photo credit: Shkumbin

Are you prepared for todays business environment?

Yes, you got off to a good start.  You blew the competition out of the water.  You were recognized and admired by your peers for your unbelievable success.  Yes, it felt good.

Your future success depends on your ability to keep the momentum going.  You don’t want the start and stop feast and famine roller coaster you see others around you suffering.  You want to continue on a path to success like a freight train rolling down a mountain.

Please join me Thursday May 22 at 2:30 eastern time when I’ll share with you “How to Outlast & Out Perform the Competition” via a webinar.  This power packed hour will help you to:

• discover how to change what you see
• uncover the formula for success making you literally unstoppable
• identify the underlying obstacles keeping you from having even greater success now
• reveal a performance formula guaranteed to produce results
• discover how to use proven techniques to get results now

You’re a savvy business person who knows the success that got you where you are now won’t get you the success you want in the future.  Listen in and uncover exactly how to keep moving where you want to go.  Keep the competition at your back and the wind in your face.

Make sure you secure your spot for the webinar by clicking on this link and registering today.

“How to Outlast & Out Perform the Competition” Webinar

photo credit: Unfurled

Beginners and wimps tremble over objections.  The Pros smile with glee.  Why?

To understand you have to think about how you act when you’re thinking about making a purchase.  Anytime you’re thinking about making a purchase requiring more than a trivial investment you go through a thought process.

• First, you ask yourself if this is something you might like to have?
• You ask, “what would I get if I had this?”
• You ask, “is there something that does the same thing better or at a lower cost?”
• You challenge yourself if you really need it.
• You worry what others will think.
• You wonder if you’re making a mistake.
• You ask, “could this wait?”

The list goes on.

Now if you’d stop acting like a typical salesperson and act like an advisor you’d respect the prospect’s thought process and concerns.  When the prospect shares an objection you might say, “that’s a good point, tell me a little more about what you’re thinking.”  Then you’d continue asking questions until you really understood.

If the prospects objection is valid don’t try to push for the sale.  That just makes you a jerk and ensures you’ll never get the sale.  You may be shocked to learn that when you stop acting like a salesperson and start acting like a concerned advisor you’ll increase sales both now and later.  Because you weren’t a jerk and acted like a decent human being when the time is now the person who said, “no” today will come directly to you when it’s time for “yes”.

Thinking you’ll never get objections is unrealistic, my friend Colleen Francis, recommends “talk 20% and listen 80%.”

photo credit: Fábio Pinheiro

The End of Sales Management as We Know It
by Paul McCord

Whether you’re a salesperson, sales manager, or sales executive, you’re about to see major changes in your life. Over the coming years the basic roles and functions of sales managers will be changing—radically. Some will embrace these changes, others will resist, some will refuse to adapt and leave the sales industry.

What are these changes, why are they coming about, and how will they impact you and your company? Well, I’ll give a tease here, but to really find out you’ll have to visit The Management Curve a new blog dedicated to a discussion and debate about how the new sales technologies of Client Relationship Management (CRM), Sales Performance Management (SPM), and Sales Force Automation (SFA) will impact companies, salespeople, and most specifically, sales managers.

I host the blog and am joined by a number of hand selected regular contributors. Those contributors include sales management trainers and consultants such as Jonathan Farrington, Silvaraman Swaminatha, Michael Webb, James Obermayer, Jan Visser and several more to be announced shortly. There will also be posts and commentary by representatives of the sales technology developers with representatives from Oracle, Onyx, ForceLogix, i-Snapshot and several others giving their perspective. In addition, real live salespeople and managers who use these products will relate their experiences—good and bad–with the products their companies have purchased. In addition, we’ll talk to corporate executives from companies of all sizes to get their ideas of what they hope the products will accomplish for their firms and what changes or additions to the technology they would like to see.

Posts and discussions will range from very basic discussions of the various types of programs available to reviews of various products to critical discussions of the real impact of these programs on salespeople, managers and the company itself.

