Confidence Boost

confidence-level

“Don’t underestimate the positive impact you can have on someone’s life when you help boost their confidence.” – Richard Elmes

How to set your new Sales Rep up for failure

Imagine you are a new salesperson and on your first day after a brief orientation, your Sales Manager gives you a little pep talk that goes something like this:

“The customers are out there… all you need to do is go out and find them.”

Then after he loads you up with product literature and business cards, he finishes his pep talk with,

“Go get ’em tiger.”

Getting your new Sales Rep ready for battle

Sounds silly doesn’t it.

Unfortunately, many companies orientation program for new sales reps is not much different.

Sure they may spend a little time on product knowledge training. And maybe a little on how to write up and enter an order into the company’s computer system. But for many companies a formal sales training program designed to help their sales professionals succeed is not existent.

Or worse, it is so old and boring that nobody uses it.

The number one concern organizations have when investing in sales training is the cost. They think that developing a new program or revamping an existing one is going to be expensive.

What they don’t consider is the cost of having an untrained salesperson in the field.

  • The high cost of the negative marketing: The negative impression that the customer has of not only the sales representative, but your company. Untrained sales person tends to make a lot of mistakes and often a fool of them self, because they don’t know what they are doing or talking about.
  • The high cost of turnover: Salespeople will only struggle so long, getting rejected over and over again, before they will seek out easier challenges. Turnover costs can range anywhere from 30-150% of an employees annual compensation.
  • The high cost of loss sales: The difference between winning and losing in business (especially sales) can be extremely small, but the compensation is significant. An untrained sales person will lose out to the trained professional more often than not. This can be the difference between sales growth or sales decline. Between having a positive cash flow or going into debt. Between having a to expand, or laying off employees.

Effective sales training can be help your organization bridge that gap by:

  • Improving Credibility with your customer base: Customers love to work with professionals who are trying to help them succeed, not amateurs who are looking at them as a car payment.
  • Reducing Turnover of staff: Long-term employees have the opportunity to build a relationship and get to know what they need. This is attractive to customers who like to buy from people they trust.

Trust = Credibility  and Credibility = Sales

  • Improving Sales: Increasing the credibility of your sales professionals (and your company) will open the door for more opportunities, which will lead to more sales, which will lead to more revenue.

Just think of difference it would make to a new sales professional, when they enter the field confident that they know what they are doing, what they are talking about and how they can help their customers.

Armed with this knowledge and skills skill you will be motivated and prepared for success.

Then you really will be able to; “Go get’em tiger.”

Response: Student’s are not customers; Are they?

A LinkedIn post by , Dean of IE Business School in Spain,  asked the question, Student’s are not customers; Are they? You can view the post here.
Here is my response:
Absolutely. Teachers / Trainers are Salespeople selling the ideas and concepts that they want their Students to buy into and learn. The primary role of the teacher / trainer is to convey the information to their student’s in an easy-to-digest manner (aka Don’t be boring). Even though students are interested in the topic (because they invest their time and money to attend the class), they will not effectively grasp the information taught if they can’t understand it, or can’t stay awake in class.
bored-in-presentation
I know that my favorite (and most effective) teachers / trainers have sold me on their ideas and concepts. So, I believe that Students are definitely Customers.

Fred’s Adventure

Sometimes things don’t appear as they really are…..

A friend of mine moved, into a new apartment, after living in the same house for 18 years. If you have ever moved can empathize with me when I say that, this can be a pretty traumatic experience for anyone, but it was especially traumatic for, her companion, an 8 year old little house cat, named “Fred”.

You see Fred grew up in that house, in fact it was the only home he ever knew. So you couldn’t really call him a “worldly” cat.

And you couldn’t blame Fred when he became a little concerned when he noticed all of his family’s things were slowly disappearing and being replaced by boxes. Now Fred got even more concerned, when they carried him into the car for a drive, because that usually meant a trip to the vet.

But it wasn’t until his owner carried him into the lobby of their new apartment building that the real trouble started.

