First, let me apologize for the gap in my blog posting. Two seasons hit my household in the last two weeks; the Holiday Season and the cold and flu season! I hope your Christmas was a very merry one!
Now, on to those resolutions....and we are going to keep this short and sweet. Only three little resolutions. But don't be fooled, they will take enough of your time, effort and focus to really improve your sales results in 2015. Commit to these three areas in your sales development and you will have a great sales year in 2015!
All Salutary Sales Professionals should already be thinking about what they intend to accomplish in 2015. Let's set some really big, hairy, audacious goals for 2015, shall we? Let's start with...
1.) Removing the word "closing" from our sales vocabulary. I have always gotten a kick out of this word and find those that believe in the phrase "always be closing" even more comical. Why don't we change this phrase to "always be connecting" for a great change of pace? If you are closing something, you are putting it away, sealing it up, putting it out of sight. Is that what you want to do with your customers and clients? I thought not. But, what about connecting? Connecting on a professional level, personal level, service level and human level. Forget about "closing" anything. Open up and learn more about your clients.
2.) Listen More...Sell Less. What? Sell less? Yes, as long as you listen more to your customers, about what they need, their business challenges, their kids sporting triumphs, their latest customer service nightmare and griping about their mother-in-law, you will be able to simply sell less. Get it? As Salutary Sales Professionals we are trained in the art of persuasion. Sometimes I think we believe that means "to do all the talking." How many of us have had formal training in sales approaches, including what to say and when? At some point, probably all of us. How many of us have had formal, official training on how to listen? That's what I thought. When I say listen more, I mean to listen as if your prospect were royalty. Listen to what is being said, what is not being said and really look for the emotion in their words. Listen with your ears and your eyes. What is their body language telling you? Learn more about listening skills and watch not only your sales climb, but improvement in your personal relationships as well. And speaking of training...
3.) Learn or improve on three sales skills this year. How are your questioning skills? Can you improve them? Are you asking questions of your prospects that make them re-frame the way they see their situation? How about prospecting? Are you scheduling time every week for this all important task or are you prospecting "when I have time." How is your focus? I know that I struggle with this one. With the phone calls, emails, sales calls, etc. it can be hard to keep focus, but this is a skill you want to focus on! How about your rapport building skills. I don't know if there is a skill that will help you in sales more than this skill, with the exception of...your story telling ability. Do you know how to construct and tell a great story? You should have three stories that are well thought out and can be told in time frames ranging from 90 seconds to 15 minutes. Those three are your Who Am I story, Who I represent story and your go-to Who I have helped story.
So, there you have it. Three little Salutary Sales Professional resolutions for 2015. No, nothing you probably haven't thought of or heard before and in parts worked on in the past. That being said, were these areas of improvement really goals or simply positive thoughts? It really is easy to fall back into old habits. Starting new habits is not easy. It takes time, dedication and the willingness to get out of your comfort zone. But remember, growth does not take place in our comfort zone, it takes place in our learning zone. Get into your learning zone in 2015 and have a great year!
Good Selling!
Saturday, December 27, 2014
Sunday, December 14, 2014
One Shark Gets Schooled by an Eleven Year-Old
The stars must have been aligned this past Friday night. Why? Well, because I don't watch a great deal of television, but on this night decided to watch "The Shark Tank." I am sure that many of you are familiar with the show where entrepreneurs provide four millionaire investment "sharks" a presentation with the objective of convincing at least one of them to invest in their business. The show was interesting, but what happened next was both sickening, astounding and in the end, enlightening.
After the show ended, I didn't turn the television off, as I normally do. The next show was the "news" program, 20/20 and it was titled, "The Sell Game." Being in the profession of sales, they had me hooked on watching this episode. I am always trying to learn more about the sales profession, so I thought it would be worth the watch.
The first segment of this show involved one of the stars of the show "Shark Tank" Robert Herjavec. Robert is a multi-millionaire who owns an internet security company. They interviewed Robert and asked him about sales. He informs the interviewer that he can teach "anyone to sell anything." I am thinking, "Wow! Now I am really hooked! He has to be providing some nugget of information that I can learn and use!" I didn't realize how disappointed I would be.
