Sales Process or Results? What’s more important?

Sales Process or Results?

Weldon “Wally” Long

 

Sales Process or Results? What’s more important? This is a guest post by Weldon “Wally” Long whom I greatly admire. Heed his words well!

In sales you have two things: The sales process and the sales result. The sales process is everything you do (build a relationship, identify problems, solve problems and ask for the order) and the sales result is every thing the prospect does (buy or not buy).

While the necessity for consistent sales results is inarguable, it is the process that delivers the results.

You have 100% control over how well you do your job and you have 0% control over how well the prospect does their job. Yes, you can influence your prospect (the better you do your job the more likely a prospect is to say “yes” to you) but at the end of day the prospect makes the ultimate decision about whether or not they are going to give you their money in exchange for your solutions.

I strongly recommend that you stay focused on how well you do your job. In other words, you have 100% control over how awesome you are. You have 100% control over how well prepared and skilled and confident you are on a sales call. So it makes sense to stay focused on those areas over which you have control.

Stay focused on what you can control.

Winners obsess on improving on what they control (the process) and whiners obsess on what they can’t control (the result). Be a winner – not a whiner.

Following a sales process is critically important to generate consistently great sales results. Let’s face it; during a sales call things can happen to knock you off your beam. An important call comes in that the prospect has to take. The prospect’s assistant comes in with some urgent matter. An important meeting has suddenly been called. There is no end to the obstacles that come up.

We need a process to keep us on track.

Once I was closing a training opportunity worth about a hundred grand when the prospect got a call during the presentation announcing that the sales training budget was suspended for the current quarter. Imagine handling that objection. Talk about a mood killer. Yet I simply stayed focused on my process, offered the client an option to do the training now and bill them the following quarter. Bingo! So much for that smoke screen, right?

People will come up with a million reasons to say “No.” Our job is to move beyond that and find just one reason for them to say, “Yes!” A process can help us get that done.

The distractions are even more frequent and bizarre if you are selling on someone else’s turf. Whether it’s windows, siding, life insurance, health insurance, mortgages, air conditioners, furnaces, carpet, remodeling, groceries, roofing, vacuum cleaners, or text books, selling on someone else’s turf takes a special breed of human being.

Things happen on a prospect’s turf that do not happen in our office where we control the environment. Sometimes the prospect’s wife will announce, “Dinner is ready!” just as you are entering your closing sequence. Sometimes the kids need homework help from daddy or mom at a crucial point in the sales process. Sometimes little Johnny needs daddy’s attention. Sometimes a dog relieves himself on your shoe.

Whatever the distraction it’s critical to have a process to follow to make sure you stay on track.

Obviously, sales results are an important component to your business and your income. But the sales results are a product of your sales skills and the process you deploy to leverage those skills. So stay focused on your process and execute on a consistent basis. The results will take care of themselves.

______

After learning Tom’s sales strategies from books while sitting in prison, Weldon Long became a lifelong fan and student of Tom Hopkins.

As result of following Tom’s teachings, Weldon is now a successful entrepreneur, speaker, and author of the NY Times Bestseller,  The Power of Consistency – Prosperity Mindset Training for Sales and Business Professionals.  Weldon has had the privilege of speaking alongside Tom more than a dozen times. For more information visit www.WeldonLong.com

Guest Post – Amateurs vs Professionals

Wendy Weiss is an author, speaker, sales trainer & coach who recently sent me this article describing the difference between Amateurs and Professionals. I liked it so much, I asked her permission to reprint it here for you. Enjoy!


Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate…

My friend was feeling frustrated. “Amateurs,” she said. “I’m tired of dealing with amateurs.”

I knew what she meant. A professional is someone who shows up, no matter what. A professional is someone who gets the job done, no matter what. A professional is someone who does what she needs to do, when she needs to do it, no matter what. An amateur is someone who lets circumstances, other people and emotions get in the way.

As my friend put it, “When you’re a model, if you have a saggy butt, they tell you that you have a saggy butt. Then they tell you to go away. If you want it enough, you fix your saggy butt and go back.”