You see, the walls on the lobby were covered with mirrors, and Fred being a naïve little cat, who had very little exposure to other cats, and who was also used to being the king of his household, looked into the mirrored walls, saw another cat.

Well immediately his instincts took over, and he went into attack mode.

He dug his claws into his owner, who felt the searing pain and who dropped him and then Fred proceeded to attack the first cat he saw, who to his surprise was attacking him back with equal show of force.

attack cat

Well Fred, who was not experienced in the art of cat fighting, decided that retreat would be his best course of action.

But when he turned to run what do you think he saw? You guessed it another attacking cat. Well this went back and forth, back and forth for several minutes until Fred decided to run down the hall and let his owner catch him up and help him out of the situation…

Now you may think that this is just a story about a crazy cat, but it more than just that.

Poor Fred is not that much different than you or me……….

When we are put into situations that are foreign to us, situations that take us out of our comfort zones, like Fred’s house, it is easy to be overcome by our fear of the unknown, just like Fred did.

And it is at those times when our minds like to play games with us and turn a normally safe situation into one that we believe is dangerous.

It has been said that the word fear is really an acronym, which stands for False Evidence Appearing Real and wasn’t that the case with Fred in that lobby.

In reality, there was no danger at all, but in Fred’s mind, the pain of being attacked by other cats everywhere he turned, certainly looked and felt real. And that shows that awesome power that our mind has, to deceive and embellish situations in order to validate our fears.

but I’m sure to Fred the Fear meant, Forget Evidence And Run.

Now what would have happened if Fred took another approach to that very same situation and viewed the changes in his life as an adventure?

He would have discovered the joy of playing on boxes, the excitement of riding in a car and possibly the friendship of another cat that was always there to greet him, every time he walks through that lobby.

You see when we experience life and its many changes, we step outside of our comfort zones and we expand,  just like a balloon that is filled with air.

And the result is that once we expand ourselves, our comfort zones never quite go back to the same size as it was before the experience. And we have the capacity to do more, be more and enjoy more of the wonderful experiences life has to offer.

So next time you are in a similar situation, feel the fear, and push through the pain, because as Dolly Parton put it, “If you want to see the rainbow, you have to put up with a little rain.”

#fear, #falseevidenceappearingreal, #perspective, #cats, #scary, #scared, #dollyparton, #lifelessons, #overcomingfear #pushthroughthepain #fredsperspective

 

 

 

How Sales is JUST Like Dating!

Sales is like dating. It’s a chase. It’s an intricate dance. Sales, like dating, takes finesse and an instinct to know when your customer is into you or not.

couple-relationship

The first sales call is like a first date. There is excitement and fear of failure or screwing up. Extra preparation takes place. A little more time is spent on the presentation. Pre-sales meetings are held. Research is done. You put on your best power suite, shine your shoes, wear your favorite tie and get dialed in. You show up early. You put on your best performance. Sometimes, like flowers on a first date, you bring company swag. The first call in sales is just like a first date, you want it to go perfect.

When the call is over, just like a first date, you call someone, your boss, or a co-worker and tell them how it went. You’re either on cloud nine and excited or you’re bummed out second guessing everything you said and what you didn’t do. After the first call, like a first date, you know whether or not you’re going to get a second date.

If you don’t get a second date, your devastated. Your ego takes a whacking. You beat yourself up. And many times you desperately try to get a second date, telling your prospect over and over how it will be different this time and how your product really can help them out. Only if they’ll give you a second chance. Like dating, it ain’t going to happen.

If you do get a second date, and it goes well, you’re now officially dating. The dance is under way. Just like dating, each encounter brings the relationship closer, more information is shared, the tone becomes less formal, and the excitement level of an impending deal grows. Just like dating, it’s palpable. You can feel it. They like you and your solution. They want more. They’re calling you and asking you out. Its bliss. When this happens you get closer, trust is built, comfort levels grow and usually the sale is made.

Just like dating however, things can change. You have a great first date, and even a good second date, things seem to be going well, when all of a sudden they stop calling. They don’t return your calls. They keep telling you they are interested and that they like you, but you can never seem to get another date. They tell you that everything is fine. They say, it’s just they’ve been busy. But, they just don’t seem that into you and the problem is they’re not.

