Vital Signs Day 18 to The 28 Days to Better Selling
Revenues are not a measurement, neither are deals closed, they are results. They are a result of core habits and behaviors driven into practice over time with discipline. With any sales goal, you first have to start with an annual dollar figure that is broken down quarterly, monthly and even the daily. Achieving that goal of course is dependent upon the activities we put into our plan.
Anthony McAleer top producing financial advisor for London Life says it this way: “If you’re not getting the results you want, you’re probably not doing the core activities.” Jim Janz, multi-million-dollar direct sales magnate calls these activities “vital signs.”
Vital Signs
When paramedics arrive on the scene of an accident they will check the vital signs of those injured. Just because someone is standing upright and talking does not mean they’re healthy. Some vital signs to look for are:
• Balance
• Checking if the pupils in the eyes respond to light
• Blood Pressure
• Heart Rate
• Breathing Rate
• Brain function and nervous system response
• Sensitivity to palpation
• And many other factors
If any of these signs are out of sync, there is a chance that the injured is presently in danger, or could experience difficulties later on.
Your business, because you are a business of one, is responsible for bringing in revenues and turning a profit, has vital signs. Just because you’re making phone calls and networking doesn’t mean you have a healthy business. Revenues alone don’t mean your business is healthy.
Depending on your business some of your sales vital signs could be the number of:
• Calls per day
• In person meetings with clients
• Proposals written
• Networking events attended
• RFPs completed
• Hours per week organizing or planning
• E-mails sent
• Blog entries written
• Presentations made
• Prospects added to your list
• Revenues
• Number of repeat orders from key accounts
You could also produce and monthly, quarterly or even annual vital signs record sheet. This process will give you a clear picture of how close you are to achieving your goals based upon your activity. Over time you will also begin to notice a correlation between specific activities and revenues. These activities could be called “Core Vital Signs.”
In direct sales for instance, Jim Janz could predict the monthly gross revenues of a group of people based upon the number of people who attended training meetings and how many new people were added to the group over the previous 90 days. You may find that there is a direct correlation between the number of proposals you write and the number of new clients you close. The number of cold calls could be irrelevant for instance.
One important fact to note is that once you determine what your core vital signs are, you should book those first in your calendar and make sure that your entire plan is focused on you executing those activities.
In sales often when we are no longer getting the results we want we are no longer doing the key activities that make us successful. Knowing your vital signs and executing them daily is key to your long term success.
Your Assignment Today is:
1) List all of your core activities that you daily and weekly
2) Determine which ones are your vital activities that lead to your desired outcomes
3) Map out and begin to measure these activities daily
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Sell the Price Difference Not the Total Cost Day 17 of The 28 Days To Better Selling
We will often get objections that our product or service costs more money in comparison to a competitor.
There are two main questions you need answered before proceeding:
Question 1: “Mr. Client, when you say the price is too high, how high is it? And compared to what do you feel it is too high?
When the client answers this question, you know what amount you are dealing with. The important thing here is to separate that amount from the total amount. By the client telling you the amount, you know what they are happy to pay, so you do not sell them on that amount, they are already sold on it. Focus on the difference.
Example:
Client: “I am sorry, but the purchase price of that house is too much.”
Salesperson: “When you say too much, how much too much?”
Client: “About $20,000 too much.”
Salesperson: “So what you are saying is that $280 000 is okay with you, but it is the additional $20,000 that is holding you back?”
Client: “Yes.”
Salesperson: “Well, let’s take a look at what you get for that extra $20,000 or $250 per month in payments. For an extra $250 per month:
- You are just across the street from the elementary school, and you said you wanted to be close to the school.
- The area you were looking in is 10 miles further away from your office. You save yourself 20 miles of travel per day, and in gasoline and wear and tear on your car it translates into $5.00 per day, which is over $100 per month. That is almost half of the $250 per month.
- The house has a view and you really feel a view gives you a sense of freedom.
- You have a two car garage that is very secure.
- Your wife is in love with it.
- You reduce your worry about your children walking to school.
- You save time not having to drive or walk the kids to school.
- You are closer to the office and save time again.
- You end up with a view you want.
Salesperson: “For a $150 a month on your mortgage I feel this one is the best option we have looked at today.” (You would not use the entire list but probable focus in on the top ones you would feel the client would relate too)
Note: The salesperson does not say “for an extra $20,000 or for $300,000” which is the total price. The focus is on the difference and the lowest amount and then broken down to a monthly cost
Your Assignment today is:
#1) Look at which services or products you have where you have price objections
#2) Assess how much more they may be perceived to cost in comparison to similar products or services.
