Decide who you are ...and be that

I used to be a big fan of the show M.A.S.H.   I still like it, but not for the humor, but for the occasional nugget of real wisdom that I hear in these old re runs 

For example in one episode BJ and Hawkeye are ribbing Charles on taking too long to operate. His response is a stunning nugget of Sales GOLD .  " I do one thing at a time, I do it very well, and then I move on. "

You see, I have learned that I would rather do one thing great, than to do a number of things and only do them adequately

>First, however you have to decide who you are professionally, and what you can do well

For me it is clear :   I am a Sales Manager, I manage deals, and motivate sales people to achieve .

I am not a technician, I am not an accountant, nor am I able to do those things well . Sure , I understand technical aspects of my product, and I have an understanding of the numbers. But I could not be successful in either of these roles.  Why?   Because I am a Sales manager.

>Once we have have cleared up our role, we must get to work on doing it well.

Mastering one's craft used be a source of pride in this country.  You started a new job as an apprentice then worked your way up to an assistant and then worked from there to be certified, and after much learning and work you were considered to have mastered the craft.  Today we seem reluctant to put in the effort or the time needed to really master anything.

Success takes work.    There is no short cut here, You simply cannot be a great sales person and not put in the work.   It takes Study, practice, rehearsal, and a focus on the goal .

STUDY
 I have not done this up to this point in my blog, but I would like to make you a few recommendations of trainers that I know to be the best at what they do:
Mike Whitty   -> www.mikewhitty.com
Grant Cardone - > www.grantcardone.com
Paul Cummings -> www.paulcummings.com
Dan Waldschmidt -> www.edgeofexplosion.com

These folks do not pay me to endorse them, nor do they even know that their sites are recommended here, but I know they are committed individuals and have dedicated their lives to developing great sales teams.

PRACTICE & REHEARSE
  I have said this before   sell everyone !!  your kids, your spouse, your team mates, anyone who will stand still long enough !!!!!  practice and rehearse your presentation.  work on it until it is second nature.  learn to sell with purpose, and a plan. know where you are in the presentation, and be able to anticipate what is coming next. be prepared.

FOCUS
  Remind your self every day what it is you are working for.  write down your goals and read them every morning. remember the words of YODA  " Do or do not, there is no try "


Sell like your living depends on it
Donnie

Holding yourself accountable for greatness

OK I know this is a simple title but I am going to introduce an exercise that I really want you to take seriously.

In terms of unlocking and performing at the level of Greatness that is inside of you, you will have to go through this tough step.

1.  Discovering your worth
   Other wise known as what it is that you deserve
   *Step in front of a mirror  ( preferably at home and when you have lots of time )
   * Ask yourself  " What am I worth? "
   DO NOT ALLOW YOURSELF TO LEAVE THE MIRROR UNTIL YOU HAVE AN ANSWER IN MIND  (hint its not all about money)
   Now reader this question isn't for your spouse, its not for your boss, It is for you.  This isn't about any one's opinion, assessment, or goal.  This is about you

2. The Second question will come quite naturally ;
     If I deserve these things, Why don't I have them
   No excuses, no blame, just raw honesty .What or who is holding you back? How many opportunities to improve have you missed?  What obstacles have you allowed to stand in your way? what is keeping you from being great?  IS IT YOU ?????

  This is tough, but if being great was easy, everyone would be operating that way.


3. Develop a Plan of action
     This isn't a "resolution" to be lived a while and forgotten.  This is a Life altering plan that will shape your future and it should be treated as such
                                         - What needs "fixed"
                                         - What will it take in terms of commitment
                                         - What will it take in terms of Work
                                         - What is a reasonable time table
                                         - Who can you lean on for direction and assistance
                                         - Where is your passion level? ( Are you ready to do what it takes?)

Of course I do not have the room here to go much further into this but I think you can see the Path

Sell like your living depends on it
Donnie

                                        

Lets make it happen

I suppose there are few things as dis heartening to a retail sales pro than a business slowdown

You know what i am talking about, those days that feel as if they are crawling by, when there is just not enough coffee to keep you awake. 