I grew up in the ballet world. It’s very much the same. You take class everyday with a teacher whose job it is to criticize you. The criticism is to help you improve, but some times it just feels like criticism. You dance in front of a big mirror. This is so that you can criticize yourself.

As an adolescent and even a young professional, I’ve been called “a cow” because of a few extra pounds. I’ve had teachers hit an errant arm or leg with a stick because that arm or leg was in the wrong position. (No, they weren’t singling me out, they hit everyone.) I’ve lost dance jobs because I was too tall, too short, or had the wrong color hair. Those of you who have read my first book, Cold Calling for Women, know that as a teenager I was not accepted into the renowned Harkness Ballet School because my back was too long. (They told my dad I was a very good dancer, but…) When I cut my hair short (it used to be down to my waist so that I could put it up in a classical ballet bun) I never again, got another job as a ballet dancer. And by the way, when you go to a dance audition they don’t let you dance. They simply line you up and look at you and then start eliminating dancers. Once they’re done eliminating, the dancers that are left get to actually dance.

When I first started doing sales training, clients would talk to me about rejection and fear of rejection I had no idea what they were talking about. As the years have gone by I now do understand that those feelings are real.

Sales can be a tough world. Everyone will not love you or your product or service. Everyone will not say “yes.” Sometimes in sales training brochures or on our web sites we get carried away and write, “Overcome every objection!”  “Turn every ‘no’ into ‘yes!’” The stark reality is that will not happen every time. Some prospects will say “no.” A career in sales is not for the weak.

The key to success is what you do with that “no.” You can allow it to stop you, or you can put it aside and continue on. The power is entirely yours. If there are people in the world having success doing exactly what you want to be doing, there is no reason that you cannot do it too.

Being a professional starts with your mind set, that you believe in what you are selling and that you do not give other people, circumstances or even your own thoughts and emotions the power to stop you. Or as my friend put it, “If you want it enough, you fix your saggy butt and go back.”


new headshot 2014

Wendy Weiss, The Queen of Cold Calling™, is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.

Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Inc, Forbes and various other business and sales publications. She is the author of, Cold Calling for Women: Opening Doors & Closing Sales and The Sales Winner’s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance.If you’d like help developing a cold calling campaign download Wendy’s complimentary eBook, The Cold Calling Survival Guide: Start Setting Appointments in the Next 24 Hours.

Conflict is Inevitable by Dave Horsager

David Horsager Team Picture NewMost conflict occurs because of a lack of clarity in communication, so I feel it is important to address here.Expect conflict. Learn to deal with it. Anytime there’s more than one person, you’re bound to find conflict. It’s only natural. We all have separate backgrounds, different tendencies, and unique perspectives. It’s no surprise we disagree from time to time. I am always amazed at the splits in friendships, churches, and businesses over a little conflict. Who do you agree with 100% of the time? Nobody. I don’t even agree with those I love the most, all of the time. [Read more…]

One Email Guaranteed to Get a Response

mikebrooks_speaker2

Mr. Inside Sales, Mike Brooks

Nothing is more frustrating than not hearing back from a prospect or client.  You’ve sent your information, delivered your presentation, been given a day/time to call back and, and…nothing.  And despite all your phone calls, emails, etc., your prospect just won’t get back with you.  What can you do? Is there really an email guaranteed to get a response?

Here is one technique. This is a guaranteed way to get prospects who are dodging you to at least respond to you and give you an idea of what’s going on. It works up to 70% of the time!

Here’s the email:

Subject line: Should I Stay or Should I Go?”

Dear _________,

I haven’t heard back from you and that tells me one of three things:

  1. You’ve filled the position or you’ve already chosen another company for this.
  2. You’re still interested but haven’t had the time to get back to me yet.
  3. You’ve fallen and can’t get up, and in that case please let me know and I’ll call 911 for you…

Please let me know which one it is because I’m starting to worry.

