tag:blogger.com,1999:blog-31884999022561936692023-08-07T01:26:04.552-07:00TrainMySalesTeam.comSales Basics For Basically Any SaleBrian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.comBlogger37125tag:blogger.com,1999:blog-3188499902256193669.post-39976237892395445632012-05-23T17:45:00.001-07:002012-05-23T17:46:54.101-07:00Give ‘Em Bacon, Not Bullsh*t<br />
A few months back I lucked into cold catching a London-based
whale of a prospect on a New York road trip. Even luckier, he agreed to come by
my office the following day during an open morning time slot. Later that day, I
came across a late-breaking headline announcing that my prospect’s company (which
he was senior enough to have had a significant stake in) was being acquired for
several billion dollars. An interesting wrinkle, but all I could do was show up
with my ducks in a row as usual.<br />
<br />
<div class="MsoNormal">
My whale waltzed in on time the next morning…hungover. Very
hungover. “An early St. Patrick’s Day” he called it cheekily (I can say that,
he’s English), and casually apologized for his bleary appearance, asking only
for coffee before opening his ears to my cause. “Will espresso do?” I asked
sheepishly. He agreed with a bemused shrug, and I shamed my former Barista training
by clumsily pouring a watery double-shot into a chipped mug before ushering him
into our balmy, echo-chamber of a conference room. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
He’s slinking in his chair, losing pallor quickly and collecting
an impressive string of sweat beads with every slug of ill brew, but I plow through
my planned presentation as if all is well. The poor bloke (I’m just mixing jargons now)
winced visibly when several attempts at fiery emphasis reverberated solely off
the tinny ceiling. Trying to act unfazed, I concluded my well-practiced value proposition,
and earnestly addressed his exceedingly polite, yet utterly feigning, questions.
This meeting was going nowhere. I’d lost him.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Now, I’ve seen enough hangovers in my day to know this guy
needed more than sympathy. He needed bacon. Bottomless coffee, and bacon. With
eggs. All served without fuss or judgment.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
We were in the uber-trendy Meatpacking district on an
unseasonably sunny day with nothing to do but kill time together. He was a
tourist on a victory lap after a big win. Any sales pro worth his salt would
have taken one look at the situation and immediately called off any semblance
of a formal meeting. This was an opportunity to make a friend, which is a hell
of a lot better than a prospect, whether he happens to be one or not. I,
however, was sodium free that day. No minerals at all.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Professionalism is in the eye of the beholder. In this case,
being a pro meant being a bro. Something I’m quite well suited to actually, but
that day I lost my way. I pitched because I had permission to pitch from the right
guy to hear it. Sales is about relationships, not pitching. That’s certainly nothing
new, but it’s something to remember in all scenarios. More gets done with bacon
than bullsh*t. Lesson learned, again.</div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-33909277762386438972011-12-19T15:04:00.000-08:002011-12-19T15:07:03.741-08:00Everything You Need to Know About a Sales Career<div style="text-align: center;">Below is an excerpt from the Career Options chapter of a book I'm writing loosely titled</div><div style="text-align: center;">"<b><u>They Call It The Real World: Mastering Your 20’s in the 2010’s</u></b>" <br />
<div align="center" class="MsoNormal" style="text-align: center;"><i style="mso-bidi-font-style: normal;">A Guide to Thriving Personally and Professionally During the Best 10 Years of Your Life</i></div></div><div class="MsoNormal" style="text-align: center;">(Publishers and literary agents, let's talk.)</div><div class="MsoNormal" style="text-align: center;"><br />
</div><div class="MsoNormal">Everything a college junior needs to know before embarking on a career in sales....</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Overview</u>: </b></div><div class="MsoNormal">Entry-level sales tends to be a catch-all for likeable, energetic and money-motivated graduates who haven’t yet specialized in a particular skill set or industry. Since few parents encourage their children to pursue the inherently unstable world of sales in place of more steady professions like law or accounting, and since few colleges offer anything beyond the most surface level classroom explorations of sales best practices, the workforce of the sales economy is largely fueled by early career vagabonds seeking a respectable title and compelling financial upside. Often a sales interview is where people end up when they’re just looking for ‘a job’ because nothing else seemed interesting or appropriate, and that’s OK.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Most new grads gravitate towards outside sales, preferring the freedom of face-to-face contact over the heavily monitored phone and email solicitation of with inside sales. Many roles are hybrids though, with the majority of legwork work done remotely followed by physical meetings as needed. Cutting out the majority of travel allows for greater economy of scale hitting on more prospects in a given day, particularly in high volume sales organizations where presumably smaller deals requiring less intimacy are entrusted to the new blood. It’s also hard to mentor a scattered sales force, so frustrated outside sales newbies often find themselves craving a more structured environment after a few months on their own fleeing security guards and getting literal doors slammed in their literal faces by literal gatekeepers. My suggestion is to pursue a role where most of the work is remote, with occasional field trips to meetings and trade shows mixed in, curbing the office monotony. This recommendation probably puts you in the ‘appointment setter’ role initially, at least for more enterprise-level sales programs, which is fine. You can learn from more seasoned sales pros while watching them close deals and earn you both a commission. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Who Belongs</u>: </b></div><div class="MsoNormal">Hustlers, jokers, studs and princesses, it’s time to capitalize on the charm that’s helped you skate through situations where less captivating characters get tripped. While sales experts correctly stress that achieving sales success is more about technique, attitude and process than the squishier concept of having-sharp tongued people skills, social confidence is still a core building block on the path to sales greatness. Lovably clueless jocks and divas, a career in sales is the best way to harness your natural magnetism. Goofballs, even annoying ones, there’s room for you too, as you tend to thrive when people only meet you in small doses. Entrepreneurial types score favorably in sales aptitude as well, because they inherently accept that fluctuating pay is a necessary obstacle on the path to big paydays.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"></div><div class="MsoNormal">Success and failure are both public information in sales. It takes resiliently thick skin, but really just about anyone with a positive inclination, high risk tolerance and steadfast work ethic can find their niche. Being good looking helps too…oddly, even over the phone.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Who Doesn’t Belong</u>: </b></div><div class="MsoNormal">Whiners, downers, sloths and anybody else with a self-righteous air of entitlement. Fundamentally, sales is about listening to other people’s problems and presenting solutions, so those too caught up in their own plight or opinions need not apply. Many know-it-alls who fancy themselves to be charismatic leaders get their first dose of humility failing early at sales, finding that clients are looking for a consultation, not a lecture. Regardless of industry, and especially in the early goings of establishing a book of business, your compensation will be directly tied to your output of effort, so you need the mental toughness to continue plodding towards goals in the face of near-constant rejection. Organization is profoundly important too for prioritizing a sales pipeline and executing orders, so frequently late and lost scatterbrains tend to get fired quickly after repeated bungles do serious damage to a company’s operations. You can’t be too rigid though, because uncertainty comes in waves when deals go bad and quota deadlines loom. The key is a preference for managing chaos rather than avoiding or causing it. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>What to look for</u>:</b></div><div class="MsoNormal">Unless you’re willing to deal with the pay and lifestyle instability that comes with a startup, look for a growing company with at least somewhat of an established reputation in an industry you actually find intriguing. The interview should be one-one-one, not a cattle-call, and the job should come with a barely livable base that allows you to pay your rent while ramping up a book of business. The base may in fact be a ‘draw’ in industries like real estate and ad sales, meaning it needs to be paid back from future commissions, but that’s fine so long as you at least get health benefits. Training should extend beyond a few days of boot-camp style company indoctrination, with regularly scheduled meetings to review your performance with a direct manager who can help you find your legs. Activity metrics and process documentation procedures should be clearly laid out, explaining in detail what best practices are expected from new hires for them to meet expectations and how this impacts their income potential. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">They should be investing in you. Grooming you. Giving you every chance to grow with the company so long as you stick with the program. Churn, a term referring to the frequency of employee turnover, should be low. Everyone lies about churn, and sales managers are the biggest offenders, making it seem like the only people who don’t make six figures within two years are lazy wretches, so run from anybody who admits they lose over half the sales force within a year. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Leads should not be confused with lists. A sales lead is somebody who has actively indicated an interest in purchasing your product. A list is what’s handed to you just before being told to piss off. Whenever possible, choose a sales job where recently submitted and verified leads are provided for you to pursue the business. These may be the small potatoes handed down from rainmakers too busy for the scraps, or they may be collected through your company website or a marketing partner. Regardless, you’ll most likely be in charge of qualifying lukewarm leads and then passing them along to be closed by somebody else once hot. This is entirely better than cold calling a phone book or office complex, and the best sales jobs let you learn slowly with a team instead of throwing you to the wolves running the whole process solo from start to close. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>What to avoid</u>:</b></div><div class="MsoNormal">The bottom rung of sales careers goes by many names - Multi-Level-Marketing, Pay-to-Play, Pyramid Schemes, even Entrepreneurship. Usually it starts with posting your resume on a site like Monster or Career Builder, followed by a call from an enthusiastic recruiter at an impressively named financial services (really, life insurance), telecom, health and beauty supply, medical device or office products company. On interview day, they’ll bring you and the rest of today’s ragtag crew into a conference room, parading a few spit-fire high earners to the front so they can charismatically weave their inspiring rags-to-riches stories between a few vaguely informative slides. Next, whether you’re interested in selling their wares or not, they’ll ask you for a list of your family and friends along with their contact information so they can “reach out on your behalf”. Some will even ask you to pay a ‘franchise’ or ‘membership’ fee, buying the right to build your own business by hiring a harem of young bucks under you and earn ever-growing piles of commission the same way they did. It can be a cult-like experience, making you intensely want to join and run away at alternating moments. Choose the latter. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Sales is a sink-or-swim profession, making high turnover a surety. Churn (a term referring to the frequency of employee washouts) however, should still be lower than a year on average, meaning most new hires make it through the first 12 months before quitting or being shown the door. Everyone lies about churn, and sales managers are the biggest offenders, making it seem like the only people who don’t make six figures within two years are lazy wretches. Run from anybody who admits they lose over half their sales force within a year.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Recruiting Process</u>:</b></div><div class="MsoNormal">Large companies tend to make larger sales, and the interview process will be accordingly complex, often with multiple tiers of rapid-fire group interviews, informal personal conversations and mock sales appointments. Study the company hard, and don’t be afraid to disagree when challenged. They want to see if you can hang tough through the ups and downs of a convoluted sales cycle. </div><div class="MsoNormal">Small companies and higher volume sales tend to be more straight-forward in recruiting new hires, looking for “fearless hunters” capable of knocking down doors come hell or tsunami. This sale is less strategic and more dogged. Unshakable confidence and a sunny surface-level disposition will get you an offer. It’s just on you to keep up the show for the offer to be worth anything.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Appearance, tone and attitude can get you in the door of just about any sales organization hiring entry-level talent. Eye contact and an assertive hand shake are a good start too. Separate yourself from the pack by asking questions about competitive differentiation, daily performance expectations and the future of the industry. Don’t be afraid to dig deep into the compensation package, being sure to uncover any hidden trap doors either capping or negating commissions. After all, you’re going into the business of talking about and asking people for money. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Actual Job</u>:</b></div><div class="MsoNormal">“You get out what you put in. The sky is the limit” – Heard every first day on the job as a sales newbie.</div><div class="MsoNormal">Look, you weren’t hired out of college for your industry connections and experience. They brought you in because you still have the eager vigor necessary to endure the grinding monotony taking place at the start of a sales cycle. Performance is rewarded above all else, and it’s not necessarily tied to effort. Luck is often the key to success, but you’ve got to put yourself in the right place to get lucky by executing constantly, as luck rarely comes to those who wait. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">There’s really no such thing as being off the clock either. You can always do more research, make more phone calls and send another email. Being the first to reach a prospect or reply to their inquiry is often the difference between a sale and a tough conversation about an ‘improvement plan’ with your manager and an HR rep. This means blurring the line between your personal and professional life, taking calls and prioritizing activities at all hours. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Privacy has little place in sales. Discretion with clients certainly does, but internally your performance will be highly visible to peers, creating a healthy competition for bonuses and promotions. If the job is worth having, all customer and prospect interactions will be recorded in an online Customer Relationship Management system (CRM), accessible to varying levels of employees. A popular adage is “if it isn’t documented, you didn’t do it”, because your manager is largely paid to keep you on pace with projections, and they need this insight on demand, so make sure your trail sparkles with the right activity. If you’re following a process that’s been successful, the logic goes that a good hire will succeed with minimal mentoring all outside variables remaining equal.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Training</u>:</b></div><div class="MsoNormal">Your product is the star of the show. Unfortunately, most sales training programs are more about company indoctrination and process reinforcement than actually learning about what you’re selling and why it’s special compared with anything else on the market. Your first week will look something like: Day 1 – Welcome speech from top dog followed by brutal payroll and healthcare paperwork. Day 2 – Obligatory motivational speech by washed up sales manager followed by a sobering review of periodic and revenue production expectations. Day 3 – Product Review. Day 4 – Process review. Day 5 – Role playing. That’s it. Then you’re thrown to the wolves so you can fall on your face, and occasionally a manager will ride along or sit on a call to tell you what you did wrong. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Two important elements typically left out are the nitty-gritty of competitive differentiation and setting up ongoing mentoring opportunities to learn alongside those who have weathered the storm, finding ways to close business in good times and bad. These aspects of training are often omitted for good reason. The competition is constantly changing to better compete, and nothing stymies the enthusiasm of a new hire like learning their new employer is hiding how tough it will be to outsell the competition in a crowded market with super-informed customers. Take it upon yourself to supplement the cheerleading, basic offering summaries and procedural expectations set out in formal training by becoming a student of your industry and actively seeking opportunities for real-time exposure to the sales process of top earners. Constantly evolve your industry competency and sales technique. Dedicate an hour every day to reading sales and industry blogs, newsletters and discussion forums, and stroke the healthy egos of rainmakers by offering to buy them lunch (which they’ll end up paying for) if you can accompany them visiting clients or calling top prospects. You’ll become an expert, adding to your credibility and attractiveness as a future job candidate in the field, and you’ll be exposed to what actually happens at the top of the sales funnel.