“Sticks and stones may break my bones, but “NO” can never hurt me!”  What a powerful quote from the Go For No book by Richard Fenton and Andrea Waltz.

Andrea gave me the Go For No book last week at the Sales Shebang in Chicago.  It is a ’short’ book that I read early Saturday morning as I sat on the patio enjoying the fantastic end-of-summer weather in Wisconsin.

Go For No is a story about Eric James Bratton (fictional) who discovers that his success increases exponentially with the number of Nos that he seeks each day.  Eric  finds that if “Yes is the destination, No is how you get there.”  The philosophy is that persistence pays off.  And most of us give up WAY too early – like after we hear No once, twice, or even three times!

Fenton and Waltz’ message is that we need to embrace failure (if we consider hearing “No” a failure).  They outline the Five Failure Levels and the number of people that stop there – meaning if we keep going we differentiate ourselves and will find more success at the end! 

What are these Failure Levels?

1. Level 1  The Ability to Fail -  100% of people have this ability. 80% of people stay here because they avoid any form of failure.
2. Level 2 Willingness to Fail – These people come to accept failure as a natural product of the process of seeking success. Only 20% of people make it to this Level
3. Level 3 Wantingness to Fail- Developing the desire to fail with the inner faith that growth follows. Fewer than 5% of people get to this level.
4. level 4 Failing Bigger and Faster – These people conclude that if failing is good, than failing faster is better!  And they go after big goals to make it worth their effort!
5. Level 5 Failing Exponentially – Bringing others along because if individual failure means individual success; group failure equals group success!

Sounds crazy to ‘want’ to fail – but reading the book reminded me of a story I heard many years ago from a trainer.

Bob was a couple of years out of college working for a manufacturing company in Detroit. He had impressed management enough to be given the lead in a million dollar project.  He was so excited and spent 10 months executing the project…which failed quickly.

Bob was summoned to the President’s office. With his head low, Bob entered the office with his ‘data’.  The President had many questions for Bob on How, Why and What. Then he asked ‘What would you do different?” Bob had some thoughts on that.

The President thoughtfully listened to Bob and then excused him. Bob was confused and said, “So, do you want to me clean out my desk today?” The President said “Why would I want you to clean out your desk?”

Bob replied, “Aren’t I fired for wasting the time and money on this project?”

The President chuckled and said “Fire you? Are you kidding? Son, I’ve just invested a million dollars in your education! I need to see a return on that investment.”

Wouldn’t it be great to work for THAT President?  Well, even if we don’t when take on the Go For No philosophy we have permission to TRY – and if it doesn’t work, that is more than OKAY – we are now closer to success.

I ‘grew up’ in the banking industry. Going for No was NOT okay with the President I worked for. We were careful…very careful….too careful! And unbelievable ideas and successes were missed. I learned a lot – and grew a lot but was also stifled.

After years I made a change…to the opposite end of the spectrum!  President Peter Reynolds at BRIO Toys (he now owns the Little Little Little Toy company) changed my possibilities. Peter was open to new ideas…and letting people try ALL kinds of things. That is where I learned how much I love sales – and the people who sell!  Without the permission to try things and possibly fail…I surely wouldn’t be in the career of selling and helping others sell better! 

I highly recommend you get a Go For No book – and the resources that come with it for yourself- and your team if you have one.  Don’t just read it once – read it again – digest the message. Determine how you can approach what you do with the Go For No attitude.

This week I am challenging myself to hear ‘no’ more often. Its a great week to put this into practice – with a focus on business development at work and transitioning  3 teens back into school – the Go For No mindset might just allow me to feel like a winner by the end of the week!

p.s. This is not a sponsored recommendation – I receive no monetary gain from recommending this book – its just THAT powerful.

p.s.s. I just returned from a local parade. I told the folks around me I was Going for No for all the freebies being tossed out. they couldn’t believe what I received! A Frisbee, water bottle, tons of candy, certificates from local stores, temporary tattoes, a bead necklace (not like at Mardi Gras and refreshing squirts of water.  Yes it was a  little silly ‘test’ with great reesults.  My ‘loot’ was more than double anyone around me (And I paid it forward and gave kids most of the goodies I collected too. I wanted to keep the water bottle…) 

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Filed Under: Sales Tips, Success Tips
Tags: focus, learning, maximize sales productivity, prospecting, Sales

If you’re a Sales Manager or Trainer, a Company President or an HR Manager, then you know the importance of keeping your sales team performing at their highest level. 

You also know that in today’s economy, sales training is absolutely crucial. But do you know which training techniques are the most effective in today’s economy? Do you know which techniques have lasting power – and have worked time and time again?

