When is it Okay to Talk About ME??

Sales people have the great gift of gab and just love to talk. I've never met a seller that couldn't tell a great story, followed by an interesting anecdote and finally a good joke. In a sales situation we're just itching to tell our story. We can't wait to overcome that objection, talk all about the features and benefits of our products and services, ask all the right questions, and maybe even listen a little.

A common courtesy that most sellers recognize is minimizing talk about self. We've been appropriately coached to put our ego aside and make the conversation about the buyer, not the seller. Good advice that should be heeded.

So when does it make sense to talk about ourselves? Ever? Yes, but only when it is relevant to the situation.

There are times when it is not only relevant but can add significant value to the conversation. One example is when you are a sales rep from "the industry". For example, you worked as a financial controller for years, and now you're selling financial services. Or you've run marketing organizations and now you're selling creative services. When you sit across the desk from a potential buyer it is absolutely appropriate to talk about your experience in that same role, particularly if you made similar buying decisions in that role. I have been with reps who have come from "the industry" and literally made the exact buying decision for a product that they are now selling. In that capacity they evaluated suppliers, demonstrated products, negotiated pricing and ultimately selected a vendor. That experience is absolutely relevant to the selling situation and is valuable for the buyer-to-be. That's when it is especially relevant to talk about self.

What about you? Have you been in selling situations and found that your personal experience was relevant to the buyer? How did you handle that?

The First Thing Every Seller Should Rush Out and Buy for 2011

I'm not sure if I've ever read a good sales book that didn't mention the importance of a hand written thank you note. It may seem old fashioned these days, but it's absolutely not. A hand written thank you note is an authentic message of gratitude. And it is rarely used.

If one of your goals in 2011 is to set yourself apart from your competitors and the rest of the selling world, here's a great way to get started. Start by going out and getting a sharp-looking box of thank you cards, and use them to write a quick note to your most important customers, thanking them for the business in 2010. Then begin using the cards in a consistent, disciplined manner in 2011 and you'll see a shift in the way that your customers interact with you.

By disciplined, I mean sit down every Friday and ask yourself who you should thank for something good that happened that week. Did someone refer a customer to you? Were you granted a meeting that took weeks or months to obtain? Did you receive another order from a customer that you have been taking for granted?

I'd suggest that you stay away from using the note as a marketing ploy to get more business. There's nothing wrong with using the company-issued stationary, but just make sure of these important factors when creating and sending your authentic note of gratitude:

• It is always hand-written. I don't care (and neither does your customer) if you have the penmanship of a third-grader. Most people do, and it just doesn't matter. The thank you note should never be typed.
• Hand address the envelope.
• Use a stamp. Do not utilize the internal mail operation (if you have such a thing) to meter the envelope. Buy a book of stamps and use those instead.
• It's okay to include your business card, especially if you haven't met the person face-to-face.

The note should be brief and succinct, indicating your appreciation for the meeting, referral, sale, or whatever.

I've used them in the past with great success. Customers often go out of their way to mention that they received the note. It's that meaningful to get one these days. When was the last time you received one? When was the last time you wrote one? It's time to get started!

Time for the Annual Sales Meeting

As the New Year approaches, many sales managers are prepping for their annual sales meetings to be held in January. These meetings can be one heck of a challenge for planners who are typically looking to accomplish the following things:

• Recognize top sellers
• Fire up the troops
• Get the reps ready to sell new products and services
• Update the reps on industry and competitive information
• Have fun and entertain the reps
• Provide important marketing updates
• Give the reps some executive visibility and updates on company direction
• And more . . . .

This can be a daunting challenge. Reps are one tough audience. Many are very tired and/or hung-over on day two and have a hard time paying attention. Key managers ask for limited mind-share during the meeting. New reps and seasoned reps are at the same meeting, making for challenging messaging, particularly as it relates to getting the reps up to speed on new products and services.

One of the most successful sales meetings I've been a part of felt like more of a trade show with conference sessions. Even though the company was fairly small, there were several meeting rooms made available and the reps had a schedule that included attending sessions in each of the rooms. After general sessions (how the company is doing, industry updates, etc.) the reps would then attend a breakout session. This way the seasoned reps could travel together as a group which meant that newer reps were also grouped together. This gave the presenters two very different audiences and they could tailor their message appropriately.

What have you seen that has worked for your organization? What is missing from my list above? What topics would you add? How many days make for a good annual sales meeting? What topics would you eliminate from the list?

About this blog

I created this blog for the every day sales rep and sales manager looking for those tidbits of information to make them more effective right now - today. I've been selling or running sales organizations for my entire career and one thing I've learned is that sales professionals are always looking for an edge - something they can begin to incorporate to help them sell more effectively, close that deal, or make their lives easier.

I'll also ask that readers of this blog take a very active interest in the content. I'll constantly be asking for you to chime in on subject matter to make the blog more interesting. When you do, I'll ask for more and even reach out for you to be a guest blogger.

So enjoy the blog, and thanks for stopping by! Look for updates weekly.