How Paying Attention Netted me a $127,000 Contract!
In 2000, I was one among many trainers competing for a six figure sales training contract with a South Florida software company who was dissatisfied with their outbound telemarketing sales results from the prior two financial periods.
Mrs. Jimenez, the gatekeeper, whose contact information was e-mailed to the other 19 trainers and me, invited to bid on this sizable training assignment, was very matter of fact during our first phone conversation, as would only be expected.
During our conversational exchange I detected a real sense of stress in her voice so I asked if she would prefer that I call her back at a later, less busy time.
“No”, she said and continued with, “I just received some distressing new about my husband’s job and I’m a little distracted, now and I apologize to you.” I empathized with her and offered to help, commenting I had local contacts I’d be glad to call, on his behalf.
Her husband, a mid-level bi-lingual manager, who had been employed for 18 years with a large OEM tool distributor in Miami, just received his pink slip. This was a complete surprise since his recent job performance report awarded him a 5 of 5 stars ratings.
Getting this news, without any prior warning, was cruel and unusual punishment, especially for a loyal employee with an 18 year one-company employment history!
When I inquired further about his job title, responsibilities, bi-lingual skills and whether he was interested in seeking employment since he was already close to retirement, she affirmed my suspicions that his salary loss, at this time, would be ‘catastrophic’.
I made no promises but I ended the call on a pleasant note.
The next day, I made six calls to local friends, associates and past training clients. One of them ‘knew of a plastics manufacturer just a few miles up the road who was adding an export sales department.”
Aha, wasn’t Jimenez bi-lingual? My friend agreed to immediately seek more information. He called his contact at the plastics manufacturer who told him, “Yes, we’d like to interview a bi-lingual person, as soon as possible, since we have no one on staff and we have bushels of export inquiries which need translation.”
Shortly after, I called Mrs. Jimenez and gave her the details and contact information. I can’t begin to describe, in words, her surprise and jubilation. Surprise, that a stranger would make the effort to help and jubilation with my instant results. She asked, if I’d mind calling her husband at home that evening which I agreed to do.
When I hung up the phone that evening, I can’t begin to tell you the feeling of personal satisfaction I enjoyed as a result of making a few phone calls which resulted in something positive happening even though I had no idea whether a job offer would result.
In Paul Harvey’s lingo, the rest of the story is: Jimenez interviewed well and was hired, part-time, which became full-time 22 days after his first interview.
As a result Mrs. Jimenez became my inside scout at the software company. When I asked her who the power broker was on the Training Review Committee and if I should be aware of any past good or bad history with contracted trainers, she gave me the competitive intelligence I needed to make ‘the convincing presentation’.
Talk about a win-win opportunity.
The Lesson: Pay attention! You just never know where it will lead.
PS When I visit Miami I always have an open invitation for dinner.
When Sales Opportunities Knock Will You be Ready?
In 1983, I opened the doors to my current company, Leads-Plus Inc. Then, I decided (against the advice of my peers) to narrow focus my sales consulting services rather than become a generalist, as did most of my peers. My niche was then and still is: training b2b sales professionals and small b2b owners how to painlessly and systematically get new customers. Much to the chagrin of my wife, I have passed up other sales training assignments outside of my niche expertise. I even coined the phrase: Power Prospecting® from which I developed a copyrighted formula.
From 1967-1978, I repeatedly tested and perfected my sales prospecting formula. In my early years it was primitive. While it produced results it wasn’t consistently successful. Oh, it worked well enough for me to book enough new sales clients to exceed my sales quotas and to rapidly progress up the corporate sales ladder. I became National Sales Manager for a computer industry leader at age 32 which is still remarkable by today’s career path standards.
Today, several hundred b2b clients later, the Power Prospecting® Formula continues to consistently improve and work its magic even in this lean economy. My point is simply this: dedication, perseverance and patience continue to payoff. When planted in fertile ground, they sow the seeds of prosperity, even in today’s economy. Here’s a case in point.
About 9 months ago, a CPA referred me into one of his b2b clients. The client provides technical OEM services to major corporations in one of the three very competitive growth industries which fuel our Central Florida Economy. Sales were flat, even before the effects of this Recession began to trickle down into our marketplace.
