Selling to Consumers | Sales Training Blog by Skip Anderson

The Attraction Effect, Top Sales Bloggers & The Role of Selling

Today, I have three interesting business tidbits for you:

1. A Peek into the Brain of Shoppers

What happens when buyers' brains when they consider difficult purchasing decisions? Researchers Akshay Rao from the Carlson School of Management at the University of Minnesota, and William Hedgcock from the University of Iowa, have published a very interesting study in the Journal of Marketing Research.

Using MRI scans, the researchers have discovered what they call "The Attraction Effect." If you're considering purchasing a sweater, let's imagine that you have your purchase narrowed down to two possibilities. You like both sweaters, but are having trouble deciding between the two. When a third option is introduced into the mix, and when this third option is a less appealing one, the research study's subjects found the decision was easier than when two sweaters were being considered. And the MRI showed the subjects were experiencing more pleasure when the third option was present.

What can sellers take away from this? Give your customers a third option. I've been teaching the "three option" technique for years. If you sell life insurance, give your prospects a quote on three different policies at three different price-points rather than just providing two.

Read The Attraction Effect.

2. Top Sales Bloggers

Using data from several sources, Business Technology and Sales 411 (www.BTS411.com) has just published their list of the top 15 sales bloggers who are also power twitter users. There are some great bloggers on the list (Ian Brodie, Will Fultz, Art Sobczak, and Shane Gibson for example). I'm honored to have earned the #11 spot on the list for this Selling to Consumers Sales Blog. See the complete list of the top sales bloggers.

3. What is the Difference Between Marketing and Selling?

• Respected marketing guru Seth Godin says the role of selling is to overcome the customer's natural resistance to buying. I agree. Read sales is overcoming resistance.

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Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

Selling: It's so 1949

I've been reading so much lately about the demise of "traditional selling," or that certain selling techniques are "outdated." I keep coming across these concepts in the blogosphere and in online forums and other social media venues. "Cold calling is dead," I read.

I read about putting the customer first (I don't agree; a sale is a business transaction wherein needs of both the buyer and the seller must be met; But please don't conclude that I'm anti-customer, I'm not. I'm pro customer. I'm also pro salesperson).

I read about how persuasion is now considered by some to now be evil (it's okay to persuade my wife and daughter to go out to dinner at the restaurant I want to go to, but it's not okay to persuade my customer that my product will meet their needs? I don't think so).

I don't believe in sleaze, manipulation, abuse, or taking advantage of another. But I do believe in the amazing power of a well-trained, skilled, and gifted sales professional.

I just want to say this:

It's good to be a salesperson, and it's good to sell.

There. I said it.

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Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

An Apple a Day Keeps Sales Coming your Way

A = Ask for What You Want 

Ask for a follow-up appointment. Ask for the order. Ask for a referral. Ask for multiple quantities. Ask for a commitment. 

P = Probe for Prospects' Needs & Desires

Ask questions. Especially open-ended questions. Listen. Respond.

P = Probe for Hidden Needs & Desires

Not all needs lie at the conscious level. Some reside at the subconscious level. Prospects are unaware of some of their needs and desires. 

L = Take the Lead 

Most prospects will follow if you are effective at taking the lead. People love good leaders. People want leaders. Lead prospects through the buying process. 

E = Expect to Succeed 

Expect success. Expect to sell today. Expect your prospect to buy. Expect good things. We program our own reality through our expectations. 

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

Selling Style vs. Selling Substance: One Sales Trainer's View

From reading online forums on business and selling, it's apparent to me that some salespeople resist sales training because they want to sell with their own style and not copy somebody else's selling style. 

I wholeheartedly agree with these individuals. Salespeople should sell with their own style. But sales training doesn't shape style nearly as much as it shapes substance. Substance is content; it's saying the right things; it's using proper timing and process; it's knowledge about human nature and buying psychology and interpersonal communication skills. It's technical expertise and human expertise.

Anthony Hopkins and Johnny Depp are both great actors (they're two of my personal favorites, too). But their acting styles are very different. We might be intrigued with their respective styles of acting, but it is their acting substance that allows them to convincingly and even movingly play a great variety of characters. Acting substance trumps acting style.

