If you are successful in sales, there must be something that drives you.  It could be doing the right thing, the passion for your product or service, the monetary rewards, providing for your family, the desire to help other people or so many other things. 

For some sales professionals, one of the drivers is the competition involved in sales.  Whether it is competing against our own numbers, working a difficult situation through to a successful result when many others would have given up or beating our competition; a competitive spirit can keep us going.

I am a competitive sales professional.  It is not THE driver for me, but it is A driver.  And this month has tested my competitive spirit!  Over at  Top 10 Sales Articles, my article, The Sign of A True Sale Pro: Admitting We’re Never Too Good For Coaching, has been in the running for top article of May these past weeks.  I have been trading the top spot all month and would appreciate you  casting your vote for the article…if you find it worthy!

Nancy Bleeke Nominated Author

You can click here to vote.  And while you are at the site, make the time to review the other articles…there are some really smart and successful people providing tips to help YOU sell more. 

What drives you?  Reflect on what drives you to succeed. Then post a comment to let the rest of us know how you keep that drive working for you. 

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Filed Under: Uncategorized
Tags: goal setting, Sales

In sales and service training, I start many seminars by saying that we are going to focus more on “how” they accomplish “what” they do than on “what” they do.  The tongue twister always raises eyebrows…but it is true.  If you need to sell more and strengthen your customer loyalty, how you accomplish what you do matters.

A true story to illustrate what I mean.  As we changed the company name from Corporate Resource Development, Inc. to Sales Pro Insider, Inc. this year, we had a LOT of tactical/logistical items to adjust.  One of these adjustments was to update all the stationary associated with the business.  We used Dana Kader-Robb, of Barefoot Marketing, for our layout and coordination of the printing.  Dana delivered high quality and within the expected time frames as she always does.

The printer we selected (after several quotes) did not.  Our note cards had “jumps” in the typeface for the company name -meaning they weren’t lined up correctly on about 25% of the cards.  Dana coordinated a reprint.  And we moved on.

Know how long it took us to get the reprinted cards?  Over a month!  Not a big deal since we had cards to use but still not a demonstration of caring much about quality and customer satisfaction.  Yet it was two actions on the printer’s part during this reprint that will make us NEVER do business them again: 

1. She sent the new cards Media mail.  Meaning we had to wait longer to receive.
2. The response when Dana questioned the delay was that she knew we had some cards to carry us over, so she waited until they could work the reprinting in with a job using the same colors.  None of this was communicated during those weeks.

Now when I consider the value received, the “what” (stationary products) do meet our needs.  But the “how” of the delivery and follow-up means we will find another provider next time.

In your business some things to think about:

1. How do you communicate with your customers?  After the sale is done, do you give the same level of attention as you did before they said “yes”?
2. When something goes wrong, do you get it resolved quickly and communicate along the way?
3. Do you take a “media mail” approach when responding?  Or a speedy delivery of email or IM?
4. If you are responsible for a process of client communication – are all touch-points as sharp as they can be?
5. Does every interaction focus on the customer or other things?

“How” we provide “what” we provide - whether it be a product or service – will make the difference in future business from that party, referral possibilities and our long term success.

Let’s open the discussion – what examples do you have on the “how” difference?

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Filed Under: Uncategorized
Tags: Communication, customer loyalty, Sales Tips

Do you know why we observe Memorial Day in the United States?  I wasn’t sure anymore…it seems to be about an extra day off of work, the start of summer and something American and the military.  When I don’t know something I research.  And I found that the holiday is so much more than backyard cookouts and I am embarrassed that I forgot the significance. 

The first Memorial Day was observed on May 30, 1868. As a day to observe fallen soldiers – those who died in our nation’s service.  It included a focus on decorating the graves of those soldiers.  In 1970 a bill was passed to move the date to the last Monday in May (to make it a 3 day weekend for Federal  holidays).  Now there are some  purists trying to get it moved back to the May 30th date permanently.

Okay – what does Memorial Day have to do in a blog about sales success?  Not much.  But as an American business owner who has freedom and liberties I enjoy because of many fallen soldiers, I believe we should all follow the National Moment of Rememberance.    At 3 p.m. (your local time) stop what you are doing and reflect on those that have been willing to lay down their life for others.  If you missed 3 p.m. on May 25th, take that moment now.

I also want to take the time to honor a couple of soldiers…In 2004, a leader I know had a knock at her family door.  It was the military informing her husband that his son (her stepson), Cpl Richard Warner,  a U.S. Marine, had been killed in Iraq.  In 1944, my Aunt had the same knock to find my cousin Bruno Oribiletti had lost his life in World War II. 

