Tag Archives: Sales

Don’t Network for the Sake of Networking

By Jeff Beals

Sounds of laughter and clinking dishes filled the room at the well-attended networking event inside the hotel conference center.

Like the other professionals in attendance, I tried my best to move about the room, meeting people and engaging in discussion – mostly small talk.

Then, out of the corner of my eye, I saw Jon and couldn’t help chuckling a bit to myself as he approached.

Jon’s a great guy, someone I have enjoyed getting to know. But I always shake my head when I think about him, because Jon is the poster-boy for inefficient and ultimately non-effective networking.

You see, Jon is the business development guy for a consulting firm. His job is to schmooze, to go out into the world, build relationships and ultimately sign up clients for his firm’s services. Jon works hard at the “relationship” part of his job but doesn’t appear to be terribly effective at the “signing-up-clients” part.

Jon is seemingly everywhere. He’s a voracious networker. He’s diligent, because you can’t go to a networking event without seeing him. He is intelligent and talented. He is engaging. Shoot, he’s even a good-looking. He knows how to play the social networking game.

Despite all his attributes, Jon has one glaring deficiency. In the 10 years I have known him, he has never once asked for my business.

It’s not just me. I was talking to a friend, and somehow Jon’s name came up in discussion. I mentioned that I’ve always been amazed at how much attention I receive from Jon without ever being asked for my business. My friend had noticed the same thing.

Jon is a guy who networks for the sake of networking. He knows it’s the right thing to do, but he doesn’t finish the job, call the question, ask for the order.

Remember that your ultimate goal in networking is to establish rapport, learn information and ultimately use it to accomplish your business goals. Sure, most of your time is engaged in chit-chat and pleasantries, but at some point it’s time to cash in.

Jon’s affliction is actually a common one.

It’s fun to do the relationship-building part, but it’s hard for many people to follow through with the asking part. Asking can be intimidating, because it’s not fun to be turned down. It’s human nature to avoid rejection. Because of that, many people put themselves out there, build relationships and simply hope and pray that the clients will come to them.

That’s too passive. Waiting for people to volunteer to be your clients might work occasionally, but it won’t generate enough business to sustain you.

It’s true that successful people must network, but networking is simply a means to an end. Your success as a networker is ultimately judged when your prospect signs their name on the dotted line.

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

(402) 637-9300

The 8 Biggest Mistakes Sales Reps Make When Leaving Voicemails

By Jeff Beals

Let’s say it’s Tuesday morning at 7:30, the start of your weekly phone prospecting time.  You did your pre-call research the previous day and have your list of prospects ready to go.  You sit down at your desk, dial the first prospect’s number and…

You get their voicemail, of course.

The vast majority of prospecting calls go to voicemail.  Some sales pros gripe and grumble when they are automatically routed to a prospect’s voicemail.  They complain, that “nobody ever answers the damned phone!”

It is true that prospects are getting harder to reach.  It is also true that decision makers are more likely to let calls from unrecognized phone numbers go to voicemail.

But don’t consider voicemails to be a bad thing; see them as opportunities, little advertisements that can be customized exactly to each prospect’s unique situation.  Because you are most likely going to get voicemail whenever you call, it makes sense that you put a lot of thought and effort into each voicemail.  I know sales reps whose voicemails are so good and so effective, they would RATHER get a prospect’s voicemail than reach him or her on the first attempt.

In order to make your voicemail efforts more fruitful, here are some common voicemail mistakes that every sales rep should studiously avoid:

1. Talking too much

Sales voicemails should be less than 20 seconds.

2. Giving up too soon

It typically takes eight or more voicemails to get a prospect to call you back.  Most people quit after two or three messages, because they’re worried about being pesky or sounding desperate.  I’ll admit it feels weird to carpet bomb a prospect with eight or more voicemails, but if each voicemail highlights something of value, they are really effective.  If you are persistent there’s a good chance they’ll call you back.

3. Touching base

Never say, “I’m calling to touch base,” or “I’m just checking in with you.”  Those are annoying voicemails to receive, because they provide nothing of value to the recipient.

4. Talk about yourself

Never leave a litany of features and benefits on a voicemail.  Never talk about how great you are, how many awards your company has won or the combined years of experience your staff has.  Your prospects only care about how your product or service makes their lives better.

5. “I’m going to be in your area next week and would love to stop by and take just 20 minutes of your time.”

