Idea Sellers

Segway to a Sales Opportunity

Sales leads can be found everywhere, if we are paying attention. News from a variety of sources may arrive at different intervals, in different ways, completing a complex puzzle; creating an image of a potential sales opportunity... a sales lead. This is indeed a superior selling skill, one that is not possessed by everyone.

I gather RSS feeds from a variety of sources that greet me each morning on my computer's home page. RSS feeds are simply bits of information published by sources of interest to which I have subscribed. These include multi-city Biz Journals, Chambers of Commerce, SC Commerce Department, Business Week and other business magazines, business sections from area newspapers and more. In a mere moments, I collect important current information regarding my market, view trends in hiring and investment, announcements of plant closures and expansions, community and corporate leadership, educational news and a variety of additional pertinent information. When combined, these individual pieces of the local puzzle create an accurate market picture, thus showing me where I might find sales opportunity.

Segway, the two-wheeled vehicle once popularized by President Bush as he was photographed riding one across White House grounds, is a fast-growing transport alternative for many people. Currently, there is a great story of how the Chinese military have adopted these mighty mini-vehicles for their use. There are countless Segway videos on-line. If I were a Segway salesperson, taking advantage of such free publicity can be a springboard to selling growth.

One of the best source of sales leads I have found are inquiries to manufacturers from individuals. These often come from visits to a web site after a person visits and perhaps downloads some information. At one time, these were collected by mailing the infamous "bingo-cards." The key to success with these leads is prompt follow up. You certainly do not want to be in the position of calling a person several weeks after she requested information as she may not even remember the act. I have personally experienced many immediate sales as well as door-openers to future opportunity through such leads.

The point is that quality sales leads exist everywhere if you are willing to piece together scraps of information. While there is a market for paid sales leads and great value often found in vendor furnished leads, such expenditures and relationships are not always necessary, or at least the only alternatives.

Read the headlines, collect information and thrive. I experience a continuous supply of quality leads and so can you. The information is out there. Go get it!

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Daniel Sitter
Author

Stumble It!

The Big Sale That Got Away

We all dream of it. We envy other salespeople who claim it. We look for it constantly, sometimes at the expense of immediate success. We hold false hope in it as our security blanket. What is this mysterious "it?" That big sale. The one that will put us on the map and put money in our pocket. It is the big sale that will make our quota for the year. It's our earnings salvation! Is it really? How often do the big ones actually materialize? How much of our valuable time do we spend in pursuit? Do we sometimes sit long and hard, wondering how that big-one got away from us?

The truth is that our human nature compels us towards that lofty goal of the big sale. Yes, they do happen. Yes, the big sale can be a game-changer. Yes, the big sale can often change our finances. The issue is that the big-sale is a rare event and problems arise when we float from one big opportunity to the next without regard for the daily work and sales that are our 'bread and butter." We cannot afford to allow this "lottery" mentality to ruin our sales plan and critically upset our success.

Few sales plans are built upon the premise of a single large sale. While this goal may be an integral component of a larger, more comprehensive action plan, the typical sales plan is comprised of action plans for achieving sales success at many accounts on a smaller basis. Combined, these multiple sales goals often represent a far greater source of selling success and earnings than a single large sale.

There is a subtle yet obvious danger to "having all of your eggs in one basket." Any variable in the related industry can severely impact your action plan and pending success. Furthermore, a rift in the relationship between account and salesperson can severely impact the likelihood of sales success at that account. That risk is best realized when spread across a spectrum of possibly dozens of accounts in the same manner a financial portfolio of mutual funds spreads risk more comfortably than a portfolio with small group of single-industry stocks. The salesperson also runs the risk of becoming "pigeon-holed" while servicing a single customer or industry. The big sale that got away is a tale more apt to be told by such an individual.

The impact of a single lost sale is less damaging when your sales efforts are spread across a wide range of customers. This type of effort usually provides a steady stream of strong sales, good relationships and plenty of growth opportunities. Do not worry so much about the singular big sale or even the "one that got away." Your needed income will likely be derived from your steady performance and services provided to your entire customer base. Your growth will come as this base expands and you provide additional value. This is where your daily sales energy should be spent.

