Sales Blog with Professional Sales Tips

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On a flight to attend a sales meeting, I found myself sitting next to the CEO of one of the 25 largest companies in America. At the time he had been featured in several selling articles.

I have to confess that I am the king of cynics when it comes to Really-Big-Company CEOs. Aren’t they really just a beneficiary of cronyism? Is it possible for the CEO at any Really-Big-Company to keep a straight face when they try to justify their compensation package?

As you might guess, I’ve been disillusioned by many Really-Big-Company CEOs. I don’t think I’m alone in that opinion. You’ll find plenty of sales articles that support this diagnosis.

“Maybe all CEOs at Really-Big-Companies aren’t Darth Vader after all.”

I recognized this person immediately (who asked me not to mention his name or company). He represented the perfect stereotype of a CEO. He wore an exquisitely tailored suit with cuff links and a jeweled Rolex on his wrist. I can assure you he spent more than $19 on his haircut (what my “stylist” currently charges me).

Interview Material for My Sales Blog
There was no way I was going to sit on this flight for two hours and not attempt to engage this guy. The seat belt light was on; he wasn’t going anywhere. I was not intimidated by him in the least. Well, maybe a little.

My approach was to pretend not to know who he was, introduce myself and then feign surprise at my good fortune of randomly being seated next to him. I think he bought my performance. It was what happened next that was eye opening.

After we introduced ourselves he said, “Scott, I know that some people prefer to not talk to their neighbor during a flight. Would you like to chat a little? You seem like an interesting fellow.”

I (trying to conceal my excitement and surprise) respond, “I’d love to talk with you.” I then realized that I probably could have been a little more subdued in my response and the word “love” maybe wasn’t the best choice.

This CEO then asked me, “Tell me why you’re on this flight today. How does it fit in with who Scott is?” He hit me with one question after another for almost the entire two-hour flight. I did 90% of the talking. He provided almost 100% of the questions and all of them were directed at me. He, for some unknown reason, was interested in learning about me.

The two-hour flight seemed like 20 minutes. He was a great listener. This experience was humbling, memorable and certainly endeared me to him.

Sales Newsletter: Taught Through Example
I learned two very critical lessons from this intriguing CEO during this encounter, both of which can be beneficial to us in sales.

1. Maybe all CEOs at Really-Big-Companies aren’t Darth Vader after all.
2. We need to forget about being interesting to people and focus on being interested in people.

Sales Blog Wrap-up
To build relationships with our customers we don’t need to fixate on entertaining them. We should instead concern ourselves with being a dedicated student of their issues, needs and concerns. I would have bought anything from this CEO. In fact, I did. He sold me on himself and I did all the talking. Ultimately, isn’t that what we’re trying to do with customers?

Further reading: Being a Name Brand Salesperson for a Really-Big-Company

To receive this sales ezine by email <click here> to receive by RSS <click here>. © 2008 Scott R. Sheaffer

Like most sales professionals reading this sales blog, I’ve submitted too many lengthy and time-consuming complex proposals to companies who were just using me as an information source or a comparison point.

There is a technique we can use that will significantly reduce the amount of time we spend on proposals when the soliciting company may not view us as a legitimate bidder.

“…there is a very good chance that you are on the designated loser list…”

Sales Newsletter: First, The Realities of RFPs (Request for Proposal)
1. If we don’t have some kind of existing relationship with the soliciting company, our odds of winning the bid are not so good.

2. Before a company writes the first word of their RFP, they have a short list of two to three bidders they’ve targeted to win, even though they may send it to a dozen or more bidders. If we haven’t been asked to provide any input as they craft their RFP, we can be sure we’re not on their short list.

3. When we receive a completely unexpected RFP, the only prudent thing to do is to immediately put it in the recycle bin. If we had no prior knowledge that this RFP was coming, we most likely aren’t going to be selected as the winner.

4. Soliciting companies rarely select a winner on price only. They’ve already decided what features they want and who has them. They also know what the costs will be and have budgeted accordingly. We shouldn’t waste our time fixating on price when preparing proposal responses.

5. Most RFPs have some comment claiming that no, or at most limited, contact is allowed between the soliciting company and bidder. I don’t care how many times it says this, if you’re on their short list of winners there won’t be any limitations as to how often you can have contact.

Sales Tips for Finding Out if You’re on the Short List
The next time you respond to a complex RFP, submit a preliminary abridged draft proposal with the soliciting company. Tell them you would like to make a 30-minute appointment with them to review the draft proposal to ensure everything is on track. Let them know this is important because you want the response to be thorough and accurate and that you will be investing a substantial amount of your company’s resources in the proposal process.

Sales Blog Wrap-up
If they won’t agree to this meeting, then there is a very good chance you are on their designated loser list. It can indicate that you are nothing more than a required data point they will use in order to compare your proposal against the bidders they have on their short winner’s list.

Use the dozens of hours you just saved to go after business where you stand a reasonable chance of scoring a win.

Further reading: A #1 Proposal Tip

To receive this sales tips blog by email <click here> to receive by RSS <click here>. © 2008 Scott R. Sheaffer

Let’s drop in on a meeting between an Account Manager and his long-term customer.

Account Manager: “Thank you for taking time to meet with me Ms. Customer. The last order we received from you shipped yesterday. Is there anything else you need today?”

Long awkward silence follows.

The customer thinks to herself, why did the Account Manager make an appointment just to tell me that my order shipped and ask me if I need anything? She then looks at her watch and realizes that it’s 2:00 PM on Friday. She figures out that the Account Manager needed an “appointment” to get out of the office early on Friday; there was no reason for this call.

Customer: “Nothing today. Enjoy your golf game. See you next Friday.”

