52 Weeks of Book Reviews. Week # 9 – Go for No! Yes is the Destination, No is How You Get There by Richard Fenton & Andrea Waltz

KISS. Keep It Simple, Stupid. This book is a nice spin for the classic Hard Work Beats Talent when Talent doesn’t Work Hard. There is a giant fear of failure in most sales repsGoForNO and it limits the amount of risk that they will take. This is a classic mind flip that creates the scenario where NO is Good.

52 Weeks of Book Reviews. Week # 9 – Go for No! Yes is the Destination, No is How You Get There by Richard Fenton & Andrea Waltz

 

I’m a strong believer in the SweatAbility factor (Effort X Skill = Success) and typically in my own experience the hustlers are the ones that put in the strong effort. They work harder, longer and have strong visions of what they are working towards. Those guys are the ones that often get the trophy’s at the end of the month, but sometimes it’s someone who just has to struggle to stay at par. I try to take those guys and increase their skill level, I work on their closing skills, listening skills, mirroring skills and general sales I.Q. I stand by that assessment, if someone’s work ethic is already a 9 out 10 and I double their sales skill, they will double their income.

This book focuses more on the Effort piece of the puzzle, which is something the 10X Rule by Grant Cardone does as well, but I think this book might be more dangerous in some industries than in others. There is a message in the book that encourages massive prospecting, which I am on board with, but the book initially also seems to reward a low conversion ratio or at least it could be interpreted that way. The surface message would seem to just take massive leads and get through them and you’ll probably find a few “lay down” deals and out perform your competition by just sifting through your leads faster.

The hidden message is in the last chapter. The No’s that you get don’t all get thrown away. The same leads can and should be reused and in fact most customers will say No 5 times before saying Yes. That means that by prospecting more often and calling on your own sales leads multiple times you’ll increase the number of times you are told No, but eventually your conversion ratio of sales calls to confirmed clients will actually improve. Let’s face it, everyone you talk to buys from someone right? If you are persistent enough that person can be you.

Talk to more prospects. Get to the point. Don’t burn bridges. Follow up relentlessly. Ask for the business so you always know where you stand. You will both outwork AND out smart your competition by following these rules. The Author’s might disagree, but I think a salesman’s favorite word is still Yes, but I’ll concede that the second favorite word is No. Look for the No in every sales call and you won’t be running away from prospects with fear of rejection, you’ll wear it like a badge of honor on your way to the bank.

52 Weeks of Book Reviews. Week # 8 – Bulletproof Business: Protect Yourself Against The Competition by Ryan Stewman

 

There Bulletproofare only a few times while reading this that I remembered that this was a business book.  For the most part Ryan is just telling a story about how some interesting stuff happen in his life. It’s kind of like a train wreck in the sense that I just couldn’t help myself from looking at it but it made me squirm a few times and I felt bad for anyone caught in the wreck.

 

52 Weeks of Book Reviews. Week # 8 – Bulletproof Business: Protect Yourself Against The Competition by Ryan Stewman

 

Just because I forgot it was a business book a few times doesn’t mean that there weren’t valuable lessons to be learned. Ryan’s approach in this book is to help the reader learn from his mistakes. He’s taken the long way around and still ended up ahead of most people in the race for the biggest bank account balance. He’s taken some risks and enough have worked in his favor that he’s in a position today to continue to gain respect and offer advice. He’ll willingly tell you that his time and advice are worth a lot of money these days.

It’s hard to believe how many crooks are in this world and unfortunately salesmen make up more than their fair share of those white collar criminals. Salesmen are likable and they have the ability to craft a story that makes sense of any scenario, it’s no surprise that a lot of great salesmen have been caught in unfortunate circumstances. Grant Cardone openly talks about a partnership he once had where the partner and he split and he calls that partner a crook. We all know about the Wolf of Wall Street, AKA Jordan Belfort, and the things he did while in the midst of some great “sales”. It’s no surprise then that in the world of sales even great salespeople get sold on someone from time to time, we all want to believe. Ryan was sold on some business partners, he’s been sold on a few women, he was sold on the trappings of the white picket fence and the required role he was “supposed” to fill. He was sold on who he should be and then he tried to sell other people that dream too.

