I have heard it too many times: "sales is not for me", "I hate sales!", "sales is useless" and so on. Whether or not somebody enjoys a sales position is not up to me at all. Indeed, many people either are not cut out for a sales career or simply don't have it in them to constantly be meeting a quota.
Whether or not you like sales is irrelevant; sales teaches you numerous skills that can benefit you in any career path that you take. So if there is anything to gleam from this post it is that you should never look down on a salesman. They are culminating skills that go far beyond a job in sales.
1. They Develop a Thick Skin
This is very important in just about any type of career. Just about every sales rep will have a few stories about extremely angry customers or people who get violently angry when being cold called. Such instances are a "day in the life" of a salesperson, and being prepared to deal with these situations can carry over to just about every aspect in life.
Suppose you are a a customer service representative for some insurance company. There is no way you aren't going to deal with irate customers every now and again, so it's crucial that you have developed thick skin. A sales job is a perfect way to develop that!
2. They Have Drive!
Okay, maybe not ALL salespeople have drive, but the majority of them do. That's the nature of sales: you always need to hustle to get the next big lead or to close a huge deal. Having drive is the name of the game in sales!
Whether or not you are in sales, obviously drive is still one of the most important things to have to maintain success in any career! You need to regularly have the big picture in mind, in order to develop yourself and succeed!
3. They Think On Their Feet
In sales, things can change at the drop of a hat. Any salesperson can tell you that. However, it is their job to be prepared for last minute changes, or undiscovered client needs. They need to be incredibly knowledgeable about their product, so that they can adapt at the drop of a hat.
The ability to think on your feet is something that everybody needs to have. Planning is good, but being able to adapt instantly is great! This is especially a crucial skill for customer support, business executives, and even retail workers!
4. They Enjoy Learning!
As mentioned before, salespeople often need to think on their feet. As a result of this, they are constantly learning. Whether it be about new products or industry changes, successful sales reps eagerly consume as much knowledge as they can, in order to make as many sales as possible.
This enthusiasm for learning is certainly much appreciated in literally every other career choice: marketing, management, writing, etc.
5. They Are Extremely Results Oriented!
In a position that requires meeting quotas and tracking what you do, how can one not be results oriented? In previous sales positions, I always rocked out the numbers sheet, allowing me to make more money because I knew exactly where I was at and where I wanted to be.
This leads to reps becoming more organized and harder working. Any company would do well to have someone with your skill set!
In all, I think this gives the case for at least trying out a sales position. You can gain very valuable skills that any employer would want. Who knows? You might just like it!
Wednesday, August 26, 2015
Friday, July 31, 2015
Two Easy LinkedIn Prospecting Steps!
As a salesperson, your company should be equipping you with
all of the necessary tools to succeed in helping your business make money. Such
tools include extensive training and production information, relevant business
leads, and a LinkedIn account.
Yes, I said LinkedIn.
In case you’ve been living under a rock, LinkedIn is the
go-to social media website for business connections. It is a MUST have when it
comes to things like networking and prospecting. In fact, when I first started
in sales, my boss demanded that I create a LinkedIn.
Fast forward to the present, and I have built up a decent
amount of contact from my time doing cold calling and working for the business.
Not only that, but as I mentioned earlier, having a LinkedIn account even makes
prospecting easier!
You’re probably wondering how LinkedIn helps make sales
prospecting easier. It’s actually rather simple and I will be providing you
with 2 easy steps that will help you narrow down your contacts in order to
identify your individual target at a company that you want to try to sell to.
1: A Simple Search!
Hopefully, you have realized by now that there is a “search”
feature at the very top of LinkedIn. USE IT! Search for the name of the company
you want to sell to. Easy-peasy lemon-squeezy! From here, you will then find a
long list of names of people who work at said company.
On the left side of the list, you will find another list of
checkboxes. Make sure to check the box of the current employer so that you will
only find people who CURRENTLY work at said company.
After browsing the list, you will probably end up finding
somebody with a job title that you think would be relevant to you, so you will
want to get in touch with them.
2: Get Their Name!
This is the hard part! LinkedIn, due to its very nature,
keeps many things about its users private (unlike Facebook!). In general, you
need to have mutual connection in order to not just look at somebody’s profile,
but to even get their name! While their names will probably show up as simply “LinkedIn
User”, I have discovered a VERY simple trick to get around this
.
It’s actually pretty funny as to how simple my workaround
is. I simply use a Google search.
I copy and paste the person’s title into
Google and make sure to include LinkedIn. Let’s say John Doe is the Head of
Marketing at JD Inc. On Linkedin, his name will show as “LinkedIn User”, with a
title of “Head of Marketing at JD Inc.”. On Google, I will type “Head of
Marketing at JD Inc.” “LinkedIn”, then voila! It will show “John Doe” in the
Google search results. I click that link and not only do I now have his name,
but I also have his full profile! All of this without having any mutual
connects!
Do you have any other LinkedIn "hacks"? If so, please leave a comment! The readership and I would all love to learn more ways to increase our sales!
Monday, May 4, 2015
Door to Door and Telemarketing: Do They Still Have a Place?
For every successful sales rep that I know, I know at least four failed ones. Out of those four, three of them started in the worst sales positions imaginable. Out of those three, two of them kept on with their careers of horrible sales jobs. The last one ends up deciding that enough is enough and ends up turning it all around to become successful!
Too many people "stick it out" when it comes to a miserable sales position, then quit sales entirely, when they should be diversifying their sales experiences. If you have a set sales strategy, here is why you should "switch it up" and not stick to these two types of sales:
Door to Door Sales: It goes without saying that door to door salespeople are among the most miserable people in the world. Between the fatigue, the weather, and the constant face to face rejection, it's no wonder that door to door sales is one of the careers with the highest turnovers. Who can blame them? It's hard not to wonder how many talented salespeople never came to be, simply because door to door sales turned them off of the career?
