You Cannot Teach What You Do Not Know

Dan Gable led the U.S. freestyle wrestling charge at two Olympic Games. In the 1972 Games, he won a gold medal in the 70 kg weight class. In 1984, he coached the U.S. freestyle team that won seven out of a possible 10 gold medals. Gable was so dominant a wrestler that between 1963 and 1973, Gable posted a record of 299 wins, six losses and three draws. On his way to the Olympic gold medal, Gable did not allow an opponent to score a point in six matches.  He is considered the best wrestler and coach to ever live.

“Why would I need a coach?”

Let’s examine the sales career as it compares to the career of an Olympic athlete.  All exceptional athletes have had extensive training…But Olympic athletes go on to receive Olympic coaching.

You see, in order to be a decent sales person, you need to be trained in the art of the sale – but in order to be a true champion in the sales field, you need a coach who has been in the trenches and can help you get to the top.  Acquiring a sales coach is the career step that will “separate the chumps from the champs”. 

We have found that sales professionals that long to be top producers in their fields, and who have acquired a sales coach, stand out among their peers and end up reaching their version of “Olympic Sales Gold” in record time.  I have personally worked with hundreds of sales professionals and have a track record of helping some of them over double their production from one year to the next.

One important thing to remember is that sales coaching is not just for the novice salesperson.  In fact, sales coaching can be even more beneficial to the sales management team or sales leadership of an organization.  Coaching for managers can provide valuable insight into the components of a sales force that are weak and those that are strong.  Coaching for management can mean the difference between a decent sales team and a great sales team.

Perhaps the most dynamic argument that speaks to the benefit of sales coaching is the numbers.  Statistically, men and women who participate in a sales coaching program make more sales, and therefore make more profits.  Olympic Sales Coaching = Olympic Gold Results. The numbers don’t lie.

As corner stone principle at the Southwestern Company  is that you cannot teach what you don’t know and you cannot lead where you won’t go.  Just like Dan Gable lead his national championship teams as well as his Gold Medal Olympic teams, by teaching them out of experience what works. Southwestern is considered the premiere training company in the world by the Direct Selling Association, and with over 150,000 professional salespeople who have gone through their program the Southwestern  Top Producer’s Edge coaching program truly focuses on what works.

To take your business to the next level and learn more about the dynamics of sales coaching, email dhillis@ssnseminars.com or simply check out our company website at http://www.ssnseminars.com/Sales-Coaching.aspx.

THE TRIPLE THREAT – THREE TOP LEAD GENERATION TECHNIQUES

If you’ve been in sales for more than five minutes then you already know that generating leads is a mainstay and a staple for success.  Unfortunately, far too many sales people find lead generation to be intimidating.  The good news is lead generation and lead generation techniques do not have to be intimidating, scary, or even difficult.

 

While there are a plethora of varying lead generation techniques, some of them stand out among peers area this week, we’ve decided to put together a triple threat of lead generation.  Three of our very favorite lead generation techniques to help you maximize your sales potential in turn your leads into customers are as follows:

 

• First of all, use your resources.  Use your social networks, newsletters, websites, question and answer forums, and any other networking opportunity that will allow you to put your name and your information out into cyberspace.  For example, check out www.dhillis.me.  Not only that, getting your name out into tangible media will also be of benefit.  For example, if you have a product that you know is persistent genre of customer will require, target that audience with newspaper advertisements, flyers, and snail mail postcards.

 

• Put yourself out there.  Basically, if you’ve had the opportunity or will have the opportunity to speak publicly, attend a seminar, or become involved in a workshop or other events, you should spend some time networking with in that realm.  Far too many speakers will allow themselves to go in my day after speaking engagement.  If you’re speaking in public, be sure and set up a short Q&A session.  A Q&A session, or simply a meet and greet, will let your potential customers (a.k.a. your leads) know that you’re accessible and available.

 

• And finally, don’t be afraid to ask for referrals.  Every time a prior customer, who is happy with your service gives you a name or number of someone else who might be happy with your service also… you’ve generated a lead.  This is an area where many sales people feel intimidated are uncomfortable.  However, if you’re passionate about your industry, confident in your abilities, and you’re laid-back and your approach — your customers will be more than willing to provide you with referrals to friends and family.

 

These are just three of many, many lead generation techniques — however, we have to reiterate the fact that these three are a triple threat and stand out among the rest.  Simply adding Beasley generation techniques to your lead repertoire will provide you with results you never before thought possible.

 

For more info on working referrals go here: http://secure.ssnseminars.com/store/Navigate-How-to-Navigate-Referrals-3-disc-set-by-Dustin-Hillis-P641C10.aspx

The Golden Ten

The “Golden Ten” – Generate Leads and Turn Contacts into Clients!