Just because you are coincidentally going to be in a prospect’s city, doesn’t mean that a prospect wants to drop everything she has going on and spend time with you.  Your travel schedule is irrelevant to a prospect if you have failed to catch his imagination in the first place.

6. Trying to say too much

If you only have 20 seconds to leave a voicemail, you only have time for one idea.  If you have more than one burning thing you want to say, save the second thing for the next voicemail.

7. Forget to leave your call-back number

One of the easiest excuses a prospect has to NOT return a voicemail message is if the call-back number is not readily available.  Only 7 percent of sales voicemails are ever returned, which means it’s hard enough to get call backs.  Don’t do anything that lowers the likelihood.

8. Being misleading

Some sales reps like to deceive prospects in their voicemails either by implying that they are returning the recipient’s call (even though the recipient never called them in the first place) or by name-dropping a person they don’t really know. You don’t want to do anything that comes back to embarrass yourself if you do end up getting a meeting.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

Put Big Mama’s Picture on the Business Card

By Jeff Beals

AUTHOR’S NOTE: I originally published this article six years ago in March of 2012.  The star of the article, Patricia “Big Mama” Barron, passed away yesterday at age 76.  She was a bigger-than-life personality who made a positive difference in my hometown.  I enjoyed interviewing her and periodically chatting with her in the years since.  She was an amazing woman.  I hope you find the second release of this article interesting and enlightening…

When Patricia Barron first became a grandmother, she wasn’t ready to be called “grandma” or “granny.”  Such labels were way too old fashioned for her.  After all, she still felt young and had a lot of dreams left to pursue.

In some African-American families, the name “Big Mama” is affectionately used to describe a grandmother, but more than that, it’s a title of honor given to the family matriarch.  Such was the case in Barron’s family.  Once she became “Big Mama,” the name stuck, and there was no going back.

When you meet her today, it’s as if she has always been Big Mama. Everyone calls her that whether they’re related to her or not.  With her charming personality, welcoming nature and motherly persona, you immediately feel comfortable using such a friendly, informal title.

After a 30-year career working for the telephone company, Big Mama retired from Ma Bell and was ready to start the next chapter of her life.  It was time to pursue a lifelong dream: to be a restaurateur and owner of her own restaurant.

She developed a love of cooking as a little girl observing her grandmother prepare Sunday dinners.  In her early twenties, she studied culinary arts.  As her family grew, Big Mama loved preparing large meals for relatives and friends.  It wasn’t uncommon for 30 or 40 people to come over for dinner.  As she says, “I love to feed people.”

It only made sense that Big Mama would consider opening a restaurant upon her retirement. But she didn’t want to open just any restaurant.  She wanted to bring her grandmother’s old recipes to life – oven-fried chicken, collard greens, stir-fried cabbage and sweet potato pie.

What’s more, she wanted to open her business in economically challenged north Omaha, an urban, predominantly African-American quadrant of Omaha, Nebraska.  Big Mama hoped her restaurant would help breathe new life into the neighborhood and provide needed jobs for workers who could use a second chance.

While it was an exciting concept and a noble idea, it was not an easy sell to reluctant lenders, who had no confidence in funding a restaurant business in north Omaha.  Perhaps more surprising, lenders were hesitant, because Big Mama was 65 years old.  How long would she run the business?  Could they count on her staying healthy?

“I had experienced discrimination in my life, because I was black and because I was a woman,” Big Mama told me, “but I had never been discriminated against because I was old!”

Undeterred, she gathered her resources, relied on her faith and leaned on her network of friends/family to open Big Mama’s Kitchen on a youth services campus that was once a state school for deaf children.  It was hard work, but she did it.

Five years later, her restaurant is doing well.  She is open for breakfast, lunch and dinner six days a week.  Her famous sweet potato ice cream is now stocked on local grocery store shelves. At age 70, Big Mama is loving life as an entrepreneur and plans to keep feeding people until she’s 100.  She now makes a living doing what she loves, and at the same time, she’s doing her part to help rebuild a community that has experienced so much disappointment.

Right about now, you’re probably thinking this story feels good, but it’s actually about to get even better.

You see, Big Mama’s story is not just motivational, it’s highly instructive.  Big Mama offers many lessons for those who wish to succeed in business.

Regular readers of this column know that I believe in the power of personal branding and what it can do to build businesses and strengthen organizations.  When people who work inside an organization become “famous,” the whole organization benefits.

