What advice would you give a young sales professional?

I recently began posting questions on LinkedIn and I have decided to share some of the opinions of the industry experts in our group...I hope you enjoy!


What Advice Would You Give A Young Sales Professional?

"Be coachable. Just like you are convinced that as a 20-something, newly entered into the workforce, that you know more than any 12 yr old on the planet, remember that those who have been doing the job for 10, 20, 40 years may have some pretty good ideas, too. And some of the things you're convinced are true, may not work. Come into it with true humility, because not only will you learn more, you'll be showing a tremendous leadership skill that will get you noticed. A lack of coachability is a standard complaint about those who are just entering the workforce. Don't reinforce the stereotype."

- Steve Gardner (Owner - Five Star Speakers)

Steve's Company Website - Click HERE

"When you are green you will grow . . .when you are ripe you will rot. Your constant and consistent willingness to learn and fine-tune yourself on the basics of your selling process and products will always net the best result. And know that you are the one who can be counted on to deliver results. Both of these require discipline of your will and your schedule. Easy to type . . .not easy to do. But they will take you far."

- David Redabaugh (Direct Sales Manager @ Yellow Book USA)

David's Company Website - Click HERE

"DON'T JUST FOCUS ON PRODUCT KNOWLEDGE (I am shouting this from the mountain top). Your "product" only excites you.

Understand Business. Learn to read a balance sheet, an annual or quarterly report. Delve into the industry you are selling to and understand that industry's language and specific business challenges.

If you are selling to Tyson - know "catch weight" if you are selling to KPMG understand the "global cost of pursuit". Anything else is just faking it and you will always be perceived as green. The earlier you become a business expert

Read CIO, CFO, CEO magazines (all available online). Read "how to think like a CEO". The fastest way to be perceived as an equal is to become one"

- Becky Guillory (President, Bungalow4sale; Principal at Kris and Company Sales Training & Consulting Toplinked.com)

Becky's Company Website - Click Here

What does is take for us to "win in the mountains"?

Lance Armstrong will go down in history as being one of the most dominant athletes of all-time. The cyclist has not only made his mark through his numerous Tour de France victories but has also created a following by his triumphant battle with cancer.

Hundreds of individuals have studied Lance's success in the Tour de France and developed theories of why he has been so successful. The one thing that is understood, by all who study Lance, is that he wins the races in the mountains!

The Tour de France offers a variety of terrains but the most excruciating part of the race is when the riders reach the mountain stages. Already beginning to fatigue from the earlier stages, the riders begin their steep accent to the top of the mountains. As many of the riders begin to slow, there is one rider that begins to push even harder! Lance Armstrong has built a reputation around his ability to separate himself from the competition as he moves into the mountains.

When asking Lance why he is so dominant in the mountains Lance says that he focuses on the last 20% of the incline. He said that he will push harder in the last 20% of the mountain crest than any other section of the Tour de France!

When asked why the last 20% is so important, Lance communicated that it is vital to push harder because it allows him to top the crest with a great deal of momentum! That momentum allows him to reach incredible speeds on the decent. It is this mentality that allows Lance to generate drastic leads in the mountain stages.

Ok...great story Jason...but where does this fit into the world of business and sales?


To answer that, I would say that I believe that we have made our way into the mountains ourselves. With the economy the way it is, and has been, we have been tempted to slow down. We can get caught up in a pack of people that have the mentality "I just hope I can stay alive long enough for this economy to change".


My Challenge:

Do what it takes to pick up speed now, so we have momentum built up when everything does take a turn! When the economy begins to improve, the "Lances" of the business world will see themselves leaving the pack behind.

The other bonus is that this tough time will begin to eliminate the little "ankle-biters" that move in and out of the industry!


2 Ways to Pick Up Speed in The Monutains:


1. Focus On Learning

- CDs
- Podcasts
- Books
- Seminars
- Workshops
- Extended education
- etc.

2. Reevaluate Our Business Model

- We will not reach success today by doing what worked yesterday!
- Identify what it will take for us to stay ahead of the curve!
- Read "Built to Last" - Jim Collins

Free sales training? Watch Curling!

I was on LinkedIn last week and I posted a question regarding how to effectively communicate with individuals outside of your generation. I received numerous comments but one response caught my eye. Jeff Howery (Direct Sales Manager @ Toyota Sunnyvale) said the key to his success was his ability to recognize what makes different generations tick. He also gave a great deal of credit to his children for teaching him how to relate to the younger population. Needless to say, Jeff was definitely a continuous learner!

