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I wouldn't ever set out to hurt anyone deliberately unless it was, you know, important—like a league game or something.

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INSIDE THIS MONTH'S ISSUE OF M3 TOOLBOX
Skip Miller

Welcome Back

Hope everyone had a great first half of the year; you are well rested, and ready to give it a go in the 2nd half of the year.

Most of you had a pretty good first half of the year.  You ended up with being anywhere 90+ - 115+% of the number, your pipeline is cleaner than it has ever been before, and you are looking at the second half of the year as cautiously optimistic.  Here are your top July tasks to make sure you get off on the right foot.

  1. Get senior appointments with your top customers now – Your customers want to have a great second half like you do.  They are getting additional resources, additional products, customers, tasks, objectives, etc., to get the second half of the year in position to be successful.  They are going to CHANGE something.  What?  What are they going to change, take on more risk, and have very little time (six months) to do something about?  Go ask them.  They need your help.  If you wait for a few weeks, they will have already implemented a plan without you, and your call will be too late.
  2. Round 1 of 3 prospecting attempts  - Your non-customers are thinking about CHANGING something.  What?  It will take three “touches” for you to get a prospect to call you back.  Use those emails, 20-second speeches and referral ideas now.  July is the time to get in front of these people.  August, the plans will be in place because they want to go on holiday, and by September, they are closing out the year, not doing anything different that will require your product/service.
  3. Start with the end in mind – For all of you with that big hockey stick at the end of the year, now is the time to call on these people and get the end of the year business all locked up.  You may find a good piece of mid-year business while you are getting the end of the year business lined up.  More on this later in this newsletter.

July has to be the most important month of the year.  It sets up the second half, gets you ahead or behind, and is a leading indicator of top flight companies.  Will you and your team be one?

Good Selling,

Skip

A Success Story

We usually do not publish these, but this one is pretty good.  Names have been changed to protect the innocent.

MNO Tech had budget issues, and the negotiations started with Bill (The MNO Account Manager) at “We only have $200K to spend with you this year” after years of $300K+ contracts. Undaunted, Bill discussed the situation with his sales manager Ray and he agreed to support Bill during the tough negotiations. On Friday 24th June, Bill and Ray headed off to meet with the customer, and to meet with their procurement team (This is where the Skip Miller training comes in).

At the last minute the MNO Global Procurement Director joined the meeting (just like in the Skip Miller Training session, “Bob the Russian” joined the meeting).  Bill and Ray focused their attention on asking why the Global Procurement Director had joined the meeting, and focused on answering his questions, and aligning around his strategic issues. These fantastic results are due mainly to the fact that Bill set his sights high at an initial position of $300,000, and also the fact that his internal sponsors were keeping him in the loop on the progress of order approval. (Trust me when I say MNO put their best negotiators on this contract and they had genuine cost reduction objectives).

The Merit of this story / deal is good collaboration between sales staff, and don’t be afraid to ask the right questions, and listen to the answers. Training and investing in our sales professionals is clearly starting to pay dividends.

Thanks for using the tools.

 

Tool Review – The You Headline

Why is it we always want to talk about ourselves?

“Here’s what I would like to do…”

“What I need is…”

“If I could do this, we could…”

A sales person feels so powerful telling a prospect or customer what they will do for them.  They want to let the prospect know how important they are to them, and emphasize this fact my using the word, “I”.

Well, this may feel quite empowering to the sales person, but from the customer perspective…it’s all about them… and we know this…but fail to use this tool  enough.

Change it to

“Here’s what I would like to do…What you said you wanted to do is…”

“What I need is…You said you needed…”

“If I could do this, we could…You said if you could do this, and we can help, then you could…”

Always review your written correspondence for too many “I’s”.  It’s about them, not about you.  By using the word you and their name, the customer is feeling like your heard them.  They feel validated, and their rapport with you increases.  By using the word I, they think of you as a vendor doing something for them, just like everyone else.

You want customers to get back to you, and you also want to be in control of the sales process, right?  Get rid of the I’s, and start thinking of them, not about “I”.

 

Finally…


The gate is up, and either you are already on it, or 1/3 of the month is gone, and you are not in the race.  The choice is yours.  Be ProActive.  See you in August.

Skip and team

 

 

 

 

 

 

Try It / Buy It

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.
  • Lunch Sessions - from 11:30 a.m. to 1:00 p.m.
  • Afternoon Sessions - from 3:30 p.m. to 5:00 p.m.

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

ProActive Sales Management


Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book is packed with specific, field-tested tactics for making the numbers in today's competitive sales environment. It's an important resource no sales manager should be without and details how to:

  • Shorten your sales cycle by weeks or months
  • Motivate a sales team
  • Get their sales team to prospect and qualify
  • Create a proactive sales culture
  • Effectively coach and counsel up and down the sales organization
  • Reduce reports to one sheet of paper and 10 minutes a week
  • Forecast with up to 90% accuracy
  • Take A players to A+ levels

Click here for customer reviews

 

 

You're Invited

Join us for the 2011 Advanced Sales School

The next Advanced Sales School is September 12-14th, 2011 in Northern California. Make you’re A players better. Get them ready for the Q4 push so they can work on the deals that will close in Q4, not the ones that are going to slip. You can help them close the closable business in Q4… send them to the school.

For 15 years now, The Advanced Sales School has been making sales people go back to the basics and realize all the skills they have forgotten to use, as well as learn some new ones. Look at the reviews form the last school we just had:

  • “I’m my company’s best rep, and I learned a ton. Thanks.”
  • “I’m changing my presentation I was going to have next week to one of my major prospects. I can not believe I was going in there with what I had put together.”
  • “In a word, thanks. You helped me see what I was doing was good, but not great.”

We hear this all the time, and are ready to help your sales people get better at calling high, qualifying real deals, and creating value for the sale to stand on its own.

Sign on to our website, www.m3learning.com, and check out the video of the latest school. Attendees get energized, review and learn new tools, and conquer fears. Stop settling for the skills you have now. Add to your sales toolbox. Now. Try us. Contact Jane LeGear at jane@m3learning.com.

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