Big Mama’s Kitchen has great food and great service, but much of its success is due to the owner’s personality and the personal brand she has built.

Awhile back, she sought the counsel of a marketing firm.  It turned out to be money well spent, as the consultant gave her a great piece of advice: “Big Mama, put your picture on the restaurant’s logo. Put your picture on your business card.”

At first, the modest Big Mama wasn’t comfortable with the idea, but she eventually agreed to give it a try.

The new logo is brilliant.  For one thing, Big Mama believes it’s good for African-American customers to see her face.   They can see that an African-American woman is running a soul food restaurant.  But a very large percentage of her customers are white, and most of them drive many miles to dine in her restaurant.  Her image resonates with those white customers too.  She is the personification of a “Big Mama.”  She is the face of her business.

Big Mama’s personal branding efforts are paying off as she has become a celebrity.  She is the local queen of soul food. Her restaurant has been featured on The Food Channel, The Travel Channel and the Sundance Channel.  People have been known to board an airplane, fly into town, eat at Big Mama’s and fly home the same day.  Her spicy “Afro Burger” was front-and-center on the popular television show Diners, Drive-ins & Dives.

People who visit the restaurant come for the food, but you can see it on their faces when they walk in – they look around the room hoping to catch a glimpse of Big Mama, the woman who embodies the restaurant.

Granted, if the food and service weren’t great, the restaurant wouldn’t still be here.  But quality alone is often not enough.  There’s so much competition in this world.  There are so many ways a business can fail.  By building a personal brand and attaching it to your company, you benefit.  Everyone benefits.  People are the portals of profit.  We are much more comfortable doing business with someone than something.

Like Big Mama, your widely recognized and highly respected personal brand can set you apart from your competitors.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

How to Make Your Sales Pitches More Persuasive

By Jeff Beals

We all know that certain kind of person who is so persuasive, he could “sell sawdust to a lumber mill” or “charm wallpaper off a wall.”

Some people are so persuasive they can seemingly talk anybody into anything.  How do they do that?  It helps to possess charisma, but persuasive people tend to employ certain techniques, things we can all use to make our personal and professional lives more successful.

In the 1930s, Professor Alan Monroe of Purdue University married the art of presentation with the psychology of persuasion.

The result of his scholarly work became known as Monroe’s Motivated Sequence, a concept that is still pertinent for today’s professionals. The concept was originally intended to help orators structure persuasive speeches, but it’s equally applicable for a variety of other purposes – making a sales presentation, pitching a proposal or trying to talk your boss into making a certain decision.

Whether you’re addressing a large group or a pitching a single decision maker, keep Monroe in mind as you plot your sales presentations. Monroe’s Motivated Sequence advises presenters to build their case using five distinct steps completed in exact order.

First comes the attention-getter in which you introduce a problem by jolting the audience with something bold and unexpected—a story, quote, disturbing statistic or a big “bet-you-didn’t-know” statement.

Step two is need. This is where you prove the problem is significant and worthy of the listener’s attention. You also want to cast the need as something that won’t be solved without the right approach by the right person or organization.

Monroe’s third step is known as satisfaction. Here you prove that you have the solution to the previously mentioned problem.

In step four, visualization, you paint a picture of how wonderful life will look in the future if they accept and implement your solution. You also portray how terrible things will be if they ignore your recommendations.

Finally, in step five, you tell the audience what action they should take. This is the big finish, where you powerfully and motivationally tell them to go do it!

Think about the presentations, pitches and proposals you make.  Ask yourself how they fit into Monroe’s outline. Are you skipping a step or two?  Many salespersons start with step three, the solution, without making the case strongly enough that a solution is necessary in the first place. Structure your persuasive pitch in such a way that makes the targeted listener more acquiescent to what you are pitching. Make them yearn for your solution intensely before you tell them about it.

Your pitches and sales presentations must follow a logical format that feels right to the listener and syncs with their sense of order. The approach needs to build a persuasive case efficiently and effectively. Persuasive presentations must conform to human nature, which has remained static for ages. If you use human nature in your favor, the presentation is more likely to be successful. If you fight human nature, you’re engaging in futility.

As the late Zig Ziglar once said, “People do things for their reasons, not yours.” Focus on what the listener values during the presentation and take time to draw them in by asking clarifying questions and tying things back to what they told you during earlier communications.

In the end, being persuasive really isn’t a matter of “selling ice to an Eskimo” or “talking a bird out of a tree,” rather it’s about finding what people value and then using the right techniques to convince them that you’re capable of delivering that value.

