Sales Training Tactics

He who stops being better, stops being good. -Oliver Cromwell

Two weeks ago I attended a medical industry conference where an award was given to the top salesperson in the industry. The honor was awarded based on voting from industry peers. As award winner KC Meleski accepted the award it was easy to sense why he was chosen to stand at that podium. After the ceremony I asked several people what they thought made KC a top performer. Words such as enthusiasm, professionalism and hunger for knowledge were all used to describe him. While the compliments were impressive, they weren’t as remarkable as an action that would follow.

As I sat down to write this week’s article an email popped into my Inbox. It was an email from KC asking for some tips on how to better serve customers. Here is the industry’s top sales professional reaching out to a stranger in search of ways to get even better. Because like Oliver Cromwell says, KC realizes that once he stops being better, he stops being good. And that’s how top performers think. Because in sales and in business, there is no standing still. You are either improving or falling back. To make sure YOU are the next person standing at your company or industry award podium, focus on the following:

• Posture - Have a champion’s attitude. Live with enthusiasm and never be negative.
• PIC Knowledge – Keep getting smarter. Dedicate at least 60 minutes each week to do nothing but learn something new. Read your industry magazine. Join a LinkedIn Group. Visit a competitor’s website. Ask a customer how you can do even better. Send an email to somebody seeking advice.
• PRECISE Actions – Whatever your chosen sales process is…use it. By selling in a repeatable way, you will be able to better identify what you do well and where you need to improve. If you don’t have a process, go to www.preciseselling.com and sign up for my 7 Part PRECISE Video series. And don’t worry, it’s on me…so put your credit card away.

So as the year winds down, it’s time to start thinking about next year’s awards night. YOU need to be the one. You have the talent, now you just need the attitude of a champion…and attitude like KC Meleski.

(See KC accepting his award by clicking here http://tinyurl.com/d7c7fdt. Then imagine yourself doing the same next year)

President of Kansas City-based PRECISE Selling, Brian delivers seminars and Internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes.  He also hosts the radio talk show Entrepreneurial Moments, a show dedicated to personal and business development. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

If I gave you an address and told you to go there, what would be the first thing you would do?  These days, most of us would simply punch in the address into our iPhone, Android, or Blackberry, and then do what we were told. Or at very least, pull out the computer, go to MapQuest and figure it out. But guess what, the directions to the destination only work if you plug in a destination!

Sales is no different. If you don’t set a destination, you will simply log miles without purpose. As you find yourself with less than two months left in the year, NOW is the time to plug your in your destination.  Where do you want to be on December 31^st. Perhaps you say, “My destination is to be my company’s top sales producer by the end of the year.” Great. That’s the destination. Next, lay out the roadmap to getting there by thinking about:

• How far over quota do I want to be? (Be specific)
• How many new clients do I want to add? (ex. 16 new clients or 2 a week)
• How many presentations will I need to make? (ex. 80 or 10 a week)
• How many new industry contacts will I meet? (ex. 8 or 1 a week)
• How many new products will I be an expert with?

So this week, take 60 minutes in your office and set your December 31^st destination. Then create your roadmap. And remember, if you find yourself straying from those directions, your chances of reaching your destination will decrease. Stay on track, and your journey will take you to the greatest two-month sales performance of your career.

President of Kansas City-based PRECISE Selling, Brian delivers seminars and Internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes.  He also hosts the radio talk show Entrepreneurial Moments, a show dedicated to personal and business development. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

“No distance of place or lapse of time can lessen the friendship of those who are thoroughly persuaded of each other’s worth. – Robert Southey

Do you look at your customers as friends? And do they see you as a friend? And what is your definition of friend? Well, the dictionary describes a friend as a person you know well and regard with affection and trust. But as it relates to business, I have another definition. I believe a friend is somebody you care about so much that you feel you OWE it to them to keep them informed of the latest products and services you offer. Because if you truly believe in the benefits of what you sell, wouldn’t you FIRST want your friends to know about it?

But unfortunately, the word “friend” has been distorted by countless salespeople who believe that if they try to present too many new solutions to a “friendly” customer, they will suddenly stop being their friend. On the contrary! Because by delivering value to your “buddies” you will create friends for life. And your friendship will be built on a foundation of service, not a foundation of knock-knock jokes, indifference and sales guilt.

So this week, don’t forget that while many of your customers make you feel like you are part of the team, your friendship is NOT what they are paying for. They are paying for your professionalism, your knowledge, and your ability to match their needs with the perfect solutions. Keep selling them products and services that make their life easier, more efficient and more profitable and you will create value-based friendships that are nearly impossible to break.