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Daniel Sitter
Author

Stumble It!

Pounding Vs. Scratching for Sales

A frustrated, angry person was determined to retrieve a power tool from a former friend whom he had loaned the tool to many months earlier when they were still respectful of one another. Harsh words and strained feelings had multiplied many times over since then leaving little if any relationship. Brooding had long since replaced laughter between them.

One particular day, the person once again approached his neighbor's front door, pounding away and screaming for him to open the door and give him his property. The routine continued for 10 minutes without success. The person concluded that his neighbor was not home and left. He returned later in the day, replaying his earlier and well rehearsed behavior. This time, his neighbor responded through the steel door, shouting with colorful language and displaying his own anger. Frustrated after fifteen minutes of unsuccessful sparring, the person relented and took a break, stretching out on his neighbor's front lawn. The afternoon sun, gentle breeze and slower breathing had soon relaxed him .

While enjoying the scent of the freshly-cut grass, he noticed his neighbor's dog, a cocker spaniel which had been playing in another neighbor's yard, had come home and arrived at the front door. He sat in front of the massive door, looked up with tail wagging and gently raised his front paw to scratch at the door. His owner, responding to the quiet yet familiar sound, proceeded to the door, opening it with a warm smile so that his best friend could once again enter.

The person, in an "ah-ha" moment of startling revelation, decided that he had been taking the wrong approach in his endeavor to retrieve his power tool. He recalled his friend's smile and the many good times which they once shared. Displaying renewed vigor, he once again approached the door. This time, he knocked respectfully and gently scratched at the door. His neighbor, viewing him through the window, reluctantly decided to open the door and share a conversation with his former friend, who soon and once again, became a good friend. 
 
I have witnessed many salespeople, who in a spirit of arrogance, display an attitude which states that they somehow deserve their client's business. Some salespeople attempt to push their way into an account in an attempt to force their agenda and product line into a prospect's operation. Customers, as with most people, respond to respect, kindness and a perception that the salesperson is working on their behalf, to help them meet their goals. A warm, genuine smile and customer-focused agenda will open many more doors that any forceful, relentless pounding will ever do.

Customers are people first. Remember that fact and you will succeed in all you do.

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Daniel Sitter
Author

Stumble It!

Mindless, Wandering Salespeople

Bob Hope, one of my all-time favorite entertainers delivered one of the greatest and most memorable movie lines ever spoken in this clip from the 1940 movie The Ghost Breakers. Wearing his signature straight face, he presented his comic interpretation of what was being portrayed to him. While the vivid description of what constitutes a zombie may in truth be embodied by all things both democrat and republican, it was funny to hear in that context, especially in a seemingly endless election year.

Sadly, the description of a zombie, as presented, could have actually been attached to the term salesperson. A salesperson lacking purpose, focus, goals and a sales plan might indeed be easily confused with a zombie, at least from a behavioral standpoint as described in the clip. Sales direction is critical to sales success, yet how many of us will get up in the morning, get in our car and wander aimlessly, hoping that someone will give us an order? There are many salespeople wasting their time each day "beating the bushes" and accomplishing little. Lacking real direction and purpose, frustration soon will set in, paying the salesperson exactly what they have earned for their meager and pointless efforts.

Salespeople must have goals. We must be expectant of the sale. We must be convinced beyond any doubt that our products and services offer real value. We must then act to bring our prospects and products together. All of these are critical to the selling process and the achievement of closed sales, repeat buyers and extended relationships. Otherwise we may actually begin to resemble the zombies mentioned earlier.

It is far better and more productive to schedule an office day to plan effectively and to design a sales strategy rather than to wander out of the office with no purpose or plan. Zombies do not and cannot close sales.

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Daniel Sitter
Author

Stumble It!

Rich Selling Opportunities Exist Now

Call it a recession or a declining market. Make excuses if you must. Regardless, what the economy is currently presenting to us is actually an unprecedented sales opportunity; that is if you are not allowing the nay-sayers to ruin it for you. To coin a phrase from the influence of my mentor, Jim Rohn, it may not be a season of stellar economic expansion, but there are still many "pots of gold" and plenty of rainbows if you look in the right places!

