I am privileged to have a diverse group of followers who read this blog, from different industries like Real Estate to Steel, Printing to Banking, Automotive to Insurance and many more.
So as we move into quarter two of 2018, each person is focusing on his or her own market. Some industries are providing more opportunity than ever for immediate gain, while others perhaps requiring more patience, such as Commercial Real Estate or Luxury Automotive Sales.
The reason I bring this up is because I always want these posts to be realistic and practical.
A salesperson who is grappling with selling office buildings when buyers are not currently active, doesn’t want to hear a bunch of rah-rah stuff about maintaining enthusiasm.
What I can say, however, and what I will continue to write about with passion and conviction, are the universal things great salespeople consistently do, at all times, in every industry, to outperform their competitors. Read more
I was watching a documentary on the Beach Boys the other night and the interviewer asked Carl Wilson why he thought they were so popular. Carl answered . . . “because we are really good.”
The interviewer, who expected a longer answer, went silent for a moment, then he replied . . . “perfect.”
I was struck by the profound power of this simplicity and authenticity as I think about sales. Read more
Most of you probably picked up on the terrific Loyola University Chicago Cinderella story in this year’s NCAA tournament. Ratings for their games went through the roof as they moved ever deeper into the tournament. And the whole experience is going to have a profound, positive impact on the university in terms of both athletic and academic recruiting going forward.
How did Loyola generate so much more interest in its team (product) than any of its competitors in this context? Read more
I just read an autobiography about George Bush Sr.
Evidently, very early in his career he got into the habit of sending handwritten notes to people he met just to say he enjoyed making their acquaintance, and of course thank you notes.
Over the years, he sent thousands of them, and of course now people who saved them have a wonderful keepsake, but the real point is that everybody loved receiving them. Read more
Not so long ago, the NCAA basketball tournament was important to basketball fans, but not the huge deal it is today.
Something happened that took the tournament into the mainstream which is a great lesson for us salespeople.
The tournament became “interactive.” That’s right, instead of being a one way experience where we sat back and watched the teams play, the brackets contests emerged; and everybody in the office got involved in picking teams, filling out the brackets and watching the tournament build momentum and excitement. It has practically become an annual ritual like the Super Bowl. Read more
Billions of people gather around their TV sets and computers every four years to watch the Olympics.
Why? Because it is so much darn fun.
It is almost impossible not to get caught up in the intense competition and the intensity of the action, particularly in the events where the athlete is only a blade’s edge from wiping out after years of preparation. It is living in the moment at its highest levels.
But there is another emotion that is generated in the Olympic experience . . . joy . . . pure joy! Read more
Great (Super Bowl) game last night . . . it’s always fun to get into the big show. And as a salesperson, I always love to watch the commercials.
So here is a question for you: With all the millions of dollars spent on Super Bowl ads, how come so many of them were . . . let’s just come out and say it . . . lame?
There were all sorts of commercials that did not really promote the product well or were just plain weird. Given the huge investments and the top talent working on these, how could that possibly happen? Read more
I’ve been working with one of the most disciplined salespeople I have ever seen in terms of follow up.
I am sure she is working off of a CRM platform, but I can set my watch by her weekly calls, follow up emails and various tools her company allows her to deploy in terms of special offerings and deadlines.
The whole process gets right to the edge of being slightly annoying except . . . it works! I have been purchasing the services and yes, when I am reminded that it is time for a re-order, I step up. But without the extra pressure, I am quite sure I would procrastinate or even let the whole thing dissipate over time. Read more