Author Archives: Tim Mushey
- Are you getting a little too cute with blog posts, ebooks or a course that you are waiting to publish?
- Have you shelved that new training video that just doesn’t seem right?
- Is that first audio file of your podcast just sitting on the computer “collecting dust”?
Many of us strive for perfection, and that is ok in the right circumstances, but not online.
People want to get to know the true you and will come to appreciate your imperfections.
If you keep procrastinating and don’t put your content out there, nobody will get to know the real you!
What are you waiting for?
Hit “publish”, “upload” or whatever you gotta do to take action and take the next steps in your business!
Enjoy the rest of your week.
So, like - there are lots of us on earth right?
Many of us are trying to stand out from the crowd and do “out of the ordinary stuff”. Heck many of us are trying to do ordinary stuff but still get noticed.
Like delivering beer to people’s seats at a baseball game.
There is no way to stand out from the crowd doing that right?
I had the pleasure of attending a Chicago Cubs exhibition game in April of 2011, and did not realize how much of a treat I was in for from watching a beer vendor work. His coverage of our section immediately caught my attention! He was more charismatic, more outgoing, more energetic, and more fun to watch than any other beer concession worker than I had ever seen before. I caught myself watching him work more than the game itself!
But that was not even the best part. When he left our section for a bit, I followed him and we had a bit of a conversation. I was captivated by his stories of working in the industry for many years. When I left with my drinks, he gave me his “business card”. It was a laminated baseball-like card with his picture on the front working at a game. On the back it had all of his “statistics”. By statistics I mean all the venues he had worked at during his career, and events that he attended.
I still have his “business card”, and look at it from time to time to remind me what it truly means to have a well-developed personal brand.
- What do you do to stand out from the crowd?
- Where do you know that you can improve to increase your exposure?
Developing your personal brand is not a “when I feel like it” thing. It should be ongoing. Daily if possible.
Be memorable, be engaging, be caring and for goodness sake have some fun!
Selling has always been in my blood, and I became a sales rep for the first time in 1999. Since then, I have learned a “couple” lessons along the way performing several different roles. Sales reps sell products and/or services, and can make a good living. In addition to the standard responsibilities, true sales professionals achieve more success by taking their game to another level and have long, prosperous careers. Which one do you want to be?
Having a complete understanding of sales cycles, and mastering product knowledge is imperative for success. Most companies only focus on product training, because that is what everyone does. While others also give insight on sales processes from first greeting/meeting all the way through closing the sale.
That is where things get scary! Many reps get a false sense of security that this is all they need to know to become successful. In reality, this knowledge only equips them to be “run-of-the-mill” sales reps. The world is full of “status quo lovers”. The following information will give you the potential to become a true sales professional and exceed goals for years to come.
#1 Consult, Don’t Regurgitate
Your job is to sell products and/or services, but people don’t like being sold to. How weird is that? The faster you learn that listening during a customer/prospect interaction is more important than speaking, you will be well ahead of the curve. When you become a consultant providing solutions to their current situation, success will follow shortly. Anyone can regurgitate information and spew it out. Just ask the student who memorized textbooks and got straight A’s, but could not cut it in their chosen profession.
#2 Share, Celebrate and Support
The “relationships” aspect of a sales team is critical to its overall success. You need to give unconditionally, and not be afraid to share ideas and concepts with each other. I always love to share templates for presentations, bulletins that I distribute to customers or various ideas that help improve my territory. If you can make your co-workers lives’ easier, why wouldn’t you? The good karma will come back some day. Celebrate each other’s victories, and don’t you dare get jealous if your colleagues get better results! Put together recovery plans to improve ASAP.
Things don’t always turn out the way that we want them too, so be there to support each other when failure occurs. Keep communication lines open to move past bumps in the road. And last but not least, treat inside sales and support groups with the utmost respect! They are pivotal to the team’s overall success, and are not personal assistants.
#3 Manage Time, Plan and Prioritize
I underestimated the power of being exceptional in this area for a long time, and it affected my results earlier in my career. Planning a schedule as far ahead as a month or more makes things flow better. Putting emphasis on getting out of the office regularly at scheduled times keeps you on track. Paperwork and other less urgent items can be handled before or after prime selling hours. I once worked for a manager who stacked the sales rep’s desks in the warehouse to emphasize that he did not want them in the office for very long in the morning! An extreme action, but he made his point loud and clear.
I always make the disclaimer that priorities over-ride schedules with the following example. If you have a lunch booked with a prospect where the potential is unknown, and your largest customer has a crisis shortly before the appointment, what would you do? You have to understand who your biggest customers are, and the level of service that they need. By the way, do you spend 80% of your time with the 20% of your customers who buy the most? If not, it is time to adjust your schedule and give them the attention they deserve.
#4 Fly Under The Radar, Don’t Be “On It”
Early in my career I had a Sales Manager tell me that one of the best indicators if a rep was doing a good job, is if they rarely heard from the rep’s customers. Be very responsive to your customer’s needs, and take care of them in a timely fashion. If you need help, get it. Never blame others in your organization if they do not respond to you and a customer is left waiting. It is your responsibility to get things taken care of, no excuses!
