You Too

“Everyone is in sales. Maybe you don’t hold the title of salesperson, but if you deal with people, you, my friend, are in sales.” – Zig Ziglar

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Have you ever tried to convince your kids to eat healthy?

Have you ever asked someone out on a date?

Ever try to convince your spouse it’s time to buy a new car?

If you have, I’ll let you in on a little SECRET:

YOU ARE IN SALES.

Anyone trying to MAKE A CHANGE happen is in sales.

  • It’s the PHYSICIAN convincing their patient to start a new therapy.
  • It’s the TEACHER getting their students to READ more.
  • It’s the BACKUP QB asking his head coach to run a trick play in the SUPER BOWL.

Seth Godin wrote, “If you’re not trying to make things better, why are you here? So, you are SELLING something.”

The sooner you realize this reality, the easier your reality becomes.

Be Proud.

Say it loud….

“I AM IN SALES.”

Now go out there and change something for the better.

#YouToo

-Joe Ciccarone

http://www.SalesVibe.Net

 

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Step By Step

“One walks over the highest mountain one step at a time.” – John Wanamaker

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How do you eat an elephant?

One step at a time.

Why anyone would want to eat an elephant confuses me, but you get the point.

BIG things are accomplished by breaking them down into small, actionable STEPS. 

Our goal is steady progress.

Keep moving the ball down field.

I just read Anthony Iannarino’s new book, The Lost Art of Closing.

The book is fantastic.

Iannarino shows how taking a STEP BY STEP approach to CLOSING A SALE is a highly effective way to create new business.

Our job as sales professionals is to ask for and obtain commitments.

But when people hear the word CLOSING, they can get a negative vibe.

Alec Baldwin’s character, Blake, in Glengary, Glen Ross comes to mind.

Baldwin plays a shady, money hungry deal maker.

His world is all about getting the customer’s money.

Great movie.

Amazing one liners.

But total BS.

Blake’s “A.B.C.” (Always Be Closing) Method of selling went out of style a few weeks after parachute pants did in the 1980’s.

Modern day selling is about helping your customers succeed.

CLOSING A SALE can take multiple appointments, a number of stakeholders and months to achieve.

A good sales person knows where they are in the SALES process.

They understand the next STEP they need to take.

They know that CLOSING involves more than just asking for the business.

A sales professional knows that they need to secure a series of smaller commitments from the customer before they get anywhere near a sale.

This process can be smooth.

You just have take it STEP BY STEP:

THE INTRODUCTION

Not all stakeholders will want to meet with you.

Many may not even respond to your emails and messages.

That’s a good thing.

This keeps all the AVERAGE sales people out.

The best way to deal with this is to get your advocates inside the customer to make the introduction.

This idea is killer.

Try it.

THE NEXT MEETING

Secure the next appointment before you leave the current one.

The most effective way to keep the sales process alive is to stay in front of your customer.

It’s amazing how many sales “professionals” don’t do this.

TO BE INCLUDED IN THE PROCESS

Great sales people are considered TRUSTED ADVISORS.

They secure a commitment to be included in the customer’s decision making process.

They are sitting next to the customer in the conference room when they are deciding which path to take.

THE ORDER

It sounds cliche, but it’s true.

Many sales people are afraid to ask for the order.

Sometime all you need is the COURAGE to ask.

“Would you like to move forward with an order?”

At worst you get a “No” and the real reason holding them back.

At best you get a new customer.

Ask and you shall receive.

There is a Chinese proverb that says, “Be not afraid of going slowly, be afraid only of standing still.”

This is true in SALES.

It’s true in LIFE.

Slow and steady wins the race.

Just ask that elephant.

#StepByStep

-Joe Ciccarone

http://www.SalesVibe.net