by Chris Lott

The Power of Perception

98,718 Views. Early in my sales career I was asked to go to a seminar that was to “empower me” with a new sales method. I was skeptical. You know the drill… fold your arms in a group and before you know it everyone has their arms folded. In other words you were in control by manipulation. The seminar went further. If you swiped your hand to the left you were putting a negative influence out where to the right would be the opposite. I could mess with their brain, cool.

Armed with this new closing power I went to work. Lean forward, pressure was on. Palms up forward facing, body sitting back relaxed, pressure was off. Lean forward and stare at the potential client and not say a word. Serious pressure. People would actually start to sweat.

“Body language is a form of non-verbal communication, which consists of body posture, gestures, facial expressions, and eye movements. Humans send and interpret such signals almost entirely subconsciously.” -Wikipedia

I still see a lot of this type of manipulation today with some motivators and coaches. They run into the room full of non-motivated people with aggressive body and hand movements. In an effort to control they ask to repeat after them with a hand raised and so on… And you know what… it works! For awhile.

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05.05.13

by Chris Lott

Business Cloud Communications and Web SEO Services

21,565 Views. Phones, phone lines, internet, websites, social media and the list goes on. Who would have thought that this new marketing – communications direction would be a company’s newest and maybe even top concern?

So what’s working and what isn’t? Where do you put your time and money?

MARKETING
Website and Social Media involvement is Crucial to Business Marketing

Years ago I was advising businesses and sales professionals to get involved with social media and websites. Those that caught the vision early are now reaping the rewards of lead generation, online sales, and credibility. Isn’t it time that you catch this powerful business marketing wave?

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05.02.13

by Chris Lott

So You Want to Be a Sales Professional

96,983 Views. You’re fresh out of college and ready to take on the world. After a couple of interviews you quickly realize that getting a great position mandates experience. How does that work? Well, actually, I have a couple of ideas to help there. Before we get into that, however, let’s discuss what a sales professional is.

So You Want to Be a Sales Professional

What is a salesperson?
I can tell you my six year old is. Politicians, CEO’s, revolutionists, pacifists, friends and family are. Anyone that tries to express or sell their ideas… their “wares”… are. A better idea. A better concept. A better life. Seriously, where would society be in general without being motivated and “sold”? To persuade, convince, or direct others is in its truest since selling. I would go so far to say that everyone has the innate ability to sell. To become a sales professional however is much more than that.

“Anyone can sell something… Do it day in and day out for years… successfully… then you can honestly hold the title of salesperson” -Chris Lott

Sales Careers are different
Truth of the matter is that while sales positions-careers look easy they’re not. Here are some of the qualities needed to be successful.

Fast paced and full of energy
A quick wit and a knack for reading body language
Excellent people skills and a flexible attitude
Capable of initiating – taking risks
Adept at using verbal and written skills
Maintaining a positive attitude even when life challenges suck
Trainable – willing to learn constantly

Sales careers are not 8 to 5 jobs. Almost always long hours are demanded. Many times away from home.

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05.02.13

by Chris Lott

Social Media Cyber Bullying and Mean-Spirited Comments

19,534 Views. I was raised in a witty, cutting, aggressive dialogued environment and became a master of it in high school and college. With this background it would be easy to derail conversations for my own purpose. Regardless, I have consciously decided not to do so; one… out of manners and respect for the author, and two… for the possibility to learn something new. I would never lash out with a personal attack as I see that as a weak and small minded response. I wish that were true of others.

You’ve seen and read these commentator’s… foul languaged, personal insults, with no regard to intellectual dialogue whatsoever. They try, and many times succeed, in derailing the conversation of a great discussion or article topic towards their own agenda. While I believe everyone is entitled to their opinion they do not. Their ideas are the only ones that count… at least in their own limited mind. This trend in conversation is starting to grow exponentially. Especially in social media.

Social media is a great tool to get the word out. Unfortunately many abuse this power. They hide behind their virtual diatribe with virtual bravery. And yet I have always found these assassins of conversation a little less brave when they can’t hide behind an email, blog discussion, or status… when they are confronted live. It is tempting to retaliate.

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05.01.13

by Chris Lott

How Not to Do a Sales Presentation

108,934 Views. I walk into our conference room and the visiting presenting manager, salesman and sales engineer were waiting there to give us their “dog’n pony” in hopes of my organization partnering with them. I know all of presenters from a previous life. All very professional and successful in their own right. What happened next was incredibly short sighted on their part however. Below are my 5 takeaways from this experience.

1.) Assumed that we were all “buddies” and took personal liberties at my expense immediately in front of my boss. Also took on a very condescending tone. An “I will school you” approach.

b.) Commented on me personally about my age and looks. “Wow, Chris, your picture must have been taken some time ago on LinkedIn because you look a lot older in person”. You could have heard a pin drop after that comment.

As the strong influencer in the decision of whether to take on this product, or not, I was not impressed and quite honestly ticked off. With that said I continued on and took one for the team in an effort to help my company make a good decision. Now with a very critical eye however.

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05.01.13

by Chris Lott

Why You Might Not Be Credible: 7 Questions to Ask Yourself

22,657 Views. Are you credible? In this fast paste ever-changing sales environment credibility has become a key differentiator. Most times it’s what makes sales and why customers become referenceable. Yet I think most of us really don’t pay attention to our credibility like we should.

