I had been working on breaking into a major competition account and had visited them a number of times when they introduced ‘dress down Fridays’. This involved the usual formal attire of business suits and ties making way for smart casual shirts, blouses and suits being replaced by slacks and jackets.
As noticeable as this was, there was another immediate impact in that the people, all of which were graduates through to senior executives, acted in a decidedly more casual manner. From typically being very business-like and structured, Fridays quickly became a day where you were hard pushed to get a decision on whether someone wanted full fat or semi-skimmed milk in their coffee, let alone a decision to invest in a new piece of capital equipment or to change a working method or supplier. People simply left their business brains at home with their formal attire! So the conclusion could be drawn that a Friday was a bad day to visit them and talk business. In fact, my colleagues and boss told me so. For me however Friday visits to this prospect became a regular habit.
I’m a competitive person. I love winning and so I suppose a career in selling is something that befits my D.N.A.
Don’t get me wrong though, I can take losing so long as I lose to someone better than me rather than as a result of me not doing things to the best of my ability and when I lose to someone better it spurs me in to improve myself and raise my game.
So when it came to selling I would do (and still do) a whole host of things to make me that bit better, in the knowledge that those ‘bit betters’ would make a considerable difference (which I have found to be true). Whilst some of these things may seem trivial at first look I thought I’d share them with you:
Posted in Continuous Development, Stories From The Road, What It Takes To Succeed
Tagged being the best, better, desire, increased results, Motivation, selling, succeed, succeeding, success, what it takes to succeed
Success in selling often comes down to how observant you are as an individual. Do you see what is in front of you or rather what you think is in front of you? Let me explain why this is important.
Over the years I’ve worked with salespeople across all industries many believe that the key to success is a good source of incoming leads. These should be ‘easier’ prospects as they already have a need (otherwise why would they be in touch?) and it is just a case of convincing them that our version of what is available is better than the competition’s and they will buy. In my experience this isn’t necessarily the case and the majority of leads don’t convert in many industries as the prospects’ understanding of our products and services isn’t always right, they expect us to be able to do things we can’t, and so on … In the case of an incoming lead many salespeople deal with the prospect expecting them to buy at the end of the contact (call / meeting / email) and so don’t necessarily see what is in front of them.
Posted in Being A Salesperson, Conducting Sales Visits, Differentiating Yourself and Your Offer, Questioning Skills, Stories From The Road, What It Takes To Succeed
Tagged competition, focus, incoming lead, information, leads, opportunities, opportunity, question, questions, story, techniques
Here’s a controversial start to a blog post for you … the better you look, the more sales you’ll make!
Politically correct or not … in my experience it’s true. It all boils down to human nature; we prefer to spend our time with good looking people than unattractive people.
Ooh … You Look Nice!
Male salespeople and female prospects flirt with each other, as do female salespeople and male customers. Equally people of the same sex flirt with good looking counterparts of the same sex, irrespective of our sexual orientation. It’s just good old human nature, whether we intend to or not.
The good news for many of us though isn’t that we have to look like Brad Pitt, George Clooney, Julia Roberts or Megan Fox; it just means we need to make an effort to look as good as we can. Our grooming, clothing, hygiene and general presentation are all things we can pay attention to and reap the rewards from, irrespective of our genetic disposition.
Posted in Being A Salesperson, Differentiating Yourself and Your Offer, What It Takes To Succeed
Tagged blog, clothes, dress for success, grooming, image, job, personal presentation, presentation, quotes, relationships, shoes, techniques