Heber J. Grant was also a big proponent of this quote for persistence and tenacity.
Do you absolutely, truly, definitely want to slam your way to sales success? Our guest today will show you how. Ken Thoreson is a speaker, author, and consultant with extensive expertise in strategic sales management.
Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who “operationalizes” sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue. As a sales management thought leader Ken is recognized as an expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training within the sales function.
Over the past 14 years his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for companies throughout North America—from emerging, transitional to high-growth. Prior to founding Acumen, he led development-stage, entrepreneurial, and a $250-million national vertical software sales organization as vice president of sales. As a speaker, Ken energizes audiences and recharges their personal commitment to professional excellence to help drive personal and organizational change and growth.
In addition to the four released books based on his Sales Management Guru series, and Success Simplified, co-authored with Stephen Covey, Ken’s many articles and nationally recognized blog are excellent resources for executives who want to revitalize their organizations. He has been published in Selling Power, VARBusiness, Reseller Management, Business Products Professional and SmartReseller. He is currently a columnist for Redmond Channel Partner Magazine, a publication for Microsoft channel partners. Ken’s blog has been rated in the top 10 sales blogs in the United States and ranked a top sales industry social media user by Top View.
Ken is an author of four comprehensive, information-rich books about sales management. The latest of which, SLAMMED! For the First Time Sales Manager, is a fun book made for people jumping into sales management. Kens books are guide books with great tips, ideas, and tools for sales managers.
In this episode, Ken talks about how recruiting is a critical component of sales leadership and how it’s really about hiring the best candidate and not the best available candidate.
Ken is a leader at the Acumen Management Group that focuses around programs in place, alignment of compensation plan, marketing messaging issues and other issues that are preventing growth.
Here are the highlights of my conversation with Ken:
Ken’s coolest sales experience when he was the customer
Ken’s books on Sales Management:
Leading High Performance Sales Teams
Creating High Performance Sales Compensation Plans
Recruiting High Performance Sales Teams
SLAMMED! For the First Time Sales Manager
Why break it down to 4 books instead of condensing it into one:
What separates high performance salespeople from the rest:
How his book on Recruiting High Performance Sales Teams is different from others:
The top 3 most important points on recruiting:
The biggest mistakes people make when they’re hiring:
Success in companies vs. stagnant growth in others:
Building your personal business vision:
The importance of VISION for business growth:
On creativity: It can be learned.
How a manager can be effective as a coach or mentor:
Current projects Ken is working on:
Or send him an email at email@example.com
Ken’s Major Takeaways:
Think about what the definition of a professional is and make a commitment to increase your level of professionalism every quarter.
As a sales manager, focus not on the numbers; focus on the relationship and creating an environment that’s fun and with high expectations with accountability.
Greta Schulz is an entrepreneur, consultant, and a motivational sales speaker. She is the founder and president of Schulz Business, a sales consulting firm that provides sales training programs to small businesses. Having an extensive experience in sales, marketing, training, and sales management, Greta primarily helps people to stop selling.
For several people sales somehow ends up being a negative experience for them. Greta seeks to be able to shift that mindset in people, teaching entrepreneurs and salespeople the beauty of giving customers the option of saying ‘no’ as a doorway to better opportunities.
Here are the highlights of my conversation with Greta:
Greta’s coolest experience when she was the customer comes from the purchase of her first BMW.
Sales process, defined:
Why people don’t use a process
Poor communication as a huge problem:
Key principles of a sales process:
Bringing up price in the process:
The right place to talk about money: after issues, before proposal
Giving them a range of prices:
Staying disciplined to the process:
The importance of being in control of the process
Current projects Greta is working on:
Sales Success Kit – everything Greta teaches in a box (CDs, DVDs, workbooks, cheat sheet pad, online training, etc.)
To find out more about Greta, visit www.schulzbusiness.com
Greta’s Major Takeaway:
Set those ground rules at the beginning and make sure that you let people know that NO is okay.
We have all heard it before that people buy from those they know, like and trust! Yes, I totally agree with this statement as well, but there is one problem HOW? How does one build relationship with a perfect stranger to the point where they know, like and trust you? Well, this is why I’m doing this episode.
After really thinking about this topic, analyzing my past business/personal relationships, I came up with three ways we can easily build relationship with others to get known, liked and trusted. Now, obviously strong relationships takes time and effort but doing these three things will help you see incredible results.
