A kid yells! A crowd explodes in enthusiasm. A tear goes streaming! An uncontrollable urge from out of this world wakes up an inner spark, then manifests into an outward flailing of arms, jumping up and down, stomping kicking and screaming like a possessed daemon of excitement. The feeling is overwhelming!
I was lucky enough to make it to a college football game last weekend. About the second quarter, we scored the third touchdown of the game, putting us ahead by 6. It wouldn’t have been that big a deal except for the fact that I was at the college I went to 20+ years ago and I had been tailgating from Friday to Sunday with old friends and some new ones. It has been a while since I felt that feeling. Did I mention the coach for the opposing team was our former coach? Lots of history!!!
The first day or two in New Orleans I kept hearing an ad on the radio that asked: “How Deep does your Fan go?” I didn’t get it. I mean, I was a fan and all but, how deep does your fan go? The question was constantly rolling around in the pin-head that I have. (Ok, big head, little brain.)
Once I “got” it, I felt it all the way into my core! Incredible! I started really thinking at that moment.
I began to wonder how many people get that feeling when they make a sale. Does it set off a spark when the sale is made? When the pen is put to paper? When the first meeting turns your way? Or is when the prospect says, “I want to buy”? Does it happen for you when the check arrives, or when you get the PO? How about when the phone call turns into a meeting? Maybe for you it’s when you get introduced at the meeting and all eyes are on you?
What is it for you?
The first step is to pay attention to your own biochemical messaging! Keep a Loony Log. Ya know, what makes you crazy happy? Keep a Loony Log for two weeks and see what get’s you excited about the sale! Your Loony Log can be as simple as a new Word document or you can capture it in a spread sheet it if you’d like! Maybe you’ll purchase a journal from one of the major bookstore/coffee shop/retail/retreats to keep your record.
Whichever medium you choose, answer these questions every day without too much thought:
Today, I got excited about my selling career when _______________.
I’m excited for tomorrow because _______________.
I can’t wait for _______________to happen again.
The more I think about _______________, the more excited I get.
After two weeks, review all your answers and see if there are any patterns. See if you can uncover what gives you that spark.
What is it that ignites your passion for your career? How deep does your fan go?
Send me your feedback! Email: rocky@mytraininganddevelopment.com.
Good Selling,
Rocky
P.S. Geaux Tigers!
For more information about sales development goto www.mytraininganddevelopment.com
Monday, November 17, 2008
Wednesday, September 10, 2008
Golf / Sales Lessons from the Course
Over the last 10 years, I must have turned down over one hundred invitations from friends and clients to play golf. I was almost anti-golf. ‘Who cares about chasing a little white ball around? Besides, if I have 5 hours to do something, I’d rather be fishing,’ was my attitude until last summer.
There were two problems with that attitude: 1) Not all of our clients fish and the clients that don’t fish all the time usually won’t catch very many fish when they do go out; and 2) Clients who do fish, generally don’t bring other potential clients with them.
Last year, I gave golf the old college try. I set a goal to gain enough business from the golf course to pay for my membership fees and all the ancillary golf equipment. After review of last year, I was more than able to directly relate business that came about due to the game of golf. ‘07 golf was a success.
This year, I decided to learn the game and my goal was to double last year’s results on the course. Not my score…but the business that I could directly relate to the golf course. I took half a dozen lessons over the winter and three more in the spring. By mid-season, my goal was attained.
Here are a few other results: I made 3 eagles (one on a par four), my best score was 84, I broke 90 four times and my game improved to only slightly embarrassing. I played golf with well over a dozen multi-millionaires. I met and got to know people I’d never have the opportunity to get to know otherwise and I learned a few lessons from these successful businessmen/golfers along the way.
# 1 - No one can be good for 4-5 hours. That was courtesy of a client that had caddied for Jack Welch. Jack loved to play golf with potential business leaders and partners alike, because he could learn about their character. One of the best ways to understand another’s character is to observe them under stress. Since golf is an individual sport, it is hard to get mad at anyone but yourself when things don’t go well. Golf and stress are synonymous.
Sales Lesson: Observe people under stress and learn their true character.
