“Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect.”

This is a lesson I learned very quickly in my first year of ad sales. being a recent Saint Mary’s university grad and having just less than two years experience in ad sales, I quickly realized that the learning curve in sales is ongoing. knowing the customer, being consistent and persistent, and maintaining a positive attitude (especially towards clients) are some of the key lessons I have learned.

A bit of advice for all of you recent grads and ad boys and girls: don’t think you’ll learn everything you need to know in school or in a textbook.You may learn the basics that way- teamwork, theory, ad models, but the key to being successful in sales is to find a good mentor to continue learning.

My employer and mentor, Jeff brooks, once told me, “you have to make twenty-two calls a day to get five maybes, and out of those five maybes, you might get two sales”. This is another lesson that I would like to pass along tosalesnewcomers:thinkingeveryone will say yes, then getting discouraged when they don’t is counterproductive. knowing your customer starts with knowing yourself. Admitting your knowledge gaps (a hard concept to swallow) will tremendously improve how you interact with your clients.

One last piece of advice: clients know what they want and they usually have a vision in their head. It’s your job to work with them. You can give them advice along the way, but trying to change their vision entirely will only frustrate your client and discourage you if they resist your suggestions.

So good luck out there. happy selling and keep following the learning curve!

Submitted by: Greg Field, Account Director at Apeeling Orange.
Call him: 902.220.3732 or Email him: Greg@minglemag.ca

First- determine where to specialize by finding the industry or businesses that excites you.

Second- learn every thing that you can about that industry or business.

Third- ask family and friends to introduce you to people in that area. Ask those people to share their particular concerns with you.

Fourth- work on solutions to those problems.

Fifth- find or create professional presentations for these folks.

Sixth- look for opportunities to speak at associations or organizations that focus on these industries.

Seventh- write articles that will put you in the forefront of their minds.

These steps will help place you as an expert for their industry. One caution – do not stop working with your current market to focus on the new one all at once. Start slowly by allocating 10% of your time in the first month, and then 20% in the second, and so on.

Good luck, and happy selling.

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial.
jrhanifen@gmail.com

“What the mind of man can conceive and believe, it can achieve.”  –Napoleon Hil

In defining our goals and dreams, a few friends and I decided to start a Think and Grow Rich workshop based on the book written by Napoleon Hill back in 1937. Hill was hired on a 20 year contract to interview 500 wealthy business people to determine what made them successful. As a result of that study, he wrote Think and Grow Rich, in which he outlined 13 principles. The book remains a best seller today, over 70 years later.

The first step focuses on how to take your dreams and map them into goals. The workshop has been very helpful to us and has given us the tools to follow our dreams. For example, one of our group was selling jewellery part time at a local market. When she started the workshop, her best day had been about $300 in sales; halfway through the course, her sales were over $1,600. She is making her dreams a reality.

I hope everyone is enjoying the fabulous weather that we are having this summer. It is a great time to relax and quietly reflect on whether we are living the life we want, something we don’t always get the opportunity to do.

If you would like to find out more about the Think and Grow Rich workshop, please email me for details. It is free for Mingle readers.

Happy selling!

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial. jrhanifen@gmail.com

At home most of us have put our recycling systems in place to minimize our carbon foot print, but at work we may not have implemented sustainable practices, for any number of reasons. We may not be the owner of the company and therefore feel powerless, or we may be so busy building the business that we haven’t taken the time to put the systems in place that would have an impact- if we could just pull it all together.

Does it feel overwhelming?

Baby steps.

Start with small changes. Who out there in sales still sends out cards for special events and holidays? It is a great way to touch base with clients, and remind them that you are still in business and at their service. How about using e-cards for birthdays, thank yous and those other special occasions? Let your clients know that you care about them and Mother Nature, all at once.

Start the conversation at work too, and see what other creative ideas you and your coworkers/employees can come up with.

Inspire us by sharing your ideas. Drop me a line at  jrhanifen@gmail.com

Thanks every one, and happy selling!

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial. 

This raises two important questions. The first is: do you have a business plan based on a selling model? There is an old expression in business “if you don’t know where you are going, anywhere will do”. It is key for you to set goals and build a plan that will get you there. Break it down by first looking at your annual goal, then break it down to quarterly, then monthly and weekly.

The next question is: do you know how to keep score? Sales is not a “go with the flow” type of business. You need to be focused on tracking your activities on a daily basis. If you do, you can  be hugely successful. Here the key is to break down the activities that you can control and keep track of them, instead of just tracking the results. This way you become activity-focused, which will bring the results.

