We have all heard the phrases; an order taker or a sales person. However, what does that mean and what is the difference between the two?

Take a look at this analogy…

The Eagle and the Vulture
The difference between a professional sales person and an order taker is similar to the difference between a vulture and an eagle. Whereas, a vulture, sits, perched and waits. Waits for a meal to develop and appear, usually by something that has died. It then meanders over and scavenges the rotting carcass, and barley survives in a state of half-starvation.

The eagle, on the other hand, does not sit and wait, but goes out, flies around and FINDS fresh food. It then swoops down and CREATES a bountiful meal and enjoys a life of opulence.

The Sales Professional and the Order Taker
Similarly, an order taker sits around and waits for someone to BUY something. The order taker waits for the incoming call. Waits for the web lead from the prospect that has a check-in-hand. The order taker waits for the buyer to say, “I’ll take it!” The order taker lives on a minimal wage, surviving in a state of half-living.

The professional sales person however, does not wait. The professional sales person goes out, flies around and FINDS opportunities. The professional sales person finds prospects who never even thought about buying anything. The sales pro then helps the prospect by uncovering problems and exposing needs and desire, and then diagnoses those problems, offers solutions and then solves those problems. Thus, the professional sales person lives a life of success and affording the joys of wealth.

Now I ask you…Which Are You?
Below are a few questions to ask you. Of course, depending on what you sell, some may not apply. However, be honest with yourself.

Order Take or Professional Sales Person?

1. What percentage of your sales come from prospects that come to YOU, verses how many are the result of outgoing prospecting efforts?

2. What percentage of your sales are from lead sources OTHER than your company’s TOP 2 normal lead sources? (In other words, how many leads are you finding out of the box?)

3. What percentage of sales volume is from add-on, up-sell, or otherwise production that is above the original lead value? (In other words, by what percentage are you able to increase the sale that the buyer already committed to spending?)

When the economy slows and a million other excuses overwhelm the order taker, the true professional sales person will always go out, reach out, call out to create and generate business.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

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It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could have done better. The questions go through your head:

1. Was my discovery period good enough?
2. Did I uncover the problems?
3. Did I do a good sales presentation?
4. Did I address the true objections?
5. And so on, and so on.

What Did I Do Wrong?
Often, the first thought is if you could have actually closed the sale. In which case, that would mean that you did something wrong. The usual fair is to try to find some “fault” as to why the prospect did not buy, even though the objection may be clear. I mean, come on; you closed other sales when the prospect had that same objection…what happened here?

Stop The Stinkin’ Thinkin’
You cannot allow such thoughts to linger in your mind. Yes, you have to look at the situation and make sure you did what you know you are supposed to do. However, after that, you have to let it go and forget it. Yet, we all know that is easy to say, but quite difficult to do.

Let It Go
Here are a few thoughts to help you let it go.

#1 – Check the List
Have a checklist of the things you need to do to ensure a successful sales interaction. Then at the conclusion, go over that checklist. Did you accomplish all the things that you should have accomplished? If the answer is yes, then forget it; you did your job and know that the law of averages, the science of selling predicts that some will not buy anyway. If the answer is no, meaning that you did not satisfy your sales interaction requirements, then vow to do better on the next one.

#2. Understand What Really Happened
You lost the sale and the thought is that you lost a huge commission. However, that is not true. You have to consider your overall closing average along with your sales commission average. If you do this, you will find that you may generate the big check when you close, but it took several attempts to earn it. In other words, if you earn an average of £1,000 on a sale, you may see that it takes you five closing attempts to make that sale. Therefore, in essence, you really only earn one fifth, or £200 per sales interaction. You did not lose £1,000; in fact, you actually earned £200!

#3. Flip the Coin
Finally, remember that numbers and the law of averages play into this. There are a certain amount of people who will buy and who will not. Your closing average reflects this, plus your ability. However, no ability will close 100%. So, no matter what, you will have a certain number that will not buy…period.

Now, look at flipping a coin. You know that the chances it lands on heads or tails are an equal 50/50. If you where flipping a coin and the coin landed on heads three times in a row, would you stop and try to figure out WHY?

Think about this. Would you begin to think, “Maybe my thumb was a little slanted to the right so that is why it landed on heads…” Or, “Perhaps there is a flaw in the table…” Of course not. You would simply chalk it up to the law of averages.

Well, sometimes you have to look at the sale like that. There is nothing wrong. It is just in the numbers.

