Greg Bennett Sales Blog

Greg Bennett's Rambling Thought #99

Greg Bennett's Rambling Thought on Successful Sales #99:  Don't Flock With the Wrong People

This last tip, number 99 in my 99 Rambling Thoughts on Successful Selling, may be the most important one of all.  You gotta make sure you're flockin' with the right folks.  And by "right" I mean right for YOU.

Birds of a feather doindeed flock together.  And who we choose to hang with can have a profound impact on how successful we are in sales, and in life.

And I'm not just talking about hanging with rich people...or sellers who happen to be billing the most.  They may be totally twisted in other areas of their life, or have no balance, or are sleazy in the way the operate, etc.  It's not JUST about income, or money. 

The key I believe is to find people you admire and feel comfortable with.  For me...the people I like to flock with have a passion for living...an overall positive viewpoint about outcomes...have a strong desire to succeed in sales by helping their clients succeed...are brilliant, creative, and intuitive...and have an ability to see the humor in life's situations, and in themselves (not taking themselves too seriously).

Now these are just the attributes I look for in people I try to flock with...your list may be different than mine, and that's as it should be. But the key is to HAVE a list of attributes you admire, then seek out to make these people part of your circle.

It's not that I don't value people I don't flock with, or think they're lesser human beings, it's just that I don't share their values...I don't agree with how they view the world...it's not saying my viewpoint is BETTER...it's just different. 

You might even use these 99 Rambling Thoughts on Successful Sales I've put together over the 18 months or so as a guide...see how many of my random thoughts you agree with...then seek out others who share those same ideas, and add them to your "gaggle" or "flocK", as it were.

It's been a great pleasure coming up with these 99 thoughts...hopefully you've found a few you can put to use to improve your world!

GB

Greg Bennett's Rambling Thought #98

Greg Bennett's Rambling Thought on Successful Selling #98:  Learn From Tiger About How to Win AND How to Lose

I just finished watching the PGA Championship and the unbelievable outcome as some dude named Y.E. Yang pulled up from behind, caught and then beat Tiger Woods...just doesn't happen...but it did. 

PGA aside, you don't have to be a golfer (I'm certainly not) to enjoy watching the mastery of Tiger Woods.  Amazing to watch him dominate a game with so many great players all of whom work hard to maybe scratch out one or two tournament wins a year. 

I also like to listen to Tiger's post-tournament comments, both when he wins and especially when he loses.  He takes ownership of both scenarios.  

When he wins it's because, "I worked hard, I struck the ball well, I held my focus..." etc.  He's not bragging, just stating the facts.  The reason he won is because he worked hard and he executed as he's supposed to...and he EXPECTS TO WIN.

And when he loses, he takes total ownership of that as well, "I played well in most phases of the game...I just didn't put it in the hole when I needed to..  When I hit the ball well and put it in the hole, I win...I didn't today".  He takes stock of what he did right, and he acknowledges what he didn't do well without blaming anything or anyone but himself. 

But the most important thing about Tiger, and the lesson I think we can all take from him, is that his "default setting" is on winning.  In his mind he normally wins, and left alone to his work ethic, focus, etc...he usually wins.  And when he doesn't win, it's an anomaly.   Most people walk around with an opposite default setting, maybe not one set on "losing", but perhaps one set on "not winning"...and when they win - it's outside their expectations.  So much so that when they are on the brink of winning, they go to work (often subconsciously) making adjustments to NOT win...aka "choking".  

It's sounds odd that we would do such a thing, but I see it all the time in sales. A person is working hard, having some success, and suddenly they "wake up", see what they're doing, and realize they're performing way over their head...and then set about sabotaging their success. 

We need to learn how to adjust our default setting. 

Let's try expecting to win. 

And then when we do win it's because we expected to...and we worked hard, we stayed focused, and had the right attitude. And then if we lose, we acknowledge the fact that it was because we just didn't get the job done that day...we didn't work hard enough...we didn't execute, etc...