To the future, my nephew, Nicholas Noel, enlisted in the US Air Force.  He heads off to basic training in August.  He is willing to fight for all of us to make the world a safe place.  I pray that he be safe and am proud that he considers the rest of worthy of his time and possibly his life. 

It hits home…whether you agree with war or not…people sacrifice for others, families are changed forever, and they deserve all of us to remember what Memorial Day is about.

Take that moment to remember this afternoon.  They all deserve it.

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Filed Under: Uncategorized
Tags: learning

Success seems to be connected with action.

Successful people keep moving.

They make mistakes, but they don’t quit.

C Hilton

If you want to be productive this week – keep moving.  Your actions will get you somewhere. 

If you want to be successful this week, link your actions to your goals – and you will get where you want to be.

Make the most out of your time and efforts by setting goals for this week and preparing for what actions you will take. If you make a mistake, keep moving forward.

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Filed Under: Sales Productivity
Tags: focus, Sales Productivity, Sales Tips

When we work with  objections from prospects and customers, the message we send has so much more to do with the context, tone and genuineness than the words we use.  In sales we need to build relationships and create trust.  But is telling people to “trust me” the most effective way?  I think not.

What do you think when someone says “trust me”?  Does it add to your trust or detract from it? 

We are in the midst of a major swimming pool reconstruction in our back yard.  The process of hiring a contractor for a project we didn’t want to undertake right now was kind of fun.  As a sales expert, I really appreciate getting to BE the customer!  Being the recipient of a good sales call focused on us is always enjoyable.  This wasn’t what we experienced with many of the contractors and I have more tips from that selection process to share with you at a later time.   This post is about what happened after we selected the contractor.

To  shorten a long story, we selected a reputable contractor whom my husband said “I don’t know what it is about him, but I think he knows his stuff and I trust him.”  So we checked references and signed on the dotted line to get this project going.  The short 12 weeks of  Wisconsin summer are fast approaching…

The project was in full motion – about 50% of the way there – when the contractor suggested a controversial approach to something.  I objected to his recommendation – I couldn’t understand how the filter system will work if we remove the piece of equipment he suggested. 

His response?  “Trust me!”

I objected again, he said “Trust me!” 

I told him that at this point in the project I have no choice but the trust will come after I see that what he recommends is working. 

His response?  “Well I wouldn’t be here if you didn’t trust me already.”

What do you think of his approach?  Yes, we did trust him when we made the initial decision. But in the process of implementation, there was more opportunity to build trust.  None of his “trust me”s helped.  I am still skeptical and he didn’t provide the information I needed to trust the recommendation.  I have lost some trust in him along the way.

In your sales, once you’ve had a decision made and are in the process of delivering/implementing,  how do you respond when you are questioned about your approach?  Do you try to understand what is really going on?  Or just give a response that you hope makes it all go away?

The sale and providing value does not end with the decision to purchase.  Our long-term sales success depends on how we continue to listen and respond.

A better appraoch for our pool situation would have been:  

Objection:  “Are you sure that is going to not be a problem later?”

Response:  “What are you concerned might happen?”  And then listen, empathize and give the appropriate information/details to justify it.

Trust me…this works. 

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Filed Under: Uncategorized
Tags: Negotiation, Sales Tips

Ever play with rubber bands?  At first they can be so rigid and tough to stretch.  Yet the more we use them and flex them, the more pliable they become.  It’s the same with our beliefs about our sales.  When we flex our sales paradigm (belief) and stretch it, we become more flexible and successful.

Do you know what a paradigm is?  No, it isn’t twenty cents   Paradigm is a word used a lot in the last 20 years and it seems that many don’t really understand how knowing what a paradigm is AND how paradigms impact their own personal performance can be helpful. Let’s start with the definition:

 From dictionary.com:  A paradigm is “an example; a model; a pattern”. 

And we have paradigms or models/paterns for most everything we do, including how we think and what we believe about sales and our performance.  This paradigm can be visualized as a boundary around our beliefs.  The key is whether that boundary is helpful or a barrier.

Relating this to sales performance – each of us has a belief paradigm about about our sales and possibilities  We have a pattern of belief and action around who we can call on, what level of sales we believe possible, the types of “deals” we believe we are capable of, the likelihood of closing sales, etc.  And some of these beliefs can help us focus on the right opportunities.  The caution is to ensure that these beliefs don’t limit our selling and results. 

An example:  the media frenzy about how bad the economy is has reduced a LOT of people’s beliefs in opportunity and possibility.  And this limiting belief is playing out across the world in the psyche of sales people and sales managers.  Or rather SOME sales professionals…because there are sales pros experiencing their best year ever right now.  They have not given in to the hype of what “should be happening” (someone else’s beliefs) and are outselling those around them. 