Now, go out and put in more numbers!!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude, just isn’t going to happen.

The fact is that some things can hit you so hard and are so tangible that it leaves your head spinning and unfocused. Yes, there are a few mental exercises that you can do to help; but you really need some tangible, physical actions to get your mind back on track. Try these two simple, yet effective action items.

#1 – Short Term Work Ethic Goals
When things are bad, that usually means sales are in the crapper and income is tight. It is only natural at that time to focus on more sales and revenue. However, when that does not happen, it drives your attitude further in to the dumps.

Instead, set very short, sales activity goals that you can accomplish every day. For example, set a goal to make 5 more phone calls than the day before. Or, set a goal to send out 20 more emails this week than the last week. Do one additional sales presentation than you did last week.

Not only do these sales activities increase the chances for the sales you need, they also help you see real successes every day. They are tangible objectives that you can accomplish, and they are positive!

#2 – Check the Numbers
Do some detailed sales reporting on yourself. When you check your sales activity numbers, you will find one of two situations:

a. You have not been doing what you should and that is the reason why things are bad. For instance, you know that to be consistent you must do 5 presentations per week, but the data shows that you have only averaged 3.5 per week over the last two months. At first, such enlightenment will make you feel even worse. However, it is short-lived because you can easily change this situation; you can fix it. You can also see how this works so well with Tip #1!

b. You find that you have been doing everything right, all the numbers are on or above par. When this happens, you should jump for joy! In such a case, the law of averages owes you a huge payday. Don’t misunderstand me. I am not talking about psyching yourself up. If you have a concrete closing average of 20%, yet without any changes to other factors, you have closed only half that for a while, your closing average must eventually come true.

So check the numbers and you will see that either you owe the street, in which case you can get out there and work things back into order. Or, the street owes you, in which case you can feel positive for real!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

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A sales person with a fear of rejection is like a lifeguard with a fear of water. It is a serious problem. Although, faced with a constant flow of rejection, absorbing one “No” after another, it is only understandable to begin to develop a pessimistic anticipation when closing sales. In addition, those old thoughts like, “It takes X amounts of NOs to get a YES…” and, “You should not take rejection personally…” provide little comfort.

However, there is a way to get past this mental block. Mental block is certainly the term, as the statistics will always prove that the fear is more psychological and emotional than physical. Following is a practical way to look at this; to think about it, to help you get rid the fear of rejection once and for all!

Understand the Fear
Let’s face it; the fear is not unfounded, in particularly when you work on a 100% commission. The problem is that rejection in sales involves the loss of money that is often substantial. The fear comes from the risk of losing income, and since that income provides for nearly everything you have and do, then the risk is great. As a sales person faced with possible rejection, in your mind, it is more than just the potential loss of money. It is the possible loss of everything: your home, food, auto, family, dignity and your lifestyle, as you know it.

Put the Fear in Perspective
When you, even subconsciously, feel that so much is at stake, you naturally fear. Therefore, you first need to put the situation in its proper perceptive. When you ask for that sale, what is it that is really at stake? You are about to ask for the sale in which there is a potential commission of £1,000 on the table. Naturally, you feel that if rejected, you lose £1,000. However, that is not true.

What is Actually at Risk?
To determine what is truly at stake, figure out the momentary value of that one sales call. As an example, let’s say that you earn an average of £1,000 when you close a sale. However, with a 20% closing average, it takes you five closing attempts to close one sale. Therefore, each closing attempt is essentially worth but one fifth of the total, or £250. Should the prospect buy, you earn £250, not £1,000. Does that make sense?

What Do You Lose?
Let us take this a step further though. Since you earn £250 per closing attempt, it does not matter if the prospect buys or not…you STILL earn £250! Every time you ask for the sale, you earn a certain amount of money…period.

You Are Paid Every Time!
Do you fear rejection when cold calling? Assume that you earn £250 for every closing attempt. Yet, it takes you 10 cold calls to set one appointment for that closing attempt. Therefore, you essentially earn £25 for every cold call you make—-regardless of the outcome of any individual call!

Figure out your actual numbers; the true value of each closing attempt and each sales activity in your business. It does not matter if you earn £250 per close, or £25. It does not matter if you make £10 per cold call or £1. The fact is that you get paid for every sales activity, rejection or not.

You lose nothing. You risk nothing. You get paid no matter what.

What is there to fear?

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…

Sales incentive contents can be a positive force to help motivate your sales people to new levels of productivity and loyalty.  Alternatively, poorly constructed or inequitable sales challenges can result in anti-productive activity, resentment and rebellion. 