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Pay</u>:</b></div><div class="MsoNormal">At best, base pay will be about half your yearly on target earnings (OTE), meaning you’ve got to produce new business to get paid, and you’d be hard pressed to lock in a salary beyond $30k. You may have to settle for an equivalent IOU, or ‘draw’, to get by in the short term until sales kick in. Again, commission-only gigs mean the company isn’t investing in you, and I strongly urge you to avoid them. Embarking on a career in sales means you need to constantly close deals in order to earn a respectable living. This is great motivation for staying productive while salary-only friends enjoy their income-capped time off, but it’s also demoralizing when these same friends spend with confidence as you turn down plans to go out because failing to hit quota cost you this month’s beer money. Be patiently consistent and headstrong paying your dues. You’ll out-earn everybody in a couple years. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Dress</u>:</b></div><div class="MsoNormal">Part of proper sales execution is creating the mystique of success. This means presenting yourself as financially comfortable and personally confident at all times. Outside sales pros will be required to dress to impress, because nobody wants to buy from a slob. The level of formality varies by industry, but you’ll generally need to be at least equal in apparel to your target customer, if not one step more fashionable. Inside sales tends to be more of a free-for-all, sometimes allowing t-shirts and sandals in the name of a cool corporate culture, which really means the brass can’t justify being hard-asses on attire when asking twenty-somethings to sit in cubicles for long hours grinding out phone calls. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Culture</u>:</b></div><div class="MsoNormal">Sports analogies appropriately abound (Manager = Coach. CEO = GM. Sales Rep/Sales Associate/Account Executive = Player.), and the locker room of a sales organization is a cliquey place with veterans and all-stars garnering the majority of attention and influence. In the end, nothing speaks louder than the undeniable power of bringing in business, but advantages like the hottest leads and prime territories tend to be granted to those who get on the brass’s good side. Mistakes and poor results get glossed over for the cool kids, but haunt those out of social favor relentlessly until the numbers speak for themselves, upon which time recent top earners suddenly get an invite to the off-night card game.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Be warned, the underpaid peons actually servicing your orders in other facets of the company will grow to resent your success. They see the sales department as a bunch of lazy idiots profiting without merit while everyone else scrapes by. Pay this no mind. Sales jobs are easy to get, and they are free to apply if they’re willing to sacrifice safety for the pressure of producing revenue by asking people for money. Just make sure you thank everyone helping you, because they’re the people you’ll need favors from getting the dirty work done closing deals with a looming deadline, and the last thing you want is your own reputation and organization working against you. A little goes a long way letting everyone know you appreciate their help. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Perks</u>:</b></div><div class="MsoNormal">Sales contests are a peach. Play number one in the ‘How to Juice Sales’ playbook is to dangle a highly desirable prize as a bonus for the highest producer of whatever metric needs improvement in a given time period. It may be a vacation, gadget or gift card. Whatever, it’s basically free money for doing what you’re paid to do, which is make everyone - including yourself – a pile of cash. Sales pros are incentivized to produce of all else. Enjoy. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>Drawbacks</u>:</b></div><div class="MsoNormal">Job security is flinty in sales. Income stability too. Failures tend to be gruesomely public displays of inadequacy, especially in shops where the scoreboard is kept public for all to see. Cutting the dead weight in the bottom tier of producers and replacing them with a fresh new crop of doe-eyed sales guns simply makes good business sense. The good news is you usually know when the end is coming, which provides the opportunity to hustle for a turnaround or seek new opportunities before the door hits you on the way out. It’s all very much “What have you done for me lately?”</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Personal time and freedom are an interesting give-and-take in sales. One on hand, you’re an independent business owner left to define how you spend your time so long as the results speak for themselves. On the other, customers and prospects demand that you be available at their whim, lest they take their business elsewhere, getting more attention from the competitor pining for their attention with promises of 24/7/365 availability. For those incapable of handling a lack of 9-5 structure, the freedom to self-manage can be a burden. Conversely, those who need their personal time to stay that way unquestionably may struggle with the burden of an on-demand industry. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>2 Years Out</u>:</b></div><div class="MsoNormal">Plenty of people start out in sales. Only a select few survive the first 24 months though, and those who do are faced with a difficult decision of whether to embrace an even higher level of risk pursuing bigger accounts at the same company or a poaching, up-market competitor, or to bask in the shelter of management, delivering the same schlocky rah-rah spiel to newbies you half-heartedly bought into only a short time ago. Leaving sales means giving up big dollars for security. Staying in means the pressure to produce remains at large, or at least the pressure to help others produce does. Your bank account and blood pressure will make the right decision obvious.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>5 Years Out</u>:</b></div><div class="MsoNormal">You’re pushing 30, the grind has eased, and the time has come for defining your career path long-term. On one hand, you’ve had a good run making a solid living and having fun. On the other, you don’t own any equity, and your entrepreneurial drive is what attracted you to sales in the first place. Maybe it’s time to put that nest-egg to work, finally realizing your dream of working for yourself doing what you love. Maybe that promotion is around the corner, or your seemingly run-of-the-mill early account just became a marquee client paying you solid commissions and referral business for years to come. You fancy yourself an entrepreneur more than an employee, even if you’re a faithful company ambassador singing the corporate praises all the way to the bank. Without you, the whole region – maybe even the company – would come to a halt. Major impasse. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><u>10 Years Out</u>:</b></div><div class="MsoNormal">Life is good. Clients adore you. The company compensates you handsomely for the ongoing revenue of your accounts. Everyone who thought you were crazy for taking on the risk of a career in sales ten years ago now asks you for career advice and sends their cousins your way for a favor getting their resume to the top of the pile when hiring. Sure, you’ve got a few over-extended debts from decisions made when money was flush under the false assumption it would last forever, but all will be well so long as you keep up the pace. Can you though? After all, the industry has changed drastically since you came on board a decade ago, and these kids in the new recruiting class are way more technologically savvy and motivated than you are. Some of your contacts at major accounts have been replaced too.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">What if the bottom drops out and you have to go back to cold calling? What if you never get to stop cold calling? The phone keeps ringing, and your inbox is perpetually growing faster than you can work. This isn’t the life you want. Or is it? You wouldn’t have it any other way. </div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com1tag:blogger.com,1999:blog-3188499902256193669.post-5553414129422547162011-09-09T06:40:00.000-07:002011-09-09T06:40:11.524-07:00Stop Converting and Start Selling<!--[if gte mso 9]><xml> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings> </xml><![endif]--><!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal">Hey, you. Yeah, YOU! The hip web guru in the ironic t-shirt and thick frame glasses. I know your startup is about to be the next Facebook for Groupon-like YouTube aggregators, but somewhere along your journey to internet domination you’ll be required to get out from behind the keyboard and actually talk to someone as a champion of your company. Right now you likely view these real people simply as data-points with labels like ‘Users’ or ‘Investors’. Regardless of column headings, these living, breathing and opinionated beings will need to see authentic passion behind your brand before committing capital to its cause</div><div class="MsoNormal"><br />
</div><div class="MsoNormal"> </div><div class="MsoNormal">Forget the metrics and buzzwords for a moment. Instead, apply more human terms like ‘Clients’ and ‘Partners’. Did this transition make you uncomfortable? If so, good. Asking for money can be unnerving for even the most grizzled sales pros. If not, sign off your avatar immediately and get some fresh air.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Despite the incessant ramblings of <a href="http://www.vanityfair.com/online/daily/2010/10/new-gap-logo-despised-symbol-of-corporate-banality-dead-at-one-week">branding consultants whonever met a company that wasn’t in desperate need of a fresh new image</a>, real eyes, ears, hearts and wallets only connect with real people. Consumers, investors and corporations all rely on spending to generate income, and they’d rather their money go to a sincerely smiling face than a preposterously polished logo. Companies need sales. Selling requires a problem. Problems require a solution. And as the face of your company, you had better be selling this solution if you’re going to generate income. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">The great tech titans are all phenomenal pitch men, or ‘brand ambassadors’ if you must, although not in the exuberant sense and rarely regarded for it publicly (Steve Jobs aside). Bill Gates, dweeby as he may be, <a href="http://www.thesmokinggun.com/mugshots/celebrity/business/bill-gates">nevershrunk from the spotlight</a> as an advocate for his operating system. Mark Zuckerberg’s genuine love for connecting people shines through his social awkwardness, and had he not been technically inclined, he may well have excelled at developing just about any offline community – say, a new-age hospice center - instead of a social network. Jeff Bezos is fanatical about efficiency, and had he not plodded through countless objections convincing financiers that making purchases on this new thing called the Internet would ultimately prove more attractive than browsing physical shelves, he could not have created the best consumer purchasing platform on the web. Michael Dell certainly doesn’t mind his name in front of his product, and Jobs, well, his shtick did OK building and then re-building Apple into the world’s leading consumer technology company. GroupOn’s Andrew Mason never met a microphone he didn’t like either…although that has come back to bite him of late. Most of these legendary founders are actually quite uncomfortable socially, but they all got out there and sold their visions. </div><div class="MsoNormal"><br />
</div><div class="MsoNormal">With so few barriers to entry, starting an internet company has never been easier, and even the best ideas are rarely unique or unable to be replicated. That means the startup whose founder makes the most noise is the only one that will reach a critical mass of acceptance where he or she can stop doing so for a moment to focus on optimization. After all, you can’t optimize without initial user feedback - volunteered or observed - and the internet is a pretty crowded place for a new service to simply rely on being <a href="http://www.stumbleupon.com/">stumbled upon</a>. If the founder is not willing to be the pitch man for investors or early adopters, neither will be compelled to commit.</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Don’t confuse marketing with sales either. Paid or free, online or offline - marketing is simply telling. Sales is about asking. It’s the art of posing the right series of questions to get an enthusiastic Yes time and time again when the question is “Can I have your money?”</div><div class="MsoNormal"><br />
</div><div class="MsoNormal">You don’t have to change outfits. Just your environment and attitude. You can’t focus on converting users until you first get out in front of clients and investors selling them on your company. And <a href="http://trainmysalesteam.blogspot.com/2008/11/sales-basics-list.html">selling is all about the basics</a>…none of which require A/B tested proprietary digital tweeting algorithms. </div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-51706355111070552652011-04-28T10:15:00.000-07:002011-08-16T12:54:49.628-07:00Successful Sales Programs Are Built, Not Hired<br />
<div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">A recent conversation with a client I’m helping launch a high-volume and scalable B2B inside sales program reminded me that those who don’t touch the sales process tend not to think of it as a process at all. Rather, sales success is viewed as correlating directly to one’s talent for charismatic persuasion. Sure, a gift for talking people into making good decisions can help you close more deals, but it’s not something you can build a team around. Coachability tops swagger as a sustainable recruitment priority, especially in the early stages of a sale career. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Founders of growing technology companies often struggle with hiring the foundation of their rank-and-file, because they make their own choices by not thinking like foot soldiers. Leaders capable of taking on management responsibility will emerge in due time as the company matures. In the meantime, you should absolutely hire likable, money-motivated and energetic sales talent all day…just with one eye on long-term fit and the other on management potential. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">There’s more to a first sales hire than posting on a job board. A documented methodology is needed to recruit, train, coach, monitor and compensate the first sales hire and improve the chances of success for every subsequent sales hire thereafter. Keep in mind we’re not talking about team members responsible for creating long-term strategic business alliances. We’re talking about your bread-and-butter sales team who predictably sell your core product to a target market in order to bring in the revenue that keeps the doors open. Predictability is actually the goal of an effective sales program, and it can only be achieved through process, not talent scouting on its own.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">In case this seems too nebulous, let me break down the elements of sales program that need to be in place before the first prospecting call can be placed:</span></div><div class="MsoListParagraphCxSpFirst" style="font-family: Verdana,sans-serif; text-indent: -0.25in;"><span style="font-size: small;">-<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span><u>Recruitment strategy</u></span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Job description</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Where to post / which recruiters to work with</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Interview process</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; text-indent: -0.25in;"><span style="font-size: small;">-<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span><u>Compensation plan</u></span> </div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Designed around expected activities and results as they relate to target earnings</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; text-indent: -0.25in;"><span style="font-size: small;">-<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span><u>Sales process from cold lead to closed deal</u></span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Daily expectations</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Lead tracking (see CRM)</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Call structure</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Competitive analysis</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Management reporting procedures with management</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; text-indent: -0.25in;"><span style="font-size: small;">-<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span><u>Customer relationship management (CRM) system</u></span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Technology sourcing</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Lead importation </span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Activity reporting (calls/emails per rep/account)</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Deal flow tracking (lead status and closing probability)</span></div><div class="MsoListParagraphCxSpMiddle" style="font-family: Verdana,sans-serif; 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font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Performance expectations and compensation review</span></div><div class="MsoListParagraphCxSpLast" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><span style="font-size: small;">o<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Role playing/practice</span></div><div class="MsoListParagraphCxSpLast" style="font-family: Verdana,sans-serif; margin-left: 1in; text-indent: -0.25in;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">As you can see, the gift of gab is just an (important) aspect of the recruitment process, which is only a piece of a larger commitment to building a winning sales team. Talent is great, but it shines brightest in the context of a scalable process. </span></div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-62221789766791161012011-03-03T14:03:00.000-08:002011-03-03T14:03:02.631-08:00Un-Template Your Sales Process<div style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Any sales organization or professional worth their commission checks understands that the fundamental key to driving new revenue is having a repeatable sales process. Along with any scalable process comes standardized procedures in the name of efficiency. Procedures form habits. Habits are hard to break.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">What this translates to in the world of sales execution is the verbal and written ‘templatization’ (yes, we made that up) of prospect interaction. Basically, your pitch becomes generic to serve the broad audience instead of customized for the particular situation and need. The widespread adoption of CRM tools, like SalesForce.com, has made the trap of boiler-plate emails and robotic conversations all too easy to fall into by giving well-intentioned sales managers the ability to provide instant access to canned replies and scripts. It’s almost effortless to email the team and say “Use this template when asked about ___” and pat yourself on the back for arming the troops with hair-trigger copy-and-paste artillery. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">The outcome is that a sales process that should look like this:</span></div><ol style="font-family: Verdana,sans-serif;"><li><span style="font-size: small;">Uncover needs</span></li>