#2 - Strokes are not counted if they are about someone’s character. Great shot Bob.
There is rarely a time after someone hits a shot that the others don’t make a nice comment about the shot! Never miss the opportunity to give a stroke to someone. Strokes are sincere comments you give to others to make them feel good about themselves. If you consistently make people feel better about themselves when you are around, you will be admired and welcomed.
Sales Lesson: Give sincere compliments to your prospects and clients internal and external, and then watch them relax and observe their willingness to go the extra mile for you.
#3 - Never talk about business with your prospect until they have hit a great shot. How people perceive information has a lot to do with what is going on in there own head. On the golf course, there are different rules of engagement. Some clients like to talk shop and others like to dismiss business until the 19th hole. Learn your prospect and respect their game.
Sales Lesson: See # 1 and remember: the prospect’s mindset is important to recognize. In order to recognize it, you must first listen!
# 4 - A lesson is well-received with execution. I watched a client chip in from 20 feet off the green. After the hole was over I asked how he did it. He walked back to the spot of the previous spot, gave simple instructions while he demonstrated and chipped the ball to less than 6 inches of the hole. Execution is believable.
Sales Lesson: Walk the walk! Have conviction about what you sell.
# 5- Smart play is better than bold play, depending on your goal. If you goal is to score well, then play smart. Keep your eye on the prize!
Sales Lesson: Obstacles are what you think of when you are not thinking of your goal.
# 6 - Visualization is the key to success. If you think you can make the putt, you can. Whether it is golf, basketball or business, you must see it before it can become reality. Read: Think and Grow Rich, and The Secret for details on how to see it first.
Sales Lesson: Success starts with vision!
#7 - Poor shots often create opportunity! Just when you think all is lost is precisely when opportunity raises its head. When bad things happen to good people, view it as a test. Let the mistake get in your head, and it will cost you more! Deal with it one shot at a time. Stay in the moment.
Sales Lesson: Learn a lesson from every selling event! Move on quickly from less-than-desirable outcomes.
#8 - Course management is key. You don’t take a tennis racket to play in a football game. Not every hole requires a driver. Not every shot has to land in the fairway or the green. Learn to use the tools that are best suited for the job at hand.
Sales Lesson: Don’t force fit something and make more mistakes.
#9 -Practice when money is not on the table. The golf course is not the place to learn how to play. Take the time to go to the range. Get some lessons. The more I bleed in practice, the less I die in battle. Practice as if you were on the course.
Sales Lesson: Practice in low risk situations. When money is on the line, it is not the time to try something new.
#10 - Creating the ‘zone’ for yourself is possible and repeatable. Getting into the zone requires focus, forethought, and practice. Focus to not focus, but to react. Forethought: to think ahead, but not to over think. Practice getting in the zone to execute when it is time.
Sales Lesson: The best time to make a sale is right after you just made one.
Bonus 1: Be prepared. One of the biggest complaints I heard on the golf course this year was: “Why can’t he be ready? Stop talking, goofing off and losing focus.” When you arrive at your ball, think about your shot, don’t over think it, just get up there and hit it.
Sales Lesson: Have the humility to prepare, and the confidence to pull it off.
Bonus 2: If you want to be great at anything, hang out with people that are better at it than you. “Hang out” is short for OBSERVE CLOSELY!
The more golf you play the more money you make!
Sales Lesson: Birds of a feather flock together. If you want to make a lot of money, do as those who make a lot of money do. Think like they think. Sleep when they sleep. Eat what they eat. Walk like they walk. Talk like they talk.
In other words, if you emulate success long enough it will rub off and you will be more successful!
For more information about sales development goto www.mytraininganddevelopment.com
There were two problems with that attitude: 1) Not all of our clients fish and the clients that don’t fish all the time usually won’t catch very many fish when they do go out; and 2) Clients who do fish, generally don’t bring other potential clients with them.
Last year, I gave golf the old college try. I set a goal to gain enough business from the golf course to pay for my membership fees and all the ancillary golf equipment. After review of last year, I was more than able to directly relate business that came about due to the game of golf. ‘07 golf was a success.