The worst part of being a salesman is trying to sell something you don’t believe in. Ryan talks about selling and training something in the insurance industry but he really wasn’t into it. He wasn’t sold on it. For the first 3 quarters of this book Ryan wasn’t sold on who he was and it manifested itself in insecurities and bad decisions. He couldn’t rise above the fray because he didn’t know who he was and had no idea how to get out. If you aren’t authentic to yourself  it’s hard for anyone else to buy into you.

From a technical standpoint Ryan isn’t exactly a wordsmith but he crafts a story that keeps you interested. He keenly advertises his services and asks for the business in the pages before, during and after the story. He ends his chapters with a quick teaser about the next chapter to keep you motivated to get through the whole thing.The paragraphs, pages and chapters are short and in the sales world we work with a ton of people with shorter attention spans. It’s not our fault, we just crave the action and we’d rather be talking to people and learning on the go than actually sitting down and doing the work. Ryan references this behavior in the book, but he knows his audience too. Ryan is 100% himself and that’s often in expressed in language that might be considered crude. I don’t speak the way he does, but I don’t judge him for it just like I don’t judge a New Jersey accent vs an English accent. The message is important and maybe his message will actually come across to more people in his terms than someone prim and proper who doesn’t have the ability to connect with most sales people.

As human’s we are all sculpted by our past. His has brought him to the point where he has firmly taken the bull by the horns and refuses to let the bull win. I admire his tenacity and effort. He talks about doing the work and I put Ryan in the category of DOER. He does stuff. Period. Most of us just talk about it, but it’s too much risk to put ourselves out there. Ryan put in the effort and now he’s got the skills, to have both is a sure fire way to gain success. Effort X Skill = Success.

If you walk a mile in another man’s shoes maybe you can take the short-cut that Ryan is offering. You can get a glimpse into his history and perhaps you can come to the same conclusions that he did. You are accountable for your own success and failure. If you fail and it was someone else’s fault, think again because it’s your fault that your fate was in someone else’s hands. Take control and raise the minimum expectations of your life.

You can start buy buying his book and checking out his website. Go ahead and and check him out at www.clyxo.com/closer.

(FULL DISCLOSURE- Ryan sent me a copy of his book for Free, but I’ve paid to see his video’s, listen to his podcasts and read his sales strategies. He didn’t ask me to review his book, I just happen to be a member of his Facebook group and I’m on his email mailing list.)

52 Weeks of Book Reviews. Week # 6 – It’s Called WORK For A Reason! – by Larry Winget

There are few times when I don’t appreciate a good wake up call and Larry delivers them like no one else. This is the 3rd book of his that I’ve read and they all haveItsCalledWorkforAReason the same no nonsense style that I’ve come to enjoy. He’s brash and he makes no apologies so if you are easily offended or too “high brow” to get down and dirty then you probably wont want to read this book.

 

52 Weeks of Book Reviews. Week # 6 – It’s Called WORK For A Reason! – by Larry Winget

 

Larry is the ultimate in self reliance and self accountability. It can come off a little over the top sometimes but he’s still authentic and so he pulls it off. He really is just over the top and that’s probably a good thing. It’s what makes him special, he does and says things in a way that normal people wouldn’t. He’s unconventional, but he also gets to make unconventional money too I suspect.

His language is plain and his stories are easy to relate to. He’s an every man’s, man. Larry has had trials and tribulations that you can tell are for real, which makes his stories and recommendations all the more convincing. This dude has been bankrupt, he’s been broke, he’s been where a lot of people have been in the last decade and he’s come out of it smelling like roses.

A lot of these self help or inspirational books have similar messages, you just need to choose the voice that resonates with you. Larry is a dude that a lot of people would want to sit down and grab a beer with, his books feel fresh and entertaining even if the ideas aren’t new, the stories are.

Do you need a wake up call? Do you play the victim too much? Is it never your fault? Is the man holding you down? Do you need the swift kick in the pants to get motivated? If the answer is yes, then pick up this book. Laugh a little at the stories but look for the truth in them.

