The Equalizer
Everyone that has a website has a home page. They have one home page, just one. General Motors has one home page, I have one home page, and every website has one homepage, just one. That fact creates a default level playing field. Now, what we do with the rest of our websites can tilt the scales one way or another, but we all start out equal with one home page each.
I like the dynamics. I can be working at a table at my favorite Internet cafe sipping coffee, gazing out the window wearing shorts, a sweatshirt and tennis shoes and still be in the game with anyone because of my website and Home Page. That is cool.
An Active Community
I work with a lot of Entrepreneurs. I also work with many well established operations looking to scale up sales. I speak at public meetings, and have had the pleasure of speaking at Ann Arbor Spark, TechTown SmartStart and Kauffman FastTrac classes. I get around. I meet a lot of great people with great ideas and the energy and means to reach their business goals. It’s a great place to be.
The Problem
This is a real business image killer. More often than not, when I gather business cards at meetings, the Entrepreneurs have e-mail accounts at gmail.com, yahoo.com, Comcast.net and other public services. When I see e-mail addresses other than those from their business websites, I think “small time”. If you are working on your corporate image but still receive e-mail at a public e-mail service, you are working against yourself.
Change it Immediately
If you have a website and home page, I guarantee that your vendor can set up e-mail using your website address. If you have a website, get an e-mail address up and operational as soon as possible. If you don’t have a URL and website, you can get one up and running in minutes for as little as $10 a month.
Don’t Give Back
Please, your website creates and even playing field, don’t give it back by using a public e-mail service for your business.
Saturday, April 17, 2010
Saturday, April 10, 2010
Sales Burgers
Somewhere in the mid-1980’s I was enlightened to learn about the consultative sales process. Someone gave me a Brian Tracy cassette tape and the message opened my eyes to something better. The beauty of consultative selling is that your prospect does the talking. You lead them along with probing questions and they will tell you what, why and when they are going to buy. This style is brilliant. I became a consultative salesperson at that moment and have never looked back.
The Way it Used to Be
I formally learned to sell based on an old fashion method of product demonstration, value building and a subsequent close. I learned this method in 1970 at a series of Dale Carnegie Sales Training classes. This method worked well when done right. The key to the success of the product demonstration system is to build a number of small cases for your product or service during your presentation to get your prospect saying yes. After a few yeses, you get to ask for the order. If they say no, overcome their objection(s) and start again. We refer to the key tool of this sales method as “Sales Burgers”.
Sales Burgers?
OK, a burger has three parts. A burger is two parts bread and one part meat. When making a sales presentation the three parts of the Sales Burger represent 1.) Feature 2.) Benefit 3.) Trial Close.
Here’s how it Works
Let’s assume you have cornered some innocent, unsuspecting victim who has no idea of what you are about to do to him (or her). For the sake of this posting let’s do a man-to-man event.
“Bob, I’m Dave from Acme Sales.”
Bob: “What? Who? Why?”
“If you have a moment I would like to talk to you about our new security device, a personal money protector, or PMP.”
Bob: “What?”
Get Ready, Get Set, Sell
Sales Burger # 1:
Feature: “Bob, have you ever carried a large sum of money on your body and worried that your pocket might be picked or you would lose your wallet and your money?”
Benefit: “That type of theft or loss can easily be stopped.”
Trial Close: “Wouldn’t that be a great relief?”
Bob: “Yes” (If he says, no, ask “why not” and bring out news articles and statistics to scare him)
Sales Burger # 2:
Feature:”Crooks are everywhere Bob.”
Benefit:”They can pick your wallet clean and you would never know until it was too late.”
Trial Close:”If I could show you and easy, inexpensive way to protect yourself from that kind of loss would you be interested in learning more?”
Bob: “Yes” (If he says no, you answer with “Why not” and let him defend his position. He’ll talk himself back into yes eventually)
Sales Burger # 3:
Feature:”Bob, our product is a money belt that you wear on your pants just like an ordinary belt. It has a zippered pocket on the inside that you put your valuables in.”
Benefit:”It would be next to impossible for a crook to know where your valuables are and even if they did, they would not be able to steal them.”