By the way, as I was looking up colloquialisms about persuasiveness for this article, my favorite was, “He could talk a dog off a meat wagon.”  Now, that’s persuasive.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

The 5 Best Ways to Build Trust With Your Clients

By Jeff Beals

Here are a couple indisputable truths about today’s business environment:

  1. Sales cycles are much faster than they were 10 years ago.
  2. Buyers are distracted and under much more pressure than they were in earlier times.

Because we now operate in a frenzied selling environment, some sales professionals believe there is no longer a need to develop trust. They argue that there’s not enough time to build trusting relationships, and even when you do have time, many buyers prefer to keep their vendors at arm’s length.

I disagree.

True, sales professionals must try harder to build trust, but the end result is well worth the effort.  The good news is that you don’t have to go from not knowing someone to lifelong confidant in one setting.  Build trust a little bit at a time.  When you first meet a prospective client, get to know them, build rapport and establish a relationship.  As you get serious about doing business together, there are five ways you can develop trust.  Keep doing these things over time, and you’ll develop a close friendship with a person who will become one of your all-time best clients.

Communication

Those sales professionals who go out of their way to communicate tend to build trust quicker and more deeply with clients. Detailed and timely communication removes suspicions and reassures clients.  Tell the truth and don’t procrastinate when you need to tell prospects things they don’t want to hear.  As former U.S. Secretary of State Colin Powell once said, “Bad news isn’t wine. It doesn’t improve with age.”

Another important part of communication is to say you are sorry when appropriate. It’s amazing how much an earnest and sincere apology can boost trust.

Moment of Truth

At some point in any given relationship, you will encounter a moment of truth, a time in which you will be faced with an important decision. How you decide to act determines if you “pass” the moment of truth.  If you do pass it, you build trust.  Fail it and the relationship could be irreparably damaged.

What are some moment-of-truth examples? When it’s tempting to lie but you tell the truth.  When you have a choice to do something in your interest or your client’s interest and you choose the client’s. When you go the extra mile to help clients achieve their goals. When you screw up and do everything in your power to fix the situation.

Moments of truth are opportunities.  Embrace them as a chance to prove your trustworthiness and advance the relationship.  Every time you pass a moment of truth, no matter how small, trust becomes at least a little deeper.

Predictability

People trust other people whose behavior is predictable. If you are the type of person who responds to challenges in a consistently professional manner, you come across as trustworthy.

The best predictor of a person’s future actions is frequent past behavior. If you consistently establish frequent past behavior that is trustworthy, it will be much easier for you to be trusted in the future.

Social Proof

Robert Cialdini, the so-called “Godfather of Influence,” believes that social proof is one of the most important components of influence. You are far more likely to persuade someone’s thinking if you remember that “people follow the lead of similar others.”

Cialdini cited a study in which researchers went door-to-door collecting donations for a charity. When people answered the door, the researchers showed them a list of neighborhood residents who had already donated to the charity. The longer the donor list, the more likely prospective donors were to contribute.

In another study, New York City residents were asked to return a lost wallet to its owner. The New Yorkers were highly likely to attempt to return the wallet when they learned that another New Yorker had previously attempted to do so. But learning that someone from a foreign country had tried to return the wallet didn’t sway their decision one way or the other.

If social proof is so powerful, does it not make sense that you can more quickly build trust if respected people advocate on your behalf?  Smart sales practitioners assemble a group of past and current clients who can provide social proof and thus convey a greater sense of trustworthiness to future clients.

Rapid Responsiveness

Because all of humanity’s assembled knowledge is available on the little smart phones we carry in our pockets, people have become accustomed to getting any desired information immediately. That means we have to be ultra responsive to our prospects and current customers.  It’s no longer okay to wait 24 hours to return a message.  It must be done immediately.

Now that so much information is readily available, and people expect lightning-fast responses, you are now viewed as “untrustworthy” if you’re a slow communicator.  It’s almost people think you’re incompetent or perhaps hiding something if you take too long.  Speed is now equated with trust.

In closing, those who flourish in sales for many years endure because they put a premium on people. They build trusting relationships not just for financial gain but because it’s also the right thing to do.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

K.I.S.S. for Sales Practitioners

By Jeff Beals

When I was a nine-year-old in 1978, my family went to an air show produced annually by the U.S. Air Force at Offutt Air Force Base. Countless aircraft were on display, and the Air Force even allowed guests to go inside some of the planes.

