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Sales Tips From Jonathan London

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Mindful Selling Webinar

  
  
  
  

salesperson meditating

I want to invite you to my first webinar on Mindful Selling tomorrow, Wednesday October 15th at 12 PM EST. It is an enlightening new approach to selling that will help you improve your selling and the quality of life. To attend, click on http://barbaragiamanco.enterthemeeting.com/m/FFGPGUT3

 

 The agenda will be:

  • What is Selling
  • What is Mindful Selling
  • Why is it a Better Way to Sell
  • Background on Mindfulness
  • 30 Second Experiments
  • Application to Real Sales Situations
  • Q&A

I hope you can attend. 

Sincerely,

Jonathan David London

5 Reasons You Should Do Sales Coaching

  
  
  
  

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Sales coaching by a coach who is an expert at selling, not coaching is the cure to many sales woes, and can make many more people successful. It is worth with the investment with a huge ROI. Imagine a $1,000 - $3,000 investment returning $1,000,000 in revenue and $250,000 profit. I personally have generated hundreds of millions of dollars in revenue and it never would have happened without my sales coach.*

I offer my advice and services (if you like) to you.

Most recently, I have been doing a lot of coaching with salespeople who should be better than they are. They usually share these characteristics:

-       they are smart

-       want to learn and get better

-       are attractive as people (men and woman)

-       are motivated to be successful for internal or external reasons

-       are not getting the kind of attention they need because:

* they work alone
* are in too large an organization
* work for a manager who cant give them the time they need
* are thrown into the lion’s cage and told to survive

So why aren’t they doing better:

  1. They can’t see the forest from the trees. They are confused and need some structure. I recently gave a woman I was coaching exact words and flow to use until she didn't need it anymore. She improved dramatically!!
  2. They are thrown into the room with the occasional raw meat, just like I was. And this is much more common. Sink or Swim. They are not alone when being coached
  3. Not given enough time to be successful. Too often I have seen people who could be really good if they were given a little more time but pressures avail. Now one of the traits to be successful is speed, but everyone is not as fast as others. Sales coaching accelerates the process.
  4. Most managers are just bad in this area.  They don't give their people enough attention due to time shortages or they don't know how. They may have no idea of their responsibility in developing people, so they don't. We can teach salespeople and managers.
  5. Wrong Job – even though they have all the attributes described, they just aren’t going to be good salespeople. There are lots of reasons this happens, and lots of way to prevent this but I don't really want to go into them. Think better hiring, use online assessment tools, hire for the job, not in your image, etc., etc. Coaching can help you make a decision if the person is or isnt suited for sales

So can a manager or oganization address all the areas mentioned in this blog. Of course, it is not difficult. But many don't and that is why you need a coach.

*A personal story. I remember my first training at Olivetti when they put me into a room with some manuals and every once in a while opened the door and threw in some raw meat to feed me. It wasn't that bad but it is an appropriate metaphor. My “mentor” would drive me around to client meetings and we would smoke Hawaiian buds (remember it was the 70’s). It wasn't until a person took me under his wing to give me some direction, and along with my immense latent talent J did I become a successful sales person and sales coach. 

Tell me what you think or reach out to me at JLondon@ipgtraining.com

 

Are You Aligned and Have Agreement for Sales Success

  
  
  
  

alignment resized 600

As many of you know, S.M.A.R.T. Goals are a foundation of success for any individual or organization. I define S.M.A.R.T as:

  • Specific – I will make $100,000
  • Measurable – I will measure every month how much I have made and also measure the activities needed to make the money
  • ALIGNED/AGREED – I am ALIGNED and AGREEMENT with others who are critical to my success
  • Realistic – it is an achievable goal
  • Timed – I will make the $100,000 by the end of 2014

I was with a client this week that understood this and demonstrates the importance of the ALIGNMENT/AGREED step, which is the most difficult and most important.

My client is a very successful high tech company who is #3 in their market, but whose growth has been stagnant for the last 6 quarters. Recently, they dramatically realigned their entire sales organization, from the inside out. Many people’s responsbibilities were changed, or minimized, and they had grave concerns. They were distracted and demotivated.