As a sales trainer, I help the salespeople I work with to maintain their individual selling style while improving their selling substance. I don't want everyone to sell like me, or to sell like anyone, but I do want every professional salesperson to sell in a way that will allow them to experience more sales success.

Be yourself when you sell. People can spot a fake a mile away. And improve the substance of your selling and you'll sell more. 

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

What Selling Is About: A Review of an Actual Sales Call

Someone (I'll call him Steve) stopped by yesterday to try to sell me some knives. I let him give me his presentation at the kitchen table. He was energetic, positive in his demeanor, and he asked for the order. Those are all very good things.

But Steve could have improved his salesmanship in a number of ways. The biggest was this:

Steve came in and got out his knives and his 3-ring binder and started telling me about the manufacturer of his knives. It wasn't offensive. It wasn't overbearing. It was mildly informative. But it didn't influence me, the prospect, to nearly the level it could have. What was missing? 

ENGAGEMENT!

Here are my suggestions for how Steve could make his sales meetings even more effective when selling in his customers' homes: 

1. While Steve was getting his knives, note pad, order form and pens ready, he could talk to me as a fellow human being. A little chit-chat, some friendly banter, goes a long way to put a prospect at ease. Steve could have asked about the dog, or the pile of rocks in our back yard.   

2. After Steve had everything ready, he should have engaged me in conversation and not been so quick to tell me about his company and his knives. Here is the type of conversation that I think it's important for in-home salespeople to have with their prospects so their sales appointments don't end up being infomercials:  

Salesperson: So who does the cooking in your house?

Prospect: My wife does.

Salesperson: What's your wife's name?"

Prospect: Leona

Salesperson: What are some of the dishes Leona prepares that are your favorites?

Customer: Italian Beef Roast, Stuffed Peppers, Chicken and Dumplings, and Marinated Pork Chops with Wine Sauce.

Salesperson: Wow! I'm impressed! She sounds like quite the cook. And how about you? Do you do any of the cooking? 

Customer: Yeah, once or twice a week, but I cook the more simple things like burgers or pasta. One thing I make, though, is the best cheesecake in Oklahoma! 

Salesperson: I love cheesecake! What's your secret to making it "the best?"

Customer: I put a little lemon peel in it, but there's also a little bit of lemon liquor in it too. Not so much that you can really taste it, but just a little bit so it enhances the flavor. It's like a secret ingredient because nobody can really tell it's there, but everybody compliments me on it. People really love it! 

Salesperson: Well good for you! That sounds delicious! What I have to show you today will change your experience cooking, and I know it will make life so much more simple for Leona. [presentation continues].

Later, when Steve is presenting his knives, he can refer back to the Italian beef roast, the cheesecake, and the other dishes. He can call the prospect's wife by name. He can customize the sales presentation to the particulars of the prospect, rather than merely reciting a memorized script about each knife.

Steve can now use tie-downs during his presentation. Let's say Steve is presenting a slicing knife. Steve can present the features and benefits, but then can ask, "Do you think you and Leona would find this knife with it's chroma-cut edge useful when serving her famous Italian beef roast?" 

Steve did a good job during his sales interaction with me. But he could have done a great job. 

Selling is not so much about you, your product, or your company. It's more about your prospect. We can't make it about our prospect unless we strive to understand him, his needs, and the particulars of his situation. If you want to sell more, engage your prospects more.  

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

My Interview on TwitInterviews

I was reviewed by Kim Beasley today on TwitInterviews.com. You can see the interview, which was also posted on Twitter. Check out Interview with Skip Anderson.

You can follow me on Twitter here: http://Twitter.com/SkipAnderson 

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

31 Great Sales Interview Questions

Here are thirty excellent candidate questions for sales interviews. They are not in any particular order. Some questions amy not be appropriate for certain type of selling. This is not an exhaustive list, but there might be some good ones here that would apply to your specific situation.

