Content about Business

04.19.10
Increase Your Sales Dollars
The Magic Word for Salespersons: Up-selling
 
Years ago in my misspent youth, I was taught that there are three ways to increase your sales numbers: Get new customers, reactivate former customers and get more business from existing customers. The latter being the easiest and fastest means to bigger commissions.
 
What my tutor didn’t tell me is that there is another adjunct to those three principles; Up-selling. Increase the dollar amount of your sales by showing the customer how they can actually save money by spending more at the moment of sale. As every car salesman knows, no one buys the “Sally Rand” (a stripper) model of any vehicle, at least no one other than a person who understands that a car is just transportation. 
02.03.10
There is an e-mail going around the internet, forwarded by well-meaning friends, that claims to be a commencement speech given recently by Bill Gates to a High School class. The class is not identified and a check with Snopes.com and TruthorFiction.com disclose that the revered Mr. Gates is not the author of the article/speech/commencement address. No one knows who authored the piece, but it still rings loud and clear as good advice to late teens (and anyone else who have yet to hear the sound of reality). Rule 3 gives some indication that this piece was written before the modern era of everyone carrying a cell phone.
 
01.28.10

Every sales manager has a number of horror stories about misdirected sales efforts. We all know about salesmen who have spent a lot of time pursuing a prospective client only to find out that they weren’t qualified to buy or in need of his product. Then there are the salespeople who pitch and follow up on people who are not empowered to make buying decisions. In times of economic crisis, a sales manager and his salespeople cannot spend time in unproductive efforts. Everything they do every day must count. But how can they be sure they aren’t wasting time and effort? Make a list of a few simple rules, and then follow them.

01.21.10

The economy sucks, there's a bunch of ignorant boobs in Washington, DC, the Federal deficit is stupendous and higher taxes are looming . . . doesn’t sound like 2010 will be a good year, does it? Take heart, the economy will get better, an awakening public will vent their collective spleen on Congress and the Executive Branch forcing them to do something about deficits and taxes . . . and selling professionals will advance us towards a “pre-boom” economy.

12.08.09

Sales trainees are taught that there are a number of ways to increase the sales in their assigned territory, thereby increasing their employer’s business and justifying their own existence. The sources of new business are, in order of importance to a new salesperson: New customers, increased business from existing customers and referrals. There are a number of sub-headings for each of these items. Referral business is relegated to least of importance because a new salesperson has yet to develop the sources, being too new to have a rapport with existing customers or other referral fountains. Referrals are, however, the source that experienced salespeople find are the best and most reliable source of prospective customers.

11.17.09

The turkey season is here and I don’t mean turkey hunting season. We are rapidly approaching the holidays where turkey is the featured main course, particularly on Thanksgiving. Turkey is so good, healthful and low cost, I don’t know why people don’t eat the delicious bird at least a couple of times a month. In one part of the world they do; in Cajun country turkey is not limited just to Thanksgiving and Christmas, but enjoyed at many family cookouts as well.

11.09.09

What is it about politicians that they all think they have to “reform” or “change” the systems they were elected to administer to . . . and a lot of things that they were not elected to manage, like businesses and healthcare.  The bloated bureaucracy in Washington, DC has a history of mismanaging nearly everything they touch, so what makes them think they can manage the healthcare of the USA, or General Motors, or Chrysler, or AIG, or CIT?

11.02.09

Think about it, when is the last time you bought anything from a salesperson with a bad attitude, or even an unsmiling guy or gal? It is the likeable salesman who gets the orders, regardless of the product he is selling. He makes the sales experience a positive one and his customers know that he really appreciates their purchasing from him. His attitude establishes credibility and the clients believe what he says. Studies have shown that people buy from salespeople they have come to like during the sales process. Are you or your salespeople viewed as “likeable” by you prospective customers?