Telemarketing: Telemarketing is almost as miserable as door to door sales. Although weather is not a factor, the stress is much higher. You don't have the luxury of seeing people in person. It all rides on the balance of one phone call; a call which is heavily scripted and can get you fired if you stray too far from it. Add on to that list that this is usually an entry level sales position, and you get a lot of people who end up hating sales. Plus, learning a script is not the same thing as learning to sell. Getting off a script is the only true way to sell!
Although these two types of sales jobs are absolutely miserable, they still have their place in a successful business. Successful salespeople sell in person, but they don't do it cold. They take the time to establish rapport with a prospect, in order to convert them into a trusting customer who views them as a valuable resource. It's a shame that these two types of salespeople aren't merged together into one, because by combining phone and in-person sales, you can get more permanent customers!
Too many people "stick it out" when it comes to a miserable sales position, then quit sales entirely, when they should be diversifying their sales experiences. If you have a set sales strategy, here is why you should "switch it up" and not stick to these two types of sales:
Door to Door Sales: It goes without saying that door to door salespeople are among the most miserable people in the world. Between the fatigue, the weather, and the constant face to face rejection, it's no wonder that door to door sales is one of the careers with the highest turnovers. Who can blame them? It's hard not to wonder how many talented salespeople never came to be, simply because door to door sales turned them off of the career?
Telemarketing: Telemarketing is almost as miserable as door to door sales. Although weather is not a factor, the stress is much higher. You don't have the luxury of seeing people in person. It all rides on the balance of one phone call; a call which is heavily scripted and can get you fired if you stray too far from it. Add on to that list that this is usually an entry level sales position, and you get a lot of people who end up hating sales. Plus, learning a script is not the same thing as learning to sell. Getting off a script is the only true way to sell!
Although these two types of sales jobs are absolutely miserable, they still have their place in a successful business. Successful salespeople sell in person, but they don't do it cold. They take the time to establish rapport with a prospect, in order to convert them into a trusting customer who views them as a valuable resource. It's a shame that these two types of salespeople aren't merged together into one, because by combining phone and in-person sales, you can get more permanent customers!
Sunday, March 15, 2015
3 Crucial Cues: When it's Time to Chase a Commission Increase!
My first sales job had me start with a meager salary and a commission of just 4 percent. Granted, each sale in the industry usually brought thousands of dollars for the company. Yet,with each sale I got, I was still unsatisfied with the commissions. I felt like my sales were being undervalued with the commission I received. If I were to do it all over again, I would pay more attention, work even harder, and look out for these three signs that I need to have my commission increased.
1: You feel like you have hit a glass ceiling.
"Glass Ceiling" is a term that is often used to describe the wage gaps between genders and how women find it harder to rise to the top in an organization, yet it can also describe the feeling that you get when you need to get your commission increased.
You've felt a bit down about your job, you don't see yourself making much more money than you are, so you get bored. Your boss, while not making as many sales as you are, makes more money than you since he's in management. Odds are, he is not going to leave his position any time soon, which puts you in a predicament. You aren't going to make much more money and there is little to no upwards mobility in your organization, so what is stopping you from jumping ship?
Bringing this up to management, along with strong sales numbers that back up the necessity to increase your commissions, will go a long way towards getting that commission increase. You really do need strong sales numbers for this though, otherwise they have no motivation for doing so.
2: Your sales conditions are miserable
A friend of mine used to sell newspapers door-to-door back when he was in high school. The best salesperson made between 80 to 100 dollars a night in commissions when he was selling.
Mind you, this is door-to-door sales, and you are knocking on several hundred doors a day, all for a wage that, while quite good for a high schooler, is really not that good as someone who has a family to support. There is a reason why these kind of sales job have a high turnover: the pay is bad and the conditions are terrible. If you are doing this sort of work, you had better make sure you are getting paid fairly!
3: Your company is undergoing serious change
Companies are constantly evolving; whether it be by offering new products or changing the organizational structure itself, it is crucial to remember that sales is what keeps the entire organization afloat. If there is going to be major change in the company, then why not see how sales can change?
If new products are going to be offered, what if they're harder to sell? You may need a bigger commission out of products or services that most will not have a need for. If people in other departments are getting raises, why don't you get a commission increase?
If you act like sales is truly what keeps your company together (and it is!), then you need to realize that the sales force needs to change along with the company. Even if we are not discussing payment, sales is the glue that holds a company together. If you change what you are gluing, but don't change how you apply the glue, what you are gluing will surely fall apart.
Have any of you successfully negotiated a commission increase? If so, do you have any tips? What motivated you to seek that raise? Please comment!
Also, if you have any ideas for what you would like to see discussed on this blog, please feel free to share in the comments as well!
1: You feel like you have hit a glass ceiling.
"Glass Ceiling" is a term that is often used to describe the wage gaps between genders and how women find it harder to rise to the top in an organization, yet it can also describe the feeling that you get when you need to get your commission increased.
You've felt a bit down about your job, you don't see yourself making much more money than you are, so you get bored. Your boss, while not making as many sales as you are, makes more money than you since he's in management. Odds are, he is not going to leave his position any time soon, which puts you in a predicament. You aren't going to make much more money and there is little to no upwards mobility in your organization, so what is stopping you from jumping ship?
Bringing this up to management, along with strong sales numbers that back up the necessity to increase your commissions, will go a long way towards getting that commission increase. You really do need strong sales numbers for this though, otherwise they have no motivation for doing so.
2: Your sales conditions are miserable
A friend of mine used to sell newspapers door-to-door back when he was in high school. The best salesperson made between 80 to 100 dollars a night in commissions when he was selling.
Mind you, this is door-to-door sales, and you are knocking on several hundred doors a day, all for a wage that, while quite good for a high schooler, is really not that good as someone who has a family to support. There is a reason why these kind of sales job have a high turnover: the pay is bad and the conditions are terrible. If you are doing this sort of work, you had better make sure you are getting paid fairly!
3: Your company is undergoing serious change
Companies are constantly evolving; whether it be by offering new products or changing the organizational structure itself, it is crucial to remember that sales is what keeps the entire organization afloat. If there is going to be major change in the company, then why not see how sales can change?
If new products are going to be offered, what if they're harder to sell? You may need a bigger commission out of products or services that most will not have a need for. If people in other departments are getting raises, why don't you get a commission increase?