Below is a powerful idea for sales incentive programs that you can alter to fit your organisation, that will inspire your team and boost your sales revenue!

Beat the Boss
This is an extremely effective sales challenge that will not only motivate, but will help solve many other sales management problems as well.  Have a week, or month in where the field sales manager, that immediate supervising coach; gets out in the field, on the telephone and in the trenches just as the rest of the sales crew…full time.  If needed, construct a method to assign a handicap to the manager or the team to level the playing field. 

The sales manager competes directly with the sales team, who individually try to out-sell the manager.  Of course, the sales people who sell more than the manager does, wins a great prize.  However, no matter what the prize, it will never compare to the pride and bragging rights the sales person will gain and keep for life!

This also helps to ensure that first-level sales managers stay in touch with reality and do not become armchair executives.  Should the manager lose, he or she actually wins, as sales people produce well above their normal levels, attempting to win.  Should the manager win, he or she now has proof in the coaching and training they provide, and this will positively change the way the sales team performs over the long-term.   

Lead By Example
One of the main problems front-line sales managers have is that they usually do not demonstrate to the team that they can actually do what they teach and demand of the sales people.  Sales people are human and you cannot expect them to take everything completely on faith.

Often, when that supervisor demands, “You can and must make ten sales every week,” some sales people are thinking, “Oh yeah?  Well if it’s so easy, let’s see you do it!”

To infuse real motivation and create a situation of true leadership, sales people need to see the techniques and tips they are taught actually work in real life, rather than just on chalk.  The front-line sales manager must be the field general and be able to lead the team by example.

Have a beat-the boss-week or a meet-the-manager-in-the-field-month, and motivate your sales teams to the next level!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Here is a very interesting question I received the other day from a new sales person.  It is a common problem that sales people who are new to the selling profession or are just starting with a new company; often run into.   

“I have just started with a new company and prospects seem to know that I am new right away.  Since I have little experience in this industry, I have trouble gaining the buyer’s trust.  They ask for history and for client references that I do not yet have.  How can I develop a successful performance record and client list if I need to show a successful performance record and client list to develop one?”

Here is my take on this…

• Do not try to hide the fact you are new; be excited about it
• Become a customer, build the value of the product and company
• Be happy to qualify as a sales rep for the company
• Leverage the success of your colleagues

Do not try to hide the fact you are new; be excited about it
First, do not ever try to avoid or conceal that you are new.  In fact, be proud and excited about it.  Let the prospect know that you are thrilled and honoured to be working with such a company, representing such a great product.

“Mr Prospect, I am so excited and even grateful to be working for XYZ Widgets.  As a new member of their sales team, I can see how they treat their customers and employees.”

Become a customer; build the value of the product and company
Enthusiastically explain to the prospect why you chose this company and product or service. Selling is essentially a transference of felling; meaning that if you can help the prospect to feel the same way you feel about the product, they would buy it like you did.  If you joined the company purely for reasons of money, then you made a mistake.  Only sell what you truly believe in.  Let the prospect know why you are so excited to sell this product and work for such a quality company and build up the company.  Explain why you chose to work for the firm.

“Looking for the right company to work for, Mr Prospect; I did my research.  I can only work for a company that I know provides quality service to their customers.  I mean, if I am to represent them, I HAVE to be sure, and with XYZ, I am more than sure.”

Be happy to qualify as a sales rep for company
As you build the creditability of the company, also add how they have strict hiring guidelines and only hire quality people.  Explain this organisation only hires the best people for long-term, career positions and you are proud that you passed the test.  

“Also, Sharon, XYZ is strict and careful about whom they hire.  The average sales person with us has been there over ten years!  They only hire quality people and I am glad my history passed the test.”

Leverage the success of your colleagues
Finally, leverage the success, reputation, history and client lists of your associates.  If you need help doing this, get with your sales management.  You should easily be able to reference other people in your company and point to their clients and history.

“Mr Prospect, my supervisor, Steve, has been with us for 32 years and he has over 100 satisfied customers in this area.  When you buy from me you get my whole company.”   

Don’t run from newness convert it into freshness.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

It is easy for a well planned, highly financed, rigorously promoted and eagerly anticipated sales contest to end in fewer sales, less motivation and an overall counterproductive result.  The following strategy will help you design sales and incentive contest that will motivate your sales team, increase sales and promote a winning atmosphere.

