It is no secret that the business climate has toughened up for everyone. Commerce has slowed down, particularly in the Detroit area, but it has not stopped. Transactions are still happening, money is still changing hands, and value is still being exchanged. Let’s say that the glass is half full.
A lot of local firms are struggling with slumping sales and don’t quite know what to do about it. Some have been so busy servicing their customers during good times that they forgot how to hunt for new business. Others, who purchased or inherited existing companies, never really knew how to develop new clients.
Helping Hands
Sales consultants, sales coaches, business development programs, seminars and other sales information sources are doing a land office business. Events are sold out. Companies are looking for answers.
I recently wrote about the value of developing and maintaining a slight competitive edge as a tactic for winning business. I also have noted that you have to want to sell to be successful. And, that sales activities count toward success. More sales calls equal more sales. There is a more important truth. The path to recovering and rebuilding your business is based on problem solving.
Solving Problems
At the very core of the sales elite are problem solvers. They understand that buyers will invest in solutions to their problems. As a problem solver, you immediately separate yourself from the pack of order takers and underachievers.
Your product or service has value to someone. Do you have a clear understanding of who is served by and why they are better off for dealing with you? Figure it out. It’s the first step to business recovery. Problem solving is the essential factor in getting back in the hunt.
Be the Ball
“Be the ball” is a saying in sports that when roughly translated means to be focused on task like a laser beam. In the sport of sales you don’t need to be the ball but you do need to be the answer.
Tuesday, January 27, 2009
Monday, January 19, 2009
Why Most People Don't Like Selling
Why Don’t They Like to Sell?
After decades on the job I have been conditioned to deal with the negatives associated with selling. There are some things about selling that ordinary people don’t want to or can’t deal with.
Before going there, let’s review what real selling is. Mark Thelen said it best. “Selling is activity based on a fair exchange of value. After the transaction, both parties are better off.” Now what is wrong with that?
One other thing…top producing salespeople are well compensated. They are always among the top earners at their company. It’s a fact.
So why isn’t their a line to sign up for sales jobs? Why do most salespeople fail?
A couple of weeks ago, I was in the car listening to the Jim Rome radio show. Jim is a sports commentator and a funny guy. The day I tuned in he was rambling on about when he sold office machines. It was hilarious. He really hated the job and his rational was right on.
Why They Hate Selling
Selling is a competitive activity. If you don’t like fighting for business you probably aren’t fit for sales.
Selling is hard work. Successful salespeople not only have to work hard and long but they also have to work smart. More sales calls equal more sales. A lot of people don’t have the appetite to do what it takes to sell.
Salespeople take a beating. It’s continual. If you work the phones to book appointments it isn’t unusual to hear “no” a lot before getting to “yes”. The cold hard reality of selling is that you lose most of the time and win once in a while. It can wear on you. It can wear you out.
Business, markets, the economy, sales strategies, tactics and tools and the rules of conduct are constantly changing. I have just recently been introduced to blogcasts. Blogcasts? Really? What next? You can’t sit still in sales. You must be forward thinking or you will be left behind.
Selling jobs offer no security. Sales Executives want to know what you have done for them lately and what is pending. Selling is about results. Have a couple of bad months in a row and your popularity meter will fade.
Born to Sell?
No. Conditioning yourself to deal with the many negatives that constantly confront you is essential to a long and successful sales career.
Dealing with the Negatives
After just short of 40 years in the field, being in the trenches, fighting for every sales opportunity and doing my best to win every deal, I can speak with authority on how to live with the negative issues.
Start by understanding the sales landscape. Things happen. Circumstances set you back. There are hurdles that get in the way. Deal with them.
Rejection is the rule, acceptance is the exception. Don’t take rejection personal. If you care to take rejection personal, blame yourself, not your prospective client. Mark Thelen correctly pointed out that no is not no. No is non-yes. If you believe Mark, when no is the answer it is your fault. If you had done your job better the no would have been yes. If you believe this, as I do, you can fix what caused the no and try again.
This leads to taking responsibility for yourself and your outcomes. In a recent posting I discussed the concept of the slight edge. You earn a slight edge by knowing more about your market, products or services and the art and science of your profession. You also get the edge by working harder and smarter than your competition.
You Can Do It
The answer to why people aren’t attracted to selling or fail at sales is simple. Selling is very hard and there are lots of built in hurdles. You can become a top producing salesperson. The answer to enjoying a successful sales career is that you have to want to do it. If you want to sell you will. Face the negatives...deal with them. Things will become easier over time, you'll be happier and make a great living.
After decades on the job I have been conditioned to deal with the negatives associated with selling. There are some things about selling that ordinary people don’t want to or can’t deal with.
