September 26, 2017

Surviving in The New Normal Sales World Be a Proactive Sales Success (6 of 6)

danita4web Surviving in The New Normal Sales World Be a Proactive Sales Success (6 of 6)

In the previous five posts in this series we’ve taken a look at some of the challenges sales people are facing in the New Normal business environment of today.  We’ve established that proactive sales people, who are committed to winning more new accounts and keeping their companies on a sustainable, positive growth track, need to do things differently.

 

I think it might be helpful to summarize the key points of this series to assist you in staying focused, motivated, and clear in your vision.

 

 

Four Rules for New Normal Sales People

# 1

Do deliver candor

Don’t make empty promises

KEY POINT: Don’t demoralize your colleagues, but instil hopeful realism: a levelheaded response to adversity which acknowledges all the facts, negative and positive, but at the same time stimulates positive energy in times of turmoil.

#2

Do use the skills and talents of the entire team

Don’t try to do it all on your own

KEY POINT: Successful sales people rally the talents and skills of their sales colleagues to develop new solutions for overwhelming challenges.  Proactive Salesmanship is not about the charisma or competence of one – it’s about the collaborative effort of many.

#3

Do interpret events

Don’t try to control the uncontrollable

KEY POINT: Sometimes even the most courageous sales people face events they are unable to control.  It is important to recognize and admit our inability to control the uncontrollable. Don’t panic.

#4

Do commit yourself to being a learner

Don’t wait to be taught

KEY POINT: Developing the ability to absorb and use the skills, knowledge and technological advances of the modern era will give you a distinct advantage in coping with extra-ordinary challenges.  Book-knowledge, that limits our ability to think out-of-the-box, is fast becoming an obstacle rather than an advantage.

 

SALES GROWTH QUESTION: What can you change to continue growing sales in the New Normal world?

SALES GROWTH LESSON: Sales people, start tapping into the opportunities of today and help the sales teams to achieve even greater heights.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

Surviving in The New Normal Sales World Be a Continuous Learner (5 of 6)

Danita Bye Founder of Sales Growth Specialists Surviving in The New Normal Sales World Be a Continuous Learner (5 of 6)Selling in today’s fast-paced, hyper-competitive, obstacle-ridden world can be daunting. I notice that high performance sales people that win, even against the most overwhelming odds, have sisu. Sisu is the Finnish word for unbending will, unwavering and unapologetic perseverance. Sales people today know it takes extraordinary insight to stay on track.

My next tip is rooted in my firm belief that fresh insights are born when we’re open to new ideas.

The Do’s: Be a learner

The Don’ts: Don’t wait to be taught

Our bookshelves are filled with multiple formulas for success.  Yet, is there something more foundational than the recent fad that provides insight into balancing the demands of daily decision-making?

I think successful selling is less about being taught – it’s more about being a learner. “Book-knowledge” limits our ability to think out-of-the-box and that kind of knowledge is fast becoming an obstacle rather than an advantage.

NEW NORMAL SALES TIP #5

Developing the ability to absorb and use the skills, knowledge and technological advances of the modern era will give you a distinct advantage in coping with extra-ordinary challenges.

 

SALES GROWTH QUESTION: What are the most valuable contributions you have recently received?  What have you given?

SALES GROWTH LESSON: Be a learner. Use all your resources to get better at your selling game.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

Choosing the Right Sales “Opportunity”

glenn 199x300 Choosing the Right Sales OpportunityThese days, lots of people, especially salespeople, are looking for a way to earn some extra money.

 

Because I am a business coach and a long-time network marketer, many of those people come to me for help in sorting through all of the sales “opportunities” out there.

 

The Four P’s

For me, the process of separating the truly lucrative sales possibilities from the false advertising starts with what I call The Four P’s:

 

 

  • Product
  • Process
  • People
  • Pricing

 

Product

In the disreputable network marketing companies, there is a striking lack of focus on the product.  The emphasis is upon recruiting and upon the money you could generate once you reach certain levels of sales.

 

But what are you selling?

 

In order for you to be truly effective, you have to be selling a product that:

you truly like, understand, AND use. If you are not passionate about the product, you will never be truly enthusiastic about it. A salesperson never sells a product – they sell their enthusiasm about that product.  So, if you are not enthusiastic . . .