Perhaps you have noticed that my writing frequency has diminished somewhat over the last six to eight weeks. It's not that I have had little to say; on the contrary, I have much to say, yet have been busier than at any point in recent memory! Busier? That is correct. I have sought opportunity in the face of adversity and have found it. You can find it too. Forgive me for writing less... but I have been selling more!

In my recent article, Are Your Sales Growing Despite The Times, I cited several observations and made specific recommendations for finding sales prosperity. In following that advice, I have narrowed my selling focus, concentrating on offering my expertise and certain profitable products to a finite group of customers in specific industries that continue to provide sales opportunities.

Many companies, despite reigning-in expenses and operating in cost-cutting mode with fewer people, still need goods and services to operate. Many companies are open to cost-saving ideas and technical innovations that will contribute to lower-cost operations and improved safety. They are still buying. Are you there to sell to them?

The following are a few of the market areas where I have personally witnessed an expansion of sales opportunities despite the times. Perhaps you can prosper from them as well:

1. Hospital Services
2. Industrial Plant and Processing Safety
3. Food Service and Manufacturing Operations
4. Plastic Injection Molding and Extrusion
5. Synthetic Fuels
6. University Labs and Facilities
7. Green Power and Ecology
8. Nuclear Research and Power Plants
9. Military Installations and Applications
10. Biotechnical / Biological R&D
11. Advanced Composite Materials
12. Nano-Technology

What goes through your head as you plan each sales call? What are you saying to yourself just prior to the call? How do your beliefs impact your presentation?  Is your attitude expectant? Friend, if you do not believe that there is a successful sale approaching, you should not be wasting neither your time or that of your prospect. Why in the world would you even be there... perhaps hoping to stumble upon a sale by accident? Successful selling demands a success mindset, one that includes both optimism and vision. If you offer true value, you will find sales opportunity.

Nowhere have I said that it was going to be easy or a quick fix. Challenging the current economic storm is a daunting task, one worthy of your concerted efforts and persistence. It has been said "that which does not kill you will only serve to make you stronger."  You can and will prevail, if you believe you will. Set your goals and action-plan accordingly. Today's economic gloom will pass, leaving in its wake an exciting expansion. The question is; will you be positioned to prosper or will you still be wallowing in a "woe is me" attitude?

You alone will determine your success by the decisions you make today. So lift up that chin and get moving, you have work to do. 

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...........................
Daniel Sitter
Author

Stumble It!

There Are Many Salespeople; So Why Choose You?

When considering their specific needs and all of the available suppliers competing for their business, why should a company call you to remedy their current situation? What makes you stand out in the crowd? What makes you special and worthy of their confidence?

As a salesperson, if you can't readily answer these simple questions, you need to go back to the drawing board and create or re-create your own elevator speech, concisely describing the reasons why people should want to employ your services. Your "why" should be both unique and compelling.  Your concept message or brand, should be all-inclusive and fully-descriptive of your specialized value, espousing exactly what makes you uniquely qualified to provide your service. It also needs to be both memorable and describable in only a few seconds. A challenging task indeed, yet one that will pay limitless dividends if handled properly.

Your brand is your display ad to the world. It is precious and uniquely yours. If you have established yourself as an authority in your field, properly positioned yourself in your marketplace and adequately promoted your services, your prospects are more apt to find you and will be eager to deal with you. You must have that little "extra," that slight-edge that keeps you in the forefront of your prospect's mind.

Your brand, being your personal storefront, is your constant exposure to the masses. Keep it clean, well finished and well lit at all times. Your branding efforts require constant and consistent attention. You cannot afford to let up or allow your image to be tarnished in any way. On the contrary, you must do everything possible to keep your brand spotlighted and ready to deploy, realizing that every decision you make and direction you move in will affect your brand image and thus, your income.

As a salesperson, how can you ensure that your brand stands out in the crowd? FOCUS. Specializing in a particular area of service and expertise will allow you to stand out. Become the very best at something in your marketplace. Once proven, you will get noticed.  Soon, you will be regarded as the go-to person in your field, the beneficiary of countless and continuous referrals.

Successfully provide valuable, specialized and unique services and your customers will surely act as evangelists, sharing you with their world.

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Daniel Sitter
Author

Stumble It!

