Tuesday, May 10, 2005
How To Close The Sale Today
Well I have a little jewel I want to share with you. I was doing a little research for a client and I came across something every professional sales person should benefit from.
There's a sign sales rep named Lloyd Allaire and he's developed a way to get decision-makers, at all levels, to make on-the-spot-decisions.
It's really a No-Brainer. Let me paraphrase what he says. Imagine talking with a decision-maker and he says he wants to think about it. Ever hear that one before?
Well, Lloyd usually responds with something like, "We sometimes offer additional savings, when small businesses like yours do business with us on one call. You're probably not interested - but let's see what the numbers work out to." Then he shows them the math.
My guess is you can use this with just a little tweeking to suit your business.
Guru No-Brainer Selling Skills
Wednesday, May 04, 2005
Four Simple Ways To Take Control Of Your Time And Your Life
that there is." Simple concept - except when you're living your life
in the multi-tasking lane.
For most of you - your reality is too much work, information overload,
struggling to balance your family and your work, and not enough time
to get everything done.
Well, I struggle with the same things you do. While I don't have all
the answers - I do have a couple of ideas that you may find helpful.
Here are four simple ways you can take control of your time and your
1. Handling paperwork.
The one thing about paperwork is that it's endless. All the
prognosticators who long ago said that the advent of computers would
eventually eliminate paper were totally wrong - at least when I look
at my desk. The junk mail you receive is never ending. Add to that
correspondence from your company, from your manager, from your
customers, personal bills, and everything else under the sun adds up,
if you're not very careful, it adds up to one very big distraction.
The control center for most professional salespeople is the home
office desk. A desk filled with clutter creates efficiencies that
only worsen with more clutter. Here's a suggestion for dealing with
paperwork that I personally use and have found to be very effective.
It's called the four D's:
1. Do something with it. If you can't do something with it right now
- you shouldn't be touching the paperwork at all. One of the keys to
efficient office management is to touch paperwork only once if at all
possible. The best way to do this is to schedule time for the sole
purpose of dealing with your paperwork.
2. Delegate it to someone else. Delegation isn't easy especially
when you know you can perform the task better than someone else. The
fact that you can perform the task better than another person is no
reason for you to perform the task. First - consider the value of
your time. Next - consider the priorities that take precedence over
this particular task. Never, never, never do anything that you can get
someone else to do for you. Simply stated that's the art of
3. Defer doing something until you have more time to deal with it.
Okay, you have set aside a chunk of time to do your paperwork. One of
the items in your stack of paper requires research and follow-up and
you estimate that you'll need 45 minutes to get the job done. Defer
doing anything until you can block out 45 minutes on your calendar.
Just keep moving through your paperwork.
4. Dump it! That's right dump it - get rid of it. My guess is that
20 - 40 percent of everything that crosses your desk can be trashed
immediately and without regret. If the worst thing does happen, that
you need something you have previously tossed away, worry not, because
someone else in your organization will have a copy for you.
All that paperwork that's on your desk doesn't have to be
overwhelming. You realize of course that stack of paperwork isn't
capable of managing itself. Rely on the four D's to maintain control
of your desk. Properly managed your desk will become an asset for you
instead of a major liability.
Unfortunately, when it comes to paperwork, you're either in control or
out of control. It’s your choice.
2. Don't Stash It - Trash It
Are you surrounded by stuff? Of course you are - if you're like most
salespeople. The tendency, when it comes to stuff, is to wait and
procrastinate putting this thing we call "cleaning up" off to a later
and more convenient time.
Your mind is probably riddled with these and similar thoughts.
"I'll set it aside and take care of it later - when I have more time."
"I'll rack it up by stacking it up in a neat pile."
How would you like to immediately feel good and look good? You're
thinking, who wouldn't want to pull a switch to feel good and look
good. It's really quite easy and only requires a touch of discipline.
Actually, it's as easy as 1, 2, 3. The only thing you need is a large
trash can liner and some "reckless abandon." Here are the easy steps:
1. Trash your office. You will really enjoy doing this - trust me.
With your trash can liner in hand begin with your desk. Without
re-stacking anything toss away everything that isn't absolutely
essential to your selling success. Begin at one end of your desk and
work your way through to the other end of your desk tossing away
everything that's unnecessary to keep. This includes magazines you
haven't read, files that you haven't used, projects that you haven't
done, papers that you haven't filed, and notes that you haven't read.
The first time you do this can be painful. But remember, if there's
no pain there's no gain.