This is time we are most vulnerable to day dreaming, Time wasting, and the general dismemberment of all we are working towards.

SO...

LETS STOP WAITING FOR A CLIMATE CHANGE, AND START CONTROLLING OUR OWN ENVIRONMENT

1. GET BUSY GETTING BUSY !!

  Activity breeds activity.  
Hey you've got the time available, so lets use it !!  I will give you a formula that will increase your sales in a down month

A. - Send 20 handwritten notes daily
           Let your prospects know that you are still in there working to earn their business
Snail mail is a lost art form, it is generally ignored by your competition which makes it fertile soil for growing new business - avoid form letters or computer generated "sell it all" letters.  Just a few quick lines , hand written and sincere.

B. Dial for Dollars

  30 to 35 calls a day
  Not just blind cold calling here,  targeted planned calls.  Contact those customers that just needed some more time to make a decision.  Contact that Customer who was just starting his shopping experience.  Call the guy who told you no.
Are there deals and incentives that are here this month that wer'nt the last, Whats new in your industry ?  Are there exciting product changes, PEOPLE NEED TO KNOW  and you've got the time to tell them !!

C. Tend your Garden

  You have developed a book of business, You have sold customers that know you, like you, and trust you.
They have friends and family members that would benefit from your services. Lets get those names and numbers. ( Create a reward system that makes your customer happy to have helped you with a referral  a little money, a gift card, maybe a meal at the local restuarant )

Hey were getting busy already!!  But we are not done yet !

2. SHARPEN YOUR SKILLS

    A.-  Make sure you are up to speed on any new innovations in product.
    B. Analyze your competition, What are they doing well, what can you learn from them, and how will we
         stay ahead of them
    C. Perform a "Post Mortem" on lost deals ( I know this is a painfull exercise, It involves admitting we   were   not as good as we could have been .  We have to look at our selves in a brutally honest light here and answer the toughest of all questions " Where did I fail?"


3. STRENGTHEN YOUR TEAM !!
      One thing I have learned through the years is that a tight knit, like minded positive team can accomplish great things together.   This is the time to make that happen,
Team up for your mutual success
Help a partner close a deal, ask them to help you, a fresh face, a new voice, this may be all it takes to turn a prospect into a customer and the team will be stronger for the success.
   Train together -work on the rough areas of your game, steel sharpens steel !!
Share positive influences- we all need fresh insight and positive energy to stay on top.  Be a provider of that energy


I'd share more, but you are way too busy to sit and read !!!

Sell like your living depends on it,
Donnie

The Greeting - Short bursts of Amazing

Your ON !  Its your turn to take the next Customer.  This is a great time to be a Salesperson. The energy at this moment should be hard to contain. You have in front of  you the opportunity to help another person get what they want, and all they while help yourself .  Can it get any better than this?

They're in the door :

BE AWARE OF WHAT  THEY SEE AT THIS MOMENT

Do you appear ready?  We don't want the customer feeling like they are "interrupting" us . Lets have our phones put away, and our hands free. We want to look capable of taking care of them.

Is the entrance free from clutter?  Does the reception area look inviting, warm and friendly?  In short ,will our customer's first impression be that we are glad they are here?

A GOOD GREETING SETS THE TONE, AND ESTABLISHES AN EARLY GOAL

Good eye contact, A firm handshake , Smile .
Now here is the part we just get lazy at . For some reason we just don't see this step as being as important as the rest of the visit.  Many sales people just kind of brush through this as a necessary evil in getting on to more important matters.  The truth is at this moment in the process, it is the most important thing that you are doing so make it a priority.

" Welcome to __________________  My name is ________________ and you are... ( wait on the names and commit them to memory !)

So what now?   Sure, you could go with the old standards
How can I help you?
Can I help you?
Do you folks need some help?
Are you looking for something in particular?
Can I help you find something ?
  WERE TRYING TO BE AMAZING HERE !!!  LETS THROW THOSE OLD STANDARDS OUT THE WINDOW
OF COURSE YOU CAN HELP THEM !! THAT'S WHY YOU ARE HERE, SO WHY ASK???

