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This was emailed to me yesterday on Halloween:
Jeffrey,
Here’s why Halloween should be a national sales holiday:
On Halloween Trick or Treaters are really salespeople in disguise!
1. Trick or treaters dress for success.
2. The most effective trick or treaters plan their routes wisely to maximize their time in the field.
3. The most successful trick or treaters start early and work late.
4. The most successful trick or treaters ask for the order! (Trick or Treat?)
5. The most successful trick or treaters network to find out where the best treats are to be found.
6. It’s a night filled with cold calling.
7. Savvy treaters have been known to try to ask for their fair share, wait a while, and return for an up sell.
8. If you want to make more treats, you have to make more calls.
9. Smart treaters always say thank you.
10. At the end of the day, if you didn’t get all the treats you wanted, you only have yourself to blame.
Happy Halloween!
Andy Dix
I smiled when I read it -- like you just did. Then I thought about it again when I went over to my daughter’s (and granddaughters’) house to watch and participate in the Halloween festivities.
Here is the rest of the list to prove that Halloween is not only a sales holiday, it’s a sales event, a sales process, and THE sales lesson of all time. And you thought it was all about the candy.
Read the full article... |
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Jeffrey Gitomer LIVE!
Birmingham, AL
November 11th & 12th, 2010
Jeffrey Gitomer LIVE! - Birmingham, AL: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success.
Birmingham Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement.
Register NOW!
Jeffrey Gitomer LIVE! - Birmingham, AL
Jeffrey Gitomer's Birmingham Managers Event
Jeffrey Gitomer LIVE! - Minneapolis, MN
December 2nd & 3rd, 2010
Jeffrey Gitomer LIVE! - Minneapolis, MN: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success.
Minneapolis Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement.
Register NOW!
Jeffrey Gitomer LIVE! - Minneapolis, MN
Jeffrey Gitomer's Minneapolis Managers Event
| Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Corporate Sponsorships are now available at any of our public seminars. Sponsorship packages start at $1500 and can be customized to meet your needs and maximize your budget. Click here for information and learn how Jeffrey can help YOU! |
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What are you doing in 2010 to prepare for 2011?
Join Jeffrey Gitomer and a select group of presenters for a weekend sales training and personal development EXPERIENCE!
December 9th -12th in Las Vegas at the Green Valley Ranch Resort
Limited Seats Available – View more details and purchase your ticket TODAY!
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Jeffrey,
I sell copy machines for a business solutions company. Most of my sales comes down to price wars with the competition. I don't feel that I am selling the value to my customers. Will you please recommend some techniques on selling value to a prospect so the sale does not become simply about price?
Dan
Dan,
I have found that salespeople are more nervous about price than customers and it’s better be known as the “value guy” instead of the “price guy.” It's obvious that you are focused on price, even though you think they are focused on the price. Companies want a reliable copier, not a cheap copier. Companies want a high-quality copier, not a cheap copier. Companies want a reasonable maintenance program so their overall costs of operation can be less over time, even though initially they paid a higher price. And companies want a copier company that will be there when they call. All of these elements are greater than price - start your focus there.
Best Regards,
Jeffrey
Jeffrey,
I am a sales manager for an auto auction. I need help organizing my work schedule. I have over 40 dealers to call on every Monday to see how many vehicles they will be sending to auction. My boss wants new accounts and I am having difficulty determining who to see, when to see them, and when I have time for sales calls!
Doug
Doug,
Try emailing every customer, every morning, to find out the information you use to get by calling. Pick your ten selected dealers each day and only call them. By doing this you’ll reach everyone personally for the relationship-building aspect and mechanically by email for the “how many cars?" part of your job. Once you begin to do this successfully you will get referrals from your existing customer base.
Best Regards,
Jeffrey
Send your questions for Jeffrey to Elizabeth!
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It’s not what you know, it’s who you know.
By: John Horne
When I was growing up, my parents emphasized the need for a college education. They felt it was the path to success. They also taught me that if I worked hard enough, I could achieve great success. It’s human nature to want a better life for your children. But as we grow into adulthood we become aware that sometimes, no matter how hard you work, or how much education you receive, or how many endless hours you put in, you still may not reach your goals.
If you are in sales, there is nothing that will help you achieve success more than learning how to connect and build relationships with the right people.
As a sales trainer for some of the top real estate agents in the country, I spend a lot of time teaching them how to build a great network - what I like to call a “mini” sales force. If you want to build a massive, referral-based business, you MUST form network groups and you MUST meet with and touch them on a regular basis.
The first step in the process is to determine who should be in your group, and what professionals complement your particular product or service. If you were going to form an NBA team of the top five players, who would you choose? You have to decide what positions you need to fill, and then analyze the players to determine their strengths and weaknesses. In the sales world, we have to do the same thing. A real estate agent, for example, would want to be paired with a great loan officer. Real estate agents should also partner with a financial planner. Financial planners make great partners because they work mainly by referral and they are great at asking for the referral to build their client base. Agents should also consider partnering with a C.P.A. or tax professional, as well as a local insurance agent that will share their client base.