I was hired to work with one sales person and tasked to help him develop new market segments and to grow his prospecting skills. We developed a solid personal chemistry and worked well together. This young man, while lacking formal education, was highly motivated to learn from my experience and to apply my expertise to his selling style.
Since January he has become a first-rate sales prospector with polished, confident phone qualification skills and a disciplined mind for staying on-point and on-purpose, regardless of the sometimes sour attitudes of those he calls on, weekly.
As a result, he has become a sales star by greatly exceeding the expectations of his boss, his peers; and even himself. When we started the process he had doubts. I didn’t! I’d worked with enough raw sales talent since 1983, to have an experienced eye to spot a ‘diamond in the rough’. This young man was hungry to improve himself and to succeed.
I welcomed this opportunity to help him fulfill his destiny and mine, too. In sales, results speak louder than promises. Monthly sales and the size of the individual sales contracts have both tripled over this same period last year. Competition is a distant memory and the sales pipeline is full of qualified new prospects ready to join the ranks of satisfied customers.
Can I take all the credit? No. I was presented with an opportunity and the right set of circumstances with a client that needed my polished and proven skills set. I was ready for that ‘knock’, ‘knock’ on my door.
My question for you is this: What have you done lately to improve your skills set so when your sales opportunity knocks, you will be ready?
Getting Client Referrals is Easy. Here’s How to Ask!
Picture this: you are sitting in your client’s office discussing the final details of your recently completed consulting assignment. The client, the company’s Marketing VP, Sales Manager or President, begins the conversation with small talk about the noticeable jump in sales since you and your sales techniques were applied by her sales team. You can tell by her gestures and voice she is absolutely thrilled with the results!
Test Question:
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Do you thank her for the compliment and sit quietly with a Mona Lisa-like smile on your face?
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Do you just nod your head in agreement and thank her?
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Do you say, “[Mrs. Prospect], now that you have experienced first-hand my value-added services, which one of your vendors, do you think could use my services?”
Number 3 is the answer! Provided, you wait for the client to respond with a company name or individual’s name at a named-company. Then, you follow with this bridging statement: “[Mrs. Prospect], while I’m here why don’t you call and introduce me to
[individual’s name at a named-company]?”
What if the client sits there silently, without answering? You say, “[Mrs. Prospect], you know, my training delivers sales results. I can probably do the same for Bob Smith at ACME Widgets, so your introduction right now will benefit both of us.” Again, wait for an affirmative reply.
I know what many of you are thinking. This guy’s smoking funny cigarettes; or been sitting in his car in traffic too long, sniffing exhaust fumes; or, this is not my style, or it’s too brassy!
My answer to you, as I have defended my actions many times in 31 years, to similar incredulous comments is, “Try it. You may be pleasantly surprised!” Here’s why. Your client, verbally and with gestures, expressed her satisfaction. She began this conversation with laudatory remarks. FACT: 3 clients, in 31 years, have refused me!
If a client is this satisfied with the results of my work, it is human nature for her to want to return the favor, even though I’m paid well as their consultant. In many instances, it’s an ego thing. They want peers to know how smart they are by hiring you, a proven expert who delivered on their promises! They are thrilled to share the good news with others. So, just ask. Do it when you are in their offices, not over the phone. What is the worst that could happen? She could say, “No”. Instead, I know you will be pleasantly surprised most of the time!
How to Turn Good Ideas into Killer Apps!
I have always considered myself to be a resourceful person. One who can move a good idea along to the next stage until it becomes a killer app or useful tool. Here’s my method for making it happen.
My week begins 4:00 am each Sunday. For 31 years, I’ve used a Franklin-Covey Planner with the 2 letter-size pages for each day because my handwriting is large. One page has 2 columns: Column 1 for my 3 each, A-type Priorities identified Prioritized Daily Tasks and column 2 for time from: 4am – 8pm.
The opposite page is for ‘Daily Notes’. This page is further divided into 4 sections. The top 14 lines are for Communications which include: phone calls, voice-mails, e-mails and, even snail-mail correspondence to be completed this day.