I have come up with seven characteristics crucial to credibility. Believable, Dependable, Trust and Confidence, Accountable, Effective, Character and Integrity, and Consistency.

Why You Might Not Be Credible: 7 Questions to Ask Yourself

I know… you’re thinking… “I have this covered”. Do you? Let’s see… Here are 7 questions to ask yourself to see if you are credible.

Credible: 7 Questions to Ask Yourself

1. Believable: Do you talk the talk but don’t always walk the walk?

2. Dependable: Are you constantly late, breaking appointments and/or deadlines?

3. Trust and Confidence: Do you Play “007” with what you’re doing – critical information – keeping others in the dark?

4. Accountable: Do you point the finger instead of looking in the mirror?

5. Effective: Are you quick to respond?

6. Character and Integrity: Do you tell the truth?

7. Consistency: Are your methods and work ethics reliable and consistent?

OK… So how did you do? Realistically, most of us have some work to do on at least a couple of these credible characteristics. Lets go over them to see if we can’t become more credible.

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05.01.13

by Chris Lott

Top 40 WordPress Plugins

130,689 Views. If you want your WordPress website to be at the top of the game then these are the “must have” plugins in my opinion. Check in regularly as this list is continually changing.

Note: Chris Lott and lottspace.com are not responsible for any issues with your website or other plugin incompatibilities after trying the below plugins. Always make a backup prior to using a new plugin. All of the below listed plugins have been used on lottspace.com at some time successfully.

1.) .html on PAGES: Adds .html to pages.
Version 1.1 | By IntroSites | Visit plugin site

2.) Ad Codes Widget: The Ad Codes Widget allows you to place ANY size banner ( ad, ads, advertisements ) into a widget-ready bar for WordPress®. It supports AdSense®, Javascript, XHTML and more.
Version 110709 | By PriMoThemes.com / WebSharks, Inc. | Visit plugin site

3.) Akismet: Used by millions, Akismet is quite possibly the best way in the world to protect your blog from comment and trackback spam. It keeps your site protected from spam even while you sleep.
Version 2.5.6 | By Automattic | Visit plugin site

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04.25.13

by Chris Lott

Holistic Approach to Technology Sales

67,364 Views. You’ve probably been in the same demonstrations I have where the presenter shows product after product with no apparent goal or target. Sometimes these presentations even get disguised as a “design session”. It’s like they’re telling themselves “If I throw enough information their way they’ll buy something, anything!”

Holistic Approach to Technology Sales

In my experience this couldn’t be further from the truth. Unfortunately more times than not the potential customer comes away thinking its way too complicated, too expensive, and even more importantly, it doesn’t solve any of their real, present and future, technical issues. A better approach is needed… a Simple Holistic approach.

1. Simple is Good
One of the latest crusades that I have been on is that the offering needs to be “simple”. As the IT department is either the “strong influencer” or “decision maker” of high tech equipment purchases I am going to focus on this group to make my point.

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04.24.13

by Chris Lott

Culture, Communities, Evangelists – Company Evangelism

15,809 Views. Company evangelism is at an all time high. Businesses are not only expecting this of their leaders but now they expect it from all. Everyone… from the front receptionist to the part time warehouse worker. From engineering, accounting, sales, and operations. Is that fair? Is that even possible?

Culture, Communities, Evangelists – Company Evangelism

Getting the right message out for a new business, or any business for that matter, is crucial in today’s highly competitive market. Passion from the founder and leaders is imperative. Employee passion from their own experiences even better. They need to believe and, just as important, their peers, customers, friends, and families need to believe. They need to be moved enough to passionately tell others about what a great company, job, product, or service they have and offer. This is much more than a “like” on the company’s Facebook page.

Is this a fair request? Yes, and it’s crucial. We live in a “viral” world with unbelievable potential in getting the word out. Good or bad. And, in today’s marketplace, having nothing said by anyone can be detrimental. Especially if your competition has a plethora of evangelists. That’s why the company’s culture has to include evangelism. The problem is most companies really don’t understand what an evangelist is and who they are.

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04.08.13

by Chris Lott

Overcome Objections

57,046 Views. I have offered products that would literally save customers 1000′s of dollars monthly to have them still say no. Why?

Overcome Objections

Pain Avoidance
It is important to understand that we all have an inherit desire to avoid pain. If the “no brainer” sale is not happening, then somewhere in this potential customers past, they have felt “pain” with a decision. No amount of savings will make sense to them. Our fundamental decision processes are really based on pain-pleasure. When our prospects say no to our offer what they are really saying is it’s just too painful. The heart always rules the mind and people typically make their decisions based on emotions.

Pain can take many forms. Many times it is extremely hard to root out what it is. As an example… In an effort to get an opportunity moving forward I made a call to a customer that had said no to our offer. Note: The sales man had told me it was price. I asked her if she thought the product would solve her companies issues. She said the product was not the problem. Probing further I asked if the price was an issue then. “Yes” was the answer. Simple objection to overcome… “Our price is pretty aggressive already but somehow if I could get a lower price… we would have a deal?” Not so amazingly she said no and then confessed what the real issue was. She didn’t feel “comfortable” with my sales person because he was “too nice, too friendly” and she was uncomfortable with that. It was too painful (uncomfortable) for her.

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