#3) Brainstorm all of the additional value financially and otherwise someone would get from paying the extra amount.
#4) Memorize your value added list.
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3 Guerrilla Social Media Marketing Secrets Part 5
This is part part 5 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here’s today’s 3 Guerrilla Social Media Marketing Tips:
12. Dependent – “The guerrilla’s job is not to compete but to cooperate with other businesses. Market them in return for them marketing you. Set up tie-ins with others. Become dependent to market more and invest less.” Begin to blog, do interviews and profile your cooperative competitors online and many will reciprocate and help you grow your following and client base.
13. Armament – Arm yourself with all of the social media tools that your customer consumes or uses. Also find new markets through arming yourself with new social networks and mediums.
14. Consent - Permission is number one if you are going to be a Guerrilla Social Media marketer. Take time to build trust and relationships and never overstate or overstep your relationships online with pitches and unsolicited messaging.
Guerrilla Social Media Marketing Secrets Part 1
Guerrilla Social Media Marketing Secrets Part 2
Guerrilla Social Media Marketing Secrets Part 3
Guerrilla Social Media Marketing Secrets Part 4
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Day 2 of The 28 Days to Better Selling
This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today’s focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize and prioritize your referral generating opportunities.
Today’s assignment is:
1) Brainstorm all possible criteria for CIO and referral sources
2) Pick 5-7 top criteria
3) Make a list of existing and potential A category CIO’s and referrals
4) Book a meeting with at least 2 existing to say thank-you and share criteria
5) Share your thoughts and how you implemented this at http://closingbigger.net
If you haven’t signed up for the program you can join at anytime by signing up below:
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10 Tips on Doing Business in Vancouver
Today’s blog post is on the lighter side. Some of my comments are in jest so please take them with a grain of salt. The post was inspired by a series of tips I posted on Twitter and the response I got from people on Twitter. For those of you who are new to Vancouver or plan on visiting for business here are 10 tips on doing business in Vancouver:
Tip #1: Doing business in Vancouver: Your meeting has a good chance of starting late.
Tip #2: Doing business in Vancouver: You will most likely talk about 8 non-related things before getting down to business.
Tip #3: Doing Business in Vancouver: Your meeting will most likely take place in Starbucks (via @robertaw99)
Tip #4: Doing Business in Vancouver: Your meeting may be bumped by something of little consequence until you learn Vancouver priorities (via @Bradinator)
Tip #5: Doing Business in Vancouver: Vancouverites are friendly but take time to introduce and endorse you. They take business personally.
Tip #6: Doing Business in Vancouver: Green is the new bling and being too busy is a sign of business weakness.
Tip #7: Doing Business in Vancouver: Not everyone in Vancouver is into doing business.
Tip #8: Doing Business in Vancouver: When you don’t get a call back right away don’t worry and don’t get offended. Follow-up again.
Tip #9: Doing Business in Vancouver: Everyone knows everyone, and many have done business with each other at some point. via @KontentCreative
Tip #10: Doing Business in Vancouver: It’s all about relationships and what networks you’re connected to. Take your time getting to know who is connected to who. Join your local Board of Trade and corresponding Vancouver Linkedin and Meetup groups as a start.
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3 Guerrilla Social Media Marketing Secrets
Last week I posted Guerrilla Social Media Marketing secrets 1,2 and 3. There are 19 Guerrilla Marketing secrets and after chatting with Jay Levinson he gave me the go ahead to share a few more. So here’s secrets 4,5 and 6 based upon my interpretation of Jay’s 19 secrets:
3. Consistent – Don’t change your identity. Brands, relationships, trust, and technology all take time for adoption and acceptance. Be consistent with your message and on-line social media identity.
4. Confident – You must be confident and instill confidence in the customer. Use social media to listen to your customers. Jay says, “Service is anything the customer wants it to be.” Listen! He goes on to say, “Quality is what customers get out of your product. “ This is great information that can help you provide specific, on topic, brilliant solutions to your target market’s pains.
5. Patient – Be patient. Be patient with yourself, it will take you time to master the Guerilla Marketing “Weapons of Social Media.” Be patient as you build a community online, build roots and a foundation that will be un-shakable. Be patient with your target market, they will rush in to use and engage in social media, but they will do it in their time-frame.