Lets use our greeting to set the goals for the visit .  How about we find out what our customer is here for and how we can be a part of that purpose .

OK, I'm gonna give you this greeting for free !!  ( I do accept tips )

Hi, Welcome to __________  I'm glad your here,
My name is __________ and you are ....?
what can I do make Our time together  a success ?

I can hear all you "seasoned pros" out there  saying  "that's corny, it will never work..."

Think about it.  Isn't this what you really want to know?  So here is a refreshing idea, ask the question you really want the answer to.  I know it is not "clever", or slick, but it is honest and it will get the goals for the visit established early. 

That's all for today, Try this and let me know in the comment section how it works for you


Sell like your living depends on it
Donnie

Nothing replaces human contact

  If you want to get a hold of me I can be reached by email,text message, Instant message, facebook message,skype, twitter, myspace message, Snail mail, land line , Cell Phone, or homing Pigeon

Seems familiar doesn't it.

  Technology has added so many tools to the selling process that I think we sometimes under value good old fashioned face to face contact.

  As a sales person this method should rank an Overwhelming first place, in your preferences of contact.


- IT BUILDS RAPPORT
  
    Face to face conversation gives the customer a "sense" of who you are. They hear the sincerity in your voice, they see the concern in your eyes.  They decide if you are a person that they can connect with, and  they act on these feelings.

- IT FOSTERS TRUST

    For those of you relying heavy on email for your initial contact, let me remind you that the Nigerian schemers and the Phishers, and the Spammers are playing in that same arena.  As consumers we have become accustomed to being suspicious of email offers.  There are many reasons to meet a prospect face to face , but most importantly it fosters trust.
  A firm handshake, eye contact, a warm smile and some focused time.  These are the initial building blocks to a trust centered business relationship.  What replaces a handshake?

  Last week I contacted the largest car dealership in our area via email to set an appointment to test drive a new Ford Edge.  I received the auto response, "A salesperson will be in touch". 
 Within an hour I received an email from a Salesperson, he confirmed the Car was in stock, and asked when we might meet.  I called him on the phone and told him I would be there in an hour.

  When I arrived at the dealership the salesperson was working with a young couple, and I figured they were very early in the process. ( still picking out a car to drive) 
  I told the Receptionist that I would return in 2 hours , and please let the sales person know that I understood he was busy. 
  I called the salesperson  prior to my return and confirmed my arrival.   Upon my return  I was informed my sales person, was again unavailable ,
  I may very well have liked this sales person, had I met him. 
   There is a better than good chance I would have shown more understanding if I were invested in him, or felt he was invested in me.
  Certainly by working at a dealership myself, I understand that things happen. But I had no reason to commit further in this process. 

So whats my point ?

  Had the sales person put value on human contact, when I confirmed my appointment, he would have set aside the time to meet with me. 
 Even if he was busy unexpectedly, A  few short moments to shake my hand, and inform me of this,  would have strengthened our rapport tremendously.
  I did however receive an email from the dealership thanking me for coming in.


Sell like your living depends on it

Donnie

A Positve Attitude

The final trait for this series on five traits that make Great Sales people

A POSITIVE ATTITUDE

OK, here it is ,the nail that has been hit millions of times, in every conceivable manner, by every sales trainer I have ever heard speak.

And yet it is important enough to mention again!!

WHAT A POSITIVE ATTITUDE IS NOT

It is not a blind , Cartoonish view of the world .  It is not an unyielding belief that all things and all people are good.  It is not a state of ignorance or a child like view of life

IT IS

A deliberate setting of the mind to avoid all thoughts and actions or people, that would negatively impact the life or work of the Sales person
  It is the intentional impacting on those around us in a positive and uplifting manner.
It is a critical element of success as a sales person, And I believe, success as a person in general
It is the constant pursuit of good training, and positive influences in one's life


  lets face it, as Sales people we face rejection and negativity on a daily basis.  Even the best of us statistically
will fail two thirds of the time. We have to be armed to offset that negative wave, A positive attitude is the best preparation we can have

- It drives us to learn our craft
- It inspires others to step up
- It shines a light when surrounded by dark influences
- It is the fuel that gets us up early, and keeps us up late
- It is a family's strength when the world says the outlook is dim
- It is the difference maker in head to head competition
- It is the heart beat of good selling organizations
- It is the shield that protects from the spears of our enemies
- It is the deep breath that keeps us from drowning when we are under water in life
- It is the telescope that puts the better horizon in focus

Sounds Great doesn't it ! So where do you find it ? 

