Monday, September 26, 2005

Monty Python on Thinking Slowly

I just got back from the ICCM (International Call Center Managers) conference here in Las Vegas. The Keynote speaker was John Cleese. Yes, thee John Cleese of Monty Python fame.

Mr. Cleese had some very insightful and profound thoughts on creativity and thinking that I wanted to share with you right away. His speech concentrated on our ability to be creative by thinking more slowly. Research has shown that creativity is not related to intelligence. But that is counter-cultural to what we call “thinking” because we must always “look” busy. Slowing down to think and ponder is not what we are used to nor something we are comfortable with. Our natural instinct is to quickly analyze a problem and solve it analytically and logically. This is typically a result of being under pressure or stress, but it doesn’t always yield the best solution.

By taking our time and pondering a problem and thinking it over, we will often yield a more creative solution. More complex problems will actually benefit the most from slow, creative thinking. Have you ever “slept” on a problem and the next morning found a really creative and good solution? Of course you have. This is what Mr. Cleese was talking about. Now, this doesn’t require thinking harder, just more slowly. You have to give yourself time to think slowly. Both types of thinking are needed, however, depending on the type of problem. In fact, usually when we come up with a solution slowly and intuitively, we then validate it with more logical and rapid thinking. But remember, unconscious gut feelings don’t always have to have a logical explanation. Sometimes we just “feel” that this is the right answer.

So, when a customer says, “I have to think it over,” this may have some validity. Just make sure you keep them on track and don’t let them think it over forever.

Look for more information about my visit to the ICCM show in my October issue of “got sales?”. If you don’t already subscribe to my “got sales?” newsletter, you can do so now for free by clicking HERE.

Thanks and take care.
Russ Lombardo

Friday, September 23, 2005

Efficiency and Profits

Every business is made up of a number of different processes. How efficient each process is can have a big bearing on overall profitability. Inefficient processes require more time, people and attention than necessary. Processes that are refined and efficient minimize the resources that have to be applied to them. Look at each of your processes and evaluate them in terms of where there might be additional steps or unnecessary steps. Clean them up and redefine them. The impact on your bottom line can be dramatic if done correctly.

Tuesday, September 20, 2005

Must-Read Books For Sales Managers

Have you ever walked into a big bookstore intending to choose one or two new business books? It’s not as easy as it sounds. With new titles published every day, you literally have hundreds of books to choose from and probably only a vague idea of where to start. To help you head straight for the best, Selling Power talked with Chris Murray, who, as editor in chief of Soundview Executive Book Summaries, evaluates more than 1,000 business books a year and selects the 30 best books to summarize for his customers (http://www.summary.com/). Asked to pare down his list of best books even further, Murray recommends these six books, all published in the last two years, as must-reads for sales managers...Read More

Friday, September 16, 2005

Back to Sales Basics

Think salespeople—even those who have been in sales for a while—have at least the basics down cold? Think again. On average, fewer than 20 percent of salespeople demonstrate basic skills, such as the ability to draft sales plans, prospect, or make cold calls, says Kendra Lee, president of KLA Group, a sales consultancy based in Denver, and author of a book about sales skills called Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need. Lee's research shows that only one in 10 sellers "has business generation down pat," she says. ...Read Full Article

If you need to get some sales training for yourself or your sales team, give us a call (919-559-2395) or send me an email (russ@peaksalesconsulting.com) to see how we can help. Or click HERE for more information.

Wednesday, September 14, 2005

When to Say "No" and Having Patience

In this month's got sales? eNewsletter, I wrote an article about how saying "No" can save your business money and why you should not discount (http://www.peaksalesconsulting.com/Newsletters/Newsletter-Vol3-Issue5.htm). I want to tell a story about how that strategy worked for me recently and how patience also paid off big time.

In an initial conversation I had with a prospect, they felt my service fees were too high. Mind you, I explained the value I offered in detail, but they just felt that they did not want to spend that kind of money. In my usual style and practice, I did not offer a discount to try to get the deal since that would undermine the value I was offering and would set a dangerous precedence. Furthermore, since this particular deal involved CRM technology, they believed that they, along with their IT consultant, could implement and customize the software themselves, not to mention train themselves on how to use it.

Roll forward 4 months. I get a call from the CEO asking for my help. They failed dismally in their attempts to implement the CRM product they purchased (which was NOT from me, but through some hence forgotten mail-order discount place). They spent months trying to resolve problems caused by a poor installation and trying to figure out how to customize it (which, by the way, isn't all that difficult). More importantly, they could not relate their business processes and work flow to how the technology worked, which is a typical challenge when trying to achieve a successful CRM implementation (Want more info on this? Download FREE papers HERE). So, without even raising the question of my fees, we scheduled consulting time for me to solve their problems for the same amount I originally quoted. Oh yes, I got paid in full and in advance.

