If you are anything like me, you sometimes hold on to prospects longer than you should.

Here is a great example. There is a guy whom I have been trying to sell my services to for 7 years. I believe in my heart that he is going to buy from me some day. I just am not sure when. Because my company has a 90 day no touch rule, I have been enabled to reach out to him periodically...just to say hello. That way, if and when he buys, I will be the guy he buys from. As long as I reach out to him and mark my territory, another sales rep in my market can not contact him.

HERE'S THE PROBLEM:

1. The guy is not a great prospect.
2. The dollars are low
3. He has given me no indication that he is remotely interested in the product, and
4. He doesn't even return my calls.

So every month, I take time out of my busy schedule in order to mark my territory with Larry and a host of other BOB prospects (Bottom of the Barrel), just to make sure that my cohorts don't contact him.

Is this one off the habits of successful salespeople? Not a chance.

__________________________________________

So at the end of 2014, I had an epiphany.

I went through the process of moving my prospects to one of 3 different categories.

1. KEEP IT: This is the group of prospects whom I believe that will purchase this year. These people / companies should have my services, and given the chance will purchase my services. They have either told me that they are going to buy, or I know in my heart that they will.

Accompanying this list, is a plan of action for each. How am I going to do it. What can I do to make it happen (more planning than "make a phone call"). What is it that they need, and what can I do to fulfill that.

2. MOVE IT: This one is a little tricky. They may very well buy this year, but it will likely not be from you. Does your personality clash with theirs? Is this better sold by someone else in your office? Is it unlikely that you can strike a deal with them?

There are a number of prospects that I have met with in the past who were not impressed with me, and maybe a fresh face could be the difference maker. People buy from people they like...and some people may not like me (I know this is hard to believe...)

You have an opportunity to move it. Ask a cohort in your office if they want to pair up with you on the deal. Ask another salesman if they want to trade an opportunity with you. Chances are, someone in your office has the same situation going on.

3. TRASH IT: This is a tough one. Some people will never buy. Never.

I have prospects who will never buy our product. I would say that I spend way to much time on the liars, than the buyers. These people are the ones who

• always forget about your meeting, and then you wait around for them to show up.
• always cancel the meetings with you because something else came up.
• tell you in the meeting that they will purchase, but go radio silent for months on end.
• always poke insanely ridiculous holes in your product in order to save face.

Put these prospects on your trash list. I may email these people during budget time, but I would rather spend my limited energy on real prospects.

______________________

Every quarter, evaluate your list. Should you move people around? YES. Timing is everything in sales.

What this should do is give you a clear indication of where you should focus your energy for the next quarter.

As always, if you find this post useful, please share it via social media...For more helpful hints, go check out my book at https://www.salesdog.com/the_3_wows.asp or on Amazon at http://www.amazon.com/dp/B00N491Z0I/ref=rdr_kindle_ext_tmb

In my many years of selling, I have come to one realization. Not everyone is going to buy from me.

I always heard the adage "That guy doesn't take 'No' for an answer". I always thought that this was the way salesmen should act. Taking a "no" means you are giving up, right?

Wrong.

Taking "no" for an answer and doing nothing with it IS GIVING UP.

Taking a "no", and finding out "why" is your best chance of success in the future.  Not every one who I present to is going to buy from me today. The truth is that there are many reasons why someone is not going to purchase my product or service...and that should be OK with me. I have found, however, that most of my long lasting clients said no to me initially. Working through that and working on a long term strategy has been the key to my successes. Today's "no" is not necessarily tomorrow's "no".

Let's back up.

Five things are generally needed for me to make the sale.