Before going there, let’s review what real selling is. Mark Thelen said it best. “Selling is activity based on a fair exchange of value. After the transaction, both parties are better off.” Now what is wrong with that?
One other thing…top producing salespeople are well compensated. They are always among the top earners at their company. It’s a fact.
So why isn’t their a line to sign up for sales jobs? Why do most salespeople fail?
A couple of weeks ago, I was in the car listening to the Jim Rome radio show. Jim is a sports commentator and a funny guy. The day I tuned in he was rambling on about when he sold office machines. It was hilarious. He really hated the job and his rational was right on.
Why They Hate Selling
Selling is a competitive activity. If you don’t like fighting for business you probably aren’t fit for sales.
Selling is hard work. Successful salespeople not only have to work hard and long but they also have to work smart. More sales calls equal more sales. A lot of people don’t have the appetite to do what it takes to sell.
Salespeople take a beating. It’s continual. If you work the phones to book appointments it isn’t unusual to hear “no” a lot before getting to “yes”. The cold hard reality of selling is that you lose most of the time and win once in a while. It can wear on you. It can wear you out.
Business, markets, the economy, sales strategies, tactics and tools and the rules of conduct are constantly changing. I have just recently been introduced to blogcasts. Blogcasts? Really? What next? You can’t sit still in sales. You must be forward thinking or you will be left behind.
Selling jobs offer no security. Sales Executives want to know what you have done for them lately and what is pending. Selling is about results. Have a couple of bad months in a row and your popularity meter will fade.
Born to Sell?
No. Conditioning yourself to deal with the many negatives that constantly confront you is essential to a long and successful sales career.
Dealing with the Negatives
After just short of 40 years in the field, being in the trenches, fighting for every sales opportunity and doing my best to win every deal, I can speak with authority on how to live with the negative issues.
Start by understanding the sales landscape. Things happen. Circumstances set you back. There are hurdles that get in the way. Deal with them.
Rejection is the rule, acceptance is the exception. Don’t take rejection personal. If you care to take rejection personal, blame yourself, not your prospective client. Mark Thelen correctly pointed out that no is not no. No is non-yes. If you believe Mark, when no is the answer it is your fault. If you had done your job better the no would have been yes. If you believe this, as I do, you can fix what caused the no and try again.
This leads to taking responsibility for yourself and your outcomes. In a recent posting I discussed the concept of the slight edge. You earn a slight edge by knowing more about your market, products or services and the art and science of your profession. You also get the edge by working harder and smarter than your competition.
You Can Do It
The answer to why people aren’t attracted to selling or fail at sales is simple. Selling is very hard and there are lots of built in hurdles. You can become a top producing salesperson. The answer to enjoying a successful sales career is that you have to want to do it. If you want to sell you will. Face the negatives...deal with them. Things will become easier over time, you'll be happier and make a great living.
Wednesday, January 7, 2009
Born to Sell?
A Pretty Good Book
I wrote a book titled “Born to Sell”. The book was both autobiographical and instructional. I wrote the book in the early 90’s. It was a fun project. At the time, I thought I knew everything about selling and had a very high opinion of myself and my thoughts on the topic. Although the fundamental principles and truths about sales endure, I have learned a lot more about selling since then.
A Great Question from George
After my recent speech to the Wayne State University's Entrepreneur’s Breakfast, a WSU Program Director, George Azrak, asked me if people are born to sell. He explained that his father and brothers are salespeople and had encouraged him for years to join them in the profession. George’s problem with the idea was that selling just didn’t interest him.
George asked me if there is such a thing as natural born salespeople.
Natural Born Salespeople
There is no such thing as a natural born salesperson. No one is born to sell. In reality, all salespeople are different. A better characterization of the journey sales professionals follow is “learn to sell”. Salespeople learn to sell…it’s a process. When people enter the profession they bring different attributes to the table. Our sales brethren are young and old, big and small, happy and sad, educated or not, excited or indifferent. Hey, the profile of sales people is just like that of any other trade or profession.
The Answer
I think the best answer to George’s question is that salespeople must want to sell. If there is a desire to join the sales team and have a great career, it can be accomplished by anyone. No kidding.
I wrote a book titled “Born to Sell”. The book was both autobiographical and instructional. I wrote the book in the early 90’s. It was a fun project. At the time, I thought I knew everything about selling and had a very high opinion of myself and my thoughts on the topic. Although the fundamental principles and truths about sales endure, I have learned a lot more about selling since then.