Robert trains five people to sell and then picks the top three to sell a product from a company that was on the show he has invested in. What do they sell? Ugly Christmas sweaters. So, these salespeople receive training on using flattery, reducing price and convincing customers as to the quality of the product. Then three of them are chosen to compete on the street to see who can sell the most out of a street booth in New York. Well, it was about this time of the show that I was so sick of it that I was about to loose my dinner.
My blood pressure was climbing faster than current sales of Christmas trees.
Really? One of the sharks best advice on how to be a professional salesperson involves the use of flattery and the discounting of price? During the competition between the top three, Robert was watching the competitors via camera from a motorhome just a few yards away from the booth.
Each salesperson had an ear piece in so they could hear his advice as they tried to sell ugly sweaters. At one point, as he was giving sales advice, he even used the phrase "Always Be Closing." Yep, you guessed it. I had to run to the bathroom and there went a very fine dinner. All Robert did was help solidify the image of salespeople as fast talkers and tricksters.
This really had my blood boiling...and just when I thought it couldn't get any worse, they went to the next segment.
The next segment involved the CarMax chain of auto dealerships. I won't go into great detail as to this clip, but suffice it to say, they solidified the current marketplace view and image of the used car salesperson. This really makes my blood pressure jump another few points for two reasons; one, I have family in this industry who are as honest as the day is long; two, other sales professionals, those that are really interested in helping their clients (you and me), get grouped in with these shysters.
At this point, I am thinking I should have a home blood pressure kit...and they move on to the next segment.
This one involved how door-to-door home security salespeople were using underhanded tactics to sell people on home security systems. This one also hit close to home as I used to sell home security systems. I still know many people in this profession and they are the most honest and caring people that you could ever know. This 20/20 show provided a glimpse into the seedy side of the home security business. Some of the business owners highlighted were willing to sell their soul for a dollar. We all know they are out there. We know that there are people in every walk of life, and every profession, that take advantage of people when they are at their most vulnerable. One of the owners of a security company was even on tape during a sales training session saying, "nice people don't make money in this business." Well, I can tell you from personal experience that this is definitely not true. This guy will get his in the end. Remember, don't ever sell out when chasing what you want. It won't ever be worth it. And one additional hint; don't buy a home security system from someone that knocks on your door and you haven't researched!
Now, at this point in the show, I am starting to think I should have invested in a home AED unit.
And then they move on to the last segment. A story about an 11 year-old girl who is the CEO of her own company. How did they introduce this young girl? As a "super seller without using any tricks." She is the subject of the most watched video off the ABC Facebook page with three million views, and growing. A little girl by the name of Asia who has started a business called Super Business Girl in Detroit. She sells homemade candles on the street and in markets to help clothe and feed other children as well as for her own school supplies. She has caught the eye of a business incubator by the name of Bamboo Detroit who has been providing her with internet access and business coaching. In fact, one of the principles of Bamboo Detroit says that Asia understands business concepts a lot better than most adults he interacts with. I would say that she understands sales concepts better than anyone else in this entire episode of 20/20. Yes, that includes the Shark.
Why do I say this? Because she starts by connecting with people emotionally before trying to appeal to their logic. She asks people to make an investment. She doesn't talk about discounting. She exudes confidence in herself and her product. But best of all, and most importantly, she understands her "WHY." She knows her purpose. The purpose of the salespeople Robert trained was to make money. That's a mistake because making money is not really a purpose, it's an outcome. The purpose of the security and car salespeople was to cheat people to make money. Again, a mistake because sooner or later you will be exposed and your not trying to help anyone but yourself. But this little girl, the 11 year-old who has no fear of making cold calls on the street, showed everyone the first step in becoming a sales professional, a real salutary sales pro. She knows her WHY and she demonstrates it in every sales presentation. She does not get deterred when people tell her "no." She moves on to her next prospect with the same enthusiasm and joy as the last. Out of all the people in this episode, she was the real pro.
