Sales Machine

The archetype of sales professional is an outgoing, extroverted, “people-person.”  Therefore, it’s not surprising that some people wonder whether that personality type is required in order to be successful in sales.  A reader from Australia writes:

I have been reading your blog recently and find it quite insightful.  I really love the psychology of sales ( I enjoy trying to pick people’s brains ).  My biggest fear about the jump is my introverted personality.  I am not a natural networker but realize this is an essential skill.  Just curious of your opinion.

Interesting question.  Rather than just give my opinion, I think I’ll ask the Sales Machine readership.

 Loading ...

With unemployment reaching levels not seen for decades, this isn’t a time to find yourself suddenly job-hunting.  If your company is having a layoff — or might have one — you need to know what to look for, and what to do, so that you can land on top.  Here’s a quick quiz to test your “layoff IQ.”  If you get all four answers right, then you’ll probably land on top, no matter what proverbial substance hits the proverbial fan.

CLICK for the first question »

According to John Asher, CEO of the sales training firm Asher Strategies, there are 10 key sales skills, without which you will never reach your potential as a sales professional. I think there’s a lot of wisdom in what he has to say, so I’ve created a post to help you assess your own skill level, for each of these key skill.  I’ve also provide a link to a blog post that can help you develop any key skill which needs improvement.

I truly believe that this could be the most useful quiz I’ve ever posted here.

Give it a try, and tell me what you think!

CLICK for the first key sales skill »

The powers-that-be have reminded me that this is supposed to be a SERIOUS blog, and that stuff like Top 10 Sales Tips from the Seinfeld Show distracts from that purpose.  With that in mind, here is a series of videos that explain, in six easy steps, exactly how companies make buying decisions for mission-critical B2B solutions.

Step #1: The Customer Sets a Corporate Strategy

Your customer’s corporate strategy is the most important determinant of whether they will purchase your offering.  Therefore, it is essential to understand exactly how they’ve set that strategy, which will determine the basic parameters of their business model.

Note: This video has two segments; ignore the second part.

CLICK for step #2 of the customer buying process »

There are few things more valued in a sales professional than being a “closer.”  If you know how to close, then you end up making as many sales as possible; if you lack that skill, you’re probably floundering.

So, then, how do you know if you’re a closer?  Looking at the number of sales you make — even compared to your peers — doesn’t tell you much, because you can still make big sales (but not fulfill your potential) if you’re strong in other areas.

A better way is to ask yourself these five questions:

• #1: How would I rate myself as a closer?  In fact, you probably know, in your gut, whether you’re good a closing business.  A little self-honesty goes a long way when it comes to self-assessment.
• #2: Am I cultivating the right attitude to close business on a daily basis?  Closing business is about laying the groundwork from the get-go.  If you’re not getting ready to close, you’re not a closer.
• #3: Am I dependent upon high pressure sales techniques?  If you’re using trick closes and high pressure to try to get business, you’re not a closer, you’re a peddler.  Different thing entirely.
• # 4: Have I ever delayed closing because I wanted to enjoy the fantasy of getting the business?  This is probably the most common debilitating behavior in sales.  If you’re doing it, stop.  Right now.
• #5: What would it be worth to me if I could easily and simply close more business?  If you can still  visualize making more money and creating more success, you’re probably not at your peak.  Not yet.

The above is based on a conversation I had a few years ago with the amazing and perceptive sales guru Linda Richardson, founder of the eponymous sales training firm.

Here are some posts to help you hone your closing skills:

• The ABCs of Closing
• How to Close Without Tricks
• How to Close the Deal, Perfectly

This morning I introduced you to Lt. Col. Rob “Waldo” Waldman, author of the newly published book “Never Fly Solo.”  About three years ago, I spent an hour with Waldo, being “trained” to fly on “sales missions.”  Here’s how to use the lessons of successful fighter pilots (i.e. Top Guns) in your sales process:

• Step 1. Achieve the right attitude. In combat, “The Right Stuff” is the attitude of confidence that a jet pilot needs to strap himself or herself into a vehicle that moves faster than the speed of sound and then start dodging missiles. In sales, “The Right Stuff” comes from knowing your objective for the call, relentlessly preparing for the call, and getting focused on the primary mission objective, which is helping the customer.
• Step 2. Gather intelligence. Before any flight mission, pilots gather every bit of information they can about the environment into which their jets will be flying - not just enemy positions, but every aspect of the situation that might have an effect on the mission. In sales, you gather intelligence by studying the customer’s website, press releases, current vendors, and your competition.
• Step 3. Devise contingency plans. The “fog of war” means that the real world and combat conditions are likely to change, sometimes radically, from moment to moment. In sales, you build a contingency plan by asking yourself “what-if” questions: What if they challenge me with price? What if they are currently engaged with another vendor? What if they ask for as referral? Have answers to these objections ready and waiting.
• Step 4. Mentally rehearse the call. Jet pilots always “chair fly” a mission, multiple times, envisioning the entire mission, including the effective handling of unexpected events and the final outcome.  Thisacclimatizes the mind to successful execution in the real world. In sales, this means envisioning the call in your mind - delivering your value proposal, asking the right questions, and rebutting her concerns.
• Step 5. Brief the mission. Immediately prior to a mission, jet pilots always review and confirm their mission objectives, roles and responsibilities, latest intelligence, and contingencies. In sales, spend at least fifteen minutes prior to any sales call going over everything you know about the customer, your overall plan for the sales call, your responses to objections and (this is important) the condition of your equipment.
• Step 6. Build Situational Awareness. Jet pilots know that the success of a mission depends upon their Situational Awareness (SA), which is their ability to perceive such as weather, enemy threat, airspeed, location of wingmen, fuel state, and terrain. In sales, SA means listening to the customer. Ask questions based questions upon research, listen to the responses and adapt your approach accordingly.
• Step 7. Document what happens. Jet fighters always have flight recorders that track exactly what happened at every moment of the mission. This allows a pilot to more easily replicate success, and avoid future problems. In a sales call, your “flight recorder” is your record every important detail of the call. You’ll need this intelligence to refer to next time you contact that customer for a follow-up.
• Step 8. Make your go/no-go decision. There comes a point in every flight mission where the fighter pilot needs to decide whether the mission, if pursued, will succeed or fail. Same is true in Sales. When your objective is met or when you feel the prospect is no longer willing to listen, end the call. But be sure you come up with a follow-on objective/plan for what to do after the call.
• Step 9. Debrief the mission. Fighter pilots always debrief a mission, in order to determine what can be learned and how the team can improve. After every sales call, take off your ‘rank’ so that everyone is on an even playing field. This facilitates open communication and allows you (and your support team) to admit their mistakes. Review the positive and negative events that took place and draw lessons from them.
• Step 10.  Execute the Follow-Through. Fighter pilots complete their mission by filing a report, requesting service on the aircraft, expanding their training commitments, and so forth, to make each mission part of a process of constant improvement. In sales, the follow-through is doing whatever it takes to develop the ongoing customer relationship. Most of all, it means delivering on your promises!

Powerful stuff, eh?  And good advice.

Happy hunting.

One of my favorite people, Lt. Col. Rob “Waldo” Waldman, just published a new and highly inspirational book entitled “Never Fly Solo.”   Its message, in a nutshell, is that you achieve greatness in business (or anything else) through disciplined training, dedicated teamwork, impassioned leadership and (most importantly) unwavering trust.

Never Fly Solo is the opposite (and antidote) to the kind of cynicism that dominates most business decisions — and it’s full of some great tools (and perspectives) that you can use to build better relationships with your teammates and customers.

Waldo is (as you can imagine) a pretty inspirational guy.  He’s a former fighter pilot who put his life on the line for his country — and then took the lessons he learned into the business world.  So, somehow it’s not surprising that he’s dedicating the profits from his book to help veterans in need.

Since it’s Veteran’s Day in the United States, I thought it would be great if some Sales Machine readers helped out and bought the book.  (If you click on the book cover above, it will get you to the Amazon.com page.)

BTW: I spent about an hour with Waldo when he was working out the details of his contract with the publishers, helping him position the book and getting him to stop worrying so much about the financial of that deal and start focusing on the impact that he can have on the world.