 

You also have to understand the product you are selling.  Merely reciting the company’s literature is not enough. You have to really understand how the product works, why it works, and for whom it works. So, you need to choose a product that is either in a field with which you are familiar or a field in which you are willing to do a lot of research.  Competence creates confidence, which sells.

 

Finally, you need to be (happily) using the product.  Otherwise, you are in the awkward position of selling something that you yourself would not buy.  This sends a negative message to your potential customers AND means that you will not sound enthusiastic or knowledgeable to them – a lose, lose, lose proposition.

 

Process

Secondly, you need to evaluate the process by which the company markets their goods and services. If you will be expected to talk to your friends and relatives and you either don’t have a lot of those or have already burned those bridges, this is not the right opportunity for you.

 

If you are expected to host a lot of parties and are a person who loves to entertain, this could be a good fit for you. However, if you are uncomfortable with public speaking, don’t have a good space for entertaining, or are afraid to invite people, this opportunity will never work for you.

 

If you are uncomfortable speaking on the phone, in general, companies that expect you to make cold calls from a list you acquire are not for you.

 

And so it goes – no matter how good that article of clothing looks on the rack, it won’t look good on you if it’s the wrong size.  No matter how lucrative the sales opportunity, you will never succeed using a sales process that doesn’t fit you.

 

People

The people who lead the company have to experts in their field AND have to be people who truly care about their sales people and about making a difference in the world.  Unless this comes through in their literature and their interactions, run!

 

Pricing

For the moment, I will confine myself to these two points.  If would not buy the product at that price, were it not for the business opportunity, neither will your customers.  The price DOES matter.

 

But it is not all that matters. If you could save a few dollars on your groceries by ordering some of them on-line, you would soon decide that the change of behavior required (organizing yourself and ordering promptly) and the hassle (being home to receive deliveries) were not worth it. That’s why I always say that if all you are offering your customers is savings, they will soon become ex-customers.

 

Price is not enough. You also have to be offering your customers something that they can’t get elsewhere, that makes their lives simpler, or that inspires them.

 

So, when evaluating an sales “opportunity”, notice The Four P’s.  If the company only talks about outcomes (money, etc.), it is not right for you or anyone!

 

And even if they do talk about all of The Four P’s, those four factors still have to line up with your sales strengths and your lifestyle.

 

When they do, a fifth P is created: Possibility!

 

Dr. Glenn Pickering is a life coach and Pastor in the Minneapolis, Minnesota area, who earned his PhD in psychology. He and his Gwen have provided counseling services to thousands of individuals and couples. Dr. Pickering is, at heart, a scientist and a teacher – a keen observer whose brilliant work he shares through his books and seminars that he and his wife Gwen have created. They use real life examples, and concrete change strategies to help transform people’s lives. You can learn more about Glenn at www.TAGfreeliving.com

 

Surviving in The New Normal Sales World Interpretation vs. Control (4 of 6)

Danita Bye Founder of Sales Growth Specialists 21 Surviving in The New Normal Sales World Interpretation vs. Control (4 of 6)

What is your first reaction when disaster strikes?  I don’t know about you, but I often panic. My heart races, my focus narrows and sometimes I think everyone around me can hear me breathe.  Being a self-confessed Maximizer, I quickly had to learn that very often, it’s not about controlling events – it’s more about interpreting them.

 

Even the most courageous sales person faces events they are unable to control.  Global financial collapses, wars and natural disasters may be extreme examples of these situations, but that’s exactly what we’ve had to deal with over the last few years.  And that’s why I believe it’s critical for us to recognize and admit our inability to control the uncontrollable.

 

In his book, Great by Choice, Jim Collins examines the reasons why some companies thrive in uncertainty and others do not.  One of the important lessons I have learned in working with sales people in growth companies:  It is more important to focus on finding and developing new solutions than it is to dwell on failures of the past.

 

Try to make this sales strategy part of your daily inspiration, no matter what challenges you are facing.

 

Do interpret events

Don’t try to control the uncontrollable


In our business situations we encounter our own earthquakes: out of the blue, your biggest client announces that he is leaving or you wake up one morning to realize a new venture that you have invested a substantial amount of time in is just not delivering the ROI you expected. Don’t panic.