One of the most important things you need to ensure sales success is a solid resource of leads…but that means you will have to get out there and generate those leads!  The good news is that lead generation doesn’t have to be intimidating and if you use the right techniques, it can actually be both productive and fun!  Because this is such a common sales question, we’ve put together the “Golden Ten” tips for generating leads.

So, without further adieu, the “Golden Ten”: 
 

The Golden Ten

1)      Use your networking resources!  Exchange URL links with companies or business that share your target audience but do not represent a direct competitor.  When any member of that target audience visits your “partner’s” web page, he or she will have direct access to YOU!  Increasing web traffic is a MUST in lead generation; more people use the Web as a shopping forum than another other available source.

2)      Give your patrons a chance to hear from you.  Put your ‘opt in’ on every page of your web site. As a patron browses your site, he or she may not be immediately inclined to provide you with contact information – but providing them with more opportunities may prove enticing.  The more opportunities you take to generate leads – the better.  This option is convenient and is not overly pushy.    

3)      Use a newsletter as a way to advertise your business.  No matter what’s going on with your company, customers will respond to a newsletter option.  Giving potential patrons an option to sign up for a monthly business update or newsletter is a great way to spark interest even over a long period of time.  Statistically, customers who don’t purchase immediately will make a purchase within the subsequent 12 months!  A newsletter will allow you to stay in view during this window.

4)      Using a web site to advertise your service is one of the best ways to stay out in front of the sales wave, especially since so much of business is virtual these days.  Using an auto responder to automate your website is great way to keep your web page current without taking up scads of time.  Auto responders can be set up to send out a periodic update or email reminding your customers of sales, new products, etc.

5)      Be personable! Send thank you notes to let your clients know that you truly appreciate their business.  After any successful transaction, issue a thank you – either in the form of a greeting card or an e-postcard.  This thank you note will help you stand out and is very well received in client circles.  People appreciate acknowledgment.  You can use this technique in all areas of business – not just sales.

6)      Potential customers like to hear what other customers are saying.  Ask your clients for testimonials that can be published on your web page or your sales copy, pamphlets, etc.  This is a great way to show your customers that other “real” people are truly happy with your services.

7)      Use your social networking circles.  Social networking is the wave of the sales future!  If you haven’t yet explored the option of using social networking as part of your sales strategy, today is the day to do so!  Spend some time looking into this powerful tool and don’t let the wave of the future pass you buy!

8)      Publish press releases for new products or services.  Believe it or not, people respond to the press in a way that most other advertising falls short.  Use the power of the press release to get your services and your name out anytime a new opportunity comes up.  You’ll be surprised at the response you get.

9)      Followup, Followup, Followup!  Did you know that most people have to see or hear a message 7 times before it is installed in the “memory bank”?  That means that a followup system that get’s your message in front of potential customers at least 7 times is ideal.  Using varying options for this followup should be easy: an email, a postcard, a letter, a phone call, a newsletter…get creative and have fun with it!

10)   Market yourself with events!  Promote events, teleclasses, seminars, and other industry related paraphernalia.  Speak publicly as often as possible and use YOU as a resource.  Marketing yourself will be just as important as marketing your business.  Plus, getting out there and showing what you’ve got and what you can do will draw customers like moths to a flame!

Prospecting– Are You Fishing in an Empty Pond?

Have you ever heard anyone use the excuse “I just don’t have anyone to call on!”?  Fishing in a pond without fish is not fun.  Our job is to find the ponds that have fish. There is a large body of water that a lot of salespeople seem to forget to fish in and there are 3 main pools of water you can pull from to fill your pipeline.  The large body of water that is the holy water for salespeople that will keep them alive forever is REFERRALS!

3 Referral Pools

1. ABC Lake- Asking for a referral from every person you meet
2. Old Man Joe’s Farm Pond- Calling on existing clients and “farming your book of business” and asking for referrals
3. Fish Hatchery- Developing a network of referral power partners who send business to you

True sales professionals know that prospecting is a vital ingredient in the recipe for success.  In fact, prospecting should be one of your daily tasks.  As you may have heard before, prospecting can make or break your sales effort – which is exactly why you need to do it well…but what does it take to be “good” at prospecting?

First of all, it’s important to keep in mind that prospecting is more than just a part time task…it is your livelihood.  Prospecting should not be a duty that’s left only to “slow” times.  Continued prospecting ensures constant growth, and can minimize income and production slumps. Your prospecting efforts should be viewed as an investment in the future success of your business.  Basically, it’s an investment in your long term goals.  If you’re consistently seeking out new leads, you guarantee yourself an audience regardless of market status.