Honestly, all kidding aside, I understand you’re very busy and the last thing I want to do is be pain in the neck once a week. Whether you’ve just been busy or you’ve gone another direction, I would appreciate it if you would take a second to let me know so I can follow up accordingly.

Thank you in advance and I look forward to hearing back from you.

Kind Regards,

If you’re thinking this is cheesy, you’re right!  And that’s why it works.  This email puts a smile on the face of your prospect and it takes the desperation out of your presentation to them.  And the best part it, it works amazingly well.  I get about a 65% return email rate and have closed thousands of dollars of business as a result.  But don’t take my word for it – try it yourself!  You’ll love the result!

Would you like over 200 other Word for Word scripts and techniques to help you overcome resistance, build rapport with decision makers, and close more sales over the phone?

Then Click Here and get a copy of Mike’s completely Updated and Revised for 2014 ebook, “The Complete Book of Phone Scripts!”  You’ll be glad you did!

Anonymity Dilutes Accountability by Dave Horsager

Dave HorsagerEvery now and then, we like to provide you with information from other trusted sources through guest blog posts. Enjoy this one from Dave Horsager, author of The Trust Edge.

A major way to increase accountability is to reduce anonymity. There is a reason that crime is less per capita in small towns; people know each other. They know what each other is up to, and they talk. They know who is at the bar and whose car is parked outside of “that person’s” house all night long. While gossip is certainly a negative; small town accountability can promote higher character.

If people know they are being watched, they are more likely to act above reproach. This is one of the reasons people do more stupid things in Las Vegas while on a business trip. Anonymity dilutes accountability. This is the reason why some conscientious families move computers into the main living area. By having the computers in a more public space, family members are less likely to go on sites they would be embarrassed to be found searching. And it’s the same reason why offices with open work spaces promote greater productivity than ones with solid doors and walls. Colleagues can see whether each other is napping, tweeting, or working.

Five Ways to Build Character

1. Be humble. It is the beginning of wisdom.

2. Live out your principles and values. Whether it’s “love others,” or “do the right thing,” living by your principles will make decision making easier and your character more steadfast. Make sure to hire principled people because it is very hard for any of us to learn principles after age 10.

3. Be intentional. Integrity does not happen by accident. We are all products of our thoughts and habits. Be intentional about filling your mind with good thoughts. Creating a habit of this internalizes principles and breeds high character.

4. Practice self-discipline. Being of high character takes the ability to do what is right over what is easy. As Harry S Truman said, “In reading the lives of great men, I found that the first victory they won was over themselves… self-discipline with all of them came first.”

5. Be accountable. Surround yourself with people who have high expectations for you. Be responsible to yourself first. Lose the pride. Open yourself up to accountability. To see the questions I get asked every week by my accountability partner, go to www.TheTrustEdge.com.

David Horsager, MA, CSP, is a business strategist, award-winning speaker, and author of the National Bestseller The Trust Edge: How Top Leaders Gain Faster Results, Deeper Relationships, and a Stronger Bottom Line. 

Make Social Media Sell for You by Provoking Response by Jeff Molander

Jeff Molander social media postIf your experience with Facebook, blogs, Twitter and LinkedIn is like most sales pros you’re struggling to create leads and sales. Most of us are failing and here’s why. We’ve been given bad information about “what works.” So here is a new, 3-step process to make sure everything you put “out there” on social media always creates leads and sales. As it turns out netting sales is all about provoking a response to what you put out onto social media, super-charging buyers’ confidence in themselves and moving them off of social media.

The Case for Confidence

Being engaging, getting re-tweeted and telling compelling stories doesn’t cause sales. High levels of confidence in buyers and clear, compelling calls-to-action do.

The most effective, practical way to generate sales with blogs, videos, educational ebook downloads, LinkedIn and other social platforms is to give confidence to buyers in ways that increase their ability to feel emotionally grounded, intellectually stronger… fully equipped to own.