If you act like sales is truly what keeps your company together (and it is!), then you need to realize that the sales force needs to change along with the company. Even if we are not discussing payment, sales is the glue that holds a company together. If you change what you are gluing, but don't change how you apply the glue, what you are gluing will surely fall apart.
Have any of you successfully negotiated a commission increase? If so, do you have any tips? What motivated you to seek that raise? Please comment!
Also, if you have any ideas for what you would like to see discussed on this blog, please feel free to share in the comments as well!
Thursday, March 12, 2015
A Very Odd Way of Getting Your Sales Voicemails Returned!
Voicemail is one of, if not the worst aspect of a sales career. Many people are busy or ignore their calls. As a result, you get to leave them a message! And what do they do with that message? Usually, they'll delete it. Often, without even listening.
Very few people return voicemails, usually because they go through so many calls like yours. Eventually, they'll just tune out and delete your message and soon as they even begin to suspect that it's a sales pitch.
I recently heard about a very unorthodox way of getting voicemails returned and I have to say that I would never have even contemplated doing this. It goes against the very fabric of what I have been taught over the course of my sales career: hang up in the middle of the message.
That's right. Just hang up. Think about that for a second. Seems like a scummy move, right? After all, it is certainly rude to just hang up the phone in the middle of a call. So why should you hang up in the middle of a message?
It piques their curiosity. Imagine getting a message saying "Hey, this is Rob. I have a great idea for-". And the phone goes dead. What was this guy trying to say? Even if it's not pressing, it will certainly interest you at least a tiny bit.
Will the person call back? Maybe, maybe not. If not, try calling them again and telling them you tried to contact them recently and that what you mentioned is not going to be relevant much longer.
After I tried to do some "hang-up" voicemails, I got an extra sale per week, on average. Now, that may not sound like much, but it is quite impressive in my industry if you sell that much.
Go ahead; try it. Just hang up in the middle of your message! Worst case scenario is that you lose out on that one particular prospect. That doesn't mean it has to hurt your bottom line. Experiment a little!
So has anyone has increased their sales by hanging up when leaving voicemails? Have you attempted this? Please comment below!
Tuesday, March 10, 2015
Four Ways to Spring your way to more sales in 2015
Spring is just around the corner, so I thought it would be a opportune time to discuss boosting your sales.
Look at the picture above. What do you see? A flower that hasn't bloomed yet. Why am I showing you this? Because this represents opportunity. It is up to you to see that flower bloom, just as it is up to you to see your sales grow!
I am going to give you four surprisingly simple tips that I found helpful to me and some of my colleagues in increasing their sales around spring-time.
Golf Outings: If your swing is faulty, now is the time for you to bust out your golf club! This is especially handy when you know you are going to be doing a lot of business with middle aged men. Nothing but the green and fresh air. It's quite relaxing, isn't it? Your prospects and clients most likely also think so, and very little matters more than getting someone in a good food, if you want them to buy. So, what are you waiting for? It's time to get out on the green!
Use the Weather to your Advantage: No, nice weather will not get you an easy sale in and of itself (unless you're selling air conditioning!). I am referring more to the fact that it has been found that when the weather is good, people are in better moods. Naturally, the better mood people are in, the more likely they will buy! Use this as motivation to get out there and sell!
Up your Cold Calling Campaign: Many people think that January is a great time to call on people. I agree that a new year is a great time to bring about change in an organization. However, I also find that many organizations make their changes during the summer months, which means that the spring months are when much decision making gets done. So what are you waiting for? Get out there and cold call like you've never cold called before!
Reach Out to Former Clients and Contacts: This reinforces the other three tips I have mentioned. Get a hold of them and do something that will allow them to enjoy the weather. Even if they don't want to buy, they certainly would rather go out and play golf than sit in their offices all day!
These are just a few ways that you can use the nicer weather to motivate yourself and get yourself more sales in the Springtime. Anybody else have any tips for this time of year? What do you do? What are your experiences? Comment below!
I am going to give you four surprisingly simple tips that I found helpful to me and some of my colleagues in increasing their sales around spring-time.
Golf Outings: If your swing is faulty, now is the time for you to bust out your golf club! This is especially handy when you know you are going to be doing a lot of business with middle aged men. Nothing but the green and fresh air. It's quite relaxing, isn't it? Your prospects and clients most likely also think so, and very little matters more than getting someone in a good food, if you want them to buy. So, what are you waiting for? It's time to get out on the green!
Use the Weather to your Advantage: No, nice weather will not get you an easy sale in and of itself (unless you're selling air conditioning!). I am referring more to the fact that it has been found that when the weather is good, people are in better moods. Naturally, the better mood people are in, the more likely they will buy! Use this as motivation to get out there and sell!
Up your Cold Calling Campaign: Many people think that January is a great time to call on people. I agree that a new year is a great time to bring about change in an organization. However, I also find that many organizations make their changes during the summer months, which means that the spring months are when much decision making gets done. So what are you waiting for? Get out there and cold call like you've never cold called before!
Reach Out to Former Clients and Contacts: This reinforces the other three tips I have mentioned. Get a hold of them and do something that will allow them to enjoy the weather. Even if they don't want to buy, they certainly would rather go out and play golf than sit in their offices all day!
These are just a few ways that you can use the nicer weather to motivate yourself and get yourself more sales in the Springtime. Anybody else have any tips for this time of year? What do you do? What are your experiences? Comment below!
Sunday, March 8, 2015
Being Yourself: The Easiest Way to Increase your Sales!
I have seen far too many salespeople collapse under the pressure that a sales career entails. I used to bend under the pressure as well, until one of my old bosses gave me some solid advice that sticks with me to this day: just be yourself.
Just be yourself; what a simple tip!
I used to fall into the trap of trying to be someone I'm not when I went out selling. As a result, I came across as somebody who had something to hide. I was always trying to push the product and get people to buy, buy, buy. Needless to say, I did not make as many sales as I would have.