So I have a personal stake in wanting Never Fly Solo to be successful.  Waldo is a good man and deserves our support.  And so do the vets who have given so much and ask so little in return.

READERS: Keep an eye on this blog because this afternoon, I’ll be posting some of Waldo’s invaluable advice.

Want to sell more quickly?  Then you’ve got to be able to read your customer’s mind.  Fortunately for you, your customers are all thinking the exact same thing… in the exact same order.  The big questions is: do you know that order?  Here’s a little game that assesses how well you can read the customer’s mind when it comes to this all-important decision-making process.

When you first contact a prospect, which of the following questions is uppermost in the prospect’s mind?

• Does the value and price of this product meet my expectations?
• Is this the right time to make a decision to buy this product?
• Do I want to do business with the firm this sales professional represents?
• Do I want to do business with this particular sales professional?
• Do I want and need the product this sales professional is offering?

Getting motivated to sell isn’t difficult.  All you need do is connect the dots between what you need to do and what you want to accomplish with yourself and your life.  Here’s a quick way to get yourself seriously pumped up to sell:

• STEP #1: Remember why you’re in sales. Focus for a moment what makes you happy and how that’s tied to making a living in sales.
• STEP #2: Remember why you chose this firm. Remind yourself that whatever you’re selling is a vehicle to help fulfill that purpose.
• STEP #3: Quickly Review your manager’s objectives. Visualize your manager’s objectives as being in line with your purpose and how your achievement will make your manager happy.
• STEP #4: Quickly review your company’s strategy. Helping your firm fulfill its strategic goals not only helps fulfill your purpose, but helps your friends, colleagues and customers, too.
• STEP #5: Quickly review your most ambitious goals. Review the goals that, if achieved, will create success for yourself, your manager and your company.  Don’t have goals?  Get some!
• STEP #6: Review your plan for achieving those goals. Having a specific plan builds confidence, commitment and puts you in control of your destiny.  Don’t have a plan?  Get one!
• STEP #7: Decide what you can do, NOW, to move that plan forward. Start executing your plan.  Right now.  It will build momentum that will carry you forward.

With practice, you can easily complete this mental review in 45 seconds or less. I recommend making this a daily habit, right up there with the morning cup of java.

BTW, the above is based on a conversation I had a couple of years ago with the motivation speaker Omar Periu.  It was truly one of the most motivating hours I ever spent!

Ford Motor company amazed the business world yesterday by achieving nearly a billion dollars in profit — despite a down economy that clobbered its US-based competitors.  However, the sales professionals who work for Ford are fooling themselves if they think happy days are here again.  The truth is that there’s no real reason to have commissioned sales reps if you’re selling automobiles retail to consumers.  They just don’t add enough value.

Now, everyone who reads this blog regularly knows I’m on the side of the sales professional.  Even so, I’m not going to pretend that every product requires a sales rep at every point in the sales process.  When a product becomes sufficiently standardized, and there’s little differentiation between competing products, a commissioned sales rep is needless overhead.

That wasn’t true in the past.  Before the Internet, customers needed commissioned sales reps to provide information about the products they intended to buy.  And commissioned sales reps had information (like the wholesale price) that the buyer lacked.

Today, however, consumers can find out everything you need to know about an automobile on the web, including where the cars are located, how much they cost the dealers, the average price of the vehicles sold, etc.  Naturally, you’d want to test drive a car before you buy it but (and here’s the important part) you don’t need to pay a commissioned sales professional to take down your name and license number, and then hand you a set of keys.

On a car lot, commissioned sales reps no longer add enough value to justify their existence. I’m sorry, but it’s true.  What’s more, car salesmen (and women) have over the years garnished such an unsavory reputation that most people would rather not deal with them.  So here’s a case where the sales pro is not just unnecessary, but actually acting as a brake on the sales process.

I hate to be the one to bear the bad news, but retail commissioned car sales are about to go the way of retail commissioned computer sales.  People are going to buy cars and get financing over the Internet… after they’ve taken a test drive a “test drive center” that will probably be located where the defunct dealership used to be.

That’s the future of car sales.  So here’s my memo to the sales pros at Ford: “Get out of the car business while you’re ahead of the game.”

That’s how I see it.  I’m curious what you guys think:

 Loading ...