Fascinated by Jeff's point of view, I wanted to thank him for his feedback. I sent Jeff a message on LinkedIn letting him know how much I appreciated his thoughts and how I feel that continuous learning is contagious!

Jeff responded yesterday and ended up giving me one of the best sales "visuals" I have ever received...so I wanted to share it with you!

Jeff said that if you want to learn a few sales strategies...watch Curling!

What is Curling?

In Curling one teammate begins to slide a granite stone down the ice in the direction of the house ( a giant bullseye ). The sport can be compared to shuffleboard on ice! Once the "rock" is sliding down the ice it cannot be touched. The way the team controls it's direction is by sweeping the ice in front of it. The "rock" is ultimately sliding under its own power but it is the job of the sweepers to create clear the path in front of the stone so it arrives at it's desired location. That visual brings us back to the 'ol saying...

"People don't want to be sold...but they love to buy!"

Like in curling, successful sales professional recognize that the goal is not to control the customer but to tailor the path to lead the customer to THEIR desired results!

Our desire in sales is to create an atmosphere that when a sale is final, the customer feels that they arrived to that point on their own volition!

A client that buys will be around forever...but it is only a matter of time before a client, that is "sold", decides to go somewhere else!


Are you focused on creating a path that helps your customers buy?

Thanks for the great feedback Jeff!

How to sell ourselves...without bragging!

A couple weeks ago I was doing a program at a university and we were discussing building a "personal value proposition". About halfway through the program a young man asked a great question...

"How do I sell myself without sounding like I am bragging?"

After he asked that question I looked around at the room and realized that a good number of the students were wondering the same thing.

These students were just a few short months away from graduating and moving into the workforce. They had attended this session to learn how to differentiate themselves in the job market.

As I answered the question I realized that the answer applies to sales professionals as well. These 3 tools will help us create our own value proposition in the competitive world of sales.

So...

"How do we sell ourselves, to our clients, without looking like we are the stereotypical sales people...show up and throw up?"

First...

We must have credibility in our field!

Bragging occurs when we display confidence without credibility!

Can you tell the difference when someone has been there and done that and someone who has been told what to say?

Of course you can!

Credibility does not only come with time/experience but it comes with a devotion to learning the trade. There are plenty of young, credible professionals out there because they realized that in order to compete, without a wealth of experience, they would have to learn their industry inside and out! They would have to learn their product/service inside and out! They would have to learn their customer inside and out!


The Second way to sell ourselves without bragging...


Sell in response to a question!



The problem with the "show up and throw up" approach is that we have no idea what the client wants or what their needs are.


When we ask questions we can identify their current situation and then we can provide solutions for that issue. It also gives us insight into the clients "hot buttons", which gives us the opportunity to tailor our responses to fit them perfectly.

Ex.

"So... Mrs. Shafer...at the end of the day, what are are you looking for in a supplier?"


"I am looking for a supplier that is going to be around for a while. A company that has the desire to be a consultant for our company for years to come!"
(p.s. While this is not a question...it is, what we would call, an inquisitive statement!)


"I completely understand...we have a number of clients that have been in our family for over 20 years and we definitely understand the impact that can have on the success of a company!"


So what did that accomplish?

1. We asked what she wanted/needed...

2. We identified what the "hot button" was...

3. We acknowledged her situation and addressed it...

4. We gave her reasons why our company meets her criteria...aka...we sold ourselves effectively!



The Third way to sell ourselves without bragging...


Is to have proof!


Selling ourselves using statements that are not tangible and that cannot be proven will only leave the client questioning the validity of our claims!

When we begin selling what we do or who we are, we must have proof for each and every value proposition we make!


We need to be able to draw it out!

We must be able to do the math...right then and there!


We will not make large strides in any sale unless we have the ability to prove "the value" on the spot!


Have you ever heard this line from anyone...


"It will be worth it...trust me!"


That approach does not work in sales. We don't make large-scale sales by saying...trust me!


The best sales professionals are the ones that say...


"This product is the best...and I can prove it!"



So...How does you style of selling stand up to this model?




How do we sell ourselves without bragging?

1. Be a credible source of information!
2. Sell in response to a question (or inquisitive statement)!
3. Have proof!

He was devoted...devoted to his craft!

Do you get up and go to work?

Do you work hard at your job?

Do you constantly drive to enhance your career?

Do you dream about perfecting your craft?



Before you answer this question...Let's take a look at what these words really mean...