The people who are in front of the customer and make the most money are the outside people. The people who make the least (they are still well paid) and touch the customer least are the inside sales people. HOWEVER, the key to the outside teams success is the leads the inside team can qualify and generate.

So what did my client and I do? We started with training the inside people and we ALIGNED/GAINED AGREEMENT that there role was critical. My client shared the executive level view and insights with the team, and allowed them to question and challenge them.

They were aligned and had agreement from top to bottom, from executive to salesperson and most of the concern and distraction were removed.

We then were able to develop and train them on the new skills and knowledge they needed to be successful as individuals and as a company.

Moral to the story: spend more time than you are, or think you need to, in order to make sure people understand and agree to (as much as possible) the changes and direction you are taking.

Don’t think if it is said, or just because you say it, will make it happen.

Customer Focus - Who Gives a Sh-t About Digital Phones

  
  
  
  

statue of liberty

I was sitting in the office of Chris Karadimis, who was pretty high up the IT food chain of Chase Manhattan Bank. We were also sitting very high up in the WTC, looking over the water and Statue of Liberty. It was exquisite.

I was trying to sell RoLM CBX’s and digital phones into Chase and he said to me “Jon who gives a shit about digital phones”. Handle that objection.

At the time it happened, I thought it was because he was such a political animal that he couldn’t be bothered by such trivial details (the digital phones and PBX really were better) but maybe it was more. Perhaps the aesthetics of the situation were more interesting to him at the moment. Maybe his interests were much greater than phones, as they should be.

I know this guy scared me because he was so good politically and I felt very insecure and tense meeting him. I don't know if I would have been different if  I was feeling more confident.

But what I do know is that I was one dimensional and that was not good. It didn't allow me to sense or feel where he was or what he wanted at the moment I was with him.

And if I could have related to him better, he might have been more receptive and open to me, or maybe not.

So the moral to this story is:

  • go in with an agenda but be receptive to something totally different
  • “read” the mood or place the other person is in
  • don't take yourself so seriously
  • remember nobody is better or worse or superior to you. We are all human beings trying to do our best
  • and there are usually, if not always more important things going on than what you are selling
  • meditate more often so you are in that space naturally

There Is More than Just Selling

  
  
  
  

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I never wanted to be a salesperson. In fact it was the last thing I wanted to do or be. I remember consciously thinking that in high school. But there I was, and here I am. And I was, and am very good at it. And since I didn't know what else to do or be, and not being confident enough or able to just sit with not knowing, I went for it.

 I still do it to and make a good living at it, but it is the teaching I love.

 But even that is becoming less fulfilling.

 Why?

Because I am more interested in something else, and that is Myself, my own mental and spiritual health. My untapped side, my hurt side, the sides I have ignored my whole life, by surviving, largely in part to being good at selling myself through life. Through my formal education, my job interviews, my relations, etc.

So am I going to give up selling?

 No, I have come to love selling and understand how important it is. But I am going to try and integrate my own personal development and selling, because I feel what I do and teach can be much more valuable.

I know sales strategy, tactics and skills are essential. Like anything you want to be great at, you have to master these to become a master at it.

But I want to elevate sales, for myself and those I teach, to a more meaningful level. One where who we are as individuals permeates our sales approach, touches people differently and truly creates a difference. 

Not only a difference where we sell more, but where our interactions touch people in a way that matters much more than just selling and buying.

Sounds heavy. I don't like that it sounds that way. But it is where I want to bring my life’s energy. Been wanting to do it for 40 years so it is about time.

Let’s see how it goes. Hope you come along with me.

The 3's of Selling More

  
  
  
  

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The Rule of 3 according to Wikipedia is: a writing principle that suggests that things that come in threes are inherently funnier, more satisfying, or more effective than other numbers of things. (citation needed).

The reader or audience of this form of text is also more likely to consume information if it is written in groups of threes. From slogans ("Go, fight, win!") to films, many things are structured in threes. Examples include The Three StoogesThree Musketeers and others.

