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SalesGrowth MD, Inc. | Denver/ Englewood, CO

Sales Training Denver

LinkedIn is a powerful prospecting tool. That fact is beyond a shadow of a doubt.

What IS somewhat in doubt is exactly what that means in terms of how it is used. My personal position is that LinkedIn is great for identifying potential leads, getting introduced to those leads, and nurturing an online relationship.

My first job after college was working as an undercover detective for 5 years. Little did I know at the time that the principles I learned working undercover would still be the fundamental underpinnings of what I teach salespeople to this day.

At the time I knew nothing about the Limbic System, Reticular Activating System, or any of the physiological reasons behind my primary tactic for “selling myself” in an undercover role. All I knew was that if I could get people to like me, they eventually trusted me and that led to success as an undercover detective.

I frequently ask senior leaders and owners of client firms how they prefer to buy or be sold.

I ask them questions like 1) How do you feel when you pick up your phone only to find it is a salesperson on the line and do you respond favorably to their call? 2) How do you respond to strong closing tactics? 3) How do you like it when sales people are aggressive and use obvious sales “moves” to try and keep you in the sales process? And other similar types of questions.

Every salesperson lives for the thrill of the closing the deal. That magical moment when you realize the sale is going to happen is one of the greatest experiences for professional salespeople. It’s what keeps them going through the all-too-frequent rejections.

Remember, though, the lyrics from the classic Kenny Rogers song, The Gambler: “You’ve got to know when to hold ‘em, know when to fold ‘em, know when to walk away, and know when to run.” The song was about poker of course, but that advice can be applied to sales situations as well.

What are your personal and professional limitations? What are you truly capable of if you just stretch a bit further?

The sad reality for most of us is that the majority of our limitations are self-imposed. Our true limits are almost always FAR beyond where we think they are.

The reason for this is what we call “head trash” and, trust me, we ALL have some. Our head trash is usually the result of self-limiting beliefs that, in many cases, have been in place since early childhood.

I don’t think many people in professional sales, or any profession for that matter, would put up too much of an argument to the idea that the way we buy has changed. The internet, social media, more sophisticated methods of advertising, and many other factors have driven this change.

 

 

With apologies to Paul Simon, there are countless books filled with newer, better, and numerous ways for salespeople to “close” a sale.

I once did a training engagement for a firm that had previously required their sellers to “close” a MINIMUM of 15 times before leaving an appointment! Seriously? That isn’t selling it’s more like a high-pressure exercise in pissing off prospects.

According to Alex Baldwin's character in the movie "Glengarry Glen Ross" you should ALWAYS be closing. That, my friends, is old school hog wash.

I can’t tell you how many times I’ve heard a question similar to that. “The prospect seemed so interested when we spoke. They just wanted to think it over and asked me to follow up in a week. I did as they asked but then the prospect went dark.”

If you are involved in business development, at any level, ask yourself this question. What elements of converting a lead to a prospect and ultimately a customer do I absolutely control?

One of the most impactful Ted Talks I have ever seen was a presentation called "The Happiness Advantage: Linking Positive Brains to Performance" by Shawn Achor.

The presentation is about 6 years old but it is just as relevant today as when it was originally recorded. Check out the link above to judge for yourself.

One of the reason I love the talk is because of a key point Shawn makes which is especially true for folks in the selling profession. We are often conditioned to associate the achievement of sales goals and targets with the attainment of happiness.

In research by the University of Mississippi it was found that groups who preceded solving puzzles by asking themselves “can we solve this” outperformed the groups that told themselves “I can solve this” by 50%. In another experiment one group of participants were asked to write “I will” 20 times before solving a problem and the second group was asked to write “Will I” 20 times before solving theirs. You guessed it; the “Will I” group solved almost twice as many puzzles. It is great to be positive but the process of asking yourself “Can we do it”, like our friend Bob the Builder, actually causes your problem solving ability to kick into high gear.

Don't "fall asleep" in how you are dealing with your super star sellers. Elite sellers are a special breed but even the elite have needs from those charged with management.

All things being equal, people buy from people they like and trust. All things being unequal people STILL prefer to buy from people they like and trust.

The power of being likable in sales is a huge and undeniable advantage. Anyone who tells you relationships don’t matter anymore in selling is either delusional or misinformed.

Tell the truth, didn’t you just envision the guy from the Dos Equis commercial? I LOVE those commercials but even though the spots are clearly designed to be funny they illustrate a very common misconception. The misconception is that whoever has the most interesting stories, life, etc. is obviously going to be able to hold the attention of others as “The Most interesting Person in The World.”

A successful business depends on a successful sales pipeline, one that projects and produces accurate results. Unfortunately, many sales pipelines operate more like a clogged drain, with many of the same prospects, proposals, and “sure-fire” deals sitting in the same place month after month. These stagnant deals lead to inaccurate sales projections, and if left unmanaged, could result in lost jobs and even failure for the entire company. If your pipeline is clogged, follow these steps today to unclog your sales pipeline and get it flowing with accurate deals again.

For every Mark Zuckerberg “overnight success” story there are many more like Walt Disney. Walt started his fledgling film company “Laugh-O-Gram” in the early 1920’s, successfully secured financial backing, and added a staff of animators. When a big deal for his films fell through and his financial backer failed Disney couldn’t pay his people and was forced to file bankruptcy. Walt barely had enough money for a bus ticket to Hollywood where he continued to chase his dream by starting over. The second time around Walt’s fortunes turned thanks to an animated mouse named Mickey and the rest was history. What if Walt had viewed himself as a failure after his first entrepreneurial endeavor ended in bankruptcy? The world would have never had Disneyland or any of the classic family films Disney produced over his iconic career and now well beyond.

In this blog Chuck Terry presents the case that the most effective way to be a successful seller is to stop trying to sell in the first place. Read the rationale behind the non-traditional approach to selling as set forth by Sandler Training.

Are your sales professionals using a sales process to deliver consistent results? Their is a distinct difference between knowing a sales process and fully implementing it in every sales encounter.

Many salespeople put far too much pressure on themselves to close every prospect they speak to. You might ask; “isn’t that their job?”

The answer would be; “absolutely NOT!”