The Killer Sales App

In speaking with my clients recently all sales managers seem to have the same issue on their mind how to gain more production and profits from their sales staff. With audacious goals this is a grave issue.

Stunted growth still continues to haunt sales teams as organizations continue to sit on cash. Many continue to seek the magic bullet or in today’s vernacular the “killer app” to aid in sales profits. However, while many question where to discover “the secret”, it might very well be in front of them.

During any economic resurgence innovation begins. Such transitions are needed within many sales organizations. The recent recession created a need for organizations to terminate many non-productive selling personnel. Through attrition those that did not meet goals were asked to leave. However this does not decrease the notion that there exist some remaining underachievers.

While many managers continue to seek new talents and personnel there is a dire need to look from within to discover sales mechanisms that harm sales teams. Many do not know they exist and many do not know how to identify them so here is a brief look at those applications killing your sales performance.

Value – Selling today requires a keener look at the value that organizations provide to clients. While this term tends to get as overused as that of “guerrilla” in the late 1980’s there is a dire need for sales professionals to focus on the value they provide. Organizations must strategize and help selling professionals articulate a message that attracts clients and helps manifest the brand. The use of value propositions and audio logs will be helpful here. Forget the “Elevator Speeches” and assist the team with the articulation of value.
Relationship – Just sitting at my desk writing this post I received two cold calls. These are transactional methods that do not work today. Consumers are simply too busy in this world with too much interference. They lack time and attention and will not reply to a cold call from someone “pitching” products and services. Transition your sales team to become less transactional and motivate them to create customer-centered relationships with true buyers.
True Buyer – We all know the power of negotiating with the decision maker but are your sales professionals really speaking with the proper person? More than 86% of sales representatives spend enormous amounts of time with gatekeepers. Sales Managers must ensure sales agents are spending less time with subordinates. Sales teams must only spend time with economic buyers since they control the budget, understand the objectives and realize how your services integrate with the firm’s strategy.
Knowledge – The single most alarming issue for any sales manager is working with professionals that do not know what to say before hello. Similar to an athlete that must practice prior to the competition selling professionals must conduct research or homework so that they have the right questions, are aware of any objections as well as have a “script” to articulate value. Content is king and a lack thereof will kill sales performance.
Behavior - Some sales managers are unclear of their talent. I have been asked many times over the years about the proper behavior for a successful representative. Too many today seek gregarious highly persuasive individuals. Behavior is dependent on the clients. When we speak of behavior there are really two issues the ability to be assertive as well as persuasive. Good selling professionals are good communicators that perform well under duress. While persuasiveness is useful it sometimes hinges on ethical boundaries since being too persuasive can equate to “pitching” products. Sales Managers must simply seek talent that understands the products, can articulate value as well as be assertive enough to generate prospective clients. Look at your team to discover whether the right individuals are sitting in the dugout.
Need – Sales professionals harm themselves and future business when they cannot establish need. The only method to ensure discovery of need is with terrific questioning skills. These questions are based on client objectives, the measurements to ensure success and the value to the organization. These questions should be scripted. True buyers will provide the answers. However the path to success is based on the selling professional that can lead the buyer in a clear direction.
Priority – With the crazy world in which we operate both buyers and sellers are extremely busy. The issue then becomes what is a priority. If sellers want to close business then the actual sale must be a priority to the buyer. When buyers do not see a priority the seller has failed to establish value and meet prospective client objectives. It is vital for every seller to establish value and illustrate the priority to buyers otherwise the sales cycle becomes very long as everything else takes precedent.

Selling today similar to many technological tools requires more innovative concepts. The notion is working smarter not harder. This requires a relentless focus on customer value so as to shorten the cycle and better performance.

Sales Managers what best practices do you teach your selling personnel so that they create value and better performance. Alternatively what ”killer apps” have you experienced in your sales team and how have you overcome them? Please provide comments in the area below.

Business Acceleration Video – Seven Deadly Sins of Selling

Selling Techniques – The Seven Qualities of Successful Selling Professionals

Sales Expert and Thought Leader shares his 28 years sales experience to help you understand the seven important qualities and behaviors of highly successful selling professionals. This is a must listen for any professional and sales manager.

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Why Training Investment is a Failure to Most Organizations

Reading a recent Wall Street Journal article I was flabbergasted to learn of organizations that are recently increasing the amount of leadership development training. Ironically, organizations are dropping organizational development in light of budget limitations. With tighter budgets and concerns over the recession, many organizations are attempting work on both leadership and team building skills.

With careful analysis of both value and outcome organizational development is heading in the wrong direction. Developing staff during an economic quagmire sends both the improper message and focus.

Here is the rationale why training fails in organization:
1.    The first area of focus during economic turmoil is sales. Nothing happens without something in the organization getting sold. There must be a solid focus on selling methodology, value orientation and relationship building. Energies must be applied to building sales adjuncts and not leadership.
2.    Every organization exists for one purpose- the customer. Attempting to build narcissistic programs without focus on client retention is wasteful.
3.    Leadership Development is a waste. If the organizational culture does not exemplify empowerment, strategy and client focus I good or bad times, the training is wasteful.
4.    There is a current fear that training aids employee retention. This is farthest from the truth; people leave bad managers not bad companies. Seek to retain talent by ending the infighting, the silos and the bad management.
5.    For years I have watched organizations attempt team building. I enjoy seeking an organization try to mend conversation between Bob and Ted. They take the two on a whitewater rafting trip with a case of beer hoping for cajoling. Believe me if Ted and Bob do not like each other, one is not returning. All of our clients believe that greater teamwork is essential to their efficiency and effectiveness. However clients actually have groups rather than teams. There are those in the group that win while others lose. In addition, there is too much focus on the individual accountable versus what the team can provide.
6.    The training and development industry is self-serving. Over $60 billion is spent on training every year with very little focus on return on investment. It is wasteful to conduct training without any sustainable result. Training is an event that does not change behavior in a six-hour period. In addition, training is a reaction to something gone awry.
7.    Training attempts to throw independent consultants and money at an issue to be resolved. What is required are metrics of accountability both before and after. Managers must hold themselves and employees accountable after an event.
8.    Training must be part of an ongoing process, such as coaching, mentoring and counseling. These techniques not only think through what is before but what goes after. Using these techniques, managers can review the obstacles seeking application on the job.
©2009 Drew J. Stevens Ph.D. All rights reserved.

