What is Integrity Selling?

Oct 272011

3,142 Views

So… You’re working your behind off and doing all the “right things” to only have one of your more unsavory team mates annihilate your sales numbers and become the new board leader. To make matters worse they’re notorious for saying/doing anything to make a sale and all that implies. Where’s the “what goes around, comes around”? Where’s the integrity?

I wish I could tell you that integrity always wins the day. Unfortunately there are many “successful” performers that have no integrity. They feel success using a Machiavellian strategy or “the end justifies the means” as credible. Others, like myself, are not subscribers to this philosophy and our perception of success is a success that we can live with and be proud to represent.

Sales people without integrity typically don’t last long. As a sales manager I have cleaned up my fair share of deals with “hair on them”. As a sales person I was always frustrated with the “winner” attention they received while still employed. My take overall, however, is that employers want professionals that can offer integrity selling.

Are You Trainable

Management, Sales No Responses »

Oct 222011

4,667 Views

Are You Trainable

Anyone that has sold for any length of time likely has developed practices that have helped with their personal “successes”. Many times a trainer, manager, etc. will offer advice that at first glance may not mesh with what they’re already doing. So they start into a diatribe of exception examples of why the new training idea won’t work for them. What they don’t realize is that this training session isn’t all about them. Someone in the room may find tremendous value in the material. By discussing the “faults” of the training others might start to feel less than interested in the subject matter. The message gets diluted and so does the training. Also, in their self absorbed mindset they typically miss information that could have been useful to their own sales career.

“There is nothing weak about valuing the opinions of others and asking for advice from time to time.”

Are you that salesperson, sales manager? Candidly, I have been. Here’s what I learned that helped me get to a “next level” in my sales career by becoming trainable.

Autopsy on the Sale that Went Awry

Management 1 Response »

Oct 182011

2,588 Views

Autopsy on the Sale that Went Awry

I would constantly hear the term “a teaching opportunity” any time someone made a mistake. At first this kind of bugged me to be honest. It seemed like a kinder, gentler way of saying they screwed up without saying it. As an upfront guy this tactful approach seemed… well… weak. But then as I thought about it more it actually made a lot of sense. These issues/problems should be times for teaching opportunities, not scolding’s, if you’re truly trying to build the best sales team possible.

Training for me is typically during my weekly sales meetings. These consist of announcements, training, reporting (accountability), and success stories. We analyze what we did right so as to “clone” these success techniques if you will. During one of these meetings it hit me… what about deals lost? Wasn’t a “teaching opportunity” there as well? Of course there was and the Quincy Report “Autopsy on the sale that went awry” was born.

“Show me someone who has done something worthwhile, and I’ll show you someone who has overcome adversity.” -Lou Holtz

Spirit of the Report: After using this process for a while I found that you don’t want to create an environment for others to criticize. Learn and share only. Criticism is for one on ones.

Cold Calling – What Sales Gurus have Missed

Sales 7 Responses »

Oct 132011

3,839 Views

Cold Calling – What Sales Gurus have Missed

I have read article after article on how cold calling is dead. There’s a wildly successful book on it. All types of supposed “sales gurus” have written articles on it. It’s their new mantra. Disappointing.

A couple of questions for these folks that say there’s no room for cold calling… When is the last time you actually cold called? Have you ever cold called? Where’s your credibility? I am pretty sure in most cases they haven’t or did so briefly with bad direction. Then why is their non-credible misinformation so popular? That’s pretty easy. Cold calling is hard! Why? What other prospecting tool can you get so many negative responses in such a short span. Who likes turn-downs? Who likes pain? Sales gurus know this and are making a lot of money on telling you to not cold call.

“Fear about cold calling is just temporary especially when your making calls for the very first time. In time and with practice fear gets replaced with incremental success.”

Please don’t misunderstand me… I’m not advocating to only cold call. If you’ve been following my articles you know I fully support social media, foot-blitzing , and networking as well. But I also support cold calling as an integral part of your sales prospecting tools. Why?

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

Sales 9 Responses »

Oct 042011

6,662 Views

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

The answer to this dilemma is of course proving that you’re a credible resource, consultant, etc.. Easy, right? Well maybe not.

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

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.