This year, I decided to learn the game and my goal was to double last year’s results on the course. Not my score…but the business that I could directly relate to the golf course. I took half a dozen lessons over the winter and three more in the spring. By mid-season, my goal was attained.
Here are a few other results: I made 3 eagles (one on a par four), my best score was 84, I broke 90 four times and my game improved to only slightly embarrassing. I played golf with well over a dozen multi-millionaires. I met and got to know people I’d never have the opportunity to get to know otherwise and I learned a few lessons from these successful businessmen/golfers along the way.
# 1 - No one can be good for 4-5 hours. That was courtesy of a client that had caddied for Jack Welch. Jack loved to play golf with potential business leaders and partners alike, because he could learn about their character. One of the best ways to understand another’s character is to observe them under stress. Since golf is an individual sport, it is hard to get mad at anyone but yourself when things don’t go well. Golf and stress are synonymous.
Sales Lesson: Observe people under stress and learn their true character.
#2 - Strokes are not counted if they are about someone’s character. Great shot Bob.
Wow! That was a nice putt.
Man - that was outstanding!
Not bad, you won’t get hurt there.
You’re good. It’s gonna be okay.
There is rarely a time after someone hits a shot that the others don’t make a nice comment about the shot! Never miss the opportunity to give a stroke to someone. Strokes are sincere comments you give to others to make them feel good about themselves. If you consistently make people feel better about themselves when you are around, you will be admired and welcomed.
Sales Lesson: Give sincere compliments to your prospects and clients internal and external, and then watch them relax and observe their willingness to go the extra mile for you.
#3 - Never talk about business with your prospect until they have hit a great shot. How people perceive information has a lot to do with what is going on in there own head. On the golf course, there are different rules of engagement. Some clients like to talk shop and others like to dismiss business until the 19th hole. Learn your prospect and respect their game.
Sales Lesson: See # 1 and remember: the prospect’s mindset is important to recognize. In order to recognize it, you must first listen!
# 4 - A lesson is well-received with execution. I watched a client chip in from 20 feet off the green. After the hole was over I asked how he did it. He walked back to the spot of the previous spot, gave simple instructions while he demonstrated and chipped the ball to less than 6 inches of the hole. Execution is believable.
Sales Lesson: Walk the walk! Have conviction about what you sell.
# 5- Smart play is better than bold play, depending on your goal. If you goal is to score well, then play smart. Keep your eye on the prize!
Sales Lesson: Obstacles are what you think of when you are not thinking of your goal.
# 6 - Visualization is the key to success. If you think you can make the putt, you can. Whether it is golf, basketball or business, you must see it before it can become reality. Read: Think and Grow Rich, and The Secret for details on how to see it first.
Sales Lesson: Success starts with vision!
#7 - Poor shots often create opportunity! Just when you think all is lost is precisely when opportunity raises its head. When bad things happen to good people, view it as a test. Let the mistake get in your head, and it will cost you more! Deal with it one shot at a time. Stay in the moment.
Sales Lesson: Learn a lesson from every selling event! Move on quickly from less-than-desirable outcomes.
#8 - Course management is key. You don’t take a tennis racket to play in a football game. Not every hole requires a driver. Not every shot has to land in the fairway or the green. Learn to use the tools that are best suited for the job at hand.
Sales Lesson: Don’t force fit something and make more mistakes.
#9 -Practice when money is not on the table. The golf course is not the place to learn how to play. Take the time to go to the range. Get some lessons. The more I bleed in practice, the less I die in battle. Practice as if you were on the course.
Sales Lesson: Practice in low risk situations. When money is on the line, it is not the time to try something new.
#10 - Creating the ‘zone’ for yourself is possible and repeatable. Getting into the zone requires focus, forethought, and practice. Focus to not focus, but to react. Forethought: to think ahead, but not to over think. Practice getting in the zone to execute when it is time.
Sales Lesson: The best time to make a sale is right after you just made one.
Bonus 1: Be prepared. One of the biggest complaints I heard on the golf course this year was: “Why can’t he be ready? Stop talking, goofing off and losing focus.” When you arrive at your ball, think about your shot, don’t over think it, just get up there and hit it.
Sales Lesson: Have the humility to prepare, and the confidence to pull it off.
