Sales Loudmouth

Familiarity Breeds Complacency

2010-02-28T02:54:00Z

This was either going to be a very quick conversation or something that Dick wanted me to hear. As it turned out, the latter was in play and I was privy to another sales lesson from Dick Harlow.

Still the Fatal Flaw

2010-02-15T03:32:00Z

Author's Note: This post was first published in November of '08. Recently, my team and I completed sales training that reminded me of this article so I looked it up and decided it was worth a second posting. I would love to know your thoughts.
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If I tell you the fatal flaw, will you avoid it?

Of course, you say that you will.

But, I'm not convinced because smokers know ...

The Real Sales Trainers

2010-02-05T19:43:00Z

Okay, we could bang on these sellers for not doing everything possible to understand my needs, offer solutions and get a deal done. But, I am more interested in this observation. . .

Dragon Rider

2010-01-27T03:14:00Z

The day was a little warmer and sunnier than March usually offered. My team had advanced to the Elite 8 and I had just closed a sweet deal with the local electronics store. I was pretty pleased with myself. ...

Understanding is About Clarification

2010-01-14T22:54:00Z

I didn't hear Dick coming. Normally, he was whistling or greeting people as he walked through the sales bullpen. But, with my hands holding up my face and my eyes closed, I was oblivious.

Learning to Solve Problems

2009-12-17T03:18:00Z

Dick looked around the room to make sure that his audience was still tuned in. As usual, I was on the edge of my seat.

Sell Like You're Living

2009-12-01T03:57:00Z

I noticed that she was using the yellow icing knife in the green icing and was now unwittingly making a blue gingerbread man. I glanced at the cookies in front of her and saw a Santa with one eye, an elf with what looked like a bloody knife wound in his chest and a black star. When she reached for another color of icing, I grabbed her glass of eggnog and took a swig.

The Elements of Effective Sales Meetings

2009-11-19T16:39:00Z

"My sales meetings just aren't as good as the ones you used to run when I was an Account Manager," I explained to Dick over the phone. "Would you have some time after work to give me some ideas about making them more effective?"

S.W.E.A.T

2009-11-04T02:50:00Z

The room pulsed with the energy of the forty-person sales force - gathered to meet the new sales manager. Jody found a seat in the back corner where she could both observe and fail to be observed.

Redefining Failure

2009-10-28T01:32:00Z

"As long as a person accomplishes some of their goals along the way I'm willing to give them an unlimited number of failures without labeling them a failure" I explained.

Establish "Finish Lines"

2009-10-26T21:17:00Z

Just as its appropriate to create deadlines for prospects and clients where natural deadlines may not exist, it is also appropriate and effective to create finish lines for sellers.

Human Behavior Responds to Deadlines

2009-10-15T02:14:00Z

Dick often used a question as a way to get into a topic. The correct answer was always a polite 'no' because then he could launch into a monologue. His monologue would include a story and an example and then a call to action. Lesson absorbed, I would head out to conquer the world of radio advertising sales.

Imperfect and Forgiven

2009-09-25T18:59:00Z

Although I should have been listening to the message in the readings, I was obsessed with the noise and the absurdity of trying to worship in such a setting. "No wonder," I thought, "that people aren't excited about what is going on with the Catholic church."

The Myth of Experience and other shorts

2009-09-16T01:24:00Z

Think about this: Until you've done something, you've never done it before. If the qualification for getting a chance to do it is to have done it. . . well, the circularity of it all is obvious.

Dump the Script during Panel Presentations

2009-08-31T01:49:00Z

The competition exits stage left and we are greeted and ushered in to a too large room. The "prospect" is a five-headed panel sitting behind their laptops at individual desks - lined up side by side as if the Supreme Court itself was now in session.

Missed Opportunities and Strikeouts

2009-08-24T02:06:00Z

Dear Readers:

This is a little different than my usual post as it has nothing to do with sales, selling or sales management

Relationships are about Performance

2009-08-20T21:31:00Z

"Take a look at this," Jackson said to me with a look of disgust on his face. He was holding out a sheet of paper.

