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How To Go Perpendicular In Your Sales Territory
First and foremost are you thinking Strategically? "Do you have what it takes to do what it takes?" 1. Did you achieve all of your personal goals in 2004? 2. Did you achieve all of your professional goals in 2004? 3. Did you have double-digit sales growth in 2004? 4. Are you expecting to achieve double-digit growth during 2005? 5. If not why not? (You'll need some QUIETIME for this one) If the skills you used during 2004 weren't sufficient to enable you to over achieve your sales plan what makes you think last year's selling skills will enable you to achieve your sales plan during 2005? What's needed is some radical thinking - let me explain. One of the best ways to outfox the competition is to stop thinking like them. For example, you might want to consider Christopher Columbus (1451 - 1506) as a role model. Back in those days - sailors sailed close to the coastline. Rumor has it that the deck hands on those early ships used to panic whenever they lost sight of the coastline. Naturally they feared for their lives because they believed, they all believed that the world was flat. During the 1400's all of those ship's captains literally hugged the coastlines of Europe - the man who was credited with discovering America chose courage, vision, and optimism when he steered his ships perpendicular to the coastline in his quest to discover the New World. In his new book, "Discover Your Genius - How To Think Like History's Ten Most Revolutionary Minds," author Michael Gelb offers this question - "in what ways do you hug the coastline of the familiar?" Question in what ways are you hugging the coastline in your territory? Another question how can you go perpendicular in your territory? These days it's hard to discover new worlds. It's not so hard however, to discover new ways to outsmart your competition and new ways to position yourself as your customer's/prospects primary source. You gotta think Perpendicular! Let's face it you have to become better if you want to achieve better results. The subject is "competition." The emphasis however is going to be how you can outfox them and hopefully get bigger and better results. Here's one way you can outfox your competition. The single most important thing you can do every day to improve your numbers is: first, I have to tell you a story. My wife Bernadette has four girlfriends that she sees regularly. Occasionally, I'll be invited out to dinner with them as the token male. Recently, at one such dinner I was seated next to Daphne - a director at Baxter Healthcare. She started talking about her girlfriend. Now, Daphne knows about the work I do. She told me about her girlfriend who was a working single mom in sales for Baxter. Daphne went on to say that her girlfriend has been the number one sales representative for this particular division of Baxter for the last six consecutive years. By now, I was sitting on the edge of my chair, dying to find out what her secret was. Daphne went on to explain that her girlfriend's secret was simple. Yes - her secret is simple but you may not like it. The single most important thing Daphne's girlfriend does every day is to make one more sales call whenever she thinks about ending the day. Naturally, this takes a great deal of self-discipline. But I suspect the reward in this case justifies the effort. Just imagine that adds up to 250 additional sales calls a year, 1250 sales calls in five years, 2500 additional sales calls in ten years, and if you are able to keep up the pace it would being 5000 additional sales calls over a 20 year period. If you want to be #1 in your sales organization you must have a written goal in order to achieve that objective. Having an objective is not enough you must have an action plan. I believe Daphne's girlfriend is onto something. Do you have what it takes? It doesn't matter as long as you do what it takes. Imagine the results you'll achieve when you adopt the discipline, "One more call" and become more daring and Perpendicular in your territory. If you want to succeed you gotta do whatever it takes. Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com
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Coaching Top 5 Characteristics of Great Salespeople I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. It all started when they were a kid, selling lemonade from their lemonade stand for a dime, or selling magazines door to door. But this is really more a reflection of the family environment that they grew up in that may have encouraged or necessitated this than anything else. Even if you did not sell seeds or magazine subscriptions door to door as a kid, you still have a chance at greatness in sales. Sales Discipline: Five Steps To Recover From A Lost Sale Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally and to become negative. If you give in and allow the lost sale to affect your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales. Customers Do Not Know How To Ask Good Questions That Is Your Job Customers will ask you a question and you'll proceed to talk about your product. That is why you are not making more sales. It is your product knowledge that keeps getting in the way. Not that you do not have enough product knowledge trust me you have plenty. It is that you are not listening to what your customer is truly asking you. You are taking their questions or statements literally instead of trying to clarify what it is they are truly asking you. Why Salespeople Dont Take Risks Proponents of traditional sales training simply teach the material, sometimes in a very entertaining format, but they place the responsibility for using the material on the salesperson. The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you are going to encourage complete strangers to part with their money to buy what you are selling! Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site... Turning Sales Techniques Into Sales Success! The goal of all sales training is not just to teach solid selling principles and techniques, but to actually help participants increase the number of new accounts (products and/or services) they sell and improve their multiple sales ratios. Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their daily transactions. See my article, The Processionary Caterpillar Syndrome Costs You Sales? Cutting Through Stalls and Objections It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen: Sales Prospects Avoiding You? This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this as well. Every time I have talked to him, he has been very interested and seemingly aware of the problem in his company that our product can help solve. I sell print management and print tracking software and the prospect acknowledged that the cost of printing is an issue for his organization. Last time we talked, he indicated he needed to gather some information regarding his current operating cost (which we most likely would be able to cut) before coming in for a demo. But when I called back at the time we had agreed upon, I kept getting voicemail. I have not been able to get him on the phone and he doesn't respond to the voicemails I left either. What do you recommend I do?" When Sales Prospects Won't Take Your Calls Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. Busting Your Assumptions: Effective Probing Techniques for Sales Professionals Do you find yourself making these kinds of assumptions? Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'. Nine Common Mistakes Salespeople Make 1. They talk instead of LISTEN. Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over". The Art of Backend Selling The art of backend selling Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. Business Appointment Success or Failure One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you? Secrets to Getting in Front of Your Best Prospects As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects. Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Theres a Referral for Everyone I worked for years as a mortgage loan officer. During this time I worked with two very successful loan officers, however, their styles were polar opposite. These two guys were opposites to the point where they basically did not like each other, and spent most of the day avoiding one another.
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