We are going to take the rest of December to refresh. But first, we’d like to take the opportunity to thank each of you for your support of our mission . . . providing insight and information to the most dynamic and interesting set of people in the business world . . . salespeople.
I make this next statement with complete conviction and sincerity.
Salespeople are the last pure capitalists. You wake up each morning unemployed and you have to get up, put the helmet on and produce. Nobody “gives” salespeople anything. You are lean and mean. You live by your wits and you eat what you kill. You are the tigers of the business rainforest.
I know that some who read this blog may not be strictly salespeople, you may be managers or professionals who also pursue a craft beyond selling, but you read our blog because you know that, at some level, we must all sell our ideas, and that we must all sell ourselves, in order to accomplish our objectives. To you I say, “Congratulations,” because you have decided to rise above your less ambitious peers, and your less energetic competitors, to enter that most rare of all realms, the realm of “rainmaker.”
To me, the selling life is the greatest life in the world. It combines curiosity with problem solving, human interaction with personal passion. It generates competitive fire and the ultimate sense of fulfillment when a transaction is achieved and each party is delighted with the result.
And sales, at its best, provides us with a daily opportunity to help people, to lift their spirits, to generate fellowship and build lifelong relationships.
So, remember, you are a very, very important person. The very life of your company depends upon how you and your fellow salespeople perform. Would you have it any other way?
We want to wish each of you a great holiday season and a healthy and happy 2020!
The holiday season is a great time to experience just about every level of sales quality when we hit the malls. Obviously we are not going to expect the same level of training resources for most retail and seasonal salespeople that we would in the business to business environment, but it is still worthwhile to pay attention to preparation and, most of all, attitudes.
In making the rounds over the weekend, I loved dealing with the young kids who are working for a few weeks through the season. These are the kids that need the money and I had watched them earlier in the year filling out applications and heading into managers’ offices for interviews.
Nothing against the richer kids, but how much stronger are these people going to be when it comes time to go after a full-time job?
Anyway, for the most part, these seasonal employees came ready to play. They approached me immediately, almost always knew where to find what I was looking for, and usually had a decent grasp of the products they were representing.Read more
It was not that long ago when Thanksgiving weekend was all about family, turkey and football and the concept of Black Friday – the manic shopping day after Thanksgiving – did not even exist. Oh sure, people might head over to the mall and start doing some Christmas shopping, but it was a far cry from the institution and media phenomenon that exists today.
So, how were the retailers able to drum up this feeding frenzy?Read more
In their book (which is great by the way), “The 22 Immutable Laws of Marketing,” authors Al Ries and Jack Trout make a great point when they state:
“You have to BLAST your way into someone else’s mind!”
Think about that for a moment. Buyers are bombarded with marketing and sales from all sides. Almost all of it is mediocre or average in terms of making a real impression or turning their heads. The amount of noise and clutter is astronomical these days.
So, how can you break through all that and “blast your way into someone else’s mind?” Read more
We have all been in situations in which we know the buyer wants to pull the trigger, and the outcome will be good for everyone, but he cannot quite overcome his fear of making a mistake.
Here is a technique to help move toward closure. It goes something like this. Read more
There is a very successful Realtor I know who sells high-end second homes in a fashionable resort community. It is well-documented that the vacation home market is under severe pressure, but, of course, that is when the talent in the industry shows its stuff.
Here is an example. Read more
What is your specialty?
The reason that I ask is because customers love to buy from specialists. That is, from people they believe are absolute experts in a given area in which the buyer has a high degree of interest.
Doctors are great examples. If we are told, God forbid, that we may need to have a quadruple bypass, the chances are that we are not going to seek out just any doctor’s advice. We are going to try to find the best heart specialist we can . . . someone who can convince us that he/she has great knowledge and expertise about open-heart surgery.
A more mundane example: Read more
Yesterday I received a very expensive brochure in the mail, almost magazine quality. It was beautifully designed with striking colors and even wrapped in a transparent wrapper. I was impressed . . . so impressed that I tossed it into the garbage without removing the wrapper.
I know that you do the same, every day, at home and at work.
This is not a knock on brochures. Most of us use such important collateral material all the time in the course of our direct mail marketing and as leave behinds at meetings.
But here is the difference. Read more
I recently sold some stock and wanted to put the cash into one of the best known, and highly rated banks in the country. The amount of cash was not insignificant.
I called the number of the local branch in my community. But rather than reaching someone at the branch, the number channeled me into a central call bank.
Here’s what happened . . .
Call Center: “Can I help you?”
Me: “Yes. I want to talk to someone about moving some money to your bank.”
Call Center: “What?”
Me: “I want to talk to someone about some of your investment vehicles.”
Call Center: “Do you mean you want to talk to a banker?”
Me: (I paused for a second.) “That’s the general idea.”
Call Center: “Hold please.” (30-second pause). Read more