OK, so you’re not a great sales person. Maybe you don’t even like it. But if your business is becoming more dependent on being “that sales person”, here are a couple of quick ideas, tiny changes if you will, to becoming more successful at sales.
In fact, you might even find it easier to sell, especially when you make these three changes in your approach.
So here’s a 30 second lesson to help you capitalize on those big opportunities and even some smaller ones too!
Ready?
• CHANGE #1: Describe what you’re selling as a “verb” rather than a “noun.” For example, you’re selling bowling. That’s a “noun” Stop! Sell a “verb” (entertaining, team-building, socializing, and partying). If you think that your job is to sell “bowling” (a noun), you’ll talk to the customer about product features. If you think your job is to sell “team-building” (a verb), you will tend to uncover your customer’s team-building needs. Then you can show him/her how your offering can fulfill that need.
• CHANGE #2: Think about selling as helping the customer rather than making a sale. To do this, you simply stop thinking of the sales process as “persuading”, “convincing”, “cajoling”, “B.S.ing”, etc. Wipe these terms out of your mind and start thinking about how you can visualize, with the customer, how (if they had your product) their problems might be solved and their goals achieved.
• CHANGE #3. Consider a sales call successful even when you don’t make a sale. It’s not always about making the sale. It’s not even about “winning”. If you sell something that somebody really doesn’t want, only two (2) things can happen and both of them are bad. One, the customer will gives it back to you and ask for his money back and two; the customer will never buy from you again. Make it clear to yourself and the customer, on your very first contact, that your offering may not be for him/her and, if you really can’t help him solve his problem, you are more than willing to leave.
• And the most important change. You will make more sales…and maybe even get to like it!
What do you think?
Thursday, January 21, 2010
Monday, January 18, 2010
Trust
Reading a new book by Chris Brogan called "Trust". It is about the development and importance of trust between a business and its customers as well as its potential customers.
Got me to thinking about the trust between a business and its employees. Often I hear comments such as: "my employees don't implement the programs." "I don't trust them to get it done." "I don't trust them to even try."
Pretty powerful words coming from the heartland of America. Why don't you trust your employees to implement?
Is it because you hired bad employees to start with or that you didn't train them to set goals, decide on strategies, tactics and timetables to get it done?
And then hold them accountable!
Or was it because they violated your trust a long time ago and you're still suspicious or you are convinced they just don't care?
Whatever the reason, you need to build back the trust element between your employees and you. If you cannot accomplish this, either get new employees or sell the business because, long-term, if you can't build trust with your employees, how can you build trust with your customers?
Got me to thinking about the trust between a business and its employees. Often I hear comments such as: "my employees don't implement the programs." "I don't trust them to get it done." "I don't trust them to even try."
Pretty powerful words coming from the heartland of America. Why don't you trust your employees to implement?
Is it because you hired bad employees to start with or that you didn't train them to set goals, decide on strategies, tactics and timetables to get it done?
And then hold them accountable!
Or was it because they violated your trust a long time ago and you're still suspicious or you are convinced they just don't care?
Whatever the reason, you need to build back the trust element between your employees and you. If you cannot accomplish this, either get new employees or sell the business because, long-term, if you can't build trust with your employees, how can you build trust with your customers?
Sunday, January 10, 2010
The Value of Value
Some guy bought a new fridge for his house.
To get rid of his old fridge, he put it in his front yard and
hung a sign on it saying: "Free to good home. You want it, you take it."
For three days the fridge sat there without anyone looking twice.
He eventually decided that people were too mistrustful of this deal. So he changed the sign to read: "Fridge for sale $50."
The next day someone stole it!
It's amazing what happens when you place a real value on your product.
All too often, we see promotions that proclaim a price special, a discount or a great offer.
Problem is, with the exception of the customers who are already in your center, no one knows if it is a good value or not.
Better to proclaim the value than not to proclaim it.
Otherwise how does the customer know if he is getting "value"?
Now imagine if inside of your email (where you are delivering your offer), you had several testimonials from customers actually proclaiming what a great value your offer represented...and how satisfied they were for buying your product?
Instant credibility and value. You win. And so does your customer.
What do you think?
To get rid of his old fridge, he put it in his front yard and
hung a sign on it saying: "Free to good home. You want it, you take it."
For three days the fridge sat there without anyone looking twice.
