Tag Archives: Selling

Selling is a continuum of numbers!

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A continuum of numbers make the game of sales work!  Do you know your numbers?

Last year, several salespeople from different companies asked that I start an accountability group. We met Fridays, 5 to 6 people per call. Great learning for all and they are on the way to understanding and managing a continuous sales process.

Just finding salespeople that want help in learning and being accountable is refreshing.  Also, learning that companies don’t have sales training or don’t understand and teach a sales process is too bad, actually sad.

So — To have a group of salespeople requesting an accountability group is great. As I explained, this is a tough profession — but — can be very rewarding.

When I sold my company, I was criticized by the new owners for high turnover in the sales force. I explained that selling is the easiest job to look at and see if results are happening.  I provided continuing sales training. Sales training is not a onetime event it is truly a continuous process. Even today, I attend training and read new books on selling.

My challenge as facilitator, has been to teach and help these people learn, and that once you have a working set of numbers to define your particular sales process — sales potential is unlimited!

We look at numbers every week and discuss the selling process. Each person has up to 5 minutes or less to tell us about the week, lessons learned, victories and defeats.  The people not doing their numbers and making excuses are called out by the others.  Bottom line for this group is — are the numbers being completed or not. 

All realize that if Face-to-Face meetings, calls and follow-up are completed properly, sales will result.

Have a great week! 

Good Selling or Bad Selling?

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Many years ago, I had one of the best Receptionist/Gatekeeper in business, she understood and could stop non-essential salespeople from getting through.  One day she brought me a package.  It had been hand delivered.

In the package was a T Shirt from my alma mater — Indiana Institute of Technology. There was a note from the salesman requesting an appointment, and comment that he hoped I appreciated his effort to get my school T shirt.  He said he would call in a few days.

I graduated from IIT in 1973 with a Bachelor of Science in Mechanical Engineering. The idea that this salesman had gone to the trouble to get me the shirt was unique and I liked his style. 

I instructed our receptionist/gatekeeper that I was impressed by this salesperson and that when he calls I will take the call.  After a little research on his company, I was pretty sure I would not need his services.  However, I would listen to him and then if possible direct him to a referral.

He never called!

How many times have you had seemingly good salespeople just not follow through?

Good selling or bad selling?

Do you the persistence and determination to be in sales?

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I found the following writeup from a speech made by Calvin Coolidge our 30th President of the United States. Take time and think about this as applied to sales:

PERSISTENCE, DETERMINATION: KEY TO SUCCESS. “Nothing in the world, can take the place of PERSISTENCE and DETERMINATION: Talent will not; nothing is more common, than unsuccessful people with talent. Genius will not; un rewarded genius is almost a proverb.

“Nothing in the world, can take the place of PERSISTENCE and DETERMINATION:

Talent will not; nothing is more common, than unsuccessful people with talent.

Genius will not; un rewarded genius is almost a proverb.

Education will not; the world is full of educated derelicts. PERSISTENCE and DETERMINATION alone, are almost omnipotent. Now I'm not saying you should not get an education, but you can have an education, and be weak inside, and never experience the opportunity that education could have provided for you, because you just didn't have the persistence and determination to make it happen.”

—–Attributed to Calvin Coolidge 30th President of the USA.

Want help in sales? Let's talk!

Make 2020 and 2021 your best years yet!

Business with the government?

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Does your company do business with the government?  I did with my last company and have just started with my current company.  There is a very large “RIVER” of bids coming out daily.  Once you figure out what you can sell to the government learn the process and get going.

Many people talk with me about how hard or how easy it is to begin selling to the government.  I have helped several companies get started.  The process is not complicated.  However, it does take consistent effort, daily oversight and certainly work.

If interested — Contact me, let’s talk.

Make 2019 your best year yet!

Good Selling / Bad Selling?

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Great Books, Goal Setting, Continuous Learning, Public Speaking

Some years ago, I had possibly the best Receptionist/Gatekeeper in business, she understood and could stop none essential sales people from getting through.  One day our Receptionist/Gatekeeper brought me a package.  It had been hand delivered.