1. Tell me about a time you failed at something. 

2. If you could do one thing over again in your life, what would that be? 

3. How would you help me build my business? 

4. Imagine that you've just spent ninety minutes at a sales appointment with your prospect. All has gone well. When it comes time to ask for the order, your prospect says, "I need to think about it." What do you say or do? 

5. Tell me exactly how you found your last five prospects. 

6.  Who was the best manager you ever worked for? What made him/her so good?

7. Who was your least favorite manager. Why? 

8. What is your favorite way to ask the prospect to buy from you? 

9. Everyone has a bad day at work now and then. Describe a bad day you had in your last position. 

10. In your opinion, what are the keys to successful selling?

11. What qualities do exceptional sellers have that average salespeople don't have? 

12. Tell me about the last customer that said no to your offer but ended up buying anyway. 

13. Who has influenced you most in your sales career. How? 

14. What have you done in the past that demonstrates your commitment to professional and sales skill development? 

15. Are there any inaccuracies on your resume I should be aware of. 

16. We do a background check before making an offer. What is in your background that I would want to know about? 

17. Which of the following is more important to you: (a) being the best; (b) making money; (c) taking care of your customers. Why? 

18. Tell me about a sales situation you were either involved in or observed where you thought the salesperson was too "pushy." 

19. How much money would you like to make in the next year at our company? What's the most you've ever made? What are you willing to do differently to make that kind of money? 

20. When is the last time you asked a customer for a referral? How did you do it? 

21. Why did you apply for this job and not come and introduce yourself to me? 

22. We do a lot of sales coaching in our company. I would do ride-alongs with you, I'd take notes, we'd talk after the appointment. We're committed to this kind of environment. What is your experience with this type of sales management? 

23. Would you be able to fully commit yourself to working in a coaching and self-improvement environment? 

24. Do you think success comes more from: (a) hard work; (b) skill/talent; (c) a positive attitude? Why? 

25. Other than selling, how did you contribute to your last company?   

26. What customer personality type is the most challenging for you to work with? Why?

27. Describe a situation where you took a stand on your customer's behalf. 

28. What special recognition have you received in your career? (or school) How did you accomplish that? 

29. What special talents or qualities do you have that you'd like me to know about? 

30. Why should I hire you instead of one of the other candidates? 

31. What other questions should I be asking you that I haven't asked yet? 

What are your favorite sales interview questions that are not on this list? Please share! 

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

Sales Training for the Masses

Sales training can benefit everybody in the sales community: Top sales performers and low performers and everyone in between; Insurance agents; Retail sellers; Showroom salespeople; Home improvement sales professionals; Real estate sellers; Telesales representatives; Everybody.

But many companies (and sales managers and salespeople) confuse product training with sales training. Of course, all of us must have product and technical knowledge about the products and services we sell. But product and technical knowledge is only a small portion of knowledge required to excel at selling.

- One of the biggest complaints of consumers about their physicians is that they don't spend sufficient time with them or give them sufficient attention. A doctor can be highly skilled at surgery, or cancer treatment, or another specialty, but what about their doctoring skills? Docs don't just need technical knowledge, they need doctoring knowledge.

- An attorney must not only understand the law in their specialty, she must understand how to relate with her client. A common complaint of lawyer's clients is that they don't communicate sufficiently with them. Lawyers don't just need legal knowledge, they need lawyering skills.

- A technology salesperson doesn't just need knowledge about hardware and software, they must be able to understand their customers' needs. They must be able to relate to their prospects. Tech salespeople can easily overwehlm their prospects with information. Tech salespeople don't just need to understand technology, they need to understand selling.

-You need sales training, and so does everybody around you. Whatever your product or service specialty, you don't just need knowledge about those products, you need knowledge about selling to excel at selling. You can train yourself through books, blog posts, magazines, online articles, podcasts, seminars, webinars, eBooks, sales coaching, or custom sales training designed specifically for your company and your industry.

Sales training is for the masses. Sales training is for you.

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

Nonprofits Sell, Too: Sales Training Can Help!

Just as for-profit entities must sell to survive and grow, so must nonprofits. But many nonprofits don't think of themselves as "sellers." 

