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M3 Thought of the Day

Wisdom is knowing what path to take — integrity is taking it.

INSIDE THIS MONTH'S ISSUE OF M3 TOOLBOX
Skip Miller

How to Prevent End-of-Year Deals
from Stalling

Tick. Tick. Tick. The calendar is ticking down and you may be thinking, “Hey, I have plenty of time to make my number for the year… there’s still a month to go.” On top of that, your prospect has assured you that the deal will be done by mid-next week “at the latest”. Here’s the problem…you believe them... Read more »

Fear of Prospecting is Worse than Prospecting Itself

Prospecting is a word that salespeople always dance around. Ask them about prospecting and they will tell you they need to do it more... do it better... do it to stay healthy. At M3 Learning, we have found that the most successful prospectors have three things in common... Read more »

Monday Morning: Your Hour of Power

Monday morning should be your most ProActive time to do something, anything that will move your RedZone Tool accounts forward. A RedZone account is a major deal you are working on that will make a decision within a short timeframe, say 90 days... Read more »

M3 NEWS VAULT
How to Prevent Your End-of-Year Deals from Stalling


Tick, tick, tick…

The calendar is ticking down and you may be thinking, “Hey, I have plenty of time to make my number for the year… there’s still a month to go.” On top of that, your prospect has assured you that the deal will be done by mid-next week “at the latest”. Here’s the problem…you believe them.

I suffer the same problem when I ask my twin girls if they’ve cleaned their room.

“Yes, Dad. All done.”
“Beds made? Empty water bottles in the trash? Dirty socks and clothes off the floor?
“Oh, we didn’t think you meant that Dad!!”

Like my kids’ interpretation of a clean room, your client’s idea of a ‘done deal’ could mean a lot of different things… none of which may include you getting a P.O. or a signed contract by year’s end. Some good rules of thumb to consider:

1. Russians have the answer. It’s says VP or President on the door for a reason. They not only have complete control of the budget, but they know the timing of the project. Call your C-Level prospect right now but do NOT ask, “Have you seen our order?” Instead ask, “Ms. Smith, I understand the project you are sponsoring is to start January 1, 2011. We are a part of that project and I want to make sure we have the right resources for you…”.

2. Always keep the I-Date or “implementation date” front of mind. The I-Date is the date that your account is going to start using what you are selling them—not when they are going to sign the deal.

3. No Trip-Tik = No Deal. Now is the time to put a final Trip-Tik together. Start it today through contract signing and include the I-Date and 30 days beyond. You are doing some of your account’s work for them… if they are not receptive to building a Trip-Tik, that tells you something.

The clock is clicking. Treat December like two months with the first month closing on 15th and the second closing on the 31st. You will be shocked when you see how business comes in when you set your first deadline in mid-December.

All of us here at M3 Learning wish you much sales success and prosperity in the New Year. Have a great holiday and see you in 2011!

Skip and Team

Fear of Prospecting is Worse than Prospecting Itself


Prospecting is a word that salespeople always dance around. Ask them about prospecting and they will tell you they need to:

…do it more
…do it better
…do it to stay healthy

Prospecting is akin to when you got sick as a child. Your parents, typically your mom, took care of you. She did everything she could to help you feel better: she made sure you had lots of rest, cooked up a batch of her famous chicken noodle soup, fluffed your pillow and tucked you in.

The worst part though is when she came back from the drugstore with “the medicine”. Mine was a tiny bottle of orange thick syrup. I hated the stuff. It made me gag and I did everything I knew to avoid taking the medicine. Now when I took it, I got better, and often the very next day. Eventually over time, I learned to just take the medicine when I got sick, even though I did not like it. You see, I discovered that if I just took it, I would feel better faster.

Prospecting is the same way. It’s all in our attitude and how we attack it. Salespeople do everything in their repertoire to avoid prospecting, but once they start, they get with the program. If you think about it, the fear of taking the medicine is worse than the medicine itself. The fear takes hours to build up; taking the medicine takes about three seconds. And so it is with prospecting.

