This past weekend I worked ‘concessions’ for several hours at a school event. We had many items to sell -sandwiches, chips, candy, drinks and ice cream. I enjoyed the sales process outside of my normal business setting and decided to have some fun with up-sell and cross-sell opportunities.

I observed my prospects as they approached the ‘window’ for:

• Body language  – were they open and seemingly hungry or thirsty? 
• Did they have cash in their hands? 
• Who was with them.

Then when they placed they order, I really listed and continued to observe. Based on what they ordered, I offered ‘more’ – a drink, something crunchy, or the ‘meal’ versus just the sandwich and drink.  But I didn’t just stop with the offer,  I explained the ‘why’ and value associated with it.

• Would you like something to drink with those nachos because the salt will make you thirsty and you won’t have to come back through the line again.
• Ever try Fritos with a sloppy joe? It’s a great combination and more filling.
• Did you know you save 25 cents when you order the meal instead of just a drink and sandwich making the chips only 25 cents?

The results? (Yes I did keep track the first hour  before it got so busy then my brain was mushy to keep the percentages.)  The result was at least a 50% close rate.  Yes 50% – and for some that said no, they came back later to order the recommended item and said I was ‘right’ the first time.

Yesterday, Kayla, my awesome intern, worked the concessions during a track meet – we talked about my experience and up-selling – she reports a 50-60% success rate!

The tips? 

1. Identify the natural add-ons for what you offer.
2. Give extra value by paying attention to your customer’s situation and offering recommendations that will give them more with what they are purchasing.
3. Tie the recommendaiton specifically into the value they receive.
4. Show confidence in your recommendation.

It really is THAT easy…and fun!  I can’t wait to work concessions again and perfect the process even further.  And to let others in on the ‘secret’ that will net the group even greater profits.  You can do the same for your company!

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Filed Under: Sales Productivity, Sales Tips
Tags: maximize sales productivity, Sales Tips, value proposition

Ready for a powerful and productive work week?  Sometimes on Monday mornings it is hard to get out of  the weekend mode. Especially if the weather was wonderful and you spent the whole weekend outside.  Now it’s like ‘What? Oh yes, work.”

So, I’m taking the approach I took   the yard work  to ‘dig in’ to the work week.

1. First, the LIST. I took my first 20 minutes to review last week’s status and make my list for this week – not just a To Do list, I put an ‘outcome’ list together followed by the actions.
2. Cleared my work place – getting rid of stuff on my desk is freeing – and gives me a clean slate to start.
3. Tools - I had some tech issues last week – first outcome needed this week is that they are operational to support what I need to get done!
4. Action - I’m already done with two items and this blog post is my third!  It feels good to have progress so early and I’m going to keep moving along!

Whether you are seeing this message early in the day or not – it IS early in the week. Making the time to DIG IN now allows you to advance your success during the week and get OUT for some free time next weekend.

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Filed Under: Success Tips
Tags: maximize sales productivity, productivity, Sales Tips

How proficient are you with the necessary skills and habits of sales success?  Are you swinging and hitting the ball out of the ballpark or experiencing a lot of strike outs?  Maybe a few little adjustments can get you back into your A game.

Yesterday I participated in rec league softball practice. It’s the first time in 14 years for me!  I played from 9th grade until I moved to a new community 13 years ago.  Then being a spectator and coach for  youth teams took precedence. This year though, my husband and I both joined softball leagues (much easier with 2 of 3 kids are driving to their own events

So…yesterday I dusted off the cleats, borrowed my daughter’s new glove and headed to practice.  I admit to some apprehension – after all – its been a LONG time since I stood at the plate as a PLAYER!  I was rusty for sure – and had forgot some of the small nuances – which leg to lead, the follow through needed to get the ball out of the infield, etc.  Let alone my nerves of people I don’t know determining whether I was going to be a valuable team member or not.

I’d like to say I pulled it all together in those two hours, but I didn’t. I was definitely better after two ‘at bats’ – but I know I need to get to the batting cages or get my boys to pitch me in our backyard.  It’s going to take a while.

It’s like that at work too. There are certain aspects of sales that we don’t regularly stay on top of.  Then when we do pick up the bat again, we aren’t as good as we once were.  So the question becomes – How hard do we want to work at getting better?

The downturn in the economy was a big wake up call for many.  Nearly 20 months into it – I see many salespeople are not as successful, I see others who have dug in and worked at perfecting skills they hadn’t needed in a long time (prospecting, referrals, etc.)  Guess who is doing better today? 