 

52 Weeks of Book Reviews. Week # 4 – Selling to anyone over the phone – Renee P. Walkup

This one is a bit of a cheat because I read the original edition almost 10 years ago and didn’t even realize that there was now an updated 2nd edition. I must say that the team improved and updated the content for us and it makes a SellingToAnyonedifference. I’m in a Call Center environment and on a daily basis I’m trying to adapt former face to face sales people into over the phone professionals. It’s hard to teach an old dog new tricks but this book makes a difference and helps the transition without a doubt.

 

52 Weeks of Book Reviews. Week # 4Selling to anyone over the phone – Renee P. Walkup

 

 

This book is money. Many people in the world sell face to face.I get it, those professionals learned a skill and can read a customer’s body language to determine what the best course of action is. Imagine if you are selling cars though, and you were suddenly blind. Imagine if you were suddenly limited to only the pictures you could see in your mind. Would you still be able to sell to anyone?

I’ve heard stories of people going blind or deaf and being able to enhance their other senses to compensate. The same thing goes for sales skills. Selling over the phone is considered a disadvantage to most, but this book will help you turn it into an advantage. “Selling to Anyone over the Phone” is worth the price over and over again. If you work in a world where you close deals over the phone you need this book yesterday. I’m not a natural sales person, I’m not an extrovert and I can’t stand touching people and I certainly don’t want to look at you for half an hour. I can talk on the phone though.

I can create an image and I can paint a picture with words now. I can determine if the words you say are genuine and I can tell what motivates you to buy. I can hear pitch, tone, pace and still have time to listen to the actual words you are saying, which say so much more between the lines. I do a large part of what I do because of this book. I used to sell face to face which was a total disaster, but the original version of this book helped me close 1000’s of deals over the phone and this 2nd Edition is even better.

It takes time to implement the ideas in the book and it takes lots of practice. You’ll need to record your calls and take the time to really focus on your speech patterns but it can be done. You’ll be able to mirror your clients in a way that will allow you to get your true meaning across. I hear conversations every day where Party A says something with a particular meaning, but Party B interprets the meaning of the exact same words in a completely different way. You know what I’m talking about if you’ve ever said, ” No, I didn’t mean it that way.” The words you said were heard in the exact way that you said them, but the meaning taken from those words was completely different from what you intended. Does the intention of the word matter or does the interpretation? Even when there is clarification, the emotional residue from the 1st false interpretation is still there. If you put the practices of this book to good use you will limit the number of false interpretations, your meaning will be clear.

I’m a fan of this book. I’ve never read anything else by Renee Walkup or Sandra McKee, I’ve never even read their bios. I imagine in my minds eye that one is in sales and the other is in psychology because that is what the book feels like. It feels like smarter sales skills. If feels like an elegant dance when most sales people just trudge through the dance hall. After you read this book you’ll have a smirk on your face because you will know things that will make you seem like a super sales hero. Try it. I recommend it.

52 Weeks of Book Reviews. Week # 3 – 3 Sales Tips from “THE ART of WAR” – Sun Tzu

There are very few books that are so sparse but have inspired so much commentary. The book itself was written more or lessThe Art of War about 2500 years ago and the first English Language versions didn’t show up until the early 1900’s. For roughly 2400 years this book was known in China but in very few other locations, now it’s virtually a household name in America.

52 Weeks of Book Reviews. Week #3 “THE ART of WAR” – Sun Tzu

 

First things first, I’m a Sales guy. I’m not a business mogul or Wall Street type. I know the book has been read and recently, (the last couple of decades are recent for a book that’s 2500 years old), The Art of War has been associated with ruthless business practices and the cold hearts of the corporate takeover world. I would like to think that today’s world has a lot more empathy than Sun Tzu’s time, but I grant you that the world is allowed to have a lot more empathy today due to progress and quality of life. Sun Tzu lived in a world where the End Justified the Means, we wouldn’t stand for that now. I’ll try to pull out some relevant bits for the Sales professional though, and there are some golden nuggets to be had.

