Definitely advice any Sales Professional can apply with the realistic expectation of experiencing postive results. These are the 7 Steps ~ click the link for the full Entrepreneur article.
1.) Do what you love.
2.) Put a dent in the universe.
3.) Make connections.
4.) Say "no" to 1,000 things.
5.) Create insanely different experiences.
6.) Master the message.
7.) Sell dreams, not products.
Steve Jobs and the Seven Rules of Success
Friday, December 30, 2011
Monday, November 21, 2011
Wordle.net for Creating Word Clouds
Your Competitive Advantage
"More time on the problem isn't the way. More guts is. When you expose yourself to the opportunities that scare you, you create something scarce, something others won't do."
Seth Godin ~ Seth's Blog
Seth's Blog
Seth Godin ~ Seth's Blog
Seth's Blog
Five Signs You're Losing a Sale -- And How to Save It
By Jane Porter, Entrepreneur Magazine
Five Signs You're Losing a Sales - Entrepreneur Magazine
Marla Kaye could not afford to lose this deal. She had watched sales at You Name It Promotions, her Oakland, Calif.-based promotional products company, drop by more than half since the start of the recession--from $3.5 million in 2007 to $1.5 million last year. When a six-figure sale to a new client seemed about to fall through this spring, she had to act fast.
The technology company Kaye was courting wanted a customized USB drive with its brand name on it to hand out at trade shows. When Kaye, 58, found out the client was planning to go with a cheaper bid from a competitor, she stepped her offering up a few notches--shaping the device like the company's logo and loading it with files about its product. "I said, 'Give me a chance to show you why what we do will stand out,'" she says. "We saved it by doing more work than just answering a bid."
Having a keen eye for when a sale is going sour takes savvy. Here are five red flags and strategies for saving the sale:
No. 1: If a Potential Client Seems Indifferent
A client who is interested in doing business with you should have questions and concerns. If they don't outright reject you but don't have any questions either, be on the alert, warns Victor Cheng, author of the book Extreme Revenue Growth (Innovation Press, 2007).
To resolve this problem, he suggests creating more of an advisory relationship with clients. You can let them know that you'll help either to solve their problem or point them in the direction of another business that might be a better fit. Offering to help people find other vendors might seem counterintuitive, but it can go a long way to earn the trust you may need to win over a client, Cheng says. "People will share more with an advisor than a salesperson. It's more of a dialogue than a broadcast."
No. 2: If There's No Hard Deadline For a Decision
Having urgency around a sale is important, Cheng believes. Early in the process, ask potential clients about their timeframe. You want to prioritize those companies that have a hard deadline.
You can find ways to firm up deadlines, says Rich Sloan, co-founder of StartupNation.com, a Birmingham, Mich.-based business-advice website. He suggests limited-time offers or discounts to create urgency around a sale. "The only way you get someone engaged is to find their buttons," Sloan says. Perhaps point out what the competition is doing, or identify the financial risk involved in not acting quickly on the sale.
No. 3: If You Aren't Dealing With the Decision Maker
You may start out talking with a junior-level employee who is vetting options, but beware if you aren't put in touch with the decision maker after a few conversations. It's probably a sign the company isn't serious about buying, Cheng says.
Getting past that roadblock can be challenging. The bigger the organization you are dealing with, the more layers of management you likely will have to penetrate, Sloan says. He recommends creating a presentation that your initial contact can easily show to upper management. You also might request a quick conference call with the senior-level person involved. "It's a sticky situation because you need to be respectful of the person you are talking to and not undermine them," Sloan says.
No. 4: If Your Price is Too High
People generally object to a price because they believe they can find the same product or service for less or because you're trying to sell more than they need, Cheng says.
If your competitors are offering a lower price, focus on how you can provide added value, as Kaye did with her customized USB. But if you're offering more than a client needs, you may need to scale back the initial proposal, Cheng says. You also could offer creative payment alternatives, Sloan suggests, such as incentives on the first purchase if the customer continues to buy more.
No. 5: If You're Asked For a Proposal Instead of a Conversation
When potential clients ask for a proposal before agreeing to talk with you, it's usually a sign they're simply gathering price quotes from vendors, Cheng says.
Before submitting a proposal, ask what the client is looking for and what criteria will be used to make the decision. Reaching a verbal understanding on those issues increases the likelihood that you'll get the sale. "The problem with a proposal is there is no chance for them to tell you what is wrong with it," Cheng says, "as opposed to working through all the nuances verbally."
