Giving Up Before Your Competitor Does

first_imgThere is this prospect in your territory. They’ve been with one of your competitors for years and for as long as you’ve known of them, they have never even entertained changing suppliers.Different BeliefsYou believe that because this prospect hasn’t considered changing, they never will. You’ve never tried to nurture relationships within this account. You don’t know anyone inside the company, and no one inside knows you.One of your competitors doesn’t believe  the fact that this prospect hasn’t changed suppliers in years is no indication of what they might do in the future. In fact, she thinks that they are overdue for a change. She believes that, given a long enough time line, everyone changes. This competitor has been nurturing relationships since she started in this territory, feeding ideas to the contacts within this company.Because you have to, you have been emailing one contact that you presume to be the decision maker inside this company every ninety days like clockwork, always requesting that they call you to discuss what you and your company might do for them. No one ever calls you back. You think you might need to change the language in your email.Persisting PersistenceYour competitor only sends emails as a follow up to her phone calls. If the contacts within this company are being honest, she’s been a bit of a nuisance, and she is seriously persistent, and a number of them have recently taken meetings with her. They came away impressed with her tenacity and her smarts.Now, your dream client has decided that they have given their existing supplier enough time to resolve their long-unresolved problems, and they’re going to move the business—if they can find the right partner.How do you feel about your position? The truth is, you wouldn’t know any of this is occurring. You gave up a long time ago, remember?How many prospects in your territory have no idea who you are, that you are responsible for acquiring their business, and that you can create massive value for them, should they entertain changing partners?How many of them could quickly and easily identify you as the person with the ideas and experience to help them move their business to a better result and a better future?Never give up. Never, ever, ever give up. Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img read more

If What You Are Doing Was Working

first_imgIf your dream client could produce the results they need without your help, they’d already be producing those results.If your competitor, the company and people serving them now, could help them produce those results, they’d have already done so.If the financial investment your dream client was making was enough for them to be completely satisfied, that financial investment would be the right amount.If continuing to do things the way they’ve always done was going get them where they wanted to go, you wouldn’t have found your dream client where you found them.No doubt, you agree with these ideas. Your experience tells you that they are true. You know that if your dream client really wants what they want, they’re going to need to change, and maybe more than they think.What’s harder to see is, however, is how much we are like our clients.Take a Look At YourselfIf what you are doing right now was producing the results you want, you’d already be producing those results, wouldn’t you?If your client acquisition efforts were enough to get you the clients you need, you’d have those clients. If what you are doing here isn’t getting you those clients, what do you need to change?If the way you sell was enough to command the investment you require, you’d have no trouble acquiring that investment. If how you sell isn’t working to allow you to capture the appropriate share of the value you create, you need to change the way you sell.If you want to be a change agent, then you first have to be able to make changes yourself. When you recognize how difficult this is for you, you’ll know why it’s so difficult for your clients.Your potential exceeds anything you can imagine, and it’s your job to reach that potential, an impossible feat, but one worth pursuing. What do you have to change to get closer to your full potential?last_img read more

How to Make the Most of Your Sales Kickoff Meeting

first_imgYou’ve been to these events before. You know you are going to have to sit through a session on where your company is going. You are also going to be forced to relive your collective performance last year. There is no way you are getting out of the room without applauding your peers who made President’s Clubs, and you know you will feel a slight tinge of something resembling envy when the rep who inherited all of their accounts name gets called, knowing he was given a gift that you were not.Time is your single, finite, non-renewable resource. When you believe this is true and understand the implications, you’ll everything in your power not to waste your time. In this case, you can do meaningful work while attending your kickoff meeting.Move Your Seat: You will notice that people tend to sit next to the people they know and with whom they are comfortable. You can make a better choice. You can sit with people you don’t know, and more specifically the people who are ahead of you on the stack rankings. Make relationships with people who can share insights about how they outperform their peers and make plans to develop that relationship post SKO.Listen with Intention to Learn: When your CEO shared the company’s business and roadmap, describes the competitive landscape, and speaks on how you intend to create greater value for your clients in the next year, you are getting access to the strategic conversation she would have were she talking to her peer. You can learn from this and develop a talk track to have higher level conversations with your clients. You will find points of differentiation you can use, but you have to pay attention and take careful notes.Track the Numbers: Listen, I have been in sales kickoff meetings where the CEO reviewed the final results, was followed by the CFO who provided a more granular look at the numbers, who was then followed by the Sales Leader who put all of those numbers under a microscope. One thing was certain, they really cared about these numbers. Your mission is to understand these numbers and figure out why they are what they are. If you notice that the reps that made president’s club also sold more of the new product, there may be a lesson that for you. Where there is a difference in numbers between one group and another, there is something you can take away to produce better results yourself.Drink the Kool Aid: There are cynics in every crowd. There will be one at your table or in your row. They will scoff at each of the speakers, internal or external. They’ll com-plain about the quota and the change to the comp plan, even though they never do enough work to benefit from their compensation and couldn’t hit their quota even if you gave them a head start. The “rah rah” stuff? Say “rah rah.” The new program? Buy it hook, line, and sinker. If you don’t believe that your company is good, that it sincere in its attempt to create value, and that it is better than the options, you will never convince others what you are not convinced of yourself.Open Your Mind to New Possibilities: Yes, you have been in sales for many years. But yes also, you have had the same year many years in a row. The trainers know you know how to sell. Be open to new choices and new ways of doing things. At conference, trainer told me his company had reps that send calendar invites to their prospects and 25% accept and attend the meeting. I would have never been so bold, but if it works, it is worth looking at, even if it makes your uncomfortable. Especially if it makes you uncomfortable.Write Your Plan: The problem with most people’s engagement in kickoff meetings is that they have every intention of taking action but go right back to doing what they’ve always done. Don’t leave any session without writing down the first thing you are go-ing to do upon returning to work. Ideas are cheap, execution is priceless. Go back refreshed, recharged, and ready to do good work. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Nowlast_img read more