After I decided to instead simply approach potential customers with natural conversation and less sales pushiness. I noticed that I was beginning to enjoy goings on sales calls more. That I was enjoying speaking with people. As a result, my meetings with prospects were more productive and I could more easily communicate my thoughts and the prospect's needs to them.
Try it: simply stop overthinking and let your natural self take over. Stop trying to sell and start trying to help. Be a HELPER, not a SALESPERSON! Do this, and you will start to forge a stronger sales path than you currently have.
Just be yourself; what a simple tip!
I used to fall into the trap of trying to be someone I'm not when I went out selling. As a result, I came across as somebody who had something to hide. I was always trying to push the product and get people to buy, buy, buy. Needless to say, I did not make as many sales as I would have.
After I decided to instead simply approach potential customers with natural conversation and less sales pushiness. I noticed that I was beginning to enjoy goings on sales calls more. That I was enjoying speaking with people. As a result, my meetings with prospects were more productive and I could more easily communicate my thoughts and the prospect's needs to them.
Try it: simply stop overthinking and let your natural self take over. Stop trying to sell and start trying to help. Be a HELPER, not a SALESPERSON! Do this, and you will start to forge a stronger sales path than you currently have.
Monday, February 23, 2015
LinkedIn for Sales: Three Ways LinkedIn Can Help eYour Sales!
Forget Twitter. Forget Facebook. Only one social media site truly matters, and that is LinkedIn.
Yes, LinkedIn is a common site for job seekers to find people to connect with, but it is also an excellent way to connect with people.
I want to preface this by saying that shared connections are VERY important for LinkedIn users. Without connections, why should someone view you as somebody who is worth their time? How do they even know if you are relevant?
LinkedIn is practically built around shared connections. I'm sure we've all heard the phrase, "I know a guy who knows a guy who knows a guy". This saying is so relevant when it comes to LinkedIn!
In fact, in order to really get anything done on LinkedIn, you need to "know a guy who knows a guy". Everything from messaging to viewing profiles is usually restricted by mutual connections. Luckily, the more connections you have, especially within your industry, the more access you will have to others on LinkedIn. Now, go and get those connections!
After you obtain some relevant connections, especially with past and present clients, I would recommend you make use of some of the following tips:
I want to preface this by saying that shared connections are VERY important for LinkedIn users. Without connections, why should someone view you as somebody who is worth their time? How do they even know if you are relevant?
LinkedIn is practically built around shared connections. I'm sure we've all heard the phrase, "I know a guy who knows a guy who knows a guy". This saying is so relevant when it comes to LinkedIn!
In fact, in order to really get anything done on LinkedIn, you need to "know a guy who knows a guy". Everything from messaging to viewing profiles is usually restricted by mutual connections. Luckily, the more connections you have, especially within your industry, the more access you will have to others on LinkedIn. Now, go and get those connections!
After you obtain some relevant connections, especially with past and present clients, I would recommend you make use of some of the following tips:
- Get recommendations: Recommendations can really give you an edge you need to stand out. Positive recommendation from your connections not only highlight positive experiences with you, but also positive experiences with your company. If the right person sees and understands those recommendations, you are likely going to be the person they will want to do business with in your company. As with in person sales, never underestimate the power of referrals, and that is basically what a recommendation is. Ask some of your connections, I am sure a couple of them would be willing to write a recommendation for you.
- Get the proper person to speak to: There have been so many times I have attempted to get hold of a "person in marketing" without having a name on hand. When I am transferred to the proper person, it always makes it a little less awkward when I already know who I am speaking to. Luckily, I can usually get around this by browsing a company's LinkedIn page. In doing so, I can usually find the name of the right person to speak to. I can also get an idea of what their interests and specialties are; certainly better than flying in blind!
- Message people if you can't get a hold of them: I rarely do this, as I prefer talking to somebody on the phone or in person, but if I message somebody on Linkedin, then that gives them the opportunity to see what my company is all about; what I'm all about. They can also see my skill set and recommendations. As such, my profile says more about me that I can convey in a 30-second voicemail.
These are just a few uses for LinkedIn when it comes to improving your sales. What are your experiences with LinkedIn? Has it helped your sales? Do you have any tips? Please feel free to comment!
Sunday, February 15, 2015
Gatekeepers: How to turn them into Valuable Sales Allies!
(WikiMedia Commons, uploaded by AgainErick)
As a salesperson, you are no doubt going to run into gatekeepers on a regular basis. Whether it be an office secretary, a personal assistant, or a simple phone operator, it is important to realize that they hold all of the power in the conversation. While the person you are trying to get a hold of has all of the purchasing power, the gatekeeper has the power to determine whether or not you get the opportunity to speak with your person of interest at all!
When I was first starting in sales, I called on a company with the most obnoxious gatekeeper. This person clearly did not want me to speak to my person of interest. As such, he kept answering all of my questions with disinterested, one-word answers. It was clear that I would go nowhere if I kept using my normal tactics with this gatekeeper.
Instead of continuously trying to get him to give the boss the phone, I let him know about my interest in the company and how the services that I would provide would benefit the company. I want to save their company valuable time and money. I can save them precious hours of labor time and hundreds of thousands of dollars in various costs. So, why would his boss not want to know that?
You have to pitch two people: the gatekeeper first, and the buyer second. You need to convince the gatekeeper that the buyer would want to speak with your about your service or product. In my case, the gatekeeper was so dead set on not listening to me that I had to do the one thing that would make it impossible for him to hang up on me: I went to the company in person.
While I was there, I tried to get a meeting with my person of interest, but the gatekeeper was still insistent that I couldn't meet with the person of interest. I ended up giving the gatekeeper a full-on pitch about my company's services. I broke it down to him that I knew my product could save the company tons of money and that it was crucial that I speak with the proper person. I would do whatever it takes and I'd go through whatever channels I would need to in order to speak to the proper person.
I ended up impressing the gatekeeper enough that he actually broke their protocol and gave me the person's extension so that I wouldn't have to go through him anymore. He even gave me some tips on how to sell them. I ended up writing up half a million dollars of business with that company! I would never have done so if I didn't put in the effort to convince the gatekeeper. It was actually two sales: one to the gatekeeper, and one to the actual buyer.