10.29.09

Sales volume is in direct proportion to the volume of prospecting by the salesperson. Sales cannot be made without prospects. Sales is a numbers game; the more prospective customers a salesperson calls on, the more sales are made and the more prospecting a salesperson does, the more prospects they have to call on. Sporadic prospecting results in inconsistent sales figures, up-and-down sales volume. In times of plenty (lots of leads to work) it is natural for reps to prospect less, but there should be consistent prospecting in order to assure a constant flow of leads to be worked.

10.28.09

Sometimes you should let your imagination take charge. When you have been focusing hard on a business/sales/marketing problem, let your mind take a rest from the strain of searching for a solution and take flight, influenced by whatever is going on around you, the results might surprise you. Years ago, in my misspent youth, I became known for innovative approaches to sales situations, all because of a vivid imagination. Then I had to spend the rest of my career living up to the results achieved by that original flight of fancy.

10.16.09

You are on a roll, the prospect seems to picking up on your every word and you are mentally counting the commissions you’ll make after he inks the purchase agreement. Suddenly you realize that his response to your closing questions is all wrong. The prospect has no perceived urgency, his need wasn’t as strong as your initial research had shown and his company has neither the time nor the assets to purchase and implement your program . . . but they may have in the distant future. How do you exit gracefully and still maintain some semblance of a relationship for the future?

10.12.09
 That renowned Socialist, George Bernard Shaw, made a statement that is appropriate for our government’s approach as seen by a significant number of American (non) taxpayers, “The Government who robs Peter to pay Paul can always depend on the support of Paul.” Another statement that is very appropriate is from Winston Churchill, “Trying to borrow oneself into prosperity is like standing in a basket and trying to pick oneself up by the handle.” Another timely statement is that the fall of an economic/government/social system is ordained when the populace learns that they can vote themselves all sorts of entitlements that others have to pay for . . .
10.07.09

The United States is being bought up by foreigners. It’s sort of like a rummage sale or a department store bargain basement. Investors are buying up US companies at a record pace and foreign governments are “buying up” the Federal Government through loans to finance Congressional and Presidential deficit spending and corporate bailouts. On one recent day, the stock market reported more than $14 billion in stock acquisitions, some of it in buyout deals by foreign financiers.

10.05.09

Besides putting our grandchildren in deeply in debt, the government stimulus was an attempt to solve the economic problems of this nation by throwing money at them. Has it succeeded or failed? The answer depends on whom you listen to, but the truth is that it did both. The GDP actually rose three percent (3%) the first two quarters of 2009, but how much of this was due to the stimulus spending? The stimulus money that went to state governments got spent on small, “shovel-ready” projects and prevented massive lay-offs which had been planned for early 2009. Larger projects will not occur until early 2010, so they will not impact the economy until then.

09.30.09

The jury is in and the verdict rendered. Exercise, even for the “oldest old” is good for you and may extend you life. According to a study done in Israel, the three year survival rate for 85-year-olds was three times higher for those who were active than the inactive group. Active was described as “more than fours hours of exercise weekly,” and consisted of walking and other forms of fitness. The study also concluded that previously inactive people of all ages benefited from starting an exercise regimen. Those who were part of the test reported also that the “active group” experiences less depression and loneliness. They also had an easier time performing routine, daily tasks.

09.28.09

In Australia they have a term, “walkabout,” which at present means to take a short, occasional interruption from regular work. The term originated with the Aborigines and was the word applied to a rite of passage in which adolescent males went into the wilderness for as long as six months. On this spiritual journey-of-discovery, the young men would trace their ancestors’ pathways of life, called songlines. The young teens would reenact many of the heroic deeds attributed to these precursors. Continued to this day, the walkabout is misunderstood by the white employers who saw it as an “aboriginal thing” in which suddenly without notice, a young man would disappear, reappearing just as suddenly weeks later. To the Aboriginal youth, it was an important spiritual matter for which his employer, from his lack of understanding, would not grant a leave of absence, so they just left when the need came upon them.