<li><span style="font-size: small;">Confirm buying interest</span></li>
<li><span style="font-size: small;">Negotiate</span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span>Close</span></li>
</ol><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Ends up looking more like this:</span></div><ol style="font-family: Verdana,sans-serif;"><li><span style="font-size: small;">Introduce yourself by saying this…</span></li>
<li><span style="font-size: small;">Send this email…</span></li>
<li><span style="font-size: small;">Follow up at this time by saying this…</span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Reply to objections with this email…</span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Wait for reply to generic email blast…</span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span>Send in activity report…</span></li>
<li><span style="font-size: small;">Use this closing technique…</span></li>
<li><span style="font-size: small;">Harass prospect mercilessly</span></li>
</ol><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Intelligent buyers - the kind you presumably want – know the difference between personalized thoughtful responses and recycled content. They’re constantly bombarded by newsletters, webinar invites, sales collateral and other database email marketing SPAM, and they intuitively know the difference between consultative selling and having their purchasing decision left to the whim of automation and canned responses. Nobody wants to spend money with a company that doesn’t deliver a sincere personal pre-sale experience, especially if they are going to expect attentive customer service after they’ve committed to the deal. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Here are a few tricks to show personal attention without sacrificing too much time from a pipeline flush with prospects:</span></div><ol style="font-family: Verdana,sans-serif;"><li><span style="font-size: small;">Create an FAQ with all your template answers rolled into one document. This was you can write a personal email referencing where this answer is in the FAQ and providing a few key clarifications to show thoughtfulness. WARNING: Be careful not to lose a deal by noting weaknesses in these FAQs. These are for technical selling points only.<span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"> </span></span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span>Make a few intentional spelling or grammar errors. Nothing that can be perceived as stupid or careless, but something that makes it appear like you typed the message just for them and fat-fingered in a few places. After all, who would a mistake in a boiler-plate response…it must be on the spot.</span></li>
<li><span style="font-size: small;">Makes inoffensive jokes referencing your previous dialogue as early as possible, both on the phone and in the opening of an email. If the conversation starts out in a way that would only make sense for them, they’ll assume the rest is just for them too.</span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span>Follow mass emails with a personalized note referencing the impersonal nature of batch communication and volunteering to answer any questions. Essentially, follow a boiler-plate with an anti-boiler-plate boiler-plate.</span></li>
<li><span style="font-size: small;"><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span>Opt your best prospects out of all automated campaigns. This means you’ll have to be extra-diligent with your follow up, but it takes away the risk of losing your rapport to the Sales 2.0 automation machine.</span></li>
</ol><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">As always, sales is about relationships, and relationships are personal. Don’t let yourself rely on the crutch of treating all prospects the same, or you’ll get the same reply from them all: “Please Unsubscribe”</span></div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-65878232226205127502011-01-13T19:40:00.000-08:002011-01-13T19:40:45.094-08:00Turning (Green Technology) Wants into Needs<!--[if gte mso 9]><xml> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings> </xml><![endif]--><!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Selling to wants is fantastic when a surging economy leaves businesses and consumers flush with discretionary income, and it’s admittedly been a while since I took an economics class, but I don’t see the spend-happiness of 2003-2008 coming back soon, so any business looking to penetrate new markets better learn to position their product or service as a need. To be clear, needs are essential and wants are just nice to have. This is a serious dilemma for the <a href="http://www.greentechbuyer.org/">green technology</a> industry. Our solutions deliver long-term savings and soothe the ailments of a deteriorating planet, but they’re not an immediate necessity for homeowners, business owners and real estate pros struggling to stay above (murky) water. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Sure, all things ‘green’ come with immediate karmic satisfaction. This just isn’t enough on its own to offset the realities of needing to put food on table and make payroll first. <a href="http://www.greentechbuyer.org/">Green technology projects</a> cost more than traditional building for new property development, and they require additional investments for existing structures serving their current inhabitants adequately for the time being. This means sales and marketing professionals in the green industry have to compete with cheaper materials and the short-term inexpensiveness of doing nothing. It’s not a fantastic position…but it’s also not unique to the green industry. Just about every technology sector has successful players facing this challenge, and it can be effectively overcome through the tried and true sales best practices of having your objection responses polished and appealing to the emotional desires of potential buyers.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Here are some examples of turning wanting to green into a need:</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Objection</u>: “Building for LEED (or some other sustainability standard) is expensive.”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Response</u>: “I understand that, but companies and individuals that buy or rent green properties are 7% more likely to fully honor their loan or renew their lease.<span> </span>They’ll pay a 5% premium too for the space. Are you trying to attract buyers and tenants that stick around and appreciate a superior product, or would you prefer dealing with people that don’t think sustainability is a priority?”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Objection</u>: “My building operates just fine. I’m sure we could save a bit on energy, but cash is tight right now.”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Response</u>: “Well, I agree that you could save on energy, and I believe you that cash is tight. The last few years have been rough for everyone. Where I disagree is that your building is operating just fine. Buildings are a lot like humans. They’re not getting any younger and it’s best to address problems when they’re detected instead of waiting. Energy prices are only going to go up too, so wouldn’t you agree that we’d be wise to get healthy before the symptoms get worse?”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Objection</u>: “A 10+ year ROI just isn’t within our investment scope for property improvements.”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Response</u>: “I appreciate that, but let’s keep in mind that we’re talking about hard upfront costs and projected energy savings or revenue from selling energy. We haven’t taken into account increased property value through a cleaner, more desirable neighborhood and creating a more profitable long-term asset. There’s also something to be said for employee/family pride in their company/home and the productivity/values that come with it. Don’t you think?”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Objection</u>: “I’m afraid all this green talk is a trend, and I can’t put myself in a position where look foolish as an early adopter of something that never took off.”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Response</u>: “I understand that what’s fashionable today will likely be appalling tomorrow, but the misconception about green and sustainability is that they are labels instead of building standards. Environmental impact requirements are being worked into building codes worldwide, and in many places, like California, rigid sustainability protocols are mandatory for all new builds and capital improvements. Would you rather be proactive about meeting future requirements or look backwards using outdated practices that will soon be prohibited?”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Objection</u>: “I can’t interrupt my business operations by making changes to reduce environmental impact.”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>Response</u>: “Reducing impact just means operating more efficiently by getting more done with fewer resources. If you don’t learn to be more efficient, your competition surely will. Can you afford to fall behind?”</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">I'm not under any illusion that the “green has to make dollars and sense” mantra is anything new, but so many good-willed and environmentally conscious professionals in the green industry forget that our industry can’t thrive without a bit of sales persuasion applied to the non-converted. Some people will make changes because they feel good, but most need to feel like they’re acting out of necessity, not a desire for warm and fuzzies. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal"><span style="font-family: Verdana,sans-serif; font-size: small;">Given a choice between investing in green and falling behind the competition, most companies and individuals will make the right decision. We’ve just got to help them understand it’s about needs</span>. </div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-21806346448527189582010-12-10T08:28:00.000-08:002010-12-10T08:28:44.957-08:00Lose the Inferiority Complex. Build a Better Story.<!--[if gte mso 9]><xml> <o:OfficeDocumentSettings> <o:AllowPNG/> </o:OfficeDocumentSettings> </xml><![endif]--><!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:EnableOpenTypeKerning/> <w:DontFlipMirrorIndents/> <w:OverrideTableStyleHps/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Nobody wants to feel like they’re buying the 2<sup>nd</sup> best of anything. Educated buyers are well aware of the ‘best of breed’ brand for their purchase, but they likely lack the budget, fortitude and ego required to pay the top dollar required to obtain it, and so begins the process of attempting rationalize the comparative value of the viable alternative they hope will present itself. <span> </span>That’s great news for those of us who don’t represent the high-end luxury route with all the bells and whistles. We’ve just got to stay the course helping them build the story of their decision making process along the way. Put more simply, your goal is to make the prospect feel like buying the top-end is for ignorant suckers who are too lazy to make intelligent purchasing decisions. <span> </span></span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">In the IT world, the old adage of “Nobody ever got fired for choosing Cisco” is true enough at organizations with plenty of cash and limited ingenuity. But nobody got promoted for their innovation and cost-consciousness choosing Cisco either. My reply is always “Cisco never made anybody a hero either. Wanna be a hero?” Of course they do, or at least they want to try. It’s a matter of helping them see that winners don’t pay more to play it safe. Heroes do more with less.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"> </div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">A chip on your shoulder can be a shackle or a piece of flare. A burden, or an inspirational thumbing of the nose at the incumbent. To use cities for example, I’ve fallen in love with Chicago since moving here three months ago, but there’s an inescapable 2<sup>nd</sup>-class self-perception within the entrepreneurial tech community. The names of two best business blogs in town, both written by fantastic guys that have been very good to me, reek of inferiority complex: <a href="http://www.secondcityceo.com/">www.SecondCityCEO.com</a> and <a href="http://www.flyovergeeks.com/">www.FlyoverGeeks.com</a>. Conversely, Austin TX, another city I recently fell in love with, clearly revels in their booming <a href="http://www.greentechbuyer.org/">green technology</a> scene staying off the radar of the general public with their “Keep Austin weird” credo. Chicago will never get over its ‘not New York’ status until it stops trying. (Full Disclosure: I’m a native NYer still trying to do the same)</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"> </div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Hertz car rental’s classic “We’re #2. We Try Harder” and Apple’s brilliant-till-it-wasn’t-anymore ‘Mac vs PC’ campaigns are perfect examples of reveling your role in the pecking order to the chagrin of the top dog. Instead of shying away and hoping you don’t ask the hard questions, they proactively address the needs of their core audience and glare a spotlight on their relative strengths. Ask a Hertz or Apple sales rep what makes them different and they’ll tell you everything they are that the top brand isn’t, not the other way around. People that buy their products and services feel like they’ve one-upped the chumps who blindly follow the market leader.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Another approach is to simply ignore the rest of the market in favor of an earnest emphasis on your product’s value. Take the (admittedly by them, I presume) entirely unsexy brand of Eddie Bauer. I was recently in the market for a new winter coat (Chicago will do that to you), and in the land of down jackets they repeatedly hit you with how their product provides superior warmth and functionality with classic styling that you won’t regret next season. If you want to buy a coat that you’ll never regret, but a coat from Eddie Bauer. “Ours down coats have the highest quality materials and tailoring. That’s it. The rest of the market can be trendy. We stick with what we do well.” Their retail reps don’t even think about the competition. Simple, effective and warm too.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"> </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">There’s basically two strategies to succeeding by admitting you’re not the top dog. Either point out your obvious strengths, “It’ funny you mention them. We were actually created to provide a better solution by…” or stick to your guns “You can shop around all you want. You won’t find anyone better at this specific aspect of what we do.” Whichever one you choose, there’s no room for resentment.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Make people proud of their choices by never letting them feel like they settled. </span></div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-65755633054911664722010-11-16T12:11:00.000-08:002010-11-16T12:11:49.540-08:00Why Being Fearless Will Get You Everywhere @ Focus.com<div style="font-family: Verdana,sans-serif;"><span style="font-size: small;">I don't want to double-publish the same content, so check out this post I wrote on Focus.com: <a href="http://www.focus.com/briefs/sales/why-being-fearless-will-get-you-everywhere/">http://www.focus.com/briefs/sales/why-being-fearless-will-get-you-everywhere/</a></span></div><div style="font-family: Verdana,sans-serif;"><br />