Bonus 2: If you want to be great at anything, hang out with people that are better at it than you. “Hang out” is short for OBSERVE CLOSELY!
The more golf you play the more money you make!
Sales Lesson: Birds of a feather flock together. If you want to make a lot of money, do as those who make a lot of money do. Think like they think. Sleep when they sleep. Eat what they eat. Walk like they walk. Talk like they talk.
In other words, if you emulate success long enough it will rub off and you will be more successful!
For more information about sales development goto www.mytraininganddevelopment.com
Tuesday, August 12, 2008
R U Avoiding the INEVITABLE?
It’s going to rain. Find something else to do.
I’m hungry. However, you knew well in advance you would be without food for the evening.
He said he was going to buy! I kind of got the feeling early on that this was a big game for him and he was not that interested.
All the above are the same, with a different focus. If you know in advance what is going to happen and you postpone the inevitable, shame on you.
Consider this scenario:
“John, I really like the software you’ve shown me and I appreciate the early payment discounts. As I told you earlier, we are currently using our CFO’s brother-in-law for this. While I like yours better, you are a bit more expensive and it’s going to be hard for me to get the okay to change. But, I’ll work on it and let you know. Thank you for your time.”
This isn’t rocket science; it’s business development. But, how many times do you go down the highway of hope only to justify their current vendor choice or the decision that was made long before you ever showed up?
If the inevitable is a no and you learn that early, stop! Go find another prospect! There is no shame in telling the prospect NO.
Here’s another scenario:
“I got an e-mail that she wanted to buy our tools and get signed up for our vendor replacement program. She even told me she had already looked at the competition and was sure we would be her vendor of choice. I set the meeting, went out there and spent 3 hours showing her, her engineers, and the head of maintenance our programs. They even took me on a tour. When we got done she told me that she would call when she was ready and it would only be a few weeks. That was several months ago…What happened?”
The inevitable is this prospect will likely buy. The salesperson avoided and postponed the inevitable by educating instead of selling. Show up with a contract and make the sale today! Then educate Engineering, Maintenance, and everyone else after the contract is signed.
If we can quickly identify, based on past experience, what the prospect is likely to do, we may then bring the inevitable to the forefront! If there is a naysayer on the committee, call them out, (respectfully)! If there is a barrier that could stop the sale early, bring it up!
Check out our ALWAYS, Sometimes and NEVER course online!
If the incumbent is going to pitch a fit, and that confrontation is inevitable, bring it up!
Never avoid or postpone the inevitable, good or bad, and you will sell more, faster!
Furthermore, pay attention to the small things, and the big things are easy! For more information about sales development goto http://www.mytraininganddevelopment.com/
Tuesday, July 01, 2008
Performance Under Pressure
“What’s the matter with you? You are playing like a little sissy! You missed the last three par putts, you shanked one into the woods and your head must be somewhere the sun don’t shine! If you don’t get a thrill by standing over the ball when the game is on the line…then you shouldn’t be out here.
I mean, if you don’t get a rush from being under pressure, and you can’t perform when you have to, then you should go somewhere else and play. Now get your act together and focus!”
That is a speech I overheard my attorney give to one of his colleagues the other day! I thought how appropriate it is for all of us in sales. So, let me put it in terms of sales.
- $%^*, I gotta drop the price.
- I’m not gonna make that much money anyway.
- What a hard a**.
- Damn I’m gonna lose another one.
- Oh, well. It really doesn’t matter anyway.
- Can’t wait to get outta here!
- Yeah, it is a lot of money!
- How am I gonna get over that objection?
- Oh no, I hate when they ask me that question.
Get control of your thoughts! Stop the internal negative thinking. When you lack the ability to control your thoughts during a sales event, you lack Emotional Discipline.
Anytime you lack conviction or confidence, have self-doubt, or become unsure or discontented during a sales event, you open the door for the prospect to sense weakness in your product or service and of course, in you.
Fix this by visualizing success prior to the call. Fix this with positive affirmations - a lot of them. Fix this with conviction that your product/service is the best in your class. Fix this with being comfortably uncomfortable. Fix this with preparation. Bobby Knight said, “The preparation to win is greater than the will to win.”
