Sales Blog with Sales Tips

I’m going to write about something today that is profoundly obvious, no one will disagree with, and many of us are probably guilty of not doing.

Let Me Provide Some Groundwork
I think most of the sales professionals who read this sales blog know what pacing is. This is when we mirror a customer’s speech rate, volume, voice tone, energy and even body language when talking face to face with him or her. There are numerous advantages when doing this. It provides a way for us to “sync up” with the customer. When we are good at pacing, we are able to speak the language of the customer in all of its dimensions. It enhances communication, and this is always a good thing.

A Little More Groundwork
Whether we are an inside or outside sales professional, the phone is one of our primary communication devices. Many people don’t realize that outside sales professionals spend a significant amout of time making appointments, providing customers with information, fixing problems, etc. via the phone. All of us have to be good on the phone to be successful in sales.

Now Let’s Put It All Together
What are most sales professionals guilty of? We forget to use pacing when we’re on the phone with a prospect or customer. That’s right. We almost instinctively know to pace when we’re face to face, but we completely forget this important concept when we’re on the phone. And we all spend a lot of time on the phone.

It Gets Even Better
When we talk with customers on the phone, all they receive is our voice. Our body language cues are lost. As a result, we may get an even bigger payoff when pacing ourselves on the phone than when we’re face to face with a customer.

We already know how to pace. All we need to do is apply these same skills on the phone to greatly improve our communication skills. Simple…and powerful.

©2010 Scott R. Sheaffer

If you’re a sales manager you may be making the following error and not even know it. If you’re a sales professional and your sales manager is making this error, you can take steps to work around it.

First, Some Examples
Most sales managers are able to provide the following “coaching” with little or no sales management training.

• “You’re behind on your numbers for the month.”
• “Your funnel is not where it should be.”
• “You’re contacting the wrong level of decision maker.”
• “You’re not introducing new products or services to your customers.”
• “You’re not engaging with buyers early enough in the buying cycle.”

The Problem
The problem with this kind of “coaching” is that it isn’t helpful. I call it “Report Card Sales Management.” When I was in junior high, I didn’t need to see my report card to know that I was doing badly in algebra. Pointing out my poor skills in algebra did not make me better in math, nor did it inspire me to be a mathematician.

What I needed was help in algebra. This is the dilemma when sales professionals are struggling and they work for a Report Card Sales Manager. They need coaching on the “how-to” from someone who knows what they are doing and has a stake in helping.

A Personal Story
I used to work as a Sales Director for a VP of Sales who had never carried a bag. No sales experience whatsoever. I know it sounds crazy, but it was a Fortune 500 company where tenure and who you knew were the primary criteria for promotion. How much help do you think I got from this person other than a statistical analysis of where my sales team stood?

For Sales Managers
If you find yourself with the title of “Sales Manager” and you don’t feel competent in that role, then start learning and quit insulting your sales team with Report Card Sales Management. It doesn’t help, and it is annoying to them. Simply stated, start learning how to help them instead of analyzing them. This will eventually cause them to respect you more too.

For Sales Professionals
Not sure whether you have one of these sales managers? Here’s the decisive test. Has he or she ever sold what you’re selling? Does he or she actively participate in helping you develop business? If the answer to both of those questions is “no,” you can be fairly confident that you have a Report Card Sales Manager.

If you find yourself working for a Report Card Sales Manager and you need developmental help (and we all do), you can do several things. Look for help from your peers. Look outside of your company for a sales mentor. Search for sales training both inside and outside your company that will fill the gaps.

©2010 Scott R. Sheaffer

If you’re like me, you are tired of the myriad of sales clichés that circulate in every company.

1. “Let’s see how many ‘no’s’ we can get today!” Right from the mouth of a cheerleader.
2. “Plan your work and work your plan.” What if the variables change?
3. “Your customers won’t care about you until you care about them.” Just give them good service. They’re not looking for love, most likely.
4. “Start smiling and dialing.” I hate this one so much it actually hurts to type it.
5. “Salespeople are coin-operated.” This one makes me angry. Whoever uses this expression has no knowledge whatsoever of sales or sales professionals.

The Most Worn Out Sales Cliché
There is one sales cliché that is repeated so often it ought to be a felony for just saying it. I would make it a capital offense if it were up to me.

“Sales is just a numbers game.”

Aren’t you sick of it? Every half-rate sales manager who doesn’t have a clue about sales coaching will use this line whenever one of his or her sales professionals is not performing up to par.

Don’t get me wrong. The number of prospect and customer contacts is important. But, it isn’t everything.

The Reason This Is The Worst Cliché
Surfers spend a lot of time and energy positioning themselves to find the perfect wave. They will let many lesser waves pass them by. They want to ride the wave with the most potential. Experienced surfers also know exactly what a good wave looks like.

If they blindly jump on whatever wave is next, they’ll only be going through the motions. Their only hope for a good ride is to accidentally hit a good wave and hope they have the energy left to ride it in. Most of their rides will not be rewarding. Not only will the majority of their rides be a bore, but they’ll have frequent long paddles back out.

The Sales Analogy Is Obvious
Our contact with prospects is no different. This analogy with surfing has reminded me of the following three simple unchanging truths when prospecting:

1. Not every prospect is a good prospect.
2. You have limited time and energy.
3. Know what a good prospect looks like.

Now carefully pick a few good waves and ride them all the way in.

©2010 Scott R. Sheaffer