Food Fight

I had the opportunity to meet a dear friend for dinner at a local steakhouse near my home. As we were seated, Danny Devito’s twin greeted us. Oscar aka Danny took almost 25 minutes to return to our table taking drinks and our meal order. Mind you this was not a very busy evening, but you could tell from the moment we were seated Oscar did not want to be working.

During our order I desired one of two choices: fish or steak. Naturally I asked Oscar which he believed best. His glib reply, “Well this is a steakhouse”. My friend and I were aghast but continued our meal.

No one needs to be treated disrespectfully whether eating a meal or simply sitting in the waiting room of a physician’s office. The fact is that customer service is a vital aspect for each business; product or service.

Here are some thoughts for sales professionals, managers, and business owners.

1.    Smile – The first thing consumers see when they are getting serviced. Ensure there is a smile on every agents face. When was the last purchase you made from David the Depressed?
2.    Enthusiasm – Smart people like, smart-ass people can live without. If your people do not like what they do, ask them to leave.
3.    Engaging – Service does not have to look similar to Thanksgiving Dinner with the family but it does require being genuinely interested in others. Ensure conversations occur.
4.    People Make a Difference – Hire the right people for the right job. Clearly Oscar had no business waiting tables on a busy Saturday evening.
5.    Check your Baggage – Like you there are good days and bad days, everyone has them, however consumers do not care. Leave the misery and angst at the door; service everyone equally and respectfully.

What Holds you Back?

One of the worst things that hurt individuals is the inability to grow. We all have skeletons that haunt our past- if we let them. Previous issues, phobias and concerns can be like anchors on boat, they can continually drag you down until you reach the bottom; and they can sink you.

If you feel you are held back, it just might be past ghosts. The focus must be on the present and the future- not the past. You cannot alter the past; you can only impact your future.

I learned this imperative life lesson many years ago as a survivor of child abuse. After many years of physical and mental anguish I was forced to mature quickly while making many life-altering decisions. Now as a professional entrepreneur and more importantly a joyful father and husband I understand the power of focus and future. Life from time to has been volatile but if you remain focused and positive you can create the future you desire. Here is what I have learned along the journey:

1. It is imperative to have goals and to write them down. When the mind views something on paper there is an implicit contract that gets committed to memory. Additionally, focus on time frames so issues you desire remain in reach.
2. Dreams are those visuals that instigate and instill our desires. Never let anyone tell you dreams are folly. Those that do are stuck in their own hubris.
3. Guilt is negative thoughts derived and devoured by self-deprecation. The “pity pot” cements us. Positive thoughts instill better outcomes.
4. Franklin Roosevelt once stated, “The only thing we have to fear, is fear itself.” This is not a trite statement but very true. Fear similar to guilt stops you. Fear derails you. Fear stops growth. The best attitude against fear is risk. Higher risk means a greater opportunity for high returns.
5. Similar to fear, procrastination when manifested will derail future growth. Procrastination is the resultant of both fear and guilt. To stop procrastination, one must create motion. Motion creates energy and with it the more speed to get more accomplished.
6. Stop engaging with negative individuals, they only sink you. You are the summation of the individuals you associate with. If those around you do not love you unconditionally then you need to find new people. Altering your associations will bring significant changes in attitude and behavior.
7. Never lose hope and never lose faith. Life has some hurdles and it is how you operate through and around them not avoiding them. Hurdles are unavoidable but can be speed bumps with the right attitude.
8. No matter what God you believe in, never lose faith. God does not want anyone to fail and is always with us in the shadows walking right behind or beside us.

Drew Stevens is one of the world’s leading authorities on business development and sales. Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness. To discover how Dr. Drew can assist your organization to increase their business development skills visit him at www.stevensconsultinggroup.com

Overcoming Limited Beliefs Podcast

One of the worst things that occur in life is the belief we manifest based on things we believe we cannot accomplish. These stem from experiences in our youth that morph the values and beliefs we gained from those around us.

I grew up with an extremely abusive father. His mental and physical abusiveness helped to lay the foundation to things I thought I could not accomplish. By the time I was 13 this man explicitly told me, I would become nothing, be nothing and accomplish nothing. For many these beliefs would stop anyone in their tracks, and for many they do. There are two choices individuals have; manifesting these beliefs or altering them. I chose the latter.

Limiting beliefs are those concepts and ideas that you believe you are. These beliefs can and will hold you from accomplishments.

Discover the secrets and techniques needed to overcome limited beliefs and create a new vision and values.

Download the latest podcast at:

http://www.stevensconsultinggroup.com/sales-fitness-podcast.php

Warm Up those Cold Calls

One of the most difficult responsibilities for any selling professional is lead generation. And one of the oldest methods of generating leads is through cold calling. With little preparation and a lot of angst, selling professionals are sent adrift to call countless individuals in pursuit of income.

Click here for more:

http://www.allbusiness.com/company-activities-management/sales-selling/14422985-1.html

Overcoming Adversity

Has life been a struggle? Do you continue to either procrastinate or morph on self pity? Listen to Overcome Adversity the new Sales Fitness Podcast and accelerate your successes both on and off the field of play.

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