The next 18 lines are for Action and include my hand-written notes concerning the 3 A-type Priorities from the opposite page, as well as any addition remarks from the Communication section. I’ve learned to only schedule 3 A-type Priorities each day to manage those must-do activities which will move my goals forward.
My Monday Pages always include another category: New Idea, which I write any idea worth consideration that will promote my book sales and consulting services. During the Week, I return to this New Idea section and write timely, relevant notes.
The last Section is Food, where I record my daily menu. I’m a Type 2 diabetic, so what goes into my mouth goes onto this page together with the time of consumption.
At month-end, before I summarize my month’s activities and remove the pages which are then saved in a past months binder, I go back and review each Monday’s New Idea and my notes for that day.
Then, I select the Best Idea of the month and I create a Projects-in-the-Works Action page where I time-line what steps to complete to move this Best Idea out of the idea stage and into the action stages.
Some of my past Best Ideas included: converting my printed books into ebooks; authoring blogs for each ebook and my consulting services; and cross-platform marketing concepts which increased revenues.
Since I prefer to use a paper-based appointment planner system instead of an electronic PDA or smart phone, I know there is some duplication writing and re-writing. While re-writing may appear tedious, I think best on-paper plus, by re-writing I conceptualize my thoughts more effectively. It fits my particular comfort zone.
My good ideas capture system makes certain good ideas don’t fall through the cracks since I have an orderly but hectic daily schedule. What works for me may not fit your work ethic but I encourage you to create your system to capture your Best Ideas.
Ok, so what works for you?
What Your Reading Habits Reveal about You
Recently, a client, who was interviewing b2b sales candidates, asked me: What one question would you ask each sales candidate, and why?
My reply surprised him when I quickly answered, “Name the title of the last non-fiction book you read and why you read it?” One’s reading habits reveal much about one’s priorities, disciplines and motivations. Success in the sales profession requires balanced doses of each.
Selling is more of an art than a science. If we reverse a few steps in the sales process we may still close the order. Do the same with a scientific experiment and the desired chemical reaction is not likely to occur. As an art, there are variations which will work to accomplish the end result of a successful sales transaction.
While understanding and learning the sales process is best achieved by doing rather than passive learning such as: reading, viewing a video or computer-based-training course; or, completing a game-based learning challenge; reading about the experiences of sales experts, in other industries, is a valuable and relevant learning tool.
Reading combined with these two disciplines: 1] Re-composing, in one’s own words and adding memory hooks to the recently-read concept and; 2] Hand-writing a short explanation of the same concept. Just the process of writing our interpretation improves our memory retention of concepts we may wish to recall and apply at a future time.
Reading to improve one’s job skills and to acquire new techniques should become a weekly habit. Product knowledge is essential and so is reading to improve one’s selling and communications skills. As an art, we can personalize a sales process which best matches our personality and vocabulary and apply it to our specific selling style.
Sadly, the attraction and lure of the Internet’s on-demand social networking participation prevents many new sales people from becoming serious printed book readers. Add to this, the mistaken presumption by many that once one leaves the hallowed halls of learning, formal learning is over.
This mindset can retard a person’s career growth. Aside from the pure joy which accompanies an ‘aha’ learning moment, becoming a lifelong learner pays huge career-related dividends.
When a sales candidate struggles to recall the last non-fiction book they read, it’s a sign of someone who isn’t motivated to improve their skills; or, who lacks the discipline to prioritize self-improvement. Self-learning of new concepts is an essential ingredient of a sales person’s progression.
We are all too busy, but finding the time to read won’t become a priority unless we make it one. Others judge us by how well or poorly we communicate in writing; by our e-mail composition, and our speech.
Reading extends our vocabulary and introduces us to words and phrases that color and anchor the mental images we paint when we attempt to communicate.
So, take a tip from this 31 year sales veteran and make reading a priority to become the sales professional you aspired to be when you joined our noble calling. You have so much to gain.
Besides, you may be asked this question on your next job interview: “Name the title of the last non-fiction book you read and why you read it?” Your answer may well determine the successful outcome of your job interview.
Expressing Opinions versus Taking Action
What if ‘John Hancock’ had signed his name as ‘John H’ or just ‘JH’ instead of his bold first and last name signature stroke for all to view? This was truly a proud, bold statement of one of the few who stood against the Tyranny of the Oppressive Rule of King George in Colonial America.