Keep in mind these network groups are not always easy to form. Every member of the group has to be willing to “cross-sale” each of the other members. It has to be a two-way street.
Think about forming a “mini” sales team in your business. Who should you partner with? Once you decide, do more than plan. Execute by simply picking up the phone and saying, “I think I have a way that we can help each other get more business. Would you like to have coffee?”
This technique of building a mini sales team will pay off in a big way – and it’s just one of the many referral building ideas you’ll find in my book Just Shut Up and Buy the House. It’s not just a book for real estate agents or loan officers; it is also for any sales professional that would like to generate a huge referral-based business. To download your free copy, visit Just Shut Up and Buy the House
With more than 800 real estate brokers under his direct supervision, John Horne, CEO of Agent Edge Training, Inc, is considered one of the top brokers in the U.S. He is the Broker in Charge of the second largest real estate firm in North Carolina. He is a graduate of UNC Wilmington and the Organizational Development and Group Facilitation Program through the Institute of Government at UNC Chapel Hill. John is a member of the President’s Club and a graduate of the Sandler Sales Institute and the Results School of Marketing. He is the author of Just Shut Up and Buy the House and has just been accepted into the prestigious membership of the American Society for Training and Development professionals.
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Tools to help you find YOUR mission
Does your company have a mission statement? Do they live up to its message? Do YOU live up to its message? This week's deal will help you write (or re-write) your personal sales mission statement AND allow you to lead yourself, lead by example, and lead the team. Best of all it will lead you to the BANK! The deal includes Jeffrey's Sales Revival teleseminar CD, his Little Teal Book of Trust , and his Customer Loyalty Flip-Book. All for $39.00
Order the Deal of the Week now! |
The Daily Beast reports that Joan Smalls, the 21-year-old Puerto Rican model who has walked catwalks from Rodarte to Vera Wang, must be getting what she wants behind the scenes. She's reading Jeffrey Gitomer'sLittle Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others
Send your GITOMER SIGHTINGS to Elizabeth or post them on Jeffrey’s Facebook Fan Page.
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"As the real estate market bounces in availability, price and value, as interest rates fluctuate, and as the availability of credit ebbs and flows, each of you needs a voice of reason to aide you in helping your clients make the biggest financial decision of their lives. That voice of reason is John Horne. Buy this book, study this book, and bank on this book as you help your customers buy real estate at the most opportune time in 100 years."
-Jeffrey Gitomer, author of Little Red Book of Selling
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Charleston, SC
10/29 Little Black Book of Connections Instructor Led Workshop
Birmingham, AL
11/11 Managers Seminar
11/12 Sales Attitude Seminar
Roanoke, VA
11/12 Customer Satisfaction is Worthless, Customer Loyalty is Priceless Instructor-Led Workshop
Albuquerque, NM
11/18 Managers Seminar
11/19 Sales Attitude Seminar
Minneapolis, MN
12/02 Managers Seminar
12/03 Sales Attitude Seminar
Las Vegas, NV
12/09-12/12 Boot Camp 2010
Reno, NV
02/16 Managers Seminar
02/17 Sales Attitude Seminar
San Jose, CA
04/07 Managers Seminar
04/08 Sales Attitude Seminar
Expand Your Brand: Is your budget limited but your needs are not? We understand and have a cost-effective solution to connect you to hundreds of business men and women in your community. Click here for information on how you can be involved as a Corporate Sponsor and learn how Jeffrey can help YOU!
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AgriCULTURE
by: Todd Gash
When most people picture a farmer, a few classic images come to mind: A tractor, pitchfork, overalls, or perhaps a John Deere hat with a smudge of grease on the brim. When I picture a farmer, however, I think of $500 Hart Schaffner Marx suits.
I grew up in a small farming community in rural Kentucky where my family owned a clothing store for over fifty years. These were the days before Wal-Mart had permeated every nook and cranny of the American landscape and teenagers actually wore pants with belt loops…and used them. Every day after school I would work in my parents clothing store. We were not a specialty store like you find in most shopping centers today; we were a necessity store. If you needed socks, we had them. New school clothes? We were the place to shop. If you needed a pair of blue jeans, work boots, or a dress shirt, you came to our store. Even when it came time to rent those tuxes for prom (think baby blue…remember we are talking the '80s here) we had them! We also sold Hart Schaffner Marx five hundred dollar suits. WHAT?? Five-hundred-dollar suits to a bunch of dirt-under-their-fingernails farmers? Yep.
In my town, like many small towns across America, suits were worn on two occasions -- to church and funerals. That meant that one well-made suit could last longer than most of their pickup trucks. And for some it meant they would probably be buried in them. The people in our community appreciated value and were willing to spend money on something if it was necessary and would last. When one of our customers decided it was time for a suit, I would show the selection of dark blue, gray, or black suits and would then lay out a selection of ties on the table for them to choose from. I would then sell them dress socks, shoes, and the occasional set of cuff links and a pocket square. Since most of our customers knew our store and our family, they knew that we were selling them what was needed. I was good at matching ties to suits and they began to trust my judgment. We made a lot of money selling expensive suits to farmers and others in the community. (The real challenge was getting them to not wear their work boots with the suit.)