Here is an example: the 21 point system. You look to achieve 21 points a day. One phone call where you reach someone and they say no is worth 1 point; if they say yes, it is 2 points. If you go to see a prospective client and they aren`t there, it is worth 3 points. If they are there, it is worth 4 points. If you make a sale, it is worth 5 points.

It’s a simple way to help you begin to track and monitor your activities instead of just your results. This system has worked successfully for a number of sales organizations over the years. If you want more information on this please feel free to contact me.

Happy selling!

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial. 

In business today, I see people turning to what I think of as the “American politics” way of doing business- negative selling. Building themselves up by attacking the competition: you. What do you do when you find yourself in a competitive sales situation with someone using a negative sales pitch against you? The answer is simple. Take the high road and stay classy.

Look at the business you represent. The first question to consider is: is it a good company?  If you are confident about your company and with your own abilities, then it is a great time to remind your clients about your experience in your industry, the process you use to help provide them with the information they need to make their buying decision, and to service them after the sale.

Most clients prefer to do business with a positive person. Someone who can make them smile and feel good about doing business; someone who is trustworthy and honest.

So don’t let the nay-sayers get ahead of you. Stay positive, and stay classy.

Happy selling!

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial. 

There are a number of concepts that I believe have a great impact on business. The first starts with the belief that we are all in sales – we are all selling either a product or a service. In a former life I was a police officer and when one of my old colleagues stated firmly that he was not in sales, I suggested he was selling security to the public. Believe me, when you are trying to put a college football player in the back of the patty wagon on Saturday night after losing the Atlantic Bowl, you are definitely selling.
Another is that you get paid in direct proportion to how hard it is to sell your product or service. The more rejection you have to deal with, the more compensation there has to be in order to stay motivated to move your product or service, or as I like to say, you need to get paid for your “no’s”.

Yet another is what was proposed to me many years ago by successful businessman and master salesman, Wayne Cotton. He said: “If you have a problem in business, make it a process and it won’t be a problem anymore”. This proved to be valuable advice and has paid big dividends.

Here’s the part where you get to participate. In upcoming issues I will be sharing the sales cycle as it pertains to my industry (the financial services industry). You email questions or comments about yours, and together we begin to outline systems that help everyone.

‘Til next month, happy selling!

Submitted by James R Hanifen RHU CFP Partner at Life Quest Financial. Jim looks forward to hearing from you.
Email your questions or comments to jrhanifen@gmail.com

In a marketplace where courtesy, product knowledge and attentiveness are the minimum requirement, as consumers we often face the opposite- impolite, unknowledgeable and disinterested staff. While the business culture often shapes the way staff act and react, we are all responsible for our actions and can rise above the status quo to become exceptional selling professionals.

For those looking to become exceptional in their field, here is the equation for the consummate selling professional:

Trust + Value = Comfort

Trust
Trust is a risk, a commitment and a choice. People trust their friends. Why?  Trust is complex and trust is earned. Trust is NOT a prerequisite of a sale, but it is of a relationship. Your personal brand depends on your trustworthiness.  When you earn trust, the risk of buying from you is marginalized. You take away risk by ensuring you understand client needs before you start offering solutions and by reducing barriers to entry for them. Your clients will see from your smart questions, actions and intent that you are looking to develop a relationship, not a sale.

Value
You will not establish value if you are not speaking to the customers’ needs. Nobody is going to buy something from you until your offer is greater then their hard earned cash. Value is established from a complex series of needs- from basic needs of survival to more complex social needs. Once you unearth these needs, you can present solutions with the confidence that they will fulfill your clients’ needs. Asking your client smart questions allows you to define value in your offering.

Comfort
Jeffery Gitomer says, “All things being equal, people will do business with their friends. All things being not so equal, people will still do business with their friends.” Establish value and trust from how you conduct yourself, the questions you ask, and the solutions you provide. If you offer exceptional value and have laid the groundwork of trust, you will have clients that are comfortable enough to buy from you.

People buy for many reasons, but more then anything the decision is made out of their comfort with you. With trustworthiness and tremendous value, you will have comfortable sales today and tomorrow.

Submitted by Ryan Chute President, RAIN Selling Professionals Inc.
Ryan can be found at (902) 402 5921 www.rainmenbasketball.ca

Businesses that have a properly structured leasing program provide their customers with an attractive and viable financing option. Making it easier for a customer to buy from you is one sure way to increase your sales and profits yet many companies don’t offer leasing options to their customers.