At M3 Learning, we have found that the most successful prospectors have three things in common:

1. They set aside a specific time for prospecting

We call it the PowerHour Tool. Not only does PowerHour allow the salesperson to schedule “medicine time”, but once engaged in PowerHour, salespeople actually become more productive. The fear of prospecting is gone, because they are in the moment. It is true that action conquers fear.

2. They do their homework

With information so readily available on the web, homework by account or by industry is easy to do. Research company announcements in the press release section, and if it is a public company, read the quarterly financial releases, which will give you good insight on what your accounts are doing and where they are headed. Even private companies will disclose important happenings on their web site. Tip: Gain a competitive advantage and become a trusted partner by looking at what your prospect’s competitors are doing that your clients are not doing.

3. They have self-confidence (and if they don’t, they fake it till until they do)

No prospect likes to talk to someone who is either apologetic or too cocky (both by the way are often signs of low confidence). Salespeople need genuine confidence in their product or service. They need to believe that what they are selling is in the best interest of the prospect. It is not about features and benefits, or worse yet, your company’s value prop. It is about helping the prospect make money. If you are confident your product or service is going to make your prospect money and make them more competitive, why on earth would they not want to talk to you?

Salespeople unite and take your medicine. Stop squirming Start calling. You have hundreds of reasons to shy away from prospecting, but to borrow a line from Nike, “Just do it.” You’ll feel better and you’ll make mom and your boss proud.

Monday Morning: Your Hour of Power


It’s Monday morning… time to sell!

What a great day it is… Monday, the beginning of your sales week and the day you can make a HUGE dent in your quota.

The work you do today, right now, sets the stage for the rest of the week. It’s an opportunity to follow up, catch someone in the office, move a sale forward, or close a deal.

Monday morning should be your most ProActive time to do something, anything that will move your RedZone Tool accounts forward. A RedZone account is a major deal you are working on that will make a decision within a short timeframe, say 90 days. RedZone accounts signal that a closing action will be taken by the prospect. These are your accounts of ‘best opportunity’, and these are the accounts that should get Monday morning attention.

Monday mornings should be your dedicated hour of power and here’s how to make best use of that time:

1. Select your top accounts and call/stay high within the company.

2. Expect to get someone on the phone. Do not be satisfied with voicemail. Push the *0 button and get a live person to track your prospect down.

3. Everyone gets off to a slow start on Monday morning, so it is prime time for you. Make 10 phone calls and send 10 emails as soon as you get to work. You have the rest of the week to follow up.

4. Call for action. Have someone do something that moves your sales closer to a decision.

5. Reward yourself. If you put in a good PowerHour, reward yourself with a latte instead of a regular coffee.

It’s Monday. Sales are waiting to be made. The salesperson who manages their time doing the right activities on the right accounts, is the one who makes the most sales. It’s really as simple as that.

 

 

 

 

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Tactical Lunch 'N' Learns


M3 Learning offers a variety of educational Lunch 'N' Learn sessions for you and your team. The presentations fit easily into a lunch hour or other convenient time slot and are delivered right to your workplace by M3 certified trainers. The presentations feature tool-based tactics—not theory. After the presentation, your sales reps will be able to immediately apply what they learned at the session to move a sale forward. We offer the first presentation for FREE. Each program is from 1 to 2 hours in duration and is customized to meet your goals and objectives:

Breakfast Sessions - from 7:30 a.m. to 9:00 a.m.

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Contact us for more details. Click here or call 866.462.5763.

"These are not tools… these are game-changing weapons."
- Mike Heylmun Vice President Sales

Control the Process—Win the Sale


Shorten your sales cycle by weeks or months
Quickly differentiate yourself and sell on value so your account can justify paying more
Double the number of calls returned from prospective customers
Call high where buying decisions are really made
Increase the effectiveness of in-person and telephone sales interactions

A great hands-on, step-by-step book for learning how to take charge of the sale, ProActive Selling teaches you how to come alongside your prospect and add value during the sales/buy process. Learn what questions to ask and how use your prospect’s data to customize your solution and sell on value—not price.

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