So, if you really want some good tips on how to sell and become a salutary sales professional, watch this video about Asia, the 11 year-old CEO of Super Business Girl who has a better understanding of her "WHY" than most adults I know. http://abcnews.go.com/2020/video/meet-11-year-ceo-entrepreneur-detroit-27575213
In fact, Robert, if you want more success in your company, you may want her to train your sales staff.
Good Selling!
After the show ended, I didn't turn the television off, as I normally do. The next show was the "news" program, 20/20 and it was titled, "The Sell Game." Being in the profession of sales, they had me hooked on watching this episode. I am always trying to learn more about the sales profession, so I thought it would be worth the watch.
The first segment of this show involved one of the stars of the show "Shark Tank" Robert Herjavec. Robert is a multi-millionaire who owns an internet security company. They interviewed Robert and asked him about sales. He informs the interviewer that he can teach "anyone to sell anything." I am thinking, "Wow! Now I am really hooked! He has to be providing some nugget of information that I can learn and use!" I didn't realize how disappointed I would be.
Robert trains five people to sell and then picks the top three to sell a product from a company that was on the show he has invested in. What do they sell? Ugly Christmas sweaters. So, these salespeople receive training on using flattery, reducing price and convincing customers as to the quality of the product. Then three of them are chosen to compete on the street to see who can sell the most out of a street booth in New York. Well, it was about this time of the show that I was so sick of it that I was about to loose my dinner.
My blood pressure was climbing faster than current sales of Christmas trees.
Really? One of the sharks best advice on how to be a professional salesperson involves the use of flattery and the discounting of price? During the competition between the top three, Robert was watching the competitors via camera from a motorhome just a few yards away from the booth.
Each salesperson had an ear piece in so they could hear his advice as they tried to sell ugly sweaters. At one point, as he was giving sales advice, he even used the phrase "Always Be Closing." Yep, you guessed it. I had to run to the bathroom and there went a very fine dinner. All Robert did was help solidify the image of salespeople as fast talkers and tricksters.
This really had my blood boiling...and just when I thought it couldn't get any worse, they went to the next segment.
The next segment involved the CarMax chain of auto dealerships. I won't go into great detail as to this clip, but suffice it to say, they solidified the current marketplace view and image of the used car salesperson. This really makes my blood pressure jump another few points for two reasons; one, I have family in this industry who are as honest as the day is long; two, other sales professionals, those that are really interested in helping their clients (you and me), get grouped in with these shysters.
At this point, I am thinking I should have a home blood pressure kit...and they move on to the next segment.
This one involved how door-to-door home security salespeople were using underhanded tactics to sell people on home security systems. This one also hit close to home as I used to sell home security systems. I still know many people in this profession and they are the most honest and caring people that you could ever know. This 20/20 show provided a glimpse into the seedy side of the home security business. Some of the business owners highlighted were willing to sell their soul for a dollar. We all know they are out there. We know that there are people in every walk of life, and every profession, that take advantage of people when they are at their most vulnerable. One of the owners of a security company was even on tape during a sales training session saying, "nice people don't make money in this business." Well, I can tell you from personal experience that this is definitely not true. This guy will get his in the end. Remember, don't ever sell out when chasing what you want. It won't ever be worth it. And one additional hint; don't buy a home security system from someone that knocks on your door and you haven't researched!
Now, at this point in the show, I am starting to think I should have invested in a home AED unit.
And then they move on to the last segment. A story about an 11 year-old girl who is the CEO of her own company. How did they introduce this young girl? As a "super seller without using any tricks." She is the subject of the most watched video off the ABC Facebook page with three million views, and growing. A little girl by the name of Asia who has started a business called Super Business Girl in Detroit. She sells homemade candles on the street and in markets to help clothe and feed other children as well as for her own school supplies. She has caught the eye of a business incubator by the name of Bamboo Detroit who has been providing her with internet access and business coaching. In fact, one of the principles of Bamboo Detroit says that Asia understands business concepts a lot better than most adults he interacts with. I would say that she understands sales concepts better than anyone else in this entire episode of 20/20. Yes, that includes the Shark.