Prepare with questions. Rehearse. Don’t expect the prospect to lie down and roll over. Be prepared to displace the competition with questions about their weaknesses. Work on your skills until you have unconscious competence. Practice under pressure and when you get to the event, you will not feel the pressure. When opportunity is sent your way, you will have the ability to impress with your natural reaction as seen in the clip below.
If you do not see a video box above, copy this link to your browser:
http://www.youtube.com/watch?v=WcLHURwjCns
Make it your habit to perform under pressure, and make it look easy!
Till next time, Good Selling.
Rocky
We welcome your response and your stories of how you’ve overcome the negative internal naysayer!
Tuesday, June 10, 2008
What Role Does Online Training Have In Today's World?
Sales Training??? With the price of gas forcing the cost of everything up, choking budgets and worming its way into everything like a virus, how can we justify spending any training dollars?
I give you the age-old question, “What is worse: to train your staff and have them leave, or to keep them and not train them?” Guess my position.
In the past, training was one dimensional. The concept was to get everyone in a room, bring in the ‘speaker/expert’ to disseminate the information, and then anticipate better results. Three months later, the results would be the same as they were before training and hands were thrown up into the air with dissatisfaction, disgust, and despair. Many a company has wasted thousands of dollars on training in that way.
Enter the new era of Online Training! Most online programs begin with a brief multiple choice quizzes, then some interactive content, followed by a True/False or a multiple choice test which is not much different than the beginning quiz. If you are barely computer literate, have a strong sense of how your mouse works and can use the space bar, then you can buzz through most online courses while you are on the weekly conference call. Many a company has wasted thousands in training dollars that very way.
Are you starting to see a pattern? Many a company has wasted thousands that very way.
What if someone built a program online to provide solid foundation training that was customized not only to your industry, but also to your company? What if that same program was tailored specifically for your sales staff as individuals, sales managers included?
What if someone could provide a comprehensive analysis of your team – each individual and each manager? What if it uncovered their individual AND their collective strengths, weaknesses, and invisible weaknesses (the ones you don’t see that create negative outcomes and deviate from your strategies and priorities)?
What if everyone on your team had a total customized solution to fix just their weaknesses and build upon their own strengths?
What if you could take a glance at the advances made by each person and receive progress reports any time you wanted?
And what if you didn’t have to spend a single dime on travel and/or logistics for all that?
What if that program included coaching with a Master of sales?
And what if the investment was less than your holiday party and netted at least 30% increase to the bottom line?
Would you be interested?
We just described our online sales training model.
Call me at (518) 378-8456 if you want to discuss the opportunity. Don’t forget to ask me about our money back guarantee!
I give you the age-old question, “What is worse: to train your staff and have them leave, or to keep them and not train them?” Guess my position.
In the past, training was one dimensional. The concept was to get everyone in a room, bring in the ‘speaker/expert’ to disseminate the information, and then anticipate better results. Three months later, the results would be the same as they were before training and hands were thrown up into the air with dissatisfaction, disgust, and despair. Many a company has wasted thousands of dollars on training in that way.
Enter the new era of Online Training! Most online programs begin with a brief multiple choice quizzes, then some interactive content, followed by a True/False or a multiple choice test which is not much different than the beginning quiz. If you are barely computer literate, have a strong sense of how your mouse works and can use the space bar, then you can buzz through most online courses while you are on the weekly conference call. Many a company has wasted thousands in training dollars that very way.
Are you starting to see a pattern? Many a company has wasted thousands that very way.
What if someone built a program online to provide solid foundation training that was customized not only to your industry, but also to your company? What if that same program was tailored specifically for your sales staff as individuals, sales managers included?
What if someone could provide a comprehensive analysis of your team – each individual and each manager? What if it uncovered their individual AND their collective strengths, weaknesses, and invisible weaknesses (the ones you don’t see that create negative outcomes and deviate from your strategies and priorities)?
What if everyone on your team had a total customized solution to fix just their weaknesses and build upon their own strengths?
What if you could take a glance at the advances made by each person and receive progress reports any time you wanted?
And what if you didn’t have to spend a single dime on travel and/or logistics for all that?