Keep up to date on everything that your manager requests. It may be weekly call reports, inputting of sales calls and/or opportunities in to a CRM (customer relationship management) program, or general administrative items. Successful sales people always do what is asked of them, even if they don’t like to.
#5 The Path of “Most Resistance” Pays Dividends
Anyone can take the path of least resistance. It is easy to only deal with customers who have great relationships with you and your company, and only sign up prospects that there was little effort involved. But what about handling those difficult customers in your territory, or bringing on prospects where things were more challenging? From those clients, huge growth can occur. In one role I had, the previous sales rep stopped calling on a long-standing account because he was not getting along with the staff. Sales plummeted. From the time I came on board, it only took two years for the account to become the largest in my territory.
Over time, you will acquire “street-smarts” and know when to walk away from business, but more importantly when to move forward when the potential is right before you. Don’t hide behind email or text messaging when problems arise. Face-to-Face is still the best way to communicate, and sometimes you “have to take a punch” to make things right.
#6 Customers And Prospects Are Human Beings Too
It is easy to see through reps whose only agenda is to close sales as quickly as possible, with minimal effort. But the secret is to really get to know customers on a personal level, and make them feel important. It is common knowledge that people like to deal with those they like, know and trust, so take steps to solidify relationships as soon as possible. Get to know special details about customer’s families, their hobbies or even what they take in their coffee. Take notes, keep files and refer back to them before each meeting. I guarantee that they will be impressed with what you remembered, and there is a very good chance that your competitors did not take those lengths to learn about them.
Becoming a true sales professional takes time, and long-term commitment to grow and learn every day. Sales reps tend to be negatively stereotyped, but those that stand out from the crowd, truly care about their customers and can be counted on at a moment’s notice will always be in demand.
Are you in this for just a job, or a long, prosperous career? You make the choice.
There are certain things that citizens hold near and dear to their hearts in their home countries.
In Canada we have hockey, The Tim Horton’s coffee shop chain, and for music we have The Tragically Hip.
They burst on to the scene in the late 80′s and have made quality music that has united a nation for close to 30 years now (wow I must be getting old).
In the spring of 1991 I graduated from high school, and our class embarked on a bus trip from Winnipeg, Manitoba across the border to Minneapolis, Minnesota. We were off to a fun-filled place called Apple River. It was an awesome time, and with 10+ hours on a bus each way, the music flowed (among other things) for a bunch of 17 and 18-year-old rowdies.
At that time, I had no interest in the Tragically Hip, but it seemed to be on constant repeat for the entire trip! Before you knew it, I was hooked, and this album did it to me. Their first real statement on Canadian airwaves called “Road Apples”.
Here is the biggest hit of that album – “Little Bones“.
Enjoy and have a FANTASTIC weekend.
A good reminder for us all :-)
The only way that you are going to get better at something is through practice. I read a quote in a hockey book once that really caught my attention:
“Practice does not make perfect. Only perfect practice makes perfect” – Vince Lombardi
Even those with raw talent have to practice regularly. Engaging others in sales and other professional roles shouldn’t be limited to work relationships. You should practice engaging others when possible.
My dad was a teacher, and is still very engaging to this day – partially because of his personality, but it was also a necessity for his career. Could you imagine being in front of a class of kids and not holding their attention? Teachers who could captivate the crowd were always the ones that remained memorable to me.
This also meant that my dad and I could never quickly go to a mall because he was always running into people. Conversations would start, and time would pass by. My mom would always comment upon our return, “Where were you? I just sent you for a couple of things!”
There are so many opportunities to engage people outside of work:
- In line at a store
- At a social events with friends
- Business or community events
- Sporting events
- On a walk or a run
- Groups, associations or teams that you and/or your children are part of
I was thinking about this one day after a run, and I reflected on how many people I acknowledge in that 45 minute period. It was about twelve!
- Some greetings were a simple hello or good morning as I passed by
- With others I would make a quick comment on the weather, or about the degree of difficulty of a hill that I (or they) had just ran up
- Some were a quick stop so our dogs could greet each other
- It was common that I ask for information about their dog, and how the person’s day was going
- I even complimented one guy who was actually attempting to train his new puppy
When I engage people in this setting, most people are pleasant back. It is common for people to jog with an iPod or Mp3 player, but I will still turn mine down to say something, or at least wave. I have done this for so long it is second nature now.
If I never practiced this skill, and instead just went through the day keeping to myself, it would be unreasonable to expect that I’d be very good at it in a short time period. Skills would develop eventually, but carrying that philosophy over to your personal life just means that you have more opportunity to practice. Then before you know it, the skill improves.
This was not always easy for me; because I was quite shy growing up due to my stutter. Speaking up and meeting people was very difficult well in to my teenage years. But with practice and patience, I consider myself very engaging now, and will always take time to speak with others.
- Do you only engage new people in work situations?
- Where can you begin to converse with people starting right away in your personal life?
The most practical business skill that has come out of this for me is keeping conversations going when there is a lot of dead air. I think most of us have experienced conversations that were very one-sided, and it was a struggle to keep it going, and interesting for the other person.
Good luck, and remember to always be in “engagement mode”!