Smallbusinesssales

Sales Skill: Focus on Behavior

05/31/2021 By Don Crawford Leave a Comment

I’ll bet you have heard more than one motivational speaker talk about positive mental attitude and how important it is in the quest for success in sales. While enjoying your work and being optimistic is important, successful salespeople focus on behavior. That is, the daily level of activity accomplished. It is behavior—not attitude—that makes all the difference in performance.

How many calls did you make to prospects?
How many follow-up calls did you make to customers?
How many referrals did you request?

Forget attitude—focus on behavior

Your Attitude Doesn’t Have to be Sparkly

Nobody’s attitude can be 100% every day. There are days when we feel a little “down,” and that’s okay. I remember reading a biography of Babe Ruth, the star baseball player. He said on days he didn’t feel well he had to play harder to make up for it. The Babe was one to focus on behavior. We control our level of activity. We aren’t always with our best attitude.

Surprise Yourself

If you focus on what you do—not how you feel—you’ll find that at the end of the month, you will have accomplished a lot on the days when you were “down” as well as the days when you were “up.” You may not tackle the task list with the same enthusiasm when you are having an “off” day. But great salespeople focus on behavior. And at the end of the day have achieved a lot.

Focus On Behavior

And tasks done well will affect your attitude. I remember one blustery, rainy day when I worked in Chicago. The weather forecast wasn’t going to get much better and the traffic conditions were terrible. I left with plenty of time to get to the first meeting with a new potential customer. They had invited several of us competitors to a pre-bid meeting for a new project. By the time I got to the company I was a few minutes late. Walking through the driving rain from my car to the office I must have looked like a drowned rat. The receptionist said I was the first to arrive, took my wet coat and hat and invited me to wait in the conference room. In a few minutes the purchaser arrived. We chatted for a few minutes over steaming mugs of coffee.

One by one the other invitees called to regret not being able to get to the meeting. As a result, the purchaser and I discussed the project, I got the details for which to prepare a proposal. Then he gave me the budget he had in mind for the project and said since I was committed enough to show up, assuming I could meet the budget we would get the business. For a day which started with a poor attitude doing the necessary behavior resulted in success and a wonderful change in attitude.

What You Can Do Right Now To Focus On Behavior

Don’t be preoccupied with your attitude.
Do the necessary behavior!
Enjoy the success for a job well done

To learn more sales secrets see Chapter Three, Being a Great Salesperson, in Secrets of the Softer Side of Selling. For even more sales encouragement, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford

Got KPI?

05/24/2021 By Don Crawford Leave a Comment

KPI, Key Performance Indicators. All great salespeople understand what activities it takes to succeed. And they measure what they do to be sure they are on target. KPI’s are the score card salespeople use. So what are the key performance indicators for you?

Great Salespeople Track KPI
image from Pixabay

KPI In Selling

Selling is a numbers game. Great salespeople know the way to achieve the ultimate goal is to set and achieve activity-based goals. They have written goals and intermediate objectives. Activity-based goals are targets set on goal achieving actions the salesperson has control over. Great salespeople track their KPI. They know which activities pay off and how many times they need to do them to be successful. So here are the typical KPI’s for a salesperson tracked over a convenient time period: dollar value of sales, number of sales won, number of qualified prospects, success rate of appointment setting and number of prospect or customer contacts….

Establish Your Mompreneur Lifestyle Today

05/03/2021 By Don Crawford Leave a Comment

The Softer Side of Selling is pleased to present a guest blog post by Leslie Campos at Wellparents.com, a mompreneur. Thanks Leslie for filling in while Don was on vacation! Not a mom looking to start or grow your own business? Show this article to someone you know who is.

Mompreneurs Rock!
Photo by Ketut Subiyanto from Pexels

Mompreneurs Rock!

Are you a mom with a dream of owning your own business? Do you have the motivation, skill, and work ethic required to take care of not only your children but also a company that, in some ways, is like a child unto itself? There’s no time like the present to get started with your own business and live that “mompreneur” life you’ve been dreaming of. Let’s take a look at how moms can start — and grow — their own sales business:

Choose your business model

Do you know what you want to sell? Maybe you make small crafts or knit blankets, or maybe you want to sell your skills as a tax preparation expert instead. Whatever your product or service, you need to make sure you can support it with good business practices. Becoming a successful mompreneur doesn’t happen overnight — it takes time, dedication, and a detailed business plan.

Your business model is, put simply, your plan for how your company is going to make money. In a more complicated sense, it’s a map of how value moves from you to your customers and back to you.