</div><span style="font-family: Verdana,sans-serif; font-size: small;">Somehow it feels like I'm selling out my own blog...but they have a bigger audience. Forgive me. More 'exclusives' are in the works.</span>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-42261772820247561572010-10-26T12:17:00.000-07:002010-10-26T12:17:51.827-07:00Sales vs Marketing vs Sanity<div style="font-family: Verdana,sans-serif;"><span style="font-size: small;">It’s well documented to the point of cliché within the B2B blogosphere that sales and marketing rarely see eye-to-eye. Sales thinks marketers are a bunch of geeks and glamour snobs with no clue what it’s like in the trenches. Marketing thinks sales people are lazy and overpaid with no appreciation for the work done to create opportunities on their behalf. As strictly a sales pro to this point in my career, I’d like to think I’ve extended the olive branch of mutual appreciation in my day, but I’ve certainly had my ‘those dweebs just don’t get it’ moments. Now I’ve started a new venture wearing both hats, and…it’s more of the same. Sales and marketing still don’t understand each other. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">The goal of marketing is pretty simple: Touch as many hearts and eyeballs as possible. Sales too: Bring in the maximum amount of dollars.The more hearts and eyes marketing can touch, the more deals sales can bring in the door. This makes sense for agreeing with each other in a vacuum, but the nuances of each role are surprisingly contradictory. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">When I’m wearing my marketing hat, I meticulously craft my company’s message to convey a specific feeling. I focus on a singular mental image that plays on an emotional reaction I imagine a hypothetic buyer might need triggered to connect with my company. Even small changes to the gameplan require lengthy contemplation.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">My sales hat is more ballcap and less fedora. Decisions are made from the hip because there’s simply no time to over-think the absolute of necessity. Time is not a luxury afforded to the salesman one step away from a meal on the table. Hit or miss, a shot must be fired. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Ok, so let’s revise. Marketing is planning for the big picture. Sales is reacting to the immediate needs. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Now it all makes sense. The two sides - despite working towards the same goal - tend not to appreciate each other’s efforts because their decision-making processes are so different. It’s not likely that you’d take the exact same shot given a few seconds to aim as one where you were given hours, but it’s also unclear which would be better. Are you more likely to make the perfect shot given an eternity to consider its trajectory or only a moment with a launch and a prayer?</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">The cerebral approach to marketing is a result on having time, for better or worse, whereas sales decisions are made with less consideration by necessity. Marketing is a thinking man’s game. Sales is for gunslingers. Anyone with time to think about it gunslinging will surely see that it’s a dangerous game, and you’ll be hard pressed to find a bullet scarred veteran with sympathy for sideline puffery. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">I guess what I’m trying to say is that if there’s no time for soldiers to think in a gun fight and no sense being callous in the war room, then I’ll have to appreciate the separate decision making processes for what they are – separate – and not expect them to align. </span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><br />
</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;"><u>My new mantra</u>:</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Sell fast.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Market slow.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Make it last.</span></div><div class="MsoNormal" style="font-family: Verdana,sans-serif;"><span style="font-size: small;">Go go go.</span></div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-46905492348267947782010-09-20T19:14:00.000-07:002010-09-21T07:07:58.471-07:00Time To Suit Up Coach<div class="MsoNormal"></div><div class="MsoNormal">So here it is…time to show that I can walk my own talk. After spending the majority of my 20’s managing the sales performance of others in the corporate world, the site for my new business is up and running (<a href="http://www.greentechbuyer.org/">www.GreenTechBuyer.org</a>), and it’s on me to prove that I can create sales in a new market armed only with the tools of my trade; a phone, inbox and internet browser. Gulp! Let the fun begin.<o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal">About a year ago I came to the realization that my entrepreneurial itch couldn’t get the scratching it needed relying on others to bring in the deals while enduring tedious meetings, so I found an industry I’m passionate about, reigned in my assets and decided to give it a shot. A few gut checks and skipped paychecks later, I’m an entrepreneur, and it’s just as scary and invigorating as the books say it will be, only more so.<o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal">OK, OK. Let’s go through our pre-sale checklist:<o:p></o:p></div><div class="MsoListParagraphCxSpFirst" style="mso-list: l0 level1 lfo1; text-indent: -.25in;">-<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> - </span>Quality product that’s in high demand. CHECK.<o:p></o:p></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -.25in;">-<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> - </span>Well defined target customer base. GOT THAT TOO.<o:p></o:p></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -.25in;">-<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> - </span>Marketing plan and the tools to pull it off. DAMN RIGHT.<o:p></o:p></div><div class="MsoListParagraphCxSpMiddle" style="mso-list: l0 level1 lfo1; text-indent: -.25in;">-<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> - </span>Clear and differentiating messaging. THE COMPETITION IS GOING TO HATE ME.<o:p></o:p></div><div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo1; text-indent: -.25in;">-<span style="font: normal normal normal 7pt/normal 'Times New Roman';"> - </span>Price point that reflects value. FEELING GREAT ABOUT IT.<o:p></o:p></div><div class="MsoListParagraphCxSpLast" style="mso-list: l0 level1 lfo1; text-indent: -.25in;"><br />
</div><div class="MsoNormal">I’m a sales pro. I write a blog and consult about sales best practices. I’ve come on board as the third hire at a startup that turned into a 100+ headcount industry powerhouse before I left. This is what I do best! Yet I can’t seem to shake a dull sense of lingering anxious tension, urging me to head back to the land of salaries and employer-provided healthcare coverage. <o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Everybody says “good luck”, but their tone and demeanor feels more like a dire warning than well wishes. I know, I know. They just want me to be safe, which some confuse with being happy. But safe was boring, and the chip on my shoulder weighs heavier than the strain of a bank account that (temporarily…I hope) keeps going backwards. It’s time to get selfish and self-absorbed. Websites don’t drive traffic, convert it to action and sign up vendors on their own. The internet is a big place without much respect for newcomers that don’t go out and earn it. Time to sell!<o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal">Selling is persistence, goal setting, staying positive and constantly refining a strategy that rarely goes as planned. It’s the thrill of a yes, the hope of a bite and the refusal to accept no. Selling is a blast, and man do I miss it! <o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal">All the clichés about failure are true. You don’t know what you don’t know, and most new businesses don’t last even a few years. Everything takes longer and costs more than you think too. So what? That’s got nothing to do with me. There’s also a ton of success stories from entrepreneurs no brighter or motivated than myself who put on the blinders and focused on creating the business and lifestyle they set out to achieve. Nothing happens in business until somebody makes a sale, and I’ve got just the man for the job staring back at me in the mirror.<o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal">I may not have the flashiest site or biggest budget, but I’ve got the best sales team in the industry. Watch me prove it.<o:p></o:p></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><a href="http://www.greentechbuyer.org/">www.GreenTechBuyer.org</a> - Learn about green technology. Find the best companies to work with.</div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com2tag:blogger.com,1999:blog-3188499902256193669.post-41021343103690829352010-06-22T21:29:00.000-07:002010-06-22T21:29:49.402-07:00Find Your Sale, Then Your Career<!--StartFragment--> <br />
<div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Successful sales pros are not great at every type of sale.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">They’ve found the sale that best suits their talent and temperament, then refined their skills and repeated.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Too many potentially great rainmakers take on roles that are not the right fit and either flounder in mediocrity or change career directions altogether in dejected frustration.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Just like all other trades, specialists are more likely to see peak results than generalist who take on the nearest challenge put on their plate.</span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">A coworker recently asked me where I would rank on my team of 15 inside sales reps, and she seemed shocked when I told her “probably about 3</span></span><sup><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">rd</span></span></sup><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> or 4</span></span><sup><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">th</span></span></sup><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">”, but definitely not number one.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Just because I’m the in-house guru coaching everyone else on what they need to do to succeed, that doesn’t mean it’s a perfect fit for my own selling strengths.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Our sale has a relatively short sales cycle for a B2B technology (about three weeks) and favors high energy closers more than problem solving relationship builders.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">It’s a transactional sale coordinated completely over the phone, and I thrive in a more complex sales cycle where trust is built in person.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Had I started my career in entry level inside sales, I may have picked a different line of work, thinking I would never be a top producer.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Sometimes when I’m letting a poor hire go for underperforming I tell them honestly that this wasn’t the right fit.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">They think I’m sugar coating tough news, but I’m actually being sincere in that they could excel in a different sales environment.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Oftentimes these are people who took the first sales job they could get out of college, spurred by their advisors observing their social nature and guiding them towards sales, who ditch sales for safer career paths with less upside.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">It really just wasn’t right for them.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">It wasn’t their sale!</span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">This is a touchy subject, but the reality is that looks matter.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Given what seems to be the imminent demise of traditional broadcast media, maybe that ‘face for radio’ is a really a voice for inside sales.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Conversely, it’s no secret that attractive people have an easier time with outside sales.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Of course there are exceptions, but honestly considering your physical attributes can be a valuable factor in deciding career direction.</span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">If you are the type of person that likes the schmooze but tends to abandon the relationship with little more than a solid first impression, then a shorter sales cycle is probably your best bet.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Or, if you tend to wait in the wings, tactically picking your spots with the best opportunities to nurture a relationship for the long term, maybe a complex sales cycle is your calling.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Prospects will simply feel more comfortable buying from a sales pro best suited for their purchasing process.</span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">When lining up interviews, take a sincere look in the mirror, and think about what sort of sale is best suited for you.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Are you really a problem solver, or do you like to patch things up and move onto the next?</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Do you like people, or do you tolerate them elegantly in concise doses?</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Is the complex solution your thing, or do you prefer to keep it simple?</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Be honest with yourself and your interviewer.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">There’s no sense trying to fool either one of you.</span></span><o:p></o:p></div><!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-11468723283516240492010-05-11T19:43:00.000-07:002010-05-11T19:57:23.590-07:00Sales is a lifestyle, not a job<div align="center" class="MsoNormal" style="text-align: center;"></div><div style="text-align: left;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">I’ve come to understand that sales professionals will always be thought of as unintelligent and overpaid by the rest of their peers within any given company.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We talk a big game, walk around like we own the place and hand off our problems to the rest of the organization.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">I’m also fine with that.</span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><o:p></o:p></span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><br />
</span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">You see, while the rest of the company clocks in, clocks out and waits for their regular paycheck, we’ve taken the risk of being measured constantly and publicly.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We’ve decided to take our destiny into our own hands with low performance as a precursor to low pay or no pay at all.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">There’s no coasting.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Succeed and you’ll be heavily rewarded.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Fail and you’ll soon be forgotten.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">It’s “what have you done for me lately” every day.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><o:p></o:p></span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><br />
</span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Do I resent the fact that the individuals doing my dirty work hold contempt for my glory hogging?</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Hell no.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">I feel bad that they’ll never know the thrill of looking an unfulfilled quota in the face and kicking its ass.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Salaries are nice, but fat commissions checks are better, and settle with your own fate if you won’t leave the comfort of a sure thing for the anxiety of a deal on the brink.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><o:p></o:p></span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><br />
</span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Sales professionals take the job home with them.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">The job is never done, because there’s always more you can do to support yourself or your family.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Nobody tells a sales professional that they should head home because they’re done for the day.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We don’t turn off our phones and kick back on the couch.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We stare at the screen waiting for the red light to blink, hoping it signals the next step for the next deal we bring in the door.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We wake up in a cold sweat, furious at ourselves for neglecting to do more than the last day.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">The competition doesn’t sleep, so neither can we.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><o:p></o:p></span></span><br />
<span class="Apple-style-span"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><br />
</span></span> </span><br />
<span class="Apple-style-span"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Vacation? Sure, if you don't mind a dry pipeline when you return to a spot at the bottom of the barrel. Hungover? See how that headache feels at the end of the month. Stressed? Cry me a river.</span></span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><br />
</span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">I know this all sounds self-righteous, but if you’re reading this, you’ve probably felt the same mix of pride and shame as you park your shiny car next to the beater of those who chose to play it safe.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Sales professionals are not employees.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We’re contracted entrepreneurs.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><o:p></o:p></span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"><br />
</span></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">Jealous?</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">We’re hiring</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Georgia, 'Times New Roman', serif;">…</span></span><o:p></o:p></div>Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-21677717571916184972010-02-25T21:44:00.000-08:002010-02-25T21:44:12.377-08:00An Old Dog and The Pound<!--StartFragment--> <br />