If you do this well enough prospects will ask you for the sale. But where to start? [Read more…]

5 UN-Creative Thoughts About Creativity by Dan Kennedy

Entrepreneurs and marketers are constantly challenged to be creative. But creativity as it is commonly thought of and practiced is sin not virtue, because it is slow and ponderous; because it begins with a blank slate. One of the most profitably creative entrepreneurs of all time, Walt Disney, said “….stop talking and begin doing.” To be profitable in the real world, creativity must be fast, decisive, practical, implementable and implemented. There’s little room for creativity for creativity’s sake.

I tend to practice “creativity cheating” – and thought I’d give you a few quick “cheats”, from the many I talked about at my one day Creative Thinking For Entrepreneurs Seminar.*

#1: STEAL AND ADAPT WHAT’S ALREADY BUILT

From Tony Baxter, Senior V.P., Creative Development/Imagineering at Disney: “For the climactic scene in the Indiana Jones Adventure at Disneyland, we wanted the ride vehicle to suddenly start backing up as the giant rolling boulder comes thundering toward us. Having a ride vehicle back up in the middle of a ride is SOMETHING THAT’S NEVER BEEN DONE, BECAUSE IT’S NOT POSSIBLE. With eighteen vehicles traveling down the same track at the same time, a vehicle going in reverse would collide with the next vehicle coming behind it along the track. But if you’ve ever ridden in the Indiana Jones attraction, you know your vehicle does suddenly start backing up. At least that’s your perception. Your vehicle has actually stopped. It’s the walls and ceiling that are moving, giving you the undeniable feeling that you’re traveling backward…….so, where did we come up with this solution? A car wash. One of those self-service machines at the gas station where you pull your car in and park while a series of brushes and spray heads mounted above and beside your car travel back and forth.”

There’s more to Tony’s story, but enough here to make the point: whatever you’re trying to do, somebody has already figured out and built — just not in your business or industry or in an application you might ordinarily, easily think of in connection with your business. You do NOT want to invest umpteen days, weeks, months duplicating all the figuring out and innovation and engineering – you want to find the thing that’s already built.

Oh, and a key question to ask every time you see anything, go anywhere, experience anything: how can I use that? [Read more…]

The New WWW for Sales Professionals by Wendy Lipton-Dibner

Wendy Lipton-Dibner

In today’s growing digital marketplace, Champions who want to completely dominate their niche will need to master the art of selling through streaming video and audio presentations on company websites and in social media. Never in our lifetime has there been such an amazing opportunity up for grabs – are you ready?

[Read more…]

The Essential Ingredient in Every Sales Meeting by Ron Marks

Ron Marks

In the past twenty-five years I have seen thousands of sales meetings conducted by managers throughout the world. I can tell within a few moments whether a sales manager is a professional or an amateur by how they begin a sales meeting. I would bet you can too. Of all the things you do as a sales manager, this is the most public thing you do in your business. Holding an excellent sales meeting is a great chance to motivate the team and disseminate information and it is also a chance to lose momentum in a hurry!

Sales managers who have decided to run a sales meeting because they have something important to convey have passed the first test for a successful meeting. They have a purpose! I realize this test seems obvious, but think back to all of the meetings you have been to that had no value or agenda whatsoever.

[Read more…]

Presenting to Donald Trump by Robert Terson

 

Author of Selling Fearlessly

“Once the game is over, the king and the pawn go back in the same box.” Italian Proverb

Architect Barry Thalden, hotel and casino designer and one of my dearest friends for the past 50 years, tells of presenting a proposal to Donald Trump: “I managed to arrange a meeting with Donald Trump.  We met in what later became the infamous Board Room on his TV show The Apprentice.  My presentation was on slides.  As I started to set up my projector, he immediately objected.  Undaunted, I told him it would only take a few minutes and would fully explain the opportunity I’d come to show him.

Once the presentation began he interrupted me several times, trying to rush me along; each time I told him I was just getting to the part he wanted to know about.  I’d come all the way to New York to see him; I was going to do it my way, come hell or high water.  I wasn’t going to chicken out, be intimidated because he was Donald Trump.  [Read more…]