Archive for June, 2006

Leaving Las Vegas

Monday, June 5th, 2006

I’m at the airport, at the gate, about to head home.

Two announcements come over the loudspeaker.

“Will passengers (three names) please come to their gate? The door is about to close for our Denver departure.” My gate agent explains how people jump on the slot machines right by their gates and lose track of time, location and, of course, their money. They then miss their flights, gates 75-100 feet away.

The next announcement:

“Will the gentleman who left his false teeth and hearing aid on the counter, please return to the men’s room? If you can hear me!”

You can’t make this stuff up.

So here’s your sales thought from my final moments in Vegas…

Where are you? What will you be doing, right after reading these notes?

Keep your focus and you won’t spend your selling life wondering where you are.

With a client? Remember where you are and your purpose for being there.

Working on lead generation at the office? Do it, until you’re finished.

Taking time to get better at your profession? Sharpen the ax and go put your learning into play.

Keep your focus.

Selling is a Gamble in Las Vegas

Sunday, June 4th, 2006

I’m at the Venetian Hotel in Las Vegas where the largest jewelry show in the country is going on.

Nobody needs what they’re selling.

Think about this: Salespeople are selling manufactured products, raw diamonds and precious stones to retail salespeople who will sell you a $3 million dollar necklace or $30,000 watch. I stood at one booth that had $50 million dollars in stones on display.

My brother (who works in the diamond business) described how affluent buyers buy expensive jewelry in a tough economy – they do it to feel better. Then they buy in a good economy to reward themselves.

How badly does your prospect need your product or service? Very few of us sell something that is as opulent and expensive as high-end jewelry.

And I’m not discounting the emotional sale that is attached to buyers’ feelings about the spectacular products lighting up the trade show floor here. Let’s look at what you sell.

Chances are (oops, Las Vegas language creeping in) your prospects really do need what you are dealing.

Believe in the value of what you sell. Believe in the problems you solve and the benefits you offer. Do you believe that your sales job is much easier than that of the retail rep who has to sell this $3 million dollar 30 carat center-stone yellow diamond necklace?

Sometimes it’s nice just knowing as tough as your selling might be, others are having it harder than you.

Benefits of Porky Pig

Friday, June 2nd, 2006

For forty years sales reps have been struggling with how to sell benefits as opposed to pitching features.

Here’s a quick, easy way to know you’re using benefits and using the strongest possible language to offer optimal motivation to buyers – with our great thanks to cartoon star Porky Pig.

When you use a word or words to describe your offering, add the phrase “so that…” and expand on it. For example;

We have the best cell phone coverage in the country “so that” you are always connected. Keep adding “so that” to this next phrase until you can’t explain further. When you finish, it’s “So that’s all folks!” ala Porky Pig. Let’s see this in action.

We have the best cell phone coverage in the country

“so that…”

you are always connected

“so that…”

you never miss any calls

“so that…”

you can attend to everyone who needs you

“so that…”

you’re perceived as a true professional in your business

“so that…”

you close more sales because everyone wants to work with a pro.

“So that’s all folks!” Thanks, Porky!

You get the idea, go play with it at your next sales meeting.

But don’t eat bacon for breakfast beforehand.