Training is a Process, not an Event

Had dinner last night with a long-term friend who in the past couple years transitioned over to the Sales Training field. As dinner ended, we exchanged business cards. When I returned to the room, I glanced at his card. Here was the take-away: "the only thing worse than training people and losing them is not training them and keeping them.". That was from the legendary Zig Ziglar, which prompted this thought.

If you want changed results (more sales), then change the behavior. If you want to change the behavior, then that requires training. And, Training is a process, not an event. It must be ongoing and continuous. My question to you is when and how often are your sales people practicing? All too often they are not, and their only "practice" is on the customer! Stop the insanity!!

Bundling- Simple and Effective

Over the past 3 days, I've worked with over 30 different CEO's/owners of companies of a wide span of industries and sizes. At least 70% were failing on the following opportunity. That was the bad news. Here is the good news. They can now take action and secure more business, increase their revenues and secure more reliable repeat business. Here goes:

My monthly home cable bill runs about $280. Huh? For better reception and more channels? Not exactly. That's how the relationship started but over time I've added telephone, internet, dvr, etc. And, even if one of the services is disappointing, its such a hassle to unwind and start over, I just mail in another months check. Don't you want your customers writing the checks and mailing them in?

Take a look your business (whether product or service) and push hard to discover how to best "Bundle". Simple and effective- I like it!

I love the expression "Model the Masters"

If PRICE is so important in a tightened economy, someone please explain to me why there were lines running out the doors of Tiffanys' at Christmas time, I'm still having difficulty getting high-end wines due to being sold out, and I'm running into multiple hour waits for at a table at higher end restaurants. And what's with all those "every day" folks sitting at the $25 minimum blackjack tables in the casino (playing more than one chip a hand)? Apple products are "higher priced" than others in their category, posting higher and higher profits. And, have you heard anything about Rolex going out of business?-me either. Panera Bread raised its prices twice in the past year and continues opening up stores at a record pace. The auto industry "needs" a bailout because of the "economy" yet that same industry needs to sell 7 cars to make what Harley makes on one bike (and you need to wait 6 months to get the bike!).

Take a look at what you and your company have been offering up as solutions to the economy challenges. How has the cutbacks, price slashing, deep discounts approaches been working for you? Reexamine some of the examples above and see if that's been their approach. Might there be a better way? The economy (and majority of workforce/business owners) was on such a long run of "prosperity" that I fear many are taking a reactive, panic approach to the markets. Like telling salespeople to call on more and more prospects they've never done business with before. Hey, I'm not against prospecting but wouldn't that be an even harder sell in a tight economy. Maybe solidifying and expanding the business we do with our existing clients would be time better spent.

I keep reading and looking in the business mags, papers and internet for the success stories of those shrinking to the top of the equity markets. I'm looking for the investors beating the doors down to get in on those slashing and cutting (inside and out).

I love the expression "Model the Masters". In sales, I say, look at the top sales people and see what they are doing and do some of the same. Is it not time we as companies looked at firms posting successes and do the same? I'm thinking it ain't a strategy of PRICE.

Social Media- Not Just for Teenagers Anymore

Social media time. When is the last time you checked on your sales people's active participation in social media? Here's a quick drill. See if they are on Facebook, MySpace, Linkedin, Plaxo, Naymz, Twitter. If not, why not? Set a timetable for it to happen. Then, ensure there is some regularity to their use. I continue to hear, most everywhere I go, how important relationships are in sales and one's business. Agreed. So, leverage these tools to foster the relationships.

In the past month, as a direct result of being active in these mediums, we have booked 5 gigs and I've had several lunch and dinner meetings that were initially set thru the updating of these mediums as to my travels.

Quit with the excuses that these are all about nonsense and sites for teenagers to chat about meaningless trivia. Ignore that and get on with your relationship building. Don't be last to these important sales tools.