By Dave Tester
Most sales eople just want to go out and sell something. Usually, they’re not worried about finding a solution or a creative idea for a client’s problem. They’re more interested in getting the signature on the proverbial dotted line. Today prospects are telling us things we have never heard before as sale people, “I want to know the return on my investment,“ or "I'm trying to make payroll," and of course, "I don't have any money and the economy is killing me."
Five years ago, sales people would profess great customer service and solution driven tactics or models but at the end of the sales day what they really wanted was just the commission check. The customer didn’t care because business was so good. Now that things are tougher you ask “What should I do” besides looking for a new sales job. How about not giving up on the one you have and starting to look at the world the way your kids do.
One of my favorite questions to ask kids is: “What would do with that old Burger King building?”
“What if we made it into a toy store!” a nine-year old replied. Instead of just moving real estate or tearing down the structure, they look at a more obvious solution. The key principle here is that kids are not afraid to brainstorm. Remember, they aren’t concerned about what others think.
“How about a business that makes awesome cakes?” my twelve-year-old son asked a friend.
“We’ll call it Cake Matters.” The more we probe, we learn that he’ll make theme cakes, use organic ingredients and he’ll takes orders online so that other kids around the United States can get the cake that really matters to them.
So I ask: what are you doing differently than your competition in sales. Not much if you’re just complaining. But if you need a fresh perspective how about driving a different way to work for the next five days. Your brain will work in new ways, and you'll see new prospects. Most people tell me they only have two different routes to work and they give up after that. Try waking up an hour earlier or volunteering some time. Your mind works better early in the morning and helping others will give you a feeling of gratitude.
Think like a kid and use your creativity, stop complaining, be generous and help others and more importantly remember now this is NOT the time to give up.
Wednesday, June 30, 2010
Wednesday, June 9, 2010
Your Book is the New Business Card of 2010 and Beyond.
By Dave Tester
Most of us have a book inside of us just waiting to get out. However very few people have one published yet. If you are in sales the big questions I have is why not? How many business cards do you hand out in a day, in a month, in a year? Quit wasting money
and do things a little differently by leaving behind a copy of your book. That's a right--a copy of your book. How many prospects call on you and leave behind a business card or offer up a proposal? Almost all sales people do and almost all of items make their way to the garbage. Would you prospective client do the same if you left behind a book? Now that’s much less common.
If you’re looking for a way to get on the top of the sales food chain, start by leaving a copy of someone else's sales book behind. Any of the Gitomer sales books are great. They‘re small, easy to read and usually get great reaction and results. Time to step up to the plate Mr. or Ms. Sales Executive.
How about writing your own book? I have three books and I’m working on number four and five. If I can do it, anyone can! Go to amazon.com and search Dave Tester. You can purchase my “180rule Handbook” on turning around your business, or “How to Make a $100K in 365 days”, my second book. I’m not bragging about this accomplishment. I’m tell you it’s simpler than you think and it works to increase your credibility and a ticket to opening more doors. It has helped increase my appointments and sales.
Let’s break this down into step. Step one is to record you book. That’s right--get a microphone and recording device and start voice tracking that book you have in your head--whatever it might be. The second step is to have your recording transcribed by a professional. You can often find good writer’s and editors on-line. Step three use the internet or, better yet, local connections to find an editor or a ghost writer to clean it up. Last but not least, find a self publisher. I use lulu.com, but there are money online to choose from. Please quit handing out cards and give a prospect your first book instead. Make your book your new calling card.
Most of us have a book inside of us just waiting to get out. However very few people have one published yet. If you are in sales the big questions I have is why not? How many business cards do you hand out in a day, in a month, in a year? Quit wasting money
and do things a little differently by leaving behind a copy of your book. That's a right--a copy of your book. How many prospects call on you and leave behind a business card or offer up a proposal? Almost all sales people do and almost all of items make their way to the garbage. Would you prospective client do the same if you left behind a book? Now that’s much less common.
If you’re looking for a way to get on the top of the sales food chain, start by leaving a copy of someone else's sales book behind. Any of the Gitomer sales books are great. They‘re small, easy to read and usually get great reaction and results. Time to step up to the plate Mr. or Ms. Sales Executive.
How about writing your own book? I have three books and I’m working on number four and five. If I can do it, anyone can! Go to amazon.com and search Dave Tester. You can purchase my “180rule Handbook” on turning around your business, or “How to Make a $100K in 365 days”, my second book. I’m not bragging about this accomplishment. I’m tell you it’s simpler than you think and it works to increase your credibility and a ticket to opening more doors. It has helped increase my appointments and sales.
Let’s break this down into step. Step one is to record you book. That’s right--get a microphone and recording device and start voice tracking that book you have in your head--whatever it might be. The second step is to have your recording transcribed by a professional. You can often find good writer’s and editors on-line. Step three use the internet or, better yet, local connections to find an editor or a ghost writer to clean it up. Last but not least, find a self publisher. I use lulu.com, but there are money online to choose from. Please quit handing out cards and give a prospect your first book instead. Make your book your new calling card.
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