Every salesperson, you included, gets a report card – every day.
Most salespeople, you included, ignore it.
Every time a customer gives you an order, they’re grading you for your quality, your value, and how you compare against what else is out there in the market. You get an “A” – or should I say, you get an “O” for an outstanding job, and an order.
The rest of the report card you get from customers and prospects requires listening and understanding, thinking and observing -- discerning is the word. It means to perceive or recognize something barely visible to others.
You don’t jump for joy because you got an order. Well, maybe you do. But you should celebrate that you were chosen above all others because of perceived value and perceived quality.
Grading yourself on a sale is an easy grade. What about your other grades?
No one actually gives you a card with grades on it – prospects and customers will tell you how you’re doing by their words and actions.
For example, when a prospective customer says, “Great question! No one ever asked me that before,” that is an EXCELLENT grade. Try to get at least one of those per day.
Or, when a customer says “WOW!” to your proactive response to a service call they placed an hour ago, that is an EXCELLENT grade. Try to get at least one of those per week.
Then there are the subtle grades -- grades that prove you’re making progress and you have the customer’s attention. When the customer or the prospect says, “I didn’t know that,” or they say, “I’m glad you told me that,” or, better, they say, “I wish we had more suppliers like you.” That is high praise. A great grade.
Music to your ears should be when a customer says, “I wish all salespeople I talk to were as good as you.” That’s not praise. That’s a blessing.
Here are some other positive grades based on your customer’s actions:
• They think of more ways to use your business or your products BEFORE you suggest them.
• They call YOU to say thanks.
• They smile when they talk to you.
• They call you to praise an individual in your company.
• You get a testimonial letter – unsolicited.
• You are invited to join an inside supplier group (asked to participate or speak).
• They ask you out for lunch.
• They offer you tickets, or invite you to an event.
All good marks – some great marks. Some of these marks may indicate that loyalty is emerging. And more important, that bidding on the next order may not be necessary. The above marks (and remarks) are reserved for value providers.
But there are also REALITY MARKS on your report card.
Read the rest of this article here...
|
|
|
The Art of Sales Calgary, Canada
Calgary, Alberta – September 25th 2008
Salespeople, and people who serve customers, are looking for new information about their everyday situations, interactions, opportunities, problems, and challenges. In short, anyone attending a seminar is looking for ANSWERS. Jeffrey’s seminars focus on the self-evaluation of individuals and deliver pragmatic, real-world information that is easy to understand and use.
The Art of Sales presents a full day program with an exceptional line up of best-selling authors, sales experts, and speakers. This event promises to be a remarkable learning and networking opportunity for you and your sales team!
Click Here to Register NOW!
www.gitomer.com/calgary
If you would like to connect with my public seminar audiences, I recommend you inquire about the exclusive sponsorship opportunities I offer in each city. For details, call Sara or Paula at 800-242-5388 or emailpublicseminars@gitomer.com.
|
Jeffrey,
The company I work for preaches that it is “imperative” for its employees to send out mailers every day - about five to be exact - to potential prospects. The way we qualify them is by calling their office and updating their “address” and contact information. I personally think that these mailers are a waste of time and money. Is it really beneficial for us to send this info?
Sincerely,
Carlos
Carlos,
Your company’s strategy worked well 25 years ago. In today’s world, people are way more leery about giving out information, and they’re more careful about screening the information they receive in the mail. Worst of all, when you call someone “about the information I sent” and the person says they didn’t receive it, you look like a fool. Your company’s strategy will work, but less than 5% of the time. I wonder if your company has an email magazine like mine. It would be better, more effective, a thousand times cheaper, and every lead you get would be a legitimate one. Why not create the law of attraction with value instead of trying to manipulate and anger a potential prospect.
Best regards,
Jeffrey
Jeffrey,
I just got your New Edition of the Sales Bible. WOW! We are a six-year-old online referral company, but we have a great deal of trouble getting good quality sales reps to work for us. We offer a very competitive commission plan, but it seems there is a negative perception of “telemarketing.” Our reps are provided with all of their leads and it is strictly business-to-business selling. Can you suggest how we may be able to attract great salespeople?
