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Watching my 10-year old grandson’s tryout for the premier soccer league with the Wenatchee Fire FC (he made the team) is like watching a company’s HR department evaluate job applicants. I was privy to some of the coaches’ decision making processes. They had three lists: one of boys they knew would make the team; one of most likely to make it; and a third of boys on the bubble. The bubble boys were the critical group. The coaches weren’t looking for reasons to put them on the team. They were looking for reasons to eliminate them. “Look at that boy,” said one coach. “He walks everywhere. No hustle. Cross him off the list.” Another never passed the ball, always wanting to shoot. Gone. And so it went. The sales point: whenever you’re calling on prospects and trying to land the business, always play like you’re on the bubble. You are. Wed, 05 May 2010 13:00:21 +0000 Sales Posse Blog |
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What’s the Matter with Those Stupid Idiots? From Mark Twain: “In Paris they simply stared when I spoke to them in French; I never did succeed in making those idiots understand their own language.” You have a great product. It works as advertised. It can make the customer money. It’s inexpensive. It’s easy to use. You have testimonials. But still...he won’t buy. You begin to question your sales abilities. What’s wrong with me? What am I doing wrong? Why can’t I make him see? Don’t beat yourself up. Some people don’t want to be helped, no matter what you do, no matter how hard you try. Proof? Walk down the street and observe the overweight, under-exercised, smoking addicted people you see. They know what they’re doing is wrong. They know how to fix it. But they don’t want to be helped. By you or anyone else. Mark Twain it and move on. Someone wants your help. Fri, 30 Apr 2010 13:00:17 +0000 Sales Posse Blog |
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The new college graduate was complaining about all the pressure she’s been under when interviewing for her first sales job. She can’t wait until she’s finally landed a position so she can get on with her life and sell someone’s products. “It’s so hard,” she said, “because I’m having to sell myself.” To which sales managers reply, “Well, DUH!” My question: if you can’t sell yourself, someone you’ve known for some 20 odd years – someone you’re awfully familiar with – what makes you think you can sell a product? If she’s lucky, when someone finally hires her they will explain that the first thing sales managers and customers buy is you. If you can’t sell yourself, they’re not buying. Too many other choices out there. Unlike artists, engineers, or accountants, people who bring their portfolios to show-n-tell, salespeople can only show-n-tell themselves. Curtains up! Ta-da! Tue, 23 Mar 2010 13:00:29 +0000 Sales Posse Blog |
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Great, smart, young salespeople have approached me at my seminars telling me they felt unsure about themselves because they were so young to be in sales and were calling on older prospects. They felt they were at a severe disadvantage from the “old pros” in the audience who had the gravitas. I keep my explanation simple. “Look,” I tell them, “if the building is burning to the ground, I don’t care how old you are when you tell me.” Then I ask them what their service or product can do to make me money, save me money, or save me time. They’re always articulate and they always know. So...what’s age got to do with it? Thu, 18 Mar 2010 13:00:52 +0000 Sales Posse Blog |
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What Have You Done for Me Lately?
If you’re applying for a sales position, it would behoove you to keep the sales manager’s mantra in mind and show him what you can do to save his job. Forget the resumes. Forget past accomplishments. If you’re looking to get hired, keep these things top-of-mind:
Fri, 26 Feb 2010 14:00:26 +0000 Sales Posse Blog |
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Too many salespeople don’t take the time to build relationships with prospects who could be future customers. They feel pressured to get the numbers this month (and they are). I know it’s tough, but in sales you’ve got to work both sides of the street: get the quick sales when you can, but establish and build relationships for the long term sales tomorrow. Don’t know how? Find your company’s top salespeople. Won’t be hard. There will only be one or two. Take them to lunch. Talk about selling. Ask about relationships. The best salespeople know that relationships are created by repeated contacts: visits, phone calls, emails. They can tell you so many good stories about their clients you’d be amazed, awed, and blowing milk out your nose from laughter. They have the skinny and dirt on everyone. They’re the best because they relate. Wed, 17 Feb 2010 13:59:02 +0000 Sales Posse Blog |
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Don’t Be Afraid to Discuss Money
Many new salespeople are uncomfortable discussing money. They shouldn’t be. Buyers buy. They expect to pay. They’ve budgeted the money. Don’t be afraid to ask, “What kind of a budget are you trying to stay within?” Or, “Prices range between $500 to $8500. I won’t know which is best for you until we get more details. But are we still in the ballpark?” The difference between the new salesperson and the buyer is that the salesperson is focused on the cost, whereas the buyer is focused on what the service or product will do for her. She knows it’s not free. She’s paying to solve a problem, or take advantage of an opportunity, or to be entertained. The worst that can happen is the buyer doesn’t have the money. In that case, you’ve quickly disqualified her as being a legitimate customer and can move on to find someone who is. Thu, 11 Feb 2010 14:00:03 +0000 Sales Posse Blog |
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What Would I Look for In Hiring a Salesperson? The ability to ask questions is among the top three requirements I look for. Anyone who can ask good questions tells me...
Funny. This is the same thing customers are looking from when talking with salespeople. Stands to reason. We’re all interviewing to get the job. Fri, 15 Jan 2010 11:00:48 +0000 Sales Posse Blog |
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What Sales Managers Look for When Hiring
Understanding what management is looking for, and being prepared with answers, will not only get you invited back for that second interview, but eliminate others competing for the same position. ? Wed, 06 Jan 2010 11:00:33 +0000 Sales Posse Blog |
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It’s What Salespeople Do – (Two Words) Initiate contact. Specifically, initiate contact with strangers. Selling products and services is easy. But management wants people who can handle the fear, rejection, disappointment, and failure of starting new relationships with people who can buy. Sales fortunes lie in being able to withstand what it takes to initiate contact. The salesperson who can withstand the most will prosper the most. You can be the best presenter, the best at handling objections, or the best closer, but if you can’t get in front of customers none of it matters. So if you’re looking to get into sales for the first time, and the sales manager asks, “What makes you think you can sell?”, you’re response is simple. “I take the initiative to get in front of buyers instead of waiting for them to contact me.” You’ll get invited back for that second and third interview. ? Mon, 04 Jan 2010 11:00:36 +0000 Sales Posse Blog |
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