Sue
ethics or close the deal?
Posted 8:35 PM on 01/09/08 -
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Dilemma. . .close the deal at all costs or maintain integrity and ethics? The last two companies that I've worked for are all about closing the deal-at any cost. They believe in inflating projections and deliverables and beg forgiveness later when we fall short of expectations. Okay, I was not raised this way but I fear my personal ethics are getting in the way of my achieving sales goals. I present my prospects with what i feel are realistic projections as I know they are accountable to their exec team for making the decision to go with our company vs competitor. Problem is competitor is also about winning at all costs, is the #1 in my industry (we're #2) and has a stronger program then we do. We share some of the same partners and even though they prefer working with us they other company generates higher revenue for them. How do I convince prospects not to sign exclusive agreements with competitor when the competitor presents unrealistic goals (I know for a fact as I used to work for competitor)while I try to be a "stand up", honest partner? I had success at #1 company but wasn't comfortable with their lack of ethics-selling the #2 is much more challenging and I feel like I'm starting to move toward the "dark side" of embellishment.
Jeff G
Ethics AND Closing the Deal
Posted 10:41 AM on 01/10/08 -
Reply to this postUnethical competitors are my favorite sales target and they can be yours too!
Your competition inflates promises then begs forgiveness when they can't deliver. When you present, you can say, "I won't make a promise I can't keep." and mean it. You can ask, "What did they promise you last year?" then follow it up with, "And did they deliver everything they promised?" You already know the answer, but the goal here is to get the client thinking about it. By giving them only the truth, even though it may be painful, you'll win respect if you do it sincerely and directly.
If someone asks, I'll even tell them what my sales commission is. I tell them, "I have nothing to hide from you. If I do my job, you'll know this product as well as I do." They usually don't WANT to know all that, but they love that I'm willing to help them do that.
I hope that's helpful to you. My sales mantra is, "Always be the most honest guy in the room." It's working so far.
Shad M
Testimonials are your friend
Posted 2:01 PM on 01/10/08 -
Reply to this postI agree with Jeff G on this one. Be the most honest person in the room, it will not fail you in the long run. But it sounds like your new best friend should become video testimonials. No, not the boring ones that are vague, the good kind that Jeffrey Gitomer teaches. Have your 5 best customers (ones that use you AND your competitor as you mentioned) talk about why they don't sign exclusive deals with #1 and why you are so valuable to them. Get them to answer your 5 biggest and most common objections. Then, when it comes up, you have ammo. Ammo your competitor doesnt have. Do you know how good it feels to say "I understand your concern, let's see what so and so had to say about that". And then play the video. Remember, video doesn't have a "bad day" and they never forget anything. What a great asset! Also, you can use them to discredit your competition, you can say something like "Mr. Customer, I'm going to give you 10 video testimonials that will address your specific concerns about doing business with me. I am sure my competitors would be happy to provide you with the same." BANG! You just killed them, cause when Mr. Customer goes to ask for them, your competitor probably doesn't have them. Can you say, "Welcome aboard, Mr. Customer"!
Maggie
No Accounts
Posted 11:23 AM on 01/09/08 -
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I have worked in my industry performing sales for the past couple years. I have recently discovered that I have NEVER had to hunt down new accounts. Don't misunderstand me, I have had to close deals but have always used my current accounts for new leads. I have changed jobs recently (same field) and my new employer does not have a single existing account. I have sent out letters, cold called (WASTE), follow up calls and yet I am still struggling...Any helpful hints?
Shad M
Back to basics.....
Posted 5:51 PM on 01/10/08 -
Reply to this postWhat industry? Why would you work for someone with NO accounts? Did you find out why they have no accounts? I'd probably go call on my old clients, though don't violate any non-compete agreements to do it. Surely you know people who know people. I guess it's back to basics for you! Trade shows, web blogging, free speeches, chamber meetings, leads groups, and so on. When you do get a prospect, see if you can offer them a special deal to become a customer in return for a good referral or 10! That oughta keep you busy for a few days......
Tell me what you do, I'll be more help.....
Jeff G
Try Jeffrey's Cold Calling Method
Posted 9:44 AM on 01/11/08 -
Reply to this postIn Jeffrey's Sales Bible he talks about how to do a cold call the right way. It really does work if you're in a legit business that can actually help your target client. I'd recommend reading that chapter and trying some cold calls his way.
Maggie
Back to basics...
Posted 2:29 PM on 01/11/08 -
Reply to this postShad,
I work in the moving and storage industry. The reason I made the switch to this company is because my company grew too big too fast and they were eliminating my office. My new agent is under brand new ownership. We are a preferred provider for the US govt. This is a small agency and for the past 23 years they (old owners) were happy with the income that was earned from the military only. Now we are trying to expand our business. I do currently have a non compete agreement in place, so I have to be careful. Thanks for the input though!
Scott Sklare
Kick Your Own Ass
Posted 5:38 AM on 01/09/08 -
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Self Development Idea:
Jeffrey,
First let me say that I have been a big fan and follower of yours for years. I have all your books and love 'em!
