Most of us have heard that a problem can be an opportunity in disguise. It's a probletunity. When we look at it as a problem then we react as a victim. When we look at it as an opportunity then we have hope and we can make a difference. We would be lying to say it isn't a problem, but if we follow that perspective, then we are doomed to be the victim. We must see it as an opportunity. Going from problem to opportunity takes a little work. Write the answers to the following
- What is the probletunity?
- How do I percieve it
- What opportunities lie just within my reach?
- If I know I can change ME, then what am I willing to change in ME to resolve this issue?
Changing mindsets means work, but it takes you from victim to master. This an essential change for overcoming..
Let me know how this impacts your probletunity
Rich
Action BS
"Business Action without all the Bull"
Thursday, May 17, 2012
Monday, May 14, 2012
ActionBS: A word on leadership
ActionBS: A word on leadership: Leadership is assumed. Position is given. I was reminded this today as I drank coffee with one of the greates sales people in the United...
Thursday, April 19, 2012
A word on leadership
Leadership is assumed. Position is given.
I was reminded this today as I drank coffee with one of the greates sales people in the United States. Possibly even in the World. I have read books by many leaders, I listen to tapes, see presentations, on and on and on. But today I had the opportunity to sit across the table with one of the greatest sales people of all time. And HE bought the coffee! Wow! I learned some principles that are going to effect my presentations. They will help me capture the sale. They will help me grow my business. I will start implementing them today.
But what makes him the greates sales person of all time? And, you are probably asking, who is he?
He is boB. - But wait a minute! "boB aint that good is he?" I might answer, "yes"
You see, boB had the answers to my problems now! He took the time and made the effort to understand where I was, what my problem was and propose a solution. Then he shared with me what he was facing. As he discussed it, he showed me how he was turning chaos into order simply by selling. He was selling himself to his boss. His ideas were important. And, in the situation he was facing at work, yes, they were very important.
But it was the last thing that struck me. boB saw the chaos, saw the answer, started implementing the solution without position or title. He is saving the company thousands of dollars WITHOUT position or title.
Ok, so if you don't get it, I will put it the way boB put it to me. Leadership is taken. Position is assumed. boB took leadership by saying to me, "Let's get together tomorrow over coffee to solve YOUR problems. I'll buy. Would 8:00 or 10:00 work better for you?" In that two hours we met he turned my chaos into order as fast as I could choke it down. I'm still digesting. No other leader did this for me today. All the other leaders didn't measure up because Today was the day and they weren't there.
Remember this. When you see chaos, disorder and waste, it's an opportunity for YOU to become the world's greatest leader. You need to step up offer the solution to set things in order. You may not sell what they need, but I bet you can put them in touch with someone else who can. They will remember and look at you above your competitors. Use your peripheral vision to see problems outside of your area and, if you can, present a solution.
Ok, go lead!
I was reminded this today as I drank coffee with one of the greates sales people in the United States. Possibly even in the World. I have read books by many leaders, I listen to tapes, see presentations, on and on and on. But today I had the opportunity to sit across the table with one of the greatest sales people of all time. And HE bought the coffee! Wow! I learned some principles that are going to effect my presentations. They will help me capture the sale. They will help me grow my business. I will start implementing them today.
But what makes him the greates sales person of all time? And, you are probably asking, who is he?
He is boB. - But wait a minute! "boB aint that good is he?" I might answer, "yes"
You see, boB had the answers to my problems now! He took the time and made the effort to understand where I was, what my problem was and propose a solution. Then he shared with me what he was facing. As he discussed it, he showed me how he was turning chaos into order simply by selling. He was selling himself to his boss. His ideas were important. And, in the situation he was facing at work, yes, they were very important.
But it was the last thing that struck me. boB saw the chaos, saw the answer, started implementing the solution without position or title. He is saving the company thousands of dollars WITHOUT position or title.
Ok, so if you don't get it, I will put it the way boB put it to me. Leadership is taken. Position is assumed. boB took leadership by saying to me, "Let's get together tomorrow over coffee to solve YOUR problems. I'll buy. Would 8:00 or 10:00 work better for you?" In that two hours we met he turned my chaos into order as fast as I could choke it down. I'm still digesting. No other leader did this for me today. All the other leaders didn't measure up because Today was the day and they weren't there.