1. Money: The prospect has to be able to afford my product. If there is no money, there is no sale (or what will turn into a failed sale). For example, a man who is thirsty in the desert cannot possibly buy your water if he has no gold. Even if the need is immense, no money, no purchase.
2. Need: The prospect should have some sort of pain, and a need to change that. For example, if your prospect has no need to improve their process, there is a low likelihood for them to stray from the status quo, especially if it costs them money.
3. Solution: My product / service has to fulfill that need. Preferably better than anyone else. For example, if your prospect needs a tool to help them complete payroll, then a CRM solution doesn't really cut it, even if it can do a little bit of the payroll.
4. Timing: Timing is key. Timing assumes that all the planets are aligned, the resources are in place, and the solution can be used sufficiently. For example, if property tax appeals are performed in the spring, you probably won't get a signed contract in the summer for a property tax solution.
5. Decision Maker: Finding the person who can make the decision is a no brainer, right? Often times, I see salespeople talking to the wrong person. In fact, when I ask salespeople why a prospect said no, a common response is that the person ran it by their boss and was given the "Heisman". If your prospect doesn't have the ability to say "yes", then you shouldn't accept a "no"

So when someone says no to me, am I happy? Do I give up?

Not a chance.

When someone says no to me, I ask a couple of questions.

• "When I was showing you the product, we both agreed that it would help you with the payroll issues that you are having. Can I ask what changed?"
• "I understand that you decided to go with XYZ Company. Can I ask what led to that final determination?"
• "I was pretty confident that we would be doing business with you. is there anything that I could have done different?"
• "It seems like the timing isn't right for us to work together. I still haven't given up on you. When should I follow up with you so that we can be a possibility for the next budget cycle?"
• "My product isn't for everybody...I get that. Is there anything that I can discuss with my management that would help us win your business in the future?"

SO HERE IS THE KICKER:

It is the end of the year. In 2014, you got your share of "No's". December is a good time for your prospects to re-evaluate the way they do business.

Before you walk out the door on Friday, place a call into all of your 2014 prospects. Ask them this very important question.

"I am going through my notes on my meetings from 2014, and was wondering why you made the decision to not move forward with us, and is there hope for us doing business in 2015?"

For more helpful tips on sales, check out my book at http://www.salesdog.com/the_3_wows.asp

As some of you know, I am a pretty big college football nut.  

I enjoy the rivalries, and I enjoy the enthusiasm that players, fans and alumni have for their teams.

This morning, I read that Nebraska fired their pretty successful coach Bo Pelini (that really is him with the cat above).  Bo had a 67-27 record...which would seem like a pretty good one in college, right?

So when I heard the news, I wondered why an athletic director would make this decision...even after a season where Nebraska boasted a 9-3 record, and just beating one of their rivals Iowa on Friday.  Ndamukong Suh, a famous football player for the Detroit Lions, who was coached by Pelini was puzzled by the firing of a guy who seems to be doing a good job.

Isn't this the kind of success we strive for? 

And then I read this quote. Shawn Eichorst, in his second year as AD at Nebraska,  recognized that, if Nebraska expects to reach its desired position in the Big Ten and beyond, it's not about beating Iowa (a middle of the road football program).  It's about being above the rest of the teams in their division, conference and even the country.  

So this is what I take from this.  

EVEN THOUGH, Bo Pelini has provided the University of Nebraska 9-10 wins per season on a consistent basis

EVEN THOUGH, Bo Pelini has taken Nebraska to bowl games more times than most

EVEN THOUGH, Bo Pelini has beaten Iowa again:

IT WASN'T GOOD ENOUGH.

Shawn Eichorst made the brave decision to move past good in search for great.  He decided that Nebraska fans and his department were not going to settle for a good team.  He wants great.  He wants better than good.  He expects it.

So how does this relate to sales?

Easy.  Many salespeople are good.  You probably know some good ones.  Why be content with what some would consider good.  Strive for better.  Strive for more than just selling more than most.  Strive for the pinnacle of your profession.

December is upon us, and it is up to you to come up with a plan to not only beat Iowa, but to beat everyone else in 2015.  In the coming weeks, I will post articles on writing your 2015 sales business plan.

Start doing some research and get working on your plan to not only do well in 2015, but to kick 2015's butt.  Channel your inner Shawn Eichorst, and take yourself from "Good to Awesome".