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28 Days to Better Selling Starts May 18th 2009
This program is my way of giving back to the sales and social media community that has helped me build my blog, business network and knowledge base through your great insight, twitter updates, attendance at events and overall enthusiasm to learn and connect.
A number of you have asked for more information on the program. Here are the major topic areas that will be addressed in the 28-day program:
- The ABC’s of Targeting – How to fine tune and focus your sales process
- Master Prospecting Strategies – How to develop a step by step prospecting plan using offline, online and social media tools and processes
- Rapport – Tips, strategies and tactics for developing instant rapport
- Selling with Style – how to read and adapt to different types of buyers for maximum effectiveness.
- Social Selling – Social media and networking strategies to help you engage and develop business, using tools like blogging, twitter, FaceBook and video.
- Needs Analysis Selling – Using questioning to establish rapport, identify client pains and develop easy to sell solutions.
- Key Account Management – Approached to landing, retaining and growing high value clients
- Life Time Client Strategies – Using personal branding, social media leadership, relationship development, and pro-active service strategies to create a loyal customer base.
Each day participants will have the opportunity to share their success, applications and challenges with each other. I expect this to also be a good networking opportunity. (All this will happen at http://closingbigger.net)
If you are not already registered for the program you can do so below. (There’s no fee, no advertising, and you can start or quit at anytime).
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Social Media ROI for Business
Podcast: Play in new window | Download
The most common question I hear as a consultant when working with clients to integrate their sales, marketing and social media strategies is “What is the ROI ( Return on Investment ) for Social Media and Social Networks.” Many business people and companies struggle with the ROI on tools like Twitter, Blogging, FaceBook, or Video online. Based upon a book I have been working on called “Social ROI” which addresses the ROI in community engagement I have put together this podcast on 26 ways to measure Social Media ROI. Your feedback would be greatly appreciated (especially if I missed one!). (Direct Download)
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28 Days to Better Selling with Shane Gibson
Launches May 18th 2009
If you want to improve your sales and have been too busy to put a plan into place you’re not alone.
I have had many people in the sales community including sales professionals, senior executives and high tech entrepreneurs and bloggers who are all looking for ways to convert connections into long-term clients and relationships.
Their challenge is that most resources available are either one time training opportunities, or extensive and over whelming programs that are tough to implement. This program takes care of all of this.
The 28 Days to Better Selling program is completely free and is 100% content and 0% advertising or promotions. All content focused on helping you.
This concept was inspired by a 31 Days to Build a Better Blog program that Problogger.com put on for 12,000 other bloggers. As a participant it was very helpful for me. The concept is simple:
Here’s how 28 Days to Better Selling Works:
1) A daily task that you can easily implement to improve your sales and business
2) A succinct daily lesson to help you make the improvement
By the end of the 28 days you will have looked at 28 ways to fine tune and improve your sales process and business. The daily lessons will be in written, video or audio format and will take less than 10 minutes each to review.
To Register for the program please enter your e-mail address below:
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Top Sales Blogs and Top Sales Podcasts This Week
This week has been an awesome week. I did two blog entries while I was away in Chile which was half of my usual volume compared to the previous few weeks. The most memorable one was the interview I did with Jay Levinson father of the Guerrilla Marketing movement. With that said the world of sales blogging and sales podcasts has churned forward regardless. Many of my peers and friends have posted some great new tips and content that I would like to share with you.
Shamus Brown did a blog post called “Your Prospects are Human Lie Detectors.” It’s amazing that in this era of extreme transparency that sales professionals and business people still are missing this core lesson.
Simone Blum urged us to be Un Reasonable when it comes to business decisions and launching a new idea or product.
Alan Majer provided a great list of 21 things we can do to succeed in a carreer in selling.
The guys at Sales Roundup put together a good sales podcast on finding and prepping for a sales job.
The guys at the Advanced Selling Podcast did a great podcast on The Rules Tools and Attitudes needed to put more prospects into the sales funnel.
Brad Trnavsky at the Sales Bloggers Union did a good sales blog entry on The Primary Role of a Sales Manager.
Skip Anderson in his Selling to Consumers Podcast talked about the Essence of Selling. It’s all about helping the client make a decision according to Skip.
Lastly I found this sales cartoon from Count5.com and it reminded me of at least half of the sales people that call my office daily. Anyone else suffering from the same?
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By N2H