It's "Flu" Season!

Sales interactions can be summed up in one word - Influence.

The thesaurus shows other words that reflect influence : Impact, Encourage, Guide, Inspire, Effect, Sway.

When you demonstrate your products to a prospective client you are trying to Impact, Encourage, Guide, Inspire, Effect, Sway their buying decision. You want to influence them.

If influence is an important factor in closing a sale, then the obvious question - What creates and atmosphere where influence can do its magic?

A few things have to be present;

A need/desire - Think of your role models. Usually they have something you want to have...a need. Or it is someone who is doing something you want to do...a desire. You believe if you do what they do you will get what they have.  They become an influence on your life...a role model.

Rapport - also known as chemistry - We connect with people who sympathize and empathize with our current situation and condition. If the person can actually help us, we provide intimate details. Because they understand us, and they can help us, we open up...and the door to influence opens up too!

Being authentic - Being "fake" shuts down the buying atmosphere faster than anything you can imagine. People who need/desire something are vulnerable - they don't want to fall prey to some "snarky salesperson". Even the most antagonistic salesperson who is being "authentic" can influence a sale...because they are being true to their character.

If a need/desire is present and rapport is established, then the selling personality (you) and buying personalities (them) don't have to be the same....but they do have to be authentic! Especially you!

This is your season to influence more people...to give them the "you flu" - ok, a bad play on words, but to your clients and the potential referrals, you should be contagious!

More on influence tomorrow...

Until then, I wish you Money, Power, Success!

Don't Stop...In The Name Of The Law!

Ok, Brandon...I have done twice as much activity as I did last month but still got the same results...what gives?

In sales...and life, you can have to be active and effective to be productive. All the hard work (activity) that is not effective will not yield results. What if you are falling below The Law of Averages?

If you fall consistently out of the Law of Averages then you will need to Evaluate your activities.

What are you doing? Review you outreach activities, how you present your product and how you handle rejections/objections.

Measure the results. Where are you "missing it". Are you good at closing once you actually get to present your product, but your prospecting "averages" aren't very good. A 70% close rate is great...but only seeing 5 people a month isn't.

Once you know what you activities you are doing and how it's going, you will need to Evolve your approach until you develop a natural and sustainable approach. Coaching and mentoring is vital at this stage so you don't "lock in" to bad habits which lead to burning out. The Effort Phase should be a short, but intense period of your development.

Admittedly, it can't be sustained over time. It can be used cyclically and seasonally to take advantage of peak times for your industry. As you get better you will begin to enter into the Skill Phase. Here's the process to getting there:

Do...review...and re-do...

If it isn't working...do it differently. If it is working...do more of it!

The intensity of increased exertion from the Effort Phase will give you more exposure, experience and thus excellence in the "art" of selling. It will help you develop your unique "sales voice" that will become first nature and generate more success.

This is where skill begins to increase your close rates, repeat business and referrals so that you don't have to work so hard securing clients.

The Skill Phase is something to look forward to and work toward - why?

The Skill Phase employs the Law of Small Numbers.

In the Effort Phase 100 dials turning into 10 appointments and 5 sales is predictable.

In the Skills Phase, you will take 3 clients, generate 10 referrals and close 7 sales...that's magical!

Which phase would you rather be in? I thought so!

Then don't stop...in the name of the law!!!

Until tomorrow, I wish you Money, Power, Success!

In The Name Of The Law!

In dealing with rejection, we need to consult The Law of Averages. 

The Law is scientific. It is generally applied to response rates and close rates for predicting marketing and sales effectiveness. It is based on the Law of Large Numbers (millions of interactions) and presents anticipated outcomes with uncanny accuracy.

Do you monitor your various "averages"? 

Such as how many appointments you get out of 100 contacts?

How many demonstrations out of 20 appointments?

How many successful closes, etc.?

Many sales people don't measure their results and have a tendency to overstate their effectiveness proclaiming, "I am a top closer" when they have no clue! 

Or they overstate their lack of effectiveness.  They have a defeatist "I am struggling" pathology, even when they are actually right in the sweet spot of the Law of Averages. 

You can’t monitor or manage what you don’t measure!

To leverage The Law of Averages, you must engage the Effort Phase.

Temporarily (thankfully!), this will set you up for more rejection....not by percentage but number as you increase your volume of outreach.

Increase your "odds" by prospecting more people.  Drop more direct mail to get The Law of Averages 1.25% response rate.  Use proper follow-up activity to attain the average close rate of your company and industry.

The higher volume will also help develop the necessary thick skin and oblivion mindset.  Paying your dues in the Effort Phase is the price of entry into the coveted Six Figure Club and more.

Over time, you will become excellent and exceed these averages.  You will become “extra” ordinary...”above” average… exceptional!!!

Give more effort and allow The Law of Averages to work in your favor and break you through to the next level.

Until tomorrow, I wish you Money, Power, Success!

Do They Really Want To Hurt Me?

Fear of rejection is common in sales...in life. 

An author takes 2 years to write a book and the next 2 years are filled with rejection. 

The teenager is told they can't date until they are 16, so years 12-15 are filled with desire but are "safe".  At 16^th the candles are blown out - here comes rejection! 

Ok, that one was autobiographical! 

Most people only have to face real rejection, every now and again.  However, sales professionals measure minutes between rejections.  The phone calls to secure appointments, the "no's" they hear before they demonstrate their products, the "I changed my minds" even after a successful sale...rejection is endless and a way of life. 

Sales requires a thick skin - to live in "oblivion" to rejection. 

That means you can't take it personally! 

Rejection vs. Objection - Not to play artfully with words and syntax, but Rejection is to "refuse to consider" - it shuts down a process before they even know if the offering is beneficial or not. 