Thanks,
Mark
Mark,
Telephone sales, whether it’s BtoB or BtoC, require a special type of person — someone with patience and someone who is teachable, coachable, engaging, and nice. Not like your grandmother, but close. Someone who is energetic and positive, but can accept rejection. And rejection is something that is learned slowly over time. It’s probably the toughest part of the job. If you want to attract great salespeople, the first thing you have to do is look at the inside environment of your business. Is food readily available to everyone at no cost? Is the office attractive? Are the people inside friendly? Are the working conditions superior? That’s where to start. The next thing to look at is the value you provide your employees. Training, support, benefits, flexibility, and other elements that might actually get someone to go home and talk about how great it is at work. The final thing is word-of-mouth. Is anyone talking to anyone else about how wonderful it is to work at your company? If people are talking in a positive way, you will have started the law of attraction process in your direction.
Best regards,
Jeffrey
|
We’re ALL In Sales
By: Tony Rubleski
In the age of “advertising deficit disorder,” the great communicators in all industries who can bottom line sell their ideas the best will carry the day and succeed. Society is built on
those who can market, educate and SELL the best – period! Case closed. Match over.
I know some of you reading this article may look at the title on your business card and think you only fall under marketing, management or operations duties. You’re wrong. You must sell others on assisting and helping you achieve your goals.
Ask any CEO or business owner to rank the #1 group of employees who are the most important to current and future growth and 99 times out of 100 they’ll tell you it’s the sales division.
TRIVIA TIME:
Who Are The BEST Salespeople In The World?
Politicians?
Doctors?
Lobbyists?
Ministers?
Lawyers?
CEOs?
You’re not even close.
Here’s a hint: They’re under the age of ten and many of you have them. Ah, the light bulb went off in your head.
Children!
I know countless books have been written on this topic ranging from how to close, how to make better cold calls, selling on the phone, selling on the Internet and I bet I’ve read just about every one of them or seen the other gurus who teach it live or in a seminar room. Let me share with you a few quick reasons why children can teach us a few sales lessons in the age of Advertising Deficit Disorder (ADD).
One, they ask a ton of questions. How many? Check this out:
*The average 5-year old asks 200 questions a day
*The average 20-year old asks 20-30 questions a day
Think about how many questions the average 40-year old asks in a given day. If I asked you for the top five questions you ask key prospects, would they generate curiosity and “Mind Capture?” Or would I walk away with little or no interest in what you’re offering?
Two, they’re creative. Children can whip out 10, 15, 20 or more reasons why they want you to buy something for them or have you buy from them. I’ve witnessed my own three kids battle it out with my wife Kim and I on numerous occasions when they want something. I’m always amazed at what new scheme or objection slaying comment their fantastic minds come up with. If you think your sales team’s good, sit down for dinner at my house and watch a sales clinic right before your eyes! Sadly, the average adult has no clue how to use creativity to make the case for their ideas, product or service.
Three, they’re not afraid of rejection. They fully expect that they’ll get what they want and carry this “can-do” attitude with them. As we grow older we’re often told by people around us and the talking heads in print, radio, online and TV to play it safe and to not rock the boat. Our risk tolerance diminishes and we become more conservative. While this is ok for certain areas within our lives, it’s a dangerous mindset to have when you’re livelihood depends on spreading your message to others.
This article is excerpted from the NEW book release, Mind Capture: How You Can Stand Out In The Age of Advertising Deficit Disorder. Discover why over 50 top sales, direct marketing legends and online superstars ranging from Jeffrey Gitomer, Dan Kennedy, Brian Tracy, to Joe Vitale, John Assaraf, Tom Antion and Yanik Silver are raving about this book. You’ll pick up thousands of dollars in sales, marketing and persuasion tools as bonuses (including one from Jeffrey) when you buy the book today. Click here to learn more information about this astounding offer and incredible new book.
|
|
The principles of convincing others are personal conviction, telling the truth, being believable, and providing value. Jeffrey Gitomer's Little Green Book of Getting Your Way
Earn your "O’s" by learning what matters most to your customers, and get your way by providing value. This week's deal includes an AUTOGRAPHED copy of Jeffrey's Little Green Book of Getting Your Way, his 2-CD teleseminar set Sell Value, Not Price and a sample issue of Selling Power Live. All for $39.00 ($69.00 Value)
Click here to buy now!!
|
|
|
|
|
“As you can see, I'm very proud of my ‘little book’ collection. I keep this collection in particular out in the open for my sales people to reference.” - Jessica
If you see Jeffrey, or Jeffrey's books
SEND US A PHOTO to ezine@gitomer.com.
