Tag Archives: sales training

Secret to Your Sales Success: Opening the Vault

What is it that the best sales professionals know….that others don’t?

#selling, #sales training

The Foundations of Success: The Power of Plussing Like Walt Disney

What is plussing? How can it take you to the next level of success? Find out in this inspiring video by Professional Speaker, Author, and Master Sales Trainer Mark Bowser

https://youtu.be/Y9EHnmkkQaI

The Philosophy of the Vault: Your Key to Successful Living

Your Team is One of Your Greatest Assets

By Mark Bowser

Why do people go back to the Disney Parks over and over again, year after year?  Is it the fun rides? Is it the awesome shows?  Yes and no.  Yes, the shows are incredible and the rides are tremendous fun. But, that is not what brings people back.  Walt Disney World is the most traveled to vacation destination in the world for one reason and one reason alone.

Walt Disney said, “The first year [at Disneyland] I leased out the parking concession, brought in the usual security guards—things like that—but soon realized my mistake. I couldn’t have outside help and still get over my idea of hospitality. So now we recruit and train every one of our employees. I tell the security police, for instance, that they are never to consider themselves cops. They are there to help people. The visitors are our guests. It’s like running a fine restaurant. Once you get the policy going, it grows.”

People go back again and again to Disney because of the service.  Or, what Walt called “Hospitality.” Disney makes people feel good.  They make us feel special. They give us a magical experience. Someone who is not part of your official team should never be on the front lines servicing your customers. In other words, outside vendors or contractors will never be able to do as good of job as front line team members in servicing your customers. Why?  Because you can’t control their training and the odds are they aren’t sold on your business philosophy.  It is more likely a job to them.  A paycheck…not a passion for the organization.

On the other hand, you will discover what Walt did if you adopt three action principles.

1. Be picky on who you hire.  You are not looking for a warm body.  You are looking for the right person.  Hire nice people. Happy people. Compassionate people. Or, as Jim Collins said in his runaway bestselling book, you need to get “the right people on the bus.”

2. Train them well. Create policies and procedures with actionable steps to perform extraordinary customer service.

3. Reward your team well.

That is it!  Great business success isn’t that difficult.  We just have to live by simple principles like Walt…and take action on them every single day.

*To check Mark Bowser’s speaking availability for your next conference or training event then email info@MarkBowser.com or visit www.MarkBowser.com

*Mark Bowser is the author of several books including “Sales Success” with Zig Ziglar, “Some Gave It All” with Danny Lane (endorsed by Chuck Norris), and inspirational books such as “Jesus, Take the Wheel.”

Selling Is a Daily Routine

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.

How To Sell More – The Law of Averages

By Mark Bowser

If you put your sales message in front of one person, you will reap a small harvest. If you put your sales message in front of 10,000 people, you will reap a larger harvest.

Understanding and using the Law of Averages leads to more sales and customers for your business. How? When you take an action enough times, a ratio of statistics will begin to introduce itself.

Let me explain. I grew up in Indiana where basketball is king. In fact, my hometown of Anderson has the second largest high school basketball gym in the nation. The “Wigwam” holds just under 9,000 people. The largest high school gym is just 30 minutes down the road in New Castle where their field house seats around 9,300 people. We take our basketball seriously. We also use the Law of Averages. It is called free throw percentage. Games are won and lost at the free throw line.

Games are won and lost in the business world too. Not at the free throw line, but in how we use the Law of Averages. Let’s say that you talk to one hundred people about your business. Two out of those one hundred become new customers of yours. Now you have a ratio. Two out of every one hundred people that you talk with will become a customer. That is exciting! Why? Because the Law of Averages tends to repeat itself. It is consistent. There is a great chance that if you talk with another 100 hundred people, you will gain two more new customers.

I know what you are thinking, “Mark, how can you be so excited? It is only two percent.” Yes, it is only two percent, but it is a place to start. In time, it might be four percent, and then eight percent, and so on. How do you change the Law of Averages? By getting better. By growing. By learning Influence, Leadership, and Sales skills. Also, we have to remember, that those original two percent are going to talk about us. So, if we create them into loyal customers then that word of mouth is going to bring in even more new customers.

There is also a lot of other ways to sell and market. What if you reached your prospects by sending out direct mail pieces and post cards, voice broadcasts, billboards, etc…? How we use the Law of Averages can be endless. It also helps us know how to use our marketing/ sales dollars best. Let’s say that we send out two different post cards to one thousand people each time. By using the Law of Averages, we can see which post card works best. A change in the wording or a change of look can make a big difference to the response rate. The Law of Averages is great! Begin to use it for your advantage and you will be amazed how much more successful your business will become.

*Excerpted by “Sell Your Way To Success” by Mark Bowser. Get your copy today at

http://amzn.to/XWGK8M

*To check Mark Bowser’s speaking availability for your next conference or training event then please email info@MarkBowser.com or visit http://www.MarkBowser.com

Selling To Your Strengths

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.

👉Mark Bowser is the author of several books including “Sell Your Way To Success” (http://amzn.to/XWGK8M) and “Sales Success” with Zig Ziglar (http://amzn.to/1QhCiph).

👉To check Mark’s speaking availability for your next training seminar or conference then email info@MarkBowser.com.