Are your Sales Growing Despite the Times?

Sales as both a career choice and a personal skill-set requires the development of specific techniques, ongoing personal development, the expansion of our comfort zone, confidence, persistence, patience, gut-level instincts and unlike most other professions, a thick skin! On the surface, it looks like selling is a breeze; but any experienced professional will tell you otherwise. However, mastery of the previously mentioned traits will afford you a profitable, fulfilling and rewarding career in any economy, if you are willing to do the work.

Learning how to sell your ideas to others, to persuade others to your way of thinking, may be the most important interpersonal skill that one can develop. Most of our successes in life hinge upon our interactions with others. Those interactions depend upon the relationships we develop. Those relationships are built by trust and integrity expressed through effective communication between the parties involved.

Effective communication hinges upon our ability to sell our ideas to others, to effectively convey our ideas in such a manner that gains acceptance from others and influences their thinking and decision-making process. Are you effectively communicating to your market the benefits of you?

The volatility of the present economic climate has left many people, including salespeople, in a state of fear and uncertainty. We now have the highest number job losses in five years as businesses are trimming both people and operations. How do you sell in this environment? You must learn to expertly and quickly qualify new prospects and seek to offer the highest possible value both there and to your existing customers.

Selling is indeed a unique profession, combining personal chemistry with precise direction. Today's business climate demands greater focus and clarity from salespeople. We cannot afford to be congenial generalists as that mindset will not allow us access to key decision-makers. We must become the expert in our field, being perceived as a valuable resource, their go-to person. Salespeople must comb through their offering of products and services, specializing with laser-like focus in one particular solution that will be of greatest interest and service to their marketplace.

Despite tighter credit, job losses, shrinking production and other economic headaches, many businesses will remain a going-concern, requiring key products and services to operate effectively. Your focus must be at this level.

In the short term, selling almost anything will indeed be tougher. Prospects and customers will be busier, perhaps doing the jobs of several people in prior times. It will become more difficult to reach decision-makers, as their availability declines. The "sales-men will be separated from the boys" as they say. Some salespeople may not weather the storm, yet opportunity remains for those willing to adjust their strategy and tactics in this ever-evolving situation.

Be encouraged. Dig-in your heels and aggressively ride out this storm. Those that do will emerge in a superb position to prosper when the economy cycles back to growth mode. Will you be one of those salespeople?

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Daniel Sitter
Author

Stumble It!

Sales Energy Boost Each Day

How about an early energy boost to get your day going each sales day? The following video featuring the Cactus Cuties singing our National Anthem is inspiring to say the least. While you are caught up in the gripping lyrics being sung a capella, notice how the concerns of your day slowly fade to the distance as you are presented with great talent and inspiration.

Another boost might come from the fact that there is actually a market for anything if you are bold enough and see the potential in ordinary things. Two sisters discovered a large corn flake in their cereal bowl that had an uncanny resemblance to the state of Illinois. Sure enough, they photographed it, put it on Ebay and sold it for over $1300, enough to pay for their coming vacation.

A consistent flow of sales energy is so critically important to your selling success. Actual physical energy is important to make it through the day while mental clarity and focus are necessary to provide both you and your customers conversational skills to thoroughly understand opportunities and provide effective solutions. This same energy must extend through the entire week, emphasizing the need for proper diet, quality sleep and recreational activities to renew your strengths each day. As the old adage, with adjustments, says: "All work and no play makes one a worn out, ineffective, incompetent salesperson."

Many effective salespeople will begin their sales day with energizing prayer or meditation followed by light exercise, a refreshing shower and a proper breakfast. We know that these are worthwhile uses of our time that pay huge dividends both throughout the day and in the long run. Shortcutting only cheats you. There are no shortcuts to success.

A full calendar is another motivator! There is something debilitating about lots of white space on a business calendar. Proper goal-setting, planning and lead follow-up will ensure that your calendar is full of appointments that will open the doors to opportunity. Now that's energizing!

There is no magic or mystery to starting your day in an energized manner that will ensure your success. Plan for success. Look for it. Expect it. Lay your success groundwork daily and reap the rewards.

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Daniel Sitter
Author

Stumble It!