09.19.09

“Ya gotta close the deal on the first visit, ‘cause they ain’t coming back!” says the old timey salesman to the rookie. “Be sure to give them your watch so they know what time to be back.” is further advice from the grinning, hoary old peddler to the kid. Be-backs, people who don’t buy on the first visit or on the salesman’s first call, are lost opportunities because they’ll go down the road and meet a real salesman. You get one chance to close the deal, one shot at get their signature on the contract before they bail out.

09.16.09

Change isn’t always good, in fact at least half of the time it’s bad. The changes we have been seeing since early in 2008 have been very bad for the USA and for all over the world. The economy has tanked in much of the world, largely due to greed on the part of financial institutions who were encouraged to make loans to unqualified borrowers, who offered credit cards with limits higher than common sense and charged usurious rates of interest on the unpaid balances. They also made “negative equity” car loans in which dealers took trade-ins on which there was more owed than their worth, then rolled the “negative” equity into the new car pricing and the bank bought the paper. Most car buyers started out in the hole and it only got worse from there.

09.10.09

There are more than three hundred million people in the USA. It is claimed that there are more than fourteen million salespeople in the USA. This means that out of every twenty people there is one salesperson. Why are so many people in the sales field? Because everyone thinks that being a salesperson is easy, after all, all you have to do is talk, right?

09.09.09

In a recent article in The Sovereign Society’s Offshore Letter, guest writer Chuck Dolce equated the practices of the Federal Reserve, our central bank, to those of The Godfather, Vito Corleone, whom he quoted, “Give this job to Clemenza. I want reliable people, people who aren't going to be carried away. I mean, we're not murderers, in spite of what this undertaker thinks...” - Vito Corleone. It is Dolce’s contention that our banking system operated much like Mafia loan-sharking.

09.07.09

On June 30, 1908, a little after 7:00 AM in the area that is now Krasnoyarsk Krai on the Lower Tunguska River, a huge explosion flattened more than 80 million trees on 830 square miles of Siberian taiga. The explosion was estimated at one-thousand times greater that the atom bomb dropped on Hiroshima, Japan in 1945. The cause of the explosion is not known for sure, but some scientists surmise that it was a large comet or meteor striking the Earth. The evidence does not support that contention, however, but pictures of the site look more like an air-burst than an impact since there is no crater to support the impact theory.

08.27.09

Bargains, bargains everywhere. Headlines in newspapers, on advertisements and across the tops of industry newsletters extol the plethora of bargains available on nearly everything imaginable; Real estate, classic automobiles, jewelry, electronics, hey, even Omaha Steaks are 50% off! One headline announced that baseball Hall-of-Famer, Len Dykstra, just lost his house he had listed for $24.95 million. He had dropped the selling price by nearly $10 million, but it still didn’t sell and went into foreclosure. Another personality, music producer Scott Storch, lost his $7.5 million house to a bank who bought it at auction for $5.5mm.

08.26.09

The keynote speaker at the combined meeting of the Dallas and Ft. Worth chapters of Sales & Marketing Executives International (SMEI) was Herb Eagle, President of SMEI. His opening comment was that salesmen and golfers have a lot in common. He went on to tell the audience, all sales and marketing types as the name of their organization implies, when they gather in the “19th Hole,” you never hear golfers talk about all of the bad shots they made that day, only the few good ones. He further asked, “What do salesmen talk about at the end of the day? All of the rejections, missed appointments, disinterested prospects . . . or the few good sales calls that resulted in sales or future call-backs? Obviously the latter.

08.24.09

The mountainous U. S. debt incurred by the governmental attempt to pull the country out of the current recession could turn the country into a banana republic, says Warren Buffett. His contention is that like unchecked carbon emissions melting the icebergs, unchecked greenbacks will melt the purchasing power of our currency. The “Wizard of Omaha” has been right more than he’s been wrong, so you can bet that he has some insight into the future if the Congress and the Fed continue dilute the value of the dollar by printing more money to cover budgetary shortfalls.