But there was one displayed aircraft that was roped off, and a couple intimidating security guards stood by making sure no guests went past the rope line. It was the SR-71 “Blackbird,” which just two years prior (in 1976), had set the world record as the fastest manned aircraft. The SR-71 achieved a speed of 3,530 kilometers per hour (2,193 mph). That meant it could travel from Los Angeles to New York City in little more an hour.

The SR-71 served the U.S. Airforce from 1964 to 1998 and not a single one was lost in combat. Ever since that day forty years ago, I’ve been fascinated by an airplane that could move so fast. I’m also fascinated that human beings had the capability of constructing such a thing in the early 1960s without the aid of computers and other current-day technology.

Despite all the detailed technicalities involved when Lockheed built the SR-71 in Burbank, California during that Cold War era, it was a surprising principle that guided the design engineers – simplicity.

Lockheed’s lead engineer was Clarence “Kelly” Johnson, who preached the importance of simplicity even when designing what would become the world’s fastest aircraft. Johnson once gave his designers a handful of ordinary tools, with the challenge that the aircraft they were designing must be repairable by an average mechanic in the field under combat conditions with only those tools.

Additionally, Johnson developed an acronym that we still use today: K.I.S.S., which stands for “Keep It Simple Stupid.”

Ever since that time, U.S. military branches and countless companies and organizations have used that acronym as a reminder to professionals not to over complicated their work. I sometimes tell myself, “Keep It Simple Stupid” when I find myself making projects unnecessarily complicated.

I’m not sure why so many people are tempted to make things more complicated than necessary. Perhaps it’s some subconscious way for us to justify our professional purposes, our highly-paid jobs and our expensive college educations. Whatever the reason, too many of us fail to break it down and get it done.

Sales practitioners are just as guilty as any group of professionals when it comes to unwarranted complication:

How many of us spend copious amounts of time on excessive prospect research instead of just calling the prospect?

How many of us obsess over the perfect sales pitch with all the audio-visual bells and whistles as opposed to figuring out what prospects truly value and proving how our solution perfectly satisfies that value?

How many sales leaders bury themselves in their offices developing complicated systems as opposed to simply sitting down with their sales reps and coaching them one-on-one?

When you find yourself getting bogged down in needless minutiae for no apparent benefit, it’s time to give yourself a K.I.S.S. moment. Be like the legendary aerospace engineer Kelly Johnson and break things down to their simplest, most fundamental level.

If a commitment to simplicity can contribute to the development of the world’s fastest aircraft, what can it do for your sales practice?

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

What Is the Truth About Relationship Selling?

By Jeff Beals

For several years now, I have been hearing that “relationship selling is dead.”

In other words, people are so busy and so self-absorbed they no longer have time to build relationships with companies and organizations. People are so time-starved that they no longer are interested in becoming “friends” with salespeople or even the owners/executives of the companies with which they do business.

Today, the argument goes, people are simply too overwhelmed for relationship-based selling to be effective.

What is relationship selling? It’s the theory that customers put so much value in the positive interaction with a company or company representative, that they develop strong feelings of loyalty, which sometimes can be even more powerful than the quality of the good or service and its price.

Well, relationship selling is still quite alive, but there have been some societal changes that have affected the way we conduct relationship selling.

It used to be that salespeople were the only true experts when it came to product features and benefits. If you wanted to learn what a product could do for your business, you had to sit down with a highly trained sales rep and ask a bunch of questions. Much of the value that the salesperson provided was in the form of knowledge dispensing.

In almost every industry, customers no longer are so dependent upon a salesperson’s knowledge. The internet provides a wide array of product information and all those blunt reviews on social media can provide incredible insight into products.

All this easily available product knowledge has sped up the sales cycle and caused buyers to see products and services as mere commodities. At the same time, if you cater to big companies, you are dealing with professional buyers who are growing ever sophisticated in how they “beat up” their vendors on price.

So, if you sell things for a living, what do you do?

Remember that building relationships with clients is still important. People like to have positive and trusting relationships with the people who provide them with products and services, but you have to build the relationship in a way and at a pace that appeals to them. These days, you have to do things a little differently:

1. Value – You must constantly focus on delivering what your customers value without assuming what they value. Only the customer can decide what is valuable to them, not you. Nobody needs to be buddies with a vendor just for the sake of having more friends. First and foremost, a business needs to provide exactly what a customer wants/needs. After that, you can differentiate yourself from the competition with a positive relationship. As long as the clients are receiving what they value, the advantage goes to whichever provider can develop the most positive connection. Life is short and full of stress, so when everything else is equal, we’d rather work with people we like.