A Great Question from George
After my recent speech to the Wayne State University's Entrepreneur’s Breakfast, a WSU Program Director, George Azrak, asked me if people are born to sell. He explained that his father and brothers are salespeople and had encouraged him for years to join them in the profession. George’s problem with the idea was that selling just didn’t interest him.
George asked me if there is such a thing as natural born salespeople.
Natural Born Salespeople
There is no such thing as a natural born salesperson. No one is born to sell. In reality, all salespeople are different. A better characterization of the journey sales professionals follow is “learn to sell”. Salespeople learn to sell…it’s a process. When people enter the profession they bring different attributes to the table. Our sales brethren are young and old, big and small, happy and sad, educated or not, excited or indifferent. Hey, the profile of sales people is just like that of any other trade or profession.
The Answer
I think the best answer to George’s question is that salespeople must want to sell. If there is a desire to join the sales team and have a great career, it can be accomplished by anyone. No kidding.
Thursday, January 1, 2009
Keep an Open Mind in 2009
Looking For Some Fun
One of my softball buddies, Joe Patti, worked for the Ilitch family on the side. They own Little Caesars Pizza, The Detroit Tigers, The Detroit Red Wings, The Fox Theater and much more. A telephone installer by trade, he and his brother minded the elevator systems at Joe Louis Arena for all Detroit Red Wing games, concerts, etc. Their compensation was season tickets. Joe sold the seats to the games and concerts for cash.
Joe and I, and our best gals, got together one night and the girls decided that it would be fun if we could go to a concert together. There were a lot of major acts scheduled at The Fox. After studying the list of shows, the girls decided that that they wanted to see Johnny Mathis. Johnny Mathis? No way.
There Was a Time
There was a time for Johnny Mathis. I recall that when young and in love, Johnny Mathis music was a value add. I am now old and in love and I can tolerate Johnny. When I was middle aged and in love, and a man’s man softball junkie, the farthest thing from my mind, the absolute worst use of my time and the last place in the world I wanted to be, let alone seen, was at a Johnny Mathis concert.
There was no way we could talk the girls out of seeing Johnny. We were going, no matter what. Joe and I were beside ourselves.
The Long Drive
It was a long drive, on a cold winter night, to The Fox Theater. The place was packed. As luck had it, we had great seats. Up front and in the middle. Joe and I were praying that we wouldn’t be seen by anyone we knew. I had my collar up and did not look up. Once in the seat, I slid down for cover.
Out Came Johnny
Well, here’s why we should all keep an open mind in 2009. The concert was spectacular. Johnny Mathis was extremely entertaining. He sang great songs, had a great voice and was terrific. It was an evening to remember. Joe and I stood up at the end, arms in the air, yelling “Johnny, Johnny, Johnny”. We left the event better off than when we arrived.
I don’t know about Joe, but the lesson I’ve carried over is to keep an open mind in 2009.
One of my softball buddies, Joe Patti, worked for the Ilitch family on the side. They own Little Caesars Pizza, The Detroit Tigers, The Detroit Red Wings, The Fox Theater and much more. A telephone installer by trade, he and his brother minded the elevator systems at Joe Louis Arena for all Detroit Red Wing games, concerts, etc. Their compensation was season tickets. Joe sold the seats to the games and concerts for cash.
Joe and I, and our best gals, got together one night and the girls decided that it would be fun if we could go to a concert together. There were a lot of major acts scheduled at The Fox. After studying the list of shows, the girls decided that that they wanted to see Johnny Mathis. Johnny Mathis? No way.
There Was a Time
There was a time for Johnny Mathis. I recall that when young and in love, Johnny Mathis music was a value add. I am now old and in love and I can tolerate Johnny. When I was middle aged and in love, and a man’s man softball junkie, the farthest thing from my mind, the absolute worst use of my time and the last place in the world I wanted to be, let alone seen, was at a Johnny Mathis concert.
There was no way we could talk the girls out of seeing Johnny. We were going, no matter what. Joe and I were beside ourselves.
The Long Drive
It was a long drive, on a cold winter night, to The Fox Theater. The place was packed. As luck had it, we had great seats. Up front and in the middle. Joe and I were praying that we wouldn’t be seen by anyone we knew. I had my collar up and did not look up. Once in the seat, I slid down for cover.
Out Came Johnny
Well, here’s why we should all keep an open mind in 2009. The concert was spectacular. Johnny Mathis was extremely entertaining. He sang great songs, had a great voice and was terrific. It was an evening to remember. Joe and I stood up at the end, arms in the air, yelling “Johnny, Johnny, Johnny”. We left the event better off than when we arrived.
I don’t know about Joe, but the lesson I’ve carried over is to keep an open mind in 2009.
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