Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career. You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.
Successful salespeople do not sell: they help. Their attitude is: I can not help you unless I get to see you, and I certainly can’t help you unless you buy something from me. Successful salespeople really believe that what they do helps the people and clients they do it for. That’s what makes them so successful and that is also what makes them such high earners. Money is a by product of this belief system.
Top salespeople believe they are the best at what they do; they believe their company is the best at what it does; and, they believe their products and services are the best. As a result of this belief and commitment, top salespeople not only feel it is their obligation to make sure clients buy from them, but, truly believe that if they allow a client or prospect to buy from the competition, they have done that client a horrible disservice by allowing them to buy second best.
ONLY 48 MORE HOURS TO SIGN UP
If you’re interested in learning more about what successful salespeople do to be the best, attend my 90 minute webinar: “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th at 12 Noon Eastern Time. For more information and to sign up CLICK HERE.
With the success of February’s prospecting skills webinar, I’m keeping the momentum going and announcing my next Warren Greshes selling skills webinar: “Face to Face Selling: Make Great Presentations and Close More Sales.” The date and time for this 90 minute webinar is: March 24, 2011 at 12 Noon Eastern Standard Time (11AM Central, 10AM Mountain, 9AM Pacific). If you are interested in sharpening your sales presentation skills, asking the kind of questions that will have prospects telling exactly what they want and need, and make closing so easy prospects will sell themselves, sign up right now. All you need to take part in this 90 minute session is either, a phone, a PDA, a laptop or a desktop.
Going on a sales appointment and delivering a presentation is not as easy as grabbing your briefcase or laptop, getting in your car and showing up. Of course, it can be that easy, but only if you don’t want to get the sale.
There are certain steps you need to follow that will significantly increase your odds of landing the client. In this 90 minute webinar, I will go through a step by step breakdown of the face to face sales presentation that I know will help you improve your closing ratios.
In “Face to Face Selling: Make Great Presentations and Close More Sales,” we will cover the seven key areas of the face-to-face selling process:
1. How to quickly establish rapport with the prospect and find “common ground.”
2. How to use my “Present-Interview-Present” technique to ask the kind of questions that will have prospects spilling their guts about what they want and need.
3. The difference between a “Sale” and a “Long-term, loyal client.”
4. How to turn the information prospects give you into a focused, effective, trial close that will have them selling themselves.
5. How to close quickly and easily and not get sucked into the nightmare of, “I have to think about it.”
6. How to handle and turn around objections.
7. What to do after the sale is closed.
Sign up right now by going to our sign-up page.
If you attend this program and implement the ideas you learn, here’s what will happen:
- You will learn a questioning technique that guarantees you’ll be able uncover the specific needs of every, single prospect;
- Because of your new-found ability to uncover needs, your presentations will be FAR more focused, and definitely more effective.
- You will increase your repeat business because you’ll be filling needs; not just selling whatever the heck you can and getting out.
- Closing will be WAY easier, your closing ratio will go sky-high and you’ll make a lot more money.
During this 90 minute webinar, which you can attend either via phone or webcast, you will have the opportunity to ask me any questions related to your face-to-face selling effort. In fact, you’ll have the opportunity to send in questions before and during the event. So sign up now and start giving some thought to what questions you want answered.
I’m sure you’re wondering, “What’s all this great information going to cost me?” To attend this seminar your total investment is $79. But wait, if you register before March 15th, you only pay $69. But, if you want an even better deal, sign up 5 or more people from your company and get 25% off, leaving you with a cost of only $59 per person.
And that’s not all. THERE’S FREE STUFF! Aside from an informative, entertaining and idea packed 90 minutes, here’s what else you will receive for your investement:
- A digital Mp3 recording of the entire session which you can download to your computer and listen to as much and as long as you want.
- A free copy of my online audio program, Supercharged Selling: The Power to be the Best.
So sign up now and join me on March 24th at 12 Noon EST for a session that’s guaranteed to jump start your sales effort.
To your continued success!
Anyone who knows me knows I have one really bad vice: Baseball. I’ll watch any baseball game. But more specifically, I’m an out of control fan (sufferer) of the San Francisco Giants and have been since 1957 when they were the New York Giants.
Baseball has something called “The Sophomore Jinx.” Throughout its long history, baseball has seen hundreds, if not thousands, of rookies have great success in their first season only to die a horrible death in their second season in the major leagues: hence, “The Sophomore Jinx.” Some of these players recover and go on to have great careers (Giants Hall of Famer Willie McCovey immediately comes to mind), while many others just fade into oblivion.
This is happening right now with one of the Giants best young hitters, Pablo Sandoval. Last season, his 1st in the majors, he was one of the best hitters in the National League. This year, his performance has dropped off a cliff. Not only has his hitting died, but his fielding is worse and his conditioning, while never the best, is downright atrocious. With the Giants in the middle of the playoffs (this could be our year!), he’s been benched.
I bring this up, because while watching the Giants whip the Braves in the 1st playoff round, I was having a discussion with my Father-in-Law, Charlie Romano, on whether or not salespeople suffer from “The Sophomore Jinx.” To me, the answer is a resounding “YES!”