Form an LLC

Creating a limited liability company (LLC) is another business-related activity that you want to consider. LLCs offer several advantages to small-business owners, including pass-through taxes, personal asset protection, and flexibility when it comes to how your business should be run. Personal asset protection (i.e., limited personal liability) is especially important: Essentially, if someone wants to sue your company, your personal assets (e.g., house, car, etc.) cannot be taken from you.

Head over to https://www.virginiallc.net/ because a formation service allows you to avoid hefty lawyer fees. Just make sure you research the regulations in your state before moving ahead as rules can be different, depending on where you’re located.

Cultivate your selling skills

As you’re starting your business and getting your feet under you, you will want to make sure you build up several skills that will make your job easier in the long run. As an at-home salesperson, for instance, you need to be an expert at cold-calling potential customers — one of the things we’ll teach you at Secrets of the Softer Side of Selling. It may seem frightening but keeping your eye on the prize and picking up the phone to make initial contact is a great way to make sales.

Make a list of potential customers from your target demographic, write a script for what you’re going to say, and set aside several hours to make those calls. And if you don’t get many bites, don’t get discouraged — even one sale is better than zero!

Taking care of your whole life

Working from home is something else you will have to contend with — and working from home with kids at that. Taking care of your children and your business at the same time can sound like a daunting task, but it doesn’t have to be scary. Set schedules, make to-do lists, and make sure your children know you’re working at certain times of the day (if they’re old enough to understand).

The elusive work/life balance doesn’t have to be so. The key here is setting boundaries and making sure everyone is respecting them — including you. Focusing separately on family and on work at different times of the day is important. Devoting half of yourself to one and half to the other leaves a lot to be desired on both sides. Instead, fully focus on each at different times. This becomes easier if you have a partner or babysitter to share the burden of watching your children, of course.

Another way to improve work/life balance (and get your much-needed nutrition for the week) is to meal prep on Sundays before the work week begins. This serves multiple purposes. First, you’re getting your meals (or lunches, at least) done so you don’t have to spend time during the week cooking. Second, preparing food has been known to have meditative benefits for some — so this can be a time for you to relax, as well.

No time like the present

The hardest part of getting started is just that — getting started. Take these tips and incorporate them into your plan for getting your business off the ground. Then, all that’s left is to take the plunge and create your successful sales business.

For more tips, tricks, and key tactics you can utilize on your journey in becoming a mompreneur and sales expert, visit Secrets of the Softer Side of Selling and join the sales club.

Thank you! Leslie Campos from Wellparents.com for this article. All you mompreneurs, contact Leslie here leslie.campos@wellparents.com with your questions and insights on starting your own business.

Sales Skill: Cold Calling

04/05/2021 By Don Crawford Leave a Comment

Well great salespeople I’ve been doing cold calling lately. Since the pandemic hit I’ve been working with our local Small Business Development Center. When a new program to help small manufacturing businesses was offered, I agreed to recruit companies for the initial cohort. So here I am again doing sales calls to create interest in the Innovation Commercialization Assistance Program for Existing Enterprises. I’m a sales professional who relies on the fundamentals of good selling. I’ll tell you how I prepared for this new challenge.

Be Happy! Make Cold Calls!
Image From Pixabay

What Is Cold Calling?

Great salespeople have lists of prospects matching their current best customers. They have done some research about the person they are about to call. There is a purpose to the cold call. Then they dial the phone. For the salesperson it’s part of their days work. For the person you are calling, it’s intrusive. I know the person who answers the phone is not sitting around idly waiting for my call. No when they pick up the phone and realize it’s a “cold call” they usually feel ambushed. That person on the other end of the phone wants to escape from this call as politely as possible. And you great salesperson, want to achieve your purpose for calling….

Sales Skill: Laser Focus on Selling Activities

03/29/2021 By Don Crawford Leave a Comment

Great salespeople know they have to maximize the time spent on selling activities. The salesperson’s primary job is to close sales. Any activity that interferes with selling needs to be either minimized or eliminated. Great salespeople are laser focused on prospecting, qualifying, closing and following up.

great salespeople focus on selling activities

Always Focus On Selling Activities
Image from Pixabay

Discipline Is The Key

First set goals for selling activities time and other stuff time. My goal was to devote 60% of my week to activities which resulted in sales. I measured the time I spent in meetings with prospects, other contacts with prospects (email, phone, text, etc.) and travel time to prospects offices. At the end of each week I evaluated my selling time. When it was less than 60% I refocused my selling activities for the next week. Great salespeople are passionate about focusing on selling activities….

Sales Skill: Sticking To The Sales Process

03/01/2021 By Don Crawford Leave a Comment

Every great salesperson knows sticking to the sales process is the way to win the sale. The fundamental elements of the sales process are: building rapport, finding the pain, determining the budget, understanding the decision-making process, making the presentation, asking for the order and following up on the sale. Each of us has adapted the fundamental process as our own. We use the process in ways that fit our personality and skill set. So let’s explore ways to stick to the sales process.

