December 14, 2019

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.


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.


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.


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



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



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.



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.



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!



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


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 -

… 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


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:


Product Demonstration the Old Fashioned Way

history 1935 trailer Product Demonstration the Old Fashioned WayMy Grandpa Chuck showed by example that there’s nothing like a great product demonstration to help close a sale.  Back in 1933, Grandpa carried a desk up five flights of stairs to sell a buyer at a department store in Dayton, Ohio.  He had a carrier made on the back of his car where he secured the desk for travel.  Later, he had a custom trailer made which became his traveling showroom that he used to show furniture products to dealers around the country.

I wonder what would happen if more salespeople today used product demonstration techniques from the old days.  Rather than showing your buyer a picture of your product, why not show them the real thing?  Product demonstration is so important in closing sales especially with new prospects.  Imagine how effective it would be to carry your product into a buyer’s office to show how it works.  Do you think your closing ratio would improve?

The next time you question whether or not you want to go through the hassle of lugging your product with you on your next sales call, think about Grandpa Chuck and his commitment to product demonstration.  Grandpa’s techniques helped him close more sales and they could help you too.