So, what other advice would you give people regarding gatekeepers? Do you try to bypass them or turn them into sales allies? Any particular tactics? Please comment below!
Thursday, February 12, 2015
From Zero to Hero: How to Turn a Sales Slump Around!
When I first started in sales, I will admit, I struggled. I struggled a LOT. More than I think should be acceptable. My boss sat down with me and went over what he thought I was doing wrong and showed me ways to correct it.
My boss was correct about not reaching out enough, not going the extra mile, and not being as upbeat as I could have been, there was more to it. I knew deep down I was not as knowledgeable and confident about the product as I should have and could have been. Thus, I was not equipped with the proper tools to get out there and sell.
I believe the number one tool a salesperson has when it comes to creating success is themselves. You can have the best boss in the world, but whether or not you ultimately get sales boils down to you!
For me, I took 3 simple steps to get out of my sales slump and increase my level of success.
Step 1: Evaluation: This is exactly what it sounds like. Crunch your numbers. Maybe you're making 75 calls a day when you should be making 150? Or maybe you're calling people every other week when you should call them every week? Other times, you should look at how your are communicating. Are you voicemail messages as effective as they can be? Are you still nervous on the phone? Get over those nerves! Are you not as knowledgeable about your product as you should be? Time to learn!
Step 2: Action Time to correct the mistakes that you found in your personal evaluation! Not calling enough? Make more calls! Not equipped with the proper knowledge of your product? Get that knowledge!
This is key to improving your sales. Aside from fixing the mistakes, you are stepping further outside of your comfort zone. That is good! That means you are evolving as a person and as a sales rep
Step 3: Outcomes Did your changes produce .quantifiable results? Were your sales starting to increase? Are your prospects becoming more responsive? If so, good job! You are on your way to becoming a new and improved salesperson!
Or did it not matter? Are your sales still low? If this is the case, I want to lead you on to step 4.
Step 4: Rinse and Repeat Sometimes the reason for our failures is not as clear, so you may need to take another step back and reevaluate what you were doing wrong. Eventually, you are going to find where you actually DID go wrong, and then you can take the proper actions to rectify that, which will lead you to your desired outcome.
These three steps are an incredibly simple and logical way to not only increase your sales, but to pretty much increase your effeciency at anything you may have a problem with.
Do you use steps similar to this? Do you go in blindly? Or do you have a different method of improvement? Please feel free to share within the comments!
My boss was correct about not reaching out enough, not going the extra mile, and not being as upbeat as I could have been, there was more to it. I knew deep down I was not as knowledgeable and confident about the product as I should have and could have been. Thus, I was not equipped with the proper tools to get out there and sell.
I believe the number one tool a salesperson has when it comes to creating success is themselves. You can have the best boss in the world, but whether or not you ultimately get sales boils down to you!
For me, I took 3 simple steps to get out of my sales slump and increase my level of success.
Step 1: Evaluation: This is exactly what it sounds like. Crunch your numbers. Maybe you're making 75 calls a day when you should be making 150? Or maybe you're calling people every other week when you should call them every week? Other times, you should look at how your are communicating. Are you voicemail messages as effective as they can be? Are you still nervous on the phone? Get over those nerves! Are you not as knowledgeable about your product as you should be? Time to learn!
Step 2: Action Time to correct the mistakes that you found in your personal evaluation! Not calling enough? Make more calls! Not equipped with the proper knowledge of your product? Get that knowledge!
This is key to improving your sales. Aside from fixing the mistakes, you are stepping further outside of your comfort zone. That is good! That means you are evolving as a person and as a sales rep
Step 3: Outcomes Did your changes produce .quantifiable results? Were your sales starting to increase? Are your prospects becoming more responsive? If so, good job! You are on your way to becoming a new and improved salesperson!
Or did it not matter? Are your sales still low? If this is the case, I want to lead you on to step 4.
Step 4: Rinse and Repeat Sometimes the reason for our failures is not as clear, so you may need to take another step back and reevaluate what you were doing wrong. Eventually, you are going to find where you actually DID go wrong, and then you can take the proper actions to rectify that, which will lead you to your desired outcome.
These three steps are an incredibly simple and logical way to not only increase your sales, but to pretty much increase your effeciency at anything you may have a problem with.
Do you use steps similar to this? Do you go in blindly? Or do you have a different method of improvement? Please feel free to share within the comments!
Monday, February 9, 2015
How to Get Sales with Less Effort!
It happens too often: sales teams spend hours and hours of time on the phone and in meetings, yet the numbers are not as impressive as they would prefer. I know, I've been there. However, there are several ways to reach out to those who are more likely to buy, hence decreasing the need for cold calling, thereby decreasing the effort needed to make a sale. Below, I will list some ideas for increasing your sales with minimum effort.
Networking: Too many people view networking as a waste of time. I am not one of them. In fact, I view networking as more crucial than cold calling. I have gotten more interest from prospects when they already know me or about me, versus if I were to simply cold call them. For example, one of my clients works in the Fine Art department of a local college. He introduced me to a few people in other departments. Four months later, I am doing business with other areas of the college! I never had to cold call them!
Social Media: A wise man once said, "Never underestimate the power of social media". That man was me. No, I am not tooting my own horn here, social media can actually produce good results for your sales. Good social media posts should be brief, informative, relevant, and relate back to your brand. A well implemented social media campaign should allow you to generate a decent amount of interest in your product. Why make hundreds of outbound calls when you can take calls instead?
Your Own Website: It amazes me that so many companies spend time and money building their websites, only to neglect them. Your website is your brand! Your website is where potential clients can garner a look at your services, get an idea of pricing, and even establish initial contact with you! By utilizing search engine optimization properly, a website will rank higher in search results, which will result in more people viewing your website, which may lead to sales! That's what you want, right?
These are just three ways to get sales with less effort. Why spend hours dialing phones when you can make the more interested prospects come to you?
Do you have any other suggestions for ways to get sales with less effort? Please comment below! Share your knowledge!
