Sales Detox: What Do You Need to Stop Doing?

By Jeff Beals

A year ago my wife was on a mission to purge our house of clutter.

She read the book, “The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing,” by Marie Kondo.  She took it to heart and tore into the basement, closets and anywhere else we happened to be storing non-essential stuff.  For the next month, I would regularly come home to find “give-away” piles ready to be loaded into the back of my SUV and hauled off to the donation dock.

Eventually she involved the kids and me in this undertaking.  We asked ourselves whether we really needed to keep things.  If we weren’t using them or didn’t find sentimental value in them, they were either trashed or donated.

Our house has always been tidy and well organized, so I took delight in teasing my wife about her great purge of 2016.  To this day, if I can’t find something, I (good naturedly) accuse her of “decluttering it” or putting it through the “Japanese process.”

But I have to admit her decluttering process made our lives easier.  We’re not bogged down with useless “stuff.”  We have room to breathe.  It makes it easier to focus on more enjoyable or high-value things in our lives.

Just as the decluttering process can make your home life more efficient, it can do wonders for your professional life as well.  But I’m not talking about decluttering your office or organizing your file drawers.  I’m talking about decluttering your work life.

The longer you have been working in sales, the more unnecessary stuff you accumulate in your brain, on your calendar and in your job description.  Sometimes that stuff needs to be purged.

I challenge you to ask this question:  “What do I need to stop doing?”

Sales people are notorious for adding things to their plate without taking things off.  Why?  Salespeople tend to be ambitious and very confident in their abilities.  They want multiple ways to prospect even if one prospecting method hasn’t paid off much in the past.  They tend to be independent personalities, rugged individualists who think they can do it all.  Sales professionals know they need to persevere in an eat-what-you-kill environment, so they don’t give up or accept defeat lightly.

Those are great traits, essential for long-term success in sales, but they are traits that can burn you out if you’re not careful.

So what are some things you might want to STOP doing?

Blowing off leads

Fifty percent of sales leads never receive proper follow-up.  That is probably the greatest waste of resources in the sales world.  If you let leads fall through the cracks because you’re focusing on less important things, by all means, stop doing it.

Poor Qualification

Stop wasting time on people who will never buy.  For whatever reason, many sales reps latch onto prospects who look good on the surface, but deep down, you know they’ll never buy from you.

Networking for the sake of networking  

Some sales people never miss an event.  They are on umpteen boards and committees and are always running from one meeting to the next.  Why do they over commit and run themselves ragged just trying to keep up with all of it?  Prospecting!  They are afraid, they’ll miss out on their next dream client if they are not at every event.  While I’m a big proponent of prospecting through networking, you must be efficient.  If a time-chewing obligation is not regularly producing convertible leads, don’t trick yourself into believing you have to be there.

Cold Calling

Less than 1 percent of sales people enjoy cold calling. And it’s for good reason.  It takes a huge amount of time and it hardly ever works.  Cold calling is just about the most inefficient way you can prospect, yet many salespeople still do it.  I say STOP it.  Instead of cold calling, research prospects first.  Soften them up with marketing activity.  Use a combination of ways to reach them, always focusing on something they may value.

Lack of Focus

Stop wasting time on non-sales functions.  Sales professionals are often drafted by upper management to serve on company-wide projects or task forces.  This is especially true if you are a senior leader in the sales division.  Sales people tend to have first-hand knowledge of customers and buying trends, so they are valuable contributors to these company-wide groups.

But be careful.  I’ve seen sales professionals sucked into so much committee work having nothing to do with sales that they have hardly any time left to sell.  The United Way, for instance, is a fine organization, but do we really want our sales reps on the United Way employee committee instead of working the phones and hitting the streets?  Sales is the lifeblood of the company; we need all sales hands on deck.

Would you like to know the single most important thing to stop?  Counter-productive thinking.  No matter how successful you are, you probably cling to some negative ideas.  Every sales rep is at least occasionally afflicted with self doubt.  Whatever negative things you harbor in the deep recesses of your brain, now is the time to perform a Japanese decluttering miracle on them.

So, consider this permission to declutter your sales career and liberate yourself.  What do you need to STOP?

Let go and enjoy the results.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

The Only Sales Knowledge You’ll Ever Need

anthony-iannarino-book

By Jeff Beals

In his new book on selling, Anthony Iannarino asks readers to finish this sentence: “I sell ___.”

He then writes, “If you answered anything other than ‘outcomes,’ you are wrong. If you answered with your product, service or solution, your answer is so off the mark that it might destroy your ability to succeed in sales.”

Iannarino then goes on to quote the late economist Theodore Levitt, who said, “People don’t want to buy a quarter-inch drill. They want to buy a quarter-inch hole.” In other words, customers are purchasing desired outcomes even if they are technically purchasing the means of creating outcomes.  Those sellers who realize what they are truly selling have a tremendous advantage over the great mass of ordinary sellers who are obsessed with products and services, features and benefits.

Among 19 meaty chapters of non-stop sales wisdom, the above quotes illustrate perfectly just how much value you’ll find in Iannarino’s The Only Sales Guide You’ll Ever Need (Portfolio Penguin, 2016) which was just released a couple months ago.

