Secrets from another master salesman.

Here is a secret from another Master Salesman whom I have known for a number of years.  When I first asked him what his secret to success was, he emailed me something he had prepared for a presentation at a sales meeting of his current employer a couple of years ago.  He has consistently been  their top sales person.   (He had been our Director of Sales and Marketing for a number of years before leaving to take another position).

A few weeks later I asked Dana for the most important "secret" and he responded by saying that the most important was to "SHOW UP"

He told me  he makes from 9 to 12 meaningful sales calls (in person) a day two days a week, usually on Monday and Tuesday.  The rest of week is devoted to follow-up paperwork, emails, phone calls, etc from the two days of sales calls.

Of course there is a lot more to being a Master Salesman than just one or two "secrets".   I have one more Master Salesman who's secret(s) I will be sharing in the coming weeks.  Then I will try to summarize what I have learned from them in a later post.

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Here is what Dana originally sent me.

I was asked to share on this very topic two years ago for a sales conference call.  In summary, the following is an overview of my presentation:

I always present myself as being in a support role in any transaction.  It is not about me.  It is about satisfying the needs of the client.  It is also about satisfying the needs of co-workers who I rely on to help get the deal completed.  My reward comes in the form of compensation and internal satisfaction that I am getting things done.  I have yet to find anyone willing to buy my awards and accolades.  They are nice when received, but do nothing for me afterwards.  Awards are for living in the past.  The next deal is in the future.

I also embrace the idea of "showing up".  I work with over 100 major clients.  Showing up itself can be quite a task.  I have a system that has worked well for the four years that I have been with my company.  Though it is impossible to map exactly what your schedule can be, I have a good idea of where I need to be two weeks before I travel.  I visit clients that both bring in a lot of volume, but still take the time to see those that bring in little to nothing.  There is no greater reward for me than to get a deal from a client that has not used us much in the past.  It gives us that opportunity to exceed their expectations and secure more deals in the future.
 

My clients have more sources for their business needs than ever.  My clients can be either supporters or detractors of my companies message.  We need to continue to take care of them.  My job is to spread my message message within these locations.   With the competition as fierce as it is, I need to know what the competition provides and what they do not provide the clients that I work with.  We all pretty much provide the same type of product.  I find that it is most important to do the things that our competition doesn’t do.  They do not show up like we do.  They do not model themselves with the personal touch that my company is known for.  The clients that I work with value the fact that we are available. They value the fact that I care.  You cannot act that part.  If you don't care about the clients that you serve, then you will not be successful.  NEVER.  NEVER.  NEVER.  They are smart.  Do not insult their intelligence by acting like you care about their needs when in reality all you care about is your own.  If you are a selfish salesperson, you may make sales, but you will NEVER be world class.

I work with a fantastic team.  Our team has been able to exceed the goals set for our group.  Any one of us could be talking today and the message would be the same.  We could not do it without the great team support.  Many times, the clients call them direct because they have the confidence in their knowledge and dedication to their needs.  They do not disappoint.  Our team is strong because of them.  We keep in constant communication within our team and share in our success and failures.  Circus jugglers work alone.  Don't make your career a circus act!!!  Work together in sharing knowledge and that is beneficial to us all in surpassing volume goals.  Win as a team.

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Washington DC revisited

I had the opportunity to be in Washington DC last week for the first time in more than twenty years.  I was there four or five times in the 1980's for business and one time we took our five children on a two week eastern trip to a number of "important" locations.

I was interested to see how things have changed since "9/11".  (It seems almost unbelievable that it was almost TWELVE years ago)

For the most part, security was not oppressive, though clearly more present.  As one might expect, the more "sensitive" the building, the higher the level of visible security.   Airline travel is quite another thing!!!!

The White House was the most "isolated" of any place my wife and I went during our day of "touring" before we set up for and "worked" the "Rapid Excavation and Tunneling Show".  Of course, "because of the sequester" the White House is closed.  We had a great time, with some good cab drivers snd tour bus guides.

The show is directed by a lady named Dianna Gury. It is very well run and Dianna does a better job than 
any show in recent memory. First and foremost Dianna remembers that the exhibitors are her customers. She 
thanks them, both in person and over the PA system. Of course the attendees are also customers for 
both Dianna and the exhibitors, so we all have an interest in giving them a reason to attend.


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