<div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">I was sitting with my grandparents during Saturday morning <a href="http://en.wikipedia.org/wiki/Shabbat">Shabbat</a> services in sunny Delray Beach, Florida amongst a crowd of sweet geriatrics festooned in every imaginable machination of pastel costumery, when a sharp dressed man reminiscent of a mustachioed <a href="http://www.imdb.com/name/nm0000011/">Gary Cooper</a> approached.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">As I have learned is the new custom in this healthily germophobic land of hand sanitizers, the man extended his clenched first to my grandfather as a greeting rather than shaking hands.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">(We whippersnappers call this giving ‘The Pound’)</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">A similar routine had occurred several times that morning, but I had enjoyed the irony of a gesture that was only five years ago reserved for generation hip-hop now being used out of perceived medical necessity by the golden girls and their hobbled hubbies in smug isolation until this fellow tapped me on the shoulder.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">A bit startled, I locked eye contact making my best ‘we’re-both-cool-guys’ face and bumped knuckles.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Then this gentleman leans in with surprising vigor and says to me <span class="Apple-style-span" style="font-weight: bold;">“Greet everybody with the same respect as the person who is most important to you.</span></span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"><span class="Apple-style-span" style="font-weight: bold;"> </span></span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"><span class="Apple-style-span" style="font-weight: bold;">Everyone will like you, and that’s how to be a great salesman.”</span></span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">I ask my grandfather why he told this guy that I’m in sales and mess around with a blog about sales best practices, and he tells me “I did no such thing.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">In fact, I barely know anything about him other than that he was a very successful menswear salesman in New York for many years.”</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">What!?</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Maybe this guy’s thing is doling out unsolicited sales advice, but the moment felt almost cosmic in the context of an ongoing religious service.</span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">So now I am left to extrapolate what wisdom this man would have shared relating to this comment had his career matured in the age of the blogosphere.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">We sales professionals can get so intensely focused on pleasing the main decision maker that we lose sight of the impression we’re making on other influencers.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Despite the constant reminders from every source of sales literature urging us to concentrate on <a href="http://www.vitoselling.com/content/vitostory.asp">VITO</a>, nobody likes to make important decisions completely on their own, and the backing of a few confidants could make the difference between winning the deal or losing it to the brown-noser with low prices and a flashy presentation.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">If they’re with the person you are trying to win over at the time of introduction, they’ll probably get the chance to add their two cents when you leave the room.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">Not letting anybody in the proverbial room get away without a direct smile and recognition is a no-lose habit worth reinforcing into second nature.</span></span><span style="mso-spacerun: yes;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: Verdana, sans-serif;">I imagine every advisor to the tri-state area’s fashion buyers of yesteryear appreciated it too.</span></span></div><!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-59829914677904978782009-12-26T14:16:00.000-08:002009-12-26T14:17:23.107-08:00Sales Pro = Sucker<!--StartFragment--> <p class="MsoNormal" align="center" style="text-align: left;"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">There’s a common misconception that all great sales pros are equally adept negotiators, presumably because we make our livings haggling for the deal.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">While it is true that some sales pros will shop around town grinding out every rep for the best price, what I have found to be more accurate is actually quite the opposite – sales guys are suckers for good salesmanship, price be damned.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">You see, I appreciate the work that goes into finding me the right product and educating me on its benefits.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">By the time I’ve put a capable rep through their paces en route to a purchasing decision, I feel compelled to reward them for their stellar performance in my chosen craft.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A few dollars more out of my pocket, maybe.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">But it’s also a few more in theirs for a job well done.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">That’s not to say that I won’t ask for a better deal.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Taking the first offer on principle alone is silly.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">It’s just that I ultimately want to buy from the best sales person, who probably doesn’t work for the company with the smallest margins, and I respect the effort too much to beat them up and make it all about price.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">After all, if I make price my sole buying criteria, then I’m betraying the best practices I preach.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Perhaps, I am being over idealistic, literally at my own expense.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I just see a moral hazard in effectively using the sales rep for a free education while taking the most valuable resource a sales professional has – time – and then walking away to make a purchase online or at a liquidation center.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">So, beyond my waxing about the merits of proper sales execution, what’s the takeaway for sales pros looking to capitalize on all potential opportunities?</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Lay it on thick when selling to other sales pros.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Ask them, “Do you encourage your clients to purchase on price alone?” and when they say “Of course not.”, follow with “Then why are you doing it to me?”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Challenge a sales pro to put their money where their mouth is and buy from the best, not the cheapest.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">They’ll reach for their wallet and hand you a commission.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com3tag:blogger.com,1999:blog-3188499902256193669.post-38681165234417026112009-11-24T19:45:00.000-08:002009-11-24T20:06:53.360-08:00A Thanksgiving Poem<!--StartFragment--> <p class="MsoNormal" align="center" style="text-align:center">T<span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">was the eve of Thanksgiving</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">The salesmen at his desk</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">Trying to earn a living</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">But what do you suggest?</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"><o:p></o:p></span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">The offices are empty</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">The stores are closing down</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">He wishes sales aplenty</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">But no deals can be found</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"><o:p></o:p></span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">Alas, his family’s waiting</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">For his email and phone to quiet</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">They know he’s contemplating</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">Their wants so he can but it</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"><o:p></o:p></span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">What good is the next deal</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">If it keeps you from loved ones and turkey</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">You’ll live to sell tomorrow</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">More eating and less workey</span></span></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-89113298828968216622009-10-31T13:47:00.000-07:002009-10-31T13:50:15.766-07:00Heartbreak and Hunger<!--StartFragment--> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I have always firmly believed that if you’re going to use a cliché, you should make sure it involves poultry. </span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">So let’s talk about two classics as they relate to the most painful experience in sales – Losing the big one.</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><i><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">‘Don’t count your chickens before they’re hatched’</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></i></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">and</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><i><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">‘Don’t put all your eggs in one basket’</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></i></p> <p class="MsoNormal" align="center" style="text-align:center"><i><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></i></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Losing the big one comes in two forms.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">It’s either your prize repeat customer putting an end to your relationship or the whale you’ve been stalking falling out of your grasp at the last moment.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Either way, it hurts both emotionally and economically.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Here’s how to limit your pain:</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><u><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Remember that you are a sales professional, not an account manager</span></span></u><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">If you have to pause to think back to the last time you closed a new deal, or even pursued one, you’ve fallen into the trap of resting on your laurels instead of your hunter instinct.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Feeling like you don’t need to work for the money to keep rolling in is a good sign that the bottom is about to drop out.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Never get comfortable with the size of your customer base.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">You can always make it bigger, and nothing cures the pain of a lost client like a new deal.</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><u><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Don’t stop fighting just because you’re ahead</span></span></u><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The last thing I want one of my reps to hear is that it’s their ‘deal to lose’, because then they stop trying to win.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">They’re thinking about what to do with the commission check instead of what they can do to distance themselves from the competition.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A lead can never be big enough for the best competitors.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">They speed up when they’re ahead of the pack.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><u><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Know the difference between friendships from business relationships</span></span></u><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Sales is without a doubt a relationship business (I know, my eyes roll when I read it too), but I think you’ll surprise yourself if you consider whether you’d be friends with your clients without your vested financial interest.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">It’s their job to find the best deal for their company, friendship be damned, so there’s no sense convincing yourself that the buyer is a friend who will always be by your side.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The competition employs another eager buddy-in-waiting.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Showing off for your friends isn’t necessary.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Continually impressing your clients is.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I’ve seen the phenomena of account courtship go deep enough to become downright romantic.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">At a recent introduction to a mid-level sales manager for a healthcare technology provider, it was actually related to me verbatim that losing his biggest client “hurts worse than both my divorces.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Abstinence just doesn’t pay in business.</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The moment you feel comfortable is the moment you stop selling.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Don’t let yourself retire on the job.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">In other words, stay hungry and you’ll never starve.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-31142560656033088602009-09-08T18:53:00.000-07:002009-09-08T18:54:34.368-07:00“You know” is the new “Umm, like”<!--StartFragment--> <p class="MsoNormal" align="center" style="text-align: left;"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Even a minimally trained sales person should know not to use the lingual crutch of “Umm, like” to fill conversation gaps, but what has now emerged in replacement is the equally abysmal, yet far less recognized “You know”.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Or, it’s ugly cousin, “Ya know”.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">No, they don’t know, because if they did, you wouldn’t have any purpose as a consultative educator!</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I was listening in on a call with one of my own reps today, who I have admittedly not spent as much personal time with as I should, and he was littering the conversation with “ya know” like it was magic pixie dust on the trail to sales greatness.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He actually thought it made him sound smart, or at least assuring, and it donned on me that half my team was in the habit of peppering in this filler right under my nose.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The guy from TrainMySalesTeam failed in adequately training his own sales team.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Not my best moment…</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The funny part about the whole bit is that “you know” comes out primarily while fumbling through an explanation.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The whole concept of an explanation is that you know and they don’t, so you’re clueing them in on your conceptual mastery.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">If they knew, you’d be wasting their time, so it’s absolutely ridiculous to tell them they know while educating.</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Ok, so what do you say to avoid silences when gathering your thoughts on the appropriate choice of words?</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Nothing!</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Practice your phrasing so that the words flow convincingly and without second-guessing, and let yourself grow comfortable with necessary pauses in conversation.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Silence does not have to be awkward.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">It can be natural and endearing when it occurs in moments of consideration.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">If you’re not comfortable with a silence, it’s because you haven’t sufficiently rehearsed your dialogue.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">To me, saying “ya know” during the educational portion of the sales process is admitting that you’re not up to the task of serving as their decision-making advocate, which is not what you want to say while building trust and rapport.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Practice your phrasing.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Let silences run their course.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">End of rant.</span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-41327068477498807492009-08-27T20:46:00.000-07:002009-08-27T20:48:04.790-07:00Run When You Hear These Words<!--StartFragment--> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-style: italic; "><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">“I’ll be candid with you…”</span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><br /></span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><i><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">“I’m a straight shooter...”</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></i></p> <p class="MsoNormal" align="center" style="text-align:center"><i><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">“Let me be honest with you…”</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></i></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">If a sales person begins a conversation with this sort of language, they’re hiding something and playing you to be the sucker.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">I know this is a grim reflection on the worst stereotypes of the profession I champion, but the truth is that attempting to frame the nature of a conversation in this light is a clear indicator of hoping to build blind trust before establishing it through competency and dedication.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">It’s essentially saying, “Take whatever I say for granted as the absolute truth, because I’m telling you that it is.”</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">What I hear in these circumstances is, “Instead of proving myself to be knowledgeable and ethical, I’ll tell you that I am in hopes that you believe so blindly.” A crutch for the lazy - and perhaps unscrupulous - sales person who does not care for the time-consuming consultative sales approach of true professionals.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">“But I say that all the time, and I’m a moral sales professional who always does right by my clients.”</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Well, most of the time you probably do a good job, but when you resort to this sort of tactic, you abandon the best sales practices of listening to needs and speaking to those pain points in terms of what your product can deliver.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">It’s not you at your best.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">It’s you hoping to cut through the extended effort of listening to problems and crafting a solution in favor of a generic pitch and a quick sale.