President of Kansas City-based PRECISE Selling, Brian delivers seminars and Internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes.  He also hosts the radio talk show Entrepreneurial Moments, a show dedicated to personal and business development. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

This week I was given the job for the day as CLHO (Chief Library Helping Officer) at my five-year-old daughter’s school. After completely screwing up scanning books in and out of the “system,” and getting countless dirty looks from the Mrs. Crabapple, I settled into my chair.

Mrs. Crabapple grabbed a book, told the kids to circle around and began reading. After each page she would ask the children a question about the page, and each time every child raised their hand to answer the question. But a funny thing would happen when Mrs. C. would point to a child to answer the question. Only about half the time were the kids ready with the answer. The other times the kid called would just stare blankly ahead, surprised he or she was picked, and then wait until another kid jumped in.

I began thinking how this relates to us in business. How many times do we raise our hands, put our name in the hat for a new position and seek more responsibility, but when the time comes to step up, aren’t prepared to answer the call?

This week, think about your value to your organization. Are you ready for the next step? Are you waiting for somebody to call your name? If so, you need to prepare now, so when you are called on, there is no blank stare, no hesitation, and no sign that you aren’t ready with the answer. And here is the answer you will deliver:

• Attitude and enthusiasm that shows you have the energy to lead
• Open-mind to innovative ideas
• Ability to think creatively
• More knowledge than anybody in your department
• Repeatable skills that show you can be a consistent performer
• Hunger to be the most valuable asset to your organization

Spend at least 60 minutes each week through the end of the year working on these qualities and skills. And when CEO Crabtree is in need of a leader, you will be the first to raise your hand, the first to answer, and the first to perform at the highest level.

Brian Sullivan, CSP teaches salespeople how to become famous in their industry. Download his free iPhone App by going to www.preciseselling.com. The App contains dozens of specific lessons that you can use everyday to help you perform at the highest level.

Apple CEO Steve Jobs said,

“Here’s to the crazy ones, the misfits, the rebels, the troublemakers, the round pegs in the square holes … the ones who see things differently — they’re not fond of rules, and they have no respect for the status quo. … You can quote them, disagree with them, glorify or vilify them, but the only thing you can’t do is ignore them because they change things. … They push the human race forward, and while some may see them as the crazy ones, we see genius, because the people who are crazy enough to think that they can change the world, are the ones who do.”

Steve Jobs lived his life this way. He didn’t only change a company, he changed the world. And the legacy he left us after he lost his battle with cancer is that thinking differently is the easiest way to impact the world. So this week, be crazy! Don’t look for the obvious solution. Don’t deliver that sales meeting like you always do. Don’t serve the customer in a way they would easily forget. Don’t lead your team without passion.  Be creative, fun and crazy. And in the end, you will push the human race forward…just like Steve Jobs did.

Brian is the author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Let’s share business ideas by joining the PRECISE Performance LinkedIn Group. Search PRECISE Performance in Groups. www.preciseselling.com.

Is your company or product too good to be true? When you deliver your sales presentation, do you talk about all the benefits and hide from areas you fall short? Next time as you deliver your benefits, tell the customer about an area or two where you are NOT perfect. Why? Because your prospect will believe your benefits even more by doing so.

For instance, an advertising agency did a test on two products. For the first product, they mentioned they were better than the competition in three of five areas. The second product was said to be superior in all five areas. You might be surprised to hear that the ad that mentioned it wasn’t absolutely perfect was the one that performed better. Surprising? Yes. But think about why it was the case. People want the truth. They don’t want manipulation or half-truths. If they get a “too good to believe” story, they will go out on their own and discover the areas you aren’t perfect on their own. Uh-oh…there goes your credibility.

So this week, keep it real. Be the salesperson that gives them everything they need to know. If your company or product isn’t as good as the competition in one or two areas, but blows the competition away in others….great! Sell your benefits with passion, and your shortcomings with integrity. In the end, you will develop the trust you need to create customers that will keep calling YOU for the truth.

For the truth about getting to the top of your sales profession, visit Brian Sullivan, CSP at www.preciseselling.com. We aren’t the largest sales training company in the world, but nobody delivers custom sales and leadership courses that produce top performers like we do.

(Managers Exclusive)

In the mid 90s the company I worked for asked me and two other associates to put together a new sales training program to be rolled out to the entire organization. I believed in the material in this program and felt that it was vital to the continued success of the company. After being promoted to Regional Sales Manager, I felt more sure than ever that it was my duty to make sure every employee I touched communicated effectively. The only problem was that while I was jamming the program down their throats, I was breaking every communications principle I was teaching. The more I “sold” the program, the more people felt like they were being sold.