The results were so positive that, before I left at the end of the project, the client retained me for a 3-month coaching program that costs more than the original project I just did which they originally thought was too high. When they witnessed what I could do for them, how I helped their business, and the value I provided them, he closed himself. I simply had to explain the options I offered for followup support and coaching and it was done, and paid in advance.

This is an excellent example of how a customer can achieve enormous value if they spend their money wisely on the right solution (in this case, Me!). It is so true that you get what you pay for. It is also a good example of exercising patience. I did not fold when they originally thought my fees were high. I stayed firm and did not discount and was willing to walk away. I remained patient and eventually they called for my help, albeit in desperation but they called.

In sales, you need courage to stand firm and you must have patience. Do you? I'd like to see your comments to this post, or send me a private email to russ@peaksalesconsulting.com. Good luck and good selling!

Russ Lombardo
russ@peaksalesconsulting.com
919-559-2395

Saturday, September 10, 2005

New Postings Automatically Emailed to You

Now you can get new postings from Sales Guru Online automatically emailed to you, for free. All you have to do is enter your email address in the field at the top of the left-hand border (where it says, "Subscribe Me"). Then, whenever there is a new posting, it will automatically be emailed to you. This saves you time so you don't have to keep coming to this site. And, if you have a web enabled cell phone, you can get Sales Guru Online postings while you are mobile. Why not give it a try?

Russ Lombardo
russ@PeakSalesConsulting.com

Friday, September 09, 2005

Find Out What Employees Are Afraid Of

Fear keeps many workers from reaching their full level of commitment and productivity

You've tried the motivational speakers who came to deliver another touching story--it had the lasting impact equivalent to the patience of a kindergartner. You've exhausted the skills trainers and delivered a plethora of tools to enhance employee productivity. Still, you sense there is more to the problem than meets the eye. You don't get the sense that your salespeople are selling at their maximum potential. You're not convinced that your service people are truly trying to meet--let alone exceed--customer expectations. A hunch tells you that your employees could do more, if only they had the desire. Although you have provided them with great incentive programs, you're convinced deep down that they are not fully committed. ...READ MORE

Thursday, September 08, 2005

Stay in Your Power Zone

My colleague and friend, Cynthia Weber, has submitted another useful and insightful article. Enjoy!
------------------------------
There’s no feeling quite like being in the zone. A basketball player can hardly miss the basket from a certain spot on the floor. In baseball, a batter digs in at the plate where the incoming pitch looks as big as a grapefruit. In business, you seem to close every deal that crosses your desk. You’re on fire! Then just like that, you cool off. What happened?

In basketball, the defense pressured the shooter to a less comfortable spot on the court. In baseball, the pitcher backed the batter off the plate with high, tight fastballs. In business, a few unproductive habits crept into your daily routine, knocking you off your game. Most likely, these bad habits were imperceptible at first. Perhaps, you stopped returning phone calls promptly or let a marketing opportunity slip away. Maybe you were less disciplined about limiting distractions during your peak work time.

It happens to everyone. In sports, its called a slump. Players fight their way through it by going back to the basics, taking extra practice and viewing videotape. In business, you need to conduct a self-audit. Ask yourself what works best when youre at the top of your game. Ask what processes and systems are still producing big returns? Be rigorous in your assessment. When you’re selective, you’re effective. Get back to what you do best, and you’ll be back in the zone!

Cynthia Weber
Senior Loan Officer
American Home Mortgage
(702) 217-1472
www.americanhm.com/Cynthia.weber

Wednesday, September 07, 2005

Blog Readership Skyrockets

A new study from online research firm comScore Networks reveals that 50 million U.S. Internet users visited Blog sites in the first quarter of this year, up 45 percent from the first quarter of 2004. That represents about 30 percent of all U.S. Internet users, or a sixth of the total U.S. population.

The study is based on data from comScore’s opt-in research panel, which tracks the online activity of 1.5 million U.S. Internet users and reflects the behavior of consumers who visited the 400 top Weblog properties and Blog-hosting services during the first three months of 2005. Given their popularity, the study suggests that Blogs can now be thought of as part of the mainstream media.
“The fact that we found 30 percent of the online population to have visited Blogs clearly underscores the commercial importance of consumer-generated and driven media,” said Dan Hess, senior vice president of comScore Networks.

Try Not To Leave Money On The Table

When setting prices or developing proposals, some businesses set prices that are too low. The rationale is that a very low price will land the business. But in most cases, price is not the leading reason people buy. When setting prices or writing a proposal, set prices that will ensure a reasonable gross profit for your company, but at the same time gives you a reasonable chance of landing the business. Try to avoid deep price cutting unless absolutely necessary. In many cases, prices are lowered far below the price the customer would have paid. This results in nothing more than "leaving money on the table".