“I’ll never make time for you to bring me new ideas or information that could help my business.”

Sales Newsletter: Our Priorities Must be Right
Meeting with customers when we’re putting our needs first is never beneficial. These self-centered priorities could include a desire to get out of the office, a needed entry in our call activity report, a wish for an order when there’s no real customer need, etc.

Four Sales Tips on Why We Need Meaningful Customer Meetings
4. If someone frequently wastes our time, would we be drawn to them, or would we want to avoid them in the future?

3. Celebrities know all about overexposure. It tends to lessen their stature with their fans. We’re no different. Frequent conversations with customers without any significant content will dilute our perceived value. Consultants have written many sales articles about this.

2. Wasting a customer’s time implies that we have excess time. People prefer to do business with busy people. Busy people seem successful. Customers have more faith in what they view as prosperous sales professionals.

And the Number One Reason…
1. These kinds of empty calls can hurt relationships. The customer is not stupid. He or she knows that our meeting with them is selfishly motivated. Simply stated, it can damage the partnership, which is really not a good idea.

Sales Blog Wrap-up
I’ve never heard a customer say, “I’ll never make time for you to bring me new ideas or information that could help my business.” A true sales professional continually brings new ideas and possibilities to their customers while respecting the customer’s time and needs.

Further reading: Sales Tip: It’s not about you.

To receive these selling articles by email <click here> to receive by RSS <click here>. © 2008 Scott R. Sheaffer

On January 13, 1982, a Boeing 737 took off in a severe snowstorm from Reagan National Airport. Moments after takeoff it crashed killing 78 people. Only five passengers survived.

“It’s time to find some sales articles that will give us some new ideas.”

This tragedy can provide important sales tips. It identifies one of the key differentiators between superstar sales professionals and those who are not as successful.

What went wrong?
While the aircraft was rolling down the runway for takeoff there were warnings that something was very wrong. The engine indications didn’t look right. The co-pilot even mentioned his extreme concern to the pilot. The pilot dismissed the warnings both from the gauges and from his second in command. They crashed seconds later.

The concept that got these pilots in trouble is called completion expectancy. They had taken off in this kind of airplane from this exact airport numerous times before and everything always went as expected. Even in the face of dire warnings to the contrary, the pilots could not make themselves change the way they had done this task hundreds of times.  This concept is a relative of target fixation.

Sales Newsletter: How This Impacts Us
As sales professionals we can get caught in the same trap. Not every selling situation is the same; it is a consistent theme in this sales tips blog. I frequently observe sales professionals using the same sales strategies and techniques for all of their prospect and customer sales scenarios. We can become a victim of sales completion expectancy.

We know our sales approach works most of the time so we become a slave to it. We can become so chained down that we miss obvious clues from customers that indicate a change of course is needed - even when we’re about to have a customer crash.

Examples
If we notice in the middle of a new product demonstration that the customer is reading emails, we need to look at changing course. We’ve lost that customer’s interest.

If we’ve tried for three months to make an appointment with a prospect and had no success, we should consider exiting that freeway and trying a new road. Our standard techniques for contacting prospects are not working in this situation. It’s time to find some sales articles that will give us some new ideas.

If we’ve been unable to close any business in a market segment, it might be wise to change how we are prospecting or abandon that market segment for one that will produce fruit.

Sales Blog Wrap-up
While we all need to keep an arsenal of sales tools and sales tips in our hip pocket, we must realize that these tools don’t work in every selling situation. Top sales performers aren’t afraid to change their standard course of action and know when and how to do it.

Further reading: Target fixation

To receive this sales ezine by email <click here> to receive by RSS <click here>. © 2008 Scott R. Sheaffer

One of the most important sales tips in our profession: If we quote prices like a wimp our customers and prospects will get the impression that our pricing must be unreasonably high. We come across as sounding apologetic.

“He handled my pricing question with such a total lack of conviction…that…I still…felt I was being violated.”

We forget that in many cases our customers have absolutely no idea what a fair price would be for our products and services so they use our body language and vocal inflection as a barometer. They literally evaluate the fairness of our pricing by how we quote the price.

Sales Tips from Politicians
Politicians have known this since the beginning of recorded history. If a politico doesn’t have the slightest idea about what he or she is talking about (which is 99% of the time) they act as if they are the world’s greatest authority. Their voice gets deeper, their shoulders are held back and they look directly into the camera. They act immensely assured.

I’m not attempting to defile the profession of sales by comparing it to the craft of politics, but most politicians have perfected a speaking and selling technique that is compelling to their constituency. It’s called confidence (which translates to votes).

Sales Newsletter to Retail Salesperson
I see the pricing confidence rule violated daily by sales professionals. I see it in both commercial and consumer sales venues.

Me: “What is the price of that fishing reel?”
Retail Salesperson: His eyes are fixed on the floor. His shoulders are stooped. In a voice I can barely hear, he says, “Well…I think that particular model…since it’s made in Europe…and it’s not on special…is priced…normally…at…well…45…no wait…49 dollars.”
Me: “Sir, you don’t know me from Adam, but I’m going to tell you how to effectively quote that particular fishing reel the next time someone asks you.”
Retail Salesperson: “Great, I’m always wanting to learn more about sales; my manager makes us read lots of sales articles.”
Me: “Forty-nine-dollars.”

He handled my pricing question with such a total lack of conviction, backbone and belief that if he had quoted me 25 cents I still would have felt I was being violated.

Sales Blog Wrap-up
It’s simple. Know that our customers are observing how we react to our pricing. When we quote prices confidently, price objections are reduced and we appear more credible to our customers.

Further reading: Wrestling With Fear in Sales

To receive these selling articles by email <click here> to receive by RSS <click here>. © 2008 Scott R. Sheaffer