Don’t Fear The Phone!

October 5, 2018 by 1 Comment

Why is the phone feared so much by salespeople as a prospecting tool and making connections? There are many blogs, articles, and discussions about how the phone really isn’t needed anymore. I’m seeing too many newer younger salespeople shy away from the phone. As a seasoned sales vet, the phone was critical to my success. I would get comments from our General Manager when he got the phone bill, “Why are you making so many damn phone calls? Granted that the internet and other technologies didn’t exist back in the day, the phone today is just as important as any other component in the full sales process. Make a call, if there is no answer then leave a message, and follow up with an e-mail. Use the phone to start the conversation but make sure you are using it to bring value to the exchange.

Try it, get used to it, and you’ll see great results. Don’t fear the phone.

Filed Under: Business, Common Sense, Continuous Improvement, Pondering, Process, Sales

Think Ownership If You Want To Win

September 10, 2018 by 2 Comments

Act like you own it. (Originally posted in 2012 but still valid today)

For over 39 years I have been selling in the B2B world. I consider myself a professional salesman and am damn proud of it. Despite this profession occasionally being maligned, it can be quite rewarding.

To be professional, one needs to continually learn, adapt and apply new ideas. One needs to be a student of the profession, read books and blogs, seek out new ways of getting results and learn from successes and failures. There is one trait that I learned to apply early on that I haven’t seen too often in books or blogs and that is to “act like you own it.” And I don’t mean the customer, because no one can or should assume they own a customer, but that’s a different story.

Early in my career, I took the approach to act like I own the company I work for. I mentally became the company, looking for ROI from my time and effort. I made decisions as if the risk or rewards were my doing. I learned how businesses are run, what are the components needed and how they all mingle and interact for success. With this “business” approach, I was now able to have real value discussions based on my customers’ business issues, and not come off as another pitch-man talking product, features, and benefits or simply delivering yet another “all about me” presentation. It’s the real “win-win” business to business, eye to eye relationship. If it’s not good business for both parties, so be it. Move on without all the games.

The point to this is not to brag but to emphasize how this simple mental adjustment can make a big impact on one’s career. Give it a try.

Act like you own it.

Filed Under: Business, Continuous Improvement, Leadership, New, Sales Tagged With: ,

A Favorite Quote Re-Posted

August 7, 2015 by Leave a Comment

This is still one of my favorite quotes. I don’t know the exact date of the quote but it sure is timeless. We even have it posted on our bulletin board at work for all to see.

“The galleries are full of critics. They play no ball. They fight no fight. They make no mistakes because they attempt nothing. Down in the arena are the doers. They make mistakes because they try many things. The man who makes no mistakes lacks boldness and the spirit of adventure. He is the one who never tries anything. He is the brake on the wheel of progress. And yet it cannot be truly said he makes no mistakes, because his biggest mistake is the very fact that he tries nothing, does nothing, except criticize those who do things.”

David M. Shoup
General
United States Marine Corps

Filed Under: Continuous Improvement, Leadership, Quotations

Knowledge Is Power………..Really?

February 23, 2012 by Leave a Comment

“Knowledge Is Power”

This is an old but viable statement that has been around for some time. I believe in it strongly and feel how you use your knowledge is a game changer. I even had a banner in my sales office with the saying on it to remind all how important it is.

[Insert mental sound affects here- screeching tires, alarms and sirens]

So What?

What good is knowledge if you can’t communicate it? What good is knowledge if you can’t apply it?

You can have diplomas, certificates; have read hundreds of books and it still won’t help if you can’t share it effectively.

In my organization, we are beginning to embrace Social Media as another vehicle for knowledge exchange, connecting with customers on a variety of available sites and platforms. Making knowledge available anytime needed. I believe this will give us a competitive edge getting the message out on who we are and what we can do. It will allow us to develop stronger relationships and deliver consistent value. We can also modify our messages and content to specific industries, customers and even applications making it more pertinent and usable.

So how powerfully is your knowledge working for you?

How do you do it? What am I missing?

Filed Under: Blogging, Business, Common Sense, Continuous Improvement, Sales