Streetfighter Selling

for Sales Professionals

  • Dec
    7

    focus
    “The Economy” should not be a one-size-fits-all excuse for poor performance. Still, in the words of the immortal Al McGuire, it’s not “all seashells and balloons” yet. That’s nothing to get down about. It’s the ebb and flow of the overall economy and something salespeople need to learn to deal with.

    When it comes to our customers’ mindset, however, that’s another matter.

    Do you find yourself getting caught up in any ‘aint it awful’ conversations? These encounters start with one of you commenting on a tough situation or experience and disintegrates into an all-out sob-session about how bad things are. There’s one outcome: you lose and they lose. Sure, you can’t go all Pollyanna on them, either, pretending that it’s just great, but you can (and should) be the bearer of solutions.

    Come bearing solutions, not a shoulder to cry on. Having those ‘aint it awful’ conversations might feel like bonding moments, but they’ll do more to harm your long-term prospects that being solution-minded will.

    Talking to or seeing more prospective customers. That might mean more networking, appointments or cold calls. True statement: “someone is always buying” Our job in sales is to find them. . If you’ve been to one of my Streetfighter Selling workshops, you know the power of using a mix of old school strategies with new technologies to maximize your time…and productivity,

    You can’t make it all “seashells and balloons,” but it will help get customers thinking and acting more positively,

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  • Dec
    7

    rule-book
    I used to be a ‘by the book’ kind of guy. I kept my shoes shined, car cleaned and plenty of Juicy Fruit in the glove compartment. If the sales manual said ‘do it’, I did it. But, like positive campaign ads, those days are gone.

    Consider this a rule book addendum.

    Over the years, we all followed certain ‘rules of engagement.’ I’m not referring to the core competencies (which include getting organized, making contact, closing, etc.). Those are timeless and won’t soon change. The ‘rules’ I’m talking about here are practices we’ve come to use because, well, because that was the way we always did it. Rules like calling up cold to make appointments, getting prospective customers to like us, asking the simple, easy-to-answer questions and, one of my favorites, shut up and wait for the sale to close.

    Good luck with all of that now. So let’s change the rules.

    Here’s the first one:
    In pursuit of new business: you’re going to get voice mail, and your message won’t be returned. Now I’m sure that there are some of you reading this who have found people in your business/market area often return calls. I know it happens and think it’s great. But for most, time and technology have done away with the businessperson answering an anonymous call, or returning a call when it pertains to something that’s not hot on their agenda at the moment.

    Replacing cold phone calls with hot calls that focus on current issues or changes that the company is going through. Hook up with decision-makers through networking and social media contacts.

    If you sell business to business, you’ve got to do your homework. Know their business model and trends, new products or service and top personnel. Pour over their website, research their industry trade magazines online, look up local business news and Google news items on the company. It’s all about making better use of technology, although not in a Brett Favre sort of way. (Quick tip: this is done evenings and weekends, not during prime selling hours.)

    Get to know specifics about the company, your contact, recent changes and industry trends through online research and face to face brainstorming. Think like a detective. Look for things others miss. And ask questions that others won’t ask. Knowledge is power, my friend, more now than ever.

    Gain critical knowledge on their ‘value definitions,’ internal power centers and purchasing procedures and timelines.

    More ‘New Rules’ to come.

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About The Guertin Group

Visit www.guertingroup.com to sign up for Joe's FREE biweekly email newsletter, loaded with news, tips and strategies to boost your sales career. As a sought-after Business Development Specialist, Joe has worked with thousands of salespeople, managers and business principals to change toxic habits and instill systems that get results.

The Guertin Group

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