If we post it, we'll send you a Sales Caffeine mug.
|
|
|
|
“You have the constant challenge to stand out – and to be outstanding. This book will show you how. Mind Capture is not meant to be just read; it’s meant to be studied and implemented. If you can capture their mind, you can capture their wallet. Capture this book, and both will be yours.” Jeffrey Gitomer Author of The Sales Bible and The Little Red Book of Selling
|
|
Jeffrey's Sales Rant is a clip from his online training video library.
watch the rant now
(you need it)
Requires Flash player
|
“Most salespeople stop at the end of the selling process. They go through the same old crapola of prospect, appoint, present, close, follow-up. That sales strategy will lead you to another sales job. If you want to build a relationship, if you want to get referrals -- you have to become known as an expert or the expert in whatever you do.” -From Jeffrey Gitomer's internationally syndicated column Sales Moves
|
"TrainOne is going great. The service and selection of the courses is above par. I can see the positive results already."
-Sam
|
 |
|
Your Success Story.
One of my sales teams was working on getting a large hotel to sign on an account with our firm, and never seemed to be able to reach the GM for an appointment. Dozens of phone calls were made and business cards were sent to this gentlemen with no response. After a series of visits, a sympathetic receptionist informed us that the GM grabbed a cup of coffee every morning at 7:45, and proceeded to walk around the grounds of the hotel to greet employees and make observations on how the hotel's appearance was going to be perceived by the day's incoming guests. My salesperson showed up the next morning at 7:38 with two cups of hot coffee, ready and waiting for the start of his prospective customer's morning ritual. When he greeted the GM with a simple "good morning" and handed him the coffee, the GM could not help but feel obliged to invite him along for the walk and share some small conversation. After that, appointments where made, sales presentations where given, and we now have the account. I’m simply amazed at how much difference was made by such a small gesture.
-Paul
|
|
Each week, we feature a salesperson's success story. Please send your stories to gill@gitomer.com. If your story is published, we'll send you a free Sales Caffeine mug!
|
|
THE MOST IMPORTANT DAY IN YOUR LIFE
by: Robin Seiger
I want you to imagine that today is your birthday, and today you have been given a magic golden envelope.
You have been told that the envelope contains two essential, personal pieces of information. The first will tell you what the most important day in your life will be, and the second will tell you who the most important person in your life will be.
Wouldn’t life be wonderfully simple if you were able to live it like that? You would watch the calendar waiting for the important day to come along and waiting for the important person to walk into our life.
But all of you DO have this magic golden envelope. You have always had it and you are able to open it every day.
I have come to realize (as I am sure many others have) that the most important day in your life is TODAY and the most important person in your life YOU.
Today is the only day you have and it is the only time when you can effect change. You must take
Read the rest of this article...
|
|
Raleigh
Managers 08/15/08
Raleigh, NC 08/15/08
Orlando, FL 09/10/08
St. Louis, MO 09/19/08
Syracuse, NY 09/23/08
Calgary, AB 09/25/08
Salt Lake City, UT 10/22/08
Salt Lake City
Managers 10/22/08
Indianapolis, IN 11/07/08
Indianapolis
Managers 11/07/08
Kansas City
Managers 11/10/08
Kansas City, MO 11/10/08
The Netherlands 11/18/08
Cincinnati, OH 03/20/09
Cincinnati
Managers 03/20/09
Jackson, MS 03/24/09
Des Moines
Managers 04/16/09
Des Moines, IA 04/17/09
Omaha, NE 04/29/09
Omaha
Managers 04/29/09
|
 |
Speaking and training worldwide more than 150 times a year, Jeffrey provides answers, informs, challenges, and inspires sales forces and upper management for hundreds of the largest and most successful companies. You and your people want someone who can make a difference. The difference is Gitomer.Click here to hire Jeffrey for your next event. |
|
|
|
If you are sure you are right, you need not worry what the world thinks.
If you are ever to achieve noteworthy success in your life, you must be willing to stand apart from the crowd. Success is something that is achieved by the minority, not the majority, of people. You will also discover as you climb the ladder of success that there are many who, out of jealousy or envy, will belittle your achievements. Nevertheless, if you have the courage of your convictions, nothing can deter you from your course. You develop confidence in your beliefs by doing your own thinking and by constantly testing and revising your knowledge. Use W. Clement Stone’s R2A2 Principle to Recognize and Relate, Assimilate and Apply information from any field to help solve your problems and direct your thinking.
To subscribe to Napoleon Hill Yesterday and Today click here |
|
|
|
|
|
Comments