- Selling isn't a dirty word. Many of those who work in the nonprofit sector equate "selling" with undesirable traits. Sales professionals are not sleazy, undesirable types!  

 - Nonprofits raise funds which is inherently a sales activity. The identical selling and business principles apply to nonprofits raising funds that apply to for-profit businesses creating revenue.

- Nonprofits often have customers, too. Sometimes nonprofits sell their services (probably at below market rates) to their constituents. That's called SELLING!

 - Just because for-profit businesses have shareholders and nonprofits don't doesn't mean nonprofits are not selling organizations. 

If you "sell" in a non-profit environment, consider participating in sales training! Sales training can improve your ability to deliver your services to more people, raise more money, write better grant proposals, reach out to your constituents, sign-up more sponsors, create a broader reach, solidify partnerships, get more active volunteers, get bigger contributions, engage others more fully, have more successful door-to-door canvasing campaigns, etc.  

Sales training is for charitable and nonprofit organizations, too! 

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

How to Make Your Sales Target

Breaking News! One of the most common sales questions of all time is "How do I make my sales target?" After years of research, we at Selling to Consumers Sales Training have finally cracked the secret to making one's sales goal! I'm delighted to share it with salespeople throughout the world today. 

 
 

Without further ado, here it is, the secret to making your sales quota this month, this year, and forever:   

1. Do the right sales behaviors. 

2. Do those sales behaviors really often.   
There you have it!

You're welcome! 

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

Static: A Roadblock to Success

STATIC is distracting aural noise. It's unnecessary visual stimulation. It's wasted words and lack of clarity. It's missed opportunities, confusion, and misunderstandings. Static is like dirty water, polluted air and tainted food. Static prevents us from achieving excellence.

Is there too much static around you?

Sales static: You think you know what the customer wants but you don't know. You talk more than you listen. You assume. You babble and spew. Your timing is off. Your energy is too high or too low. You show brochures instead of engaging your prospect face-to-face. You're not connecting the dots.

Management static: You don't do what you say you're going to do. You don't walk your talk. Your team is dysfunctional - therefore it's not a team. You don't lead, you react. You are confusing, nebulous, and possibly irritating. You retreat to your office, avoid decision-making, you don't delegate, and you don't bring out the best in others.

Marketing static: Your message is not consistent. Your brand is not consistent. You're a "me too" entity. You're not memorable, unique, or particularly effective. You follow the crowd, even if the crowd isn't going where you want to go, and you're not even sure that you know where you want to go.

Personal static: You don't have clear goals. At times, you are a zombie-like creature going through the motions. You don't excel. You're in a fog and have quit looking for sunlight. You've built a box for yourself but you hate the box you built. You lack direction, passion, or both.

Will you stop the static?

Thanks to Drew Jones for the graphics in this post. If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

Illegal Interview Questions, Sales Panic, and Smile & Move

1. Troublesome Interview Questions

As a business consultant, I am sometimes involved in teaming up to do interviews with one of my client companies. Every once in a while I hear an interviewer ask an inappropriate question to a job candidate. There are certain things you can't ask on a job interview, at least in the U.S. Read forbidden interview questions to make sure you know what you cannot ask of a job candidate.

On a related note, I received a job notice this week from someone who wanted to know if I knew of a candidate who would be a good fit for a sales opening. The posting said, "Only men are encouraged to apply." That's perfectly acceptable in some parts of the world, but not in the United States of course.

2. Play "Sales Panic"

This is a free online sales game which illustrates the steps of selling. Make sure you read the directions first.

3. Smile and Move

Watch the Smile and Move Video (I learned about this video via Jill Konrath of Selling to Big Companies fame - Thanks Jill). This three minute video has a really positive message. Smile and move today!

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

The 3 Sales Pressure Points

I'm not a fan of manipulation or pressure in the selling process. In fact, I'm soundly against it.

There are three occasions during the selling process when sales representatives need to get the prospect beyond any reluctance the prospect might be feeling. How should the salesperson get past this reluctance? Should the salesperson use pressure and manipulation? Or something else?

