September 30th, 2012
We as sales people need to take responsibility of our customer’s business! There is an old saying that says,” nobody takes care of your business or things the way you would.” And that is absolutely true.
Let me tell you how I see it. We spend a lot of time just gaining the opportunity to create credibility with our customers. And sometimes, (especially with a high profile customers) we only get one opportunity. So when we do… we had better make the most of it! Now understand the gaining credibility to get our foot in the door is just the beginning. Maintaining and growing the relationship with the customer is an ongoing process! And that is what today’s topic is about.
September 28th, 2012
YOU are the most influential person on your team. YOU are a leader and therefore you owe it to yourself as well as your teammates to give your very best. Sometimes our self-limitations allow us to fall short from doing our very best. Most of the time we are far capable of doing more and becoming more than we give ourselves credit for.
September 16th, 2012
Last week we discussed the importance of knowing what our customers are really worth. One of the easiest ways to find out what our customers are worth is by simply asking them what companies they are buying from and how much? I personally will ask the percentage of business for each company or competitor if the customer has given me their overall sales number (purchases) for the year.
This allows me to do several things. First it gives me a “hard number” of potential growth for that particular customer. And secondly, it gives me an idea of which competitor to capture the business from. I will generally target the competitor that has the largest percentage of the customer’s business. Why? Because the bigger the percentage of business that I can take from the competitor…the faster I can increase the customer’s business with my company.
September 10th, 2012
Change our thoughts because our thoughts become our words. Our words become our actions and our actions become our habits. Our habits then become our character and our character becomes our DESTINY!
Here is what Jim Rohn had to say about change!
September 4th, 2012
Why a blog Randy? That seems like a fair question I guess. It all started back about… oh I don’t know 5 or so years ago when I started sending out an article every Monday which I referred to as, “The Monday Morning Motivator.” The article consisted of sales advice and tips which I shared with my co-workers from my personal experience. That went on for 3 years until I decided to take a break.
During this break I faced a few personal setbacks and dove into Self Help books and audios written and recorded by philosophers like Jim Rohn, Randy Gage, Bob Proctor and Vic Johnson. It was Jim Rohn who taught me about bringing value to the Market Place. Here is what he said, “We get paid for bringing value to the marketplace. It takes time to bring value to the marketplace, but we get paid for the value, not the time.”
September 3rd, 2012
Someone once said, “An Apple a day keeps the doctor away!” Here is your “apple” for today! Thank you Jim Rohn!
Some people don’t do well simply because they don’t feel well.
Some people take better care of their pets than they do themselves. Their animals can run like the wind and they can barely make it up a flight of stairs.
September 2nd, 2012
Last week we learned that one of the quickest ways to gain credibility with our customers is to help them solve their problems. The best opportunity to do so…is during the sales call. “Because when the customer’s interest is high, that is the best time to strike!” This shows the customer that we care and we are interested in them and their business. Always establish, “a sense of urgency!”
It also allows us the opportunity to continue with our probing questions in order to learn more about our customer’s business. Yes we know we want the customers business but what does that really mean? Are we looking to capture a little, some or all of their business? Well if you are like me you want all of the business of course. But sometimes there circumstances that doesn’t allow for us to capture all of the business for a number of reasons. Credit issues, convenience and loyalty are just a few examples for some of the reasons. Regardless of how much business we desire or want we must define it! And how do we do that? By either knowing or finding out how much our customer is worth.
September 1st, 2012
Writing our goals down is the first step that is needed in order to achieve them. Now I got to be honest with you. I’ve been sporadic about doing this. But I can tell you that every time I have put forth an effort in writing my goals down I’ve always managed to achieve the majority of them. There is something very powerful about writing them down. Maybe it is because we become more focused when they are on paper. I’m not really sure…I just know it works.
See sometimes we tend to think that we have got everything memorized so there is no need to write them down. But if you are a lot like me you begin to realize that as we grow older our memory is not as good as it use to be.
August 31st, 2012
As I study the book Think and Grow Rich by Napoleon Hill I’ve come to an understanding that there are 3 basic principles needed to establish a strong foundation for one to achieve their goals. The first of which is, Desire.
Napoleon Hill states in his book that “desire is the beginning of all achievements.” Throughout his book he describes this desire as a “white hot” desire. At the time that this book was written people worked in many factories that contained kilns. The hottest fires in these kilns were called “white hot” fires. Hill was trying to communicate that one must have a burning or a white hot desire as the first principle of reaching one’s goal.
August 30th, 2012
If you want something in life you have to go get it. And that means taking that first step. I mean you can’t just wait for opportunities to come to you…YOU have to create your own opportunities.
Several months ago I was talking to a friend of mind who had just gotten married. She was contemplating finding another job that she felt would give her the opportunity to get paid more. She had stated that she loved her job and that she had been there for a few years. She had created a lot of friends who were her customers as well as her co-workers.