“Call before midnight tonight! Operators are standing by.”
Responding to what a customer is saying word-for-word can often create false expectations. This result is especially true during the sales process and can lead to the incorrect notions of blue skies, intimate dining, and endless availability; just to name a few of the pitfalls.
So often we think about “don’t haves” vs. “do haves”. I used to say this all the time, “If I had __________ I could compete so much better in the marketplace.” Both personally and professionally, we’ve all worked hard and sacrificed to get that “I don’t have” just to find out that once you get it there’s an entire new set of challenges. Reality check – there is always going to be newer, shinier, or cooler stuff others will have that you don’t.
I like the word “pure” because it’s simple, clean, and immediately makes you think of value. In the sales arena – keeping your value pure is a really good thing. Pure value is deadly powerful! If used correctly, it maximizes positive results and often shortens the sales cycle.
“Let’s do lunch” is a phrase or continuance tactic that most sales people have uttered more than once at the end of a sales call during their career. I’m secure enough to admit that over the years I have in fact created several original continuances –soon to be clichés– to convey the same message. “Call me sometime”, “let’s get together in the new year” or often: “take some time to think about it and I’ll follow up”. A sales message focused on vague next steps is certain to net you vague results. There is a BIG difference between potential and actual, wouldn’t you agree? I’ll call you next Tuesday at 3pm is an actual plan.
Objective – Aim – Intent – Purpose – whatever your organization calls it, is what separates good sales people from those that can’t seem to get their fair share. I like to think of it as starting your “new” revenue generating cycle with the end in mind. What really needs to happen as a result of your efforts to move this opportunity forward?
What we sell isn't actually a bike. It's the ability for a mild-mannered accountant to dress in leather, ride through a small town, and have people be afraid of him."* - Clyde Fessler, former Harley-Davidson VP
American and world history classes during my high school years seemed like such a waste of time. As I look back, my teen years were all about living for the moment and on rare occasion I pondered briefly what the future might hold. But never did the past seem to be part of my future.
As I sat next to a self-proclaimed top revenue producer last week and listened several times to what he called his “sales spiel”, I couldn’t help but smile.
Sales Truths – Fact: Prospectors sell quicker, sell smarter, and create more revenue than traditional sales efforts.
My budget is not realistic – my equipment isn’t as new – the market is tough…how often do you make excuses these days for underperformance?