Then one day, as my frustration reached a peak I sought out one of the most respected leaders in the company, a fellow named Dave Reddig. I approached Dave with this, “Dave, why the hell are people so resistant to the program? Don’t they understand that it will make them better?” Dave responded with, “Brian, how do you think people feel when you sit in that car seat next to them and tell them all the reasons why this program is so important to the company, without ever really finding out what they think about it?”

It was that day I realized that leadership is sales. The same skills needed to engage a customer are the same skills needed to engage an associate. It’s not about telling the “customer” what they need to hear. It’s about using your greatest weapon of influence to move people towards you. That weapon is…QUESTIONS.

Why Ask Questions?

1. Questions Get Them to Tell You What They Want and Need

Average and below average leaders TELL the people they are leading what they should want and need. The PRECISE Leader instead asks the employee what they want and need, and then delivers their coaching focused on fulfilling those wants and needs.

2. Questions Isolate Real Issues from Bogus Ones

Average and below average managers spend too much time solving the wrong employee issues. They make too many assumptions as a result of asking too few questions. As a result, they deliver the wrong feedback and coaching. The next time an associate comes to you with an issue, FIRST understand that the problem he is coming with is NOT the real issue. There is another one that is waiting for YOU to uncover. Be patient, ask more questions, and you will uncover the problem BEHIND the problem.

3. Questions Reduce Resistance

How do you feel when somebody is telling you what to do? Do you stand firm and keep your walls up? Do you have a tendency to be skeptical of what that person says to you? Remember, statements cause resistance.  Questions, on the other hand, allow others to express themselves. When their lips are moving and yours are not, the “coaching” environment changes.

4. Questions Make Employees Feel in Control

People feel in control when they are talking. When you ask questions of your employees, you are inviting them to talk. The more they talk, the more in control they feel.  The more in control they feel, the more comfortable they are, and the more willing they will be to bring down the defenses that make it difficult for you to do your job.

5. Questions Give the Leader Control

Lawyers are notorious for manipulating their witnesses with questioning techniques. If you had the opportunity to watch some of the infamous Casey Anthony case, you saw how good some attorneys are at subtly “leading” a witness. The key word here is subtle.  The most successful attorneys are ones that empathetically question their witness, get them to share information, and then help lead them to the attorney’s predetermined conclusion.

6. Questions Get Them Fired Up

When great leaders, speakers, and motivators want to get their audience fired up, they do it by asking a question that demands a response.  Evangelical ministers are masters at using questions to stir emotions in their congregations. If you ever have attended one of these services or have seen one on TV, you know that when the pastor asks, “Can I get an amen?” The response is usually a resounding, “AMEN.” If that pastor wants to stir just a little more emotion, he will ask again. “I said…could I get an AMEN!” If he has to ask twice, watch out, that second amen will blow the doors off heaven.

7. Questions Allow Employees to Sell Themselves

Leader:            How do YOU think we can make the team more productive?

Employee:       Well, I really think it would save us tons of time and …

Your employees can sell themselves even better than you can sell them…if you let them.  Ask them a question that allows them to tell you how and why something can be improved. And watch how their conclusions are often exactly what you were thinking and feeling. But because they “thought” of it, they own it. And if they own it, you don’t have to “sell” them on anything…because they sold themselves.

8. Questions Prepare Them To Sell to Others

While you may be the leader of your team, there are Captains that make up the team when you are not around. These Captains often carry major influence with the team and are extremely important in the successful implementation of your message. Make it a habit to ask them questions that will better prepare THEM to deliver YOUR message when you are not around.

Leader:            “Mike, what part of our solution do you think will resonate most with the team?”

Captain:          “Well, while I think they may initially be skeptical, I think if we remind them how it will make our lives easier, they will buy into it.

Leader:            “Mike, how do you think it will make our lives easier?”

The more the Captain talks, the more he is selling himself. And don’t be surprised if he gives a better rendition of the presentation than even you!

9. Questions May Get You Better Answers

A common mistake amongst rookie managers is that they believe that they have been given a leadership role because they know more then the next guy. That may be the case; it may not. So don’t assume you know the best way to handle everything. Believe, and expect that the person or team you are coaching has input that you never considered. By believing that the person you coach is as smart as you, you will be more inclined to ask more and deeper questions.