 

NEW NORMAL SALES TIP #4

“Stop, drop and roll” is a safety technique that is taught to children as part of health and safety training. The main aim of this technique is to extinguish a fire on a person’s body, but it is also a powerful psychological tool: focusing on the job of putting out the fire, you are less likely to panic.

 

SALES GROWTH QUESTION: What can you do to stay calm during times of chaos and uncertainty?

SALES GROWTH LESSON: When we receive bad news, our actions are often propelled by one overriding emotion: fear.  Learn to stay calm and focused in times of turmoil.

© Copyright 2012, Danita Bye, Sales Growth Specialists, All Rights Reserved.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

 

 

Surviving in The New Normal Sales World Interdependence vs. Independence (3 of 6)

Danita Bye Founder of Sales Growth Specialists 21 Surviving in The New Normal Sales World Interdependence vs. Independence (3 of 6)Success is about the collaborative effort of many. The old saying “two heads are better than one” is still true – and many heads are even better! Today, most sales people working for growth companies realize they are much more effective when they work as a team.  (Especially when it comes to critical issues such as: team turnover, morale, and profitability.)

My next tip on developing a dynamic sales strategy revolves around the concepts of teamwork and collaboration.

The Do’s:  Use the skills and talents of the entire team

The Don’ts:  Don’t try to do it all on your own

Forget about solving problems – today it’s more about framing the problem to help your entire team, even when it’s an informal team, own the problem. Today’s sales people know it is a fatal strategy to try and do it all on their own.  Instead, they depend on the wisdom, insight and inspiration of their colleagues. They share their own resources with those they work with so everyone becomes stronger.  One example that delivers excellent results is to use team sessions as a sounding board to streamline and perfect solutions.

 

NEW NORMAL SALES TIP #3

Successful sales people rally the talents and skills of their colleagues to develop new solutions for overwhelming challenges.

SALES GROWTH QUESTION:  What can you do to ensure you harness the energy and skills of all the resources at your disposal?

 

SALES GROWTH LESSON:  Use your informal team as a sounding board to streamline and perfect solutions.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

Candor vs. Empty Promises (2 of 6)

Danita Bye Founder of Sales Growth Specialists 2 Candor vs. Empty Promises (2 of 6)Three words that are used to describe the opposite of candor are: deception, fraud and lie. So how do you deliver the reality about the current conditions to your clients in a truthful manner without sending them into a state of panic and depression?  I believe the key is the cultivation of an open, honest relationship with all your prospects and clients.

I recently talked to a group of young sales entrepreneurs about how to counteract the escalation of desocialization in the sales process. Yes, we can connect with each other via e-mail, LinkedIn, Facebook, texting, etc. However, these “faceless” mediums of the New Normal Business World often leave us feeling isolated and lonely.

To lead the pack and take market share in this high-speed race, business leaders must be open to develop client centric selling protocols.

Here are a few disciplines you can develop to improve your capacity to show your respect and care towards your clients.

• Step into your client’s boots and look at a situation from their perspective.

• Cultivate personal relationships before you start doing business.

• Take time to understand your client’s dreams, challenges and pain.

• Take the bull by the horns – be brave and shift your thinking to turn negative thoughts into positive sales results.

• Take small steps everyday to change old myths into new powerful sales strategies.

Remember these “do’s” and “don’ts” to help you develop dynamic sales strategies for the New Normal Business Environment:

Deliver candor (An open and honest expression of facts)

Don’t make empty promises

Realism should be balanced with hope.  In my e-book, Leadership Shift, I discuss the need for this continuous balancing act.  Something I learned, growing up on a ranch in North Dakota, is the concept of hopeful realism:  Hopeful realism is a level headed response to adversity which acknowledges all the facts, negative and positive, but at the same time stimulates positive energy in times of turmoil.

Watch this space for more ideas on developing sales strategies for doing New Normal Business.

SALES GROWTH QUESTION:  What are you doing to create an atmosphere of hopeful realism in your workplace?

SALES GROWTH LESSON:  While it is important for sales people to know their limitations, the concept of hopeful realism leads to the creation of realistic solutions.

© Copyright 2012, Danita Bye Sales Growth Specialists, All Rights Reserved.

 

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

Help and Sell: Sales Made Easy for People Who Hate to Sell


111103 donlin 019 low res 214x300 Help and Sell: Sales Made Easy for People Who Hate to Sell

There’s an old adage in business: The more you tell, the more you sell.