This was a stroke of penmanship which could lead to dire consequences and did for many of the original Declaration of Independence signors and their families.
I’m challenging all you ‘big talkers’ out there in the blog sphere to cease being so critical and to start applying your skills and talents to initiate something constructive.
Is action too much to ask? I don’t think so. I’ll publish your relevant, verbatim Comments if there is no abusive language and your comments are formed sentences, not just Tweets.
Yesterday, while enjoying a cigar with a good friend, we mused at how few people, today take serious action to convert their opinions into concrete actions. Flapping one’s lips versus walking the talk has become the safe, acceptable behavior.
While freedom of speech is a wonderful expression of what we cherish as Americans and blogging has unleashed millions of individual opinions, isn’t it time to take action to convert concepts into practical realities to give them legs and feet not just voices?
The great divide or chasm between thinking and doing remains broad because of the fear of consequences, scorn by peers; or, it may require effort to do more than lift a finger at a keyboard. Action requires effort, commitment and exposure.
Lately, the Radio Talk Show Media has moved millions of Americans to attend Tea Parties to protest out of control government spending. In cities across America protesters have registered their dissatisfaction with our current Federal Government Policies.
Fair Tax Advocates have formed local groups to take constructive action to move their cause out of the discussion stage. Strong feelings and opinions have motivated some groups to form lines in the sand and to create plans of action.
Whatever your cause, I encourage you to take the next step to take action because we only have to take note of the ultimate sacrifices of our defenders of freedom at the far outposts they guard to preserve our July 4th Freedoms we sometimes take for granted.
While July 4th Celebrations reminded us of our consecrated values, lets demonstrate to those in uniform that we seriously appreciate their actions on our behalf. That we too are brave enough to stand up and be counted and held accountable for our actions.
Do you agree?
Making “Real Money” on eBay!
While you know me as author of this sales prospecting tips blog, you probably aren’t aware I’m also an eBay enthusiast and eBay Consignment Seller who achieved eBay Power Seller status in 2003-2007 by successfully mining a neglected niche market.
Like many eBay consignment sellers, after selling their miscellaneous household items, I was stumped with where to get inventory to fuel my weekly online auctions. Exhausting and frustrating visits to weekly garage sales and consignment shops annoyed me. My peers told me of their nightmare experiences with Drop Shippers. Nope, not for me!
FACT: Where can I get stuff to sell online? Is one of the most popular questions queried online Search Engines. Many of the unemployed, who once poked fun at eBay, are now giving it a serious second look as their day job, especially with Corporate America’s daily announcements of huge layoffs and hiring freezes.
Never one to let a challenge stump me, answering this question became my battle cry. One 2003 February Sunday, while sitting in church, the answer (answers) came to me.
The answers were sitting all around me. The answers were the retired seniors in my church family. Just suppose, I could figure out how to mine the real antiques and collectibles seniors stored in their attics, cellars and garages? I bet some of them could even use the cash!
I did it and I was very successful at it! So, I wrote an ebook about my detailed marketing plan with all the fixings. Everything that worked for me, why it worked and, how to duplicate my success including free prospect list URLs and working forms are included in this 4 chapter ebook. I held nothing back!
The title of this week’s blog: Making “Real Money” on eBay is the title of the first reader review given my new ebook. I’m thrilled the reviewer saw fit to grade it 5 of 5 possible stars. Also, he placed it in the must-read category for anyone seeking to earn big bucks on eBay as a Consignment Seller.
This is the subject of this blog for these 3 reasons:
- The ebook is a near-perfect example of the marketing maxim: Find a Need and Fill It!
- My patriotic contribution for getting America’s Unemployed back to work.
- Unashamedly, I’d like to sell some ebooks at $18.95 each.
At hundreds of workshops I conducted around this country for 17 years, I always said: finding a need and filling it was the Number 1 Rule of Successful Marketing. Add the right timing of marketplace introduction, a product which solves a contentious problem; and, make it affordable. This is the secret sauce for a marketing success recipe.