In the package was a T Shirt from my alma mater — Indiana Institute of Technology, and a note from the salesman requesting an appointment, and comment that he hoped I appreciated his effort to get my school T shirt.  He said he would call in a few days.

I graduated from IIT in 1973 with a Bachelor of Science in Mechanical Engineering, the idea that this salesman had gone to the trouble to get me the shirt was unique and I liked his style. 

At that time I instructed our receptionist/gatekeeper that I was impressed by this salesperson and that when he calls I will take the call.  After a little research on his company, I was pretty sure I would not need his services.  However, I would listen to him and then if possible direct him to a referral.

He never called!

How many times have you had seemingly good salespeople just not follow through?

Good selling or bad selling?

Make 2019 your best year yet!

Tough times! — Remember, “I’d rather regret the things I’ve done than regret the things I haven’t done.” -Lucille Ball

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Here are some good pointers to remember — Especially when Tough Times happen:

1. Everything can – and will – change.

2. You've overcome challenges before.

3. It's a learning experience.

4. Not getting what you want can be a blessing.

5. Allow yourself to have some fun.

6. Being kind to yourself is the best medicine.

7. Other people's negativity isn't worth worrying about.

8. And there is always, always, always, something to be grateful for.

Get readyfor 2019!  Christmas and New Year are coming — I’m grateful!

Make 2019 your best year yet!

Read one of the classic books on wealth – Think and Grow Rich by Napolean Hill

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Think and Grow Rich by Napolean Hill — A really great book!

I keep pulling this book out for review and reminders of continuously moving forward,

I like this quote from the book — “The starting point of all achievement is DESIRE. Keep this constantly in mind. Weak desire brings weak results, just as a small fire makes a small amount of heat.” From the bestseller book Think and Grow Rich by Napolean Hill.

This book gets you on a journey for getting and staying on track for life's desires.

Start planning for 2019! Make 2019 your best year yet!

Keep Moving — A Book Title.

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I read areally good book KEEP MOVINGwritten by Dick Van Dyke. He wrote this book at age 89 and is still moving very well, from what I see and hear.

The book provides tips and truths about aging. In the book he reveals a lot of truth about aging and the need to keep moving in physical and mental activity as we go through life.

I keep the book on my desk for review from time to time. I like the writeup on the book cover jacket – “Dick's optimistic outlook is an invigorating tonic for anyone who needs a reminder that life should be lived with enthusiasm, despite what the Calendar says.”

I believe an obvious conclusion is to get motivated and keep physical activity as a very important part of our life. He does. He exercises daily and reports that he dances often.

One item stuck with me when he discussed the importance of writing daily. Keep a notebook and lay out the next day's activities. Then once written down he can forget it, disengage and begin to dream. What a great philosophy!

Seems like the same for all of us at any age especially those of us in sales and selling. Get the next day, week, month and year written down with activity for success. Then go about dreaming and figuring out how to make this life we have even better.

Get yourself ready for 2019. Plan it. Make yourself accountable for the entire year.

Read KEEP MOVING ! I've linked ithere to easily find.

Make 2019 your best year yet!

Sales Tracking – Daily, Monthly, Yearly

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Sales is one of the easiest jobs to measure and hold people accountable. 

One problem I hear and see, is that companies don't measure sales peoples behaviors. I don't understand this. They treat sales as some “magical” process that will happen because they gave someone the title of sales person.

Recently, I met a sales person requesting help in tracking his sales performance and work. He wanted to do certain things, prospecting calls per day, face-to-face meetings per week, dollars quoted, and accountability for sales booked. He wanted help in understanding how to build a sales process.

Next month I am starting a sales accountability and tracking program, a great lead-in for starting a new year. If you would like to join and get free Monthly sales trackers opt in to Free Sales Tracker.

If you really want to excel in sales and don't have an accountability group within you company, find some like-minded people and meet weekly to see how your behaviors are working or not.

Last week I talked about goal setting and a program I am looking at – go to Goal Setting.

Make 2018 your best year yet!