Just like dating, your prospects or your customers may lose interest and not want your product anymore. They aren’t going to buy what your selling. They may have been just shopping you around to make your competitor jealous. The person you’re dealing with may not have authority to buy. They’ve changed their minds. They have an alternative solution but don’t want to tell you to go away just yet, because they’re insecure. Like dating the reasons are endless. Just like dating you have to see the signs and walk away. You’ve got to stop calling. You’ve got stop begging for one more date. You’ve got to stop acting like a desperate freak stalking your prospect like they are the only one you have. You have to know when to walk away.

Just like dating YOU may not like the first date. Unfortunately this is rare. Sales people are notorious for wearing beer goggles. Rarely does a sales person not like a first date. But if they were a bit more selective with their dates they might be a bit more successful. Too many times sales people chase dates that just aren’t going anywhere. They should have seen it wasn’t a good fit right away and saved time for good dates. If it weren’t for those dang beer goggles.

Selling is just like dating. You’re going to get rejected. They’re not going to like you. You’ll be strung along. You won’t like some of your dates. You will keep going out with some of your dates knowing it’s not a good fit. But, like dating. you will find some great prospects that like you and want to work with you and they will grow into fantastic relationships.

Just like dating you need to know where you stand. It’s not worth it to waste your time with a date that’s just not that into you!

This post written by Jim Keenan, Author of the book, Not Taught

Not Taught

and CEO/President and Chief Antagonizer of A Sales Guy Inc.

How to make effective New Years Resolutions

Many of us who are looking forward to the future have made New Years resolutions

.New_Year_s_Resolutions

You know those grand plans that we come up with, that if we follow-through, will make our life more fulfilling. Unfortunately, they are also the same plans that are usually forgotten by the 3rd week of January. If you don’t believe this just check the classifieds in February for used exercise equipment.

Common resolutions like “Quit Smoking, Lose Weight or Save Money,” may sound great, but they aren’t very successful. Using the following 7 steps will help you design more powerful New Years resolutions.

1. Develop S.M.A.R.T. Resolutions

Specific: You must specifically and clearly identify your target because you need to know what success looks like.

Measurable: Clear destinations and checkpoints along the way provide stepping-stones,  that are easily attained and provide victories that keep you motivated.

Action Oriented: Effective resolutions require action, they are doing resolutions, not being or having resolutions.

Realistic: You design resolutions to solve a problem or to achieve a dream. They should stretch you outside of your comfort zones, but if you make them completely out of reach, you are only setting yourself up for failure.

Timely: They need to be important to you at this time in your life, if it is not, you will not do the work necessary to succeed.

 

  1. Identify what’s in it for you: If you are going to follow through with your resolution you need to be excited about the benefits it will bring. Visualizing yourself fitting into those jeans that “shrunk” or driving that new car are powerful motivators.

 

  1. List the obstacles that stand in your way: Knowing what the obstacles are can help you determine how to get around them.

 

  1. Consider who can help you: You need to carefully identify friends whom you can trust to share your goals with and who can check your progress and encourage you. These people enable you to maintain your focus and keep your eyes on the goal itself.

 

  1. Consider what resources are needed: Knowing what tools and knowledge you’ll need to help you accomplish your goal will increase your chances of success.

 

  1. Develop an Action Plan: There is something so powerful about putting your resolutions down on paper, but this is the step where most people fail. I think Denver Broncos football coach Mike Shanahan put it best when he said, “If you have a plan, and if you have your direction laid out. You can chart your progress to your dreams at each stopping point along the way. And just as important, all along the way you can see how far you’ve come”. Developing your action plan will give you the road map to your dreams.

 

  1. Set a deadline for achievement: Resolutions without deadlines are only dreams. Deadlines are another powerful motivator. Also when you are setting deadlines add the phrase “on or before” ie. “I will acquire 20 new clients on or before July 1, 2016”

 

So this year make those New Years Resolutions stick, and reap the benefits. Because the best way to predict your future, is to create it yourself.