Streetfighter Selling

I had a salesperson recently tell me “selling just isn’t fun anymore.” Hard to hear, but not an unusual feeling these days. Almost every job carries some additional performance stress these days so, if you’re in sales, you’ll have your fair share.
Now I’m not a fire and brimstone motivator, but I can give you three reasons why selling can be as fun…or even more fun…than it’s been in the past.

1) Business IS improving. Slower in some sectors, sure. But if you’ve made it this far, you’re a likely survivor. And customers are going to want to talk to you!

2) Opportunities are opening up for displaced workers. As with every recession, some old jobs won’t be coming back. But, if you can sell, employers are going to want to talk to you.

3) “That which does not kill us, makes us stronger.” That may sound good in the movies, but how does it help on the street? Staying mentally strong is crucial to staying positive and active. Think positive, always.

4) (as a follow up #3) Streetfighters are already out-performing their sales counterparts. They deal with the same reluctance and price issues as everyone else, but are taking action…enthusiastic action…and getting better results!

And here are some action ideas……..

Break Negativity Cycles
We’re like doctors, in that we continually see people who need help. In tight times, they’ll talk more about problems than solutions. Our job is to help them (and ourselves) to be more solution-focused.

Break old, toxic habits
Forcing yourself to learn new technologies or talking to customers about changes in their business can spark new thoughts and ideas on how to do things

Get more creative
One of my favorite sales calls was to a fast food franchisee dressed in that chain’s uniforms. The shock value was great, and we got the business.

Focus on successes
When times are tough, lost and postponed sales take the spotlight. Don’t start, or end your day without a mental review of personal successes, whether they’re actual sales, tough-to-get appointments or a great service call.

Focus on new opportunities
Now’s a great time to build your network, and that includes using online services like Linkedin to make new connections with people and special interest groups. Some of the ‘old’ approaches to selling will be less productive, and getting new approaches into your mix can help get you fired up.

Have you ever seen a selling strategy and thought “that is NOT a good idea?”

On the comedy TV series “The Office,” Michael Scott, Regional Manager of the fictitious paper company, Dunder Mifflin, sees himself as a top-notch leader and salesman, although, as a caricature of both, he usually falls short. That’s what makes this show such a great case study for real-life business. Scott’s approach, though well-intentioned, usually leaves him looking like a buffoon.

In one episode, Scott’s trying to win back customers who, to save money, have switched to bigger competitors. His ‘great idea’ is to present each of them with huge gift basket snack food. He assumes that the result will be “oh, you gave me a gift, so I’ll buy from you.” Their business cannot be ‘bought,’ of course, leaving Scott perplexed and downright upset. That, he thought, was the way business was done.

Gifts won’t buy business. They can even backfire if it’s seen as a bribe or desperate attempt to win favor (as was the case on “The Office”). Many companies have policies regulating or even prohibiting staff from accepting gifts from their suppliers.

Still, they do have their place in business. Social and sporting events can help build bonds, and help you get to know each other. Small gifts that have more thought than dollar value can be a great idea, too. One sales rep found out that her customer desperately wanted to see a particular movie…one the salesrep had on DVD. Naturally, she loaned it to the customer, and their relationship immediately grew.

Lesson #1 from the Michael Scott Files: save your money, and let your consultative expertise make the sale. When it comes to gifts: keep it simple.

The “Optimism Barometer” is looked at regularly by the folks at Northwestern Mutual Life. Right now, it’s indicating “a distinct upward trend in positive outlooks among Americans” despite the near-term challenges of the current economic climate.

This suggests that “Americans are, in increasing numbers, accepting the reality of the ‘new normal’ while also being able to see beyond the immediate challenges of the current economic cycle and remain optimistic about their long-term prospects,” said Greg Oberland, EVP at NML.

In spite of daily negative news, people believe in themselves…and their collective ability to succeed.

Just when you think you’ve heard the word CHANGE for the umpteenth time….something else changes!

Why just get by in 2010 when you can kick some serious butt?
You’ve got goals, now make them happen. I’ve been helping salespeople do that for years, and it always starts with a strong plan. Now, I want you to have my Sales Business Plan Guide to build a step-by-step strategy.
Click here to download your free copy.

No doubt, it’s our #1 productivity tool. Yet, it’s costing us…in time, and in revenue. In a recent survey, of 1000 professionals found we spend nearly 1.5 hours a day processing email. Reading, thinking over, writing & responding. That’s seven hours a week. 28 hours a month. Not to dampen our love for the benefits, but professionals now send and receive an average of 19,200 emails a year. And only 12% of those surveyed ever had any amount of email productivity training. Now the other shoe drops….too much reliance on email for customer communication depletes face-to-face contact, which reduces the personal connection that’s so important in selling.

I’m a huge believer, and user, of technology. That includes a ton of email. But knowing when and where to use it can make all the difference in the world.

Most salespeople would rather be with a prospect than doing paperwork. But….the Top 10%, the real high-earners….give attention to their planning as they do their execution.

Every business has a Business Plan. Every salesperson should have their own Sales Business Plan. Their plan is a complete roadmap to success, a blueprint that says ”here’s where I am,, here’s where I’m going, and here’s how I’ll get there”…step-by-step.”

Your own Sales Business Plan should start by answering these questions:

1) Which accounts will spend with me in 2010, how much will they spend, and what am I doing to assure that?

2) Who are my ‘target prospects’ for 2010, what is their potential, and what is my plan for getting in the door?

3) How will my time be spent…in the office, on the phone and in the field?

There’s more that goes into a good sales business plan, and we’ll cover those elements in the coming weeks because a detailed plan…executed with “massive action” …will have a dramatic, positive influence on the new year.

I’m on the optimistic side on 2010. I also know (and you do, too) that anything can happen. Salespeople who have a well-defined plan, and the personal discipline to execute it, will create more success, regardless of the obstacles.

A friend of mine recently turned me on to Simple Truths from Mac Anderson, founder of Successories. Mac has put together some outstanding slide presentation videos that are as inspiring as they are motivational (and everyone can use a little mental tune-up from time to time, especially salespeople).

Click here for The Sales Movie.

You and I cannot change people’s minds about what the economy might do to them. Most of the time, they have to find that out for themselves. But here’s some good news: in most industries, you still have control. Control over the sales process….even if your prospect is caught up in the doom ‘n’ gloom of what might happen.

I talked to a salesrep a few weeks ago who lamented that his industry was projected to be down almost 25% the remainder of the year (and I’ll agree that’s one heck of a drop!). So I asked him the gratuitous question “who’s getting the other 75%?” After the expected pause, he growled “ME….I’M going to get it!” I could just hear his attitude shift from fear of the unknown to that of the Sales Streetfighter.

In turbulent times, gutsy salespeople turn up the heat on themselves. Here are five of their favorite strategies:

-They balance their ‘customer portfolio’
Customers who tend to move slowly, or are slow to change, are the most likely to cut back in turbulent times. Make sure your accounts and prospects are a good mix of slow moving and innovative companies so that you don’t get caught short.

-They use time more wisely
This is the time to examine your workday. Most of us start out well organized but, over time, we fall into ruts. Reading emails, visiting, paperwork and meetings start to consume a considerable amount of your time. Little things, like making phone calls in clusters (e.g.: 10 at a time) help us get a ton more done inside the workday.

-They see more people
Your customers will be getting a lot of phone calls, but you’ll be the one sitting in their office. Get busy.

-They ask more questions
Delays, objections and lost sales can often be traced to having insufficient information.

And finally, They go for the close. Ask for the order. Nothing feeds into their hesitation like leaving the potential sale on the table.