IT IS INSIDE OF YOU ALREADY !

- It needs to be fed with good influences ( read good books, listen to great speakers, surround yourself with positive people.
- It needs to be shared , The more Positive energy you put out the more you get back, It is a self fueling
- It needs to be protected.  there are those that will rob it from you if you let them

Sell like your living depends on it

Donnie

An Outpouring nature

The third trait in our series Of common traits of great Sales people

AN OUTPOURING NATURE


  Those that reach the pinnacle of the selling profession know this principle trait well.

  You see the hallmark of success has never been the amount of money you make, although that is certainly a benefit of sales success.  It is in fact the number of lives you influence


A BENEFIT TO OTHERS

If you have been in sales for any length of time at all, someone has mentored you at some time.  Chances are good that someone was not in a position that REQUIRED them too .  Rather odds are that those that mentored you most positively are Sales people that took of themselves, and poured into you

AN OVER FLOWING CUP

Fill a cup past the brim, and someone or something is going to get wet !!    When A Professional sales person is experiencing the benefits of being at the top of his or her game, It is a natural extension to want to share that success with the team around them.  That is exactly what the best in our business do

A PERSONAL EXAMPLE

  When I came into sales, it was into a small office supply company.  I sold office equipment on the road to various businesses in Indiana.  One of my clients was an RV dealer.  I had the opportunity to show this dealer  a copier. About thirty minutes into the presentation, he asked me rather plainly, " Do you know how to close me?" .  I had to admit to him I didn't even know what the word close meant. 
  He made me the offer that changed my life.  He did not offer me a job, but rather, he told me if I would come by once a week, he would teach me how to sell .   We set the day for Tuesdays, (he bought the copier incidently), and my path of learning had begun.
  This man had no reason to invest his time or energy into me. He owned just a small dealership, and had no budget for another sales person.  He simply understood the principle of an out pouring nature.
  Three years later I went to work for that same dealership, and I was there for close to 17 years.  I began as a salesperson, and eventually held the position of GM.  I would have never experienced the RV business, or true sales success were it not for this Sales great in my life.  I have seen this principle first hand.

COMING BACK AROUND

  Some one may say thet the only reason the Dealer above poured into me was to eventually hire me.  The truth is however He recieved the direct benefit of his out pouring nature.  I watched him for many years pour into others in the same way, He spent thousands of dollars making opportunities happen for his people.  ( I have since learned this is characteristic of many RV dealership owners in this great business)  This man started as a sales person , poured into others, and reaped the direct benefit from it


Sell like your living depends on it
Donnie

Inward Accountability

The 2nd trait of GREAT Sales people in our series

INWARD ACCOUNTABILITY

Every sales person has someone that they are ultimately accountable too The greatest in our profession hold themselves to a higher standard than others expect of them

INTEGRITY

  You won't find the best in the sales game taking part in slippery snake oil selling.  They know that at the end of the day deceit brings defeat
  You'll find them working hard to be sure that every detail of a transaction is disclosed, every promise kept, and even if it means losing the deal, every fault uncovered.
   A true sales professional understands that along wwith his money, a customer also spends his trust.  This expendature means something special to a truly great Salesperson .

PERSONAL RESPONSIBILITY
 
A mentor of mine once told me that when you point a finger at someone else the fingers left balled up in your palm all pointed back at you.
  The Greatest among us do not waste time with the blame game, They step up and take full responsibility for the success or failure of every transaction.
  They are the first to check the details, The first to admit fault , And usually the first on the scene with a solution . 