He eventually decided that people were too mistrustful of this deal. So he changed the sign to read: "Fridge for sale $50."
The next day someone stole it!
It's amazing what happens when you place a real value on your product.
All too often, we see promotions that proclaim a price special, a discount or a great offer.
Problem is, with the exception of the customers who are already in your center, no one knows if it is a good value or not.
Better to proclaim the value than not to proclaim it.
Otherwise how does the customer know if he is getting "value"?
Now imagine if inside of your email (where you are delivering your offer), you had several testimonials from customers actually proclaiming what a great value your offer represented...and how satisfied they were for buying your product?
Instant credibility and value. You win. And so does your customer.
What do you think?
Friday, January 8, 2010
Bad Ads
What Makes an Ad Bad?
Bad ads are intrusive.
Used to be that adverting theory said that intrusion is good. Not anymore. Consumers won't stand for it. They want information when they want it. Do you think that TV advertising has been declining for any other reason than the growth of the internet? It is the internet that let's people CHOOSE.
And choice is the operative word in today's marketing. Giving people a choice is what we need to do to market our products.
Where you draw the line is up to you -- but we feel that an ad meeting any one of the following criteria qualifies as intrusive:
1. You can't turn it off. You can close a magazine and turn off the television, but you can't avoid spam.
2. It enters your home without permission. Pardon me, Mr. Telemarketer, may I see your invitation?
3. You're a captive audience. This can be in schools, in movie theaters, at a urinal, or waiting for your receipt at the ATM.
4. It doesn't support anything, or it costs you money. Radio ads support free programming, but you pay, directly or indirectly, for faxed ads and junk e-mail.
Bad ads are intrusive.
Used to be that adverting theory said that intrusion is good. Not anymore. Consumers won't stand for it. They want information when they want it. Do you think that TV advertising has been declining for any other reason than the growth of the internet? It is the internet that let's people CHOOSE.
And choice is the operative word in today's marketing. Giving people a choice is what we need to do to market our products.
Where you draw the line is up to you -- but we feel that an ad meeting any one of the following criteria qualifies as intrusive:
1. You can't turn it off. You can close a magazine and turn off the television, but you can't avoid spam.
2. It enters your home without permission. Pardon me, Mr. Telemarketer, may I see your invitation?
3. You're a captive audience. This can be in schools, in movie theaters, at a urinal, or waiting for your receipt at the ATM.
4. It doesn't support anything, or it costs you money. Radio ads support free programming, but you pay, directly or indirectly, for faxed ads and junk e-mail.
Sunday, January 3, 2010
A Good Idea
My clients frequently ask me how I come up with my ideas; how I can be so creative? I tell them that its only the good ideas they see.
The bad ideas are under my pillow.
But people are sometimes afraid of bad ideas. They think they will look stupid or it will be criticized or, worse, waste time and money.
So what?
To get one good idea you need to go through a whole bunch of bad ideas; in fact we all fail more than we succeed. The greatest hitter in history, Ted Williams, only got on base 4 out of 10 times...in his best season!
The web lets you test ideas, prices, delivery options, headlines and even colors, layouts and copy. In fact, you can test as many ideas as you can control and measure them very, very quickly. How can you fail?
So why are we so hard on ourselves?
Is it because we fear failure or fear success (which has its own set of issues to be dealt with)?
Ask yourself how many bad ideas you have each month. If the answer is "zero" then the number of good ideas you have has to be "less" than zero.
The bad ideas are under my pillow.
But people are sometimes afraid of bad ideas. They think they will look stupid or it will be criticized or, worse, waste time and money.
So what?
To get one good idea you need to go through a whole bunch of bad ideas; in fact we all fail more than we succeed. The greatest hitter in history, Ted Williams, only got on base 4 out of 10 times...in his best season!
The web lets you test ideas, prices, delivery options, headlines and even colors, layouts and copy. In fact, you can test as many ideas as you can control and measure them very, very quickly. How can you fail?
So why are we so hard on ourselves?
Is it because we fear failure or fear success (which has its own set of issues to be dealt with)?
Ask yourself how many bad ideas you have each month. If the answer is "zero" then the number of good ideas you have has to be "less" than zero.
Thursday, December 31, 2009
You Matter
One of the all time marketing all stars on the planet is Seth Godin, author, speaker, consultant and internet guru. I wish I was as smart as him. He wrote an article a while back that I have held for New Years Eve. Its not really about marketing, but in a way it is about "approach"; the way we all view what matters to us, what is important and what works for us. And ultimately how we engage other people. So maybe it really is about marketing. I'll let you decide.