Why do I say this? Because she starts by connecting with people emotionally before trying to appeal to their logic. She asks people to make an investment. She doesn't talk about discounting. She exudes confidence in herself and her product. But best of all, and most importantly, she understands her "WHY." She knows her purpose. The purpose of the salespeople Robert trained was to make money. That's a mistake because making money is not really a purpose, it's an outcome. The purpose of the security and car salespeople was to cheat people to make money. Again, a mistake because sooner or later you will be exposed and your not trying to help anyone but yourself. But this little girl, the 11 year-old who has no fear of making cold calls on the street, showed everyone the first step in becoming a sales professional, a real salutary sales pro. She knows her WHY and she demonstrates it in every sales presentation. She does not get deterred when people tell her "no." She moves on to her next prospect with the same enthusiasm and joy as the last. Out of all the people in this episode, she was the real pro.
So, if you really want some good tips on how to sell and become a salutary sales professional, watch this video about Asia, the 11 year-old CEO of Super Business Girl who has a better understanding of her "WHY" than most adults I know. http://abcnews.go.com/2020/video/meet-11-year-ceo-entrepreneur-detroit-27575213
In fact, Robert, if you want more success in your company, you may want her to train your sales staff.
Good Selling!
Tuesday, December 9, 2014
Once Upon a Time....
Remember the old egg in the frying pan image for the big
anti-drugs campaign in the late 80’s, this is your brain, and now this is your brain on drugs?
Your brain, when listening to a story, reacts in the exact opposite manner. When you are listening to a story, both hemispheres of your brain are engaged, neurons are firing, and listening and retention of information are at the highest levels.
When I was first introduced to the concept of using story in the sales profession by Mike Bosworth, I was a very excited. Why? Because I have been a story teller all my life. When I was in high school, I remember friends chiding me, telling me that if my lips were moving, I was telling a story! So, it is something that I have done all my life and unknowingly, is one of the reasons that I am successful in sales.
Why story works, for great salespeople and great communicators, is what I needed to understand. The brain science behind why story is so effective on the human mind convinced me that story is not just for those in Hollywood, but storytelling is integral to sales in the forming of sincere and authentic connections.
So, what is the impact of story on the brain? Well, to start, our brain is comprised of two almost completely separate right and left hemispheres, only connected by a small bridge-like structure called the corpus collosum. Each side of our brain is responsible for radically different functioning.
The left side of our brain is analytical, data driven, and concerned with the past and the future.
Those of you who are fans of the good old to-do list are probably spending quite a bit of time in your left hemisphere. Also, we process language on the left side of the brain, so we can easily articulate the data and synthesis of that data as it pours into our minds from the external environment. In complete contrast, the right hemisphere is responsible for our creativity, emotions, decision-making, and presence of mind. I know this is a simplification of the brain, but I try to keep things simple!
I consider myself to be a "right brained person." I think that some people believe that right brained people skip through life with few worries and an effortless ease of mind. Well, maybe more so than left brained people, but we do have worries, believe me! And, while it is easy to comprehend that the right side of the brain seems to be fun and carefree, we need ready access to both sides of the brain to process and act on information effectively.
This is where story comes into play. The offer of a story prepares the mind for an optimal state of listening and retention because it accesses both the left and right hemispheres. When you ask someone if you can share a story, that person realizes that it is okay to sit back and relax, but also recognizes that the message might be important and requires attention.
Think back to your most dreaded school days of data filled lectures full of bullet points and timelines. Did you enjoy those classes, or even remember any of that presented information? Probably not. I know I don't!
The reason we don’t remember material presented in this manner is because our brains are not wired to retain data in this way for long periods of time.
In contrast, recall one of your favorite teachers or favorite documentaries of all time and try to recap some main points. Most of us find this a relatively easy task because our brains crave context to wrap around facts, which is the definition of story.