2. Teammate – Since so much product information is available before prospects even pick up the telephone or send an email, the salesperson’s job has changed. Instead of being an all-knowing information provider, successful salespeople are coaches and guides. They listen carefully to what prospective customers want and then steer them to the best choice. If you do this properly, you WILL build a relationship that will yield fruit long into the future.

3. Speed – Because the marketplace is more hyperactive than in years past, you need to move quickly. You can still build long-term relationships but you don’t have much time to get started. Prospective customers expect calls to be returned immediately. They expect answers now instead of waiting a couple days for you to get back to them. If you’re a business leader, empower your staff to provide answers as autonomously as possible. Any delay, especially early in the selling cycle, can cause the prospect to drift over to your competitor. Gone is the old standard that “you have 24 hours to return a message.”

4. Take Charge – Once you have figured out exactly what the prospect values, it’s time to take charge.  While nobody likes a pushy salesperson, buyers do look to the sales rep to be the leader.  As long as your message is consistent with what your customer values, it’s okay to plant ideas in their heads and challenge them to think differently.

Contrary to popular belief, you could argue that business relationships are even MORE valuable than they were in the past. While customers have more knowledge and options at their disposal, they’re simultaneously under more stress. The successful sales practitioner is the one who constantly delivers client value in a pleasant and stress-free manner and knows when it’s okay to push.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

Don’t Be Afraid to Give Up the Good to Go for the Great

By Jeff Beals

The 19th Century industrial magnate John D. Rockefeller famously said, “Don’t be afraid to give up the good to go for the great.”

The struggle to move from good to great has captured the imagination of ambitious people for centuries if not millennia.

And it’s not just individuals. Good companies have long fixated on achieving greatness. In 2001, Jim Collins wrote his best-selling book, Good to Great, which changed the way executives talk. For example, “get the right people on the bus,” is now firmly rooted in the global lexicon of business.

In the book, Collins asked big questions…Why do some companies do well when a similar competitor languishes? Why do some companies transition from being merely successful to being truly great? What traits separate the good from the great?

I like to ask similar questions about individual people especially those who sell things for a living – Why do some sales professionals race to the top right away while others spend 40 years wallowing in mediocrity?  Why do 20 percent of sales reps win 80 percent of the business?

After studying top-producing sales pros, I’ve come up with a list of things that can turn you from good to great:

The Foundational Stuff – For starters, the great ones have mastered all the things that “good” sales people do such as working hard, overcoming prospecting reluctance, ethics, professionalism, time management skills, self-confidence, maintaining good records, etc.

Attitude – Top producers religiously abide by three words: responsibility, authority and accountability.  They accept total responsibility for their lives and careers, they know they have the authority to carry out their responsibilities, and they are 100-percent accountable for whatever happens.  If they succeed, they graciously accept credit and never chalk it up to “luck.”  If they screw up, the take full responsibility even if they got a raw deal.  They never blame, and they refuse to be victims.

Creativity – Successful sales pros think of good things to sell and then find the right client for the idea.  Top producers often put the idea of making a purchase in the would-be client’s head long before he or she would have thought about it on their own.  Don’t wait for the ideal customer to come to you; proactively create new clients.

Persistence – In today’s crazy world in which many of your clients are simply too busy to talk to you, it commonly takes 10 or more email and voice mail messages before you reach someone.  Don’t give up.

Quick Thinking – Many deals almost die as you near closing time because of some last-minute “crisis.”  This is where outstanding salespeople shine.  Think on your feet, come up with alternatives, get the two sides to come to the table and don’t panic.

Listen Intensely – To be a top producer, you have to listen and truly hear.  It’s generally best to listen twice as much as you talk.  Great sellers don’t script questions; instead they write down the information they need and then ask the prospect whatever probing questions are necessary until they have all that info.

Extensive Product Knowledge – A great sales pro knows what he or she sells. If there were “Ten Commandments of Selling,” one of them would definitely be, “Know Thy Market.”  You need to be able to rattle of facts quickly and know the product intimately enough to answer the detailed questions that come deep in the selling process.

