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.
Monday, December 15, 2008
How to Sell More in 2009
Here comes 2009. I’m ready, are you? The end of the year is a time to reflect on the past year and plan for the New Year. The economy has made things a little rougher for all of us, but as I have said before, commerce is still happening in America. America is still open for business. As we look forward I would like to point out that the difference between winning and losing in 2009 is a matter of doing things just a little bit better than your competition.
A slight edge matters.
I played a lot of softball over the years. It was my preferred form of recreation. Some people golf, others bowl, I played softball. One measure of success in softball is a 300 foot fence around the perimeter of the playing field. A softball hit over the fence is a home run. A fly ball that lands short of the fence is generally caught for a fly out. No kidding…hit the ball 295 feet and you are out, and probably discouraged. But hit the ball 305 feet and you hit a home run, score a run, possibly win the game and feel pretty darn good. The difference between victory and defeat is 10 feet or less on a 300 foot field, or plus or minus 3%. I would say that the player who hits the softball 305 feet only has a slight edge over the ones who fell short.
This lesson plays well when applied to the selling profession. What can we do to improve our chances of beating our competition and winning more sales? There are a whole lot of things to do that can help you win more often by establishing a sight competitive edge.
Here are a few things to do…
Upgrade your image. This means clothing, grooming…the works.
Upgrade your attitude. Always be positive, always be pleasant.
Upgrade your listening skills. Ask probing questions and then listen. Buyers will tell you what you need to know to make the sale.
Upgrade your product knowledge. Devote regular time to establishing and maintaining expert status on your product or service and your industry.
Keep your sales skills honed with books, tapes and seminars.
Hang out with top producers, winners. Learn how they do things.
Upgrade your sales tools. Software, prospect lists, website, new lead generating methods.
Prioritize your work. Know what is most important and what is less important.
Observe prime selling hours. Don’t waste any prime time. Do other non-selling things during non-prime hours.
Always ask for the order. That’s why you have a job.
Don’t give up if prospects say no. No means non-yes. Keep trying.
Always ask for a referral. If you are good customers will be happy to help you.
These are a handful of ways to be a better salesperson than your competition. There are more, but following my advice will be a great start to separate you from the competition and will give you the edge you need to win in 2009.
Friday, November 28, 2008
Hunters and Farmers
Some time ago someone unknown to me coined the term hunter and farmer to classify types of salespeople. In terms less kind, Scott Alexander, in his classic sales book “Rhinoceros Success”, separated salespeople into two categories, farm yard animals and jungle animals.
Rhinoceroses are formidable
Alexander noted that farm yard animals are fenced in and are content. They enjoy the security of the farm. While jungle animals are out in the wild, on the prey, moving quickly, trying to win the day by being faster, stronger and cleverer than their opposition. He paints a picture of a 3,000 pound animal with thick skin on the run that is just about impossible to stop.
There really are hunters and farmers
In the real world, my world, there are farmers and hunters. I see them every day. There is nothing wrong with being either, or a mix of both, until bad times arrive.
What happened?
In the beginning of their journeys, all entrepreneurs were hunters. They prowled the jungle for new business and, more often than not, bagged the big ones. As they established their businesses, they had less time to hunt and were required to spend more time farming their customer base for the next repeat order.
Automotive suppliers and their dilemma
The farming phenomenon is amplified when doing business in Detroit. In the automotive supplier category companies are required to pay close attention to their existing customers in order to keep orders flowing and customers satisfied. A handful of very big and profitable customers are hard to land and easy to lose. Smart entrepreneurs changed their ways once their hunting days were over. Farmers they became. Relationships and customer service drove and maintained business. They also prospered.
Nothing wrong with farming until the bottom drops out
Something happened to the domestic automotive business over time. There is nothing good to report. The bottom of the business, particularly in the Detroit region, has officially dropped. Not quite out of site, but dropped nonetheless. The industry is in a pickle. Automotive suppliers and everyone benefiting from their legacy of success (read my last post) are trimming, cutting and closing. It is ugly.
The cheese has moved (another favorite book of mine)
There is a core of automotive suppliers that are strong and tough enough to keep their doors open while making the changes required to continue their operations. Specifically, they will regroup, retool, plan and move forward. There is going to be a new economy and they understand that they will have to work their way back for the chance to play in new industries and return to prosperity.
They don’t know how or forgot how to hunt
These struggling companies need help with change. They understand that they need to change. Change means finding new customers in different industries, to replace their lost automotive business. The domestic automotive industry will never be the same and it may go away for ever. In order to land new business they need to get back in the proverbial jungle and hunt for new opportunities. It is sad to say, but most of them don’t know how or forgot how to hunt for new business.
Help is here
I’m happy to report that our federal, state, county and local governments, coordinating with our network of colleges, universities and service organizations are doing everything they can to help individual companies survive. They have programs, training, hands on and self-help initiatives and sometimes financial aid to help struggling companies, particularly those harmed by unfair trade or the decline of the domestic automotive industry.
Is it you?
If I have just described you, and if you need a helping hand, contact me. I can help.
dave@davebilbrey.com
Rhinoceroses are formidable
Alexander noted that farm yard animals are fenced in and are content. They enjoy the security of the farm. While jungle animals are out in the wild, on the prey, moving quickly, trying to win the day by being faster, stronger and cleverer than their opposition. He paints a picture of a 3,000 pound animal with thick skin on the run that is just about impossible to stop.
There really are hunters and farmers
In the real world, my world, there are farmers and hunters. I see them every day. There is nothing wrong with being either, or a mix of both, until bad times arrive.