Work- exertion or effort directed to produce or accomplish something; labor; toil

Job- anything a person is expected or obliged to do; duty; responsibility

Career- an occupation or profession, esp. one requiring special training, followed as one's lifework

Craft- an art, trade, or occupation requiring special skill, requiring devotion


Now... How do you view YOUR profession?

Is it work?

Is it a job?

Maybe a career?

Or...

Is it a craft?


In all honesty...I didn't give much thought to the differences between these until I heard about a young boy named J-Mac...

J-Mac (Jason McElwain) was diagnosed with Autism at 2 years old but that isn't why his story has reached millions...


J-Mac has been labeled with something else...a love for playing basketball!


From a young age, basketball became his love and his refuge!

When coming into high school J-Mac did not make JV basketball team but his love for the sport drove him to be a part of it any cost!

He soon found a way to contribute to the team and its success...he became the team manager!

J-Mac was the JV team manager and eventually became the manager for the Varsity!

In his 3 years as team manager he never missed a practice and only missed one game!

As his senior season was coming to a close...

with just one game left...

J-Mac's coach said "J-Mac...I'm gonna try and get you in this game! I can't make any promises but I will try!"

The entire school had heard rumors about J-Mac getting to play in the last game of the season, so hundreds of students piled into the gym for the game. They carried cardboard cut-outs of J-Mac's face and cheered for him throughout the game!

Finally, it came...

With 4:19 left in the final game of the season (Senior Night) J-Mac was put in the game!

This was his time! This was his chance to show everyone what heart and drive can create!

Unfortunately, J-Mac missed his first shot!

The crowd sank...praying that J-Mac would score just one point in his first, and final, game!

Then...he lined up for a second attempt...


It was good! A 3-pointer! The stands exploded in a roar!


Then his next shot...ANOTHER 3!


And his next...ANOTHER 3!


No one could have imagined that in the final 3 minutes of the game J-Mac would score, an astonishing, 20 points!!!

That's right...J-Mac was 6 for 10 from the 3-point line and was the high scorer in the game!!!

As the final buzzer went off the fans rushed the floor! He had done it!


The game was an amazing story but its what J-Mac's dad said after the game that caught me by surprise...

When asked if his son's performance surprised him, he had this to say, "Not at all! Tons of kids play basketball but for J-Mac...it was more than a game! It was his craft! Shooting the basketball was an art to him! He saw it as an opportunity that needed constant attention and polishing! When you devote as much time to your craft as he devoted to his...you would experience what he did...Greatness!"

What a statement!!!

So...how do you view your profession?

Is it a job or a craft?

Is it a career ... or ... is an art?


Click Here To Watch J-Mac's Story (ESPN Special)

"This isn't a young man's game or an old man's game...this is an eagar man's game!"

After graduating, it became increasingly harder to catch up with college friends. I am off doing my thing...they are off doing their thing! Its just, flat out, difficult to maintain the depth of relationships you had while in school.

In trying to fix the issue I make it a point to grab lunch or dinner with my friends at least a couple times a month. This gives us an opportunity to catch up on things and chat about what's new...

Most of my friends love to refer back to the "good ole days" of college and talk about what was...

I do have one friend though, that loves to talk business...and what will be! He loves to pick my brain about what's new and I love to grill him with questions regarding his business!

Needless to say...it is always a blast connecting with Robert!

Robert has been in the chemical/oil industry since he graduated and has really made a name for himself in this short time! He, like myself, decided to go into business with his family which gives us another topic to discuss.

We have both acknowledged the task at hand when it comes to stepping out of the shadow of the family name and creating an identity for yourself. We have also recognized that our scenario is not unique to the family business.

Attempting to create an identity is a challenge many young professionals face...

The other reason I love talking with Robert is he has one of the most positive perspectives on life and business that I have ever seen! The guy can recognize a tough situation but focus on the positives better than anyone I have ever seen!

I asked him the other day, "Rob...how's this economy effecting you and your business?"

He quickly fired back with, "I love it! I can't keep people away!"

Not sensing any sarcasm in his voice I wanted more details, "What do you mean? Why is a bad economy a good thing for you?"

He said, "because...in a bad economy people are shopping around! They are looking for value! My current clients aren't going anywhere because we bring a ton of value and the prospective clients are climbing aboard because they see us as a diamond in the rough! They recognize what we bring the table in the short run and long term!"

What a great way to look at this issue?

As we were finishing up lunch today I asked him, "So do you think age and experience play a major role in predicting success?"

He sat there and thought a second, "I would be lying if I said it didn't make a difference but I will say that it is not the difference maker! This isn't a young man's game or an old man's game...this is an eagar man's game!"

Wow! That is the truth!