Trial Close:”Would a product like that put your mind at rest and give you peace of mind and security?”
Bob: “Yes”
The “For Real” Close
“OK Bob, what size waist do you have?”
Bob: “40 inches.”
“Would you prefer black, brown or one of each?”
Bob: “I would like one of each.”
“Will you pay with cash or credit?”
Bob “I’ll pay with cash.”
“Great I’ll write it up and from this moment forward your money and valuables will be a lot safer. You’ve made a great decision. Thanks. By the way, could I have the names of a few of your friends and associates that might be interested in speaking to me? Thanks again.”
My Challenge
Those sure were simpler times. The beauty of the “Sale Burger” process is that it really worked and still works. Have some fun, give it a try and find out for yourself how sales were made in the old days.
No Tricks Allowed
By the way, there is still no tricking or lying to people allowed in sales. The money belt or whatever your prospect buys from you represents real, tangible value and when they do buy they are better off. Remember, real salespeople solve problems and help others.
The Way it Used to Be
I formally learned to sell based on an old fashion method of product demonstration, value building and a subsequent close. I learned this method in 1970 at a series of Dale Carnegie Sales Training classes. This method worked well when done right. The key to the success of the product demonstration system is to build a number of small cases for your product or service during your presentation to get your prospect saying yes. After a few yeses, you get to ask for the order. If they say no, overcome their objection(s) and start again. We refer to the key tool of this sales method as “Sales Burgers”.
Sales Burgers?
OK, a burger has three parts. A burger is two parts bread and one part meat. When making a sales presentation the three parts of the Sales Burger represent 1.) Feature 2.) Benefit 3.) Trial Close.
Here’s how it Works
Let’s assume you have cornered some innocent, unsuspecting victim who has no idea of what you are about to do to him (or her). For the sake of this posting let’s do a man-to-man event.
“Bob, I’m Dave from Acme Sales.”
Bob: “What? Who? Why?”
“If you have a moment I would like to talk to you about our new security device, a personal money protector, or PMP.”
Bob: “What?”
Get Ready, Get Set, Sell
Sales Burger # 1:
Feature: “Bob, have you ever carried a large sum of money on your body and worried that your pocket might be picked or you would lose your wallet and your money?”
Benefit: “That type of theft or loss can easily be stopped.”
Trial Close: “Wouldn’t that be a great relief?”
Bob: “Yes” (If he says, no, ask “why not” and bring out news articles and statistics to scare him)
Sales Burger # 2:
Feature:”Crooks are everywhere Bob.”
Benefit:”They can pick your wallet clean and you would never know until it was too late.”
Trial Close:”If I could show you and easy, inexpensive way to protect yourself from that kind of loss would you be interested in learning more?”
Bob: “Yes” (If he says no, you answer with “Why not” and let him defend his position. He’ll talk himself back into yes eventually)
Sales Burger # 3:
Feature:”Bob, our product is a money belt that you wear on your pants just like an ordinary belt. It has a zippered pocket on the inside that you put your valuables in.”
Benefit:”It would be next to impossible for a crook to know where your valuables are and even if they did, they would not be able to steal them.”
Trial Close:”Would a product like that put your mind at rest and give you peace of mind and security?”
Bob: “Yes”
The “For Real” Close
“OK Bob, what size waist do you have?”
Bob: “40 inches.”
“Would you prefer black, brown or one of each?”
Bob: “I would like one of each.”
“Will you pay with cash or credit?”
Bob “I’ll pay with cash.”
“Great I’ll write it up and from this moment forward your money and valuables will be a lot safer. You’ve made a great decision. Thanks. By the way, could I have the names of a few of your friends and associates that might be interested in speaking to me? Thanks again.”
My Challenge
Those sure were simpler times. The beauty of the “Sale Burger” process is that it really worked and still works. Have some fun, give it a try and find out for yourself how sales were made in the old days.
No Tricks Allowed
By the way, there is still no tricking or lying to people allowed in sales. The money belt or whatever your prospect buys from you represents real, tangible value and when they do buy they are better off. Remember, real salespeople solve problems and help others.