When I say that the book is sparse, I mean it. It’s pretty much written in bullet point format. It’s more like an outline to a book, maybe that’s what makes this book so adaptable to other industries and situations. There is so much to fill in between the lines. I have to imagine that in 500 B.C. there wasn’t a lot of paper floating around. I would bet that writing material from something like bamboo would have been used and that the actual writing would have been painstaking to complete. The efficient use of words was likely essential to keeping the work accessible, transportable and replicate-able.  No matter the reason, the book is a quick read and that alone probably helps. That leads me to tip #1 today-

TIP #1 from the ART of WAR.  DON’T INFO DUMP.

It’s easy to consume some ideas which could easily have been made over complicated. The bullet point presentation reminds me that we don’t need to use flowery language or long drawn out scenarios to get our point across. If the point is valid, people will get it. Don’t tell a 30 minute story when a 3 minute bullet point presentation would have done the trick. People have been sold on Sun Tzu for centuries, follow his lead and give clear concise messages with functional examples.

TIP #2 from the ART of WAR. PLAN AHEAD RELENTLESSLY.

Sun Tzu basically lays out a contingency plan for every scenario. Based on his teachings, there were no tough decisions to make in the heat of the battle. There was a simple plan with slot closed options. Were the enemy troops garrisoned heavily or lightly? The answer didn’t matter so much because there was a solution to both options. The only thing that really mattered was accurate information and timeliness. Sales calls and presentations should be this well thought out. Whether or not you anticipated the objection or avoided it all together doesn’t really matter because you have a solution to every scenario. What matters is that you listen, observe and accurately assess the prospect, their problems and their ability/willingness to buy. Have a plan and selling anything to anyone is easy, unless it’s time to pack up and run to see another day. It’s OK to do that too if it’s the right choice. The trick is to plan ahead, so that you KNOW when it’s the right choice.

TIP #3 from the ART of WAR. CONSISTENCY IS BETTER THAN CHAOS.

It seems like a good portion of the book is dedicated to breaking the consistency of the enemy troops, while maintaining the consistency of his. He wants to create the right habits and practice like they battle. He wants a routine so that in times of War, his people are cool headed and able to follow commands. At the same time he wants to create chaos in his enemies troops to break their habits and force them to make a mistake. As long as Sun Tzu doesn’t make a mistake, he wins. If I’m in a sales environment I need to practice my sales techniques under all conditions to avoid getting flustered by a question at a crucial time. Consumer’s have skills too and they will use them to try and find out if your product or service is faulty.

There you have it, 3 sales tips from the ART of WAR. Now go read the book yourself! Click here to check it out.

52 Weeks of Book Reviews. Week #2 “HBR’s 10 Must Reads on Leadership” – Featuring Peter Drucker

In week 2 of my year long journey through new books I found this gem. It’s really 10 small bookHBRTop10LeadershipReadss/articles combined into one, but it’s not light reading, it’s a lengthy 240 pages and it’s packed with info. I’ve read Harvard Business Review for about 10 years now, picking and choosing the topics to read but I really enjoy this packaging. It’s like a Reader Digest format where it’s really the Best of… Series.

52 Weeks of Book Reviews. Week #2 “HBR’s 10 Must Reads on Leadership”Featuring Peter Drucker

In this particular package there is a little bit for everyone. I think I could probably read the book 10 times and get something new out of it every time. I find that’s the case with most of my reading on Leadership in general. Our current situations and personal biases filter out what we deem as relevant and we hone in on that significant piece of info. It’s tough to step back and figure out a book like this. When I read a book about Leadership I’m usually in the mode of “What’s in this for me, NOW.”  I want something that I can immediately implement and this book does have those golden nuggets for everyone, but I think the real value is in looking at the long term impact. Leadership is a choice, even for those that are thrust into a particular position, its takes a choice to become a good Leader.

This book takes into account 10 different voices, but there are some threads that tie together good leadership. Leadership happens on purpose. Learn from the past, don’t be afraid to fail, live in the present and plan for the future all while being emotionally available and conscientious. Many of us aren’t headed in any real given direction, we just get by day to day and struggle to look too far in the future, surrendering our fate to those with a higher pay grade. The people that Lead on a regular basis, the front line Managers, the Team Coaches and the Project Leaders are the people that don’t look too far into the future and only plan for the immediate task at hand.