10. Questioning Yourself Will Give You Confidence

Confidence is essential in communication, and the first person that needs to be sold on an idea or corporate directive is you.  So before you ever enter the team meeting or individual coaching session, ask yourself the questions that your employees might ask you.  Play devil’s advocate in as many ways is possible.  If you don’t have the answers to your own questions, find them.  Once you are able to answer most of your own questions, you will then feel more certain in your mission.

So this month, stop making so many statements and start asking more questions. By understanding and using your greatest weapon of influence, you will no longer be a  Supervisor, Manager, Director, VP or CEO. You will now be called Leader by the people who matter most.

Brian Sullivan, CSP teaches salespeople and leaders how to influence more people in his PRECISE Business Development Programs. Sign up for a FREE Online Training Module on How to Become a Master Questioner by going to www.precisesellingonline.com.  Or visit him at www.preciseselling.com.

One of the easiest ways to increase your business is to increase your number of referrals. Studies show that your close ratio increases from 10% to 60% when you are referred to a prospect. So when should you ask for referrals? The short answer is…more than you do now! And doing so should become a habit. If you are doing a great job for existing clients (and I know you are), they will have no problem helping you grow your business. But they won’t be chasing you down the hall begging you to take the names of their associates who can use your help. Below are some referral tips that will increase your sales funnel and lead to more and easier sales.

• Ask your top 20% of clients if they are happy with your service. Then ask them if they know of anybody else in their company or industry who they think can use your service. (too easy)
• Give to receive. To create enthusiastic referrers, give enthusiastic service and value. They will only refer you if it will make them look good to the referred.
• Use LinkedIn- If you haven’t gotten on board yet, it’s time. Once you link up with a good chunk of your happy customer base, you will be able to use LinkedIn to see who they know. This will help you target referrals through the system. Dedicate 10 minutes each day building your network of referrals on LinkedIn.

So this week, make it a habit to seek out referrals.  And watch as those relationships you worked so hard to build, help you take your business to the top.

Hurry up and sign up for Brian Sullivan’s free 7 part Video Sales Series that will teach you how to steal customers, sell more to current ones and discount less by going to www.preciseselling.com

Salespeople have been taught for generations that their job is to find the prospect’s pain and then provide a solution. But what happens when the prospect has no pain? Does that mean you can’t sell to them? The answer is…NO!

For example, last week I planned on placing a product order from a company I usually do business with. They have always created a good product and provided acceptable service. So why did I FIRE them and choose another vendor? I did it because a top performing salesperson proved he wanted my business more. He consistently called on me. And when he did, he didn’t search for pain, instead he searched for things my vendor did well and promised to do them better. The mistake my current vendor made was to assume that because I never complained, they would always get my business. Wrong assumption.

Here are the lessons from this experience:

• Consistently reach out to prospect’s whose business you want. And when the other supplier gets complacent, you will be there to win.
• Don’t assume because there is no pain, you have no chance.
• If you own the business already, you better work for it. Regularly ask, “What are we doing we should keep doing? What are we doing we should stop doing? What aren’t we doing that we need to begin doing?”

So this week, make a list of your best customers, tell them you love them, and ask how you can do even better. Then go steal the business from the countless complacent salespeople that believe “no pain/no change.”

Sales Coach and Business Consultant Brian Sullivan,CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Sign up for his free 7 Part Video Series on Sales and Negotiations at www.preciseselling.com.

Is that iPhone or Android you are holding in your hand right now taking control of you? What about your laptop? Well let’s start with a quick question. What is the first thing you do in the morning when you get in the office…or kitchen for that matter? Do you kiss your phone even before you kiss your spouse, kids or dog? To prevent electronic communications technology from ruling or even ruining your life, do the following.

1. Schedule social media and email time and stick to it. Before social media and email the only interruptions we had throughout the day were co-workers barging in the office door. The way to prevent that was to…shut the door. Now you have to do the same with your social media and email. Shut the door and only open it two times a day. And dedicate no more that 15 minutes if possible. (Time savings-1.5 Hours)
2. Honor the Social Media Sabbath. Pick at least one day during the weekend to go E-FREE. You will get several minutes back that can be spent on better things…like cleaning the garage! (Time Savings 1 hour)
3. Don’t Bring Facebook or Cell Phone to Dinner. Instead, talk to the face in front of you, and then get reacquainted with that little book on the table called a menu.  (Time Savings- 2 Hours of Apologizing)

By following these tips, you can get back 5 or more hours each week, which accounts to 10 days a year! That’s two work weeks of bonus time that can be spent prospecting for new customers, reading that recommended business book, or just hanging out with your #1 customers…your family and friends.

Brian is author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. To learn more, go to www.preciseselling.com.