A Step Ahead
with
Skip Miller
 
September, 2008 Vol 2, Issue 9
The Sales Hockey Stick
 
Hockey
 
As companies enter into the fourth quarter, sales teams a trying to make their quota.
 
The hockey stick formula...forty percent of the business in Q4...right?
 
Well, almost all sales managers back loaded their quota this year to make the first half look good.  INstaed of 45% of theoir business in the first half, they took 35% or so, hoping to have a good first half, and make up the second half.
 
Well, time to pay the piper.  You finished up 90+% in the first half, not what you hoped for, and now that big second half goal is staring you in the face.  Reality.  It's mid-September. 
 
There are only three choices to make:
 
1. Confess your sins and do what it takes to face reality.
 
2. The 4th Quarter Blitz - Customer centric not sales people centric. Ask customers what they need and what they want. . Short term results
 
3. Write it off an plan for an incredible 1st quarter in 2009.  What can you do in October/November to launch a great January???
 
Don't wait until it is too late, address the fourth quarter and make it happen! 
4th Quarter Blitz!
 Blitz
Engage more prospects
To get new customers more quickly than before, it helps to have a large funnel of prospects. Not only do you have to get to the prospects in your funnel, you must create an action plan to engage with all of the prospects that are available to you. To exceed your quota, you must be more than an order taker.
 
But how can you occupy the attention of a prospect you've never met, or someone who doesn't come from a friendly referral source, or someone who isn't so desperate to buy that they are only looking to you as an order taker?
 
Top sales performers share a trait in common they discipline themselves to allocate their time and resources across a number of prospects and existing customers, and in a way that
maximizes the return on their investment.

Better Qualify Prospects Earlier in the Cycle
Better qualification of prospects earlier in the sales cycle results in two benefits that will help you exceed your quota. The first benefit will be that you will identify your Yes's, No's and Maybe's and drop the Maybe's because they will kill you!
 
Redirect all of the time saved from not pursuing unqualified prospects towards pursuing qualified prospects or cold calling/ initial prospecting. Don't get caught in the trap of investing more time in a prospect just because you already have invested time. This is the principle of "sunk costs." 
Spend time on developing your qualifying questions. Focus the questions on Money, Method and Motivation.
 
Spend More Time Actually Selling
You can sell more if you spend more time selling and you can spend more time selling
if you spend less time running around. Use technology to give you more time for selling by
transferring non-sales meetings to the Web.
 
Take a hard look at internal meetings and switch to the Web whenver possible. Then
discipline yourself to use the time savings for personal calls on key prospects and
customers and for additional online selling efforts.
 
Accelerate Your Sales Cycle
Of course there are natural limiting factors in certain industries that slow down the sales cycle. But challenge yourself, what can you do
personally, and within your organization to accelerate the sales cycle. How can you
shorten the time between initial lead and closing. 
 
Find the customer's implementation date and create a plan with the customer, streamline the sales cycle.
 
Communicate More With Existing Customers
It's well accepted that it's easier to sell to an existing customer than to an unknown prospect.
So a critical component of exceeding your sales quota will involve additional sales to existing customers.
 
The strong your relationship with an existing
customer, the more likely they will seek you out for increased opportunities, and the more receptive they will be when you come to them
with additional offerings.


 






 



 
 
 
 
In This Issue
Tools
M3 Learning Links
Join our mailing list, logon to:
 
ProActive Sales Tools
Don't let the competition win the deal, stay ahead of the game with these ProActive Tools:
 
Out Sell Your Competition with ProActive Selling!
Sales success starts with ProActive Selling, the runaway best-selling book by Skip Miller. 
 
ProActive Sales Management is the # 1 Best Selling Book on Sales Management on Amazon.com for three years running! Ensure that Your Sales Reps Meet their Quota Every Month! How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings. 
Knock Your Socks Off Prospecting is working it's way to the top of the best selling list for Prospecting.How to Cold Call, Get Qualified Leads, and Make More Money! If you hate prospecting, think how much those prospects dread your cold calls! Here's the most valuable collection of how-to-cold-calling tips you've ever seen:
 
The Ultimate Sales Tool Kit is on of the Top Ten Best Selling "Sales Tool Kit" books on Amazon.com! The Versatile 15-Piece Skill Set that Every Professional Needs .
Ultimate Sales Tool Kit is the energy boost you need to improve your bottom line. 

 




 
The Advanced Sales School
 
     This highly interactive seminar, designed for individuals, is the best sales and communication school on the planet. Top salespeople from a wide range of company types, sizes and industries come together for three days of intensive training on high-level sales skills.
 

     Ropes

 
The Advanced Sales School includes key topics such as:
          • The Sales Cycle
          • Customer Communication Skills
          • Presentation Skills
          • Personal Growth
     Fast-moving and highly motivating, this course provides an in-depth review of the basics while providing challenges above and beyond any standard sales program. Attendees are challenged with an intense high ropes course focusing on overcoming prospecting and calling high fears, along with Tai Chi class that helps connect the mind, body and spirit. Overcome prospecting and calling high fears in the classroom and in the forest.  Join other sales people in working the tools in a fast paced enviroment.

     Attendees are exposed to some of the best sales training from some of the best sales and communications trainers in the industry, a "Top Gun" faculty. In our 12th year, the Advanced Sales School gives top performers the extra edge they need to push themselves into excellence.

     Don't hesitate, sign up for the Advanced Sales School today!

 
 
 

 

  
                                                               
  November 3-5, 2008
 
Attendee Testimonials:
 

     "I think that one of the strongest things that I brought away from the class is actually somewhat intangible. That in order to really be successful as a team (sales team, sports team, marriage...ANY partnership) you have to relinquish control, and have the faith, trust and confidence in those around you. I have been to several sales training courses. Rarely do you take away things that not only make you better at what you do, but better as a person as well. Great job to Skip and the rest of the M3 team, and thanks for a once in a lifetime experience!" 

 

     "Presentation skills are an important aspect of my job and it was a valuable opportunity to take a step back and assess our mannerisms and speaking skills through video tape. I am now more attentive to what I say during sales calls and phone messages."

 

     "I picked up many things from the M3 course, making 3 calls within two days and how to leave a voice message are the two that I have incorporated into my routine. Most importantly I keep the mantra in my head to ASK QUESTIONS!"

 

     "The ropes course was most valuable and I look forward to attending the course again."

 

Limited space available.
 

To register, go to

The Advanced Sales School or contact Peggy Bilbruck at 714-812-0913 or pbilbruck@m3learning.com

 
Qualify Early and Often!!!
 
In order to make the 4th quarter blitz, we have to better qulaify our customers. Don't waste time on the Maybe's and the No's. Get to know the A customers and qualify early and often. Here is an article that may help qualify your customers!!
 
Good Luck! 
    
                                 Best Regards,
   Skip Miller
   M3 Learning