What is it that the best sales professionals know….that others don’t?
#selling, #sales training
What is it that the best sales professionals know….that others don’t?
#selling, #sales training
Successful selling is about daily habits. The kind of life we will live is determined by the kind of day we choose to live. Dr. Mike Murdock said, “The secret of your future is hidden in your daily routine.” Because of this it is vital that we consciously choose good selling habits.
What are your selling habits? Are they leading you to more sales…?
*To schedule Mark Bowser as a speaker for your next conference or training event, then email info@MarkBowser.com or visit http://www.MarkBowser.com HURRY! Mark can only accept so many speaking days on his calendar. Make sure your day gets on it before someone else takes your day.
By Mark Bowser
“Play your game,” said Coach Galen Scott. The pointed advice was given to a very weary, frustrated college tennis player. If you haven’t guessed, that frustrated athlete was me. I was losing matches, my mind was clogged, and I didn’t know what to do. That is when Galen stepped in an instructed me to play to my strengths.
Galen Scott was not my college tennis coach. Galen was my personal coach. He had been training me for years and had shaped me into the champion that I had become…despite the recent challenges on the court.
However, here was the dilemma. My college coach was telling me to play a style that I wasn’t used to, comfortable with, or trained to perform at a high level. In other words, my college coach was telling me to play towards my weaknesses instead of my strengths.
Why would a coach do such a thing? Why would anyone instruct someone to play towards their weaknesses? Could it be that he was wanting me to develop them into strengths? Or, is it more likely that he personally was more comfortable with that style?
Tennis in many respects is an individual sport. Players are more suited to play certain styles. I was gifted with quick feet, solid power, and a soft touch with the racket. Thus, Galen shaped me with a style best suited for me which was a classic serve and volley game. I would hit a big serve and follow it to the net to conquer the point and the match with my volley. It worked well. I was relentless. The stress on my opponents was oppressive. I never gave them time to rest. I was coming to the net whether they liked it or not and they were forced into a situation where they had to hit excellent shots…or lose.
“Play your game” was ringing in my ears. Do I listen to Galen and have a great opportunity to win or do I listen to my college coach and most likely lose. Not a fun decision for an eighteen year old athlete to have to make. Well, I decided to go with my strengths and I began to win matches. As long as I won, my college coach was happy.
The world of selling is the same as the world of tennis. You have to play to your strengths. Some time ago, I had the opportunity to interview successful sales leader Mark Marshall.
At the time I interviewed Mark Marshall, he was the Sales Director at PQ Systems, Inc in Dayton, Ohio. PQ Systems provides quality software solutions for companies who want to improve their systems and document their quality performance.
After talking and learning from Mark, I believe there are three vital elements that every sales professional has to keep in mind to play to their strengths.
One, it takes time to develop your strength. Mark Marshall believes it takes about a year for a new sales professional to get things going. In many cases, that is true for the brand new sales representative just entering the profession of selling or the veteran joining a different company’s team.
Mark Marshall puts his sales representatives through a rigorous six to twelve month boot camp style training program before they are turned loose to call on customers by themselves. He believes that the roll playing and structured approach is vital for all people who want to succeed in sales and he is getting results that are proving that thought to be true.
Two, trust is the key. When Mark took over as Sales Director at PQ Systems, they were as he put it a very “transactual” team. Their approach was mechanics of selling instead of relational selling. Mark soon changed that. Today, the PQ Systems sales team focuses on building trust and rapport. They are less about product and more about solutions that serve the customer. Mark says, “We are the experts and we help them.” Don’t miss those words “we help them.” When sales professionals focus on serving the customer then closing the sale and commissions have a tendency to take care of themselves.
Three, always seek improvement. The top sales professionals from all industries never believe that they have arrived. There is never a place where we have learned enough. With this belief comes an endless reservoir of energy, growth, and an unlimited potential of sales.
Mark Marshall believes that one of the best ways to seek this constant improvement is to stay in touch with past colleagues. Mark talks with them and gets their thoughts on contemporary challenges. He has discovered these colleagues to be a wealth of knowledge, ideas, and experience. Mark then takes their wisdom and applies it with his team with great success.
So, let me ask you, are you selling to your strengths or are you floundering in someone else’s style? You will only be your best when you play your game. That is where the gold is found.
👉To check Mark’s speaking availability for your next training seminar or conference then email info@MarkBowser.com.
By Mark Bowser
If you don’t plant seeds today, you won’t reap a harvest… tomorrow!
The Law of the Farmer is one of the great success truths of all time. You can find this truth in the ancient book of Matthew found in the Bible. The Great Teacher went down to the sea shore and a great crowd amassed around him. Everywhere he went, the crowds would gather. The Great Teacher looked over the crowd ready to hang onto His every word.
He stepped into a small boat and was pushed a few feet from shore. In this way, the masses would not only be able to see Him more clearly, but would be able to hear Him more effectively as well. The Great Teacher opened His mouth to speak. A hush came over the immense gathering of humanity. The Great Teacher said, “A farmer went out to plant some seed. As he scattered it across his field, some seeds fell on a footpath, and the birds came and ate them.” Let’s stop right here and see what this has to say to us today. The seed fell on the path and birds came and ate the seed.
