Fantasy about your skills?

August 10th, 2006

News of the Weird (www.newsoftheweird.com) reported in 1996 on the eccentric, but legitimate contracts sold by British insurance executive Simon Burgess, e.g., the policy that would pay the then-equivalent of about $160,000 in the event the insured were abducted by an alien, with double indemnity if the insured were also impregnated (and since alien powers are unknown, male pregnancy was covered, as well).

In June 2006, three sisters in Scotland revealed that they are renewing their 6-year-old policy from Burgess that would pay them the equivalent of about $1.84 million in the event any of them gives birth to Jesus Christ (should he return), to cover the cost of raising him. [BBC News, 6-22-06]

Okay, sales earthlings of our planet, are you fantasizing about your selling skills?

Or, will you make a real life appraisal of who you are and go get help?

If you want an out of this world sales performance, you’ll have to find a mentor, buy training or work harder, but leave fantasies for light reading away from your sales life.

Guns & Gestures

August 9th, 2006

23% of motorists that carry a gun in their car in the US make rude gestures through their windows compared to 16% that do not pack a firearm in their vehicle.
Ref: New Scientist (UK)

I published a sales horror story a few years back about a guy who, on his way to a sales call, angrily flipped off another driver. You can guess the ending. He arrives at the appointment to meet his road warrior opponent across the desk.

We do not, you do not lead anonymous lives.

Whether you believe there’s a God watching you or not, you are always being observed.

Note this; men and women of integrity act with integrity, EVEN WHEN NO ONE IS LOOKING.

Who are you when you are alone? Are you someone that everyone could do business with?

Be honest with yourself first and that respect you show you will reveal itself in your business life.

Personalized petals

August 4th, 2006

Speaking Roses is a florist with a difference. The company prints personal messages and even images on roses, flower and plants. Ref: Aquarius (UAE)

Ooh, flowers are very nice gifts. Aha! Wow! Now flowers are spectacular gifts.

Customizing your customer approach is smart because it can make them feel special, even spectacular.

In fact, Harvey Mackay’s book Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition tells you to collect data on your prospects, in order to do just that – honor them by showing them you are interested in what they are interested in.

How to do this? Ask assistants for help, Google them for association and volunteer data, just do some digging, then customize your communication with prospects.

Your selling results could just come out smelling like roses.

Cow, Tree, Branches, Your Brain

August 3rd, 2006

In April, a dead, decaying cow got caught on a tree branch at a dam near West Milford, W.Va., and remained there for “several weeks,” according to an Associated Press report, grossing out neighbors, while five government jurisdictions declined repeated requests to move it. It was outside West Milford city limits; the state Department of Natural Resources handles only wild animals; the state Environmental Protection people found no ecological danger; the state Agriculture Department called it a local issue; and a regional Water Board also declined. Finally, on May 13, workers from the state Division of Highways, along with local volunteer firefighters, removed it. [ABC News-AP, 5-15-06]

Within the tree branches of your brain are lots of excuses about sales performance.

Bad prospects, bad timing, bad product, bad economy, bad boss, bad sales training, bad ?

As you attempt your climb to the top and outperform reps with whom you compete, you’ll have to ignore all the bad, rotting branches and focus on the good.

Excuses debilitate you, so you’ll want to focus on everything good you can – this builds up the branches of your brain and nourishes healthy thinking.

Good prospects, good skills, good products and more.

Trim excuses from your life and water your performance with a positive outlook.

Like a healthy tree, you’ll grow in both skills and income.

Single Sales Tip

August 2nd, 2006

Being single is really a drag. You wash the dishes, make the bed, clean the condo. Then a month later, you have to do it all again.

Hey salesman, hey saleswoman – what are you putting off that you should just get down to and do?

Completing activities that we procrastinate about can be a huge relief when they no longer hang over our head.

So go wash the dishes off your desk and clean your sales house – to sell smarter and faster.

Ads on Airline Barf Bags?

August 1st, 2006

US Airways to place ads on barf bags…
http://www.cnn.com/2006/TRAVEL/07/19/air.sickness.bags.ap/index.html

Imagine the possibilities!