The real crux of the blog’s focus is on how current sales management theory and practice will have to change to work within the framework of the sales management environment created by this technology.

Disagree with the basic premise? Don’t worry; contributors come from all perspectives. Some agree with my view, others are 100% opposed, others somewhere in the middle.

Come visit The Management Curve. It was only launched a few days ago but already there’s some discussion going on with much more to come as more and more blog authors join the fray. No matter your perspective, things will not only be interesting, they’re dealing with real issues that you and your company will have to face sooner or later.

photo credit: Pablo H

My friend Lee Salz has put a lot of work into setting up a service where you can learn directly from the Guru’s.

Business Expert Webinars (BEW), an international community of business experts, comprising best-selling authors, award-winning speakers, and business gurus, launched  with more than 100 speakers and 700 live business education webinars that begin airing in May 2008.

“We are using webinar technology to deliver business eLearning,” said Lee B. Salz, President and CEO of Business Expert Webinars. Topics include all genres of business – sales , networking, public relations, marketing, real estate, human resources, entrepreneurship, management and many others.  Visitors interested in participating can view the extensive schedule and sign up for webinars at BusinessExpertWebinars.com  Each webinar is taught by a live presenter on the phone and is supported by a presentation delivered over the Internet.

“People are frustrated with the free webinar offerings where the price of admission is a sales and marketing pitch. Either the entire webinar is an infomercial or the content is delivered at a high-level in the session and concludes with, ‘if you really want to know how to do this, buy my CD, DVD, book, etc.’ Thus, they aren’t really free,” said Salz.

Business expert and author of “Selling to Big Companies,” Jill Konrath, said, “What attracted me to deliver content with Business Expert Webinars was that the experts pick very specific topics and go deep into the subject matter. This is strictly business education. Participants come away from BEW webinars with actionable information they can implement immediately. It is a great way for adults to learn valuable information inexpensively, without leaving the office.”

This is a fantastic opportunity.  With so many topics there simply has to be at least one topic that will be of value to you.  Go to Business Webinar Experts and get registered today:-)

photo credit: lumaxart

You can go it alone and work the hard way or you can align yourself with others helping each other.  The obvious choice is forming mutually beneficial partnerships.  You work together promoting each other and helping each other make connections you couldn’t make on your own.

Kevin Eikenberry shares a networking tool on his blog.  Check it out and learn more about it.

If you’re still wasting your time and energy networking at chamber events it’s time to open up your world and discover the truly valuable networking opportunities all around you.  Let me know your favorite networking events, tools, and opportunities.  Tell me what you like about them and how you use them.

photo credit: Kanzeon Zen Center

You want a financially secure business.  To get that you need a steady flow of good clients entering your business.  Simple in concept yet difficult for most people to pull off.

Why is it so difficult to get those good clients entering your business?  Could it be because of the way prospects think of you or that they don’t think of you at all?  The space you own in a prospects mind is your position.

Lee Salz stresses, “partners formulate mutually beneficial relationships.”  That’s a very different approach than acting like a sales person.  So how do you bridge this gap?

The way you approach the sales process both establishes your position in the minds of your prospects and your clients, and demonstrates your expertise.  You want to position yourself as a trusted business adviser not a “sales person”.  You can only do that when you are the expert.

As the expert you:

• understand your best prospects very well
• know what they really want
• help them discover and uncover how your solution is right for them

Questioning and really listening is how you set yourself apart from the rest and earn your spot as the trusted adviser.

photo credit: »Philo

What makes you push on placing one foot ahead of the other?  Kelly McLean recently shared a quote

“It’s better to look ahead and prepare than to look back and regret”

Jackie Joyner-Kersee

Sometimes you get in a pattern of making your life really hard.  Hey, I do it too.  Sometimes it seems like my personal motto is if there’s a hard way and an easy way by all means do it the hard way first.  At least I can laugh at myself about it, and because I know I tend to bend that direction I can be on the lookout and catch myself at it.