What if that program included coaching with a Master of sales?
And what if the investment was less than your holiday party and netted at least 30% increase to the bottom line?
Would you be interested?
We just described our online sales training model.
Call me at (518) 378-8456 if you want to discuss the opportunity. Don’t forget to ask me about our money back guarantee!
Tuesday, March 11, 2008
Networking Overflow
Springtime is approaching. In the great northeast, the snow is melting and calendars are booking up fast! Do you know how to work a room and make that full calendar of yours overflow with opportunity?
If you are scheduled to attend an upcoming event, here are some tips for networking:
If you are scheduled to attend an upcoming event, here are some tips for networking:
- Stop trying so hard. (90% of the other people are not sure what to say either.)
- Go with the intent to help.
- Find out what the other person is looking to accomplish at the event, then see if you can help them first!
- Be sincere.
- Smile.
- Remember: Interested people are interesting.
- Listen actively.
- Laugh a lot.
- Nod and say things like: Really? No kidding? Tell me more? What about you?
- Strike up conversations by asking people about:
- Hometown
- Children
- Family
- Vacations
- College
- Sports Hobbies
- Parents
- Current events (Keep it light)
Follow these steps and remember: If you feel awkward at an event, chances are the other people do, too. Try to make others feel good about themselves and comfortable talking to you. They’ll appreciate you and want to be around you more often.
What’s the first rule of human behavior? “People buy from people they like.” Help people like you, and your sales pipeline will overflow with opportunity.
Happy networking to you!
For more information about sales development goto www.mytraininganddevelopment.com
Wednesday, February 27, 2008
Ping Pong Sales...not what you think!
All too often salespeople get jammed up on a live sales call because they are trying too hard or they are following some kind of predetermined script. Practice in low risk situations and practice often. Then, when you get to the live meeting, just let it happen. Trust your gut! Get out of your own way! Stop thinking and start listening.
If you are worrying about what kind of objections you’ll hear, you’re not actively listening to the person in front of you; you’re talking to yourself.
We all know we are supposed to listen to the prospect. Yet, we often find ourselves listening so we will have an opportunity to offer our advice. Or maybe, we are listening only for a break so we may ask more poignant questions. Sometimes, we are listening to the sound of our own voice pontificate about something that is irrelevant to the moment in time. (Check out our online Emotional Discipline course for more information.)
A few weeks ago, my daughters had some friends over hanging out in the basement. I was summoned by the self-proclaimed “King of Ping”. Devon was undefeated against his peers. He challenged me to a game, then another, then another, and another. I let him play for a while without using too many spins, back SLAPS, and SLAMS. I didn’t want to intimidate him, but more importantly, I wanted to learn his style, his weak points, and his strengths.
Like most winners, his attitude was strong! He had some pretty good moves for an intermediate player. I’m no pro by a long shot, but it is my table! And I started playing in junior high school with a group of overly competitive friends. I took him apart and set him up time and time again. Not because I was so much better, but because I was playing to his weaknesses. Of course, I had to be observant and patient. I had to discover what his weaknesses were before I could exploit them.
After several games, he began to lose confidence, become emotionally involved, and lost stamina. I asked for the next player. Mike had never played the game before and I began to teach him. “Serve like this.” “Hold your paddle this way.” “Change the angle of your wrist.” “Don’t hit it so hard.” “Learn to control.” And so on and so forth. Mike is right-handed. After 10 minutes of practice, he began to do a little better. Then, I floored him with a change. I asked him to switch hands. “Use your left hand.” With a bit of hesitation, he switched.
What an awesome sight! He began hitting the table more often. His returns were stronger. The serves were more on. His instincts kicked in as opposed to thinking about what he had to do then sending the signals to his body and being late to the ball. Mike was amazed, as were the other teenagers in the room.
To prove this theory I did the same thing with three other kids. We could argue over motor skills, natural left-handedness and all kinds of other things if you would like. However, the point I’d like to make is that we need to stop thinking during our sales calls and simply react. Trust yourself to do the right thing at the right moment and stop thinking so much.
Do your thinking before and after the meting. Practice in your office, at home, in social situations. Pro athletes don’t practice on the field during game time, why should you?
