Greg Bennett Sales Blog

Announcing the "Greg Bennett Rocky Mountain Sales Summit"!

2008-11-19T07:35:49-07:00

It''s Slam Dunk Sales and Motivation!!

I'm pleased to announce a special event coming Tuesday, March 31, 2009 -- it's the first annual "Greg Bennett Rocky Mountain Sales Summit" at the Ridgeline Club in Pepsi Center!

The workshop will go from 1-5 p.m. and will focus on "How to Stay Motivated and Sell More In a Slow Economy"! featuring your's truly with my unique strategies for prospecting, selling, and closing! Plus several other top trainers, speakers, athletes, and special guests! It's going to be a great shot in the arm for everyone in the market!

Then, following the workshop, your ticket will include a club seat to the Denver Nuggets game against the New York Knicks, which starts at 7:00 p.m.!

Here's the best news...it's just ^$59 per person, with a special group rate of^$225 for a group of 5!

This is a booster shot for everyone in sales in the Rocky Mountain region! But space is EXTREMELY limited!

This is your chance to not only get your sales team some great sales training and motivation, but you can all go to dinner then to a great night of Nuggets entertainment.

For information, contact my office at 303-405-6110 and ask for Marni, or you can email me directly at gbennett@APCProfit.com

Sign up quickly because tickets will be gone soon! Plus...the first 100 people to sign up will receive a free Nuggets hat and shirt courtesy of APC, Altitude Profit Consulting, our apparel and merchandise company!

Greg Bennett's Rambling Thought #26

2008-11-17T05:17:46-07:00

Greg Bennett's Rambling Thought on Successful Selling #26: Try Sending Candy and Flowers AFTER the One-Night Stand

Sales is a lot like a single's bar (from what I can remember about such things anyway)...and most salespeople are like barflies - buzzing around looking for the next one-night stand. Meaning of course that clients are the ones on the receiving end of these unwanted advances.

Sellers act just like one-night-standers too...they brag and make stuff up...they talk and talk and talk about themselves...they make all sorts of promises about the future "I'm not like the rest of these slugs...I promise to be there for you"....they're there with the flowers and the candy, and they say flattering things. Just like those car salespeople trying to butter you up "Wow you're a big guy, do you work out? How about a hot dog and a balloon?"...makes me sick just thinking about it

But what about AFTER the one-night stand? After we've done the deed...where are the salespeople then? You got it. Out the door, down the road...gone.

In fact, now that I think about it...I don't believe I've EVER been offered a "hot dog and a balloon" AFTER the sale when I take my car in for service! The seller usually doesn't even remember me from two weeks ago(Was it that forgettable? sniff... How many of these one night stands does she DO????)

If you want to be radically different from your competitors...in addition to being sweet and nice before the sale (I mean we STILL have to do that, right?) try sending flowers and candy AFTER the sale is made. Call as often, show up as much, be as caring and nice.

But be careful...before you know it, you may end up in a relationship... uh oh!

Just one of Greg Bennett's "99 Rambling Thoughts On Successful Selling"

Fool If You Think It's Over...

2008-11-13T07:30:18-07:00

Remember the great one-hit wonder, Chris Rea, and his hit song, "Fool If You Think It's Over" ? (not really fair, he's a great artist, but only one big pop hit...am I still a top 40 DJ at heart or what?)?

Well...this same title applies to this economic situation we're in...we're all fools if we think it's over...it's like the "water going way out into the ocean" stage of a tsunami...it's going to come rushing back in big time folks!!!

As salespeople we need to start racing to the high ground, meaning talking to your existing clients now, looking for ways to help them and serve them...and finding as many new potential clients as you possibly can IMMEDIATELY

See you on top of the hill..GB

P.S. Don't believe me? Read this dude's prediction...

http://www.forbes.com/opinions/2008/11/12/recession-global-economy-oped-cx_nr_1113roubini.html

Greg Bennett's Rambling Thought #25

2008-11-03T05:06:31-07:00

Greg Bennett's Rambling Thought on Successful Selling #25: Sales Isn't for the Faint of Heart

Anyone can learn enough to BE in sales, but not everyone can survive there long term. It's a tough gig that only a few can ride out for any length of time.

Not that it's necessarily "hard", or strenuous, or death-defying...it just takes a certain strength and perseverance to be able to get up and do it successfully day after day, in spite of all the rejection, ups and downs, and unknowns we all face as part of the job.

Sales isn't for the faint of heart.