We like to pretend that our lives are like a Sitcom or a single episode of something like “Murder She Wrote”, we solve the problem at hand and wait to see what next week brings. We don’t realize what the yearly arc’s are in our life until it’s too late. Hind site is 20/20 and it’s easier to see what’s happened to us, it’s tougher to look into the future and determine that goal, let alone put together a plan to get there.

When you read this book, try to think of it as a conversation with the various authors. I’d encourage you to write questions in the margins and see if they are answered in a later chapter, or better yet try to answer them yourself. See if you can tie together the various studies and perspectives in your mind, you’ll find more value in between the lines you draw yourself.

Click here to buy this book and see for yourself!

 

52 Weeks of Book Reviews. Week #1 “Selling 101″ – Zig Ziglar

As part of my New Years Promises this year I promised that I’d read at least a book a week for the entire year. To help me keepSelling101ZigZiglarCover that promise I’ll post a quick review of each book here on this SalesFu Blog. I’m don’t have one of those fancy Amazon affiliate accounts, but I should probably look into that and see if i can link it up.

The first book we are going to talk about this year is short and sweet- Zig Ziglar’s Selling 101.

To be honest I had no idea what I was buying. I didn’t realize that this was more of a Pocket Version than a full fledged book on it’s own, but I don’t think that’s a bad thing. You should be aware that this book is indeed small, it fits into my inside jacket pocket and into my Levi’s back pocket. That being said, it’s like the Mighty Mouse of sales books, it packs a decent sized punch and can save the day if you give it a chance, plus it’s kind of nostalgic.

I’m in my 40’s and I’ve been reading Ziglar’s stuff for my entire adult life and it still rings true. This book will do 1 of 2 things for you, it will either remind you of all the basics that you already knew or it will open your eyes to how much more there is to this business than just offering a product. I’m OK with either outcome actually. The principals that Zig outlines in this book are just the tip of the ice berg, it’s like the CliffsNotes version of all of his other works. The title says it all actually, this is indeed Selling 101, a basic foundation to build upon.

There are many people in the Sales Industry that got there by accident. These are the people that just lucked out, maybe weren’t the best students and maybe haven’t read a book in years. This is a good little book because it’s not intimidating, you can get through it in a couple of lunch hours and pull some useful info out of it. The best part is that even though Zig passed away a few years ago, he is still selling. This book is designed to Motivate you to better yourself, and with that desire you’ll want to go further on the journey with Zig. Luckily his legacy is carried on by his family and you can buy all of his other books, his certifications and classes online. This book makes me want to buy more from him, and it’s a win-win.

In the mean time I’m going to listen more, sell with integrity and proceed with a couple of simple plans.

 

4.5 Steps to know- When to ask for the Business.

Last week I was asked by an up and coming salesperson, “So, when would I know what Closing technique to use?”.  I dug a little deeper on this question and he wasn’t really wondering which close to use and how, he was really asking a much more fundamental question- “When do I Close?”.103764377_400x400_pad

 “The Buying Sign Close”

It seems that many of us are info/benefit dumping until we hear this line from the customer- “OK, so what do we do next?” and then we get the credit card or signed purchase agreement. Now lets be honest, the products or services we are presenting aren’t exactly new right? You probably have some competitor though it pains you to admit it and that competitor at least has a product or service in your same category. The customer isn’t giving you that massive buying sign because you didn’t ask them to. In answer to the salesperson’s question above I said, “I close when the conversation gets to the natural end. I prep customers and let them know that if I find a (product or service) that fits their needs I’ll ask for their business. In addition I also close whenever I hear the 3rd buying sign”. I realized we hadn’t covered the Buying Sign close or talked about when identifying when you’ve EARNED the right to close, so read below and Close more deals!

