Archive for the ‘Uncategorized’ Category

Town Disappears!

Friday, September 22nd, 2006

ELKPORT, Iowa (AP) — Within days, tiny Elkport will be wiped off the map.

It’s rare that a 150-year-old community disappears, but the heavy rains that caused Elk Creek to swell and breach its dike in May 2004 were anything but ordinary.

Within hours, the northeast Iowa town was consumed by floodwaters that left homes under as much as 15 feet of water, prompting a disaster declaration by President Bush.

“Never in my life did I think we’d get flooded the way we did,” said Roger Bolsinger, Elkport’s 56-year-old mayor. “The only thing we could do was get people out of town as fast as possible.”

The northeast Iowa town has been deserted ever since.

What if you as a salesperson could make anything disappear? Anything! Bad prospects, horrid managers, caller i.d., the word “NO.”

And would you be satisfied if “it” simply faded away or would you like it to explode in a dramatic fashion, showing the world your power, while showering other salespeople with the benefits of your ability?

If you think about this, you really can make things disappear.

Learn to recognize bad prospects and avoid them.

Don’t work for horrid managers, go somewhere else. But it might even be easier to stick around, do more than your job and ignore the joker.

Clients wouldn’t react to caller i.d. by hiding from you, if you had a better relationship, right? Treat them like family (the good members, not the other ones).

Finally, NO is a good word. You don’t want to get rid of that. Good reps love “no,” it helps them move on.

The point of all this is that you have more control over your life, and over others, than you realize.

If it takes a flood to finish off a whole town, you should be delighted at how easy you can wash away the things that annoy you. Take control – today.

Surfin’ & Sellin’

Thursday, September 21st, 2006

If you were in South Africa recently, you might have seen 73 surfers — ages 7 to 67 — ride the same wave for five seconds and break a Guinness Book of Records best of 44 people in Ireland.

Surfing Selling

That’s total teamwork. But in selling are you really “on a team”?

You compete with yourself long before and much, much more than you compete with your peers.

Even before you match wit, strength and pricing with competitors, you compete with yourself.

How many more calls can you make each day (in person or by phone)?

Can you cut out some time-wasters during your selling hours?

Stop competing with yourself. Start focusing on your performance.

Surf solo, surf smoothly, surf swiftly. Forget the team for one week and see if you don’t set some personal Guinness World Records of your own.

Selling the New James Bond

Tuesday, September 19th, 2006

The controversy over actor Daniel Craig taking the role of James Bond has reached epidemic proportions.

Traditional Bond fans are sick of the idea of a blonde Bond. They see Craig as a wimp. He runs like a girl claim many macho fans and it was leaked that he chipped a tooth while filming a fight scene. There’s even a rumor that his next film will have him with a male love interest – CIA counterpart Felix Leiter. This is James Bond?

So it’s no surprise that an anti-Craig website is getting massive attention:

Here’s the truth of it all. The creators of the Bond films decided to go back to the beginning, to create a new character, in essence re-writing the origins of the world greatest super spy.

By doing this they revive their brand. Everything that springs from Daniel Craig’s personification of Bond is now new.

How does this idea sound to you? How does it sound FOR you?

Do you need a new you?

Go back to roots of your sales life. Remember the emotion packed into those early year?

Passion for a new job mixed with confusion about handling prospects. Learning about the sales life was critical to surviving.

If you could rewind your life, return to re-create a new you, what would it look like?

What would you change, fix, do over? What would stay the same?

Selling can be an exotic existence. Fascinating characters, expensive cars, remote locations, good prospects and evil ones.

Sounds a lot like the life of James Bond.

Revisit your roots, re-discover the reasons you got into sales, and renew your passion for our profession.

Skier’s Anonymous

Monday, September 18th, 2006

Since I grew up going to the beach, I can’t relate to this like my midwest friends, but a Skier’s Anonymous Club has been formed.

If you get the craving to ski, they send someone over to break your leg.

Almost every successful sales professional has a someone like this.

Someone to shout “STOP” when your behavior is becoming destructive.

Someone to shout “GO FOR IT” when you behavior is right on track for success.

It’s all about accountability.

Do you have someone who cares enough about your future to serve you this way?

Find an accountability partner. Use this person after you return from a conference or read a book or want to debrief after good or bad sales calls.

They might visit or handle you by phone, but either way, this key person in your life can be anonymous to the rest of your world, while helping smooth your path as you ski through the mountains and valleys that come with a life in sales.

Accountability. You got it?

Door to Door Salesman

Friday, September 15th, 2006

A guy is working a neighborhood selling and he rings the bell of a beautiful suburban home.

The door opens, revealing a nine year old boy who is puffing on a long, black cigar.

The shocked rep tries to cover his amazement, asking, “Uh, good morning sonny. Is your mother home?”

The boy removes the cigar from his lips, flicks off some ashes and says, “What do YOU think?”

Great sales reps can be identified simply by their ability to ask outstanding questions.

Questions that make you look dumb or appear to be asked as part of a memorized script will only generate disdain for people in our profession.

How are you doing? Asking questions that dig deep into identifying prospect problems?