What happened?
In the beginning of their journeys, all entrepreneurs were hunters. They prowled the jungle for new business and, more often than not, bagged the big ones. As they established their businesses, they had less time to hunt and were required to spend more time farming their customer base for the next repeat order.
Automotive suppliers and their dilemma
The farming phenomenon is amplified when doing business in Detroit. In the automotive supplier category companies are required to pay close attention to their existing customers in order to keep orders flowing and customers satisfied. A handful of very big and profitable customers are hard to land and easy to lose. Smart entrepreneurs changed their ways once their hunting days were over. Farmers they became. Relationships and customer service drove and maintained business. They also prospered.
Nothing wrong with farming until the bottom drops out
Something happened to the domestic automotive business over time. There is nothing good to report. The bottom of the business, particularly in the Detroit region, has officially dropped. Not quite out of site, but dropped nonetheless. The industry is in a pickle. Automotive suppliers and everyone benefiting from their legacy of success (read my last post) are trimming, cutting and closing. It is ugly.
The cheese has moved (another favorite book of mine)
There is a core of automotive suppliers that are strong and tough enough to keep their doors open while making the changes required to continue their operations. Specifically, they will regroup, retool, plan and move forward. There is going to be a new economy and they understand that they will have to work their way back for the chance to play in new industries and return to prosperity.
They don’t know how or forgot how to hunt
These struggling companies need help with change. They understand that they need to change. Change means finding new customers in different industries, to replace their lost automotive business. The domestic automotive industry will never be the same and it may go away for ever. In order to land new business they need to get back in the proverbial jungle and hunt for new opportunities. It is sad to say, but most of them don’t know how or forgot how to hunt for new business.
Help is here
I’m happy to report that our federal, state, county and local governments, coordinating with our network of colleges, universities and service organizations are doing everything they can to help individual companies survive. They have programs, training, hands on and self-help initiatives and sometimes financial aid to help struggling companies, particularly those harmed by unfair trade or the decline of the domestic automotive industry.
Is it you?
If I have just described you, and if you need a helping hand, contact me. I can help.
dave@davebilbrey.com
Thursday, November 20, 2008
Save A Salesman - Save Our Economy
There is a business slowdown in America. Blame whoever you may. I sure have some well formed thoughts about what happened and why, but I think that we should be looking for answers, searching for solutions.
We’re still open for business
How bad is the economy? Well, in some niches, things are bleak, but, for the most part, commerce is happening all around us. People are buying and selling things. Business has not stopped. America is still open for business.
The solution to the slow economy is more sales
When a sale is made there is a substantial trickle down effect on the economy. For example: Tracing the money distribution trail of an automobile sale can get complicated in a hurry. How many companies, how many people get a piece of the pie when a car is sold? Yes, the salesman (saleswoman) earns a commission, as does the dealership and all employed. The car maker earns revenue, as do all of the suppliers, their employees, raw materials distributors, shipping companies, packagers, miners, grocers, barbers, dog groomers, and the financiers that loan everyone in the food chain money. (Forgive me if I missed you in my example)
A salesman is a terrible thing to waste
It might sound silly, but I’m convinced that salespeople are the answer to the economy and have the potential to turn things around in a hurry.
There is no such thing as a bad salesman
As in any other professional category, there are good ones and some not so good ones. Those who sell less typically earn less, so there is a natural balance to the system. We need salespeople performing at any level now more than ever.
Support your local salesman
If you are considering investing in your future, think about investing in your sales team. Give them training, support and the tools needed to open up new accounts in new markets to jump start growth that will turn things around. This strategy is the only rational fundamental self-help answer for business to boot strap back to success.
No salesman left behind
If you employ salespeople and if they are willing to get out there and fight for business, you are on the right track. They need leadership and your support. If they need encouragement or a kick in the duff, it is your duty.
Good luck and good selling
Let me know if you need my help. www.davebilbrey.com
We’re still open for business
How bad is the economy? Well, in some niches, things are bleak, but, for the most part, commerce is happening all around us. People are buying and selling things. Business has not stopped. America is still open for business.
The solution to the slow economy is more sales
When a sale is made there is a substantial trickle down effect on the economy. For example: Tracing the money distribution trail of an automobile sale can get complicated in a hurry. How many companies, how many people get a piece of the pie when a car is sold? Yes, the salesman (saleswoman) earns a commission, as does the dealership and all employed. The car maker earns revenue, as do all of the suppliers, their employees, raw materials distributors, shipping companies, packagers, miners, grocers, barbers, dog groomers, and the financiers that loan everyone in the food chain money. (Forgive me if I missed you in my example)
A salesman is a terrible thing to waste
It might sound silly, but I’m convinced that salespeople are the answer to the economy and have the potential to turn things around in a hurry.
There is no such thing as a bad salesman
As in any other professional category, there are good ones and some not so good ones. Those who sell less typically earn less, so there is a natural balance to the system. We need salespeople performing at any level now more than ever.
Support your local salesman
If you are considering investing in your future, think about investing in your sales team. Give them training, support and the tools needed to open up new accounts in new markets to jump start growth that will turn things around. This strategy is the only rational fundamental self-help answer for business to boot strap back to success.
No salesman left behind
If you employ salespeople and if they are willing to get out there and fight for business, you are on the right track. They need leadership and your support. If they need encouragement or a kick in the duff, it is your duty.
Good luck and good selling
Let me know if you need my help. www.davebilbrey.com
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