Please enjoy this.
You Matter
by
Seth Godin
When you love the work you do and the people you do it with, you matter.
When you are so gracious and generous and aware that you think of other people before yourself, you matter.
When you leave the world a better place than you found it, you matter.
When you continue to raise the bar on what you do and how you do it, you matter.
When you teach and forgive and teach more before you rush to judge and demean, you matter.
When you touch the people in your life through your actions (and your words), you matter.
When kids grow up wanting to be you, you matter.
When you see the world as it is, but insist on making it more like it could be, you matter.
When you inspire a Nobel prize winner or a slum dweller, you matter.
When the room brightens when you walk in, you matter.
And when the legacy you leave behind lasts for hours, days or a lifetime, you matter.
On this eve of the New Year, I wish all of you love and laughter, health and happiness and peace and prosperity. Thank you for reading my blog and thank you for your comments and good wishes.
Please enjoy this.
You Matter
by
Seth Godin
When you love the work you do and the people you do it with, you matter.
When you are so gracious and generous and aware that you think of other people before yourself, you matter.
When you leave the world a better place than you found it, you matter.
When you continue to raise the bar on what you do and how you do it, you matter.
When you teach and forgive and teach more before you rush to judge and demean, you matter.
When you touch the people in your life through your actions (and your words), you matter.
When kids grow up wanting to be you, you matter.
When you see the world as it is, but insist on making it more like it could be, you matter.
When you inspire a Nobel prize winner or a slum dweller, you matter.
When the room brightens when you walk in, you matter.
And when the legacy you leave behind lasts for hours, days or a lifetime, you matter.
On this eve of the New Year, I wish all of you love and laughter, health and happiness and peace and prosperity. Thank you for reading my blog and thank you for your comments and good wishes.
Sunday, December 27, 2009
The Comfort Zone
I took the week off; hardly opened the computer, but still addicted to Blackberry so was able to check messages and send some emails.
On Christmas day, I woke up in Santa Monica California; sunshine and 65 degrees, It was the first time, in many a year, that I woke up in a warm climate on Christmas It seemed strange to be jogging around palisades park, near the ocean, in shorts and t shirt.
This is usually the time of the year I get my winter gear out and jog through central park in the snow. That's when I feel all wintry. Hard to get Wintry in southern California.
Clearly, I was out of my comfort zone. And it wasn't a bad thing.
This change of venue did me good. I thought about new ways to use social networks to promote my clients business; books I want to read and new strategies I want to test and implement.
Want to get out of your comfort zone and get your creative juices going? Try some of these techniques
Listen to a TV news station whose views are opposite your views. See what you can earn. At worst, you'll pick up some ammunition to use in cocktail party chatter
Listen to your teenagers music or watch MTV, VH1 or Spike TV and get some new input about this key bowling segment (15 to 29 yr olds)
Visit different stores and test their customer service; what can you learn from them?
Read "Getting Things Done" by David Allen; a great book about managing your time and working efficiently
Sometimes, getting out of the comfort zone gets us thinking in new ways. Give it a try
On Christmas day, I woke up in Santa Monica California; sunshine and 65 degrees, It was the first time, in many a year, that I woke up in a warm climate on Christmas It seemed strange to be jogging around palisades park, near the ocean, in shorts and t shirt.
This is usually the time of the year I get my winter gear out and jog through central park in the snow. That's when I feel all wintry. Hard to get Wintry in southern California.
Clearly, I was out of my comfort zone. And it wasn't a bad thing.
This change of venue did me good. I thought about new ways to use social networks to promote my clients business; books I want to read and new strategies I want to test and implement.
Want to get out of your comfort zone and get your creative juices going? Try some of these techniques
Listen to a TV news station whose views are opposite your views. See what you can earn. At worst, you'll pick up some ammunition to use in cocktail party chatter
Listen to your teenagers music or watch MTV, VH1 or Spike TV and get some new input about this key bowling segment (15 to 29 yr olds)
Visit different stores and test their customer service; what can you learn from them?
Read "Getting Things Done" by David Allen; a great book about managing your time and working efficiently
Sometimes, getting out of the comfort zone gets us thinking in new ways. Give it a try
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