Lead with Credibility in New Relationships

2009-08-10T19:00:00Z

Since both credibility and trust statements work to engage prospects, sellers often think of them as interchangeable. However, when a relationship is brand new or in the absence of a relationship whatsoever the seller must lead with credibility.

Bitter Medicine

2009-07-28T20:24:00Z

I am writing this long after you came to me to discuss your most recent loss. The pain on your face and the crack in your voice was too much for me. I could not be as truthful as you needed me to be.

A Distinction Shared by None

2009-07-16T01:41:00Z

As we walked in, I noticed that the head of the HR department was seated at the circular table inside Tony's office. I was confused as Tony hadn't said anything about her being there. As I was trying to get my bearings, Tony closed the door behind me and asked me to sit down at the table. That's when I remembered the story of a previous manager. . .

Using Trust and Credibility

2009-07-05T04:00:00Z

Most sales training tends to focus on the "trust" aspect of the trust and credibility scale. That is, sellers are encouraged to prove to the prospect they are trustworthy because they enjoy shared experiences or because they are familiar with certain people or places.

Foundation of Engagement

2009-06-10T19:25:00Z

Most of us are not trying to convince pedestrians to give us money or attend parties but the lessons learned about engagement are directly transferable to our typical sales process.

The Oatmeal Queens and other Dramas

2009-05-30T02:32:21Z

A friend of mine who works as a sales manager for an internet advertising firm tells me the story of two women sellers in his office. At about 9:00 every morning the two of them can be found in the break area eating instant oatmeal and catching up on personal matters.

On Being Listenable

2009-05-18T03:45:00Z

I am looking in the rear view mirror while stopped at a light trying to get Matthew's attention. He knows that I am looking at him and he is looking out the window to avoid my eyes...

The Statistics Tell the Story

2009-05-13T01:46:00Z

When confronted with the cold, hard numbers that tell the story of their fading fortunes, sellers offer alternative stories.

Selling Techniques: Relevance

2009-05-06T01:19:00Z

I've been observing sales calls for a long time and, lately, I've become more and more dissatisfied with the dialog coming from our side of the table. Our words sound rehearsed and they lack passion. But, something else is missing and its taken awhile for me to figure it out.

Build a Fortress

2009-04-16T02:26:00Z

I am at Fort Clinch with the family and imagining what it would like to be under attack.

Selling Techniques in the New Normal

2009-04-13T03:00:00Z

The New Normal requires extraordinary courage, focus and determination. These are the traits that are going to get you from zero to hero in the toughest of selling environments. What about charisma or empathy or other "people-relating" skills? Important, for sure, but not as much as the three I've identified as the most important characteristics of successful sellers in the New Normal.The New Normal is tough. The New Normal challenges your tenacity. The New Normal seeks to shake out the pretenders. I'm reminded of a quote from Sandy Tatum, ...

Operating in The New Normal

2009-04-02T20:07:00Z

I recently introduced you to the notion that the ways things are is the way things are going to be. The New Normal is what we've got and there is no reason to believe or evidence to support the idea that we're ever going back to the ways things used to be. ...

Lessons from U5 Soccer

2009-03-25T01:54:00Z

What do you say when your wife tells you that your son's soccer league needs coaches and experience doesn't matter? If your son is four years old you tell your wife that you're allergic to grass. If that doesn't work, try explaining that coaching would interfere with your new interest in knitting sweaters for seeing-eye dogs.

I know that's what you should do because I didn't do that.

...

The New Normal

2009-03-19T02:00:00Z

The economic challenges we are facing today have caused me to reflect on lessons learned in my youth. I'll leave the interpretation of the parallels to you.
My father was unemployed. Mostly, this was unremarkable. That is to say, he didn't seem to be too upset about it. He would wake up at about the same time as he did when he was going to work. But, instead of going to work he would head down to the marina with his fishing gear and head out on the boat. With the benefit of hindsight, I realize that these fishing expeditions were ...