That reaction of rejection is generally based on a reflex, poor timing, or the mood of the prospect - it is not about you!!!

Objection is different - it is a "viewpoint offered in opposition".  In sales, we actually need the objection.  As evidenced by SPIN Selling and other notable programs, most sales only occur after several objections. 

"I would never buy a black car" is not a rejection but an objection. 

It naturally leads to offering an alternative viewpoint -

"How does titanium silver strike you?" or "what if I offered weekly washing and once a year detailing?" 

The front end of sales is about rejection...the back end is about objection. 

People want answers to problems or answers to desires...they don’t really want to hurt you!

Until tomorrow, I wish  you Money, Power, Success!

Fear Factor!

 

While fear is generally an imagined outcome to an event that has not yet happened, the physiological impact is as real as if the day were here: An upcoming marriage date...birth of your first baby...IRS Tax Audit!

 

External reactions to fear are inaction, procrastination, or tentative effort.  There is a defense mechanism embedded in fear that could be your "still small voice" warning you that you are not ready - yet.  That should be heeded!  Or fear could signify that the action you are taking needs tweaking, or that you need a different strategy. 

 

How do you know the difference between the early warning system and just good ole "I'm scared"?  Most people know intuitively which is which, but deep personal introspection and not just surface skimming will help you deal with the "root" and not just the "fruit".

 

One of Webster's definitions of fear is - "a state of inability to perform a function". 

 

Do you fear because you think something is not possible? 

 

You have likely heard the 4 minute mile story.  It was thought impossible until Roger Bannister did it in 1954.  Since then, many have done it - including high school runners! 

 

Take the "It's Possible" Test- Does your industry allow for you to earn the income you require to achieve the "what's" you desire?  Is anyone in your industry earning that income?

 

"Yes"...and "Yes"?  Then it is possible for you and your fear should be knocked down a peg!

 

The real question is do you feel worthy? 

 

The "4 minute milers" that are successful in your organization may have experience you don't have...then have some experiences!

 

They may have knowledge you don't have...then get the knowledge!

 

They may be working harder than you - shut up (smile!), wake up, and GET BUSY! 

 

They may be more talented than you...then practice, practice, practice!

 

Your ultimate fear of failure in sales is due to perceived inability.  Product knowledge, prospecting activity, presentations, and effective closing.  Each of these areas can be developed by dedication.  The diligence you provide will direct you to experiences that help develop necessary skill that will lead to success!

 

Until tomorrow, I wish you Money, Power, Success!

Black Strands...Gray Roots!

 

In a truly professional sales environment, everyone must win - the client, the company, and you.  It doesn't mean that everything will go perfectly for everyone, and some form of compromise is necessary...yes, even from the client. 

 

The goal has to be "the greatest good to the greatest number".

 

Once you see the possibilities of the opportunity before you, and the synergistic nature of a professional sales transaction, you have to deal with anxiety and trepidation...fear. 

 

What scares you? 

 

For most, it is fear of failure in some form.  Fear of failure is natural, human, and even beneficial when examined properly.  Most people don't delve into the root causes of why they are afraid, and only deal with the external emotions generated from their fear. 

 

People who are afraid to cold-call color their fear of the activity with compensatory statements - "these leads are bad, no one is answering their phones today, it is a bad time of year for calling people." 

 

While they make excuses...someone else is making phone calls...and succeeding!

 

Sales is a highly quantifiable business.  Most offices have a leaderboard where your results are on public display.  As logic would have it, that means someone's name is at the top...someone's is at the bottom.

 

It is hard to make excuses when someone else is doing it!  In the light of others who likely feel/felt the same uncertainties at some point, your excuses are exposed for what they are...fear!

 

Fear is hard to hide when you are out in the open - everyone can see your black strands...grey roots! 

 

No worries, we deal with it tomorrow...

 

Until then I wish you Money, Power, Success!

Oh Happy Day!

 

In the second half of my sales career (the successful half!), I began the practice of wishing everyone a "Happy Monday!" and "Happy Friday!" - face to face, by phone, and email. 

 

No one ever asked about Friday - TGIF - already seen as a day of celebration, happy hour, chips and salsa!

 

Everyone was initially thrown off by the Happy Monday greeting.  They must have thought I was quirky, strange, or downright crazy!  As I see it, Monday is a day of revival- a chance to start fresh and anew.  

 

I see Monday as a weekly Happy New Year - a day to get new resolve and start afresh.

 

Before long, everyone began greeting me this way - "Happy Monday!" and "Happy Friday!".   It became a bit of a calling card.  Why?  Enthusiasm is contagious.  Greet everyone as if you are truly excited to see them - and mean it! 

 

People want to be celebrated...not tolerated!

 

That is why chemistry can take you where your skill (or lack of) can't.  It shows people they matter and that despite your newness or lack of experience that you have their interest at heart.  That opens the door to receptivity and closing a sale.

 

Don't mistake chemistry for the permission to go too far...too fast.  Chemistry creates the avenue to further the sales process, but does not allow you to skip steps and go right to the close (unless they tell you they want it now!)

 

Uncovering the needs and desires of your clients requires patience.  You already know the answer, but this is a "first" for many of them.

 

Determine what they want and need, and be governed by your business intuition of how they make buying decisions and tailor your "authentic sales voice" and approach to best suit that need. 

 

It is a form of courtship where a long term successful relationship is desired.  Relationship is about before, during and after the sale and sets the stage for increased opportunity via repeat sales, higher persistency, and the holy grail of sales...renewals.

 

Until tomorrow, I wish you Money, Power, Success!