For more information about sales development goto www.mytraininganddevelopment.com
If you are worrying about what kind of objections you’ll hear, you’re not actively listening to the person in front of you; you’re talking to yourself.
We all know we are supposed to listen to the prospect. Yet, we often find ourselves listening so we will have an opportunity to offer our advice. Or maybe, we are listening only for a break so we may ask more poignant questions. Sometimes, we are listening to the sound of our own voice pontificate about something that is irrelevant to the moment in time. (Check out our online Emotional Discipline course for more information.)
A few weeks ago, my daughters had some friends over hanging out in the basement. I was summoned by the self-proclaimed “King of Ping”. Devon was undefeated against his peers. He challenged me to a game, then another, then another, and another. I let him play for a while without using too many spins, back SLAPS, and SLAMS. I didn’t want to intimidate him, but more importantly, I wanted to learn his style, his weak points, and his strengths.
Like most winners, his attitude was strong! He had some pretty good moves for an intermediate player. I’m no pro by a long shot, but it is my table! And I started playing in junior high school with a group of overly competitive friends. I took him apart and set him up time and time again. Not because I was so much better, but because I was playing to his weaknesses. Of course, I had to be observant and patient. I had to discover what his weaknesses were before I could exploit them.
After several games, he began to lose confidence, become emotionally involved, and lost stamina. I asked for the next player. Mike had never played the game before and I began to teach him. “Serve like this.” “Hold your paddle this way.” “Change the angle of your wrist.” “Don’t hit it so hard.” “Learn to control.” And so on and so forth. Mike is right-handed. After 10 minutes of practice, he began to do a little better. Then, I floored him with a change. I asked him to switch hands. “Use your left hand.” With a bit of hesitation, he switched.
What an awesome sight! He began hitting the table more often. His returns were stronger. The serves were more on. His instincts kicked in as opposed to thinking about what he had to do then sending the signals to his body and being late to the ball. Mike was amazed, as were the other teenagers in the room.
To prove this theory I did the same thing with three other kids. We could argue over motor skills, natural left-handedness and all kinds of other things if you would like. However, the point I’d like to make is that we need to stop thinking during our sales calls and simply react. Trust yourself to do the right thing at the right moment and stop thinking so much.
Do your thinking before and after the meting. Practice in your office, at home, in social situations. Pro athletes don’t practice on the field during game time, why should you?
For more information about sales development goto www.mytraininganddevelopment.com
Tuesday, February 19, 2008
Creative Entries
Have any of you ever found: The harder it is to get your foot in the door, the easier it is to get the sale? That is the lesson I learned when I was selling vacuum cleaners door to door in the early eighties. As a rule, if I needed to put forth a substantial effort up front, my meeting was usually more productive and rewarding in the end.
The same principle applies in today’s fast paced world. The top dogs are usually pretty well-insulated. Battle-hardened executive secretaries or electronic gatekeepers work to help keep you and other “distractions” at bay.
It’s not easy to get in front of the decision makers in an organization. So, what's a sales professional to do? GET CREATIVE!
Below are a few ideas you can use to get the attention of an executive you want to meet with.
Be unique, be innovative. It’s important to make contact and be prepared after you do. I invite you to try one of the suggestions above, or consider your own creative way to make contact with someone you want to get in front of.
I'm sure you have a way that has worked for you. Perhaps, you've heard of something that works for others. In the spirit of sharing, would you be kind enough to take a minute and post it here for the benefit of your fellow sales professionals?
For more information about sales development goto www.mytraininganddevelopment.com
The same principle applies in today’s fast paced world. The top dogs are usually pretty well-insulated. Battle-hardened executive secretaries or electronic gatekeepers work to help keep you and other “distractions” at bay.
It’s not easy to get in front of the decision makers in an organization. So, what's a sales professional to do? GET CREATIVE!
Below are a few ideas you can use to get the attention of an executive you want to meet with.
- Find out the favorite restaurant of the executive. Go there, steal a menu, box it up and send it via FedEx or UPS along with an invitation to lunch.
