Jeff Garrison

No Guessing in Sales!

When my sales staff used to come and tell me about a new prospect, I would always have several questions for them.  I knew a cardinal rule had been violated if their answers began with ...

• "I guess..."
• "I think..."
• "I believe..."
• "Um"

What is that rule?  No Guessing!

The reason for no guessing is that the question unasked and the answer assumed are the primary causes of poor conversion rates (the ability to move prospects through the sales process and to make sales).

Don't guess...

• What problems your prospect may have!
• What opportunities your prospect may have!
• What resources they have available to solve their problems or take advantage of opportunities!
• How they want to work with your company!
• What criteria they will use to evaluate your solutions!
• What the ultimate value is to solving a problem or capturing an opportunitiy!
• How and who will make final purchasing decisions!
• Whether or not thee are competing perspectives inside a prospect company!
• What is the timeline for finding a solution?

If you are indeed focused on helping your prospects succeed, then you are obligated to not guess.  After all, how can you propose the best solution if you don't know the answers to those things mentioned above as well as many other things?

What are signs of guessing?  The prospect...

• does not return your call at some point during the process
• rejects your proposal and you do not know why
• chooses a competitor and you do not know why
• keeps telling you they have not made a decision (which is worse than no)

Of course, the biggest sign of guessing is that you don't feel confident that your prospect will like your proposed solution.

The best advice I ever got was to be bold enough to ask everything I need to know to serve my prospect.  Here is why this is such brilliant advice.  We don't ask because we are afraid the prospect won't want to divulge too much information.  But when we ask something sensitive, the prospect must decide right then and there if they are going to trust us.  For those who are truly sincere about helping their clients, the prospect will almost always choose to trust.

How have you been surprised by how open prospects are when they know you are sincere?

Photo on flickr by misallphoto

What is the Biggest Mistake Sales People Make?

I was asked at a networking event what is the most common mistake that sales people make?  That's an easy question to answer.  Most sales people don't follow any kind of framework or system.

Traffic Analogy

The lack of a sales framework or system is like driving to a destination without a map in a city that you don't know very well.  You may know generally where you are going such as "towards downtown," but you may not know when to go left or right.  You may drive in circles.  You may run into traffic or streets closed for construction.  You may get low on gas.  It takes much longer than it needs to and ultimately, you may never find your destination.

Having a sales framework or system is like driving with a GPS navigation system.  You know exactly how you are going to get where you are going and you know just about how long it will take.  It is easier to avoid traffic and streets closed for construction.  And if you should miss a turn, the navigation system will quickly reroute you and get you back on course.

Example

One of the biggest problems that sales people encounter by not following a system is "premature solution."  If a salesperson begins talking about solutions (i.e., products or services) to a prospect before they fully understand

• the scope of issues and opportunities their prospect may have
• the resources available to the prospect
• and their criteria and process for making a decision

then they suffer from "premature solution."

Symptoms of premature solution include:

• you have had one appointment with the prospect, but you can't get a follow up appointment scheduled
• after you have told them everything about your products or services, the prospect is not very forthcoming with the information you need to prepare a proposal
• their first response is that your solution is too expensive
• after giving the client a proposal they won't call you back
• they keep telling you they are almost ready to do something but won't move forward

The cure for premature solution is to develop a framework for conducting intelligent, productive conversations with prospects about their situation rather than "product demonstration" conversations.

Creating a framework or system for yourself can also cure or cut down on a lot of other issues that are preventing you from developing more business. 

How have mapping out your process improved your sales?

Photo on flicr by twenty questions

Weak Branding and Average Sales

I have spoken to many professionals lately that are in industries such as banking where they perceive their only competitive advantage is in providing better customer service and convenience than their competitors.  In fact, there are many companies that market slogans such as "Our people make the difference."

Really?  What does that mean?  Having quality people and providing great customer service is not a competitive advantage!  Those things are merely table stakes.  Customer service is the ante required to play the high stakes poker game of sales and business development.

To win the game, the business owner and sales professional has to be "branded" as someone who has the expertise, resources, and creativity to be a solution to problems known and unknown and one who can help leverage opportunities known and unknown.

Wow!  What a mouthful!

Let's use a simple idea for commercial bankers to demonstrate.  I know a few dozen.  Only one has asked me about my future plans to grow my business and suggested that even though I don't need the bank's support now, he would be happy to sit down with me now and talk to me about how my financial records need to look when the time comes.

He is demonstrating his brand by showing me that he can alleviate some of my anxiety in the future by being a resource to me now. 

He can't do this for everyone, but if he prequalifies those to whom he makes the offer based upon things such as their influence in the business community and the soundness of their current business model and management, he won't be wasting time.  He'll be investing it!

With me and others, he has branded himself.