Invest in Your Present

2009-03-16T20:56:00Z

Isn't it true that opportunity knocks every single day? Sometimes it's obvious and we answer the call and other times opportunity wears a costume and is difficult to recognize. We tend to shy away from a shrouded opportunity - mistaking it for something frivolous or scary or irrelevant.

And, the truth is that a well-disguised opportunity is difficult to distinguish from a mistake or a dead-end or even a scam. How then to sort out opportunities for growth and advancement from those that are merely come-ons with a win-lose proposition?

For me, it comes down to trust and credibility. And, the ...

Make Yourself Indispensable

2009-03-09T03:36:00Z

Ahh, March. The Bradford Pears and Cherry Blossoms are blooming throughout Atlanta. The Bermuda grass is thinking about making a comeback. Birds are making nests and deer are eating the periwinkles. Oddly, the people aren't out. They are glued to their TV's watching basketball.

Yes, it's that time of year when everyone becomes a "bracketologist". Which team is in the tournament and which is out and which are on the bubble? I love thinking about what it means to be on the bubble. The vision I have is of a person stretched out - arms and legs reaching as far ...

Be Memorable

2009-03-04T03:15:00Z

I am watching American Idol and I am bored. Now it is Simon's turn to critique another generic singer.

He says, "The problem is that you are completely forgettable."

Exactly. Although there are thirty-six finalists, maybe three of them are memorable. This is bad news for the other thirty-three and bad news for the show (but that is another story for another day).

Here is the deal - when you gain the stage you have to put on a show. The performance must be outstanding. You must be memorable!

Selling is all about memorable performances - on the phone and in person ...

The Economic Shift and What it Means to You

2009-02-25T19:14:00Z

I've recently taken up tennis. So far it's been a great way to meet some of the guys in the neighborhood and get a little exercise at the same time. Also, although I didn't think I needed it, the tennis has come along with lessons in humility - at no additional charge.

...

Hone Your Superpowers

2009-02-18T03:26:00Z

"On the mountains of truth you can never climb in vain: either you will reach a point higher up today, or you will be training your powers so that you will be able to climb higher tomorrow."
Friedrich Nietzsche

There has never been a time during my career in selling that I've faced as many questions from sellers about ...

Signs of Intelligent Life

2009-02-13T03:16:00Z

Sometimes I'll answer the phone just to see if there are signs of intelligent life out there.

Always optimistic.

Often disappointed.

Never more so than when on the other end of the line is a person who declares himself a candidate for a sales position. Before we get into it, let's review the current market conditions for advertising sales in general and radio advertising sales in particular.

To describe conditions as "bad" would be like saying that Hawaii is a nice place to visit or offering that Britney Spears has not yet realized her full potential as a mother.

Revenue is down, headcount is down and the ...

Sell More by Reducing Risk - New E-Book

2009-02-11T03:28:00Z

"You've got to see this!", my friend says to me excitedly as he grabs me by the arm and starts pulling me towards his office.

"What is it?", I ask.

"I can't tell you. You've just got to see it."

"Why can't you tell me? I'm kind of busy."

He didn't answer - just kept marching me down the hall to his office. Although I was kind of busy, my curiousity was begining to get the better of me. What was I going to see? During the ten seconds or so it took to get to his office, my mind reeled with ...

Objections are Our Friends

2009-02-03T18:43:00Z

When discussing the four types of comments that prospects make to sellers during the closing portion of the sales cycle, I am often asked which type of comment is the most desireable. There can be no doubt about it - the comment that a seller is seeking is the Objection.

...

Statements, Concerns, Blow Offs and Objections

2009-02-01T02:32:00Z

...

Belligerence Kills

2009-01-29T02:42:00Z

I was staring out the window, thinking of how to rescue my own personal economy when the phone rang. Always hopeful that someone is calling to spend money with me, I answer it (my part of the conversation is in italics):"This is Tim.""Hi, Tim, my name is Tim Kelly. How are you doing?""I'm doing fine. We've spoken before. Aren't you with Brian Tracy seminars?""Yes. (confused) What's your last name?""Rohrer.""Tim Rohrer. Okay, right. I sent you an e-mail but it bounced back at first and then we spoke again and I re-sent the e-mail. ...