As some of you know, I am a BIG proponent of what is happening here in Detroit.

Detroit has been the butt of jokes for years, but honestly, I find no reason to raise my kids anywhere else...

This video has all the excitement the I see on a daily basis here...AND ONE OF MY BASIC RULES is that you should always be excited about your product.

Please share....

Last week, I had a philosophical conversation regarding activity that leads to sales.

I was told that the more sales activity that you have, the more deals that will close.   There is no doubt that more activity leads to more sales...but that activity has to be meaningful and productive.  "Checking the Box" is another term for doing an activity only for the sake of doing the activity, not because we think it will lead to sales success.  Meeting with a prospect who doesn't have the likelihood of buying your product just so you can say you had a meeting is a great example.  

We can't just "check the box" to sales success.

A couple of months ago, I posted to my blog about which metrics should matter....Click here or scroll down to find that blog post.

So what is the deal with the gears?  

Simple.  In order to increase your sales, you either need to meet with more people OR YOU MUST CHANGE YOUR CLOSE RATIO.

Easy to say, but hard to do.  Aside from meeting with the right people, here are some other ways you can change that ratio in your favor.

1. Ask relevant questions:  I know a lot of salespeople who "show up and throw up".  In our company, we have had sales trainers who have emphasized going into meetings with a script.  While having a script and a talk track is important, it is even more important to ask questions and modify your pitch based on the answers to those questions.  
2. Take great notes:  During your meeting, be sure to write down key comments and buying signals.  You should have a great list at the end of the meeting detailing exactly what your prospect's pain, needs, and how your product/service fits.  When you have your follow up conversation, discuss those points.
3. Ask for the business:  This one always baffles me.  In the quest to not get the dreaded "No", salespeople won't ask for the "Yes".  Have you ever found yourself skating around the question, and settling for a non commitment?  Channel your inner New Yorker, and ask for the business.

For more helpful sales tips and tricks, check out my book

Road Rage is a terrifying thing.  

It starts off when someone does something to slight another driver...and then it escalates to the point where the actions become crazy and downright scary.

It's the same when an email exchange turns nasty.  This happens often, and it happens with friends, business partners and even co-workers.

I was involved in one of those recently, and had the good sense to not inflame the situation by responding.  Sometimes it is better to walk away.

Here's what you can do to avoid these things:

1. Pick up the phone:  Sometimes, we read things in email that aren't in real life.   When we do that, we inflame the situation by responding.  Instead, try to pick up the phone and call the other person.  It works. This is always the best way to settle it.  People tend to be more level headed over the phone and they tend not to over-react in person.
2. Walk Away:  Don't respond.  Understand that the other person may be having a bad day or may be looking for a fight.  You don't have to be a part of it.  Chances are that if you ignore it, the person will stop inflaming the situation and forget about it.  You can chose whether you want to continue talking with this person again.  If you have to work with them, then you may want to weigh your options if this is a regular occurance.  
3. Kill them with Kindness:   My father used to tell me to do this to people.  Make light of the situation and don't feed the troll.  Agree with them, tell them that they are correct, and move on.  Be careful...this may make the person even more mad.
4. Sever ties with this person:  Sometimes, these people are more trouble than they are worth.  A wise person once told me not to get in a pissing war with a....well you know.

Have a great weekend, and keep fighting the good fight.

Thinking about sending those Kate Upton photos to your pals at work?  Think again.

Thinking about sending that racist joke around the office?  Are you crazy?

Today, the internet is abuzz with another bonehead move by someone who should have known better.  Bruce Levenson, future-former-owner of the Atlanta Hawks apparently didn't get the memo.  

While I have no idea whether Bruce is a racist, or whether he deserves to lose his NBA team, I know this.  If you think that your emails are safe from unintended recipients, you are wrong.  Emails are very easy to forward...so if your personal emails would make you look bad in the public eye, you shouldn't be sending it.