Salespeople win sales by sticking to the sales process

The Sales Process Yields The Win
Image from Pixabay

Building Rapport

People buy from those salespeople who they like, respect and trust. So salespeople set about building rapport with buyers by getting to know them as a person. Everybody has dreams and goals. Your job as a salesperson is to find out what drives the buyer. At the same time building a relationship with them so they are comfortable with you. As an integral part of the sales process, each encounter with the buyer is well-planned. A salesperson who hears the buyer say: “I’m not interested” has a response planned. Perhaps it’s: “OK. Since you agreed to meet can we talk about (insert something of interest to the buyer)”. Great salespeople are prepared to respond to anything the buyer might say….

Sales Skills: Great Salespeople Are Adaptable

02/19/2021 By Don Crawford Leave a Comment

That salespeople are adaptable might seem like an obvious statement in light of what we have had to do since the Corona Virus pandemic created chaos. But weren’t we great salespeople always adaptable? The Corona Virus has affected the whole world. But for as long as there have been buyers and sellers, there have been disruptive events changing the status quo. Some events affected whole populations. How many of us now have a land-line phone in our home? Other events are more narrowly focused. Have you ever had to deal with your favorite buyer leaving a great customer only to be replaced with one who wanted to make their own mark?

Salespeople Adapt To Change
Image by PixelPixieStudio from Pixabay

What’s It Mean Salespeople Are Adaptable?

The world changes daily. Some changes are small others cataclysmic. Great salespeople understand the implications of the changes affecting them. And they react to accommodate them. But they also know the fundamentals of the selling process never change. How those fundamentals are applied and who the buyer is may change but the fundamentals are, well, fundamental. We say salespeople are adaptable because they continue to apply good fundamental selling practices even when the situation changes….

Sales Skills: Your Selling Tools Inventory

01/07/2021 By Don Crawford Leave a Comment

Well, it’s here. 2021 has begun. Are you ready? One way to check is to look at your selling tools inventory. Every one of us great salespeople have a particular skill set we use in each sales pursuit. So take a few minutes to think back over the successes in selling during the past year. What did you do well? What skills need improvement? And most importantly what skills don’t you have?

Great Salespeople Take A Sales Skill Inventory
Image by Claire Dela Cruz from Pixabay

The Successful Selling Process

Great salespeople have a sales process which is proven and repeatable. Here’s mine: first I need to get prospects to like me enough to answer my questions. I call that building “rapport”. Next I want to find out whether they have a significant problem I can solve. That’s the “pain” step. Now I want to know if they have the “budget” to solve the problem. Throughout all of the sales pursuit I want to be dealing with the “decision maker.” When I’m sure I’m dealing with the decision maker and have determined they have a problem they want to solve and can commit funds to do it, I “ask for the order”!…

Sales Skill: Learning From Past Lessons

12/10/2020 By Don Crawford 2 Comments

To say 2020 was a different year is an understatement. But great salespeople have always used past lessons to prepare for the future. This past year presented many new lessons. We learned to work in an environment with a pandemic virus. We learned to help customers pivot because of the pandemic. And we found new opportunities. Great salespeople use past lessons finding a way to overcome adversity.

Great salespeople learn from past lessons.

What Are The Lessons You Learned This Year?
Image from Pixabay

The Big Lesson

For most of us life changed in March 2020. Some states shut down “non-essential” businesses. Companies sent employees home to work. Consumer income dropped dramatically. Business purchasing models changed. Sales processes were revamped to meet the changing environment.

We learned to work from home. Instead of meeting in a business setting we watched each other in small squares on laptop screens. We adapted and survived or maybe even thrived during this time. Because not every business was affected the same. Some pivoted to making facial coverings, some distilleries made hand sanitizer, hospitals preserved space for the sickest COVID infected patients. We great salespeople were creative in our approach to business in this disruptive period relying on the experience of past lessons….

Sales Skill: Word Choice

11/13/2020 By Don Crawford Leave a Comment

Great salespeople carefully choose their words when we speak with prospects and customers. They know word choice affects the outcome of their sales presentation. The language we use and the jargon of our industries changes over time. Think carefully about relevant word choice. And how you relate to your prospects and customers.

Words Choice is Important
Image from Pixabay

Proposal vs. Quote

Great salespeople use word choice to develop long-term, mutually beneficial relationships. Sounds like a marriage, doesn’t it? Do we “quote” to the one we love or “propose?” A “proposal” is rich in detail about the value of the purchase to the customer. A “quote” is all about the price for the item….