COMMITMENT

  Whatever it takes.  We hear this phrase a lot  in sales .  Have you ever had the pleasure of seeing this attitude in action?   It is truly amazing to watch a sales person who is commited to the process work.
This Salesperson is relentless in the pursuit of perfection. Their customer feels appreciated in the process and their company is profitable.  They settle for no less that the best effort they can put forth, and accept nothing less from those around them .  It really is a joy to be a part of

  The most striking fact is this, no one has to ask that they step up this level.  The Great ones require this of themselves.

Sell like your living depends on it

Donnie

INTENSE ENERGY

  This posting will be the first in a five part series on traits that make GREAT salespeople


Trait # 1  INTENSE ENERGY from Miriam Webster   isnt is interesting that the definition of Intense contains the word energy  hmmm

: marked by or expressive of great zeal, energy, determination, or concentration <intense effort> 

 It starts when your eyes open in the morning !  I describe it like a big bass drum beating in my chest. Your eyes open and into your inner man bursts a day full of opportunity .

UP AND AT IT !!

The excitement of this new day just can't be contained, It is settled briefly for some quiet time, Morning devotions , or reflection, but this time only serves to direct the energy

THE ROAD AHEAD
 Now  plan the day, What does it take to be great today?  This amazing opportunity has to be shared !!   Who will I call ?
How will I get in front of new prospects today?
How will I show yesterday's customer that I appreciate the confidence he put in me?
How will I reward my family for their support
The energy is now being focused into a deliberate well structured  force

AN INCREASED LEVEL OF PERFORMANCE 

  This increased  focused directed energy will positively effect every facet of a Sales person's day It serves as the fuel that keeps him on track, and the gust of wind that carries him over obstacles,

Its the intangible quality that sets him apart from the competition in the eyes of the customer
Its the Signal that tells the management that he is the right salesperson for the job
It's the rally cry that draws the team to him for leadership
It's the personal commitment that keeps him earning despite bad economic times

Intense Energy  the first quality in the formula for GREATNESS

Sell like your living depends on it

Donnie
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IS CUSTOMER SERVICE NECESSARY ?

  I am really starting to get the impression that many salespeople today feel that the idea of offering full service is a thing of the past.

  I guess this conclusion is natural due to the way we do much of our shopping these days

- Big box stores that invite us to help our selves to the merchandise
- Buffet restaurants that give us the opportunity to fill our own plates and bus our own tables
 -Fuel stations that let us pay at the pump and fill our tank
  I could list example after example


IS CUSTOMER SERVICE NECESSARY ?
Consider this, How does it feel when you develop a question inside of a Huge discount store and can't find the employee "assigned "to that area?  You know the feeling, it starts out as curiosity, turns to frustration, then evolves to full out anger at the thought that there is no more value put on your patronage than to greet you with an empty aisle
 How about that feeling you have when your drink runs dry at the table in that buffet restaurant, and you have to leave good company and great conversation to find the soda fountain  are you thinking "big tip"?
 Ever try to find a shoe horn in a rack store? 


You see we all use the self service retail centers, however that should never be mistaken for our not wanting Good service  

As sales people we need to realize the truth about Customer service

 OUR CUSTOMER"S WANT TO FEEL SERVED

A little extra attention, some outright pampering, that is  what they want when spending their money.  And guess how customers react when they find that attention and pampering ;
 You guessed it !!,  BUY MORE and SPEND MORE

OUR CUSTOMER"S RESPOND TO SERVICE
 You see all types of service is responded to.   Bad service results in the loss of business ,
 Mediocre service results in mediocre profits,
 Great Service Results in OUTRAGEOUS SUCCESS
Not only do our customers come back, but they bring the people they care about with them . They want to share this experience.  They talk about it, They write about it, Heck they'd sing about it given the chance.
Great customer service brings GREAT retail rewards.