When we win we say, "Yes...I expect to win...it's my default setting...and that confidence comes from my hard work, my focus, my God-given abilities, and my desire"

When we lose we say, "I lost today...that's not like me...it's NOT my default setting...and it was because I didn't work hard enough, and I didn't execute properly...both of those will be corrected"

GB

Greg Bennett's Rambling Thought on Successful Selling #98:  Learn From Tiger About How to Win AND How to Lose

I just finished watching the PGA Championship and the unbelievable outcome as some dude named Y.E. Yang pulled up from behind, caught and then beat Tiger Woods...just doesn't happen...but it did. 

PGA aside, you don't have to be a golfer (I'm certainly not) to enjoy watching the mastery of Tiger Woods.  Amazing to watch him dominate a game with so many great players all of whom work hard to maybe scratch out one or two tournament wins a year. 

I also like to listen to Tiger's post-tournament comments, both when he wins and especially when he loses.  He takes ownership of both scenarios.  

When he wins it's because, "I worked hard, I struck the ball well, I held my focus..." etc.  He's not bragging, just stating the facts.  The reason he won is because he worked hard and he executed as he's supposed to...and he EXPECTS TO WIN.

And when he loses, he takes total ownership of that as well, "I played well in most phases of the game...I just didn't put it in the hole when I needed to..  When I hit the ball well and put it in the hole, I win...I didn't today".  He takes stock of what he did right, and he acknowledges what he didn't do well without blaming anything or anyone but himself. 

But the most important thing about Tiger, and the lesson I think we can all take from him, is that his "default setting" is on winning.  In his mind he normally wins, and left alone to his work ethic, focus, etc...he usually wins.  And when he doesn't win, it's an anomaly.   Most people walk around with an opposite default setting, maybe not one set on "losing", but perhaps one set on "not winning"...and when they win - it's outside their expectations.  So much so that when they are on the brink of winning, they go to work (often subconsciously) making adjustments to NOT win...aka "choking".  

It's sounds odd that we would do such a thing, but I see it all the time in sales. A person is working hard, having some success, and suddenly they "wake up", see what they're doing, and realize they're performing way over their head...and then set about sabotaging their success. 

We need to learn how to adjust our default setting. 

Let's try expecting to win. 

And then when we do win it's because we expected to...and we worked hard, we stayed focused, and had the right attitude. And then if we lose, we acknowledge the fact that it was because we just didn't get the job done that day...we didn't work hard enough...we didn't execute, etc...

When we win we say, "Yes...I expect to win...it's my default setting...and that confidence comes from my hard work, my focus, my God-given abilities, and my desire"

When we lose we say, "I lost today...that's not like me...it's NOT my default setting...and it was because I didn't work hard enough, and I didn't execute properly...both of those will be corrected"

GB

Greg Bennett's Rambling Thought #97

Greg Bennett's Rambling Thought on Successful Selling #98:  Top Salespeople Know They MUST Guide and Lead the Client Through the Sales Process

95% of successful selling has to do with the conviction, passion, and belief of the salesperson that what he is offering is right for the client's condition and will improve their life's situation.

And when they have that conviction and passion, they MUST be willing to confidently step out there, grab the client by the scruff of the neck, and push (or drag) him through the sales process...with a commitment to being their PARTNER and ADVOCATE before, during, and especially AFTER the sale.

Leading and guiding takes guts and conviction.  And it takes a ton of integrity on the part of the salesperson...because if we're going to be leading people into and through the sale, we better be damned sure that what we're selling them is a) the right product...b) in the right amount... c) at the right price...and d) properly executed once they take ownership of it!

Here are some quick tips on Leading and Guiding a client through the sale:

• Let the client know what WE'RE doing..."Kerry, we're going to make this happen...we're going to get your problems solved and meet your needs...and we're going to find a way to do it within your budget..."
• Know your "mini-steps" and have them down in a check-list that can be the guide for executing the deal...
• At a certain point stop "asking for permission"...and just start explaining what we NEED to do at this point...
• Soften it with some assuring phrases like, "what we normally do"...or "what most people like to do"...or "What I recommend people do at this point is..."

If you've never tried it...give it a shot.  Just grab an opportunity you know is right...and just do it! 

Good luck!

GB

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Greg Bennett's Rambling Thought #96

Greg Bennett's Rambling Thought on Successful Selling #96:  Partner vs Vendor

There is a huge difference between being a partner-seller with a client and being a vendor-seller.  It's a night and day...black and white...type of difference.  And the differences are reflected throughout the sales process..before, during, and especially after the sale.