That doesn't mean you have to be mean, or ruthless, or arrogant, or pushy...you can be nice, and sweet, and a fun person...you just can't be "faint of heart", which to me means you have to have thick skin and a lot of inner drive and determination.

That last one is probably the most important ingredient...that inner drive and determination...you have to have an inner voice that is generally positive, believing and supportive of your efforts. If you have an inner voice that translates rejection, fear and uncertainty into things to beat yourself up with...then you won't survive long in this game.

So the secret here is to work on your inner voice, and when you hear it talking you down, or trying to depress you just STOP and ask, "Are there any other more supportive voices in here?"

(Just one of Greg Bennett's "99 Rambling Thoughts on Successful Selling")

After a Few Weeks Off, I'll Be Back Posting

2008-10-29T04:55:41-06:00

After a few weeks away from the blog, I'm back and will be posting more shortly...it seems while I was away TypePad, the company I use for creating the blog, has introduced some new features I'm anxious to try!

Stay tuned...GB

Greg Bennett's Rambling Thought #24

2008-09-30T05:43:10-06:00

Greg Bennett's Rambling Thought on Successful Selling #24: "I Can't Wait to Start Prospecting"

This thought is short, simple, and very powerful. Instead of lumbering in to work with a feeling of dread about "having to make my stupid prospecting calls"...try saying this to yourself..."I CAN'T WAIT TO START PROSPECTING"...then say it to others in the office, "I CAN'T WAIT TO START PROSPECTING!"

Yes, it's kind of strange...yes, co-workers will think you're a freak...but it WILL make an immediate impact on how you feel about making calls. And chances are you'll be the only one in the office on the phone making the calls you need to make.

Give it a try.

(Just one more of Greg Bennett's "99 Rambling Thoughts on Successful Selling")

Greg Bennett's Rambling Thought #23

2008-09-24T06:52:35-06:00

Greg Bennett's Rambling Thought on Successful Selling #23: Forget You Have a "Story" to Tell

This is a short tip but one we can't think about often enough. A client of mine at a very successful consulting firm told me a good story about how they originally got started...

When we first started our biggest concern was that we didn't have a good answer for prospects when they asked, "So what's your story? Tell us about your company". And we were nervous about it because we were brand new and really didn't have a good story to tell. So we had to stay away from that question if we could and turn it back on the client to ask about THEIR situation. Well that worked...for a few years anyway...then it stopped. Mainly because after a few years we HAD a story to tell people when they asked that question. And we would tell it, and tell it, and tell it some more. And our sales dropped. What we eventually realized is that most of our sales calls had turned from focusing on the client and his projects and challenges, to more about who we were and what we were doing. And there's no doubt our sales suffered for it. So now we try to forget our story (until the appropriate time) and go back to just asking questions and listening.

How many times have we heard this? Remember the ol' "Clients don't care how much you know until they know how much you care"?

Forget your story...find out about the customer's story first!!!

(Just one of Greg Bennett's "99 Rambling Thoughts on Successful Selling")

Greg Bennett's Rambling Thought #22

2008-09-20T08:51:16-06:00

Greg Bennett's Rambling Thought on Successful Selling #22: It's Harder to Find Quality Than It Is To Pay For It

I believe this is a very true statement in almost all areas of business, especially in this day and age where truly exceptional sales and follow-up service are pretty tough to find.

And where I find myself talking about this with salespeople is when a client is hammering them on their price. The client may say things like, "Well...you're going to have to work on that price Jennifer"...or "Barry, you're going to have to sharpen your pencil a bit on this"...or "Peter, you guys are like 2% higher than everyone else"...etc etc...

My suggestion is that when you hear things like this you need to keep some things in mind about clients:

For many of them it's just for show. Part of their job is to say things like this...they may not really mean it, or even care if it actually happens...they're just supposed to say those things. When I hear something like "Greg, can you sharpen your pencil?" I like to follow with, "Well I could do that or I could dull my deliverables" (yes, I'm a smart ass I know). Or I like to make clients tell me what they mean by "sharpen your pencil"...and this forces them to say "well you know...you have to drop your prices" (which sounds kinda cheap, and it is).
Also keep in mind that just because they comment on your "high prices" , doesn't mean they're not going to buy. Everytime I go to a Morton's type restaurant I say..."Wow, these prices are too high"...then I order.
Clients may be testing you with this...and they often respect the salesperson who says, "no...we don't drop our prices" . It doesn't mean you won't work to add value, or provide additional items, or better terms, etc.
At the end of the day people just want their needs met; they want to feel like they didn't get screwed; and maybe even got a great deal in the process. You can find ways to make clients feel those things without having to drop your price...maybe you add value...perhaps you educate them more on exactly what you're delivering vs the competition.