It’s Never Too Late
One of the problems with any sales contest is that there can be a point that sales people feel they have lost well before the end of the contest period.  In a month long contest, sales people who have a bad first week or two, can feel that their chances for winning anything are over.  With such a negative thought process, sales people produce less than if there was no contest in place.  In addition, there are sales people who believe they are not as skilled as others are.  Therefore, before the contest begins, they feel they cannot compete with the superstars and take on a defeatist attitude from the beginning. 

Wild Card Draw
One way to avoid this is to include a method for everyone to win at least some prizes and recognition regardless of skill level or how late it is into the contest.  An effective way to achieve this is to use a Wild Card Drawing type system that rewards sales people for work ethic and minimum acceptable results.   

For instance, the grand prizes may go to the sales people with the highest total production and most sales.  However, perhaps you have a drawing in where at the end of the contest period, you pick several names from the collection and each sales person whose name comes out of the “hat” wins something.

You can award sales people a single drawing card for every sale they close or even for attempting a certain amount of closing attempts.  Maybe you can award a drawing card for sales people who set the most appointments. 

In this way, all sales people have the opportunity to win major awards and never feel as though it is too late.  Sales people will concentrate on completing more sales tasks, such as making calls and appointments.  Create a way to level the playing ground and give all sales people an opportunity to compete.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Keeping a sales team motivated and enthusiastic can be difficult especially in slow economic times.  One sure way to help with this is to set goals other than sales goals and targets and reward sales people for reaching them.

Every Step in the Sales Process is Important

Remember that closing the sale is only one step in a complete sales process.  Closing the sale is the result of a sales process that actually entails many sales activities other than the sales interaction and closing.  However, most sales management teams reward only that end result—the amount of sales.   While some may feel that closing the sale is the most important achievement in the process, it is actually one of the least important.

Before you can close the sale, you have to complete a successful sales interaction.  However, before you can have that sales interaction, you have to secure an interview, an appointment.  Before you can get an appointment, you have to make calls or send emails or knock on doors.  Yet, before you can prospect, you have to have leads.  Where do you get the leads?

Understand that every step in the sales process is important and if you fail at the very beginning sales tasks, you will never be in position to close the sale.   Furthermore, if you are in position to close sales more often, just by the law of averages you will close sales.  So, why pay so much attention to closing sales, when perhaps you need to reward your sales people for doing more of the things that get them in position to close sales?

Activities that Get Them In Position

Prospecting activities are great motivators and extremely important sales tasks.  As a sales manager, you know that the more cold calls the sales person makes, the more decision makers (DMs) he will reach, the more appointments he will set and the more sales he will close.  

When sales are slow and sales people are hanging their heads, have an appointment-setting contest.  Reward the sales person who can set and go out on the most appointments in one week.  Or perhaps you can launch a cold calling contest and reward who contacts the most DMs.  

Set goals based on sales activities.  Instead of a goal where the team must reach X amount of sales this month; perhaps make it X amount of qualified sales interactions.   Keep in mind that when sales people begin to lose motivation and begin to feel hopeless, their sales related activities dramatically diminish.  They begin to make fewer calls, and send out fewer emails, which of course, make it that much harder to get back on track.  

Set sales activity targets and reward sales people for completing more of the little goals that will result in more of the big goals!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

So, we’re at the end of the first quarter of the year…hasn’t it just flown by? I trust things have been good for you, and you’re enjoying your selling?

This is a good time to identify what you’ve done recently in your sales portfolio and what you can look forward to in the coming months. Here are some very effective questions to help you identify how well you are doing and to take stock of how well you’re geared up for the next quarter:

1. How well are you doing year-to-date versus your target? Are you getting near to or exceeding the goals you originally set?

2. If things carry on as they are going, how will your figures be looking at the end of the second quarter?

3. What can you specifically do today that will have an impact on how you are going to do in the next quarter?

4. Are there any new strategies, ideas, plans or actions that you can put into operation to affect your next quarter’s performance in a positive way?

You don’t need me to tell you that you are either below, on, or exceeding your target.

If you are behind, analyse what you can do to get rid of the obstacles that are hindering your progress.

If you are on target, congratulate yourself, then identify what you need to do to keep the momentum going.

If you are ahead of target, decide what you did right and what you can do to keep your foot firmly on the accelerator.

Don’t take your eye off the ball. Now is not the time to slow down. Keep your motivation high and you’ll see your figures rise during this next quarter.

Happy Selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…