Saturday, March 6, 2010
Don't Look Back
All The Good Times Are Past and Gone
There is a song I heard years ago on Prairie Home Companion titled “All the good times have passed and gone” I liked the song. Great melody, great harmony, bad message.
Based on what happened in 2009, it would be easy to think that the best times are behind us. I’m just not buying it.
Incubating Recover
Between Wayne State University’s TechTown, Smart Start and FastTrack and Ann Arbor’s SPARK, I have met some terrific entrepreneurs with great ideas and real business potential. We are really lucky to have these organizations and their programs in our community. They are pumping out small businesses that are our future and are the basis for our recovery. These new businesses solve real problems and have tremendous growth and earnings potential.
My Personal Recovery
According to my business calendar, my personal recovery is in full swing. I am measurably busier in 2010 than I was in 2009. It’s just how it is.
We'll Be OK!
The message is clear to me. Things are getting better. Good times are still ahead of us. Just don’t look back.
There is a song I heard years ago on Prairie Home Companion titled “All the good times have passed and gone” I liked the song. Great melody, great harmony, bad message.
Based on what happened in 2009, it would be easy to think that the best times are behind us. I’m just not buying it.
Incubating Recover
Between Wayne State University’s TechTown, Smart Start and FastTrack and Ann Arbor’s SPARK, I have met some terrific entrepreneurs with great ideas and real business potential. We are really lucky to have these organizations and their programs in our community. They are pumping out small businesses that are our future and are the basis for our recovery. These new businesses solve real problems and have tremendous growth and earnings potential.
My Personal Recovery
According to my business calendar, my personal recovery is in full swing. I am measurably busier in 2010 than I was in 2009. It’s just how it is.
We'll Be OK!
The message is clear to me. Things are getting better. Good times are still ahead of us. Just don’t look back.
Wednesday, January 27, 2010
Sales Tools to Consider in 2010
It is the second decade of the 21st century. The economy is slow and business is a challenge. As we search for solutions, I suggest that we take another look at technology.
Technology, when optimized, can make our lives easier, more efficient and can deliver positive results. Most of us have computers, software, web sites and are technically hooked up. Or, are we? In reality, most of us are not getting the full benefit from our investment in technology.
The answer is to evaluate your existing systems and determine how you can improve usage, performance and results. I have been a CRM user for years, but continue to be amazed at features and functionality that I didn’t know about or did not use. I continue to press the envelope with my CRM, but have a feeling that there is a lot more that I can do with it.
An investment in technology that isn’t fully understood is not properly configured and improperly used is equivalent to leaving money on the table. I am fortunate to have a support system to keep my business technologies current and optimized. If you need a referral, contact me.
Cool Things to Consider in 2010
Video
An infomercial video could positively change things for your business. Of course, that is if it is well done. You would be surprised at how affordable a professionally produced short video can be. Once completed, it can be viewed from your website, can be burned to DVD and distributed and can even be a hyper link on your e-mail signature line. If you have a great message, a professional video infomercial can put you over the top in 2010.
Audio
The next best thing to video is an audio commercial that can also run from your website, can be distributed on disc and can be hyperlinked to your e-mail signature. A professionally written and produced audio commercial will make your phone ring.
CRM
You may currently use a form of CRM software to manage your database and your business, but I can assure you that few salespeople or businesses are getting the maximum benefit from CRM. Ramping up the use of your current CRM or moving to a more powerful CRM platform will pay big rewards. I suggest a CRM assessment. This is clearly a “you don’t know what you don’t know” issue.
The Internet
Like CRM, most salespeople or businesses are not getting the most from the Internet, although they have made some type of investment. The World Wide Web is a terrific business tool that needs to be optimized for your business.
Websites
A great website, full of features and functionality provides a competitive advantage to sales and business. A poorly engineered, dated, website (or no website) can and will work against you. This isn’t about spending the most money; it is about getting the best website and outcomes for you and your company.
Internet Marketing Tools
Internet marketing tools, like the one I use to deliver this newsletter to you, are powerful outreach systems that can be used and managed by ordinary people and produce extraordinary results, including analytic reports that help you determine who responds to your message. An important consideration is ease of use and its ability to work with your CRM. This is a very important consideration.