Smile more with your prospects:
There is something contagious about having a smile on you face. Studies show that when you smile, others will naturally return with a smile. A smile also makes you look more excited and confident in what you are doing. This translate to the prospect that you are passionate about your offering, thus generating a sense of curiosity in the prospect to learn more. Now, I’m not telling you to go out and smile like a circus clown. But a nice warm smile will go a long way to help prospects take down their defensive guards.
According to the great Wikipedia, “Mirroring is the behavior in which one person subconsciously imitates the gesture, speech pattern, or attitude of another”. So how can mirroring help you get known, liked and trusted from your prospects? Well, people tend to like others who they feel a connection with, someone who is like them. When you mirror, it reflects that you are in sync with others and are like them in some way.
This subconsciously allow the prospect to open up a bit more. However, don’t get the idea that you should copy every thing the other person does, but pay attention to the mood of their body language and reflect that in your posture. If their legs are crossed, you should cross your legs as well. Maybe a hand gesture on their face or the tone of their speaking. There are many different ways you can do this. Try it with family members and friends and see how much fun it is.
This is also a very simple thing you can do and it relates very closely to the idea of mirroring. Essentially it shows that you are human and can sympathize with them. So many times well meaning sellers go into a meeting so cocky that it becomes a turn off. They put themselves above their prospects and makes the prospects feel inferior. Many times this happens when the sales person start using buzz words and terminology that the prospect does not understand. And once that happens, the meeting with be over and the sales persons will be dismissed with a statement live “leave some literature and I will get back to you”.
Don’t be that type of seller! Speak the prospects language. Explaining your product or service in away that relates to their business. Give examples that tie to their industry, success stories of companies like them. Before you meet with them, do some research via LinkedIn (social media) and see if you have anything in common. This is a great way to take down the barriers that prospects have up initially.
Overall, the more people feel you are relatable (like them), the more they begin to trust and open up to you. Doing these simple activities of smiling more, mirroring your prospects and being relatable, you will increase you chances significantly to being known, liked and trusted. Try it and let me know how it works for you. Drop me am email at Donald@thesalesevangelist.com. You can also join in on some of our other sales conversation in our private Facebook group, The Sales Evangelizers. Either way, I can’t wait to hear from you. In the mean time, remember to DO BIG THINGS!
This is no Mayweather v.s. Pacquiao match, but I will show you the right jabs and punches to help achieve your sale goals. In this episode, we’re going to focus on COMPETITION, which is a key aspect in sales. Don’t fight ’em or hate ’em. It’s a matter of understanding them.
WHY you need to UNDERSTAND your competition:
HOW to make the RIGHT punches:
HOW to understand your competitors:
Sales and marketing are two different aspects, but they need to go hand-in-hand if you want to achieve explosive sales success. However, there seems to be a disconnect between the two and that’s where many new salespeople are having difficulty. They have failed to bridge the gap between marketing and sales. Sometimes, we get too caught up in focusing on just one customer when sometimes we need to take a step back and look at the bigger picture.
In this episode, we invited Barry Doctor over to discuss how you can bridge that gap between sales and marketing, how to think like a marketer to achieve sales success, and some strategies you can apply to pin down your market segment.
Here are the highlights of our conversation with Barry:
Barry’s coolest sales experience as a customer with Comcast 🙂
Marketing vs. Sales
Applying the “n = many” mentality in your sales effort
How to find your market segment:
How sellers can more prepare and think like marketers:
Losing a business to gain more business:
Strategies to better understand your segment:
Tactics of great sellers that reflect their understanding of marketing:
Current projects Barry is working on:
ProductCamp, an “unconference” because it’s self-organized by volunteers for volunteers, who are local practitioners working with products to help learn from and teach each other. It is an event for product managers and marketers.
Who can join: Product managers and marketers
When: March 14, 2015
Where: Boca Raton, South Florida
Connect with Barry through LinkedIn.
Barry’s Major Takeaway:
Take the time to understand the journey that the buyer is going on. Then you can lead them to your salesperson by putting marketing out there on the internet to be found, making information freely available to help them make the right decision to buy your product.
“I don’t think people realize – we are a brand. We need to communicate that brand…and it’s all about how you deliver the message through your brand, making it authentic and making it relevant.” – Maria Brown
Today’s guest is Maria Brown. She is a sales trainer/evangelist. With 20 years experience in training and management, she is the source of information in the furniture retail industry. She motivates sales professionals to become evangelists, to help them get excited and fall in love with what they do as sales professionals, and to help decorate people’s homes and people’s lives.
