The Only Sales Blog You Need

It's That Time of Year

2006-12-03T05:28:00.000-06:00

Every business has periods where the activity is greater than other times. That can make forward planning a tricky thing. If you are in an extremely busy period there is little time for that. Take advantage of times when things are quieter to plan.

Write out what you want to accomplish and refer to it. Set timelines for completion.

A new year is upon us. Do not look back in December of 2007 and say..."I have one month's experience twelve more times." Make a plan to increase your experience by a year.

Learn more about your products or services. Develop a better follow-up system. Teach yourself something that is unique to your industry. Commit yourself to implementing that great idea you have.

Jobs in Auto Sales

2006-11-27T08:44:00.000-06:00

I get frequent requests from people who want to learn more about sales and more particularly how to get into auto sales. With over 21,000 franchised car dealers in the U.S. I can say there are plenty of dealerships wanting to hire good salespeople. In most cases previous experience is not required.
The common mistake sales candidates make is not preparing a strategy. Here is a page on my website that will help prepare you for a successful interview.

http://www.masteringselling.com/auto-jobs.html

Mentoring Salespeople

2006-11-26T07:04:00.000-06:00

I received another email for a request to serve as a mentor on an individual basis. I am first, extremely flattered. That means the information I am providing seems worthwhile and of benefit.
Unfortunately I cannot mentor on an individual basis. There is not enough time to do the job properly for thousands of pupils. What I can offer is an alternative. Reading this blog. Looking at the mentoring section of my website.

I do want to thank everyone who emails me with this request.

Best of luck in your selling efforts.

Sales Meetings or Training Meetings?

2006-11-23T04:56:00.000-06:00

I had a request from a sales manager wanting to know the difference between a sales meeting and a training meeting. He concluded by asking if they really aren't the same. The short answer is NO, they are not. There is quite a difference and it's based on what the purpose is. You can find information on each type by following these links.

Sales Meeting
http://www.masteringselling.com/sales-meetings.html

Training Meeting
http://www.masteringselling.com/training.html

As always, best of luck in your sales efforts.

Automobile Sales Training

2006-11-22T07:18:00.000-06:00

I had an email from a dealer yesterday who asked, "Who is responsible for training the salespeople at the dealership?" The simple answer is...You are, Mr. Dealer. Your management team does the training, or they should. But ultimately you are responsible for insuring it is done, done effectively and is beneficial. Here is where I directed him.

Dealers and GM's
http://www.masteringselling.com/automobile-dealer.html

Sales Leadership Skills

2006-11-21T06:43:00.000-06:00

I received an inquiry from a sales manager regarding the best skills for leadership in sales. I directed him to this information. When is the last time you thought about what skills great leaders have?

Sales Leadership
http://www.masteringselling.com/sales-leadership.html

The Sales Desk

2006-11-20T16:44:00.001-06:00

This series about auto dealer sales training continues to receive great response. The question was put to me, "What is the primary role of the sales desk." There are two answers, one from the perspective of sales management and the other from sales people. Here is the information:

For Salespeople
http://www.masteringselling.com/sales-desk.html

For Managers
http://www.masteringselling.com/desk-manager.html

More Auto Sales Training

2006-11-20T10:53:00.000-06:00

The initial response to online auto dealer sales training has been phenomenal. Received lots of requests for more on presenting a four square to a customer. Hope you find this info helpful. Best of luck in your selling efforts.

Presenting a Four Square
http://www.masteringselling.com/four-square-presentation.html

Automobile Sales Training

2006-11-19T08:47:00.000-06:00

The final steps in the Road to a Sale are completed. Thanks for the great and positive feedback this project has generated. Bookmark the site as one of your favorites, new information is added at regular intervals.

Step 10-Proper turn to F&I
http://www.masteringselling.com/road-to-a-sale-step-10.html

Step 11- Proper Delivery
http://www.masteringselling.com/road-to-a-sale-step-11.html

Step 12- Follow-up and ask for referrals
http://www.masteringselling.com/road-to-a-sale-step-12.html

Automobile Sales Training Update

2006-11-18T08:09:00.000-06:00

Steps 8 and 9 of the Road to a Sale are now completed. View them by clicking the links.

Step 8- A Commitment to do Business
http://www.masteringselling.com/road-to-a-sale-step-8.html

Step 9- Negotiate and Close
http://www.masteringselling.com/road-to-a-sale-step-9.html

Wishing you continuing success in your sales efforts.

New Car Dealer Invoice Pricing

2006-11-18T05:08:00.000-06:00

Wow. I have had a lot of activity at my website about what car dealers pay for cars and questions about dealer invoice on cars. You can find the detailed information at

http://www.masteringselling.com/dealer-invoice.html

but here is a short discussion. All dealers pay the manufacturer exactly the same amount for like-equipped vehicles. There might be a very small difference in the total dealer invoice amount based on the ad group assesment the dealer belongs to but other than that there is no variation. It is part of the dealer's franchise agreement. Read the in-depth info by clicking the link above.