Or are you pleading for information with words that you’re embarrassed to offer?

Write down insightful inquiries to ask. Or better yet, talk to someone who is truly successful in the business and get this mentor to share his or her potent queries.

When you nail down some great questions, and you see how well they work, it’s then time to treat yourself to a fine cigar.

They’ll never Watch another Movie

Thursday, September 14th, 2006

Weird disorders in the news recently included prosopagnosia, the inability of a person to remember people by their faces, even one’s immediate family. Researchers will soon declare that prosopagnosia (which also, obviously, inhibits sufferers’ ability to enjoy movies) is less rare than previously believed, according to a June Boston Globe story. [The Mirror (London), 7-4-06] [Boston Globe, 6-14-06]

Memory is critical to sales success.

Unfortunately, failed memory skills are directly related to contact managers and other electronic versions of our brains.

Great conversationalists recall the little things that touch another person. These include those references to personal experiences, likes and dislikes and other bits of information that don’t always go into the notes section of your database.

Build up your brainpower by memorizing favorite film lines, poems and songs. Tthe ones you already know don’t count. You should refresh your mind somehow daily.

Strengthen that brain and the daily movie that is your selling life can have many more happier endings.

DNA tourists

Wednesday, September 13th, 2006

Tracing where your family came from by looking at registrars of births, marriages and deaths is so old school.

If you want to find out where your ancestors came from several thousand years ago you need the services of a company like DNAPrint who will track you back to ancient civilisations and migration patterns. Ref: The Times (UK)

Okay, sales pro – where can you trace the origins of your business?

Referrals, marketing leads, personal prospecting?

Understanding the roots of your past is a great way to know the potential of your future.

What are you best at when it comes to acquiring sales? Do you need to create a chart of ancestors – companies and individuals you’ve closed – who can lead you to relatives that might also buy?

Build a strong family tree and your future will look very green.

Do you Hate this Closing Trick…

Tuesday, September 12th, 2006

as much as I do?

A clothing store has a sign in front. GOING OUT OF BUSINESS SALE!

In small letters beneath is a note: “We reserve the right to stay in business if the sale is a success.” (thought I’d toss in a little joke)

Recognize the trick, though? Buy today, buy immediately! It’s the old “Impending Event Close.”

If you don’t buy right now, circumstances will change and you won’t be able to get the goodies.

Manipulative and deceptive.

Your prospects and customers know there is always going to be another sale. They don’t like being pressured to decide right now. And you are training them to either buy at a discount or to not believe you when you make a special offer.

Can you avoid this tactic? If you use it, your credibility is at risk.

Holy Cow! Special Forces Use Bat Wings to Fly

Monday, September 11th, 2006

It’s getting that bizarre, unique inventions are rarely a surprise. Here, an individual can strap on wings and fly over the enemy.


However, any soldier (without a fear of heights) can’t qualify to use this device. Only special forces, the elite of the elite, get to train and gain a tactical advantage with this amazing tool.

How do you categorize your sales skills, your performance?

Are you a soldier? Or are your skills so beyond ordinary that you’d qualify for sales special forces designation?

It’s too much fun to be the best. Why not work to attain that superior level of firepower and don’t be surprised at the recognition and opportunities that land in your path.

We all want to fly. It’s just that the top 5% get to, while everyone else stands – ground bound – and watches.

The good news is you get to choose how good you can be. Your call!

Career Gambling (not a true story)

Friday, September 8th, 2006

Years ago, I read a fascinating book – Thirteen against the Bank by Norman Leigh.

In the story, the author decides to take revenge on a famous casino in Monte Carlo. The place had bankrupted and humiliated his father. He puts a team of ordinary people together and teaches them his roulette system, effectively making gamblers out of everyday citizens. They have different responsibilities for each spin of the roulette wheel, and, regardless of how the ball bounces, will share the winnings equally.

I was intrigued by the system, so I went to visit my father at Abbott Laboratories. Dad might be the best programmer on the planet. A ’55 graduate from Cal Tech, he did the computer work on the un-manned space launches and, in the 1960s, wrote software to protect the environment for (or from?) Shell Oil refineries – still in use today.

I had my father write a program to simulate 100,000 spins of a roulette wheel, using each of the gambler’s moves (the outcome of the spin affects each team member differently).

It took about 5 seconds on this massive computer to re-create 100,000 spins and the results of six players’ individual bets. Results weren’t even close to making money. We ran it again – 100,000 spins, several times, same outcome.

I then had him invert the program, that is reverse the logic revealed by Leigh’s system. Maybe, I figured, the author was altering his strategy to hide the real method.

Back to the computer, back to the same results – nothing that amounts to winning money.

So good story, fun reading; and since NUMBERS DON’T LIE, it’s false. Never happened.

Numbers Don’t Lie.

How well do you know your selling numbers? We’ll look at more of this later, but some factors to consider calculating might be closing percentage, opening percentage! (how many people you qualified or disqualified to decide whether to keep selling), time spent on selling activities during the day, rather than admin work, value of a sale (go for bigger?).

All these factors can focus you on what best to keep doing and what best to change. So know your numbers.

Numbers Don’t Lie.