OUR LIVES ARE ENRICHED BY PROVIDING GREAT SERVICE
- It feels good when we know we are truly serving the needs of those we sell to
- It pays well, great service equals great financial reward every time !
- Our company wins ( A quick reminder, companies go out of business every day, Customers bring  longevity with them , and take it when they leave )

Sell like your living depends on it

Donnie

Seeing your process from the customer's perspective

I am sitting on my back deck with my Grandson Ayden, who is just a few months old. I am watching him tackle a cheerio for the first time.  His face tells a story of both confusion and excitement at the new taste sensation.
It will come as no surprise  that my thoughts turned to selling.

We as sales people  get so wrapped up in our processes and procedures,  that we forget there is someone in the mix that is seeing all this for the first time.OUR CUSTOMER

 No matter what you are selling, There is value in analyzing the experience of doing business with you from the customer's point of view

THE DISPLAY AREA
 - Is it easy to shop with us?
   A retail display area should be neat, well thought out, and ready for a Customer to view.  Clutter in the showroom, poorly maintained inventory and a lack of order will derail even the best sales presentation.
  Our Customer draws their opinion of how we will care for their purchase by observing how we cared for it when it was ours


THE VISIBLE OFFICES
  - This really is an overlooked area in many businesses,  What would you hope to see looking casually through a window or doorway into an office?
When there is the chance that a customer will catch a glimpse  " behind the curtain" , They shouldn't draw the conclusion that we are not serious about what we do. - Keep your office areas neat and organized, avoid the  bad habits of leaving empty cups and lunch containers every where , Be aware of what is hanging on the walls, and sitting out in plain view.


THE BUSINESS / FINANCE AREAS
  -   Some things are true no matter the business your in, and this is one of those truth's
 The areas where a customer transacts business with us need to be business like .
  Extra care needs to be taken that personal information is protected at all times.  Money that is changing hands needs to be handled in a secure and trust worthy manner,  Every detail of this part of the process needs to foster a feeling of trust and security in our Customer's mind.  - If I am handing you my hard earned money I dont want to see other customer's personal information sitting out and treated with disregard for their privacy  I want to know I can trust you ( and it is also the law)


I started this segment writing about Ayden,s first cheerio, it is presently being eaten by my Yorkie and Ayden is enjoying a cookie.  Looking at it from his perspective, its a better choice!

Sell like your living depends on it
Donnie

Getting past average

When I was a younger man I aspired to be a Rock and Roll musician, When I dreamed of my future fame, I imagined the Stadiums filled to capacity and the Music lifting  the people . 
Funny, I never dreamed of rehearsal, Practice , voice lessons ,  countless hours of travel,... well you get the picture.


No one dreams of hard work, long hours,training,and practice .  But this is exactly what it takes to rise above the average sales masses

Hard Work
Putting in the effort when the other guys are long finished, Being willing to get just a little farther before you wrap it up.  Asking just one more tough question, making just one more phone call.  Being the last man standing is often the difference in getting the deal.  The greats in this profession understand this discipline well.

Long hours
 What gets you up earlier than the competition, What keeps you going long after the office lights are out?
This discipline is the result of PASSION , a driving desire to be the best, to experience the magic that comes with being at the top of the game Sales leaders dont watch clocks, they Make the time to make it happen.

Training and practice
I know a Sales person  who brags " I have sold more units to my bathroom mirror than I have customers " !
Incidently, he consistantly out sells his peers .  Sales is like any other Craft, training and practice are the key to lasting success.   Practice really doesn't make Perfection, It does make you better and that equals SALES


Sell like your living depends on it
Donnie

Today is here , How will you handle it

OK Sales people, your at work, the day has begun , where are you heading, what is your plan, and more importantly how will you get there.


The answer lies in Yesterday's preparation, and This morning's activity


PREPARING TO WORK IS JUST AS IMPORTANT AS THE PERFORMANCE


1. SET THE GOAL FOR THE DAY
   What will you accomplish , make it simple and specific, don't allow your self to drift aimlessly through your day relying on Chance.  Set a defined goal
" I will sell ___ "
" I will make __ new contacts"
" I will call __ current customers"
" I will study ________"
" I will leave today prepared for tomorrow"