Speed Kills – Now that consumers can find information instantaneously, they expect super-quick service even when dealing with complicated, B2B purchases.  Responding to emails/voice mails within 24 hours simply isn’t fast enough anymore.  We must be as responsive as possible.

Think Long Term – The best sales reps realize that a short-term or self-serving gain is never worth the long-term price.  There’s an old saying that goes, “Client before commission.”  Those who follow this never seem to have trouble making a lot of commission in the end.

Constantly learning – To be a top-one-percenter in sales, you must constantly learn.  Top producers are always looking to improve, always looking for an edge.  They also hunt for new technologies that can make them more efficient or differentiate them from the pack.  Also seek out mentors and coaches.

Think Big –The smaller the deal, the bigger the headache. Don’t waste much time on deals that pay very little. Time is the single scarcest resource in the world.  Use your time in such a way that delivers the biggest bang for the buck.

Specialization – Drill deep in order to go broad!  Those reps who become experts and spend at least 75% of their time in one specialty area, almost always do better than the generalists.  People pay a premium for true subject matter experts.  It’s why surgical physicians bring home more money than general practitioners.

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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

Stop Selling the Wrong Stuff!

By Jeff Beals

What do you sell?

If you answered “software” or “real estate” or “industrial machinery” or any other specific product or service, you got it all wrong.

The world’s most successful salespersons don’t sell products and services. They sell VALUE. In other words, instead of selling insurance, you’re selling security, protection and peace of mind. Instead of selling Pampered Chef products, you are selling prestige, coolness and an easier way to prepare gourmet food.

You don’t want to be paid for the job, hour, gig, order, product, presentation, contract, deal, project etc. You want to be paid for the value you bring to the client. And if you do a truly effective job of establishing value, you then can receive regular income from that client on an on-going basis. You must be seen as an investment, not an expense.

How do you go about convincing a client that you provide great value?

Delivery – Consistently deliver outstanding results. With so much competition in the world, clients have the right to assume that all providers are competent. Make sure you are more than competent in your operations.

Interpersonal Communication – You will have a hard time determining what the client values if you don’t communicate thoroughly and listen carefully.

Relationships and Trust – Do what it takes to build a strong bond with your clients.

After have figured out what they value (or care about) it is time to start talking about what you can do for them. Too many business leaders and sales representatives start spouting off the features and benefits of their products before it’s time.  When it is your turn to talk however, don’t be afraid to take charge.  Take the initiative!  Show the prospect how your solution best delivers value.  It’s okay to push the prospect a bit at this point because you know you have just the right product for them.

Remember, always focus on the client value. Determine what is most important to him or her.

Ultimately, you are not in the product- or service-selling business. You’re in the results-selling business. The right results, along with a trusting relationship are what your clients truly 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 this year. 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 next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

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

+1-402-637-9300

info@jeffbeals.com

Is Your Company Recruitment or Retention Focused?

By Jeff Beals

As a sales leader, you need a frank assessment of who you are and what your organization is really all about.

For instance, are you developing sales strategy for a “client-recruitment” or a “client-retention” shop? Some companies operate in industries or markets that are rich in prospective clients. Those are client-recruitment shops. Other companies exist in an environment of client scarcity. Those are client-retention shops.

Of course, you should always have a healthy respect for client retention. As the old saying goes, “It’s cheaper to keep a customer than to find a new one.” That said, some businesses have more opportunity to find and attract a steady stream of new clients. You have to know where you stand and in what arena you compete.

As you prepare your sales strategy, figure out how much of an emphasis you can place on client recruitment versus client retention. Look at your business honestly. Assess your industry, your marketplace and your standing within that marketplace.  The level of competitive pressure directly influences your sales strategy.

Financial resources can also play a role in sales strategy development. If your company is young, you might not have the sales and marketing budget to match that of your competitors.  Some sales leaders work for firms that don’t allocate “enough” resources to marketing and sales support.  In such cases, every client is precious.  You better make sure your client service level is high, because you’re not one of those companies than can count on a steady flow of clients.

If you do operate in an environment of client abundance, it doesn’t mean you can be slovenly – a sales team that is lazy and takes clients for granted.  But it does mean you can take more risks and have more bargaining power in price negotiations.

So, think about your company…Are you a “client-recruitment” company or a “retention-company.”  Adjust your plan accordingly.

Truth be told, you’re probably somewhere in the middle.  Think of it as a continuum with recruitment on one far end and retention on the other.

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

+1-402-637-9300

info@jeffbeals.com