Networking: Too many people view networking as a waste of time. I am not one of them. In fact, I view networking as more crucial than cold calling. I have gotten more interest from prospects when they already know me or about me, versus if I were to simply cold call them. For example, one of my clients works in the Fine Art department of a local college. He introduced me to a few people in other departments. Four months later, I am doing business with other areas of the college! I never had to cold call them!
Social Media: A wise man once said, "Never underestimate the power of social media". That man was me. No, I am not tooting my own horn here, social media can actually produce good results for your sales. Good social media posts should be brief, informative, relevant, and relate back to your brand. A well implemented social media campaign should allow you to generate a decent amount of interest in your product. Why make hundreds of outbound calls when you can take calls instead?
Your Own Website: It amazes me that so many companies spend time and money building their websites, only to neglect them. Your website is your brand! Your website is where potential clients can garner a look at your services, get an idea of pricing, and even establish initial contact with you! By utilizing search engine optimization properly, a website will rank higher in search results, which will result in more people viewing your website, which may lead to sales! That's what you want, right?
These are just three ways to get sales with less effort. Why spend hours dialing phones when you can make the more interested prospects come to you?
Do you have any other suggestions for ways to get sales with less effort? Please comment below! Share your knowledge!
Sunday, February 8, 2015
Hating the Product, not the Salesman
We all know one of these incredibly talented salespeople who can sell anything. They can sell a turd to the President of the United States and make a pretty penny in doing so. However, odds are you aren't that person. That's okay, I'm not him either. I can strive all I want, but in the end, it's going to be next to impossible to sell a turd to somebody and that's okay!
My first sales job involved me calling business owners and selling them radio advertisements. Occasionally, I'd get somebody to fork over a couple hundred of their dollars for some top quality radio advertising. The ads were in the form of a PSA advising people to avoid drunk driving.
"Save a life!" we told them. However, in the end, what most business owners are thinking is "save my money!". On many days, our best salesmen would come up empty and the newbies would end up getting a sale. It ultimately boiled down to patience, luck, and skill.
Many of our customers called in with complaints regarding things like incorrect scheduling, false advertising, and regrets about their purchase. None of these things were within our salespeople's control.
Also, this was not too long ago. I was already hooking up my iPod to my car stereo, so why would radio ads still be a big selling point? As far as I know, the company is still around. Will they survive? If they start changing their product to adapt to a changing market, they probably can. Otherwise, they will likely go under.
On a similar note, a friend of mine sells textbooks to students. While not a salesperson in the traditional sense, he is still making a decent amount of money each money reselling old textbooks.
Now why does he make good money? Why is he making sales? THE PRODUCT! Textbooks will always be in demand for the college demographic, and it is usually a required purchase. Therefore, all you really need to do is get your hands on the textbooks that students are looking to purchase for major classes, then sell them for more than you paid for them. Boom, profit!
If I were starting a business, I would involved myself with products that are likely to sell, not with products I am used to or do not require much money to invest in.
How about you guys? What products do you sell? Is it a good product? Please comment below!
Sunday, February 1, 2015
Never Give Up!
One of my coworkers said something to me the other day that really struck a chord with me: "I see no point in trying to contact the same people over and over again, when I can use that time to go after newer prospects".
I agree and disagree with him at the same time. I am a competitive and stubborn person by nature, so it is naturally more challenging for me to let things go. I have done things that would make the average salesperson cringe. I have waited in lobbies for hours, I have blocked my number on called ID, I have even brought flowers for people!
Am I crazy for doing so? Maybe. But it has gotten me results.
From my experiences, you have to really believe in your product and that your product is the BEST solution for your prospect's needs; not just a good solution, but the BEST one. You are a problem solver, not a simple salesperson. By taking this customer-minded approach, I find that I come off less as a desperate salesperson and more as a dedicated problem solver.
Sure, some people will see you as desperate no matter what. Well, guess what? Those people were not going to buy anyway! So don't focus on them, and focus on the END RESULT!
Late last year, I made a MAJOR sale of over $100,000 of my company's product. I kept trying to get a hold of the person I needed to speak to: I left around a dozen voicemails, I sent numerous letters, I even brought him treats to share with his employees. Eventually, he caved in and spoke to me. He said I was a bit persistent and he would give me the time to state my case and show him why my product would benefit him. Turns out he was quite impressed with my company and our product and he eventually bought from us.
I would never have made this sale if I just gave up, like many salespeople would have done. The bottom line here is to just take a chance! Go for it!
I agree and disagree with him at the same time. I am a competitive and stubborn person by nature, so it is naturally more challenging for me to let things go. I have done things that would make the average salesperson cringe. I have waited in lobbies for hours, I have blocked my number on called ID, I have even brought flowers for people!
Am I crazy for doing so? Maybe. But it has gotten me results.
From my experiences, you have to really believe in your product and that your product is the BEST solution for your prospect's needs; not just a good solution, but the BEST one. You are a problem solver, not a simple salesperson. By taking this customer-minded approach, I find that I come off less as a desperate salesperson and more as a dedicated problem solver.
Sure, some people will see you as desperate no matter what. Well, guess what? Those people were not going to buy anyway! So don't focus on them, and focus on the END RESULT!
Late last year, I made a MAJOR sale of over $100,000 of my company's product. I kept trying to get a hold of the person I needed to speak to: I left around a dozen voicemails, I sent numerous letters, I even brought him treats to share with his employees. Eventually, he caved in and spoke to me. He said I was a bit persistent and he would give me the time to state my case and show him why my product would benefit him. Turns out he was quite impressed with my company and our product and he eventually bought from us.
I would never have made this sale if I just gave up, like many salespeople would have done. The bottom line here is to just take a chance! Go for it!
Wednesday, January 28, 2015
Connectivity: The Way of the Future!
Today, I was not able to go in to work because I had to get my car repaired. Oh, well, I guess since I was unable to into the office then I was unable to perform my job duties, right? Nope! In this day and age, a sales job is basically a 24/7 gig, thanks to emerging technologies and the inter-connectivity of the web and smartphones.