I have absolutely no tolerance or patience for people who are simply to afraid to take action or make a decision.  It drives me nuts.  I want to shake them and shout, “can’t you see your fears are keeping you from getting what you want ever!”

Your ability to succeed is directly proportional to the actions you take.  Wishing, intending, and dreaming won’t get you anywhere.  Action is the only road to success.

“Aim small, miss small, and fail forward fast.”

Cheryl A. Clausen

I own this statement deep down throughout my very being.  I know as long as I’m taking actions I’m headed in the right direction.  Even if I’m taking a wrong action I’m still better off because it’s far easier to make a correction when you’re in motion than it is when your dead still.

Aim small speaks to knowing exactly who you’re targeting.  One of the quickest ways to waste your resources is to cast a wide net.  Your wide net will come back empty.  When you cast a net for a very specific target you’ll get at least a few in your net, and you’ll learn how to get more.

Miss small so you don’t bet the farm on any one thing.  If you can’t afford to lose your entire investment on something don’t make it.  The easiest way to make an investment affordable is right size it to a size you can’t lose on.  Make it so affordable that if you get even one response the effort will pay for itself.

Fail forward fast by getting right back in the saddle of the horse that bucked you off.  When I was about 8 years old I begged my Dad for a horse.  One day he brought home this little black Shetland pony named Poncho.  I thought he was great until I got on to ride him.  Every time I got on Poncho he would ever so nicely walk over to the nearest sand burr patch and sit down causing me to fall off into the sand burrs.  He knew he had my number and he won every time.  This is a classic reminder that if you keep doing the same things you’ll keep getting the same results.

So what if what you tried failed.  You now know one more thing that doesn’t work and you’re one step closer to what does work.  Just keep at it until you get it right.  Be like the winner of the race.  Just keep taking one more step and pushing ahead until you cross the victory line.  As long as you aim small, miss small, and fail forward fast you’ll be headed in the right direction.

photo credit: jsc*

Theoretically all franchise restaurants are identical in food quality, service and cleanliness. Of course, you know that isn’t true. I say, “thank goodness that isn’t true.” Because if it were true I’d be missing out on a great experience.

I live in Iowa, and if there is one thing you can say about Iowa it’s food is important around here. Food is at the epicenter of nearly every social encounter in the state. Our state fair is touted as the best in the world in part because of the food experience that can only be had at our fair, but that’s another story entirely.

If you’re ever hungry for real food, great food, food prepared with love and care come to Iowa. In a small town near where I live there’s a Subway restaurant. Don’t cringe it isn’t like any Subway you’ve ever been to. You see the Subway in Denison, Iowa is owned and operated by “Subway Dave”. I can’t go to any other Subway anywhere because it’s a complete and utter disappointment when compared to “Subway Dave’s” Subway restaurant.

Dave took it to heart when the franchisor told him Subways mean fresh, friendly, and fanatically clean. Perhaps Dave is just a better listener or Subway needs to say it louder to all their franchisees. The aroma of fresh baked bread can be smelled clear down the street.

It literally sparkles with cleanliness when you open the door. And Dave, well Dave knows my name. Dave knows what my family likes. Dave always greets me with a smile and acts like he really cares that he gets to make our family sandwiches.

When Dave and his crew make you a sandwich they do so with care. You’ll never see Dave or his crew slap a sandwich together smashing your sandwich and throwing it at you with a sneer. Nope, Dave really cares!

Dave owns a position in my mind. When I think sandwich I think fast, fresh, and friendly Subway that can only be gotten from “Subway Dave”. I don’t just like Dave’s sandwiches…I LIKE DAVE! I appreciate how wonderful his sandwiches are and I appreciate how much Dave cares about his sandwiches and his clients. Dave earned this position the first time I entered his restaurant at his first location. And Dave is smart enough to make sure he never loses that position.