Secondly, you should recognize that prospecting is a discipline.  Rory Vaden says “Success is never owned, it’s only rented, and the rent is due every day.” It won’t matter how “good” you are if you don’t have the discipline to see it through.  Much of being a successful sales person is perseverance and practicing a solid work ethic.  Set prospecting activity goals for yourself and use a schedule to get there.  Commit yourself.

And finally, prospecting should be viewed as a task that requires both quality AND quantity.   Prospect well, but prospect often. Many sales professionals swear by the “triple rule” that says your prospecting efforts should exceed your expected sales by three times.  For example, on the small scale, if you wanted to sell 3 products, you should prospect 9 potential clients!

Remember: never lose sight of what needs to be done! Get a handle on the commitment you’ve made to your own success and stick to your goals.  Make sure you are “fishing” like a pro and asking for referrals.  Ask yourself, are you really taking advantage of available resources?  Are you procrastinating?  If you are not working at your full potential get a coach or accountability partner to help you make sure you’re fishing in the right ponds and consistently have you line in the water.  For more info on coaching go to  http://www.ssnseminars.com/Sales-Coaching.aspx.

 

How much will you wade through?

Check out this speech by Mort Utley. For all who have sold books through Southwestern or all who have had to practice the great art of persistence–this video is for you. It’s all about wading through the tough times to get to the gold. Listen to what Mort has to say, enjoy his classic analogy, take in some inspiration and… remember the pony!

Remember the Pony from Geoffrey Kidney on Vimeo.

SSN Seminars: D.C. & Baltimore

Last week we held two seminars on the East Coast: one in D.C., one in Baltimore. Our seminars consist of one full day of sales training hosted by a handful of the very best sales consultants. While in Baltimore and D.C., myself and the Success Starts Now! team spoke to over 1400 people from companies such as Smith Barney, Wells Fargo, State Farm and Bank of America. Although I love coaching and interacting with people on a daily basis, speaking at the SSN conferences to hundreds of people that are ready to learn is incredibly encouraging! Many of the people at our conferences are stuck using the same old routine sales pitch day in and day out. It’s our job to help them get back to the basics, back to the reason they began selling in the first place. We help people stay on track, adhere to their schedule and develop positive affirmation. There’s no secret potion to becoming a Top Producer, but there is a lifestyle and some basic steps to model. Although it is a constant learning process, we equip everyone with the mindset and tools to become successful. The best part of every conference is the end. Our guests leave empowered and refreshed, ready to get back into the sales game. It is incredibly gratifying to receive hugs and endless “thank yous,” but the best part of all is the knowledge that we are providing people with tools for long term success!

Here are some photos from the seminars:

Little Victories

Creating Positive Momentum:

Life is all about momentum. Whether it is at work, in sports, or in relationships momentum is the key to reaching your maximum potential.

One of the best examples of someone I have met through the years who wins in everything he does by creating positive momentum is Dave Brown. While working at Southwestern and selling books door to door eighty-five hours a week on straight commission, Dave operated on a philosophy called Little Victories.
It is a checklist of activities you do everyday to create momentum consistently:

Little Victories List:
1. Wake up, jump out of bed and say, “It’s going to be a great day!”

2. Hustle to the bathroom, look yourself in the eye and say, “You sexy animal, I hope you never die!”

3. Do some kind of physical activity: run, push ups and sit ups, etc. Each day do one more repetition than the day before.

4. Take a two minute shower and say ten times, “I can, I will, I’m going to ________ (insert your goal for the day).”

5. Get all fixed up, and then during breakfast read something inspirational.

6. After breakfast take ten minutes and review your “must do’s” for the day and visualize success. If you are in sales pre-fill out your order forms and date them.

7. On your drive to the office listen to motivational or training CD’s.

8. When you get to work say something uplifting to the first person you see.

9. Pick up the phone or knock on your first door before a certain time everyday.

If you do these nine Little Victories everyday, you will have so much positive momentum going for you that your confidence will be at a peak even before you technically start your work day!

Your Buying Behavior Style

In order to understand the buying behavior style of others you first should understand your own buying style. By “buying behavior style” I am referring to your default behavior when buying or being sold to. Are you a fighter–results oriented and aggressive? An entertainer–outgoing and motivated by affirmation? A counselor–the team player who avoids controversy? Or a detective–the detail-oriented perfectionist? These are the 4 most common behaviors that I’ve identified in my book.

It’s essential for the salesperson to understand and be able to identify the buying behavior of others so that they can adapt their personality and selling style. Take the Navigate Behavior Profile Assessment to find out your own default buying behavior style. Remember, your social behavior is not the same as your buying behavior in a high pressured selling situation!