Sales may be taking longer in some cases, buyers amay be more stressed and trying to do more with less and the value provided needs to be stronger than ever.  These new rules of sales are shrinking people’s paradigms/beliefs in possibilities like never before.  The question becomes what can we do to stretch our own paradigms to ensure we aren’t the barrier to capturing more sales?

First, Explore your own paradigms about sales possibilities. Are they accurate?  How are they helping?  How are they holding you back? 

Then stretch your thoughts as you find examples of success all around you.  Who is selling now? What are they doing to sell within today’s realities?

Once your thoughts are stretched, take action.  We can expand our paradigm by first taking action because our beliefs will expand when we see the success that comes with the action.

If you want to increase your sales results this year, start flexing your paradigm.  Just like a rubber band – the more you flex it and stretch it, the more pliable it will become.  And the more success you will find in your sales!

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Filed Under: Sales Productivity
Tags: productivity, Sales, Sales Productivity, sales success, Sales Tips

The Sign of a True Sales Pro – Admitting We’re Never Too Good for Coaching, my article on why we shouldn’t “go it alone” in sales (or life), is nominated as a Top 10 Sales Article for last week. 

How timely!  Last week I spent a day with high level leaders helping them increase their coaching skills.  They coached each other during the workshop and saw first-hand the benefits of having another person focus on them, listen to them without judgment and help them identify actions to take on a specific opportunity or challenge.  In the next 8 weeks they will build their habits as they apply the concepts to help professionals in their organization clarify goals, remove road blocks and achieve higher sales success.  It’s a  journey that always has me in awe of the power we have to help others…if we slow down and listen.

Do you know about the Top 10 Sales Articles site?  Its a great compilation from The Top Sales Expert (TSE) site. Each week they select the top 10 articles of the week from the major sales sites – Saleospodia, Sales Gravy, Eyes on Sales, etc.  And I highly encourage you to bookmark the link because reading the nominated articles each Monday will get you revved up for the week ahead.

Each week an article is selected as THE Top article of the week.  They changed the format so that YOU vote…instead of the experts.  I would be honored if you would cast a vote for the article.  What does this mean to you?  You will access to even more great information to build your skills, motivation and sales results as you visit the site (and continue to visit this blog.) 

Of course, all major success  starts with being clear on your gaols – which is another article, How to Have the Year You Want by the way.

My goal for this week?  To continue to deliver great tips and assistance to help you succeed – a kind of “remote coaching” -  AND to be the top article of last week!  Your vote matters.

Vote here: 

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Filed Under: Uncategorized
Tags: goal setting, Sales Tips

Have you heard the advice “Don’t judge a book by its cover?”  The recent media frenzy around Susan Boyle reminds us why.  I finally watched the video of Susan’s audition (see below) and realized there is a great sales tip in Susan Boyle.  Look or hear beyond what the ‘cover” is and you may find gems of business!

Have you heard of Susan?  The Brit with awesome talent whose outside “package” is absolutely no indication of what she can deliver.  She auditioned on Britain’s Got Talent (the precursor to American Idol) show and surprised everyone in the auditorium with her singing talent – as on first (and second) look she did not “present” well.

Prospects can be like that too.  At first glance sales reps make quick assumptions that might bite them later.  A couple of true stories…

A sales rep who sells higher end home furnishings was convinced that many people only came into the store to browse and get decorating ideas.  And that he could spot them and not waste her time with them.  That week a young couple came in and he dismissed them as they were  young and dressed very casually.  Instead of greeting them and assisting them he thought he’d let a co-worker deal with them while he waited for someone who would be a better prospect.  Guess what?  They had loads of money and needed to furnish a new house.  Within hours they purchased tens of thousands of dollars of goods and the co-worker had a great commission from it. 

In another situation, the sales executive scheduled a meeting with a prospect and was re-directed to a “representative” for the owner once they arrived for the meeting  .  She was sure that this meeting was now a waste of her time.  But she followed through with her plan because “at least” she’d gather some good information to use when she got to the real decision maker later.  As she asked her questions and listened, she found that this person could actually make the decision!  The sales cycle was actually reduced because the decision was made in the meeting and the request for a Services Agreement was requested.

The tip?  Don’t judge a prospect by first impression.  Appearances may keep you from talking to people that are good potential clients.  Dig in with questions and research to make sure they aren’t a qualified prospect before moving on.  The outside cover might not give you the true “story” of what is inside. 

P.S. Click here to watch the YouTube video of Susan’s audition for Britain’s Got Talent – watching the judges realization of what is on stage is priceless. When have you had a realization that you almost passed on a good thing?

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Filed Under: Uncategorized
Tags: prospecting, Sales Tips