Here are some 3’s for selling:

  1. focus on 3 verticals, applications or a mix of and don't waste your time elsewhere
  2. always try to give 3 benefits or reasons someone should do what you are asking
  3. have a minimum of 3:1 ratio of pipeline to target/quota
  4. 3 isn't a crowd – bring others to big meetings with you
  5. if you have 3 minutes, make a prospecting call or follow up those you have already made
  6. saving 3 minutes a day gives you another hour a week to prospect – imagine 30 minutes a day
  7. meditate for 3 minutes in between appointments or before a big presentation. You will be much clearer and present
  8. count to 3 before handling an objection
  9. take 3 deep breaths and exhale slowly to relax in a tense environment
  10. take 3 email breaks a day so you can do something more productive
  11. don't sit on stool unless it has at least 3 legs
  12. on average, if you have 3 meetings a day (for all stages of a sales process) you will make more money than other salespeople
  13. choose the 3 people (personal, boss, peer) who will hold you accountable for what you said you will do wen you created your S.M.A.R.T. Goals
  14. solutions should consist of at least 3 elements – product benefits, something about your company (history, philosophy, finances, etc) and services
  15. always be at an appt at least 3 minutes early if not 5 or 10 (too early is too eager)
  16. you can give a prospect 3 options to choose from, good- better- best. Either way they buy from you
  17. your company’s or own marketing should consist of 3’s like the example on top
  18. a great team can beat 3 superstars
What other 3's do you have?

Top 10 Things People in Sales Worry About

  
  
  
  

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I am in the throes of a white paper discussing, and addressing the "Top 10 Things Salespeople and Managers Worry About" inside and outside of work.

Here is my list. I would love your thoughts and what additions you might make to this list.

  1. Dealing with Pressure
  2. Making Quota
  3. Differentiating Themselves and Their Offer
  4. Work/Life Balance
  5. Making Money
  6. Being Noticed
  7. Dealing with Rampant Change
  8. Doing More with Less Resource
  9. Job Security
  10. Getting to the Decision Maker

What do you think? What would you add to this list? Email me at JLondon@ipgtraining.com.

Thinking is Overrated for Salespeople

  
  
  
  

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Thinking is Overrated

If you think about it (pun intended) we think WAY TOO MUCH. We use our thinking brain for almost everything. That is like the old adage of thinking every problem is a like a nail, so the only tool we need is a hammer (or something like that).

 What we don't use enough, or at all, is awareness or mindfulness, which in many instances is more important and relevant than thinking. Or at a minimum should be as present as thinking is. How can we define thinking vs. awareness? A simple comparison is:

 “Thinking” is when your mind creates thoughts about the situation you are in which are almost always based on past experiences, preconceived notions and our preferences around that situation.

 “Awareness” is being in the present moment with as little or few filters as possible, including thoughts. It is a more direct interaction with what is happening since you are experiencing it more directly. It is like having someone tell you about an experience vs experiencing it yourself.

 Awareness or mindfulness is as important, if not more so than thinking. Why:

  • thinking doesn’t allow us to see situations as clearly as possible since they are always filtered by the past and what we want or don't want
  • thinking limits us to the limits of our knowledge, experience and intelligence
  • thinking is one dimensional (the brain thinking) where awareness or mindfulness can be multi-dimensional

So, lets apply this to some basic sales situations:

  • you meet somebody with a preconceived notion so you ask and hear things based on that vs. what a person is actually saying or experiencing
  • With an overdependence on thinking, or “thinking on your feet” (which is an important skill) you may not be seeing or hearing things that are being said non-verbally (feelings, reactions, etc.)
  • You are thinking one or two steps ahead, anticipating what might happen (again an important skill) vs. what actually is happening and reacting to that, or worse, not seeing or hearing what is actually being said because your brain has taken you somewhere else
  • You are trying to “figure out” where an objection is coming from vs. being present and aware and tuning in to a person’s feelings around what is being said, which is much more important than the words

I hope you can see the importance of being more aware when you sell or being aware and thinking are better together.

Let me know what you think. And/or, if you agree spread the word by tweeting or facebooking, linking this in, carrier pidgeon, smoke signals, etc. You know, the basics.

Thanks.