Navigate Behavior Profile Test

Pay attention to the buying behaviors that you are most like and least like. Understanding your own social behavior as well as your buying behavior will provide incredible insight into how you should sell to others. For ideas and techniques on how to sell to the various buying behaviors read my book, Navigate: Selling The Way People Like To Buy.

Navy SEALs & Top Producers

Flying home from Bogota, Colombia last year I had the honor of sitting next to and speaking with the Commander of our Special Forces unit with the US Navy SEALs.  What he and his team do for our country is not only inspiring, but humbling to even think about.  Most of us cannot even imagine what our military goes through everyday just so that we can enjoy the fringe benefits of everyday life.

After spending over three hours talking with my new Commander friend I began thinking of the similarities between how an ordinary sailor becomes a Navy Seal and how an ordinary salesperson becomes a Top Producer.
The only real difference between a normal Navy sailor and a Navy Seal is training. The same goes for an ordinary salesperson turned Top Producer.

Let me walk you through what it takes to become a Navy SEAL…and a Top Producer, for that matter.

After meeting some rather stringent requirements to become a Navy SEAL candidate, sailors must undergo Basic Underwater Demolition/SEAL or BUD/S training. It is divided into several phases:

1. Indoctrination
2. Basic Conditioning
3. SCUBA training
4. Land-warfare training

Official U.S. Navy Photos

BUD/S training lasts seven months and tests each individual to the brink, both mentally and physically. Days are filled with running, swimming, calisthenics, and learning small-boat operations. They must endure drown-proofing (where trainees must learn to swim with both their hands and their feet bound) and surf torture (a.k.a. cold water conditioning).

SEALs also train extensively in closed-circuit SCUBA systems and underwater navigation. They complete land-warfare training for nine weeks in intelligence-gathering and structure penetration, long-range reconnaissance and patrolling, and close-quarters battle. They become the best of the best and are trained to react to sniper attacks or anything else they might encounter.  All of the training is part of the process designed to build and perfect optimal Navy SEAL skills.

When BUD/S is complete, trainees move on to basic parachute training and SEAL qualification training to refine their skills before they are officially awarded the rank of Navy SEALs.

All of this extreme training is critical. To the average onlooker the training may seem excessive. However, in reality SEALs must be able to operate efficiently at all times, despite weather, temperature or physical discomfort. Their lives, and the lives of others, depend on it.

So, what does all this have to do with salespeople? Let’s just start by saying that sales training and Navy SEALs training can’t truly be compared. I’ve never gone through surf torture and I commend the men who are willing to go through so much in preparation to serve their country. But look at it this way, in the same way that Navy sailors must go through this incredible training process to become SEALs, the Salesperson must go through an incredible training process to become a Top Producer. Ask anyone in sales; it’s no easy task to become the best salesperson in the company, region or industry! If you think about it, isn’t it amazing how a training process paired with unwavering determination can turn the ordinary into the great?

Whether you sell or you’d like to become a SEAL: training is key. Here’s a brief look at the sales training process:

1. Sales Fundamentals
2. Sales Mastery
3. Implement Sales Techniques a.k.a. Practice!
   
4. Continuous Learning

In the climb to become a Top Producer, you’ve got to start somewhere.  The salesperson must first begin understanding sales fundamentals, as is done in Year One of Southwestern Sales Training. During this part of the training process students learn how to develop work ethic, maintain a positive attitude and develop the right habits.

The second step in the training process is to master the art of sales. This is done through continuous training, expanding one’s skill set and becoming wholly invested in sales. It’s no longer about memorizing the best basic techniques, but going above and beyond to know all there is to know about sales.

Lastly, in order to become a Top Producer you must practice what you preach. Go into the field. Perfect, hone and refine your skills. Experience slammed doors and sweet success until the former becomes few and far between and the latter becomes commonplace.

The evolution from good to great, from sailor to SEAL comes as a direct result of training. In order to stay on top and stay sharp SEALs are constantly training and repeating the cycle so that they are continuously improving and learning new skills. Same goes for Top Producers. Once you’ve made it to the top of the mountain, you’ve always got the sky to conquer! 

Check out the Top Producer’s BUDS training program for sales people at Top Producer’s Edge personal coaching.

 

(Thank you http://science.howstuffworks.com/navy-seal9.htm for information and photos)

Sales Coaching

This week I was talking with one of my personal sales coaching clients.  She was expressing how frustrating it is being in the same industry for over 20 years and feeling complacent.  Over the past 5 years her business has reached a plateau and a lot of her colleagues have seen a decrease in business.

She was enthusiastically expressing her excitement about being in our professional sales coaching program.  She said that having me help hold her accountable to doing her daily activity (Critical Success Factors); as well as adding a new element of training, every other week, is exactly what she needs in today’s market to help her take her business to the next level!

Check out this video!  For more information email me at dhillis@ssnseminars.com