When someone onboard gets sick, they immediately think of you!

When a bored passenger digs into his seat pocket, they’ll discover you!

When the cleanup team cleans up a plane, your “bag o’ literature” gets trashed!

Great guerrilla marketing concept, poor execution. Just because a blank surface exists, doesn’t mean it needs to be cluttered. Next thing you know they’ll be painting signs on the surface of the ocean.

However, how creative can you be in finding ways to gain exposure for your business?

Even bad ideas can inspire great ones. What pops into your head from the barf bag news?

Better yet, write us with some guerrilla marketing successes from your past.

Easter Basket

July 31st, 2006

(please, please do not tell my wife about this post)

It’s summertime and the kids often play in the basement where it’s cool. A favorite game of theirs is to dig out some Easter baskets with the fake straw, drop in their beany babies and act out stories.

So my princess bride, Wendy is down there cleaning up after the kids. I have accompanied her to watch. She reaches into an Easter basket to grab a small stuffed animal. As her hands close on the beany baby, she freezes, peers closely and begins screaming.

She screams her way up the stairs, one hand holding the basket, the other held out and away from her.

I’m moderately intrigued by this display and follow her up. I’ve never heard Wendy scream before. She’s won state tennis championships in high school and one of the reasons we get along so well is that her tough, athlete’s mentality is perfect to deal with me and my need or desire to play basketball every day of the week.

At the kitchen sink she is furiously washing her hands while doing those fast birth breathing exercises which come in handy except when you forget to do them during the actual birth.

There was no beany baby in the basket.

It was a dead mouse. Been dead a while actually.

It was covered in maggots.

Would you have screamed, too?

What part of your sales life is dying?

All the components of great selling are needed for longevity in sales.

What needs help or healing?

Lead generation, opening statements, followup, voicemail skills, closing?

Take the time to look at all the elements of your selling life. Find an area on which you need to build strength and begin the healing process.

Nobody buys from a maggot-covered rep.

Statistics (you’ve got to be kidding)

July 28th, 2006

On Thursday, July 20th, 2006 Chicago White Sox baseball player Jose Contreras became the first pitcher to lose back-to-back games – after winning 17 games – in 68 years.

Baseball must be the ultimate nerd’s sport with statistics to spout on every imaginable part of the game.

How about this one? Does someone track the locations of foul balls by stadiums and teams, in order to determine where best to sit and catch one? If you have that somewhere, please let me know.

So what do you track in sales?

Number of phone calls (total calls, times through to decision-maker, literature requests, appointments)?

Face-to-face meetings (closes, next steps, which of these jokers hides behind voicemail after promising to re-connect)?

Average contacts to a close?

Best lists to generate business?

Your numbers tracking can go on forever, but you do want to know your numbers, at least on some level.

What data is most important to you and how can you tweak it to get better results?

Not enough leads, better contact list needed.

Not enough times past the gatekeeper to the decision-maker, better motivational language needed.

Not enough money to take home, all of the above needed, and more.

What should you be tracking?

Ditching Your Cell Phone Contract

July 27th, 2006

Many folks don’t realize that they can drop their cell phone contract without paying a termination fee, which typically runs as much as $150 to $200 per line. All they have to do is find someone willing to take the contract over for its remaining term.

http://foxnews.smartmoney.com/consumer/index.cfm?story=20060713

The good news is networking can work for you outside your sales life.

Are you asking for help in all areas of your existence – not just leads to close?

People feel valued when you request help or opinions as you seek your own solutions.

Make a list of things that need fixing and start to find people resources that can give you solutions to those areas where your shortcomings exist.

Hiring Humor

July 26th, 2006

“I hear the bank is looking for a cashier.”

“Thought they just hired one a week ago.”

“They did. He’s the one they’re looking for.”

Do you know how hard and how many prospects are looking for your solutions?

How vigorously do you work to have potential customers be on the hunt for you?

Give ’em all a reason to track you down, just make sure they’re not coming with pitchforks and hanging ropes.