A Step Ahead
with
Skip Miller
 
January, 2009 Vol 3, Issue 1
 Here we go...
 

 roller coaster

 

 
 

 

 Happy New Year...now get to work.
 
January is the time where you take your energy and your determination and put them to work.  Working hard to get ahead of the curve?  2009 looking like the roller coaster we all expect it to be?  Up and down, then down then up?  Getting meetings but no commitments?  You're pushing.  Make January a pull month.
 
- Ask questions - Find out what is important to your prospect in the first half of 2009.  This is not the time to see if they are in the market to buy something that you are selling.  Ask them what they are doing in the first half of the year.  What's important to them?
 
- Be a part(ner) -  Your prospect knows that they don't have a lot of money, and do not want to take on a  lot of risk.  Fine.  What are they working on and how can you be a part of the solution?  If you are an oven sales person, your interest should be if they are doing any remodeling in their kitchen, or if they plan on eating in more, not if they are "planning to buy a new oven".  There is a difference.
 
 - Call high - Need to go broad and deep in your current accounts?  Now is the time for your manager to call his/her manager for a 2009 review of what your customers are doing in 2009.  They may not mention anything at all on how you can help them.  That's the point.  Get a good idea of what they are doing different in 2009...and they are doing things different...and then thank them for their time.  You can get back in short order if you can help them, based on what they are trying to do, just not a 10 slide sales pitch on what you are doing different in 2009.  Do you really think they care??? 

Pull, not push.  You will find that your prospects are looking for solutions, not sales pitches.  Crank up those listening skills about them, not about you and your products/services, and you will find them wide open to talk, and talk, and talk.  That's a good thing.

Have a great first quarter.
 
 
Skip 


Tools
What's hot, what's not?
 
Tried and true just doesn't work anymore.  Take a risk, see what is working, and win. joker
 
 
Not
Face to face sales calls.  Seeing the same people just to ask them, "How's it going?."  These can also be called doughnut drops, or fancy donought drops.  If you are going to see a customer face to face, it better be with someone who is ready to spend money.
 
Hot
Qualification skills...big time.   Getting 5 or 6 out of 10 from 2 out of 10.  You have to qualify over the phone, over the web, over the internet.  Qualification skills isn't just for the new or inexperienced sales people, it's is also important for the major account sales people.
 
 
Not
Products, new rpoducts, and better products.  If you are a company that is going to dedicate more than 35% of your company's sales kick-off meeting to products, you are doing it all wrong.  It's about the value your customer will get from the solution you will be a part of.
 
Hot
Financial and ROI questioning skills.  Anybody read Understanding Financial Reports from Merrill Lynch?  Google it and you'll be suprised how easy you can you can turn all that financial "stuff" into benefit selling. 
 
Not 
Prospect - Qualify - Demo - Propose.  It is absolutly amazing the number of companies still selling demos and proposals.  Please get a clue.  The goal is not to sell a proposal or a demo.  "Once we get them in the demo, they will see the value."  As my daughters say,,, "OMG!!"
 
Hot
Having the prospect qualify themsleves.  Come up with a questionaire or a visual buy cycle map that walks the prospect through an evaluation of your product and service.  Think of homework assignments your prospect must do before you give them a demonstration or a proposal.  In these tough times you have to improve the quality of the pipeline, not just the quantity.

In This Issue
Tools
Take Action
Tips and Things
M3 Learning Links
Join our mailing list, logon to:
 
Take Action
Back to the Basics!!! 
 
BooksOut 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-call tips you'll ever see.
 
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. 
 
Call now - 408.399.9243 .  Let us know what book, or books, you're interested in and we'll ship them to you.
Managers and salespeople have commented on how they've used the books on sales calls as a tool reminder. 

 




 
Selling Value
Our Value! class is getting popular.  Time to get on board.  Two day class or 1/2 day working session.  Just right for your A players.  Call us now.  It's not a secret on how to sell solutions and how to sell value, it's just another tool in the tool box.  value
 
Call us and find out how to get your sales team up and running with qualification and Value skills for 2009.
 
The trick is not selling value.  The trick is getting the customer to perceive the value your solution offers to a problem they are having.  Simple, right?
 
It's not about your value proposition; it's all about them.  See you in class.
 
Tips and Things
  

Qualify Early and Often!!!
 
Visual qualification tools are 3x more powerful than asking someone something.  What are you doing through pictures, diagrams, wipeboards or pad and paper?  See what I mean? qualify tool

 
 
Use a visual anchor so your prospect knows it's important.  A picture is worth.... 
 
Good Luck! 
    
                                 Best Regards and have a great and productive January.
   Skip Miller
   M3 Learning