Sales & Service Tip Of The Week

“Negative information has twice the impact of positive information on purchasing decisions!”  That’s right!  Did you know that dissatisfied customers tell an average of ten other people about their bad experience, while satisfied customers will tell an average of five people about their positive experience?  It’s all about choosing your attitude when you show up for work.  Keep your personal problems at home and be positive when interacting with your customers.  Allow your P.R.I.D.E. to shine through along with your willingness to serve and your customers will thank you for it.  Remember, People Really Interested Deliver Excellence.  How do you "choose your attitude" when you go to work?

Sales & Service Tip Of The Week

“People buy from people they like.”  Have you ever heard this before?  Well, it’s true!  Think about it:  Do you always get your haircut at the same place?  Go to the same dry cleaner, drugstore, bank or gas station usually?  Customers like to shop or buy in similar surroundings, where they know what to expect and appreciate being recognized.  Don’t you?  So remember, to the customer you are your company.  You make it happen.  Don’t blame others or make excuses when things go wrong.  Serve each customer as if you were in your own business.  It is YOU, INC. that the customers come to know and ask for help to solve their problems.  Catch this entrepreneurial spirit and watch your sales grow as your customers keep coming back!  What "war stories" can you share where the relationship "swung it" your way?

SALES TOOLBOX CONTEST - Enter Your Name Here

Please enter your name, company name, e-mail and phone in the comments section to enter to win a Sales Toolbox by December 15, 2012...

Pierce Manufacturing Celebrates 100th!

I just came back from a memorial event over the weekend in Green Bay, WI.  Pierce celebrated their 100th Anniversary with a huge kick-off for staff, dealers and over 60 vendor partners who exhibited at their supplier showcase.  The main event was held at Lambeau Field Sunday night culminating a great launch to a celebration that will continue throughout 2013.  Pierce manufactures fire trucks and apparatus for the fire service industry.

November Sales Tip

Hello again Sales Pros and Happy Halloween!!

When I asked a room full of sales reps last month, "What's your biggest frustration or concern?" they immediately fired back with, "Prospecting, getting leads, approaching new customers, cold calling" and on and on and on...Good grief!  You'd think the Great Pumpkin was coming after all you creatures and goblins or something. (Thanks Charles Schultz!).  All kidding aside and this is no "trick-or-treat", prospecting or lead generation is on the minds of all Sales Professionals.  Especially now, when we're forecasting and budgeting (and I do hope that your Halloween was sweet!).  Alright, I've got to mention quickly how both of my grandsons were here together for our beggars night this week and it brought back bitter sweet memories from when I was a child.  C'mon, visualize with me for a minute!  "Give me a Snickers or a Reese's Peanut Butter Cup."  How many of you went to a Halloween party recently?  See!  Oh well!

  

I've learned a lot over of the last couple of years about how important social media is to lead generation and allowing the customer to "experience" our offerings to their desire.  Remember, it's all about the buyer and not about the seller anymore!  It's also all about connecting with our customers in an environment that provides universal access to our products and services.  That means access to us anytime, anyplace, anywhere and anyway.  Amazing, isn't it?  It just blows me away how technology can provide real-time information and solutions to all of us instantaneously. ("Hey, that's my Snickers!").

   

So, I hope all of you are looking at this social media craze, good/bad, wrong or right, it's here to stay and is just in its' infancy!  Wow, far out man!  (You've had enough candy bars Butler!)  Now, let's approach lead generation as a Sales Professional.  Time management is a critical discipline and must be utilized properly, especially with lead generation.  The industry standard is 20% of your week, which I think is low.  Some of us are prospecting constantly because of these challenging times we're in.  Regardless, don't wait until Friday at 3:00 p.m. to start your lead generation.  Yes, you might as well go home or to the bar.  You prospect in two-hour time blocks or plan one day a week in the field or around appointed calls.  I still believe we "drive by" more business than we call on!  Step up your activity and use your network appropriately and you'll generate more leads.  More leads equals more sales.  Most believe sales is a number's game.  I guess I do too as when I step up my pipeline activity I see more sales.  Guess what?  I've stepped up my game on lead generation and I challenge you to do the same for the next 60 days! (I'll even bet you a candy bar on that, if I have any left).  

As technology continues to drive lead generation many of us have adapted easier and quicker than others.  These pioneers will continue to add to websites and blogs, even developing newer and more innovative channels to further enhance our customers' experience.

Sales Leaders, how are you using social media for lead generation?

