEWS under the topic “Inspect the Baskets”. Here is the RECRUITING version of the same concept.
Every manager should have a recruiting list for each position that they have responsibility for. The great Vince Lombardi said it best: “Recruiting is not a sometime thing. It is an all-time thing.” In building such a list, push yourself to answer this question: “If I could have anyone on my sales team, who would be number 1 on my list?” Once answered, do it again until you have a rich list of 20. What will help you in identifying these top candidates is your development of a written profile of the personal characteristics of a top performer for your company.
Recognize that recruiting is a bit like dating, and that a terrific hire often requires many “touches” over many months prior to hire. As such, the “recruiter” needs to allocate a sufficient and specific time each month to do this thing called “recruiting”. Again, just as the sales professional has to allocate specific time to “prospecting”.
Dr. Bradford Smart in TOPGRADING underscores so well the CEO role in recruitment, a checklist from which any hiring manager can benefit. Witness:
A final thought. A key to recruiting is to “mind the store” by retaining our key performers. Our stars do require attention and recognition, and are all too often “taken for granted”. We would be best served to invest our time with our top 20%.
Sales Management & Sales Summit
February 2 & 3 2006
Newport Beach, California
CALL TODAY- WE ARE ALMOST FULL!
Time is running out and by the next issue of THE DALY NEWS, the first ever Jack Daly Sales Management and Sales Summit will be history. February 2 & 3 are the dates, so be sure to quickly call Jennifer at 888-298-6868 to get you and your team registered for what promises to be two days of rigorous learning. Southern California in February is sunny and warm with temperatures typical in the 70′s. Our Summit starts with a full day Sales Management session concluding with a networking dinner and idea exchange. Day two focuses on improving the sales process, finishing with a wine tasting and idea exchange. This two-day Summit promises to launch you and your company into 2006 with real world, easily implementable, results driven action initiatives. See you there!
“The difference between Jack Daly and everyone else masquerading as a “sales coach”, is that Jack has sold, and has sold more successfully than any team of sales coaches you could hire. If you are serious about investing in your sales organization, hire Jack Daly.”
Dennis Arnold, President
Office Furniture USA
CONTINUOUS SELF DEVELOPMENT
I just finished a quick read of a book that nicely re-enforces so much of what we have been teaching in the area of building one’s business through the implementation of a TOUCH SYSTEM.”THE REFERRAL OF A LIFETIME” by Tim Templeton brings the TOUCH SYSTEM to life through the telling of a story, but he then goes on to present the reader with the blueprints to design and implement an effective TOUCH SYSTEM. Through such a system, you will enjoy generating a steady stream of new business through consistent referrals from your existing customers, while maximizing business with those you are currently winning business. For those of you out there that hates cold calls (and who doesn’t!), we say “warm them up” before calling on them! Here’s how.
Based on the demand for open seat Sales Workshops during 2005 and the tremendous reviews and feedback we received, the schedule for 2006 includes revisits to 2005 cities and a significant number of new cities for Jack to deliver his business building ideas. Registration is as simple as a call to Jennifer at 888-298-6868 or just click on to our website www.jackdaly.net. The website provides additional details as to content, curriculum, hotel location and investment. Here’s what the schedule looks like so far and we anticipate adding more cities to the list as the year progresses. If your city isn’t on the list, give us a call and we can discuss just “how” to get on the list!
2006 Workshop Schedule
“I have been through my share of selling seminars and not only did you motivate me, you gave me tools to be successful. No other speaker had ever done that.”
Cobbs, Allen & Hall, Inc.
OLDIES but GOODIES
For the past 6 years we have historically produced a newsletter from Professional Sales Coach, Inc. With this Daly News newsletter as replacement, we wanted to remind our readers of a feature each month pulled from the archives which continues to be content rich. Professionalism requires life long learning.
CLEANING UP YOUR DAILY SALES ACTIONS
Action Agenda:One of the best ways to end a bad habit is by replacing it with behavior which you recognize is good for you. Here are ten positive habits of top sales people.
1.Make sure each of your 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 objective 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 of the articles in this newsletter would be of interest to your co-workers, customers or clients we would appreciate having you forward it along. Thank you!
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!