Five Signs You're Losing a Sales - Entrepreneur Magazine
Marla Kaye could not afford to lose this deal. She had watched sales at You Name It Promotions, her Oakland, Calif.-based promotional products company, drop by more than half since the start of the recession--from $3.5 million in 2007 to $1.5 million last year. When a six-figure sale to a new client seemed about to fall through this spring, she had to act fast.
The technology company Kaye was courting wanted a customized USB drive with its brand name on it to hand out at trade shows. When Kaye, 58, found out the client was planning to go with a cheaper bid from a competitor, she stepped her offering up a few notches--shaping the device like the company's logo and loading it with files about its product. "I said, 'Give me a chance to show you why what we do will stand out,'" she says. "We saved it by doing more work than just answering a bid."
Having a keen eye for when a sale is going sour takes savvy. Here are five red flags and strategies for saving the sale:
No. 1: If a Potential Client Seems Indifferent
A client who is interested in doing business with you should have questions and concerns. If they don't outright reject you but don't have any questions either, be on the alert, warns Victor Cheng, author of the book Extreme Revenue Growth (Innovation Press, 2007).
To resolve this problem, he suggests creating more of an advisory relationship with clients. You can let them know that you'll help either to solve their problem or point them in the direction of another business that might be a better fit. Offering to help people find other vendors might seem counterintuitive, but it can go a long way to earn the trust you may need to win over a client, Cheng says. "People will share more with an advisor than a salesperson. It's more of a dialogue than a broadcast."
No. 2: If There's No Hard Deadline For a Decision
Having urgency around a sale is important, Cheng believes. Early in the process, ask potential clients about their timeframe. You want to prioritize those companies that have a hard deadline.
You can find ways to firm up deadlines, says Rich Sloan, co-founder of StartupNation.com, a Birmingham, Mich.-based business-advice website. He suggests limited-time offers or discounts to create urgency around a sale. "The only way you get someone engaged is to find their buttons," Sloan says. Perhaps point out what the competition is doing, or identify the financial risk involved in not acting quickly on the sale.
No. 3: If You Aren't Dealing With the Decision Maker
You may start out talking with a junior-level employee who is vetting options, but beware if you aren't put in touch with the decision maker after a few conversations. It's probably a sign the company isn't serious about buying, Cheng says.
Getting past that roadblock can be challenging. The bigger the organization you are dealing with, the more layers of management you likely will have to penetrate, Sloan says. He recommends creating a presentation that your initial contact can easily show to upper management. You also might request a quick conference call with the senior-level person involved. "It's a sticky situation because you need to be respectful of the person you are talking to and not undermine them," Sloan says.
No. 4: If Your Price is Too High
People generally object to a price because they believe they can find the same product or service for less or because you're trying to sell more than they need, Cheng says.
If your competitors are offering a lower price, focus on how you can provide added value, as Kaye did with her customized USB. But if you're offering more than a client needs, you may need to scale back the initial proposal, Cheng says. You also could offer creative payment alternatives, Sloan suggests, such as incentives on the first purchase if the customer continues to buy more.
No. 5: If You're Asked For a Proposal Instead of a Conversation
When potential clients ask for a proposal before agreeing to talk with you, it's usually a sign they're simply gathering price quotes from vendors, Cheng says.
Before submitting a proposal, ask what the client is looking for and what criteria will be used to make the decision. Reaching a verbal understanding on those issues increases the likelihood that you'll get the sale. "The problem with a proposal is there is no chance for them to tell you what is wrong with it," Cheng says, "as opposed to working through all the nuances verbally."
Thursday, November 17, 2011
Prospecting Tool: Data.com Contacts by Jigsaw
Data.com Contacts by Jigsaw is a prospecting tool used by sales professionals, marketers and recruiters to get fresh and accurate sales leads and business contact information.
I am hopeful that you already know about this website, but I did meet a Sales Pro who had not. It used to be called Jigsaw, but Salesforce.com bought and it is now called Data.com Contacts by Jigsaw. Nothing more at this point has changed...it's still free and you still provide contacts to get contacts. This video explains it... Check it out and more importantly start using it!
Data.com Contacts by Jigsaw
Wednesday, November 16, 2011
Sales Month Calendar
There's only 7 more selling days this month...I better get busy!
Tuesday, November 15, 2011
Sales Excellence
If you’re in sales, then you know the basics. But, you may not know how to tick to the time of true sales excellence. Sales excellence comes from taking the typical sales process and veering off… as needed…when needed… using a bold, flexible, and creative approach to the process and to the use of your sales skills.
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