Road to a Sale

2006-11-17T18:20:00.000-06:00

Thanks to all who have given great feedback and positive response to the Road to a Sale information for automobile salespeople. This is a work in progress and I am happy to say that 7 of the 12 steps are now available. They can be located here:

Step 1-Proper Meet and Greet
http://www.masteringselling.com/road-to-a-sale-step-1.html

Step 2-Proper Fact Finding
http://www.masteringselling.com/road-to-a-sale-step-2.html

Step 3-Selecting a Vehicle from Inventory
http://www.masteringselling.com/road-to-a-sale-step-3.html

Step 4-World Class Product Presentation and Demonstration
http://www.masteringselling.com/road-to-a-sale-step-4.html

Step 5-Evaluating the Customer's Trade-in
http://www.masteringselling.com/road-to-a-sale-step-5.html

Step 6-What Being Seated and Relaxed is Really About
http://www.masteringselling.com/road-to-a-sale-step-6.html

Step 7-The Trial Close
http://www.masteringselling.com/road-to-a-sale-step-7.html

Bookmark this blog or add the site http://www.masteringselling.com to your computer when you click the link.

Feature Function Benefit Presentation

2006-11-17T18:11:00.000-06:00

Had a request today to talk about Feature Function Benefit sales presentations. In a nut shell this technique tells the customer what it is-the feature, what it does-the function and why they should have it-the benefit. This technique and words to use can be found at:

http://www.masteringselling.com/salestraining-ffb.html

Online Automobile Sales Training

2006-11-12T06:38:00.000-06:00

I have received a number of requests to add an online automobiles sales training course to MasteringSelling.com . I have begun the additions and they can be located at http://www.masteringselling.com/automobile-sales-training.html

Good luck in your selling efforts.

Learning Sales Skills

2006-11-09T06:50:00.000-06:00

I had a comment made to me by a new sales trainer. She said, "Some people just don't get."
That is true. But I also had to remind her of a couple of things.

First, not everyone has the same amount of desire for or commitment to success.
Second, not everyone learns at the same rate. She wanted to know what was reasonable to expect in terms of time for people to "get up to speed." I told her the same thing about learning I told her about the desire and commitment comment above, not everyone has the same amount of desire to learn or "get up to speed.'

What I did offer her was a short list of the stages of learning. I advised her to categorize each of her people according to their level of knowledge and begin the training from that point.
Still awaiting the results from her but here are the levels of learning suggested to her.

1. UNCONSCIOUS INCOMPETENCE
People are not aware of the skills required. Most of your new hires and "rookies" fall into this category.

2. CONSCIOUS INCOMPETENCE
They are now aware that they lack a skill or level of knowledge. They realize that learning a new skill or improving a previous one will improve their effectiveness.

3. CONSCIOUS COMPETENCE
They can perform the skill “at will”. It is not yet second nature but they have the mechanics of the skill or knowledge .

4. UNCONSCIOUS COMPETENCE
The skill has become second nature. The salesperson has mastered the skill or knowledge and can use it effectively during the course of their daily business activities.

Are you a great teacher, trainer or sales manager? SiteSell can turn your knowledge into a business in your spare time.

The Difficult Propsect

2006-11-06T07:39:00.000-06:00

I have received requests to talk about how to handle difficult prospects. Here is the short version:

Do not, as human nature makes us do, decide prematurely they are a "waste of time" or adopt an "I'll show you" stance. Neither of these will lead to a sale.

Give the propsect a chance to "get if off their chest". Just say..."Mr. Prospect, it sounds like you've had a bad experience with (the product, the company, another salesperson). Would you mind telling me what happened? I don't want give you the same experience."

This will allow them to blow off some steam, calm down and more importantly if you are paying attention tell you exactly what not to do if you want them to be a customer.

Only you can decide, at that moment, whether the prospect is lost forever or there is a chance to earn their business.

Election Day

2006-11-06T05:30:00.000-06:00

Examine the candidates and the issues and Vote on Tuesday.

Sales Managers....You Are Not Alone

2006-11-03T05:16:00.000-06:00

Research you may find interesting, or disturbing, dependent upon your point of view.

Two nationally known companies conducted a study that looked at sales processes, sales effectiveness and sales management effectiveness. Here are the results.

· 82.29% of the companies said they were not following the sales processes currently in place.
· 41.48% indicated their salespeople were performing below expectation
· 8.13% of salespeople were described as consistent peak performers
· 90.47% said salespeople to maintain a proper balance between prospecting, presentation, negotiation and business management
· 41.89% train on a sporadic basis
· 25.32% were not currently engaged in ongoing training
· 22.36% train weekly
· 10.43% train monthly
· 52.34% of sales management say they are too busy or do not have time to train

More detailed information can be found at MasteringSelling.com

Do You Know Your Value?