 

STEP #1 Listen and Identify Buying Signs. Buying Signs to me are any type of questions from a customer, even objections are buying signs to me. If someone is asking me questions about my product/service it usually means that they intend to BUY, even if it’s not from me. IF the customer didn’t want to do anything they wouldn’t prolong the conversation with questions. They’d try to get off the phone, elevator or whatever meeting I pinned them down to as quickly as possible, sometimes they don’t want to be rude but they still just want to get out of the room. Typical Buying Signs- So do you guys service your own product? Do you use local providers? How long have you been doing this? Can I fax you documents or do I need to mail them? How can I do business with a company or person I’ve never done business with before?

 

STEP #2 – Track the Buying Signs. I usually keep an internal count of the buying signs I’ve heard and depending on how strong they are I typically jump straight to this close after the 3rd buying sign. If the customer asks 3 serious questions about the service or product it’s time to ask for the business.

 

STEP #3 – Close. “I think it’s obvious we are going to do something here for you here today. While we are figuring out what fits your needs let’s agree to something. I’ve got to jump through a few hoops to get you the best (product or service), we’ve got to ask some Formality Questions, Put a Credit Card (or billing dept contact) on file and then confirm some more of your information while we tailor this order for you. What’s the card number or billing address? (Bridge Close works well here the key is the first 20 words which transitions to a close of choice).

 

STEP #4 Finalize App Details.  After I get the deposit I verify a few items like contact info and fill out any other details I may have missed earlier. THEN we go back to the structure of the product or service and I typically make a STRONG recommendation.  “So Mr Customer, no matter what we do today we are going to get something better than your current situation. In my professional opinion I recommend the XYZ for you, it has the better features, more for your time, money, ROI or offers peace of mind. I think that’s what you were looking for right?” Or “I’ve done enough files of this nature to be considered an expert here so I’m confident that we should move forward. I would like to wait to determine the exact amount of service you need until we have the appraised the situation. We typically start with  ABC  but let’s be conservative and say we’ll start with X amount of service. Can we start with this amount of service and then adjust it up or down after the test period?”

When I work a Buying Sign Close I frame the initial trial as a joint production with lots of feedback from the customer. The least amount of  service and the possible need for much for allows us to adjust things, typically for the better. Since we are happy with the worst case scenario that means we’ll be giving good news through the process and you’ve started the buying relationship.

 

STEP #4.5 ** BONUS TIP. The Strong Recommendation. I first learned this technique many years ago while working at a restaurant in Hawaii. Tourists would come in and they’d often ask about what Wine to order with a particular food. I was 21 and really had no palate or experience with wine but I asked a lot of questions of the bartender and people more familiar than I was. I made friends with a Sommelier and asked him how he handles this question. He said he makes a recommendation, backs it up with a few good reasons and sticks with it like it was the obvious choice. Pretty soon I was expertly recommending the Pacific Rim Riesling because the Sweet Flavor offset the Spicy Asian Fusion, the body was light and didn’t weigh down the experience and the acid cleansed the palate for the next bite of flavor. I soon found that no matter what I recommended, as long as I had a few good reasons for making the recommendation my customers went with my recommendation 90% of the time. The point here is that when we make a strong recommendation and back it up with a few good reasons our customers will listen to us, 90% of the time. Sometimes this is called the Law of Authority in Psychology circles, it’s scientifically proven to work!

 

Happy Selling and if you have any questions about this feel free to reach out to me!

SalesFu – Character and Integrity

Character and IntegrityKicktras

 

       Who are you when no one is looking?  What do you do?  I’ve met people of questionable moral fiber; unfortunately some of them have had immense wealth and success.  I’m just not sure how they sleep at night.  I find that it’s much easier to be authentic and treat others how I’d want to be treated, or at least how they would want to be treated.

My wife just asked me about one of my morning routines.  Every morning I write 4 words on the bathroom mirror with a dry erase marker – Write, Right, Health and Wealth.  These 4 words have driven me for the past year but she asked me specifically about the word, “Right” and why I feel the need to actually include it here.  She’s wondering if I really need to remind myself to do the right things, shouldn’t people just do the right things all the time?