So, how can you sell a $500.00 suit to a farmer?
1. BECOME A RESOURCE FOR YOUR CUSTOMER. We understood the needs of our community. There was no reason to shop anywhere else. When you are intimately connected to your customer base, you can anticipate needs and establish trust.
2. CREATE A BUYING ATMOSPHERE, NOT A SELLING ONE. On any particular day, you would find a handful of men and women standing around our store talking, sharing news or gossip, and drinking coffee. Not once did anyone ask them if they were going to buy. We knew that they were going to buy…when they were ready.
3. DON’T UNDERESTIMATE YOUR CUSTOMERS. Never prejudge the buying motives of your customers. Prove value and customers will buy.
It just goes to show you that it does not matter who your customer base is, as long as you are giving them what they want. Build those relationships, be trustworthy, and add value -- and they will become a loyal consumer. So what are you doing for your customers?
Todd Gash is a Gitomer-Certified Speaker who delivers customized and personalized seminars on sales, customer loyalty, and personal development. To book Todd for your next event, visit our website at www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.
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The Value of Writing Skills - Part 2
By Andy Horner
Did you know that before you read an email you scan it first to determine if you “want” to read it? This “always on” scanning mode helps you filter out the noise from the salient, important information from your inbox flood.
Without knowing it, you probably do this with the articles in the “Sales Caffeine” each week. And guess what? Your customers scan your emails too!
In the blink of an eye, your customers evaluate every email to meet two criteria:
Is the message important?
Will it be quick and easy to read?
Even if your information is important to your contacts, if your emails don’t produce a “yes” for criteria #2, they may be ignored or deleted right along with the spam.
To get your emails read and get a response, you must format your emails for scanning.
Here’s the winning hand for writing emails that are quick and easy to read:
Ace of Hearts: Keep your emails and ezine articles short. Remember, your ideas, pitches, arguments, and benefit messages are far more interesting to you than anyone else. Need proof? Ask yourself why your spouse says, “that’s great, Honey” instead of “No...way, tell me more!” when you talk about work. Try to keep everyday sales emails to 150 words. Limit your lead ezine articles to 400, about the size of this article. If your emails go on and on, they immediately fail the scan test and you’re toast.
King of Hearts: Restrict the majority of your paragraphs to three sentences or less. Long paragraphs are scanning quagmires that can trigger the subconscious mind of your recipients to demand, “next email!”
Queen of Hearts: If you can’t avoid writing a large paragraph, make it easier for the reader to scan. Summarize the paragraph with a bolded title and structure the main points as a numbered or bulleted list. The result – instant “scannability!”
Jack of Hearts: Don’t bury your calls to action inside a paragraph. Whatever you’re prompting your recipient to do, whether it be download a PDF, visit a webpage, register for a webinar, or answer a question, put it on a line by itself and bold it.
Ten of Hearts: End your emails with a dialogue opener, not a closer. Stop writing “best wishes” or “warm regards” at the end of an email. It translates to “have a nice life.” Instead, use a valediction that opens a dialogue. Try “Thoughts?”; “What do you think?”; or “Eager for your reply.”
Andy Horner is the Product Manager for Ace of Sales. He has worked in sales and marketing for over twelve years. He specializes in the design and technology side of Ace of Sales development combined with relationship marketing and sales. His goal with Ace of Sales is to create the best sales tool on the planet! To connect with Andy today, email andy@aceofsales.com. |
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Your Success Stories
"As a long-time subscriber to your newsletter, and recent attendee at your Houston sales conference, I finally decided to take the plunge into developing a social media strategy. I'm using Ace of Sales, have made my personal Facebook page more professional, set up a company Facebook page, updated my LinkedIn page, created a Twitter account, and have started a blog. While I have not yet developed a huge following with these sites, I have yet to find anyone else in my industry who even has more than two of the above. I've still got much more to do, and may make some mistakes along the way, but I aim to have an established social media presence long before others in my industry get going!"
-Chris |
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Each week, we feature a salesperson's success story. Please send your stories to Elizabeth or post them on Jeffrey’s Facebook Fan Page.
If your story is published, we'll send you a free e-Book! |
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Jeffrey's Sales Rant is a clip from his online training video library.
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"Your physical status may be robbing you of a chance for fiscal success."
Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
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LIVE EACH DAY AS IF IT WERE YOUR LAST, AND YOU’LL DEVELOP A KEEN RESPECT FOR OPPORTUNITY.
If you had only one more day on this earth, how much sharper your senses would be. The beauty of nature, the simple pleasures of life, would be indescribably wonderful, and every moment would present an opportunity to spend quality time with your family and strengthen relationships with friends, acquaintances, and business associates. Every thought would be laser-sharp in that highly focused state. Well, today is the last day on earth for today’s opportunities. Don’t let them pass you by.
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