2006-11-01T06:22:00.000-06:00

The greatest thing about being in sales is the income potential. Which leads to the title of this post. Do you know your value? Rather than spend hours figuring how much you make per hour worked, how much you make every time you make a sales call make it easy on yourself.
Look at your paycheck for the pay period and that is EXACTLY what you are worth. Every time you get paid you know.

The important decision to make is...is the amount sufficient to satisfy you? If so, congratulations. If not your course of action should be to improve your performance and boost your income. How?

By taking inventory of yourself. Are you really putting forth the effort? Are you growing? Are you working smarter, not harder? Do you manage your time effectively? Do you know your product or industry? How about your attitude?

MasteringSelling.com is a great place to take a refresher, remind yourself of the importance of attitude and develop a new sense of purpose.

Employee Discipline or Termination

2006-10-30T14:32:00.000-06:00

If you are a sales manager yor job requires you to either discipline or terminate employees. As difficult as this is you must always think before you act.

Ask yourself the following:
WHAT ARE THEY BEING DISCIPLINED FOR?
Is the cause of your action is due to a violation of company policy, departmental policy or poor judgment? Your response to each will vary.

THINK ABOUT WHAT YOU WILL SAY TO THE EMPLOYEE
Is this intended to be a warning or the fatal blow to their career?

GIVE THE EMPLOYEE A CHANCE TO STATE THEIR CASE
If you are disciplining someone as a warning prior to termination should the event re-occur get their acknowledgement in written form.

DO NOT DISCUSS YOUR PLAN OF ACTION
Any discussion of what you plan to do should include only the employee, the person you report to or the human resources department.

BEFORE YOU TERMINATE
Why are you considering formal termination? Poor work standards? Make certain you have given this person every opportunity to perform. If you hired them, you must have seen something that showed promise. If firing an employee is your only alternative involve your supervisor or human resources.

DO NOT TERMINATE IN ANGER
Business decisions based on sound principles are not personal attacks against the employee. If you are angry take a step back, calm down and proceed with a clear head.

MAKE ARRANGEMENTS FOR THE EMPLOYEE TO LEAVE THE PREMISES
Depending on the circumstance make it easy for them to remove their personal affects after hours if possible. Do not let them disrupt or taint the attitude of others.

Whether your decision involves discipline or termination know your company's policies regarding these matters. Involve your human resources department at the earliest possible time.

Website Advice

2006-10-29T06:09:00.000-06:00

Since posting the article "Teach Your Site to Sell" (see September article archive below) I have been asked what program or system a beginner should use to build a successful website to promote a business. Everyone has different needs and levels of expertise. I can only speak from my personal perspective.

Not too long ago my computer experience consisted of web surfing for information and sending e-mails. When I made the decision to create a website, which is another story by itself, I spent countless hours looking for an easy way to build a website. I needed something that did not require me to know much about computer language, html, etc. I also needed something that offered the "do's and dont's" of how to promote a website. Millions of sites exist with millions of varying viewpoints. It is, at times, difficult to sort the wheat from the chaff. I narrowed my list down to three programs and really took an in-depth look at each.

Based on my requirements for website building I chose SiteSell, or more appropriately, SiteBuildIt.
The upfront cost of $299USD was a little higher than the other two programs but what I found was SiteBuildIt, SBI for short, contained everything I needed at no additional charge. The other programs I investigated had add-on fees for anything other than the basic design and web hosting service. When I made a checklist of what I would utilize SiteBuildIt was, on an annual basis, much less.

I still know very little about web hosting, website design and search engine optimization, or SEO, as it is called. What I do know is my site is operating efficiently, making money and easy to use. The biggest bonus is the forum section where other SBI users share helpful tips on everything from getting started building a website to advanced html coding. SBI also has a module for business owners who want to sell their goods online. I recommend you take a look at SiteSell if you are serious about creating a successful website.

Take Time to Manage Your Time

2006-10-26T05:17:00.000-06:00

Identify items as urgent, important and secondary.Devote time to each but do it in the proper order. Urgent activities take priority over everything else. Anything that is hindering the completion of a sale is an urgent activity.Do nothing else until these are completed, you have scheduled their completion or delegated the completion to someone else.
Important activities occur daily. These deal with current business and ongoing programs that lead to furthering business. Included in this group is sales follow-up, customer follow-up, training, recruiting and hiring.
Secondary activity includes anything in your job description that does not deal directly with customers or making a sale. The simple way to prioritize is to WRITE IT DOWN in order of importance and cross it off when completed. If you have a task that is scheduled but not yet completed be certain you follow up until it is done. A hint here:the best organization system ever created is the legal pad.

Acknowledge every Person in the Building. Management by walking around is a vital part of your success. Spend time every morning walking through your place of business. Acknowledge everyone there. A wave, a quick smile. You do not have to engage them in conversation. The benefits are enormous. The first impression you create is that you genuinely care about their well being. When you need a favor it will be easier to get it done. Do not make the mistake of being the type of manager who goes to work, goes in their office and appears only when they want something.