He could really send me an invoice for a comment that powerful!

It is an eagarness to work...an eagarness to grow...an eagarness to improve...but most importantly...It is an eagarness to compete!

The young professionals that will succeed are the ones that love the heat of battle! They love disproving the current beliefs! They love setting the new standard!

The sad thing is that I think some people feel safe surrounding themselves with people who are self-labeled "victims" because there is minimal ownership in a group like that. With no ownership there is no call to action!

The only prblem is that a true "victim" is someone without control...we have control!

Our mental health is determined by how much we feel we control in life!

How much ownership do you take in your success...and your struggles?

I hope a lot!

...because it is only when we accept responsibility in the result, that we are given the power to improve!

Thanks for the powerful insight Robert...keep up the good work!

"What is the point of knowing how to text when you can just pick up the phone and call them?"

First let me say that earlier this morning I received 30 minute tutorial from my dad on today's newest form of social media...Twitter!

Yes...you heard that correctly! He tutored ME on the uses of Twitter!

Now to tell you a little bit about my dad...he has always run at my pace (sometimes even faster) when it comes to the newest tools, technology, social media, music etc.

Needless to say...he is a lifelong learner!

In all honesty, I have always taken his "youthful" demeanor for granted! I just assumed that most people were as driven to see through the curve as he was.

Ohhhhh how wrong I was!

I didn't realize just how unique his style of learning and growth was until I attended a training session we put on in Houston in the first half of last year.

We were about three days in and my dad was speaking to a group of about 15 senior managers and he was addressing the ways that we can, in the sales profession, leverage the many forms of communication to improve our business.

He had no idea the resistance he was about to face with his next comment (and neither did I)...

"Ok...let's dive into some of the ways we communicate with our customers....email, phone, text messaging..."

"Whoa! Whoa! Whoa!" a guy yelled out from the back of the room...

"Text messaging?!?! That's rediculous! Why would you ever text message a client when you can call them or email them?"

My dad quickly seeked clarification from the gentleman and asked..."I'm sorry...what is about text messaging that seems so innappropriate?"

The manager said, in a VERY convicting voice, "Honestly?!?! I mean...how unprofessional is sending a customer a text message?!"

(Knowing my dad's style and his confidence in me...I knew he was going to throw me into this at some point)

He said, "Ok...How many feel that text messaging is ineffective or innappropriate?" The majority of the room raised their hands! "How many of you know how to text message?" Only 5 (out of 15) raised their hands.

"Ok...so let me ask you a question...Is our generation getting bigger or smaller in the workplace?"

The group answered, with some reservation, "smaller."

"What generation is getting bigger?"

The group quickly pointed at me (I'm 24) and said, "His"

My dad responded by calling on me...

"Jason...what form of communication do you use the MOST? If you were to need to get a hold of your fiance or your freinds...how would you go about contacting them?"

I said very directly..."I would text them!"

My dad, in a very calm voice, said "So if our workforce is being taken over by individuals like my son back there and they communicate through text messaging...why don't we know how to use it? Why do we feel that it is innappropriate? Do we feel that they should adapt to our style of communiaction or should we learn how to use their form of communication?"

The room was very silent for a second...

My dad, then added "I am not saying we need to stop calling customers and only text them. I am just saying that it is a tool that we must know how to use! We must have it in our bag! If a customer says text me...we need to be able to. If we don't then we immediately lose credibility with that customer. They will go to the young guy across the street that they feel they connect with."

I was sitting in the back nodding the whole time...

How true is that? Would we, as young professionals, rather do business with someone who can relate to us... or someone who is so old school that they communicate via "pony express"?

I don't bring this story up to encourage you to text because I am assuming you do...

I say this to make all of us aware that we have an immediate advantage if are well versed in all of the forms of communication...because so few of our, more experienced, counterparts are using these tools!

We should be masters at programs such as... LinkedIn, Facebook, MySpace, Twitter, etc.

Why?

...because they are crucial tools for creating a following!

Would we rather have a couple clients pushing our brand or have a following of thousands spread across the globe?

I heard an interesting fact the other day... If MySpace was a country it would be the 5th largest (population) in the world!

You mean we could have access to that many people from our computer?

Exactly! So why not learn how to leverage these tools to help grow our business?

These forms of communication may be an advantage today...tomorrow they will be a must!

Start creating a FOLLOWING now!

What is the world coming to? Watch this and find out...


p.s. We will be addressing the application of these tools throughout many of our upcoming blogs and articles! If you have any questions please feel free to contact me at Jason@aplayersonline.com .