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">The worst part is that it usually works, and this creates bad habits.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">All of this is not to say that there’s never a time to cut through the riff-raff and get to the meat of the matter.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">There certainly is.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">But starting a conversation in this light betrays the consultative solution sale mantra that helps true sales professionals hold their head high with the rest of the economic upper crust.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">It’s cheating, which works, but you can’t feel too good about it.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">The thought process of the buyer this works with is, “You’re employed by a reputable organization.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">They entrust you with the responsibility of helping customers adopt your product.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Why wouldn’t you be trustworthy?</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">I’m so glad I managed to get a representative so eager to share their honest and forthright opinion.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Lucky me.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">What this person fails to consider is that they are purposely being led to the finish line of a sprint when they should at least be tagging along for a jog through the woods.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">If you work hard for your money, you should make sure the people benefiting from your spending work equally as to gain its benefit themselves.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Or else, you risk parting ways with your money over-assuming and under-educated.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">I guess all I’m trying to say is this:</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Buyer Beware; Having trust thrust upon you is grounds for rushing to a poor buying decision.</span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Seller Beware; Declaring your trustworthiness upfront is indication that you’re getting sloppy.</span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-40433961288572764812009-08-03T18:21:00.000-07:002009-08-05T11:40:11.037-07:00Manners: Keep Up Your Guard<!--StartFragment--> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">I just got thrown off guard by the tagline of my own blog; “Sales Basics for Basically Any Sale”.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">When I started this page about a year ago, my only intention was to build a greater understanding for how powerfully executing on the fundamentals of sales best practices could improve your job satisfaction and income. I wrote my </span></span><span style="font-size:100%;"><a href="http://trainmysalesteam.blogspot.com/2008/11/sales-basics-list.html"><span class="Apple-style-span"><span class="Apple-style-span">Top 30</span></span></a></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">, then moved on to storytelling without sticking closely to my theme.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Well it’s time to get back to basics, because, - as any old codger will curmudgeonly snarl at you - our manners as a society are degrading, especially within the backslapping buddy culture of the sales community.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Manners matter in building relationships, which is what sales has always been all about, so let’s talk about it.</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span style="font-size:100%;"><u><span class="Apple-style-span"><span class="Apple-style-span">The Bread and Butter: A firm handshake and eye contact:</span></span><span class="Apple-style-span"><span class="Apple-style-span"><o:p></o:p></span></span></u></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Let’s not harp on these too long, but let’s not ignore them either.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">1.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Don’t stop moving forward with the handshake until the crease between your thumb and forefinger hits theirs. </span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">2.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Squeeze hard enough to let them know you’re no pushover. Guys, 75% as hard when shaking a woman’s hand, but no less.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Girls, I respect a firm grip, but only a feminine one that doesn’t feel like you’re trying to prove something.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">3.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Transition to eye contact with a modest smile.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">If you try to lock in eye contact before the hands clasp, you risk missing the mark, and that’s how finger grabbing and dead fish hands happen.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">4.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Hold for 2 full seconds without twisting or remaining completely still.</span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">5.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Release, and casually move on with the conversation at its next logical point.</span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">6.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Constantly re-establish eye contact throughout the rest of the conversation, but feel free to roam so as not to awkwardly leer the whole time in a game of look-away chicken. </span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="margin-left: 1in; text-indent: -0.25in;font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">7.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Repeat steps 1-5 on the way out.</span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span style="font-size:100%;"><u><span class="Apple-style-span"><span class="Apple-style-span">Grammar</span></span></u></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">: </span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Some readers may wonder why there’s a section on grammar in a post about manners, but I think that taking the time to write a proper correspondence shows respect for the recipient. </span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Conversely, shooting off an email, note or contract without proper attention to grammatical detail shows a lack of regard for the recipient’s time and money.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Most email and word processing programs have built-in spelling and grammar tools that make it relatively foolproof to compose fundamentally acceptable writing.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Nobody wants to do business with someone who is under-educated - or worse, lazy.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">If it’s worth writing, it’s worth writing well.</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span style="font-size:100%;"><u><span class="Apple-style-span"><span class="Apple-style-span">Err on the side of caution when approaching social boundaries</span></span></u></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">:</span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">I hate starting sentences with “In these sensitive times” because it sounds like “In these tough times”, which I’m sick of hearing, but the world we sell in sure has gotten touchy on the derogatory language.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">I’m obviously not saying this is a bad thing.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">It just means you should use wit for humor instead of pushing social barriers for the sake of shock value or a confirmation of mutual opinions.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Too many sales professionals (ok, most) are plagued by the need to be liked by customers and prospects beyond the point where people are happy to be buying from them.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Being liked is crucial, but you don’t need to be everyone’s pal.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">When it comes to socioeconomic outlook and political affiliations, leave the tide of the conversation to the person doing the buying, and then you can choose whether to follow.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Just don’t let them choose not to follow you.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">If it’s a term that even a semi-rational person could find offensive, you don’t want to be the one introducing it to the conversation.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Nobody wants to work with a bigot, and even the biggest bigots think somebody else is more bigoty. Let the buyer indicate their leanings, then you can decide if you want to lean in the same direction.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span style="font-size:100%;"><u><span class="Apple-style-span"><span class="Apple-style-span">Grooming:</span></span><span class="Apple-style-span"><span class="Apple-style-span"><o:p></o:p></span></span></u></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Less is always more with body odor.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">If you’re like me, and the summer heat leaves your natural scent better left undiscovered, then go ahead and seek cosmetic aid.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">But keep in mind that your chosen potion is a mask, not a replacement accessory.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Be clean without being astringent.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Be flowery without causing an allergy attack.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Basically, this is the one time in sales where it’s ok NOT to be memorable.</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Keep the nails clean and without sharp edges.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Nobody wants to touch or break bread with a grubby hand.</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Just because clean-shaven is out right now, that doesn’t mean grimy is in.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Always wash your hands when leaving the bathroom.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">People notice when you don’t.</span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span style="font-size:100%;"><u><span class="Apple-style-span"><span class="Apple-style-span">At The Table</span></span></u></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">:</span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">My father is famous within many circles for his championing of dining etiquette.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">I’m not quite so rigid, but I guess a bit of the old man has gotten into me after all.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Eating with your hands may be appropriate on many occasions, but use cutlery any time the food is messy or shared.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">A hand covered in sauce or any other gunk is not one that I want to shake later. Your finger is not a substitute instrument for a knife when collecting that last bit of entree.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">No double dipping, even on the side you didn’t bite.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">I know this takes some fun out of eating, but be a pig with your friends.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">That’s what they’re for.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Speaking with your mouth full makes you look sloppy and sound worse.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Finish chewing and swallow before talking.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Everyone will understand and think the better of you.</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Wait for the last person to be served before you start eating.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">If you are the last to be served, immediately insist that your company start eating before their food gets cold.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Be nice to a fault with the wait staff.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Thanking them for their services without embarrassing them for any mistakes makes you look classy and appreciative.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">That’s a good thing.</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span style="font-size:100%;"><u><span class="Apple-style-span"><span class="Apple-style-span">Not Interrupting</span></span></u></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">:</span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Cutting a potential customer off mid-sentence is not only bad etiquette; it’s also bad technique, because it means you’re refusing to listen.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">The ‘consultative sale’ that just about every sales guru worth his commission check advocates entails listening first to learn about needs and speaking only about these needs once considered in regard to your product or service.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">I know.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">You have the perfect comment on the tip of your tongue that will win the deal, and you’re afraid that you’ll never get it across the way you want if you don’t say it now.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Really, I’ve been there, and I get it.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">But you have to hold your tongue and accept that the opportunity may pass you by.</span></span><span style="font-size:100%;"><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Better to miss the perfect opportunity and drive the point home effectively later than to disrupt the conversation and miss the more important need.</span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">__</span></span></p><p class="MsoNormal" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span"><o:p></o:p></span></span></p> <p class="MsoNormal"><span style=";font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">BrooksBrothers provides a comically more thorough </span></span><span style=";font-family:verdana;font-size:100%;" ><a href="http://www.brooksbrothers.com/IWCatProductPage.process?Merchant_Id=1&Section_Id=554&Parent_id=228&Product_Id=844339"><span class="Apple-style-span"><span class="Apple-style-span">handbook on manners and etiquette</span></span></a></span><span style=";font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">, but this should be enough to keep you from offending your way out of the sale for now.</span></span><span style=";font-family:verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style=";font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">As a general rule, remember that sales professionals are risk takers in everything but social graces.</span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-78886697035170884652009-06-23T17:44:00.000-07:002009-06-24T18:20:11.893-07:00Turning it on for Customers. Toning is down for Clients.<!--StartFragment--> <p class="MsoNormal"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">The best sales professionals don’t have a ‘sales mode’.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">They just speak with prospects and customers comfortably and informatively in line with a plan to move the conversation towards a close or repeat purchase.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">That’s great for those blessed with the social graces and intuition necessary for this even-keeled approach to business development and retention, but we mortal product peddlers have to throttle up our pitch to compete for our piece of the action.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">We know the scent of opportunity won’t linger forever in our waters, so we shift gears into ‘sales mode’ striking quickly and with full artillery.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Better to overwhelm the customer with the positive attributes of your product and personality than underwhelm and fail to capitalize. If it means layering on the schmaltz, fine.</span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">The problem with ‘sales mode’ is that, while it’s great for bringing on new customers, it’s terrible for retaining them.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">In other words, turning customers into clients.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Nobody wants to keep being sold after they’ve already agreed to the sale.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">It’s annoying.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">“I like you.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">I like what you offer.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Quit trying to convince me or I might change my mind.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">The sale is made already, so your goal is now to keep them happy and buying.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">It’s time to turn down the heat or risk burning them out.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Drop the overly animated intonation, and quit trying to impress with tales of conquest in love, athletics and money (Recruiters and real estate brokers tend to be the worst offenders).</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Instead, think like an old friend shooting the breeze and ask for an update on a personal matter mentioned during a side conversation.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> Send a care package for no occasion other than that you thought they'd appreciate it. </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Cut out the buzzwords too, like “motivational factors” and “missing the mark”.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Just stand behind your product as the person to speak with when needs change or problems arise.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Nobody instinctively wants to change providers of whatever they’re buying.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">But <a href="http://trainmysalesteam.blogspot.com/2008/11/rules-1-3-from-list.html">people buy from people they like</a>, and likeability can be fleeting when eagerness isn’t. Back off.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">You’ve made the sale.