As with ballplayers, I’ve seen hundreds, if not thousands of salespeople have excellent 1st years only to see their production plummet in year two. The problem is: many salespeople (and ballplayers) relax after that first taste of success, because they don’t understand that all the time, energy, effort and commitment it takes to get to the top, are the same things you have to do every day just to stay on top.
Many 1st year “sales wonders” actually believe that after one very good year they’ve “Paid their dues,” and now it gets real easy; the customers will just come to them. Imagine their surprise when it doesn’t quite work out that way and year two turns into one HUGE bust? At this point, they could go in one of two directions.
One, they could take the attitude that the majority of “Sophomore Busts” take and say, “You can’t make a living in this business,” totally ignoring all the successful people that are making a great living in the same business, and quit. This attitude absolves them of all responsibility for their actions (or in the case of year two; non-action). It’s the industry’s fault, not theirs.
Or, they could do what successful salespeople do and go back to the things they were doing every single day that worked for them as rookies; things like consistent, every day prospecting and lightning-quick follow-up. In addition, just like great ballplayers, they’ll make adjustments. Great salespeople look at how their market or customers may be changing and make adjustments accordingly.
They’ll look at what their competition is doing and do something different to make them stand out. They’ll be visible and talk to prospects and customers every day while competitors hide from the “soft economy.” Instead of worrying about the size of the sale, they’ll concentrate on how good the sale is for the customer and how it will drive repeat business and expand market share.
Instead of using the economy as an excuse, they’ll use it as a weapon, by becoming consultants to their clients and giving them ideas and solutions on how to increase THEIR business, which, in turn, means more business for them.
So, if you’re currently suffering from “The Sophomore Jinx,” or have someone on your staff who is, have faith. This is not an incurable disease. However, it can only be cured by action.
Most sales forces break down into three groups: The top 10 percent are self-motivated achievers; The bottom 10 percent should be fired; and the other 80 percent are totally average. The difference between a successful sales manager and an unsuccessful one is how the manager deals with all three groups. Learn how in my latest article appearing this month in Sales Force XP magazine.
For awhile now, I’ve been reading articles and posts about how, in this new economic climate, all the rules for succeeding have changed and if you don’t change with them you will be left behind. In fact, today, I read two very well-written pieces about this same subject and finally said to myself, “Enough!”
The rules haven’t changed. What it took to be truly successful during good times are the same things you’ll need to do during this challenging economic period we’re in. The only difference is: In good times the people that weren’t following the rules were able to slide by. Now, they will be sliding off a cliff.
In one piece I read the author states, “There’s been a fundamental shift in the way people buy everything, including the B2B marketplace. Your old business model may no longer be relevant. Make no assumptions. Know current customer needs – not 2008 or 2009 or even last month’s customer needs.”
He’s right. But let me ask you this: when was it NOT a rule to know your customers’ current needs? Even in boom times that was a major key to success. If you just started doing that because the economy tanked, I’ll bet you’re digging yourself out of one hell of a deep hole.
If this concept is so new, how come I wrote an article about it in 2007, BEFORE the economy went into recession? It’s called, “Know Your Clients Businesses Backwards and Forwards.”
In the other article I read, the author makes numerous great points but acts like nobody was doing these things until the economy went into the toilet. One of the things he wrote was, “Here is another rule no longer valid today. If you continue to compete against your competition and match them point for point, you are going to lose. The only way to sell value today is to create new outcomes that go beyond what your competition is delivering. If all you do is match your competitor’s offerings, how does that separate you from the competition? All it does is commoditize you.”
Ok, tell me, when, in the history of the world, could you ever be successful by just being “as good as,” your competition? You ALWAYS had to be better to be great! In fact, I wrote an article on that same thing WAYYYYYY back in 2005 when the economy was ROLLING, titled, “Just as Good is Never Good Enough.”
Why would anyone, in good times or bad, leave their current supplier for a competitor who is only “Just as good?” But again, the truly successful have been doing this since the dawn of time. The only people who weren’t doing it were the mediocre and the bottom of the barrel. The difference being, at times, the mediocre and the lousy could do business by accident; but no more. In fact, “Doing business by accident,” was a thing of the past BEFORE the recession hit. Don’t believe me, here’s an article I wrote in July of 2008 titled, “Doing Business by Accident is Over.” DUH!!
Another comment the author made was, “Today, customers don’t want to hear book reports on your features. They want to know how your product is going to help them produce the results they are after.” Huh? What kind of boob would sell features and not solutions, regardless of the economy? Every successful person I’ve ever met has operated on this one theory: Understand who the customer is and what they truly want.
Look, I know one thing: in my 24+ years in business the ONLY thing my clients want out of dealing with me is: Increased sales! And EVERYTHING I do must lead in that direction, whether it’s the boom years of the 90’s or 2010. Listen to a podcast I recorded back in ancient times, 2005, titled, “Delivering Memorable Customer Service.” It explains the true wants of customers and the mistakes so many companies make as they get stuck on process and not on providing solutions.
I’m not trying to pat myself on the back here and look like some sort of prophet. Heck, I didn’t make this stuff up. Successful people having been doing this for centuries. Every successful person I know or have met operates exactly this way, during good times and bad. I guess that’s why the economy doesn’t seem to affect them as much as it affects the average person.