If facts are the cheeseburger, then story is the bun that holds it all together.
Story is an integrated whole brain process, and while it is nothing new, the effective use and harnessing of the power of story helps us connect and influence at a whole new level.
In his research on how stories change the brain, Paul Zak has identified the two key components to creating engaging stories and demonstrates what that looks like from a neurochemical perspective:
Every great film has these ingredients, and triggers the release of specific neurochemicals in our brain.
When we are paying attention to a story we release stress hormones such as cortisol, and our focus is quite high.
Once our attention has been captured, a great story will release oxytocin in our brain. Oxytocin is sometimes called the “love hormone,” and is responsible for our levels of empathy and sensitivity to social cues.
By understanding the brain science and the why behind effective stories, we have created a framework to help sales professionals leverage this skill to influence and emotionally connect with buyers in a short time.
Learn how to effectively craft, tell, and tend stories in the sales profession to influence positive change and generate more business at the next Mike Bosworth Leadership open workshop in San Diego, CA this February 10th-12th, 2015. Click on the link below for more details.
Good Selling!
http://www.mikebosworthleadership.com/storytelling-workshop-february-2015/
anti-drugs campaign in the late 80’s, this is your brain, and now this is your brain on drugs?
Your brain, when listening to a story, reacts in the exact opposite manner. When you are listening to a story, both hemispheres of your brain are engaged, neurons are firing, and listening and retention of information are at the highest levels.
When I was first introduced to the concept of using story in the sales profession by Mike Bosworth, I was a very excited. Why? Because I have been a story teller all my life. When I was in high school, I remember friends chiding me, telling me that if my lips were moving, I was telling a story! So, it is something that I have done all my life and unknowingly, is one of the reasons that I am successful in sales.
Why story works, for great salespeople and great communicators, is what I needed to understand. The brain science behind why story is so effective on the human mind convinced me that story is not just for those in Hollywood, but storytelling is integral to sales in the forming of sincere and authentic connections.
So, what is the impact of story on the brain? Well, to start, our brain is comprised of two almost completely separate right and left hemispheres, only connected by a small bridge-like structure called the corpus collosum. Each side of our brain is responsible for radically different functioning.
The left side of our brain is analytical, data driven, and concerned with the past and the future.
Those of you who are fans of the good old to-do list are probably spending quite a bit of time in your left hemisphere. Also, we process language on the left side of the brain, so we can easily articulate the data and synthesis of that data as it pours into our minds from the external environment. In complete contrast, the right hemisphere is responsible for our creativity, emotions, decision-making, and presence of mind. I know this is a simplification of the brain, but I try to keep things simple!
I consider myself to be a "right brained person." I think that some people believe that right brained people skip through life with few worries and an effortless ease of mind. Well, maybe more so than left brained people, but we do have worries, believe me! And, while it is easy to comprehend that the right side of the brain seems to be fun and carefree, we need ready access to both sides of the brain to process and act on information effectively.
This is where story comes into play. The offer of a story prepares the mind for an optimal state of listening and retention because it accesses both the left and right hemispheres. When you ask someone if you can share a story, that person realizes that it is okay to sit back and relax, but also recognizes that the message might be important and requires attention.
Think back to your most dreaded school days of data filled lectures full of bullet points and timelines. Did you enjoy those classes, or even remember any of that presented information? Probably not. I know I don't!
The reason we don’t remember material presented in this manner is because our brains are not wired to retain data in this way for long periods of time.
In contrast, recall one of your favorite teachers or favorite documentaries of all time and try to recap some main points. Most of us find this a relatively easy task because our brains crave context to wrap around facts, which is the definition of story.
If facts are the cheeseburger, then story is the bun that holds it all together.
Story is an integrated whole brain process, and while it is nothing new, the effective use and harnessing of the power of story helps us connect and influence at a whole new level.
In his research on how stories change the brain, Paul Zak has identified the two key components to creating engaging stories and demonstrates what that looks like from a neurochemical perspective:
- A compelling story must grab our attention.