Wouldn’t it be great if eBay once again became an American Success Story by putting Unemployed Americans back to work? Like the mythical, Phoenix bird rising from the ashes! What a hoot, if my little ebook had something to do with this happy ending.
To get your FREE Preview peek, downloadable to your PC, cell phone, smart phone, electronic ebook reader or PDA, go to: www.mobipocket.com and type: Gordie into the Search box at the top of the page.
It’s appropriately titled: How to Get Stuff* to Sell on eBay (*an Endless Supply of Real Antiques and Collectibles, NOT Drop Ship) and I think it does the Number 1 Rule of Marketing proud. Do you agree?
Multi-Tasking Madness!
As long as I’m attacking useless technologies as discussed in my last post, it’s appropriate for me to attack the ‘horrid’ and rude practice of multi-tasking.
Multi-tasking is roughly defined: as doing several activities at one time. It is another profane transition of our Techno Insane Age because it couldn’t and wouldn’t have existed in past historic periods.
Can you imagine, text-messaging, while being chased (on horseback) by a posse of yelping, scalp-hunting Indians incensed by your poaching for souvenirs on their sacred burial grounds!
Little-known trivia, but scalp-hunting was introduced to the American West by French trappers who fought in the French-Indian War, a Pre-American Revolution conflict conducted along the NE Canadian-American Frontier.
Removing a victim’s scalp, with a dull knife, while he or she was semi-conscious, must have been a painful and humiliating experience usually followed with a slow, horrific death.
Dangerous Times required vigilance of period participants and incidental distractions such as multi-tasking would certainly have brought many more lives to a premature end. Personally, I don’t know which is worse:
· The woman in the car to the right of me on the Interstate adjusting her makeup in the visor mirror, while passing me at 65 mph; or,
· A fellow eating, shouting into his cell phone; and weaving in and out of lanes.
Both are endangering themselves and anyone in their vicinity as long as they retain control of their speeding vehicle.
Some who are reading my rant are probably deriding me as a relic from the distant past. I’ll never know unless you Comment, will I? So, Comment!
Nor, are we limited to examples of multi-tasking in the privacy of one’s car.
A sales client who owns a growing distribution business in Tampa, told me how he quickly shuffled a sales candidate out of his office, when the ‘offender’ answered his cell phone during their job interview.
There was no: “Excuse me, this is my mother who is experiencing a seizure!” …….or, “My wife is in labor and I must answer this call.”
They just do it regardless of time, place and those present with a total lack of etiquette or disregard of respect for others’ conversations or privacy.
Back to the ‘horrid practice’ of multi-tasking. Is it possible to hold 2 separate thoughts in one’s conscious mind at the same time? No, according to scientists who study the mechanics of the human brain.
While driving an automated 4,000 pound vehicle only requires one hand, answering one’s cell phone with the other is a distraction which can result in life-threatening issues.
Taking one’s eyes and mental concentration off the road ahead for a few seconds has fatal consequences as substantiated by mounting Department of Motor Vehicle statistics.
A ‘few seconds’ distraction has killed or maimed drivers, their passengers and victims of this callous loss of focus. Public Etiquette and Multi-Tasking are two opposing forces and when mixed make it impossible to practice both, simultaneously.
Time Management and Human Performance Experts, in growing numbers, agree: it is more efficient and effective to begin one activity and to concentrate on it until completion. Then, move on to the next task. It’s much less stressful and even enjoyable, to focus on one task or challenge. This enjoyment is described by psychologists as getting into the flow.
Try this experiment. Time an activity you normally multi-task and log your start to finish times. Repeat this singular activity and log your start to finish time. Compare both times. Now, answer the question: which of the two was completed with more dedication, fewer errors and thoroughness?
Multi-tasking is a convenient habit of our Times. Not necessarily a better use of time and, life-threatening in some dire instances.
Do you agree?
Twitter, Twatter, Does It Really Matter?
Just 3 months ago, an acquaintance, at a business networking function, asked me, “Do you Twitter?” In true Toastmaster fashion, I replied, “Only when I drink too much caffeine!”
FACT: I didn’t know what she was talking about when she asked me about Twitter. In a true defense mechanism fashion: I delivered my humorous reply. Since this verbal exchange, I learned enough about Twitter to now, reply: “I don’t Twitter and with good reason!”