I’m hosting a FREE webinar with Alice Kemper, my co-creators of Sharpenz. Together we’re sharing 37 years of experience and our work with thousands of sales professionals to bring effective, actionable tips to you.

“Get Your 2010 Back on Track – 3 Simple Steps to Double or Triple Your Sales“ is scheduled for Tuesday, June 15 at 10 a.m. Pacific / 1 p.m. Eastern.

We’ll present several must-know pieces of information – like how to get your salespeople to want to take action, how to occupy the attention and efforts of your sales team, how to give them the resources they need and how to help them find their motivation (and you’ll be surprised to hear what it isn’t!).

Here’s what we’ll cover during this powerful webinar:

• 2 Critical Needs to Get Your 2010 Back on Track – how to get your salespeople to want to take actions that lead to more sales, and when they do, how to turn what they do and what they offer into success.
• 3 Simple Steps to Succeed – by occupying the attention and efforts of your sales team, giving your team members the resources they need, and helping them find their motivation.
• Why MONEY isn’t the main motivator for the salespeople on your team – and what IS. 
• A 4-step process salespeople need to go through to build better selling habits.
• 5 skills critical to a sales professionals success in this economy.
• How to engage with the people on your team to keep them motivated and moving forward.
• And much more. . .

It’s easy to register here.  We hope you’ll join us!

Please note:This webinar is designed for those in a position to help their sales team – not for individual sales professionals.

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Filed Under: Sales Productivity, Sales Tips
Tags: Leadership, maximize sales productivity, Sales training

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

Two days left in April – and for some this is a ‘woeful’ time.  They have about 24 hours to ‘make numbers’.

I spoke with two different sales managers this morning – both scheduled meetings - that needed to reschedule because they are in ‘make the number’ mode. Really? Today is when they are worried? What about on April 15th or even April 1st?

It’s so timely to think about this after the last post of Cause and Effect. If you are really scrambling now, the cause might have been what did – or didn’t – do weeks or months ago!  It’s time to diagnose the cause of the state you are in.

1. What was your plan for the month? Did you have a clear plan with actionable items?
2. How diligent did you carry out the actions necessary?
3. What market changes happened? How did you adjust for them?
4. What resources did you use effectively during this time?
5. What barriers did you personally create?
6. What worked well for you this month?  What actions and contacts paid off?  How can you duplicate those?
7. What did you do to strengthen your knowledge, skill or belief in what you sell?
8. What successes did your customers realize as they used your product/service? How can you use that for next month?
9. On a scale of 1-4 (no middle ground here – you were above or below average) – how well did you carry out the activities needed for success?

Your answers to these questions will help you make sure next month end is a ‘wow’ instead of a ‘woe’.

Good luck!

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

Work and life events recently have reminded me of a scientific concept – Cause and Effect.  Our sales and leadership ”Effect”iveness is very much tied into our ’causes’ whether we like it or not.

What you put into your career, your activities and your life DO determine what you will get out of it.  Examples:

 The list goes on and on – we might not have control over every aspect of the effect – but how much more likely are you to realize the Effect when you take action on your ‘Cause’?

For this week, consider what your ’cause’ is…what effect do you want to have on:  sales, performance, your customers, your colleagues, your family?  Then with that goal/objective in mind – determine the input needed to realize the output at the end of the week.  You will be effective if  you back your cause with action and effort each day!

Join in – with the time of year, month (it is month end for many of us), etc. What are some of the Input you need to make to reach the Output you want?

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

For most people it is hard to see a full picture of what the personally do well and the areas we don’t.  We plug along doing the same thing day in and day out.  We are ‘blind’ to what really helps us … and what is hurting our results.

How to change that?  Well, if you are reading this post, you are already looking for sales tips and ideas to be more effective – give yourself a pat on the back!  To take it further, ask those who see you at work for feedback.  Prepare 2-3 questions on specific areas and broader feedback to help them give you meaningful information. 

Questions such as:

• When we worked together on the ABC prospect, from your viewpoint, what did I do to help move that sale along?  What did I do that maybe challenged it?
• From your observations of working with me, what are the activities that you see hold me back from being more successful?
• What do you think I do well?

Ask for balanced information and be prepared with follow-up questions to get to the ‘real’ feedback (just like in a sales call where you have to ask for more than the first response).

If you have a sales manager, they are a good source. But don’t stop there, your colleagues and customers – even administrative support – might be able to help you shine the light on those blind spots and turn them into ‘gold’.  Once you know what works and doesn’t – you can address them!

What other questions can you ask to find the blind spots?

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Filed Under: Uncategorized
Tags: learning, maximize sales productivity, Sales Tips