Web Analytics
Web Analytics provide you with valuable information, business intelligence about who, when and why people visit your website. Analytics are your Internet website’s eyes and ears. There is some skill required to set up analytics. Once in place, analytics are easy to use and deliver valuable business intelligence.
E-Commerce
If you sell products, e-commerce is a good move. Selling things on the Internet is a main stream thing to do in 2010. There isn’t any down side. The Internet is always open for business and has no practical limits. If linked to your accounting and inventory control software e-commerce is a powerful, optimized business tool to increase sales and grow your business. This option will work best with the guidance of a trusted advisor.
Inventory Control Software
If selling products, the three things that most companies have in common are lack of tight inventory control, disparate business systems and are unsure of their cost of doing business. Get help to evaluate and fix these three prevalent business problems. An investment here can potentially deliver big returns. Making money is about selling more, but it is also about running a better operation.
Ad Words, Pay-Per-Click
This will take more than a paragraph to explain, but there is a way to attract buyers to your website by bidding and paying when Internet surfers click on your words and visit your website. This is very tricky and can be a disaster, but when correctly implemented “Ad Words” can drive a lot of business.
Social Media Sites
Last, but not least…social media is quickly emerging as an important tool for personal and business communication and promotion. Surveys tell us that LinkedIn is the best tool for business development. It’s a business to business tool to meet new people and leverage your existing relationships. It’s free and easy to use.
In Summary
I could go on, but won’t. If you are determined to make 2010 your best business year in memory, consider upgrading your technology tools and systems. And by all means don’t try to do it on your own. There a lot of educated and experienced professionals who are ready, willing and able to help you. Take advantage of the help.
Technology, when optimized, can make our lives easier, more efficient and can deliver positive results. Most of us have computers, software, web sites and are technically hooked up. Or, are we? In reality, most of us are not getting the full benefit from our investment in technology.
The answer is to evaluate your existing systems and determine how you can improve usage, performance and results. I have been a CRM user for years, but continue to be amazed at features and functionality that I didn’t know about or did not use. I continue to press the envelope with my CRM, but have a feeling that there is a lot more that I can do with it.
An investment in technology that isn’t fully understood is not properly configured and improperly used is equivalent to leaving money on the table. I am fortunate to have a support system to keep my business technologies current and optimized. If you need a referral, contact me.
Cool Things to Consider in 2010
Video
An infomercial video could positively change things for your business. Of course, that is if it is well done. You would be surprised at how affordable a professionally produced short video can be. Once completed, it can be viewed from your website, can be burned to DVD and distributed and can even be a hyper link on your e-mail signature line. If you have a great message, a professional video infomercial can put you over the top in 2010.
Audio
The next best thing to video is an audio commercial that can also run from your website, can be distributed on disc and can be hyperlinked to your e-mail signature. A professionally written and produced audio commercial will make your phone ring.
CRM
You may currently use a form of CRM software to manage your database and your business, but I can assure you that few salespeople or businesses are getting the maximum benefit from CRM. Ramping up the use of your current CRM or moving to a more powerful CRM platform will pay big rewards. I suggest a CRM assessment. This is clearly a “you don’t know what you don’t know” issue.
The Internet
Like CRM, most salespeople or businesses are not getting the most from the Internet, although they have made some type of investment. The World Wide Web is a terrific business tool that needs to be optimized for your business.
Websites
A great website, full of features and functionality provides a competitive advantage to sales and business. A poorly engineered, dated, website (or no website) can and will work against you. This isn’t about spending the most money; it is about getting the best website and outcomes for you and your company.
Internet Marketing Tools
Internet marketing tools, like the one I use to deliver this newsletter to you, are powerful outreach systems that can be used and managed by ordinary people and produce extraordinary results, including analytic reports that help you determine who responds to your message. An important consideration is ease of use and its ability to work with your CRM. This is a very important consideration.
Web Analytics
Web Analytics provide you with valuable information, business intelligence about who, when and why people visit your website. Analytics are your Internet website’s eyes and ears. There is some skill required to set up analytics. Once in place, analytics are easy to use and deliver valuable business intelligence.