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;">Now make a friend…or should I say, a client.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size:medium;"><span class="Apple-style-span" style="font-family:verdana;"> </span></span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-53940884027422887812009-06-08T20:42:00.000-07:002009-06-09T09:42:28.146-07:00Buying The BrandsMart Way<!--StartFragment--> <p style="font-family: verdana;" class="MsoNormal"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">A sudden change in my housing situation left me stranded in the most unacceptable of social situations - I was a twenty-something yuppie without a monstrous flat panel HDTV in my living room.</span></span><span style=";font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Simply not OK.</span></span><span style=";font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Having done my online research and arrived at what I thought was a reasonable approximation of the specifications I wanted and how much I was willing to pay for it, I took off for the suburbs with a borrowed SUV and a craving for the immediate gratification of retail shopping bliss.</span></span><span style=";font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></p> <p style="font-family: verdana;" class="MsoNormal"><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">The closest major big-box consumer electronics retailer is BestBuy.</span></span><span style=";font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span" style="font-size:100%;"><span class="Apple-style-span">Noting their </span></span><span style="color: rgb(51, 51, 51);font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span">CEO Brad Anderson’s <a href="http://www.nytimes.com/2008/11/13/technology/companies/13best.html">recent comment that “rapid and seismic changes in consumer behavior have created the most difficult climate the company has ever seen”</a>, I thought they’d have some great deals and eager sales professionals ready to impress.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Maybe I’d even strike early to make it home for a Saturday lunch eaten off the empty box of my shiny new prize piece of furniture.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Invigorated, I polished off my gallon of iced coffee on the way into the store and headed straight for the rows of flat screens playing family-friendly high def movie clips in unison.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">The shear volume of options combined with unthinkably small labeling quickly soured my eagerness into frustration, and I was in dire need of guidance to maintain my momentum.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">A sale on a platter.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></span></p> <p style="font-family: verdana;" class="MsoNormal"><span style="color: rgb(51, 51, 51);font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span">It’s 10:30 in the morning on a gorgeous Spring weekend. </span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">If you’re going to sell luxury goods in this economy, this is your best bet to capitalize.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I look left.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">A handful of early early-20’s to middle-aged males milling around in mild bewilderment.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I look right.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Three employees staring at clipboards or slinking away in some other effort to become invisible.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Some people cringe at the thought of being asked whether or nor they “need help finding anything.” I cringe at the thought of not being asked anything at all, and now I’m too anxious and disappointed to be easily cajoled.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">So I scribble a few prices and model numbers into the memo application on my phone on the way towards the exit.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Then, finally, I’m approached by what appeared to be a collegian looking to make a few dollars working retail on his Summer break, who limply asked me if I was “doin’ ok.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I dejectedly grumbled that I was, and made my exit.</span></span></span></p> <p style="font-family: verdana;" class="MsoNormal"><span style="color: rgb(51, 51, 51);font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"><a href="http://trainmysalesteam.blogspot.com/2009/04/petsmart-understands-power-of-great.html">Maybe I just like shopping at stores with names that play on the word ‘smart’</a>, but my mood sure did pick up as I exited the freeway into the BrandsMart parking lot.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Smiling parking attendants guide me towards the nearest spot amidst the sprawl of vehicles being packed at the loading dock or exited by shoppers of all denominations.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I make my way into this red, white and blue behemoth of a building and emerge in a packed theatre of neon banners, flashing gadgets and busy chatter.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Huge signs label each section as I scan the facility.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Refrigerators. Stoves. Washers and Dryers.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Phones.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Ahhh, there it is…Big Screens.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I can feel the blood in my cheeks again as I march over with as much restraint as I can muster.</span></span><span class="Apple-style-span"><span class="Apple-style-span"><o:p></o:p></span></span></span></p> <p style="font-family: verdana;" class="MsoNormal"><span style="color: rgb(51, 51, 51);font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span">“What size TV are you going to buy today?”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I turn to greet the outstretched hand of a Danny, who waits patiently for my reply.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">It’s a great question.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Assumptive, yet asked in a sincere enough tone where I feel comfortable instead of defensive.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“I’m thinking about around a 50-inch, but, to be honest, I’m just seeing what you guys have available.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Danny sees right through my parry.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“What’s your name?” “Brian.” “Brian, today is a great day for you to come by.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">We have a great deal on Panasonics that I’d love to show you.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He guides me towards the larger TV’s like a veteran salsa dancer leading a young dame through her paces.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Several other BrandsMart sales professionals glance briefly in our direction, casually noting Danny’s claim.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">We wade through neat rows of merchandise individually labeled with hand written balloon letter signs until Danny stops and motions towards a gleaming 60-inch beauty.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“This TV is the absolute top of the line, and today it’s only $2,400.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He knows full well that I’m not buying this TV, but he’s gauging my level of interest and buying power, and I play right into it.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“I’d love to take home that TV, but I’m not spending $2,400.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Danny, earnestly, “Oh, how much do you want to spend?”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“I’m thinking closer to $1,000, and you’re going to have to make me a hell of a deal if you want my business.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He looks almost offended.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Brian, all I can do is show you the TV you want to buy, but we do not have a TV of the size and quality you want at that price.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">To make a long story a bit shorter, we find the 52-inch Samsung I’m seeking, and I abruptly take off for another part of the store.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Danny doesn’t chase.</span></span></span></p> <p style="font-family: verdana;" class="MsoNormal"><span style="color: rgb(51, 51, 51);font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span">Fifteen minutes later I cross Danny’s line of site in the big screen section.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He sees me, but he’s on the phone at the sales kiosk presumably looking up whether an item is in stock, and he signals with a finger that he’ll be with me in a minute.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">The other reps maintain their distance, knowing full well that my ship has sailed for their commission.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I burn time perusing units I’ve already ruled out. There’s only one TV for me.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Danny approaches.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Should I work up the order?”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He asks for the business directly.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“You’ll have to do it for $</span></span><u><span class="Apple-style-span"><span class="Apple-style-span">20% less</span></span></u><span class="Apple-style-span"><span class="Apple-style-span"> if you want my business.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Brian, let me show you something.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He clicks away on the antiquated keyboard of possibly the first computer ever made.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“You think if you make some more sales you guys can buy a new computer system?”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“They don’t spend any money on anything so they can give low prices to you.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Cute.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Brian, look here, you are asking for less than this television cost us to buy.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I’m not folding that easily.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“I don’t really care what that antique says.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Ask your manager if he can do it.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span></span></p> <p style="font-family: verdana;" class="MsoNormal"><span style="color: rgb(51, 51, 51);font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span">The department manager shows up after a few store-wide pages on the intercom.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I feel as though I’ve made enough of a scene to practically owe them the favor of buying.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Listen Brian, if I can get this TV for $</span></span><u><span class="Apple-style-span"><span class="Apple-style-span">20% less</span></span></u><span class="Apple-style-span"><span class="Apple-style-span">, will you buy today?”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">If I…will you.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">Textbook.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">I want to hug the guy.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Yeah.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">We could do business at that price.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He clicks a few more buttons and ponders with a furrowed brow.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“The best I can do is $</span></span><u><span class="Apple-style-span"><span class="Apple-style-span">15% less</span></span></u><span class="Apple-style-span"><span class="Apple-style-span">.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">He’s got me.</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">“Deal.”</span></span><span style=""><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span class="Apple-style-span"><span class="Apple-style-span">We shake.</span></span></span></p> <p class="MsoNormal"><span style="color: rgb(51, 51, 51);"><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">I back into the loading dock where a massive man instructs me to initial my receipt once I’ve approved that the merchandise is in good shape.</span></span><span style="font-family: verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">He unsheathes the beast.</span></span><span style="font-family: verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">Everything looks as it should, and he somehow slides the whole box into the back of the SUV without any assistance or crash landings.</span></span><span style="font-family: verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">I start the engine and the radio comes on with an infectious jingle that can only make me smile.</span></span><span style="font-family: verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">“That’s why more people sayyyyy, I like buying at BrandsMart USAyyyy.”</span></span><span style="font-family: verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">I roll down the windows and blast the volume as loading dock workers and enthused customers alike join me in a fist-pumping chorus of a finale “Buying the BrandsMart way!!”</span></span><span style="font-family: verdana;font-size:100%;" ><span class="Apple-style-span"><span class="Apple-style-span"> </span></span></span><span style="font-family: verdana;font-family:verdana;font-size:100%;" class="Apple-style-span" ><span class="Apple-style-span">What a pleasure.</span></span><o:p></o:p></span></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com2tag:blogger.com,1999:blog-3188499902256193669.post-82305219636458132942009-05-28T18:55:00.000-07:002009-05-28T19:35:19.945-07:00The Bishop of Sales Motivation<!--StartFragment--> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“Don’t be scared by the word No”</span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“What happened yesterday has nothing to do with what you can do today or what you will do tomorrow.” </span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“No matter how deep of a hole you’re in, look up and work towards the way out.”</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal" align="center" style="text-align:center"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal" style="text-align:justify"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">These could be the bread and butter motivational staples of any quality sales manager looking to rally his troops.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">But this NY Jew blogger last heard these words spoken as the core tenets of a sermon delivered by <a href="http://www.newbirth.org/bio/bio_Bishop.asp">Bishop Eddie Long</a> at <a href="http://www.newbirth.org/">New Birth Missionary Baptist mega-Church</a> in Lithonia, Georgia this past Sunday morning.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A good friend of mine had his father (an orthodox Jew) in town for an Atlanta visit, and the father’s request to observe a southern gospel Sunday morning service led to me tagging along for a 35 minute drive and mezzanine seats staring down at the stage of the grandest sanctuary I’d ever seen.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Nestled within foothills and parking lots reminiscent of the Meadowlands, tour busses empty as well dressed predominantly black churchgoers greet each other jovially, yet somehow without a single family member among them breaking stride on their march towards services.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The walk inside felt like I had box seats to a big concert.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">We grabbed flyers and found our way to a gracious usher who showed us our seats amongst the eager mob.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I could go on forever about the music, pageantry and joy of the scene, but this is a sales blog, so let’s leave it to say that these churchgoers love to sing and move together, and they don’t believe in bashfulness or restraint while talking to their Savior.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Roughly half an hour of boisterous gospel karaoke later, the Bishop takes the stage unannounced with a powerful physicality and a soft raspy verbal delivery that brought a 2000+ audience to silence as everyone strained to absorb each word.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">What I understand now is that the introductory words didn’t matter nearly as much as the peacockish display of bejeweled success from a man in complete command of his universe.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He tells a quick story about how compelled he feels to share today’s reading, and he instructs the captive audience to flip to a verse and read along with him as strategically strewn projectors beam verses alongside his dictation on the walls.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The scripture is read earnestly in unison, but nobody seems to ponder the words with much sincerity.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">They know the message will be revealed shortly in language and intonation that slips naturally between hood bravado and righteous liberator.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“I know times are tough.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“I know you feel like your purpose is lost and hope doesn’t know your name.”</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“I know your mistakes feel like they’ll never forgive you for your future.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> He kicks aside an invisible shackling demon. </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“But I’m here to tell you that your past is just what happened before you did what you’ll do next.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> He glares the entire crowd in the eye. "And you've got to bring the future to the present by focusing on what you need to do instead of what you used to do." </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">These aren’t verbatim quotes, but I think they’re close enough to the message he was preaching.