Touch Every One of your Salespeople. They need to know you have a genuine interest in their success. Simply ask them the following question. “What can I do to help you make a sale today?” This simple question will get all the information you want regarding what they are going to do today. Do you know what they are going to do? They will tell you about each and every deal they have working, customers they are going to contact, appointments, etc. Avoid the frustration of demanding they come to you with their daily work plan.By asking them what you can do to help you will not only get the information, they will come to expect it and have their game plan prepared. It might take several days for the idea to become part of the routine but once it is ingrained it will never go away.
Look at Your Numbers. Look at the numbers that tell you about the performance for each of your salespeople. Be reminded that you cannot manage results, they have already happened. You are merely trying to identify trends in your salespeople before they become a problem.
Take time to analyze the numbers.

Look at Your People. Are they ready to work? Their time must be managed by you. Activity breeds activity. If they knew how to stay busy they wouldn’t be idle in the first place. Get them involved in meaningful activities during slow traffic periods. Product knowledge, certification, helping newer salespeople, etc. These are things we never seem to find time to do. By getting them involved early each morning you set the tone for the day.

Look at Your Advertising. Is it there? You pay money to advertise. Make sure the ad ran. This is important every day but especially if you are running a promotion. More than one sales manager has had egg on his face by not doing so. Sidenote: In the Sales Meeting module I use a Red Tag Sales Event as an example of how to structure a meeting. Take time to look at it. What is the competition advertising? Do not make the mistake of waiting until the last minute deadline established by the newspaper and just throwing something in to have representation. It’s quality, not quantity that counts. What is the message? Why is it different? Why should they call? Who is your ad designed to attract?

The Secret of Time Management is Managing Yourself. It is setting priorities, taking charge of your situation and utilizing your time to its highest potential. It means changing habits or activities that waste it. Attempting to do too much at once will insure you completely lose track of time. Break tasks down into components that can be easily managed. All successful time management begins with planning and focusing on the plan.

New Information at MasteringSelling

2006-10-25T09:16:00.000-06:00

I have added some new information to the site. Hope you find something you enjoy and can share.

Freedom of Choice does not mean Freedom From Consequence

2006-10-23T12:04:00.000-06:00

Before you say "I always make the right choice" consider what the questions are.

Do I have a plan? Yes, you do.
It either includes a well organized day that will produce results or it doesn't. That is your plan. If you choose not to plan... Here is the consequence...
You will continue to get more of the same. Do you like where you are right now? If you have a genuine interest in improving begin by having a plan. Not just a plan for the day, a plan for life. Write it down. Refer to it. Add to it. Change it if necessary.

Do I know my product? If you do not...
Here is the consequence... Your presentation will be weak. Your customers will not see themselves using your product. There will be no emotion. Selling is about presenting your product with enthusiasm. Hard to be enthusiastic over something you know little about. Knowing "just enough" won't do it either. You will be like all the other salespeople your customer has spoken with. AVERAGE. Who wants to be average?

Am I just going through the motions? I make the number of sales calls my manager asks me to. I meet the minimum quota each month. I make enough to pay my bills. If this is the choice you make...
Here is the consequence... You will never be better than you are right now.

Do I have an effective follow up plan? Are you in touch with your customers on a regular basis? Do your follow up efforts include something of value for you customers? Do you know how often you need to contact them? If not...
Here is the consequence... Your hard work to get them as a customer will be lost. Think of the time you spent making them your's. Without a good follow up system they will go elsewhere because they will forget about you. Why not work smart instead of hard?

Do I really understand the psychology of selling? Sales is not about talking. You have two ears and one mouth, use them in the same proportion. Selling is about listening to your customer. It is being able to see things from their perspective. It is finding a solution to their problem. Do you sell this way? If not...
Here is the consequence...poor results. Why? Because your customer will perceive that its all about YOU and your needs. They will not see value, they will only see that you want to get their money. Get the facts and they will have no problem making the choice to buy from you.

Fix the Problem right the first time

2006-10-20T11:47:00.000-06:00

Do you feel like you start over every 90 days? Do you fix the same problem more than once? Do you ever wonder why? Simple, most managers fix things for the short term. Develop long term solutions and the short term will take care of itself.
I know what you are thinking...
Identify what is wrong and create a solution. That's simple.

Doing this is exactly why you keep fixing the same issues over and over. There is an important step missing and it comes between identifying the problem and creating a solution.. That step is...

Diagnose before you try to cure
I learn easier when people give examples so let's do that here. Suppose we start with the most common of Sales Manager dilemmas.

How can I get my salespeople to sell more?

Here is the answer most people give without a thought. They need to see more people and they will sell more.That is a simple solution and your salespeople will do that for about a week. Then they will see their return on time invested isn't getting them much ahead of where they were. You, the Manager, pick up a little extra business. That extra business helps you reach your short term goal and now you can relax...until its time to repeat the process again before the end of the next sales period.