While I was waiting for my car to get fixed, I had my laptop open and I was connected to my work computer through a VPN server, which meant that I could get all of my work done. I needed to write up a couple sales letters, draw up a quote, and do some calling. My company has an online system for quotes (I can do that at home!), I have Microsoft word so I can write sales letters, and I have a cell phone. No excuses! I will be getting work done and so should you!
Heck, I don't even take sick days. Those are for the benefit of your peers, so that you won't get them sick. You can't get them sick if you work from home!
Also, when I travel, I always have my Bluetooth headset on, so that I can answer any calls that come my way while I am on the road.
You couldn't do this twenty years ago; you couldn't just leave the office and still be working. You were either at your desk or on the road to a sales meeting. You couldn't check your emails on your phone. You couldn't take care of your work at home. You had to do what you had to do right at your desk.
So take advantage of all of this. Free yourself from your desk! Utilize technology to your advantage! Don't like the time of day dictate if you can take care of what you need to take care of. It's 11:30 pm right now and I am finishing up a last minute quote. Twenty years ago, I would have to wait until morning, but now it will be done when I go to bed, which means it goes to the prospect sooner, which means a sale is more likely.
As everyone starts doing this, the more necessary it will be, so that you can keep up with your competitors. So what are you waiting for? Get connected!
While I was waiting for my car to get fixed, I had my laptop open and I was connected to my work computer through a VPN server, which meant that I could get all of my work done. I needed to write up a couple sales letters, draw up a quote, and do some calling. My company has an online system for quotes (I can do that at home!), I have Microsoft word so I can write sales letters, and I have a cell phone. No excuses! I will be getting work done and so should you!
Heck, I don't even take sick days. Those are for the benefit of your peers, so that you won't get them sick. You can't get them sick if you work from home!
Also, when I travel, I always have my Bluetooth headset on, so that I can answer any calls that come my way while I am on the road.
You couldn't do this twenty years ago; you couldn't just leave the office and still be working. You were either at your desk or on the road to a sales meeting. You couldn't check your emails on your phone. You couldn't take care of your work at home. You had to do what you had to do right at your desk.
So take advantage of all of this. Free yourself from your desk! Utilize technology to your advantage! Don't like the time of day dictate if you can take care of what you need to take care of. It's 11:30 pm right now and I am finishing up a last minute quote. Twenty years ago, I would have to wait until morning, but now it will be done when I go to bed, which means it goes to the prospect sooner, which means a sale is more likely.
As everyone starts doing this, the more necessary it will be, so that you can keep up with your competitors. So what are you waiting for? Get connected!
Monday, January 26, 2015
Time to Suit Up!
Before I got into the world of sales, I hated dressing up. Whenever I had an interview, I would always happily ditch the suit when I came back home. I hated my high school prom because I had to dress up.
After I entered the world of sales, I quickly changed my opinion. Dressing nice is not only a good way to impress people, NOT dressing nice is a sure way to lower their opinions of you.
If you're lucky, you can grab a nice suit right off the rack at a retailer such as Men's Wearhouse. If you are really lucky, you can grab a suit at 95% off retail value at a Goodwill or a Saver's. Most of us, however, will need to get our suits tailored to our specific body type.
A good tailor should not run you down too much money, but even if it costs a pretty penny, a well-fitted suit can make any salesman look better. But if the suit does not fit well and is not tailored, you may as well go into the office wearing a clown suit every day because that is exactly how you look to people.
I have a good relationship with my tailor and so should you. My tailor takes care of my suits for less than what he charges most of his customers. I don't get it for free because he still has to make a profit, but I save a little cash and my suits get tailored a little quicker, so why not be nice to him
If you are not wearing a suit when you are in a sales role, you are doing it wrong?
Am I right? Do you agree or disagree? Any other fashion suggestions? Please comment below!
After I entered the world of sales, I quickly changed my opinion. Dressing nice is not only a good way to impress people, NOT dressing nice is a sure way to lower their opinions of you.
If you're lucky, you can grab a nice suit right off the rack at a retailer such as Men's Wearhouse. If you are really lucky, you can grab a suit at 95% off retail value at a Goodwill or a Saver's. Most of us, however, will need to get our suits tailored to our specific body type.
A good tailor should not run you down too much money, but even if it costs a pretty penny, a well-fitted suit can make any salesman look better. But if the suit does not fit well and is not tailored, you may as well go into the office wearing a clown suit every day because that is exactly how you look to people.
I have a good relationship with my tailor and so should you. My tailor takes care of my suits for less than what he charges most of his customers. I don't get it for free because he still has to make a profit, but I save a little cash and my suits get tailored a little quicker, so why not be nice to him
If you are not wearing a suit when you are in a sales role, you are doing it wrong?
Am I right? Do you agree or disagree? Any other fashion suggestions? Please comment below!
Sunday, January 25, 2015
Traveling: Yay or Nay?
Wrong! The entire purpose of this trip is to give a sales presentation to a potential customer. Time to bring out all the bells and whistles, it's sales time!
Your company paid for a round-trip flight, lodging, and car rentals, setting them back a pretty penny. If you don't make the sale: they just spent all that money for nothing. Don't forget that salespeople can lose their jobs at the drop of a hat. No pressure!
In a day and age where conferences can be done over Skype and files can be instantly shared hundreds of miles away, is there even a need to do all this traveling? I say yes, but with a catch!
In my opinion, a company takes a big risk by spending all this money to get their salespeople hundreds of miles away in order to make a sale. Oftentimes, these meetings occur after only one or two phone calls. Why not minimize the risk by having a virtual sales meeting?
By having a virtual sales meeting, you are going to get across the same information that you were going to get across anyway, without spending money flying round-trip. Also, you can better gauge your customer's feelings on your company and product prior to an actual in-person meeting.
If the virtual meeting goes well and you think there is a real shot at selling, THEN set up an in-person meeting, which will likely be used to elaborate further and finalize anything. This will be where the final sale is made.
To sum it all up, don't throw all your cards in the basket by travelling too early. Instead, go for a virtual meeting. If that meeting goes well, then you should go for the in-person meeting. I find that this minimizes travelling risks and can also make prospects more comfortable when you meet in person, since they have already seen you.