2. PREPARE TO WORK YOUR PLAN
    A common sales day is filled with distractions,  Work place drama, Office politics, Internal issues, Gossip, Home place interruptions, and many other situations and people that will derail even the best of intentions.
The key ; Discipline
  Be disciplined in your approach to your day, prioritize your tasks, Write down the tasks for the day and check them off as you finish.
  Plan to avoid the parts of your work environment that tend to steal your time and attention.  Stay out of the "break room" avoid the "gathering spots" ( Every work place has them )  These places tend to rob your time and impact negatively on your attitude .  In the end staying focused on your plan will result in a fulfilling work day and a profitable selling day

3. REDISCOVER THE VALUE OF QUIET TIME IN THE MORNINGS
  Even if you have to get up a little earlier, just a little time in the morning , in quiet meditation, Prayer, or reflection is worth Thousands to you in additional income.  Not because it provokes some mythical spirit of wealth that bestows you with sales.  It does however , kindle a fire within you, a quiet determination to have a good day , and a reassurance of whats truly important in your life.  It prepares you to interact with Customers and Co-workers in a positive manner and this results in SALES

And the final tip for this post ;

4. BRING GENUINE ENTHUSIASM TO WORK WITH YOU
  Don't count on it being there when you arrive, don't blame others for the lack of it in your work place BRING IT .  I would much rather be known at work for being the guy that is way too fired up ,than for being the guy that is way too burnt out.


Sell like your living depends on it
Donnie

Selling like it matters

These days I am more and more shocked by the level of apathy in the retail selling profession

A few examples :

* A quick trip to the Mattress store finds the sales man on duty, busy playing the latest game on his "smart" phone
* A stop by the electronics store, and the Sales person has to consult the manual to answer a question on the remote control settings
* A sales person ,Reading a novel,filing their nails,smoking out by the door,Flirting with a receptionist,watching the game, wearing his MP3 player,

Or any other activity that suggests at best he is not ready to help, and at worst he doesn't care !!

Let me be clear, I am a Sales Professional in a retail setting, and I am PROUD of what I do for a living.  I want to do it well, and I am not settling for a mediocre living generated by mediocre talent and laziness. 

And I am certain their are others like me ( Hence the Blog, really not just a rant ! )

So I humbly submit the following advice for my fellow Sales professionals  :

1. Come to work with a purpose
     Set goals, both personal and professional , not far reaching un attainable goals, but daily practical goals
Don't let yourself settle for just "burning" the hours of the workday.  Work towards a benchmark and  accept nothing less than your best effort.

2. Sell with sincere enthusiasm
     What is your " value " in the market place? What can you get excited about? Sincere enthusiasm is generated from within, it stems from a belief that what you do is worth while and will add value to the lives of others.  And the desire to share that value

3. Know what you are talking about
No matter your product, chances are good your customer isn't buying it because they have three more just like it at home.   get to know the product, what are the "real life" applications. Try to know more than the product card or brochure.  Offer your prospect tangible examples of how this product will increase the quality of their lifestyle.  Try spending just fifteen minutes a day examining the product , learning the ins and outs, even it's short comings.  Time spent mastering the product will equal quality demonstrations, and well thought out conversations with the customer, and that my friend, equals SALES.

4. Look the part
Here is the area where I will offend someone, but come on, your customer wants to think about your product not how you managed to get that large silver bone in your nose !! Or how you manage to keep your head up with those fifteen pound earrings on!!  That Shirt with the clever sarcasm on it, is great for a trip to Walmart, but it has no place in a retail setting.  And hey, how about a bath before work, a quick run through with the toothbrush and comb.  Let's look like we care .

And the last tip for this particular post ( and perhaps the most important) ...

5. Act like the customer matters ( Because he does )
 You may think that Snarling ,spitting, overbearing sales manager  pays your paycheck, but you are very mistaken.  If you are in sales of any kind the most important person in the process is the person from whom the income is derived.  They put the fuel in your tank, pay the light bill, buy the nice furniture, and finance the vacations.  Their reward, if you will ,for being willing to spend their money with us  , should not be wasted time with apathetic sales robots,  It should be Our sincere effort to make their time with us effortless, and an experience worth rewarding us for

Sell like your Living depends on it
Donnie