Tag Archives: sales

Doing Whatever it Takes! Maybe?

7 Aug

Over my career I’ve hired, trained and managed thousands of salespeople. But I was often baffled. Why did some people who I thought would be in the top 10% of producers fail to achieve the results I expected of them, while others whom I thought of as less talented, rose up to be my best people? I came to the conclusion that the top producers in any company were those who were able to face their fears and do whatever was necessary to achieve their goals.

These were the people who overpowered their fears and outsold their colleagues by huge margins. These were the salespeople who stood-up, faced their fears, and did whatever it took to get the business.

Today, a great deal of my work is with franchisors and franchisees who sell in the B2B and B2C markets. These markets, as opposed to restaurants and other retail stores, require the franchise owner to sell. Unfortunately, the majority of franchise buyers have had very little experience in selling. Many have never sold and the thought of themselves as salespeople can literally make them physically ill.

Buying a franchise is a major life changing event. Often it will take every dollar these people have, and then some. The “then some” are often loans from family and friends and banks (if their credit is good and they’re lucky). With no salary or income until the business is profitable there is a lot riding on their ability to make the business successful.

Often, because of their fear of selling, these struggling business owners spend the majority of their time doing operational functions that really don’t matter if there are no customers. I call this make-work. The new franchisee thinks they’re busy every day and then in a matter of a year or two they have to shut their doors. Most likely they’ll blame their failure on not having enough working capital upfront. This excuse makes them feel better, but think about this. Would the income coming in from paying customers solve the lack of working capital problem? Of course it would.

The things that stop these fledgling entrepreneurs from success are the very things that stop so many salespeople from achieving their quotas. The fear of active prospecting. If franchise owners and struggling salespeople can overpower their fear of these 8 active prospecting activities they can literally double and even triple their incomes without even improving their closing ratio.

ACTIVE PROSPECTING ACTIVITIES

Networking – Five Events a Week

Drop-In Calling – After Every Sales Call

Joining Boards and Committees

Doing Free Talks – One a Month

Joining Multiple Referral Networks

Providing Seminars – Once a Quarter

Cold Calling – 25 Dials a Day

Asking for Referrals From Every Customer

Every salesperson I have ever hired or trained and every franchisee I have ever worked with always swore they would do whatever it took to succeed. But, there were always stipulations. And they always sound the same; as long as I don’t have to (blank, blank, blank).

If you are a franchisee or a salesperson and you want to succeed then you must do WHATEVER IT TAKES to make it happen! And that includes everything you see on that list above, with no excuses and no bullshit!

With Love,

Michael

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Cause and Effect – Luckman’s Law

8 Jul

For many people their belief is that they live in a chaotic world where things just seem to happen to them. No rhyme, no reason.

I don’t believe that this is true.

My belief is that we live in an ordered world where we create our lives by our very thoughts.

If you believe that things just seem to just happen to you, then you probably don’t see that everything in your life (the effects) had a cause – a reason why it happened. But it’s true. Cause and effect go hand in hand. You won’t find one without the other.

Take the employee that can’t seem to get out of bed in the morning. When the alarm goes off they hit the snooze for another 10 minutes. It rings again and once more they bargain with it for just 10 more minutes. Finally they awake and rush to work, only to be late once more.

And then it happens. Their manager fires them. Their first response is why? Why fire me? I’m the hardest worker here. Nowhere in their reasoning do they see the effects (being fired) had a cause. A cause that they themselves created. Being consistently late to work.

Or take the salesperson that is responsible for opening a set number of new accounts each month, but they hate prospecting. They don’t cold call. Belong to no leads groups. And find it uncomfortable to attend networking mixers. Will they succeed in opening the number of new accounts required of them? Probably not. And who do they blame? Certainly not themselves. All they do is offer one excuse after another. I could’ve done better if it were not for; the competition, the market, the economy, our lousy brochures, our high prices, the weather, etc.

When things like this happen many people refuse to see themselves as responsible. But they are. They and nobody else.

So the next time you’re struggling with the effects – stop and ask yourself, did I cause this? If your honest answer is yes, then rejoice. You have taken the first step in holding yourself accountable – for your life.

With love,

Michael

Some of My Favorite People Are Salespeople

14 Jan

Luckman’s Law: Most businesses fail due to a lack of revenue. That means a lack of sales. Your job security depends on your salespeople. Support them fully in 2013.

I’m a peddler. I have been one ever since I was a little kid. I was always finding something to sell to my neighbors. In the springtime it was flower and vegetable seed packets and as we got closer to Christmas it was greeting cards and holiday gift wrapping paper.

What’s a peddler? It’s a person who peddles. Not a good enough answer? How about one who sells a product or service. Or what we refer to today as, a salesperson.

Look around you. Do you see a computer, smartphone, iPad, telephone, lamp, mouse, pen, keyboard, desk etc? What do all these things have in common? If you answered all were bought in a retail store, you’d be correct. If you answered all were delivered to that store in a truck, you’d be right again.  If you answered, before all of the above happened, that a salesperson sat down with a buyer and sold them the product that you later liked and bought, you’d be absolutely right!

Regardless of how unique the product or service, someone called a buyer and set an appointment, sat down with that buyer and presented or demoed the product or service, and closed the sale. Without a salesperson doing that the greatest products in the world would just sit in a warehouse collecting dust.

If you work in a company that has salespeople selling for them, either company people or independent manufacturer’s representatives, you owe those people your job. If they didn’t go out day after day and fight the battle to sell your products over the competition, your company would lose sales. Lose enough sales and the business goes under.

Even if you don’t like salespeople, go up to one of your salespeople this week and thank them for all they do. That single gesture may be just enough to give that salesperson the confidence to have a banner year. And who wins if your sales team has a banner year? You do and all your co-workers as well.

Hey, you may even want to buy a salesperson lunch.

To my favorite people,

Michael