Here are the highlights of my conversation with Maria:
Maria’s coolest sales experience as the customer: buying from Terry Shapiro at Rooms To Go – delivering above & beyond what was promised.
The importance of becoming your own “Google:”
The importance of understanding the client’s emotions when relaying information:
How to improve your “Google” ability:
Turning “Im-possible” to “I’m-possible”
Top qualities of successful individuals:
Make sure your message is:
Current projects Maria is working on:
Maria’s Major Takeaway:
“Be the source of information. Have your information be meaningful, applicable, and relevant to the customer and their operation. Be present. Be engaged. Listen and anticipate what their questions are going to be. They love when you anticipate. Become the source, but more importantly, the FORCE.”
“Salespeople are a force of nature…we are enthusiastic, passionate people. Don’t lose the enthusiasm. Don’t lose the passion. Be real and be authentic. Promote and take care of your brand. You are the destination of information.”
Yes! Sales is important and you need to do what needs to be done to get that sale. But at the end of the day, you need to make sure that you feel good about what you’ve done and you feel good with yourself.
In this episode, Dr. Michael Mallin from the University of Toledo shares with us why some salespeople engage in unethical behaviors. After about 16 years of sales industry experience, Michael has decided to join the academia. His research paper, How Do Unethical Salespeople Sleep at Night? also co-written by Dr. Laura Serviere Munoz, delves into the effects of the different types of neutralizations on the ethical intention of salespeople.
Here are the highlights of my conversation with Michael:
How Do Unethical Sales People Sleep at Night?
Nature of the Study:
3 Criterias to Determine Unethical Sales Behavior:
The 5 Types of Neutralizations that Occur When Salespeople Justify their Sales Practices:
Reasons for the prevalence of neutralization in sales:
Where sales neutralization applies:
On the negative stigma of selling:
More common in direct to consumer selling
How to analyze whether you’re doing ethical or unethical sales practice
“Falling on your sword” concept:
Current projects Michael is working on:
Check out the National Conference for Sales Management happening on April 15-18, 2015 in Houston, Texas where university professors and educators come together to discuss research and teaching of sales, share best teaching practices, research in sales, and have fun.
Get connected with Michael by sending him an email through firstname.lastname@example.org.
Or contact Dr. Laura Serviere Munoz through email at email@example.com
Michael’s Major Takeaways:
What many of you probably don’t know is that I went to Brigham Young University-Idaho and I am a member of The Church of Jesus Christ of Latter-Day Saints.When you’re 18 years old, as a member of the LDS church, you have an opportunity to do a two year proselytizing missionary trip anywhere in the world. Mormon missionaries can be easily distinguished by their white shirts and ties, riding on bicycles. I was called to serve in the Detroit, Michigan area. I lived in the city of Detroit and the surrounding suburbs during the two year period.
Here are some of the great things I’ve learned from that mission trip which has helped catapult the way I do sales:
There are so many people around you everyday and all you have to do is just talk you them. You’ll be amazed how many opportunities you’ll comes across. Not all are ideal customers, but one thing I know for sure – they may know an ideal customer for YOU.
So… Be prepared!
Have your business card.
Have a message or know how to clearly state your purpose/what you do and why others need what you have to offer.
Just open your mouth!
Warning: This is not for the faint of heart!
In this episode, I’m going to talk about returning a question with a question. It’s a powerful skill I learned while doing door-to-door security sales in college.
When does this “counter-question” strategy apply:
Reasons for the question or objection:
Before anything else, remember that TONALITY is a key part when using this method of conversation.
3 Examples of Handling Objections:
Usually, that it isn’t the true objection. Rather, there is something they don’t understand or somehow don’t see value in what you are selling. This then allows you to re-position, find out the real objection of the buyer, and offer value/solution to their concern.
Watch you’re tonality and tell your client that there are 3 possible reasons why they’re saying this:
Suppose they chose #2, counter it with this question: “When would be a better time for us to connect?”
Instead of just sending information or “literature” and it getting lost in the email shuffle, ask that question.
It will make you:
These kind of people love to put things off and they might ask you to get back to them in 6 months to a year or so. What you need to do is to find out what they’re really saying.
What to ask to help you find out the real reason:
“What will change between now and then for you to be able to do something?”
Don’t be afraid to try this out. Have the backbone to go for people who are ready to purchase and who are serious. As always, let me know how this goes by sending me an email at firstname.lastname@example.org or via Twitter @donaldckelly or via LinkedIn at Donald C Kelly.
Remember, DO BIG THINGS!