Feel free to share your ideas and suggestions and I'd be happy to include in our December sales tip for all of you.  Remember our challenge:  "Let's step up the next 60 days and experience growth."

Good Luck and Good Selling,

Bob Butler, TSP

and all the ghosts and goblins of the Butler Learning Systems T.E.A.M.

Together Each Achieves More

October Sales Tip

Greetings Sales Pros!

Is a salesperson born or can they be made?  Or, is selling natural or can it be taught?  We're often asked these questions during our seminars which leads to in-depth discussions.  In our opinion, a successful Sales Professional is 20% natural and 80% taught.  Let's examine those sales success factors that help sellers to consistently meet their company's performance goals, their personal financial goals and the buyer's/customer's expectations.

  

The 20% Factors - Born To Sell -  The natural factors are internal to the seller and many say they are born with these traits.  Although great sellers tend to have these traits, there are thousands of good sellers that lack some of these personal traits.  The point is that sellers with natural ability should build on those strengths and continue to develop the 80% factors that can make them exceptional.

  

1. The Perspective:

- A healthy attitude about yourself, selling, the industry, your company, the marketplace, the buyers and your customers. 

 - A solid commitment to your company's philosophies, goals, objectives, standards and selling plans and strategies.

    

2. The Confidence:

- The deep-seated self-confidence and belief that you can consistently perform to personal, company and customer expectations.

- The courage to consistently monitor your effectiveness.

- The wisdom to grow and evolve with the marketplace and the buyers.

  

3. The Desire:

- A clear understanding of your motivation for a sales career.

- A well-defined set of personal goals and performance objectives.

- A clearly defined set of selling standards and compromises.

 4. The Presence:

- A professional selling appearance.

- An effective selling style (manipulative or non-manipulative).

- A versatile (flexible) selling personality (work with a broad spectrum of buyer personality profiles).

5. The Principles:

- A fundamental values system, solid set of moral standards and honest business ethics. 

The 80% Factors - Learn To Sell -  A majority of a seller's success can be learned through effective profiling, hiring, orientation and initial training.  These external factors are typically behaviors, skills and strategies that can be developed through continued education, periodic training and personal seller motivation to grow and improve.  Sellers that may not have some of the natural traits defined on the previous page can truly become effective Sales Professionals through a lifetime of personal development and career training.

  

1. The Work Ethic:

 - Self-motivation and a strong work ethic.

 - Self-discipline, personal organization and effective time management.

 - Set and sustain effective work priorities.

   

2. The Knowledge: A thorough understanding of the buyer and what you are selling:

- The industry.

- Your targeted marketplace.

- Basic business and general finance.

- Sales and selling.

- Your offerings (products and services).

- Applications and benefits.

- Components (hardware) and capabilities (features).

- Your company.

- The prospect and buyer profiles.

- The manufacturer (supplier).

- The competition.

- Pricing and configuration.

- Presentation and demonstration.

  

3. The Process:

- The Sales Action Plan (the steps in the selling process).

- The steps in the buying process.

  

4. The Skills (Strategies):

- The strategic or universal selling skills required to effectively execute each step in the selling cycle (buying process).

- The tactical or targeted selling skills to be utilized in isolated selling situations.

- Communication and personal relationship skills.

- Through learned or acquired skills and captured experiences.

5. The Resources:

- Seller-oriented selling tools that help the seller to execute the plan.

- Buyer-oriented sales aids that help the seller to carry the selling messages to the buyer.

- The selling arena and facilities.

- Company resources and support.

6. The Leadership:

- A confidence and commitment in the company's leadership.

- A clear understanding of your role (job description) and management's expectations.

- Solid business, marketing and sales plans and strategies to support your sales effort.

As you can see, the emphasis for all sales development is in these 80% sales success factors.  Considering all of these factors, the number-one sales attribute or trait that creates our sales success is our own self-development throughout our sales career.  Never stop learning about our sales profession, especially now during these interesting and challenging times we live in.  Sales leaders, use these factors to jump start your sales team and identify the areas of training that can impact your sales performance.  It's never too late to create the mind set of going from traditional, seller-perspective selling to the next generation buyer-perspective selling.  Give us a call and we'll share our ideas of how we're helping other sales teams to increase revenue, margin and market share.  Indeed, it's exciting times for all Sales Professionals today!

Good Luck and Good Selling,

Bob Butler, TSP

and the Butler Learning Systems T.E.A.M.

Together Each Achieves More