E-Commerce
If you sell products, e-commerce is a good move. Selling things on the Internet is a main stream thing to do in 2010. There isn’t any down side. The Internet is always open for business and has no practical limits. If linked to your accounting and inventory control software e-commerce is a powerful, optimized business tool to increase sales and grow your business. This option will work best with the guidance of a trusted advisor.
Inventory Control Software
If selling products, the three things that most companies have in common are lack of tight inventory control, disparate business systems and are unsure of their cost of doing business. Get help to evaluate and fix these three prevalent business problems. An investment here can potentially deliver big returns. Making money is about selling more, but it is also about running a better operation.
Ad Words, Pay-Per-Click
This will take more than a paragraph to explain, but there is a way to attract buyers to your website by bidding and paying when Internet surfers click on your words and visit your website. This is very tricky and can be a disaster, but when correctly implemented “Ad Words” can drive a lot of business.
Social Media Sites
Last, but not least…social media is quickly emerging as an important tool for personal and business communication and promotion. Surveys tell us that LinkedIn is the best tool for business development. It’s a business to business tool to meet new people and leverage your existing relationships. It’s free and easy to use.
In Summary
I could go on, but won’t. If you are determined to make 2010 your best business year in memory, consider upgrading your technology tools and systems. And by all means don’t try to do it on your own. There a lot of educated and experienced professionals who are ready, willing and able to help you. Take advantage of the help.
Thursday, December 3, 2009
What is Your Problem?
You have problems. I have problems. We all have problems.
The Best Problems
There are a lot of problems we face that can be collectively solved if we focus on one or two problems.
Become a Problem Solver
OK, no fooling, if you solve problems for others you will be compensated. The compensation is usually money. Money is often the solution to many of our personal problems and can make many of yours go away.
How it Works
There are things that you know about, can do or deliverables that others will give you money for. Once you determine who needs your product or service, you can contact them and explain to them how they will be better off for dealing with you. If you both agree to work together and after this fair exchange of value occurs, both of you will be better off. You have solved a problem and your client gave you money. You use the money to solve problems of your own.
Become a Professional Problem Solver
Solving other people’s problems is what selling is really about.
The Best Problems
There are a lot of problems we face that can be collectively solved if we focus on one or two problems.
Become a Problem Solver
OK, no fooling, if you solve problems for others you will be compensated. The compensation is usually money. Money is often the solution to many of our personal problems and can make many of yours go away.
How it Works
There are things that you know about, can do or deliverables that others will give you money for. Once you determine who needs your product or service, you can contact them and explain to them how they will be better off for dealing with you. If you both agree to work together and after this fair exchange of value occurs, both of you will be better off. You have solved a problem and your client gave you money. You use the money to solve problems of your own.
Become a Professional Problem Solver
Solving other people’s problems is what selling is really about.
Monday, November 23, 2009
Basic Sales Truths Work in Real Life
I flew to Iowa last Thursday
I spent a long week-end in the Quad cities.
I went to see my daughter and her family. Her husband was transferred last year. He was told to move or lose his job. Nice. They have three beautiful children that I haven’t seen in months. Boy 9, girl 7, girl 4. They are precious cargo and I am greatly blessed for the chance to spend quality time with them.
No Surprises
We had a happy and loving reunion. The kids have grown and had a lot to show and tell me.
Until...
As we settled down for the evening it was me and the three children on the big couch hugging and watching television. I was in a good place to be. That is until they put the “Veggie Tales” in the DVD player.
If you aren’t familiar with “Veggie Tales, The Dance of the Cucumber”, it is an animate movie about a Larry the Cucumber and Bob the Tomato who sing and play with other vegetables. Not my idea of how to spend an evening.
I had to make a quick decision. Should I watch the singing vegetables and have my grand kids hug my neck for two hours or leave and watch the History Channel in the other room. The decision was not even close. Hugs and vegetables won, hands down.
The Lesson
This is a sales classic. According to Zig Ziglar, “You can get anything you want if you give others what they want”. I wanted hugs and kisses and paid a very small price to get a big return. They wanted hugs and kisses and the Veggie Tales. That was a win-win. It is a great example of the truth we face daily as professional salespeople.