Why not stop this viscious cycle. Fix it the first time and you won't keep re-visiting it.
Lets fix this problem together...

Here is a technique I learned that will work with any problem, not just this one. I even used it when I was doing a backyard landscaping project. It sure cut down the trips to the hardware store because I had the answers on paper and all I had to do was put the plan into action.

Plan? What plan?

The well thought out one you are going to create. Just use the framework and plug in the variables. Let's begin.

Identify the problem

We need more sales
Here comes the part where you learn to stop fixing the same problem over and over.

Diagnose before you try to cure
What is causing the problem?
You know what the problem is, what is creating it?

Are you sure you have the right people?
It all starts with good hiring practices. You can find that here.

How is their product knowledge?
Learning is part of their daily routine.

Have you trained them?
They learn from you. Develop the habit of training.

Are your sales meetings effective?
Here are the key ingredients for conducting a great sales meeting.

Is it your attitude about the competition?
Your mindset regarding what is going on in the market has an impact on your people. Yes, lots of people are in your industry. Teach your people what sets your company, product or service apart. Share that knowledge with them.

Have you established, in writing, what your objective is?
An unwritten plan is no plan at all.

Keep accurate records.
Do you know how many customers your people are talking to and what the results were? Without the ability to track your business you will achieve inconsistent results. Learn from the numbers.

Have you analyzed how many salespeople you need?

Have you analyzed your inventory in order to ensure you have enough stock and the proper stock?
Do not assume anything. Inventory management is critical. It must be sufficient to create the numbers you forecast and must be the right stuff. Look at it every day.

Have you analyzed your business to determine the effectiveness of your advertising? Spending your ad budget just because money is allotted to it is not the best use of your money.

Are we done yet?

We will be when I remind you of this.... HOW DO I FIX THE PROBLEM?
Write down every item that comes to mind that might be causing the problem.
Analyze why you feel that way about each of the items.
Think about what might happen should you decide to change something.
Plan a course of action that will deliver the desired results.

Sales Meetings that Work

2006-10-20T04:02:00.000-06:00

Sales meetings differ from training sessions. To be effective you must understand what their purpose is. Simply put, it is to start the day, tell your people about a new promotion, new product, contests or refocus their attention.

Set the Ground Rules
This is not the time to single out poor performance. If you need to discuss these issues with your people do it one on one and in private. This meeting should be positive and enthusiastic. YOU set the mood for the entire day by the energy you create.

What is Your Meeting About?
Let's assume you want to let everyone know that you will be having a "RED TAG" promotion. You can do it the wrong way by assembling the troops and announcing the date. You can even make the mistake easier, just send out a memo or office e-mail and tell everyone.

Or you can do it the effective way.

THINK ABOUT WHAT YOU WANT TO ACCOMPLISH, INVOLVE THE PEOPLE YOU NEED TO INVOLVE AND PREPARE.

We will use your red tag event to illustrate.

You’ve made the decision to have a sale. Congratulations.

Have you bothered to see if you have enough red tags?
Have you scheduled when to place the tags on the merchandise?
How about when to take them off?. If your promotion does not have an ending date how can you create urgency?
If you have an event that requires information you do not normally use does your staff understand the information or where to find it?
Is everyone aware you are having the event? The office staff, the credit department, shipping and receiving. If you get everyone involved you can insure better results.
Do you need help in controlling the traffic, registering them, etc? (You do expect to bring in lots of customers.)
Get your salespeople excited. Treat it like an ordinary event and you will get ordinary results.

Whew, finally done!

NOT QUITE...
ARE YOU READY FOR THE RESULTS?

Is your inventory ready?
Are you ready?
Are your support people ready?
Do you have a way to measure the effectiveness of your ad?
Is the phone operator or receptionist prepared?
Is your sales staff prepared?

Is there anything that would be a hindrance to the success of your sale?

It may seem like a lot to do for one meeting. Here is the point...

Use this format. It gets everyone on the same page, leaves no room for doubt and it gets results!

5 Decisions People make Before They Buy

2006-10-15T08:28:00.000-06:00

1. NEED OR WANT- The need buying decision is based on a change in conditions. You purchase something because you have a need for the benefit of the product. You need to cut a tree..you get a saw. You need a better way to keep track of your inventory...you get a software program. You have another child..you need a bigger vehicle.

A want decision is based on ego. You want it because it will make you feel better, impress the neighbors or help you. You want a bigger house. You want the latest electronic equipment. You want a bigger diamond, right ladies? This decision isn't because you need it, you want it.

2. BRAND-Manufacturers spend billions of dollars to advertise and promote both product and brand identity. Purchasers, in many instances, are extremely brand loyal and have made the brand decision prior to the actual shopping experience.