Who else does this? Any thoughts? Do you often find yourselves on the road to sell? Please share your thoughts and experiences in the comments!
Saturday, January 24, 2015
My Worst Sales Day
Late last year, I had the absolute worst sales day that I think I will ever have (at least, I hope!). It was all my fault too.
My boss had given me some leads for prospects that I was going to follow up on. However, I had also been preparing a list of prospects of my own, as per his instructions. As I kept calling, I made the mistake of tuning out because of the stress. I wanted to get the whole list out of the way.
This made the calls become too routine and so I stopped taking notes from conversations with prospects. BIG MISTAKE! I forgot what half of them said, which meant a significant chunk of the endeavor was WORTHLESS!
From this, I learned to take my time when calling, instead of rushing through the list. Taking my time means not rushing things and if I have to make some of the calls the following morning, so be it.
What was your worst sales day and what did you learn from it?
My boss had given me some leads for prospects that I was going to follow up on. However, I had also been preparing a list of prospects of my own, as per his instructions. As I kept calling, I made the mistake of tuning out because of the stress. I wanted to get the whole list out of the way.
This made the calls become too routine and so I stopped taking notes from conversations with prospects. BIG MISTAKE! I forgot what half of them said, which meant a significant chunk of the endeavor was WORTHLESS!
From this, I learned to take my time when calling, instead of rushing through the list. Taking my time means not rushing things and if I have to make some of the calls the following morning, so be it.
What was your worst sales day and what did you learn from it?
Friday, January 23, 2015
Fridays!
Happy Friday everyone!
In the world of sales, I have noticed that Friday tends to be the slowest day of the week. People are looking forward to the weekend, many people leave early or take the day off, and essential decisions are more likely to be held off until the following week. If you are cold calling, odds are you are not getting the results you desire if you cold call on Fridays.
What if I told you it didn't have to be that way?
What if I told you that you could get your desired results AND be productive?
It's true; you can!
For one, you should pay attention to the time of day that you are calling. I have found that the middle of the afternoon and the morning tend to less fruitful than late afternoon (between 4 and 5 PM, actually!). When I call late Friday afternoons, I can often catch a person as they are winding down from the week and they are looking forward to the weekend. Because of this, they are in a better mood, and THAT is what makes them more receptive of you at this time. I recommend you try it!
Besides cold calling, I find that Fridays are also an excellent time to prospect. Since you are probably not as swamped on Fridays, that gives you time to identify new people to call the following week! I find that I get the most out of prospecting on Fridays since not only do I have more time to prospect, but I also tend to get more motivated because I tend to work harder when the weekend is coming. However, some people operate differently, but I am just saying what works for me.
There is one week left until next Friday. What do you do on Fridays? Any tips for being successful? Comment below!
In the world of sales, I have noticed that Friday tends to be the slowest day of the week. People are looking forward to the weekend, many people leave early or take the day off, and essential decisions are more likely to be held off until the following week. If you are cold calling, odds are you are not getting the results you desire if you cold call on Fridays.
What if I told you it didn't have to be that way?
What if I told you that you could get your desired results AND be productive?
It's true; you can!
For one, you should pay attention to the time of day that you are calling. I have found that the middle of the afternoon and the morning tend to less fruitful than late afternoon (between 4 and 5 PM, actually!). When I call late Friday afternoons, I can often catch a person as they are winding down from the week and they are looking forward to the weekend. Because of this, they are in a better mood, and THAT is what makes them more receptive of you at this time. I recommend you try it!
Besides cold calling, I find that Fridays are also an excellent time to prospect. Since you are probably not as swamped on Fridays, that gives you time to identify new people to call the following week! I find that I get the most out of prospecting on Fridays since not only do I have more time to prospect, but I also tend to get more motivated because I tend to work harder when the weekend is coming. However, some people operate differently, but I am just saying what works for me.
There is one week left until next Friday. What do you do on Fridays? Any tips for being successful? Comment below!
Thursday, January 22, 2015
My Biggest Sales Enemy
Even as I start typing this, I am boiling with anger and frustration thinking about my number one enemy when I am cold calling. It's not my nerves. It's not my knowledge. It's not even stress. It's the fact that I am constantly leaving voicemails!
There are several ways I use to approach this, all of which boil down to a combination of skill, luck, and persistence. I will list them below.
Calling again later: Sometimes I simply will not leave a voicemail, but will instead hang up and call again later. No, I will not be calling every hour. Instead, I call every other day, at a different time. By doing this, I can work around any schedule. However, I find that I get ignored because they recognize my number as the "number that keeps calling without leaving a voicemail". In the end, I barely get any results with this, so I never do this anymore. I always leave a voicemail!
Leaving a well thought-out voicemail: Leaving a voicemail is necessary in order to get sales. If you don't leave voicemails, your bottom line iss probably going to suffer. Don't do what I did when I first started in sales. Don't say "Hey, this is X from Y. Call me to see if you can use our services". Always make sure to include something of VALUE to your prospect. For example "Hey Tim, this is X from Y. We just helped a client in your industry save days of time and hundreds of dollars by switching to our new product. They are very happy with it and I think we can help you achieve similar results. Call me at 999-999-9999". See the difference?
Breakup voicemail Sometimes even the most well thought-out and relevant voicemails still do not result in a returned call. Sometimes people are just busy. Other times they go straight to the trash. Maybe they meant to return your call and they forgot to. I find that I get pretty good results by leaving them a voicemail acknowledging that they are busy. I mention that I do not want to waste any of our time, so they should contact me if they are indeed not interested.
If they are interested, they contact me and express their interest and then we can go from there to see if my product is a viable solution to their problems. Now, if they are NOT interested, they usually contact me to tell me just that. However, this now gives me an opportunity that simply leaving a voicemail does not afford me: the opportunity to share a dialogue with the prospect. I can turn their "no" into a "maybe", which can't happen if I simply leave message after message.
What are your thoughts? What kind of voicemail tactics do my fellow salespeople use? What do you find most effective? Please comment!
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