But I found a better one: The more you help, the more you sell.

Or, simply, Help and Sell.

Specifically, the more you can deliver value to prospects before they’ve given you a nickel, the more nickels they will eventually give you … along with lots of dimes and dollars.

This blog is an example. I don’t get paid a nickel to share ideas here every week. But it brings me plenty of search engine love from Google, not to mention an interview on Fox News a few months back.

Another way to “help and sell” is to deliver real value when you follow up with prospects. Don’t pester people with empty-headed emails to “check in” or “loop back and see how you’re doing.” Pheh.

Instead, your follow-up messages should give people ideas they can use to improve themselves and their businesses. (You do follow up, don’t you? Good.)

Here’s an example: Just last week, I sent the following email to a prospect, because I thought the article I mentioned would be of genuine help to him:

Have you had a chance to consider my ideas from last week about writing a promo piece for you? Please let me know when you get a chance!

Meanwhile, here’s an Inc. magazine article that’s relevant to our discussion -

http://www.inc.com/guides/2010/08/get-more-sales-from-existing-customers.html

… particularly numbers 6 and 7, which I can help you with on a monthly basis!

The result?

He called the next day to ask if he could hire me to help with number 7. “Sure,” I said.

That’s the whole point of marketing: To cause people to call or email and ask, “Can I hire you?”

So, this week, try to help more — and see if you don’t sell more.

 

Resource: Kevin Donlin helps you put an end to “feast-or-famine” syndrome in your business. To learn more and get his free Client Cloning Kit, visit http://ClientCloningSystems.com

 

Surviving in the New Normal Sales Environment (1 of 6)

Danita Bye Founder of Sales Growth Specialists1 Surviving in the New Normal Sales Environment (1 of 6)

As a sales person, have you ever been tempted to compromise your personal values to close a sale?  Let’s face it, it’s a jungle out there!  And it’s not likely to get any easier, is it?  Well I’ll be honest, I have been in many situations where it took all my inner strength to ‘stay on the straight and narrow!”

One of the last classes I attended for my master’s degree in Transformational Leadership was about something that’s very important to me – ethics.  During a class discussion we talked about the concept of The New Normal – something that resonates with everything I’m hearing and seeing in today’s business world.

In The New Normal: Great Opportunities in a Time of Great Risk, Roger McNamee discusses which new skills we may need to grab hold of the abundant array of new opportunities. According to McNamee, global economies are up for grabs at an unprecedented scale.  That raises the question – what’s required from sales people to capitalize on these extraordinary conditions?

I would begin by suggesting you take a careful look at what you’ve always done and do it in a new way. You need to “always be in beta” and be willing to turn old assumptions over, realizing you may have to forsake them altogether and start from scratch.

In this series, I’ll share some “Do’s and Don’ts” to build into your sales strategies in order to stay focused, motivated and ready to capture market share by winning new accounts.

With the right mindset, you can turn seemingly risky business ventures, into exciting business opportunities.

SALES GROWTH QUESTION: How are you dealing with the changing circumstances of the ‘New Normal’ business environment?

SALES GROWTH LESSON: As a Sales Person, you can be part of a team who takes responsibility for capitalizing on the ‘New Normal’ way of doing business.

© Copyright 2012, Danita Bye, Sales Growth Specialists, All Rights Reserved.

Danita Bye is Founder and CEO of Sales Growth Specialists.  Danita was a President’s Club performer for a Fortune 100 company at age 22, her first year out of college.  For almost a decade, she earned recognition as a top sales performer in all the positions she held.  This experience offered Danita a foundation of skills from one of the most respected and intensive corporate training programs available.  In 1997, Danita started Sales Growth Specialists, one of the Twin Cities’ most respected sales management consulting firms.  Danita’s company has carved a track record in building and inspiring high-performance sales teams that achieve bottom-line results.  For more information, visit Danita at her website www.salesgrowthspecialists.com

 

 

Help! I Can’t Close Sales: 5 Ideas to Increase Your Close Ratio

konrath greenjacket01 Help! I Cant Close Sales: 5 Ideas to Increase Your Close Ratio

Recently I got an email from Ahmed that said, “Do you have anything on how to close sales? Getting into an account isn’t a problem for me. But I get stuck after submitting a proposal.