3. WHEN TO BUY- This decision is based on lifestyle factors. I don't think people in Minnesota buy lots of outdoor furniture in January. Have you noticed how many businesses that sell hard goods have big sales around income tax refund season? Your local car dealer advertises the heck out of vans right before summer vacation season. You get the point. There are events that trigger buying activity. Be aware of them and increase your business.

4. PRICE TO PAY- Within reason most folks know what price range the product they want falls in. They comparison shop prices on the internet, look in the newspaper and watch television.

5. WHERE TO BUY- The reputation you and your company have established will guide customers to your business. The location of your business has a great deal to do with where people purchase. Don't you like the convenience of the store near your home? Your dry cleaners? The coffee shop you visit on the way to the office?

You will have customers come to your place of business due to location. They will come back and do repeat business if you take care of them in the proper manner.

The Title is Just That...A Title

2006-10-03T07:47:00.000-06:00

Sales manager is your JOB TITLE. It isn't your JOB DESCRIPTION. Effective management requires both great leadership skills and sales ability. Both require different strengths.
The top salesperson talents that earned you the promotion don’t always translate into being a great leader.

How did you get where you are today
You demonstrated the ability to sell. You were effective. Most likely it wasn't because your company sent you to manager training school. They saw something in you that that showed leadership ability. You have a great track record. In your role the tough part is hiring and training your people to be effective Your sales team is your lifeblood. The results are direct reflection of you. You want people just like you. That's the toughest part of your job.

DON’T EXPECT EVERYONE TO HAVE YOUR WORK ETHIC
All people are not created equally. Most don’t have your talent and desire.

FAILURE TO COMMUNICATE
Be upfront with your people. If you expect something make certain they know what it is. Put it in writing. Set expectations and then let them know how they are doing.

BE OBSERVANT
Diagnose before you try to cure. Take time to see what is working and what is not before you decide to make changes.

BE FRIENDLY, DON’T BECOME FRIENDS
There is a reason the military doesn’t let officers fraternize with enlisted personnel. When its time to make a decision someone has to be the leader.

DELEGATE TO THE RIGHT PLAYERS
You have lots of talented people around you. No one of us can do it all. Learn to utilize their abilities in helping you build a frame of great teamwork.

SELF IMPROVEMENT for YOU and YOUR PEOPLE
Offer more than you expect. Lead by example so your people will see what it takes to grow and develop in their career. Do not stop learning; being a manager is not the exercise of some dormant ability. Self improvement is a continual process.

Seven Ways to Create a Successful Online Business

2006-09-25T08:27:00.000-06:00

If you are starting an internet business or analyzing your website, you should be thinking of how to generate income. There are seven ways to build a successful online business.

Sell your own products
Sell your services
Drop ship products
Recommend affiliate products
Sell ad space
Start a joint venture
Start an affiliate program

How to:

1. Sell your own products.
The biggest advantage to selling your own products is that you control how much profit you make on every item you sell. You know exactly what each product costs. Try out different price points to see what works the best. People who shop online are price conscious and comparison shoppers. Competitive prices keep them on your site and results in more return visits. Make your home page sparkle with photos and use phrases to Pre-Sell visitors with a “What’s in it for them” as they look at your site.

2. Sell your services.
Providing professional services online requires more patience. Build a website that promotes your services. Unlike product shoppers people who surf the internet for service providers will need lots more Pre-Selling. Use testimonials. Feature your membership in professional associations. Become the authority in your field by submitting written articles to online article directories. It makes no difference if you are an attorney or a zoologist, service providers from A to Z profit from selling their service online. When you sell a service, you're essentially selling a relationship. This requires is that you spend more time and effort establishing your credibility and developing rapport with your visitors. References to articles you have published, trade magazine submissions and online directories will help you. You not only need to establish the benefits of the service you're offering, you also need to establish the value of you providing this service.

3. Drop ship products.
If you want to sell products and avoid the cost of shipping, warehousing and producing a product drop-shipping may be the choice for you. You can sell quality, brand-name products on your site. The drop shipper takes care of fulfilling the order. There are many sites, such as Café Press, that drop ship products and pay commissions. Investigate thoroughly before you sign up. The reputation of your website is at stake.

4. Recommend affiliate products.
Recommending affiliate products creates a "no-risk" partnership. You promote another company's products or services on your site. When your viewers purchase you earn a percentage of the sale. It is much easier to sign up with an affiliate company than attempt to find affiliate partners for every product. Use reputable affiliate companies such as SiteSell, Commission Junction or Clickbank.

5. Sell ad space.
Google has a program called Ad Sense. Yahoo and MSN also have programs that allow you to place their ads on your WebPages. Google, Yahoo and MSN are major search engines. The process is very simple and easy to use. Advertisers buy ad space from the search engines. Based on your site’s content and keywords the search engines place relevant advertising on your pages. You have probably seen these ads when you surf the net. Many web hosts sell direct to the advertiser. For a monthly or yearly fee the advertiser has their information appear on your website.