For whom can you be someone with expertise, resources, and creativity such that you are a solution to problems known and unknown or someone who can help leverage opportunities known and unknown?

Sales Habitudes for Women

During four consecutive Fridays we will conduct a two hour workshop for female business owners and sales professionals covering the first four Sales Habitudes.

Come to the free September 11 session and learn about Sales Habitudes, a comprehensive and balanced combination of Beliefs, Concepts, Systems and Skills that when customized for the indivudual sales professional and integrated as every day habits leads to having

• More Confidence
• More Fun
• More Sales

For the next three Fridays, follow up the overview session with three more in-depth conversations that help you put the Sales Habitudes into place.

Sessions are $50 seperately or $120 when purchased as a package.  (Box lunches can be purchased when you register or you can bring your own.)

Seminar Schedule

September 11--What is a Winning Sales Paradigm and why is it important?  Find out and learn more about the next three sessions.

September 18--What is the Ultimate Brand Prize and how do you create a Strong Professional Brand?

September 25--Is your "networking" paying off?  How to go from "networking" to making High Quality Connections.

October 2--Going from ordinary to Extraordinary Sales Communication

Don't miss it!  This will be an incredibly fun and value packed eight hours for both the sales rookie looking to get their career started right and the seasoned professional looking for both new ideas as well as a refresher on the important fundamentals of successful sales. 

Limited seating available!  Register now at http://saleshabitudesforwomen.eventbrite.com

Location:  Staybridge Suites in West Des Moines, IA

Sales and Commitment to Improve

Entering the sales profession is a lot like being a kid who has reached the age where they begin playing competitive sports.  Virtually all kids have the ability to be great at one sport at least.  Unfortunately, a variety of factors will cause many kids to put away the bats, balls, rackets, skateboards, etc.

Fortunately, many will try a variety of sports and find at least one in which they develop a level of competence to enjoy playing.  Most of these kids will perform at an average level and are likely to end their competitive careers during their high school years.

A handful of kids will go on to have college careers and a handful will go on to play professionally.  These college athletes represent a small percentage of those who began playing sports as kids. 

Many people enter the sales profession, but only a small percentage reach a level of peak performance like many collegiate and professional athletes.

What are some of the elements that have contributed to their success?

• They are with a company selling a product that suits them (i.e., they enjoy it and are able to develop basic competence in their niche)
• They find themselves in a supportive environment
• They receive good training and coaching

• They are Committed to Improve

Commitment to improve is the most important factor. 

Those who study their industry, read books about sales, attend workshops and seminars, network with other sales professionals, and deliberately practice their skills will wind up performing at an elite level.

Here is a deliberate practice suggestion.

Ben Franklin has a list of thirteen virtues that he strove to improve upon.  His strategy was to focus on one per week.  He carried a chart with him to track his progress daily.

Like Ben Franklin, identify the key ares to your sales success and document what they are.  Focus on one per week to make at least a little improvement.  In less time than you think, you will find that by increasing your competence, your confidence, the amount of fun you have, and your sales results will also increase.

Please share what you think the key areas of weekly focus should be for sales professionals.

Photo on flickr by Keith Allison

Another Laid Back Networking Event

The next BYOB Laid Back Networking Event organized by JCG Consulting and the gang at McLellan Marketing Group is almost here and everyone is invited.  If you're doing business in Central Iowa - you're going to want to be there.

We're talking casual conversation, some great networking, and the chance to connect with people you haven't seen in awhile.  No agenda, no speaker - just some chatter and coolers to keep your beers cold.

We hope to see you there! 

Details:
Thursday, August 27th from 5:00 to 7:00 PM.
McLellan Marketing Group's office (1430 Locust Street, DSM)
Parking along side the building and street parking

 

Practice Your Sales Skills

The NFL season is about to begin and I am a big fan.  What I love about the NFL (and all professional sports) is the precise execution of a game plan one play at a time.  Imagine the number of passes an NFL receiver catches in practice everyday and in his pregame warm up.  He will catch dozens of passes in practice to prepare for typically less than ten opportunities to catch a game time pass.

In addition to catching passes, these professional receivers work on their speed and conditioning, running precise routes, blocking, watching game films, and studying their opponent.

Great sales professionals also practice so that they can execute precisely.

Things you can do include...

• Practice asking networking questions
• Practice presenting your value proposition (elevator speech)
• Role play your cold calls
• Role play your initial sales calls and the needs analysis
• Practice responding to objections and common questions
• Practice asking for the sale

The most challenging part regarding practice is to actually schedule time to do it. 

Pick one thing that you would like to work on.  Make an appointment for yourself to spend thirty minutes practicing.  Keep the appointment.  Even slight improvements are energizing and build confidence.  Do this once or twice per week for several weeks and you will find yourself closing more deals with seemingly less effort.

What have you done in the past to practice your profession?  How has it helped?