- Cut a 2x4 piece of lumber down to about a 3 foot length. Write a message on it something to the effect of, “Please beat me with this next week. Then, let’s have a real conversation about how I can help you.”
- Hang out at the same country club the executive does and get to know some of their friends. Your mom was right, “Birds of a feather will flock together.” If the friends like you, the executive will be more open to meeting with you.
- Park behind the executive in the parking lot, raise the hood of your car and pretend to have car trouble.
- A client of ours claims to have gotten into see Donald Trump with the following progressive technique using a deck of cards. On Day 1 - Overnight the Ten of Hearts, Day 2- Overnight the Jack of Hearts, Day 3 Overnight the Queen of Hearts, Day 4 – Overnight the King of Hearts, and finally, on Day 5 – Overnight half of the Ace of Hearts card. On Day 6- Show up with the other half.
Be unique, be innovative. It’s important to make contact and be prepared after you do. I invite you to try one of the suggestions above, or consider your own creative way to make contact with someone you want to get in front of.
I'm sure you have a way that has worked for you. Perhaps, you've heard of something that works for others. In the spirit of sharing, would you be kind enough to take a minute and post it here for the benefit of your fellow sales professionals?
For more information about sales development goto www.mytraininganddevelopment.com
Wednesday, January 23, 2008
The Illusion of Familiarity
“I know, I know, I know!” “I’ve already done that.” “It won’t work that way?” “Why should we do that?” “You don’t understand! This is the way it is.”
When ever you get a group of people together that have the same base of experience it is difficult to get out of your own way. A wise man one said, “If your toe hurts, you are probably standing on your own foot.”
The 80’s tune Freak Out! plays in my head as I think about the common reaction to – ‘break out!’ Break out of the normal, the routine, the everyday, the commonality, the day to day mundane is almost impossible when you stay in the zone of familiarity.
When there is a problem, a reason to grow, or a mandate to do something different, get out of your day to day. If you drive to work the same way every day, do you find yourself thinking the same thing at the same locations? For example: There was a wreck at that intersection not to long ago. This is the exit I always used to get off. That is the shortcut that is not the shortcut I thought it was. Remember the big warehouse building that burned on that corner. This is always the place traffic begins to pile up!
While those thoughts are going through your head, they are taking up grey matter for other more productive thoughts. Thoughts like: How do they do that? What can I do better? How do I get to be the best at what I do? What can I do differently to make things better? Where can I go for new ideas?
If you want something you’ve never had, you must do something you’ve never done!
If creativity is a challenge, surround yourself with creative people, things and events. If marketing is not getting the message out, find a company that is really good at getting it’s message out, and do what they do.
If labor is a huge challenge go find companies where labor is not a problem and see if you can learn anything. If relationships are a challenge, then find people with great relationships, and do what they do.
For more information about sales development goto www.mytraininganddevelopment.com
When ever you get a group of people together that have the same base of experience it is difficult to get out of your own way. A wise man one said, “If your toe hurts, you are probably standing on your own foot.”
The 80’s tune Freak Out! plays in my head as I think about the common reaction to – ‘break out!’ Break out of the normal, the routine, the everyday, the commonality, the day to day mundane is almost impossible when you stay in the zone of familiarity.
When there is a problem, a reason to grow, or a mandate to do something different, get out of your day to day. If you drive to work the same way every day, do you find yourself thinking the same thing at the same locations? For example: There was a wreck at that intersection not to long ago. This is the exit I always used to get off. That is the shortcut that is not the shortcut I thought it was. Remember the big warehouse building that burned on that corner. This is always the place traffic begins to pile up!
While those thoughts are going through your head, they are taking up grey matter for other more productive thoughts. Thoughts like: How do they do that? What can I do better? How do I get to be the best at what I do? What can I do differently to make things better? Where can I go for new ideas?
If you want something you’ve never had, you must do something you’ve never done!
If creativity is a challenge, surround yourself with creative people, things and events. If marketing is not getting the message out, find a company that is really good at getting it’s message out, and do what they do.
If labor is a huge challenge go find companies where labor is not a problem and see if you can learn anything. If relationships are a challenge, then find people with great relationships, and do what they do.
For more information about sales development goto www.mytraininganddevelopment.com
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