6. Start a joint venture.
Joint ventures involve combining skills, products, services and resources. One great way to profit through joint ventures is to seek out products or services that would benefit your visitors. Approach the companies that provide those products or services. Ask them if you can recommend their products or services on your site in exchange for a commission or for a portion of the profits. Most companies will gladly agree to this arrangement. After all, there's no risk for them since they only pay you when you refer a paying customer.

7. Start an affiliate program.
Your own affiliate program is like hiring a sales force on the internet. These affiliates sell your products or services. In return, they make money when they send you a paying customer. You will need to assist them in website promotion in order to fully realize the potential market of each of their sites. The power of the internet is enormous. Use it to your advantage.

Teach Your Site to Sell

2006-09-23T03:06:00.000-06:00

Selling is Selling.

Internet Sales is No Different.
It is just a different sales venue.

Not many years ago the word internet was a small blip on the radar. Now it is one of the dominant forces in our lives. Think of where you go for information. Right where you are now, at your computer. Even Grandma knows how to send email. The children of today will never imagine a world without the internet.

There are thousands of people who have built a successful sales business on the internet. The appeal is overwhelming. Look at the number of sites that are about building a website.

The fact is most of them do it the wrong way.It isn't about fancy designs or eye catching photos.Its about words. The types of words that make people do something. But you have to know what it is you want them to do.

I know, you want them to buy something. And that's OK. But you have to pre-sell them first. Unless they already have a relationship with your business they want to know more before they buy. Just like you do when you consider making a purchase.

And that is why most websites fail. They fail to draw traffic, they fail to provide good information and they fail to make sales. Why? Because they try to sell first. Don't sell...PRE-SELL your visitors. You must develop a relationship. You must provide information that makes them want to come back to your site. Very few visitors purchase on their first visit, it’s the nature of the internet.

Selling on the internet is no different than sales anywhere...

• You must have a quality product to sell.
Your website may look flashy. It may be the best one on the web. You want to make sales. If you have nothing to sell all you have is a pretty screen saver.

• You must present the product with enthusiasm.
That is the force that drives sales. Whether you sell on the internet or one customer at a time. By the way, even internet surfers buy one at a time.

• Your website must have great selling skills.
Yes, your website. It must talk to the viewer as if they were standing directly in front of you. They have to hear your passion about your business, your service or your product.

• You must realize this is a business.
Starting a business, buying a business or running a business. The principles are the same. You must have a plan. Your plan should include a well thought out course of action.

• You have to grab their attention.
The internet is a fast paced world. If you do not get their attention immediately they will find someone else. You have about a minute.

• You must present your case in simple words.
When YOU look at a website don't you scan the page? If the type is very small or it looks like a 20 page magazine article you want to find something else, right? Your customers are the same way.

• You must realize it will not happen overnight.
The fatal mistake people make is thinking about the money first. I know, everybody wants to get rich quick. That is not the real world. Yes, millions of people are online and you can sell your product to them. But...

They have to find you first.

There are millions of pages. How are they going to find yours? Google, Yahoo and MSN are internet search engines. Just like you, people type in what they are looking for. These search engines find the pages you want. How? By looking for Keywords.

Think of your site like a book. Your book can have the best looking cover. It can promise an exciting read on the dust jacket. If your reader opens the cover and the pages are BLANK they will not buy your book.

Make your site one that provides real content and value. Those are the qualities that succeed online.
2006 Copyright MasteringSelling.com

How much do Sales Managers make?

2006-09-21T15:27:00.000-06:00

Here is a great reason to be in the Sales Business....

http://money.cnn.com/magazines/moneymag/bestjobs/snapshots/21.html

Do You Know your People?

2006-09-21T08:10:00.000-06:00

Do you know each of your people? The individual they really are, not just the person who works for you? Do you know their spouse's name? What about the kids? As much as we are individuals we also have common desires that motivate us.

In his theory “The Hierarchy of Needs” Abraham Maslow defines those common desires as:

Physiological- The desire for food, shelter, warmth and comfort

Safety- The desire to survive without threat

Belonging- The desire to be a part of something with common interest

Esteem- The desire for recognition of the mastery of tasks

Self-Actualization-The desire to maximize potential

These desires are the fuel of your salespeople.
Some are further along than others. When they are new they are still looking for food, shelter and warmth. Your top people are striving for self-actualization. They want maximum results. Everyone else is somewhere between.

You cannot make all of them superstars. You can however find some common threads among your top producers. Help the others find them and you will be on your way to building a great team. Look for this in your top people and teach it to the others.

They are realistically oriented

They know when they are getting the job done and when they are not. You do not need to remind them, you need to help them. Beware of the salesperson who isn’t performing up to par and it doesn’t seem to bother them.

They accept themselves.

They are aware of their shortcomings, whether they have shared them with you or not. If you will find out what they perceive those areas to be and can suggest how to improve them you will develop a loyal employee.