The Micro Relationship

2009-01-17T20:25:00Z

Ask anyone in sales and they will tell you that selling is "all about relationships". No doubt relationships are important to sellers who do business with the same group of customers repeatedly. But, how 'bout those sellers that make a sale to a customer and then are likely to never see them again?

I bought shoes in Nordstrom the other day while I was out of town. The total time spent interacting with the seller was less than 45 minutes. Was the relationship she built with me important to the sale?

What about professionals that sell to customers in their homes? ...

Thinking and Communicating Part II

2008-12-23T21:18:00Z

Author's Note: This is the second in a two part series. The first post is available here.

Occasionally, my 15-year old son asks me what he needs to learn in high school and college in order to be successful. Notwithstanding the possibility that he learned everything he needed to in Kindergarten, I tell him that the most successful people I know can do two things better than most: 1) Solve problems and 2) Communicate their ideas.

While the majority of my working career has been spent selling media, I've been observing workers in all kinds of industries and have come to the ...

Unproductive Behaviors

2008-12-05T16:15:00Z

I crest the hill and am faced with a ribbon of tail lights that stretch into a blurry line of angry red. A rainy Monday morning commute. A sigh escapes me and I glance at the clock. Seven oh five, five minutes after seven. I always say the time that way to myself - mimicking the radio announcers with whom I spend my mind-numbing hours.

Headlights flash in my side view mirror and I'm startled to see a Honda Accord approaching rapidly from the rear. Startled because the headlights are in my right mirror and I'm in the right lane - ...

Resist the Bailout

2008-11-19T23:01:00Z

Should we bail out the banking industry? I don't know. They tell me that if we don't ,there will be horrible ramifications for the economy.

Should we bail out the automotive industry? I don't know. They tell me that if we don't, unemployment will soar and the trickle down effect on those who depend on the auto industry will cause untold horrors.

Should we bail out the account manager whose business has been decimated by his customer's drastic cutbacks? No.

John has been a solid account manager for your company for the last eight years. He doesn't develop a lot of business but ...

More Short Takes

2008-11-14T21:44:00Z

Here are a few thoughts that need to get out there but don't lend themselves to an article of my usual length:AGREE FIRST, THEN PERSUADEMost sellers like to tackle objections head on. They go to a presentation and make their pitch and are itching for the first objection so they can jump on it, wrestle it to the ground and make it eat dirt."Yeah! Take that objection! Is that the best you got? You've got nothing!"While this is tempting, it is generally not the best approach. The reason is because people become defensive when confronted. ...

Outbound Excellence

2008-11-11T23:33:00Z

Every once in a while I run across something so unique, so powerful that I absolutely must let you know about it. Such is the case with an upcoming webcast by David Kalstrom of Outbound Excellence. David's company has patented a system for making B2B calls and he's going to teach it this Friday. Please see below for all the info. The picture is static so you'll have to cut and paste the url into your toolbar instead of just clicking it.

This is going to be good so don't miss out!

When to Give Up (Hint: It's Not Never)

2008-10-21T02:10:00Z

Perseverance and determination are critically important talents for a seller. No one disputes that. But, the flip side of perseverance is stalking and that of determination is mule-headedness.The question often isn't whether to give up, it is when. I know, I know. Everyone's favorite theory is "never give up". Maybe you'll even want me to remember Jim Valvano's speech. But, despite its undeniable inspiration the speech doesn't apply to sales.Professional sellers realize very quickly that the amount of time available for prospecting dimishes as they become more successful. One reason is because some ...

Reduce Your Buyer's Risk!

2008-10-16T02:18:00Z

As a buyer of goods and services, I am constantly trying to reduce my risk. A couple of years ago, when I was shopping for a widescreen TV, I was really concerned abou purchasing something that A) Would work for a while and then break and Would be outdated long before the amount of use justified the cost. As I shopped, I kept my concerns in mind and worked hard to make sure I minimized my risk. As a result, I purchased the TV from a retailer that offered a long-term warranty, a reasonable price on ...