Is Big Data Bad for Salespeople

  
  
  
  

big data

For the longest time, my theory of evolution in our life and society have been analogous to the evolution of the computer industry:

  1. We started by having 1 computer that took up several football fields, did very little and only the privileged few (the aristocracy you might say) had access to the power. The rest of us were the in the fiefdom.
  2. That became the mainframe that IBM ultimately dominated, but again, only the privileged few had access to the power.
  3. Then came the minicomputers (Prime, DEC) and more people (lets say the heads of state or, territory or area) had access to the power
  4. Then came the PC and laptop computer and all of a sudden individuals had access to the power
  5. And of course we now have our mobile devices which are faster than the original PC’s, and give us access to ………..
  6. THE INTERNET, WEB, APP’S, SAAS, VIDEO CONTENT, FACEBOOK, BIG DATA, ETC so ANYONE AND EVERYONE CAN GET WHATEVER THEY WANT, WHEN THEY WANT IT. WE ARE ALL KINGS AND ARISTOCRACY NOW.

And it is making us less inclined to consider the other, since we feel we don't need them anymore. After all, if I CAN GET WHAT I WANT AND WHEN I WANT IT, without having to deal with people, or salespeople, why should I?

 But, here is the problem. It is misleading, an illusion. People still have the need to be connected (see Facebook), still need the personal relationship, even though they are being conditioned and feel like they don’t. “For example, Big Data” is meant to be broken down into it’s most minute, measurable element which just obscures the fact that “the whole is greater than the sum of the parts” and that we are all in this together.

So what does this mean for us as salespeople:

  1. Reach out and touch someone, reach out and just say hi. Don't fool yourself or be misled
  2. Go visit somebody in person
  3. Be sensitive to people’s DiSC style, emotions, etc that affect how they buy
  4. Relate to people as people, not objects or invaluable objects, especially if you are the benefactor of many leads
  5. When you are with a prospect or customer, don't just ask about their technical and/or project needs but see if you can find out what it means to them personally.
  6. Be honest, genuine, kind, generous, caring and people will respond to you.

What are your thoughts? Please let me know.

Jonathan David London

 

 

 

Sell More By Getting Past The "I" You Are Selling To

  
  
  
  

buddha with headset

For the longest time, my theory of evolution in our life and society have been analogous to the evolution of the computer industry:

  1. We started by having one computer that took up several football fields, did very little and only the privileged few (the aristocracy, the kings you might say) had access to the power. The rest of us were the in the fiefdom.
  2. That became the mainframe that IBM ultimately dominated, but again, only the privileged few had access to the power.
  3. Then came the minicomputers (Prime, DEC) and more people (lets say the heads of state or, territory or area) had access to the power
  4. Then came the PC and laptop computer and all of a sudden individuals had access to the power
  5. And of course we now have our mobile devices which are faster than the original PC’s, and give us access to ………..
  6. THE INTERNET, WEB, APP’S, SAAS, VIDEO CONTENT, FACEBOOK, BIG DATA, ETC so ANYONE AND EVERYONE CAN GET WHATEVER THEY WANT, WHEN THEY WANT IT. WE ARE ALL KINGS AND ARISTOCRACY NOW.

And it is making us less inclined to consider the other, since we feel we don't need them anymore. After all, if I CAN GET WHAT I WANT AND WHEN I WANT IT, without having to deal with people, or salespeople, why should I?

 But, here is the problem. It is misleading, an illusion. People still have the need to be connected (see Facebook), still need the personal relationship, even though they are being conditioned and feel like they don’t. “For example, Big Data” is meant to be broken down into it’s most minute, measurable element which just obscures the fact that “the whole is greater than the sum of the parts” and that we are all in this together.

 So what does this mean for us as salespeople:

  1. Reach out and touch someone, reach out and just say hi. Don't fool yourself or be misled
  2. Go visit somebody in person
  3. Be sensitive to people’s DiSC style, emotions, etc that affect how they buy
  4. Relate to people as people, not objects or invaluable objects, especially if you are the benefactor of many leads
  5. When you are with a prospect or customer, don't just ask about their technical and/or project needs but see if you can find out what it means to them personally.
  6. Be honest, genuine, kind, generous, caring and people will respond to you.

What are your thoughts? Please let me know.

 

Jonathan

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