Here is a self-development idea;
Every morning I read and record about 15 minutes from one of your books. Then I play it back while I am exercising. Sounds simple, but it is effective. The process of reading out loud really drives home the topic. Then listening to it while exercising reinforces it in my mind. Pumps me up and raring to go to make that first sale!
Thanks much for being an inspirational force in my life. I'm not blowing smoke up your you know what. You are my coach and mentor and I appreciate it.
From one Jewish Salesperson to another.
scott@talkwithsklare.com
Simone
Increase Sales
Posted 11:16 PM on 01/06/08 -
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Okay, I really enjoy your Philosophy and all you offer Jeffrey, thank you so much!!! So, here is my question: I became a Sales Manager 2 month ago, the company's sales decreased significantly in the past year and now they need to increase their sales immediately. The existing sales team is running around like wild horses and have problems with being managed now, they were pretty much on their own before. I let go of 2 people and currently hire new Sales Associates. What can I do to increase the sales as fast as possible and how can I be a good manager being new to this company trying to change the culture? Where do I find resources to be a great leader and provide tools the team needs?
Shad M
There is no "free lunch"...sorry....
Posted 1:08 PM on 01/08/08 -
Reply to this postI think you have to ask the tough question first, can YOU sell? If you can't then it will be hard to "lead" a sales team. Sales people don't tend to respect managers who sit behind a desk and bark orders (not saying you do, but it is a good reminder). Simply saying "we need to sell more" doesn't help them, and it doesn't help you. Spend some money and buy "The Little Red Book of Selling" for everyone on your team. Have meetings to brainstorm on what people liked and didnt like. The stuff they like you should help them develop that, make it easy for them to succeed. For instance, one of your reps reads the "ask smart questions" section and decides this is important. Help them develop 25 "smart" questions they can use TODAY to make more sales. Then hold them accountable by asking them to provide the answers (and the reactions they get) in the field. This way you can "tweak" them. Build on that...
Remember, a good leader doesn't have to have all the answers, they don't have to know EVERYTHING, but you should be decisive and ACT. Be willing to do for your people what you are asking them to do. Show them the way, but don't be overbearing. I'll quote Major Dick Winters from Easy Company (He was the leader of the "Band of Brothers" from HBO's series and he wrote some great memoirs) "When my grandson asked if I was a hero in the war, I stopped and said, "no, grandpa wasnt a hero, but I served in a company of heroes." The point is they fought as one, everyone looked out for everyone else, and the CO (Major Winters), looked out for everyone first, himself second. That is the true mark of a leaer.....you can get more from Youtube search Band of Brothers, you'll see some of the interviews, lots can be learned from "the greatest generation"....Best Wishes...
Joe Williamson
Increase Sales
Posted 5:08 PM on 02/12/08 -
Reply to this postSimone,
The first question I would ask is the same as the other responder. Have you sold before? If so, you must look at yourself now as a leader and not a sales person. Have you worked for this company prior to this position? If so, then your uphill battle is hard to conquer but not impossible. If not, then you need to dig in and show the sales team that you are willing to burn the candle at both ends to learn the company, the products, key accounts, service support, and all aspects of what makes the company tick.
The next step that I have used is to hold a one on one interview with each of the sales members and ask them simple questions about them, the company, their ideas of success, what are the driving factors for them to want to succeed, and I would do this quickly.
The results are great clues as to what is the driving forces for each member and the team you NOW LEAD. After the conclusion and your review, I would then sit down with all of the team and highlight what you have learned. Explain these are the SWOT results and this is how we can become stronger, faster team, and generate more sales.
Once that has started and the Buzz is going, you need to understand the Key market channels the company has and the clients within them. What are the loss leaders and are they really. Understanding the core value the company delivers to the clients is a major key for value proposition to prospects.
Have you sat and asked your boss what the last sales manager excelled at and or failed at? This may provide you a clue also as to what might be required or expected as your getting compared to him/her everyday until you make your mark.
What about the sales process in place. Is there one? If so, review it, break it down, and enhance it as the sales manager should.
Good luck
Kels
Followup Is Key!
Posted 1:53 AM on 01/06/08 -
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Follow up is a cornerstone of my business, so I was especially happy this past week:
I just started in the recruitment sales business 5 months ago, after doing newspaper advertising for 6 years. One day, 4 clients called and place job orders with my company.
But not just 4 random clients. Or 4 loyal clients. 4 clients who had never done any business with us. I just simply prospected, dropped a card off to a few likely sources of revenue (or market targets), followed up with a phone call and subsequent handwritten note attached to a cheesy corporate key chain. They gave me 6 job orders in one day--an excess of $5500 for my company.
I'll be paid nicely for that, come the end of the month.
newbie
follow up
Posted 4:03 PM on 01/06/08 -
Reply to this postDo you believe the reason for securing this new business was primarily due to effective prospecting, your follow-up, both or something else?
RonF
Follow UP
Posted 10:22 AM on 01/08/08 -
Reply to this postThat's what happens when you put yourself in the pathway of opportunity. Nothing happens until you make it happen and take the right action.