Well, yes we should do the right things all the time.  It’s not always easy though.  I think that the people with strong Character and Integrity face the same challenges as everyone else; they just make the decisions that may not be as popular or easy but have the better long term outcome. Should I read to my children when I get home from work or should I turn on the television and zone out with them in the same room?  I think that the right thing to do is to make sure I spend time reading to them and showing the discipline to finish a longer chapter book and to help them create strong positive habits.  Sometimes I still turn on the TV though.

I believe that having good Character and Integrity is integral to being a great salesperson.  True professionals help their customers and feel good about it.  If your customer gets off the phone with you and instantly thinks that they just got “Sold”, then you are doing something wrong.  The customer believes that you are the swindler, the charlatan, the guy that says whatever is needed to get them to open up their pocket book, you aren’t authentic and your customers believe you are peddling snake oil.

Human beings aren’t great lie detectors, but we know when something just doesn’t feel right.  You know it.  I’ve heard salesmen say things over the phone that were blatantly false to try to earn rapport.  Movies like Boiler Room and The Wolf of Wall Street make it seem like it is common practice to deceive a customer over the phone and say whatever it takes to earn a deal.  I have watched both of these and I love some of the dialogue, it still gets me pumped up and excited to be a salesman today, but I know that I can only sell something I actually believe in.

If you want to impose your will on the world, then ultimately you need to be responsible for what you are asking for and how you accomplish your goals.  Be honest with yourself, those around you and your customers.  Acknowledge your mistakes, learn from them and take responsibility for them.  When you are right, don’t gloat.  Just keep moving on.  You don’t have time for games; you’ve got a mission to accomplish.

 

        Don’t lie.  Don’t steal.  Don’t cheat.

Fess up when wrong and don’t rub it in when you’re right.

SALES MO

Sales Momentum, what I call the SALES MO, is just like physical momentum.  It’s easier to keep it going than it is to start frKicktrasom scratch.  When I was 17 years old I went away to college, my family wasn’t particularly well off but I had a scholarship and a part time job.  My father bought me an old 1984 Chevy Luv pickup truck and that little truck got me back and forth to more than a few places.  I was not particularly mechanically inclined though and had no idea how to fix it when things went wrong.  For the better part of a year the battery was dead and I just dealt with it.  The truck was a manual stick shift, so I would just “POP” the clutch to get the motor running.

If you aren’t familiar with the concept of “Popping” the clutch, it basically entails you getting the vehicle moving fast enough to slam the vehicle into 2nd gear and the engine would magically start running.  The truck made a few noises when it ran, (we named the truck Gabby because she talked a lot), but it basically got my friends and I where we needed to go.  I learned to park the truck on a hill backed into a spot.  This way when it was time to go I’d just put it in neutral, release the parking break and wait until I had some speed before putting it into gear to start her up.  More than a few times though I’d let a friend borrow Gabby and this friend would find a much “better” spot right in front of our building and would manage to parallel park Gabby.

Now I ask you, have you ever tried to move a truck that won’t start-up out of a parallel parking spot?  Can you imagine having to push a truck 6 inches forward, stop it completely then crank the wheel and push it 6 inches backwards?  Not only is it hard to push a truck when the wheels are cranked, but it’s almost as hard to stop it once it’s going!  In those days bumpers were still for bumping,  at least that’s what I told myself and the body builder guy who drove that little white Geo Storm.

My point is this- Don’t parallel park your prospects.  If you block them in with nowhere to go it’s awfully hard to get your Sales Mo moving again and there is bound to be a few bumps and scratches along the way.  Harness the Sales Mo and you won’t have to worry about stalling out or getting run over.  Always say YES before you say NO.  Keep the conversation positive. No matter what a customer says, objects to or implies just start the next sentence with something spectacular like “GREAT!”, “PERFECT!”, “I LIKE IT!”, “EXCELLENT!” and keep the conversation moving forward.  If you try to correct the customer’s preconceived notions or convince them that their request is wrong you’ll be setting your self up for disaster.  Sales isn’t about getting into a verbal boxing match and seeing who the winner is, it’s not a debate or a competition. You don’t get paid to win the argument or to be “right”. You get paid to close deals, whatever you are selling needs to get sold. You do that by keeping the forward momentum, if a customer wants a blue suit give him a blue suit. Keep the SALES MO going!