Hmm? What does that mean? Well, I believe that some people get set in their ways. They like the old way of doing things. They like the old way of seeing things. And they like everything to stay the same. These people are not willing to change and grow. You position your product or service to this individual (you plant a seed). This person is so closed minded that they don’t even see the opportunity so the seed is stolen away, in this case by the birds.
Let me give you an example. For how many years have some medical doctors disagreed with the practice of Chiropractic? Too long to count. Many of them aren’t even willing to consider the possibility that chiropractic care could help their patient. Their patient is not getting better but they would prefer to fail their patient then to open their eyes to refer them to a doctor of chiropractic. My family doctor is different. He had no problem with me seeing my chiropractor Dr. Paul Juszczyk. Why? Because his eyes are open. Now, you might be thinking, “what if the person I am talking with is closed minded? What if they are the seed that falls on the path? What do I do?” My advice is do nothing. Move on to the next prospect. You see, their hardness of mind and heart is not your issue. It is theirs. You did your part. You planted a seed. In this case, it just didn’t grow and that is not your fault.
Let’s get back to the story. The Great Teacher said, “Other seeds fell on shallow soil with underlying rock. The plants sprang up quickly, but they soon wilted beneath the hot sun and died because the roots had no nourishment in the shallow soil.” What does this mean for us? Well, some prospects for your product/ service get very excited about what they are hearing and seeing. The challenge is that they take no action. Because they do nothing, the motivation begins to fade away to where in a very short time the seed begins to die. One of the ancient writings says, “But be doers of the word, and not hearers only, deceiving yourselves. For if anyone is a hearer of the word and not a doer, he is like a man observing his natural face in a mirror; for he observes himself, goes away, and immediately forgets what kind of man he was.” Without action, many seeds will die. So, what should we do? Get the prospect to take action. Get them to make the appointment, fill out the form, whatever, but they must take action immediately or we will lose them.
Next part of the story reads, “Other seeds fell among thorns that shot up and choked out the tender blades.” The thorns could be the other stresses in our lives that preoccupy our minds. When a prospect has a thorn there is not much you can do. The timing may be wrong. You did everything you could possibly do. You planted your seed. Now, it is a waiting game. Contact the prospect on a regular basis to stay in touch. But don’t just call them up and say, “Hi. Just wanted to give you a call to touch base.” Yuk!! You got to give them value. That is why I like
newsletters and ezines. It is a great way to stay in touch and at the same time add value for them. Pack your newsletters with helpful articles that are going to improve their lives and reduce the stress (the thorns).
The Great Teacher finishes His story with, “But some seeds fell on fertile soil and produced a crop that was thirty, sixty, and even a hundred times as much as had been planted. Anyone who is willing to hear should listen and understand.” Why do some seeds produce more than others? I haven’t a clue. But the truth is that some do and we don’t have to be concerned with the “why.” All we have to do is plant the seeds, water them and fertilize them, and be ready to bring in the harvest.
Another time, the Great Teacher said, “Keep on asking, and you will be given what you ask for. Keep on looking and you will find. Keep on knocking, and the door will be opened. For everyone who asks, receives. Everyone who seeks, finds. And the door is opened to everyone who knocks.” I think this teaches us not to give up. To be persistent. If you are digging for gold, you will have to uncover a lot of dirt to find a nugget, but if you keep asking, seeking, and knocking, you will find the nugget. And the nugget is always worth it. It was Calvin Coolidge who said, “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than the unsuccessful man with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent…” Stay the course and you will be successful. The Law of the Farmer works and it will work for you too.
*Excerpted from “Sell Your Way To Success” by Mark Bowser. Get your copy at Amazon http://amzn.to/XWGK8M
P.S. Mark Bowser would like to thank the late Jim Rohn who inspired him to look at this Bible story with fresh eyes.
“If you choose to tap into your greatness, then you will live an extraordinary life. We may not all be famous. We may not all be financially rich. But we all have greatness to make a difference in this world. Dr. Martin Luther King, Jr., said, ‘If a man is called to be a street sweeper, he should sweep streets even as Michelangelo painted, or Beethoven composed music, or Shakespeare wrote poetry. He should sweep streets so well that all the hosts of heaven and earth will pause to say, here lived a great street sweeper who did his job well.’”
*Excerpted from “Sell Your Way to Success” by Mark Bowser. Get Your Copy Now from Amazon! http://amzn.to/XWGK8M
“How can you be so incompetent? One sale! One sale! How can you only make one sale in a month? That is ridiculous. It was a measly sale at that!” bellowed an extremely angry and frustrated sales manager. “Jack, if I don’t see improvement soon, you are out of here.” “Not again,” thought a very depressed, dejected Jack Blake. This was his third sales job in a year and he was failing again. “What is wrong with me?”
*Excerpted from “Sales Success” by Mark Bowser with Zig Ziglar and Scott McKain
If you have ever felt like Jack then rest assured there is nothing wrong with you. You may just lack proper sales training. “Sales Success” can be that answer for you.