I have an interesting research piece on Bank Credit Markets which I will e-mail to anyone interested. JPMorgan Research. e-mail is bbdevane@bear.com
-Brian Devane
Thursday, May 14, 2009
Wednesday, May 6, 2009
You Have to Earn the Right
In the Sales Training courses I conduct, I ask participants to describe the worst sales person they ever dealt with. They reply the sales person didn’t know his product, didn’t care about them, only worried about his commission, was not genuine, didn’t follow up and seemed desperate. In contrast, I’ll ask them to describe the best sales person they ever dealt with. They’ll reply with the opposite of the qualities they just described, the sales person listened, understood their product, was likeable and engaging, cared about them, followed up intelligently and genuinely cared about a positive result. My summary is “sales is easy, act like the second person you described not the first.” If you do so, you will be head and shoulders above your competition.
Why do people find this so difficult? My theory is there are two reasons: 1) laziness and 2) fear. We all like a quick and easy solution. Unfortunately I haven’t found any magic bullets to any successes. I suppose if I had one I could give the solution a fancy name like “The Quick and Easy Way to Make a Million Dollars Overnight!” and sell a lot of books for a while. The truth is less glamorous and is aptly described by Thomas Edison:
“Most people miss opportunity, because it comes dressed in overalls and looks like hard work.”
I’m having a cocktail party in June. There are friends I will not invite because they don’t separate work from social events. They will use the opportunity to be in my home and meet with my friends and family to promote their product or service. That’s uncomfortable for everyone. They haven’t earned the right to sell. Ever go to a college reunion and meet a bunch of insurance agents and financial planners? If you have, then you know what I mean. They are actually taught in sales training courses that alumnae are a good target and they should attend the events to prospect.
This behavior does not build trust or engage people. It pushes them away. The sales person has much more to gain by enjoying the party, engaging people and if there is any appropriate opportunity to follow up, to do so at another more time.
People now are looking for jobs and opportunities. Use the time you meet with people wisely. Engage them, connect with them and earn the right to discuss your services with them in more detail, if appropriate. If it is appropriate keep detailed records in your CRM system so you can remember how you connected with this person when you do follow up.
If it's not appropriate, enjoy the party and save your work for working hours.
Alicia Dale, www.fullcirclemgmt.com
Why do people find this so difficult? My theory is there are two reasons: 1) laziness and 2) fear. We all like a quick and easy solution. Unfortunately I haven’t found any magic bullets to any successes. I suppose if I had one I could give the solution a fancy name like “The Quick and Easy Way to Make a Million Dollars Overnight!” and sell a lot of books for a while. The truth is less glamorous and is aptly described by Thomas Edison:
“Most people miss opportunity, because it comes dressed in overalls and looks like hard work.”
I’m having a cocktail party in June. There are friends I will not invite because they don’t separate work from social events. They will use the opportunity to be in my home and meet with my friends and family to promote their product or service. That’s uncomfortable for everyone. They haven’t earned the right to sell. Ever go to a college reunion and meet a bunch of insurance agents and financial planners? If you have, then you know what I mean. They are actually taught in sales training courses that alumnae are a good target and they should attend the events to prospect.
This behavior does not build trust or engage people. It pushes them away. The sales person has much more to gain by enjoying the party, engaging people and if there is any appropriate opportunity to follow up, to do so at another more time.
People now are looking for jobs and opportunities. Use the time you meet with people wisely. Engage them, connect with them and earn the right to discuss your services with them in more detail, if appropriate. If it is appropriate keep detailed records in your CRM system so you can remember how you connected with this person when you do follow up.
If it's not appropriate, enjoy the party and save your work for working hours.
Alicia Dale, www.fullcirclemgmt.com
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