Iannarino is an internationally acclaimed sales consultant and trainer as well as creator of one of the world’s most popular sales blogs.  In writing the book, he set out to explain why a small number of salespeople in any field are hugely successful, while the remaining common sales folk are mediocre or worse.

Some call it the “80-20” rule (and in some industries, it’s more like the “90-10” rule), but it’s essentially true – Twenty percent of sales people account for 80 percent of the business.  Everyone else is fighting over the scraps.  I certainly don’t want to dwell among the unexceptional 80 percent and hopefully you don’t either.

So, why the discrepancy among the haves and have-nots in the sales profession?  Iannarino’s answer is simple and straight forward – It’s all about the seller.  If you are in sales, you and you alone are responsible for your success and failure. In other words, you can decide to be a successful sales professional, and that decision is independent of product, service or industry.

Sales success, according to Iannarino, is not situational nor is about the market. It’s about the individual sales professional.  That leads us to a burning question: How do you make sure you’re part of the distinguished 20 percent?

The answer is divided into two parts which correspond to the two primary sections of Iannarino’s book: 1. your mindset, which includes beliefs and behaviors; 2. your skill sets.

The mindsets include self-discipline, positive attitude, competitiveness, resourcefulness, persistence and a few others. Once you thoroughly understand and adopt these mindsets, Iannarino says you can then start mastering the mechanics of selling.  Here are thoughts on just a few of his skill sets:

Closing Deals

Iannarino argues that selling effectively is all about gaining commitments.  You need to be an ethical and consultative seller while assertively asking for commitments. There are numerous mini closes in the buying process such as the commitments to devote time, to explore, to change, to build consensus, and to invest resources.  Each time you get a small commitment, you move the buyer closer to the finish line.

Prospecting

Never wait until you need to prospect as it should be something you do perpetually whether times are tough or you have so much business you can hardly keep your breath.  Regarding the art of prospecting, Iannarino says, “You can’t cram prospecting. It must be a daily discipline. Block out time every day.”  He also says, “Prospecting is a campaign, not an event. It’s a series of touches that lead to a conversation and an opportunity to meet.”

Business Acumen

In the olden days of selling, sales people got by as long as they had extensive product knowledge.  That’s becoming less important now, because so much information and so many reviews of products are available online. Innarino says today’s “dream clients” want salespeople who will partner with them and guide them to a better future.  Clients want trusted advisers.  In order to provide that kind of high-level value, you need business acumen.

How do you get business acumen?

Constantly read and study business, get mentors, play close attention to what clients say. Ultimately, you must know much more than what you sell. While this in some ways seems obvious, Iannarino says that business acumen is still rare in sales. Don’t worry so much about product knowledge that you don’t know enough big-picture stuff to help your clients truly improve their R.O.I.

In the end, successful salespeople stay ahead of their competitors in a dynamic selling environment.  Because of globalization and many other factors, Iannarino believes that selling is more difficult today than it was in the past. That’s despite all the technological advances that have made a salesperson’s just easier in other ways.

To become an elite sales professional, I highly recommend The Only Sales Guide You’ll Ever Need.

I have had the chance to talk with Iannarino on a couple occasions. His brain is packed with sales knowledge and experience. The sales world is fortunate that he finally decided to put that knowledge in a tidy, organized book that delivers amazing value.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

Pick One Key Word for Your Whole Year

By Jeff Beals

Now that it’s January 5th, I wonder how many New Year’s resolutions have already failed. Sadly, it’s probably a pretty big number.

I found myself pondering the frailty of those annual resolutions during services as I listened my friend James Lindberg, pastor at Living Grace Lutheran church, put a spiritual spin on the changing from old year to New Year.

During his sermon, Lindberg highlighted the work of another pastor, Mike Ashcraft of Wilmington, N.C., coauthor of the book, “My One Word: Change Your Life with Just One Word.”

For years, Ashcraft has led thousands to abandon their many promises to change in favor of choosing just one word to be their focus for an entire year.

By selecting just one word, you clarify and simplify what you want to accomplish and who you want to become. As Ashcraft says, “This process forces clarity by taking all of your big plans for life-change and narrowing them down into a single thing. Your one word focuses on your character and creates a vision for your future.”

So how do you choose?

It may be “just one word” but choosing a single word to represent your whole year can seem like a daunting task.

Ashcraft advises you to follow three steps to arrive at your word:

Step One: Determine the type of person you want to become.

Step Two: Identify the characteristics of that person.

Step Three: Pick a word.

Some of the commonly chosen words include courage, focus, trust, faith, success, healthy, confidence…The list goes on and on.

“So what’s your one word for 2017?” That’s what Lindberg asked his congregants. I thought about it and decided my word will be “discipline.”

Why discipline?

My reasons are many, but success – regardless of how you choose to define it – requires a constant commitment. It takes discipline. It’s not that I’m an undisciplined person; I just need more of it.

Once you have your word, write it down and post it in a prominent place. Look at that word and think about that word all year long.

I’m going to let my one word push me to be a better person this year and beyond.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com