2. Trash your briefcase. Take a couple of pages from your daily
newspaper and lay them on the floor. Empty the contents of your
briefcase onto the newspaper that's now on the floor. Isn't it
amazing, what you have accumulated and stashed away in your briefcase?
You know the drill - toss away everything that's not essential to your
selling success. Everything else goes back into your now very clean
and organized briefcase.
3. Trash your car. The two times your car is the cleanest is the day
you buy it and the day you sell it. Depending on what you sell your
car may literally become your second office. Your office on wheels
can take on the untidiness of your home office if you neglect it.
Start with the trunk - what a mess that can be, and toss away
everything that isn't absolutely essential to your selling success.
Proceed to your car's interior so you can clean up and toss away
everything between and under the seats. Now that you've trashed all
the unnecessary stuff - you may as well get the car washed, and even
detailed if necessary.
Ask this question often. Should I stash it or trash it? What do you
3. The key to finishing is starting.
Recently I did a postcard mailing to promote my No-Brainer Selling
Skills Boot Camp. One side of the postcard had a photograph of a
salesperson, dressed in a suit, running, with both arms extended high
over his head, one with a briefcase, as he dashed across a red ribbon
It was a great picture capturing a successful moment. It reminded me,
and I don't know why, that you'll never cross the finish line until
you cross the starting line.
How many things are you thinking about doing that aren't getting done?
How many priorities do you have perched on the back burner in your
How many things could you start doing today that would provide you
with an immediate payback ($$$)?
If finished is better than perfect then starting is better than
Before you cross the finish line you have to cross the starting line.
(Begin, dart, spring, jump, effect, enable, rouse, proceed, or
breakthrough.) What are you waiting for?
4. Maintain your focus.
Seven years ago I did a sales training program in Colorado. The
meeting was held about two hours north of Denver, in a lodge situated
in Roosevelt National Park. My client was, Low Alpine, a manufacturer
of outdoor gear. Specifically, they made the stuff that Mt. Everest
climbers use to trek up that mountain.
My two-hour presentation was scheduled right after lunch. The
speaker, who preceded me before lunch, had an extremely interesting
topic. He had a slide presentation showing his various attempts at
climbing the incredible MT. Everest. As you might imagine it was a
powerful and extremely insightful presentation about the art and
dangers of mountain climbing.
There were 25 salespeople at this meeting. Their climbing gear was
sold to retailers. So they knew all about the climbing business.
They also new, by reputation, many of the names the speaker referred
to. Throughout his presentation everyone was glued to his seat with
anticipation. He mixed his stories with slides, which was extremely
Just before he ended his presentation he asked the group a question.
He remarked, “There's a time when you're climbing, when you can almost
feel depressed. You just feel low and down. Do you know when that
My imagination started to run wild especially since the highest I ever
climbed wasn't even climbing, it was an elevator ride to the top of
the Empire State building. I thought surely the salespeople in the
audience would know the answer to his question. They responded with
things that I imagined; when you first begin the climb, when you only
have 100 yards left, when you reach the top, and when you begin your
descent. The speaker’s body language and facial expression gave it
all away - no one was even close.
I was surprised by the answer - maybe you will be too. He said,
"Climbers get down when bad weather sets in." He went on to explain
that when bad weather sets in you can't see the peak - you lose sight
of your goal and become easily distracted.
You might be wondering, what if anything does this have to do with
time management? I see a very clear correlation. You see, like a
mountain climber who can't see the peak, salespeople and entrepreneurs
without clearly defined goals (daily, weekly, monthly, yearly) are
more susceptible to daily interruptions and distractions, and more
likely to waste your precious time resource.
You don't have to climb Mount Everest to appreciate how important
keeping your eyes focused on your goals is to achieving your ultimate
success in sales.
Well, that's a wrap - four simple ideas on how you can take more
control of your time and your life.
This isn't intended for everyone. As a matter of fact, only those of
you who are dedicated to achieving more balance in your life would be
even remotely interested.
If you do want a more balanced life, you may want to take a peek at my
53 other ideas on taking control of your time and your life.
Don't click on this link unless you're very serious about
achieving more balance between your family and your work.
Guru No-Brainer Selling Skills
Sunday, May 01, 2005
What Are The 12 Dumbest Things Salespeople Do
Not only do I list and describe the 12 dumbest things, I also provide some practical suggestions.
You see it all by using this link:
Guru No-Brainer Selling Skills