True professionals that deliver all the time are very tough to find...and I mean in everything from a plumber to a lawyer...a doctor to a roofer...a banker to a butcher. When you find an exceptional person in any of these fields you're generally willing to pay what they ask for...because it's easier to come up with the money than it is to find someone else as good as they are.

Don't apologize for your fees. Don't drop your prices (more on that in an upcoming Rambling Thought). And on the flip side, when you're the client, be willing to pay more for exceptional service (might as well support business being done the right way).

Greg Bennett's Rambling Thought #21

2008-09-15T05:29:55-06:00

Greg Bennett's Rambling Thought on Successful Selling #21: Just Admit You've Got Call Reluctance

In my live workshops I'll often ask "Who here suffers from Call Reluctance?"...and usually only a few people will raise their hands. And I'll follow that with, "Well...then the rest of you are full of sh*t!!" Crude yes...but everyone laughs a bit because we all know it's true.

We all get call reluctant from time to time...but boy are afraid to admit it. We'd rather say things like, "Well...my problem isn't call reluctance...it's time management"...or "I don't mind making the calls, I just don't know who to call...or really what to say"

Again...BS.

I want you to try something for me...just take a deep breath and repeat after me..."My name is __________ (insert your first name)...and I can catch call reluctance". Go ahead and do it. Then we'll all respond with "Hi __________!"

Now doesn't that FEEL better?

The key to living with any affliction is to first acknowledge that you have it, and by doing so you're recognizing the hidden monster that, when left un-noticed and un-checked, will destroy you. When you state reality, that you are susceptible to getting, or actually have it, you can then learn to manage the monster and actually thrive in spite of it!

You see. we ALL can get call reluctance, no one is totally immune to it...especially experienced salespeople who want to feel they're beyond having to make cold introductory calls, and just have so many other things they could and should be doing.

If your ego is still in the way this should help you feel better about acknowledging this disease...Call Reluctance isn't always a fear of picking up the phone, I believe it's usually just a feeling that "I should be doing something more productive" (something with more instant gratification). Prospecting and "cold callling" have little instant gratification and can make us feel unproductive, rejected, and like a big failure. So it's easy to see why we can get call reluctant...in fact it makes sense to be call reluctant!

So give yourself a major break and just admit reality...you can get call reluctant because it makes sense to get call reluctant...making new calls is the hardest thing to do in sale!

My name is Greg Bennett...and I can catch Call Reluctance! (Hi Greg...)

...

Greg Bennett's Rambling Thought #20

2008-09-02T07:42:56-06:00

Greg Bennett's Rambling Thought on Successful Selling #20: Don't Surprise Clients With a "Ride Along"

This one came from a friend of mine who has spent most of her career on the client side of the sales situation. As someone who has had to sit through hundreds (maybe thousands?) of sales calls over the years, she shared some great insight with me on what she found most annoying about salespeople when they came to call on her. I think this inside info is great to know if you're a seller and you want to stand out from the crowd and form better relationships.

This particular pet peeve involved the surprise guest on a sales call. You know, when the salesperson decides to show up with a colleague, or a supervisor, or a trainer, and they haven't warned the client about it beforehand. My friend said she felt annoyed that the seller would just assume she wanted to meet with more than one person (especially if she really didn't want to meet with ONE person).

I think this is an interesting one to tackle because more than a few clients of mine have told me they actually prefer this "buddy-up" system when making calls. And for good reason, there are lots of advantages for the salesperson when they can bring an extra set of eyes and ears (especially ears because we are SUCH poor listeners) on the call.

The key here is of course the "surprise" piece. As well as the "relationship" piece.

First of all you should always ask if it's cool if you bring someone along (if nothing else it may alter where the client wants to meet).
You should probably come up with a reason WHY this is happening...and if at all possible, make it something beneficial to the client (she is an expert in this area, she has some great insight she can share on the market, he can help me get a better handle on everything you're trying to do, etc.) I try to make EVERYTHING I do or ask for come from a place of benefiting the client.
Of course the level you need to do all this depends on your relationship with the client. For clients who are true friends, it may even be okay to show up with a stranger unannounced (though I still wouldn't risk it), as the client trusts that if you like them they will like them...but if you have no relationship, you should make extra certain the client knows your intentions and that it will benefit the meeting somehow.

I will save the tips for doing an effective "Ride-along" sales call for an upcoming Rambling Thought.

(Just one of Greg Bennett's "99 Rambling Thoughts on Successful Selling!")