It’s Monday – what do you need to ‘hit out of the ballpark” this week?  After identifying ‘what’ - evaluate “how” equipped and skilled you are for the different aspects needed. Do you need to ‘dust off’  any part of the sales process?  If so, preparation and practice will help.  Your swing will be more productive and you will ‘connect’ with the ball hit toward you.

Much success!

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Filed Under: Sales Productivity, Success Tips
Tags: maximize sales productivity, Sales, Sales Tips

The rain has finally stopped in Wisconsin and I am looking forward to planting my vegetable garden this weekend.  For the past 20+ years we spend a day ‘getting dirty’ in the garden.  The process is messy – and the yield later in July, August and September is well worth it.

It’s the same with our sales success.  The seeds we sow today may not bear fruit for a while, yet that doesn’t mean we shouldn’t be constantly planting them. 

Too often I coach managers and sales pros who don’t have enough in their pipeline.  Once the pipeline looked ‘full’ they stopped sowing.  Big mistake!  We need to identify our ‘reap ratio’ and timing and then sow continuously to keep an even number of ripe prospects at each step of the sales cycle.

What do I mean? Well, in my garden for example, I only plant certain veggies once a season. While other veggies – like onions and lettuce – and some herbs need to be planted every 4-6 weeks for a continuous fresh crop throughout the season.

It’s the same in your pipeline!  Some prospects may bear fruit sooner than others.  The continuous monitoring of where the prospects are in your sales cycle will allow you to have a continuous crop of sales throughout the year.

Fortunately rainy days and weather don’t affect the sowing process at work as much as it does in my backyard.  It might be a dirty process of digging in to find the right leads, secure referrals and make those phone calls, but the yield (and $$) will be there if you sow the right seeds now.

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Filed Under: Uncategorized
Tags: focus, maximize sales productivity, priorities, Sales, Sales Tips

There’s a TV show on HGTV called What Not to Wear.  Stacy and Clinton host and work with someone nominated from friends/family for a makeover. 

It’s fascinating to watch the transformation over the four day process.  And there IS a process to the transformation:

1. Video footage taken by friends/family is shown to the person for them to become aware of what others see. 
2. A 360 degree mirror is used with the hosts assessing what works for them and what doesn’t. The mirror allows the guest to really see themselves from all angles. 
3. What’s helpful about watching the show is they not only show the ‘guest’ what NOT to do, they lay out simple ‘rules’ for them to apply with their clothing choices.
4. Finally the guest can choose to adopt the new rules and look as they shop and then head home for a welcome party where they show their new look to their friends and family.

As a business/sales coach I watch transformations happen much more slowly.  Though the process is the same to building or breaking a habit. 

• Awareness
• Assessment
• Application
• Adoption

These four steps are necessary to get to the end result – adopting a new habit or skill!  You might not have a skilled coach bringing you along the way – and the process can be uncomfortable – the key is to get through it and stick with it. 

So, what can you do with the 4 A’s? 

1. Awareness – observe successful salespeople. What are the actions and attitudes they have?  Make a list.
2. Assessment – open yourself to honest feedback from others. Manager, peers who see you in action, customers.  Ask them for feedback on what you do and what you should not continue to do.  (If you would like a short, free assessment to look assess – email me at nancy@salesproinsider.com – I’ll be happy to send you a 80 question assessment you can use as a baseline.)
3. Application- decide on WHAT you need to do – and do it!  Act on the feedback.
4. Adoption- this happens with time, repetition and reinforcement. Ongoing application of the right actions will lead you to consistently adopt them.

To truly adopt or break a habit takes between 21 and 35 days (depending on the study) – plan for 4-6 weeks of concentrated efforts.  The payoff?  In sales, 4-6 weeks of the right actions will bring more sales!

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Filed Under: Uncategorized
Tags: focus, maximize sales productivity, productivity, sales success, Sales Tips, skills

It’s a Tuesday Tips Day for Sales!  Time for a few ‘little’ ideas you can use to build your success!  

1. Listen more than you talk.
2. Pay attention to their signals on pace, tone, body language and adjust yours to match.
3. Check for typos in anything  you write – before hitting ‘send’.
4. It’s okay to be a ‘name dropper’ – use their name sparingly throughout the discussion, but use it!
5. Prepare 2-3 open-ended questions to engage and get them talking.
6. Pause before making contact to make sure you are not distracted and ready to be ‘in the moment’.
7. Take notes when someone else is speaking.
8. Be yourself – don’t lose your personality in your conversations (unless you are boring or overbearing naturally – then leave that part out
9. Make the time to prep before you step  – into the conversation.
10. ACT!  After some time in preparation – DO something and move forward in the sales process.

That’s it – 10 sales tips for Tuesday!

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Filed Under: Uncategorized
Tags: sales, Sales Tips