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">My first thought is “Holy sh*t. Did I just get goosebumps in a Church!?” Followed by “I hope this guy never applies for my job.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">What I expected to be a recruitment speech for the saving light of Jesus Christ turned out to be the most animated and enrapturing motivational speech I’d ever witnessed.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">This guy could walk into any sales office and within minutes convince the most underperforming sales team that quota was within reach if only they committed themselves to making it so.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Sales Managers are a flashy bunch.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">We put forth the image of success so our team sees the tangible possibilities of their efforts.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Sales Managers are an egotistical bunch.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">We hog the glory while those in the background perform their duties in silent anonymity.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Bishop Eddie Long practically sparkles and openly praises his own skill in verbalizing the good book’s meaning for the masses (pun intended).</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He was selling his own books, CDs and lecture fees just as much as the merits of a holy life, but he for damn sure had three Jews hooked on his hype.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Aside from strategy and positioning, there’s a thin line between motivational speaking and sales management.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A pumped up sales team sells better regardless of whether their slinging the gospel or widgets.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">The Bishop can speak to my team any day…I’m just not letting him know what we’re selling.</span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-42261732493446355452009-05-11T19:44:00.000-07:002009-05-11T19:49:15.957-07:00Sales and Sports. Peas and Carrots.<!--StartFragment--> <p class="MsoNormal" align="center" style="text-align: left;"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Sports analogies are so commonplace in sales performance literature that I avoid them almost completely for fear of being brushed off as unoriginal, or worse – prideful in my own ignorant redundancy.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Still, references to success in athletics while coaching sales activity remain relevant over time and industry trends for good reason.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">The whole ‘You get out what you put in’ mantra merits the attention it receives, and, in this being a blog about sales basics, I think the occasional reminder is healthy and necessary.<br /></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">The typical response to the question of why athletes have the makings of good sales professionals is that athletes are likeable, coachable and understand the concept of a team.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">What seems to fly under the radar is the common trait that athletes thrive on competition, and I think a self-driven competitive outlook is the key driver of sports success that carries the most weight in selling.</span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">As you narrow your focus on closing the deal, don’t lose sight of the fact that it’s still you versus the other guy, and the other guy could be working to win your sale at all hours.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">As surely as someone is going to win, true prospects are going to buy.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Whether you’re a team of one or several thousand, you have to constantly train and re-evaluate your strategy in order to win.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">When the challenge seems most difficult, you have to dig deep inside yourself and focus on getting the job done one step at a time. There’s always somebody looking to knock off the champ…it’s hard not to get carried away once you get going.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Sales leaders should remind their athletes of the thrill of winning and the determination it took to get there. Nothing lifts the mood of a struggling sales rep like the memory of their greatest comeback or upset victory.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Sales analogies are the pick-and-roll of sales coaching; A trusty standby for occasions where more novel insight escapes you.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Sales and sports.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Sometimes cliché is OK.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;"> </span></span></span><span class="Apple-style-span" style="font-size: medium;"><span class="Apple-style-span" style="font-family: verdana;">Sometimes. Now show me you have some heart out there!</span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-45149637713621369222009-04-21T20:17:00.000-07:002009-04-21T20:18:30.459-07:00How To Ruin Your Own Good Luck<!--StartFragment--> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A sales representative (note: not ‘professional) selling ancillary small business technology to what my company offers dropped in on our office unannounced in hopes of eventually solidifying a referral partnership.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">His thought process for prospecting was sound enough.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">We are regularly asked for recommendations on where to buy his products, and we can’t offer them ourselves for logistical purposes.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Plus, he would have never gotten much traction over the phone with such a vanilla product.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Ringing the doorbell just as my General Manager was coming back to the office from a late lunch, he had no idea that he’d just bumped into a decision maker who had recently been burned by a competitor offering basically the same services.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">My GM was in a conversational mood and in no rush to dive back into spreadsheets following a satisfying meal, so he was receptive to a mostly me-too elevator pitch with an interesting twist that seemingly could help us eliminate some startup apprehension in our own sales process.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">This got him a friendly introduction to me, followed by an hour long meeting about our mutual capabilities and limitations, and eventually leading into permission to buy my team breakfast and their morning’s ear over coffee.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">So far, so good.</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">It turns sour on the morning of his breakfast when he shows up late with stale doughnuts and no partner or accompanying presentation.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Clearly flustered in front of a room of captive potential referral partners, he promptly displays a faulty and insincere understanding of our product in a stammering speech delivered with his arms crossed and brow scrunching ever tighter with sweaty anxiety.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">After 5 minutes of awkwardly stumbling through a summary of his employer’s mostly irrelevant history and services, the partner shows up unapologetic and eager to impress.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He laughs alone at his own poorly timed humor, slips some shiny marketing collateral on the table and launches into the same ill advised summary pitch we had just endured.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">This time with unduly assumed swagger.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Comically unaware of their audience’s dissatisfaction with the quality of their meeting and breakfast pastry, this dynamic duo then proceeds to incomprehensibly botch the answers to several questions that I had laid out for them in bullet points as areas of concern in emails confirming their appointment.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">My team knows me well enough to sense when my fuse has burned too long in silence.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">They’re giggling and sharing knowing glances.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Bracing myself for the anguish of restraint, I tap my watch and rush the meeting towards a close by citing concern for getting my people ready at their workstations by the start of business.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I later apologized to my team for wasting their time and encouraged them to view their morning as a lesson in what not to do.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">For some reason – maybe pity – I wrote the presenters an email thanking them for breakfast and reminding them to send me some geographic coverage information that was promised during the misguided FAQ.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Aside from an occasional mocking reference, they were a thing of the past.</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Then one morning, against my better intuition, an opportunity arose where someone on my team felt they could lock up a deal by recommending the services of our not-so-long-forgotten presenters.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Eyeing revenue goals instead of my own good reason, I gave permission to send out the referral. The decision nearly cost us the deal when the presenters tried to raise their pricing 10% from their initial proposal at the time of close.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I was livid, and I let them know it over the phone and through email, but I absorbed their apologies without excessive resistance in hopes of avoiding unnecessary and unproductive tension.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I washed my hands of these guys and told my team to do the same.</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A month later I am in the midst of training a new hire when I hear a knock on my office door.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">It’s our slow talking, inexplicably pompous, price hiking hero again.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">This time he’s got an over eager sales engineer at his side.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“I just thought I’d drop in and see how things are going.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I’m thrown off.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“Umm, everything’s great.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I‘m just in the middle of training and didn’t think we’d hear from you again after you failed to follow up from our meeting and almost ruined the only deal we brought you in on.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He flips his shaggy southern comb-over and adjusts his obnoxiously modern square rim glasses.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“I was hoping maybe I could take you out to lunch sometime to talk about how we can better work together.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“You know what, I’m busy now, but shoot me an email and maybe we’ll get together some time.” He leaves.</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">About 30 minutes afterwards I take a trip down the hall to make rounds with my troops when I’m blown away to find the intrusive duo chatting up one of my best reps during peak business hours.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Summoning my last drop of decorum, I pull up a chair and wait for a pause in the conversation where I can remind all parties that my rep has important work to be done that afternoon.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Then, it happens, “So, you guys should always recommend our services to your customers on every call” is his reply to an explanation about our product he’s already heard three times that inherently implies why we can’t recommend his services on most occasions.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Dryly, “Get out.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“Should we get going?” “Yes, and don’t ever come back so long as I work for this company.”</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Everyone in the room tests my glare to see if I’m kidding.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“Brian, where did we…”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I can’t engage in this conversation.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">“Just go guys.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I can’t have my sales professionals exposed to you anymore.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">I’m afraid they’ll pick up bad habits.”</span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">This guy showed up with a hot prospect at the right time in the right place.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He glided into an appointment with the gatekeeper, then straight into a layup of a presentation to the troops who can deliver his technology to end-users.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">All this on luck alone.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">A sales professional would have seized the opportunity to learn as much as possible about the opportunity so as to deliver the optimal presentation and follow it up by providing all the materials and resources needed to make the partnership a success out of the gate.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">This guys is no professional.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He waited for opportunities to talk instead of listening.</span></span><span style="mso-spacerun:yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He showed up to a meeting late and unprepared.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He spoke without charisma or care.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He invaded my office and inhibited the productivity of my reps. All this without a smidgeon of self-awareness or expertise in sales execution.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"><o:p></o:p></span></span></p> <p class="MsoNormal"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Unfortunately for this hack, his employer and his customers, he’d never read this blog or any other publication intended to help him grow as a professional.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">He’s a loser. </span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;"> </span></span></span><span class="Apple-style-span" style="font-family: verdana;"><span class="Apple-style-span" style="font-size: medium;">Thank you for reading.</span></span><o:p></o:p></p> <!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0tag:blogger.com,1999:blog-3188499902256193669.post-15667524462693775402009-04-16T20:23:00.000-07:002009-04-21T10:22:29.991-07:00PetSmart Understands The Power Of Great Timing Coupled With The Right Question<p class="MsoNormal"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">After my bulldog Hammer shattered his 3</span></span><sup><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">rd</span></span></sup><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> keg bucket expressing his extreme dislike for being soaked in a soapy tub of warm water, I decided to give the good folks at PetSmart their shot at ridding him of his monthly buildup of stink.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">I dropped the odorous pooch off for the basic bath and nail clipping service, and for the (borderline) reasonable price of about $24 got him back two hours later wagging his tail and smelling like fresh flowers in morning sunshine.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">I was fully satisfied with the results of my moderate splurge.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"><?xml:namespace prefix = o /><o:p></o:p></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">My cell phone rang three weeks later and a friendly voice identified himself as a representative from PetSmart inquiring about whether Hammer could use another bath.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">I was on my way into a meeting and gave him a soft blowoff, mumbling something about being “all taken care of” and appreciating the call.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">The PetSmart rep, unfazed, next asked me “Are you sure he’s not smelling up the house or in need of a nail clipping?”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">He had me.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> Nobody wants guests walking into their home to be overpowered by the smell of a dog just to be scratched up by the offending canine. </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">“You know what, let me know how early I can bring him in tomorrow morning and I’ll pick him up when you’re done.”</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">The PetSmart rep had been trained to casually and succinctly hit on my pain points so that it felt like I was doing myself a favor for buying what he had to sell.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"><o:p></o:p></span></span></p><p class="MsoNormal"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">This is was small sell, so (as per the main theme of <a href="http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=sr_1_1?ie=UTF8&s=books&qid=1239939012&sr=8-1">SPIN Selling</a>) it was fairly easy to close with the right line of questioning intended to reveal value.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">It also helped their cause that I was a repeat customer where the weather had just turned warm enough to make a bulldog’s aroma go sour after just a short jog around the block.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">But still, they called at the right time, made a great impression and immediately hit on their value to me without any blathering whatsoever.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">Kudos PetSmart.</span></span><span style="mso-spacerun: yes"><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;"> </span></span></span><span class="Apple-style-span" style="font-family:verdana;"><span class="Apple-style-span" style="font-size:medium;">You’re SaleSmart too.</span></span><o:p></o:p></p><!--EndFragment-->Brian Koleshttp://www.blogger.com/profile/02100828181260822538noreply@blogger.com0