Some assume that their customers have their own funding sources or have the ability to pay cash. Based on my 13 years in the leasing industry, I can tell you assumptions of that type are often off the mark, and risk driving customers into the arms of a competitor. Companies that can fill the order and help secure financing typically have better long term relationships. Better relationships increase the likelihood of repeat and referral orders.

The Problem - Don’t get me wrong. Most companies understand the vital link between strong relationships and strong sales performance. It’s just that they don’t feel they have the in-house resources or expertise to offer the extra service to their customers. They definitely don’t want to have their sales force spending valuable selling time taking care of financing details such as walking customers through required paperwork or securing leasing contracts and approvals. They get it but don’t see how to make it happen without negatively impacting their business in some other way. Here’s the good news. There is an easy way to provide your customers with financing options without placing an added strain on existing resources, without impacting selling time and without driving additional costs into the business.

The Solution - Partner with a leasing company who can provide your customers with attractive leasing options. With the right partnership in place you can continue to focus on your business with the confidence that your customers are being provided the best terms and options available. It’s really that simple.

That said, the most crucial decision your company will make is deciding who you will partner with to fulfi ll your customers leasing needs. Not all leasing companies are created equal. You’ll fi nd leasing companies out there that only deliver on the bare essentials, some that at least make an effort to provide a good leasing experience and those rare few that stand out for providing competitive rates and the kind of stellar leasing experience that positively impacts how customers feel about dealing with your company. To make sure that you are selecting the right leasing partner, there are a few key things that should be considered:

• Your leasing partner should have a strong history of building the kind of relationships that will enhance your customer’s buying experience. Talk to their clients.
• They should have the business acumen and interest required to understand your business so that they can structure an effective leasing program that works for your organization.
• They should be able to do all the legwork like explaining payment options, filling out contracts and credit applications, and handling all aspects of the leasing transaction.
• They should have a wide variety of products to suit your customer’s individual needs.

Put simply - When selecting a leasing company to partner with you have to ask yourself if they are the right fit. Can they do what they say they can? Do you like them? Are they trustworthy? If you have doubts, your customers probably will have, too. Establishing a leasing program enables customers who want to purchase and vendors who want to sell to take the next step in the sales process.

As a business owner you may find that business slows down this time of year- lots of folks are on vacation- and you wonder where those sales will come from to keep the cash flow healthy. Instead of enjoying this time of year, the inactivity may have you fretting. How to make the most of it, from a business perspective?

Depending on the nature of your business you might want to think about your clients and what you can do for them this time of year.  Sure, a lot of folks may be on vacation but there are many who are still available for some networking time, or would love an excuse for a day of relaxation in the name of work.  Among your clients you’ll likely find golfers, tennis players, concert goers… most people have some kind of preferred leisure activity.  Find out what they like to do, and treat them.  What about their families? Offering your clients and their families an opportunity to do something fun that involves everyone is a great way to say “thanks for your business”.
Here’s a few ideas to consider to maximize time with clients in a relaxed way:

• a great big family picnic
• setting up a golf day for a charity
• an evening at the Tattoo or another event
• a spa day for the ladies (and guys, too!)
• a favourite concert

Yes, it can take some organizing but it doesn’t have to be expensive or elaborate and it’s well worth the results!

Summer is also the ‘halfway” mark through the year.  A time to reflect on how you’ve done with goals, staff projects, and introducing your clients to the new services you have to offer them.  It’s a great time to get out the checklist and see how you’ve fared.  Get the staff involved and get some feedback from them. Staff are too often an underutilized wealth of information. In our financial services business the staff are the first point of contact. These are the people I can count on to be honest with me about how I’m doing on a daily basis.   You need to know if you are getting the job done; the only way to measure that is by doing an analysis of the business to see if sales revenues are meeting the goals you’ve set.  If they aren’t where they should be, then the business plan you have implemented may need to be tweaked a bit. Summer can be a good time to do that- you may be less time-crunched, and you still have the second half of the year to implement any changes you may want to make to your strategy.

We meet once a week at the board table and take an hour or so to see where we’ve been, where we need to be, and how we’re getting there.  That way we know where we stand and what we have to do to rock and roll for the rest of the summer!

On a final note, if you’re traveling this summer in Canada, the US, or abroad make sure you have your out of country/out of province travel card with you.  If you’re not sure whether you have travel coverage or not, check with your employee benefits plan administrator.  If you do not have coverage for travel, please make sure to get some. It’s a small price to pay to protect yourself and your family.

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Submitted by Sharon Kinsman, RHU LifeQuest Financial Group
Find her at www.sharonkinsman.com