“By this time, I’ve already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?”

I can’t tell you how many times salespeople have asked me to help them get better at closing. However, despite what you think, it’s not the real problem.

Your inability to close is a symptom. What it really means is that your prospect does not think it’s worth making a change right now. In short, it’s nice to know about your offering, but not necessary.

Five things you can do to get better at closing sales.

1. Know your impact. Make sure you’re clearly able to articulate the business value of your offering. You should ensure that you’re talking about key business drivers such as reduced operating costs, increase sales conversation rates or improved efficient. Adding metrics makes your message even more impactful.

2. Be a storyteller. Share examples of how you’ve helped other customer improve. Be able to explain how they were doing things before, the challenges they faced, and the results they’ve achieved since working with you.

3. Slow down. Based on what you said, you may be moving things along much too fast. You’re showing your stuff, sending collateral and giving pricing. It’s highly likely that they don’t feel like you’re focused on their success. Take time to build the relationship so that they truly feel that you’re a credible resource, not a self-serving sales guy.

4. Connect the dots. It’s imperative to engage your prospect in a discussion. This helps you/them determine if your offering makes sense for them. Here are some good ones to start with:

How are you currently handling your needs in this area?

What are your objectives relevant to the business drivers this product/service addresses?

What initiatives do you already have in place to get there?

If you achieved results similar to our other customers, what would this mean for your organization?

See where I’m going with this? If your prospects aren’t making the connections between what you sell and the value they could get from it, it’s because you’re leaving it to happenstance.

Don’t let that happen. Plan your questions ahead of time. They are your greatest tools in getting to a yes.

5. Stop trying to close. Instead, focus on helping your prospect determine if it makes good business sense to change. If it does, they’ll say yes. If not, they’ll stay with what they’ve got.

Today’s prospects are too savvy to fall prey to any closing techniques. The more you try to do it, the less they want to do business with you. Instead, put your emphasis on the front end of the sales cycle.

Before you know it, your prospects will be saying, “How soon can we get going on this?

 

Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She’s the author of two best selling sales books and is a popular speaker who helps sellers crack into new accounts, speed up sales cycles and win more business. SNAP Selling, her highly acclaimed sales book jumped to #1 on Amazon within hours of its release. Jill’s initial book, Selling to Big Companies, addresses how to set-up meetings with prospects who’d rather avoid salespeople all together.  To learn more about Jill go to:  http://www.jillkonrath.com

 

The Sales Success Mindset

Howard Salpeter The Sales Success MindsetThe reason so many people fail to be really successful in sales isn’t lack of knowledge or they don’t know what to do, or even lack of capital.

It’s fear.

But fear, understood and controlled, is a strong ally.

People have all kinds of fears when it comes to sales. They fear losing money, fear  making mistakes, fear  looking stupid to others.

But never let fear shut you down!

We all have fears and that’s only natural, but we can’t allow fear to prevent us from profiting from our knowledge.

Take action because action drives away fear. Find out what you need to get you moving and keep on moving. Perhaps you need a spouse or partner to share the burden and to provide moral support when you’re down. Possibly you need a mentor or sales manager to push you forward. Maybe your desire for money is all the driver you need.

The secret about sales?

You need knowledge, but not that much to start. You just need enough to begin and a source for the information you’ll need along the way. Your knowledge base will grow as you grow.

Commit yourself to taking action immediately. Get in the mindset of making decisions and carrying them out. You’ll be amazed at the success your efforts bring. Just start, and start today.

DO THIS NOW: write this memory reminder on an index card or piece of paper and put it on your mirror so you look at it every day:

“If it’s to be, it’s up to me.”

 

Howard Salpeter has worked over 35 years in independent sales and real estate. He is a two time Dean Of  IHFRA honoree, one of only 6 nationally. Howard is a licensed real estate agent with The John Burgess Group, one of the top-producing real estate teams in Montgomery County, Maryland and Washington DC.  The Burgess Group is unique in the area in that it serves buyers, sellers and renters, as well as real estate investors.  They are affiliated with Realty Executives International, with offices in 20 countries and ranked by Inc. Magazine as one of the fastest growing real estate companies in America. He has built his years of success on understanding sales as a relationship business which is client-centric, the ultimate goal always being a win-win situation. Feel free to contact Howard at Howard@JohnBurgessRealtor.com