- We must feel an emotional connection to the characters and we experience “transportation,” or the feeling that we are living the moment ourselves. Zak's 6 minute video about Ben, who has brain cancer will bring a lump to your throat and illustrate the power of empathy within story.
Every great film has these ingredients, and triggers the release of specific neurochemicals in our brain.
When we are paying attention to a story we release stress hormones such as cortisol, and our focus is quite high.
Once our attention has been captured, a great story will release oxytocin in our brain. Oxytocin is sometimes called the “love hormone,” and is responsible for our levels of empathy and sensitivity to social cues.
By understanding the brain science and the why behind effective stories, we have created a framework to help sales professionals leverage this skill to influence and emotionally connect with buyers in a short time.
Learn how to effectively craft, tell, and tend stories in the sales profession to influence positive change and generate more business at the next Mike Bosworth Leadership open workshop in San Diego, CA this February 10th-12th, 2015. Click on the link below for more details.
Good Selling!
http://www.mikebosworthleadership.com/storytelling-workshop-february-2015/
Thursday, November 27, 2014
What this blog is all about
Good day and welcome!
This weekly blog is mainly about sales, but it is intended to be so much more. It really will be about improving as a person, which in turn will improve your relationships, which in turn can increase a salespersons success. It will be about the beliefs you need to possess in order to drive behavior. The behavior you need to be successful.
What will this blog not be about? It won't be about the same old tired advice most salespeople have heard over the years. It won't be about the latest "closing technique" being touted by other sales advisors. (By the way, if you still believe in "closing a sale," I challenge your belief and think this blog is for you!) This blog won't be about ways to manipulate your customer as some other "sales pros" advise. For example, if you are trained to state a fact as a question just to get your customer to say yes as many times as you can, you are manipulating them. This blog won't be about that type of behavior.
Now, I am not saying that you will agree with everything that is posted on this sales blog. I hope you don't. As the old saying goes, there are many ways to skin a cat, but the real issue that this blog will deal with is the manner in which that cat is sold. It should be done professionally and with the customers best interests in mind.
There is a reason this blog is titled "The Salutary Sales Pro." Let's take a look at the definition of the word salutary;
adjective
This weekly blog is mainly about sales, but it is intended to be so much more. It really will be about improving as a person, which in turn will improve your relationships, which in turn can increase a salespersons success. It will be about the beliefs you need to possess in order to drive behavior. The behavior you need to be successful.
What will this blog not be about? It won't be about the same old tired advice most salespeople have heard over the years. It won't be about the latest "closing technique" being touted by other sales advisors. (By the way, if you still believe in "closing a sale," I challenge your belief and think this blog is for you!) This blog won't be about ways to manipulate your customer as some other "sales pros" advise. For example, if you are trained to state a fact as a question just to get your customer to say yes as many times as you can, you are manipulating them. This blog won't be about that type of behavior.
Now, I am not saying that you will agree with everything that is posted on this sales blog. I hope you don't. As the old saying goes, there are many ways to skin a cat, but the real issue that this blog will deal with is the manner in which that cat is sold. It should be done professionally and with the customers best interests in mind.
There is a reason this blog is titled "The Salutary Sales Pro." Let's take a look at the definition of the word salutary;
adjective
1. favorable to or promoting health; healthful.
2. promoting or conducive to some beneficial purpose; wholesome.
Can you think of a better way to approach the sales profession? Promoting a healthy approach to your profession, yourself and your customers is the objective of this blog. Promoting a conducive and beneficial purpose for your customers to do business with you in a wholesome manner is another objective of this blog. We will hit on many different subjects that are going to help you improve your service to your customers, which will help you on the road to success.
The sales profession needs a change. The image of someone in sales today is not a positive one. Of that, I think we can agree. The reason? We don't have enough sales professionals in the profession of sales! So, this blog is intended for the sales professional who is really looking to improve themselves for the betterment of their customers. The real key is to focus on your customer.
Does this all sound a bit altruistic? Maybe. Can it be done. Yes! Will it differentiate you in your market? You bet!
See you next week!
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