Recently I came up with what I'm calling the "20 Critical Partner-Selling Conversations In Sales" where I detail specific differences in how partner-sellers think, act, and how they speak than that of vendor-sellers. (I'll make this available on the blog as well). 

I asked a group of sellers recently what the term vendor-seller meant in their mind...and one young rookie said, "When I think of vendor, I think of a hot-dog or soda vendor at a baseball game."  Another one said, "I think about someone that just sells and disperses a product...nothing more than that."

And both of those pretty much some up how shallow vendor sellers really are.  They just disperse things that people want...that's about it.   If people have money and want to buy, the vendors are there to take the money. 

Partners are much different.  Partners are more long-term...more all-encompassing. 

It's much harder to be a partner than it is to be a vendor...but that's why they make more money, and will survive even the toughest of times.

GB

Greg Bennett's Rambling Thought #95

Greg Bennett's Rambling Thought on Successful Selling #95:  Don't Cut Down the Competition When Trying To "Switch Pitch"

This may seem like a basic tip but I still hear people do it...and that's to cut down the competition when you're trying to position your product over others.

There are some people who say, "Screw it...this is warfare...if you have to attack you attack" and I suppose that's one way to go...but I personally think it cheapens your product when you show this level of desperation.

My feeling has always been to build the type or relationships with clients where it doesn't matter what any competitor may say, you're going to win based on your relationship.

But if do find your self in a situation where you have to sell yourself against the competition, here are a few tips:

• Be honest about where your competitors are as strong as you...clients will know when you're b.s'ing them or keeping secrets...
• Focus on how you're exceptional service is head and shoulders above the rest (extra tip - focus on the post sales process)
• If you have to bring up a negative about the competition, consider doing it through a third party -- "Now I have heard that several folks have concerns about ACME's delivery systems...I personally haven't heard that...but it is an apparent area of concern"

If you attack the competition you run the risk that you're also attacking your buyer's belief system and decision-making processes as he may have been involved in bringing this other company in to begin with.

GB

Greg Bennett's Rambling Thought #94

Greg Bennett's Rambling Thought on Successful Selling #94: Find an Accountability Partner (and Ask Them to Kick Your Ass When You Need It)

Most of us are pretty good at sales and the first person we sell is ourselves.  We sell ourselves on a lot of things...like the myth that we don't need to make prospecting calls "you've got enough things going already"...Or perhaps no one out there wants what we're selling "I think you've hit everyone in the market already".  Or that we ARE too expensive "I bet everyone feels that way".

And because we usually operate in our little cubicle or office, there's no one there to counter these constant internal sales messages.  Thus...we end up selling ourselves short, and not living up to our full potential.

That's why one of the strongest things I can recommend to sellers is the need for an accountability partner...someone willing to hold us accountable on a regular basis.  This can be your manager...a colleague...a friend...or significant other. 

But this relationship will only work if you communicate exactly what you want them to do and the role you want them play in your life.  If you ask someone to hold you accountable then they do and you get mad at them or get defensive it won't be an effective relationship.

My recommendation is that you want your Accountability Partner to call BS when he or she hears it, and not to let you get away from the plan you've laid out for success.

GB

Greg Bennett's Rambling Thought #93

Greg Bennett's Rambling Thought on Successful Selling #93:  Lite a Match...Give Yourself an Objection...Answer Before You Get Burned

This is kind of a masochistic thing to try (and you definitely want to do it outside away from sensitive fire alarms) but to test your ability to think and respond under pressure when handling objections, try developing a series of flash cards with your most popular client objections written on them, and then giving yourself those objections as you light a match (paper matchbook type), and see if you can think of the answer before you get burned.

It's a great way to not only test your ability to access the right answer...but it helps you develop the focus to perform in the "heat" of battle (if you will).

Just light the match...grab the card...it says, "Your price for XYZ is to high"...(in real life you would question here - see RT 92)...but you quickly think of your response...heat is growing, reaching the fingertips, come on, come on...then you blurt out your "Feel, Felt, Found" respond..."I know how you feel, a few of my clients felt the same thing, and they found that when they compared the additional XYZ's price with the cost savings they would experience by replacing their ABC...the savings outweighed the cost by 2 to 1..."...whew...blow out the candle

Of course in real life you would have a "tie-down" question to finish it off, like "if you found that to be the case would you be open to reconsider?"...but you may not have time to squeeze it in before your thumb is sizzling like bacon!!