I know you don’t own a restaurant, but there’s an important lesson here for you to take to the bank in your service business. It doesn’t matter how large or how small your business. It doesn’t matter if you have a connection with a big company or not. You can carve out a position in your client’s and prospects minds. And once you do you can own that position.

When you own a position, provided it’s a positive position, it’s like money in the bank. Julie McManus wrote an article about her airline struggles recently we can all relate to. The airlines own a very negative position in our minds. You don’t want that position.

When you own a position it means you own a space in your clients mind. If I say cola most of you will think Coke because Coke owns that space in your mind. However, when I say Subway I only think of the restaurant owned by “Subway Dave” my experience is no other Subway even comes close to measuring up so they don’t exist. Wouldn’t you like your clients to feel that way about you?

What category can you own in your prospect’s and client’s mind? This is what is special or unique about you and how you do business. Why do your clients choose you over all the other options? If you can’t answer that now then identify what you can do that’s unique, special, and valuable to your clients?

Position yourself to win and then never surrender your position. Positioning is important and it shouldn’t change. It’s related to your values and beliefs. It’s related to your prospects values and beliefs. You have a position now although it may not be a strong one. Make it strong and make it clear in everything you do and say.

photo credit: dan taylor

Recession, stagflation, down sales…what are we going to do?  Troy White recently wrote a post about price and why your fears may not be valid.  Hello, the economy is a great reason for increased sales.  Cut the pity party and discover the gold mine right under your nose.

It’s never about price it’s always about value.  Yes, when the pocket book is light you are more thoughtful about how you invest your money.  You’re looking for the best value for the money you trade.  Position your solution as the best value.

Telling isn’t selling, listening is the way to sell.  The whole time you’re talking you’re blowing your chance to sell anyone anything.  Ask thought provoking genuine questions that help you understand what the prospect wants.  When you do you’ll both discover their highly motivating reason to buy.

Don’t confuse sympathy with empathy.  Empathy is understanding what the other person thinks or feels.  You don’t necessarily share those thoughts and feelings.  When you’re empathetical you remain impartial and seek to help the other person.  When you’re sympathetic you’ll wallow in their pity with them.  That doesn’t help them.

The very objection the prospect gives may be the reason they need to buy, and buy now.  When you get down to the real reason the prospect can’t make a buying decision you’ll very often discover the motivating reason the prospect needs to buy.  For example, some people think they can’t afford coaching.  A legitimate question is, “if you don’t get help now will you even be in business 3-6 months from now?”

Why do your prospects need your solution now more than ever?  You know their objections, you understand the current environment, and you know what your solution does for your clients.  Once you convince yourself you’ll be able to help others uncover their reason why they need your solution.

photo credit: Joshua Rappeneker

No, I don’t want any!  Do you feel like that’s what everyone you contact is saying whether they say it out-loud or internally?  If you feel like that you’re prospects are thinking exactly that.

What if you’re prospects said, “I’m so glad you called I was just about to call you.”  Think you’re fantasizing, well you don’t have to be.  Yes, you could have prospects calling, emailing, faxing, and mailing you all wanting to know more.

There’s no excuse for the pushy manipulative sales person.  Even great sales people like Jill Konrath confess they felt like that before they learned how to sell too.   However, like Jill and all other top sales professionals you don’t have to act like that when you know how to sell.

You aren’t a “sales person” you are a “counselor” or “adviser”.  An adviser gives advice to others about their area of expertise.  An adviser doesn’t have to “sell” you they guide you and help you reach your own conclusions and make your own best decisions.

Part of your struggle is mindset.  As long as you think of yourself as a sales person you’ll act like one, and those behaviors will make your prospects want to protect themselves from you.  You can change your mindset when you start acting like a trained professional sought after and respected for the work you do.

It’s not your fault you act like a “sales person”.  The way you’ve been trained forces you to behave in a pushy manipulative manner.  Put that behind you and learn how to sell using proven processes and proven systems designed to position you as the trusted adviser you deserve to be.