Unless, one of you will comment about the merits of Twitter and justify why I should become a card-carrying ‘Twitter-er’ I see no reason to invest precious time to become adept at using another useless, interruptive technology. I choose to avoid useless, time-intensive technologies which contribute little or nothing to my work day waking hours.
Abbreviated English ‘Text Messaging’ and ‘Twittering’ share the same appeal to me: None. Too often, I receive barely legible text messages laced with callous misspellings. Callous, because Spell-Checker is a built-in free program which only requires a sender to execute a few extra mouse-clicks.
There is no excuse for not taking a few extra minutes to Spell-Check my message before I transmit the contents. Why bother? Because each time I send an e-mail I am broadcasting how well or poorly I communicate. Like it or not, recipients will form an opinion about my educational credentials.
A speedy reply is no excuse for misspellings or abbreviated wording. Useless, interruptive technologies share the blame for these two alarming electronic communications trends. The second culprit is the decline in reading printed books. A habitual readership discipline enriches one’s vocabulary.
You only have to look at the lack of sentence structure to see we are becoming a society content to communicate in sound bytes rather than whole sentences which convey thoughts and meaning.
Laziness and acceptance are to blame! As long as the majority of readers condone sloppy word use, we are all doomed to mediocre prose. I say, enough, already. It’s time to re-focus and apply our God-given communications skills on what matters most: meaningful communications.
OK, it’s your turn Twitter Fans. Let’s see if you can communicate effectively!
Why Good Failures are Acceptable Options
No, this isn’t the ranting of a nearly over-the-hill sales professional who has finally flipped out! Good Failures are errors I have made which have taught me important life and business lessons.
Not surprisingly, the most expensive financial errors were the most memorable and sometimes painful to my wounded wallet and damaged ego.
While none of us intentionally seek failure, especially in our success-centric, society; I have become a believer in one of Friedrich Nietzsche’s most famous quotation:
“Whatever doesn’t kill me, makes me stronger.”
Am I rationalizing? You bet! I accept my failures as ‘grist for the mill’ in the words of my high school Latin Teacher, John Bell, as long as the price wasn’t too stressful. To me, failure is an acceptable option!
I’m in good company as I look at some of history’s most famous failures. Thomas Edison, Henry Ford, Dale Carnegie, John H. Patterson Walt Disney, and Thomas Watson, Jr. Watson was fired by NCR (National Cash Register Company), my first employer. He moved on to found IBM so, he learned well from his failures. Now, that’s a happy ending!
Good Failures can be wonderful learning landmarks, provided we don’t give up; repeat our failures, or become cynical during our failing process.
While I have lost count of my failures, I have recited several during paid speaking engagements. Audiences love to hear a speaker brandish self-deprecating humor provided it is relevant to the presentation. Humor is an excellent tool for anchoring a message and for bonding the speaker with the audience. WOW, this guy isn’t too big to admit his goofs!
Good Failures’ greatest lessons are dissected and thoroughly analyzed because they reveal what behaviors to avoid and when to avoid them.
Failing forward is the mindset of an optimist, who upon gleaning the lessons of one’s own failure and taking personal responsibility builds upon the lesson and attempts to succeed until success and the ‘aha moment’ are achieved, and with it, the ultimate satisfaction of accomplishment.
In November 1967, after 9 months of cold calling every hotel and motel from South Beach to Golden Beach, and only closing 3 sales while employed as an NCR accounting machine salesman in the Miami Beach sales territory; I learned a formula for systematically gaining access to Hospitality Industry decision makers which I named the: the Power Prospecting™ Formula. Little did I realize the significance of my ‘aha moment’.
Teaching others to apply this formula would one day become the focal point of my life. It would give my life purpose. Between 1967 and 1983, I repeatedly applied improved versions of this Power Prospecting™ formula and I moved from being an employee to an entrepreneur, several times with good failures, successes and compensation to match.
Yes, good failures have become a way of life for me as acceptable options.
The positive learning experiences and the confidence gained from prior failures which lead to successful outcomes have resulted in achieved goals with financial and personal gains beyond my wildest imagination.
Next week, I’ll share my views of the ‘Twitter Fad’.