Yes, I’ve made it! When I was in my early twenties I thought it was a zillion years away.
But as I woke up this morning on my 40th birthday I suddenly thought “Where did all those years go?!”
I woke to find the whole of the house decorated by my wife Donna and daughter Holly who remind me of what I do all of this “stuff” for.
Here’s “Team McPheat” at a recent wedding. Do you think my little Holly (mini-me) looks like me?!
So as I come kicking and screaming into my 40’s I thought I would address the state of the nation in terms of the sales industry and answer the one burning question on my lips “What’s my one wish for the sales industry?”
Well, my ultimate goal is to help make the sales profession a true profession.
Still a lot of people hang their heads down in shame when they admit to being a sales person mostly because sales people still have a stigma attached to them and people label us as stereotyped hard sell second hand car dealers!
And this is completely wrong.
From the 50,000 people that we have trained over the years the overwhelming majority are thoughtful, caring people who want a win-win outcome in their selling interactions. A win for the client as well as a win for themselves (And by the way there has to be a win in it for you too!)
Unfortunately you never hear of the great things that sales people do. All you hear about in the media are the errors or the crooks or the wrong-doers. No one ever hears about how we add value to others, whether that be to consumers or to business. But we in the sales industry “get it” and we know and understand our worth.
I guess we’re a “bad news” obsessed society!
But there are things that we can do…
I’m sick of seeing non-sales related industry spokespeople make comment on the news about the recession. Instead, leading figures in the sales industry should be making the comments. After all, we’re the ones who are going to make the difference to the economy and just look at the shrinking marketplace that we’ve got to work with – we as sales people need to give ourselves a pat on the back.
And who is fighting our corner in the media? I can’t see anyone.
Maybe it’s time I stood for “Sales Prime Minister” to push the levels of sales professionalism onto the next level and to spread the word of all the good that we do as an industry.
That’s what I can work on during the next 40 years!
Sales people I salute you! (I’m off to eat some of my birthday cake now!)
Thanks for reading and don’t forget to leave a comment on the blog.
MTD Sales Training
In no less than 6 weeks MTD Sales Training’s MD Sean McPheat will be returning to the stage at the Institute of Sales and Marketing Management’s (ISMM) Successful Selling Conference at the Ricoh Arena in Coventry on October 12th.
Following on from the success of last year’s conference where Sean keynoted to over 1,000 sales professionals on his alternative sales method known as eselling©. During his keynote, Sean showed the audience at the ISMM why they should be using social media and other internet-based services to enable better prospecting, personal branding, networking and engaging with key decision makers online.
This year Sean will be delivering his Practical Sales Clinic breakout session, in which he will be digging even deeper into the concepts behind modern day selling and showing attendees at the event exactly how they can use the power of social media in their selling to gain a real return on their investment.
Sean’s return to the Successful Selling Conference has been causing quite a stir in the local media, with the Coventry Telegraph publishing a great piece on the background behind Sean’s modern day sales approach – detailing Sean’s achievements as an entrepreneur and the owner of many successful internet-based businesses.
Sean has proven that his modern day approach to selling really does work, and he is keen to show other sales professionals and business owners in all sectors and industries exactly how they can use the Internet to improve their sales performance and generate more qualified leads for their business.
For more information on the ISMM Successful Selling Conference, including a full agenda of the day, please visit http://www.ismm.co.uk/events_successfulselling.php.
See you again soon folks,
MTD Sales Training
The modern day sales process has changed, and sales professionals across all sectors and industries are having to change the way that they sell in order to engage and interact with the modern day buyer.
The days of the mighty cold call are fading away fast, as the modern day buyer simply doesn’t want to be sold to. Instead, the internet and has become the buyer’s best friend, and they can find out all about your business and compare and contrast you against your competitors all with just a few clicks of a mouse.
The buyer is now in control of the sales process, and knowing how to redress this balance of power is so important for modern day sales professionals and business owners.
Sean McPheat, Managing Director of MTD Sales Training and best-selling author of eselling®, will be presenting a session on the modern day way to sell at the Business Boost 2012 event on June 1st.
In this fun and engaging session Sean will show you how to prospect, position yourself as an expert and sell using the internet and social media. After this session you will go away with an understanding of how the sales process is changing and what you can do to even up the odds with the modern day buyer.
But don’t just take our word for it – here’s what David Brent, from The Office, has to say:
Sean will be joined at the Business Boost 2012 by an array of high impact speakers including Steve Maraboli, Adrian Webster and Sandro Forte. The event is being held at the National Motorcycle Museum in Birmingham on June 1st and tickets are going fast, so book now to ensure you don’t miss out – www.businessboost2012.co.uk
Before I sign off, here are some more tips on becoming a great sales person:
In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service, value, or even reputation and is only concerned with, “How much?”
Even if you give away your shirt to close such prospects, usually they turn out to be nightmare clients, constantly demanding more for less and ready to dump you for a lower price at moment’s notice.
Recently, a few readers have asked if it is possible to close that POP, and then, in time, turn the customer into a profitable and loyal account. So, here is my take on trying to turn a lump of goal into a diamond.
Turning the Frog into a Prince
While it may be possible to turn the POP around into a customer that is able to see value in things other than the price, I don’t believe it will ever be worth the time and risk to try.
POPs do often change into value driven prospects. However, it is usually the result of an extremely negative situation. Something happens that hurts the prospect and becomes the motivating factor for change.
As an example, the POP haggles until he gets the rock bottom price for a particular product, passing up the higher priced models. Then, the lower priced brand proves to end up costing the POP far more money than the cost of the higher value products. In short, the POP eventually experiences the age-old adage that you get what you pay for. However, the motivating factor for change is usually something bad.
Added Value Increases the Problem
Second, you may be thinking that if you close that POP and then begin to demonstrate the true value to him or her, then it would open their eyes. Actually, it is the reverse.
The POP dragged you down to the lowest possible price. You caved in, took the bait and closed the sale. You now deliver service and value that is far above what the prospect paid for. Your hope is the prospect will realise that product was indeed worth a lot more. Therefore, the next time you make an offer, the prospect will understand that your pricing is fair.
That sounds good. But it does not work.
This prospect will instead think, “Wow, I got a great deal…I wonder how much lower I could have gotten the price?” I bargained for the lowest price and it paid off…I got a great deal…I’ll do even better this time!”
By you adding more value to the low price, the POPs understanding and appreciation will actually diminish, not grow.
Stand firm. Stand for value and you cannot loose.
(Image by Nick J Webb)
MTD Sales Training
Recently, Sean was asked to contribute to a webinar on the topic of outdated CRM systems in the modern selling world of today, for leading online business publication MyCustomer.com.
MyCustomer.com is produced specifically for customer relationship managers and other customer management professionals across the UK, and Sean was invited to attend the webinar to discuss his views on how the sales profession is changing as an industry, how prospects and customers alike have changed and how the tools available to sales professionals and CRM’s nationwide need to change in order to keep up with the evolution of the sales process.
Sean was joined on the webinar by Editor of MyCustomer.com, Neil Davey and Kris Mackenzie, who is Head of CRM Sales at the enterprise application software provider SAP.
Please enjoy the webinar and feel free to share your thoughts on this subject below.