They are spontaneous

The ability to “think on your feet” is paramount to the salesperson. Being flexible is a trait that successful people are proud of. Allow your salespeople to be spontaneous and think “outside the box”. You will learn and hear things that will astound you if you will give them the chance.

They are problem centered

Successful people identify the problem and then take the necessary steps to rectify, correct and improve. As part of the development of your sales team ask your people who have this area of strength to share with you and other members of the team how they handle problem situations.

They have an air of detachment and a need for privacy

Part of the psyche of successful people is they consider themselves to be “a cut above” and not like the rest. Don’t we always remark that the successful salesperson doesn’t have time to join the “pity party” or wait for customers? It isn’t always that they are busy, oftentimes it is simply due to the fact they do not want to be considered as just another member of the team. Assign them a task to assist you that they consider to be of vital importance to the mission and they will shine.

They are independent and autonomous.

This salesperson is the one who recognizes what needs to be done and sets in motion the forces to accomplish the task. They make great team leaders and mentors. This salesperson is the one who doesn’t look busy but always has deals working, is using the phone effectively and seems to get the most referral and repeat business.

They have an appreciation for people and events.

This salesperson is the one who is aware of his surroundings. He is a reader, learner and student of human nature. You will recognize him immediately because he is the salesperson who will make you aware there is a situation that needs to be addressed. Your other salespeople will turn to this person for advice or to share a grievance.

Most have had a life-changing experience.

A profound change in circumstance will make people aware of what is important and teach them to overcome adversity. (Ask your salespeople who served during wartime in the military or have experienced the death of one of their children how crystal clear your focus can become). By applying the mental toughness learned during their experience they succeed in spite of the circumstance.

They value intimate relationships

Successful people may know many, but have real relationships with only a few. They value these above all. If your salesperson considers you to be one of those chosen few guard it carefully. If for any reason they feel you have violated that intimacy you will lose them.

They do not confuse the means with the ends

They recognize what is good and what needs improvement in all areas of their work. They examine what steps, procedures and plans need to be in play in order to achieve the result. They recognize that success is the by product of effort guided by a plan.

Their humor is philosophical as opposed to hostile

Successful people can laugh at themselves and their humor is often self deprecating. Recognize that this person learns from humor and it is one of the forces that keep them grounded. Let them express their humor; successful people use it as a means to relieve stress, bring themselves back to focus and move on.

They resist conformity

Successful salespeople are always looking for a better way to accomplish the job. They know that just because it’s always been done a certain way doesn’t make it right or the best way. This is also the reason they have that air of detachment about them. They want to be viewed as different.

They transcend the environment

Successful people do not get caught up in office politics, nor do they want to. Their focus is on accomplishing the goal. They are the person who doesn’t fall victim to circumstance. This person is the one who says “I don’t care how many salespeople you hire, I will still be able to succeed and come out on top”. This person is a valuable commodity in helping others see the big picture.

The secret to finding these qualities in your salespeople is to get to know them.

Learn about them as individuals. If you are like most managers your time is limited. Time is all you have; it is what you allot your time to that differentiates us.

The reason you are consistently out of time is you haven’t taken the time to develop your people, both their skills and their person. The result is your staff is constantly turning over and you spend a great deal of time looking for their replacements. They are not prepared to do the job so you spend your time doing it for them. (And resenting them for it) You haven’t developed them to be problem solvers so you solve the problem for them. Learn to develop them and your job will be easier.

Is Your Tool Chest Full?

2006-09-19T06:27:00.000-06:00

I Bought a Router

No, not the kind to link computers to a network. The kind you use with woodworking projects. It was the fanciest router I had ever seen. Bought it, took it home and then I realized I hadn’t done a woodworking project since junior high school.

And I really am not sure if I will ever do another one. But I now have a pretty fancy tool.

This made me stop and think about the tools you have at your disposal. Sales is a wonderful business. It is so wonderful companies spend multi-millions of dollars on product brochures and sales literature. Be honest, you have some of it stuck in a desk drawer somewhere gathering dust. These are great tools.

But back to the router. It is a tool. A very nice tool. And I have no idea if it will ever get used.
How are you using your tools? If this afternoon you went to the hardware store and bought a router would it make you a master woodworker? Of course not. Your sales career is much the same. You can have all the tools but until you learn to use them they will sit idle. You will accomplish very little, if anything at all.

The greatest tool you have is yourself. Work on you first, the rest will come.

Do you study every day? The products you sell? Some form of prospecting or closing technique?
Do you read motivational material? Attitude is the fuel that drives your career. Do something to be inspired every day.
Help someoneIs one of your fellow salespeople having a difficult time? Help them. Teach them about a product, share a sales tip or just encourage them. YOU will learn something from all 3 of these.

Doing more of what you are doing is going to get you more of what you’ve got...If you don’t like what you’ve got you better change what you’re doing!