Masochistic?  Sure.  Effective?  Oh Yeah...

GB

Greg Bennett's Rambling Thought #92

Greg Bennett's Rambling Thought on Successful Selling #92:  Question...Question...Question When Under Attack

When I teach objection-handling and conflict-resolution skills to sales and customer service professionals, one of the key first steps in both areas is to question first when responding to a client or customer.

By question first I mean we should fight our instinct to argue our case and instead ask for more information.   Here's an example:

The argue first method:

Client:  "I don't like your company's payment-up-front policy..."
Salesperson:  "Well...we do that for a very good reason, it saves you money"

The question first method:

Client:  "I don't like your company's payment-up-front policy..."
Salesperson:  "Interesting...can you talk more about that, you seem pretty clear about your opposition..."

Which one is going to start an argument faster?   Which one shows that you don't care about how the other side feels so you really don't need to know more information?  Which one says "I want to be right...making you wrong!"?

Of the course it's the answer first method.  And yet this is the way 95% of sales and customer service people respond to a challenge...they rise up to strike back.  And they lose more times than they win.  

Instead...why not try the question first method and be in the elite 5% that "get it"?  When you get an objecting viewpoint, or you get attacked -- try taking a moment...pause...let the objection sit there...and then ask for more information.  Some pretty magical things can happen:

• People will respect and even trust you as they'e arguing with you...
• You will show that you care about the other side's perspective, even though you may push back against it later on...
• People will be more open to hear your case once you've totally listened and comprehended their viewpoint...
• From a purely strategy viewpoint, you question first to buy time to process and think "what is my next step here?"

Question first...the only way to start a tough conversation!

GB

Greg Bennett's Rambling Thought #91

Greg Bennett's Rambling Thought on Successful Selling #91:  If You Think It...Say It

Ever been a sales situation and think to yourself something like:

• Boy she (the client) seems bored
• He's looking at his watch...must be in a hurry
• He looks like he's not buying any of this stuff I'm saying
• He keeps taking calls, must not care about what I'm selling
• She just chuckled when she looked at out price...must think it's too high
• She's not saying anything...must still be upset

One of the big challenges in sales is quieting our mind so wecan focus intensely to the client's words.  When we start daydreaming about how we interpret certain actions by the client, we kick-start our mind into internal dialog mode...which instantly kills listening mode.

So what do we do? 

One technique I've taught over the years is to just say whatever it is you're thinking -- within reason of course...I mean you wouldn't blurt out, "You are much fatter than I envisioned".  If you think or sense something, just say it and see what happens.

Let's look at a few of our examples form above:

• Boy she seems bored...try saying..."You look kind of bored with all this Shiela..."
• He looks like he's not buying any of this stuff I'm selling...try saying..."I get this feeling that you're not buying any of what I'm telling you Tom...is that accurate?"

A few interesting things may happen -- clients may wake up suddenly and probably say something like, "No...no...I was just um thinking"...clients may agree and tell you how they really feel "yeah...I'm not crazy about any of this"...clients may go the opposite way "No...you're wrong, I'm totally loving it"...  all of these things are good to hear, and much better than some sort of speculation we may have conjured up in our minds.

One this is for certain, they'll usually stop doing what you caught them doing (like looking at their watch).

GB

Greg Bennett's Rambling Thought #90

Greg Bennett's Rambling Thought on Successful Selling #90:  Write Longer Than the Client Talks

Psychiatrists taught me this technique back when I was studying their habits and practices for controlling patient interviews.  The concept is simple...write longer than the patient talks.

When applied to sales, it works great!   You just get in the habit of writing a bit longer than the client talks...not all the time, but whenever you want to control the situation, or send certain signals.

Here are some positive outcomes of using this strategy:

• You show that you're doing more than just passively hearing...you're really listening
• You show that you care
• You show that you're already doing some thinking on their behalf, thus you're more than just a seller (who only cares about himself)...you're a consultant who cares about their situation

Psychiatrists told me they write down information to control the pace and speed of the interview. It really does work in sales too...just try it.

GB