13 years ago, I was at a bar at a company function.  I walked up to my CEO who was having an engaging conversation with a gentleman that I will refer to as “Joe S”.

As I walked up, I watched Joe get all animated…this guy was a talker.  

My eyes turned to our CEO, who had a priceless look on his face.  He looked at me.  I looked at him with a bewildered look.  I shrugged my shoulders, and made that weird puzzled look with my lips like you make when you have no idea what to say.

“So, do you want me to send it to you”, asks Joe.

Not sure where Joe works now.  True story.  Not kidding.

1.     E-mail is not your friend.  People send a lot of things, and a lot of it is NSFW.  Try not to read it, and NEVER forward it. 

2.     If your boss sends this stuff out, you do not have permission to send it out. 

3.     Think two steps ahead.  Someone sends you a joke which may be offensive.  You send it out to your buddy.  Your buddy sends it out to 25 of his closest friends.  One of those friends is a prospect, and is offended.  He looks up the email trail, and sees it originated from you.  Good job.

4.     You can always send stuff from your private email, but I have always found that racist, sexist, porn and other off color humor is usually something I don’t want my name attached to.

Submitted by Jared Chimovitz:

Background info:  My office line rings to my cell phone. 

One evening, I get a call and only notice the last name. 

Assuming it was a good friend of mine, I answer: "I'm naked and about to do terrible things to my wife".  

The voice on the other end is much deeper than my friends.   As he clears his throat I realize my mistake. A big mistake.  The voice on the other end asked if he could speak to the owner of the company. While I am my own boss, I was concerned that I may have lost business before I even started.

Luckily, It turned out it was said friends father. I profusely apologized and restarted the conversation in a much more professional manner. He did hire me and continues to do so to this day.

We laugh about it all the time, but I learned a valuable lesson...Always assume that any caller is a business caller.

Submitted by Jeff Katz:

I cant believe i wore a sombrero to a sales call! 

Roughly 15 years ago, I was the Sales Manager for a company that provided services (translation, language training, Cultural awareness training) to companies to assist them in communicating, reaching, conducting and expanding business with their international counterparts. 

Being based in Detroit, Several of my accounts and sales targets were within the automotive sector, Tier 1, OEM's, fortune 500 companies. By this time, I was already 5 years experienced in this industry, and had developed a solid "stable" of clients. I had been chasing a sales lead for at least 3 years at one major OEM, to no avail. as time went by, a college friend was employed there. My friend got me a meeting with the decision maker (V.P. of HR). before the meeting, I did my usual needs analysis on the phone so i could be prepared for my sales call. I was told that they were opening an office in Mexico, and they were looking to train the American employees, Spanish. 

Easy enough. 

We did that countless times before. I was also told, that there is no way im getting the business, because they have had a long lasting relationship with a competitor, they were meeting with me, to fulfill a vendor quota. Thinking that we werent EVER going to get this business (or future biz), we wanted to make a lasting impression. My meeting was set for November 1. (i know this because it was the day after halloween, part of my fall back plan) My co-worker dared me to wear a sombrero to the sales call. As im waiting in the lobby to be called into my meeting, I was gaining attention by several people walking by. 

I finally get called into my sales call, my heavy sombrero and all. As I walk in wearing my suit, tie and sombrero, the VP of HR is just staring at me, The jaw of my college friend who arranged the meeting, dropped. horror in her eyes. We start the meeting, and 2 minutes into it, The VP of HR says " will you take that damn thing off"? 

We finish the meeting and say our good byes. As previously warned by my friend, Im confident that im not going to get the business, but that i made a lasting impression. I get back to my office, and my friend left me a msg on my VM saying that i embarrassed her tremendously. 2 weeks later, we were awarded that business opportunity, at a higher rate than our competitor that had a long lasting relationship, all because the decision maker, laughed and saw us thinking out of the box. 

That account grew exponentially over the next 4 years. To this day, i cant believe i did that, and no, ive never done anything remotely similar to this, since. 

This was not only my most embarrassing sales call, but most memorable.  Ole!