Thanks to Larry and Bob
I spent a long week-end in the Quad cities.
I went to see my daughter and her family. Her husband was transferred last year. He was told to move or lose his job. Nice. They have three beautiful children that I haven’t seen in months. Boy 9, girl 7, girl 4. They are precious cargo and I am greatly blessed for the chance to spend quality time with them.
No Surprises
We had a happy and loving reunion. The kids have grown and had a lot to show and tell me.
Until...
As we settled down for the evening it was me and the three children on the big couch hugging and watching television. I was in a good place to be. That is until they put the “Veggie Tales” in the DVD player.
If you aren’t familiar with “Veggie Tales, The Dance of the Cucumber”, it is an animate movie about a Larry the Cucumber and Bob the Tomato who sing and play with other vegetables. Not my idea of how to spend an evening.
I had to make a quick decision. Should I watch the singing vegetables and have my grand kids hug my neck for two hours or leave and watch the History Channel in the other room. The decision was not even close. Hugs and vegetables won, hands down.
The Lesson
This is a sales classic. According to Zig Ziglar, “You can get anything you want if you give others what they want”. I wanted hugs and kisses and paid a very small price to get a big return. They wanted hugs and kisses and the Veggie Tales. That was a win-win. It is a great example of the truth we face daily as professional salespeople.
Thanks to Larry and Bob
Tuesday, September 22, 2009
Passion for Selling
Fuel For Success
One thing the great ones have in common is a passion for selling. Passion for selling provides extra energy, focus, durability and the will to win.
We all have extra interest in the things we really care about. That includes the people we love, the fun things we do and, hopefully, how we spend our time earning a living. That extra interest fuels our passion for the things that makes us happy. It generates the drive and the focus we need to chase our dreams, accomplish our goals and live happy lives.
In sales, there are a few elements that generate the passion required to win.
We Like It
First of all we must like being in sales. We are problem solvers who like to engage, learn, understand and deliver solutions to our prospects and customers. While doing so, we have to fight off our competitors. We struggle to outwit, outplay and outlast our rivals. If this is fun you, you’ve got some passion.
We Believe
Next, we can build and maintain passion for selling if we sell a product or service that we believe in for a company that we are proud to represent. It’s difficult to be selective these days, but picking the right environment matters. If you are in a bad place with a bad product and a company that you don’t believe in it is difficult to keep the passion for selling meter in the right place.
Our Rewards
Finally, the rewards for success in sales are worth the effort and can generate and maintain a passion for selling. In sales, when you do well you are highly compensated, awarded and admired by many. There is nothing that will fuel passion for selling more than getting results and making money.
The Lesson
If you have passion for selling you are or will soon become a force to be reckoned with.
One thing the great ones have in common is a passion for selling. Passion for selling provides extra energy, focus, durability and the will to win.
We all have extra interest in the things we really care about. That includes the people we love, the fun things we do and, hopefully, how we spend our time earning a living. That extra interest fuels our passion for the things that makes us happy. It generates the drive and the focus we need to chase our dreams, accomplish our goals and live happy lives.
In sales, there are a few elements that generate the passion required to win.
We Like It
First of all we must like being in sales. We are problem solvers who like to engage, learn, understand and deliver solutions to our prospects and customers. While doing so, we have to fight off our competitors. We struggle to outwit, outplay and outlast our rivals. If this is fun you, you’ve got some passion.
We Believe
Next, we can build and maintain passion for selling if we sell a product or service that we believe in for a company that we are proud to represent. It’s difficult to be selective these days, but picking the right environment matters. If you are in a bad place with a bad product and a company that you don’t believe in it is difficult to keep the passion for selling meter in the right place.
Our Rewards
Finally, the rewards for success in sales are worth the effort and can generate and maintain a passion for selling. In sales, when you do well you are highly compensated, awarded and admired by many. There is nothing that will fuel passion for selling more than getting results and making money.
The Lesson
If you have passion for selling you are or will soon become a force to be reckoned with.
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