Remember this. When you see chaos, disorder and waste, it's an opportunity for YOU to become the world's greatest leader. You need to step up offer the solution to set things in order. You may not sell what they need, but I bet you can put them in touch with someone else who can. They will remember and look at you above your competitors. Use your peripheral vision to see problems outside of your area and, if you can, present a solution.
Ok, go lead!
Thursday, April 12, 2012
Closing to the Melancholy
I am phlegmatic. (If you don't know what that means, you - as a sales person should!). I am selling to a melancholy this week. I am setting aside my traditional presentations and designing one just for the melancholy spirit in my client. Not that he is a hard close, but he is a different close. One I am not used to or comfortable with. I will be closing with lists, figures and numbers. I will be putting friendship, partnership, cutting edge on the back burner for this one. He speaks security and numbers. I will be presenting ideas in lists. I will be listening alot to what he has to say and listing those ideas. Tommorrow, I meet with a Senguin (fast people oriented personality). Those lists will never do. I will have to look up or develop a close that matches his style. Let's see. Bright colors, exotic materials and time is of the essence. How will my proposal make him stand out? How do I make services "pop" (literally!!) Hmmm.
This could get interesting!
Rich
This could get interesting!
Rich
Monday, April 9, 2012
Use all Five Senses
I sell entirely technical goods and services. The goods have low profit margin. The services are my bread and butter. The problem is, the client can't see the services. They NEVER see the services. Yes, they may see the results AFTER the purchase or the technician as he is working, but they can't see it as they walk through the office or when I'm sitting on the other side of the desk making a proposal.
Ask yourself how you can show them the service as hardware. How can you get them to feel, taste, touch, hear the services. Hear the virus alarm go off. What does success taste like? How can they feel the difference?
I was challenged by boB recently that I need to take the other five senses with me into the next proposal I am going to do. Wow, that's a great though. How do I go beyond the chart and proposal letter? I can, and I will. It will take a little creative thinking, but when I'm done, they will see the difference. It will add value to the proposal and strength to the close.
Rich
Ask yourself how you can show them the service as hardware. How can you get them to feel, taste, touch, hear the services. Hear the virus alarm go off. What does success taste like? How can they feel the difference?
I was challenged by boB recently that I need to take the other five senses with me into the next proposal I am going to do. Wow, that's a great though. How do I go beyond the chart and proposal letter? I can, and I will. It will take a little creative thinking, but when I'm done, they will see the difference. It will add value to the proposal and strength to the close.
Rich
Friday, April 6, 2012
Predict your income even in sales
Information is power. When you harness that information it is power directed toward achieving a goal. As a sales person, you can harness that power to achieve your goals and predict when and if you will reach them. Don't leave goal setting to chance. Control your process, control your goals.
Spend time tracking the number of sales apts you make for each week. Then spend time tracking the number of face to face contacts you make each week. Lastly track your income for each week. Track that which counts toward your goals. Then compare the two after your sales cycle. You will probably find out that the three match. As phone calls go up, eventually commission (or whatever your goal is based on) will increase. That gives you the ability to calculate how much each call is worth to you. Additionally you can calculate how much each appointment is worth to you and your company.
There is a big disconnect between what I do today and how close I come to my goal. It's a big disconnect which we more easily leave to chance or faith. Close that gap by charting and tracking. Then figure out how the seasons effect that. How could you plan your vacations and sales appts to better match this seasonal trend. Well, that's a topic for another day. Keep selling!
Spend time tracking the number of sales apts you make for each week. Then spend time tracking the number of face to face contacts you make each week. Lastly track your income for each week. Track that which counts toward your goals. Then compare the two after your sales cycle. You will probably find out that the three match. As phone calls go up, eventually commission (or whatever your goal is based on) will increase. That gives you the ability to calculate how much each call is worth to you. Additionally you can calculate how much each appointment is worth to you and your company.
There is a big disconnect between what I do today and how close I come to my goal. It's a big disconnect which we more easily leave to chance or faith. Close that gap by charting and tracking. Then figure out how the seasons effect that. How could you plan your vacations and sales appts to better match this seasonal trend. Well, that's a topic for another day. Keep selling!
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