A skilled sales professional can get their prospects past the following sales pressure points by utilizing selling skills, persuasion, and the impact of sales momentum without resorting to using sales pressure or manipulation. 

1. PROSPECTING.

If you prospect for business, you must be able to get your suspect to talk to you. Whether you prospect on the phone, or door-to-door, or another method, you must find a way to have a conversation with your subject. If you can't do that, you have zero opportunity to sell your product or service to this individual. The best salespeople in our industry are able to make conversation happen with reluctant suspects.

2. BEGINNING OF SALES APPOINTMENT.

Some prospects are reluctant to enter into a conversation at the beginning of a sales meeting, even if the prospect has taken the lead in calling the meeting (this is something I observed repeatedly when I was selling in customers' homes and in retail). It's vital that salespeople overcome prospect reluctance so the prospect can become actively engaged in the process of purchasing, even if the prospect isn't ready to buy. The best salespeople in our industry are able to create engagement with their prospect even when the prospect is highly reluctant.

3. CLOSING.

The product in question might be the perfect product for your prospect. She might have the funds to pay for the product. She might like you and your company. She might need and want your product. Yet, she tells you she has to think about the purchase, or shop around some more, or do some more research, or some other stalling tactic. [This isn't true in every instance, of course, but it is often true.]

She says these things not because she has to think about it, or shop around, or do more research; she says these things because of the phenomena of status quo paralysis. Despite her interest, her ability to pay, and her desire to own what you have, she finds comfort in NOT making a change, and the very act of buying IS change. Salespeople must get their prospects beyond status quo paralysis.

- - - - - - - - - -

To excel at selling, we must deal with the pressure points inherent in the selling process. But we can learn to do that without applying pressure.

If you like this post (or don't!), please consider leaving a comment. Subscribe to our free sales tips newsletter to read more sales tips and commentary about selling and sales.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

10 Responses to "We're Just Not Sure"

Here's the sales scenario: You're selling RVs at your dealership. You've invested two hours with your prospects, and they've found a product they like very much. You've done a great job selling and have asked for the sale. Their response to your closing action is "We're Just Not Sure."

What should you say in response? Here are ten possible responses to your customer's "We're just not sure" statement:

1. Barb...Larry...what is it you're just not sure about?

2. Thank you for telling me that, Barb and Larry. That's helpful. Is it the money or is it something else?

3. Just so I can make sure I'm understanding what you're saying, how sure do you want to be about a new RV?

4. I know it can be tough to make a decision about an RV. But I've found it's helpful if we review why you want an RV in the first place. You said one of the key reasons you wanted an RV is to visit your kids in Dallas - did I understand that correctly? [and so on]

5. Barb...Larry...what do you mean?

6. Please tell me more.

7. Would it be okay if we talk about that?

8. Well let's look at the size...does that meet your needs? How about its fitness for your intended use, does that seem to work for you? Tell me how you feel about the interior features, does that please you? You took it for a drive...do you like the drive-ability of the unit? [and so on]

9. Fantastic! Let's get you to the point where you're sure, okay?

10. Would the two of you taking this machine out this weekend on a weekend getaway help you decide if you're sure?

If you like this post (or don't!), please consider leaving a comment, or subscribe to our free sales tips newsletter.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is mad about helping companies and individuals sell more. 

You Might Be a Sleazy Salesperson if...

You might be a sleazy salesperson if...

 
...you make fun of your customers behind their back. Alot

...you don't just take advantage of an opportunity, you take advantage of a customer

...you don't keep private information private

...don't treat your customers with genuine respect

...cheat someone out of something

...view your prospect as being your opponent

...have a fake smile

...wear polyester ties

...wear a top that is two sizes too small (applies to men and women)

...or even one size too small

...you can't help out a colleague without expecting something in return

...your ego is bigger than your humility

...take anything of the customer's that isn't yours

...hit on your customers

...say "trust me"

...show too much leg

...act like a gangsta

...you line up with other salespeople, peering out the windows of your car dealership

...with binoculars

...eat in front of your customer, unless you're dining together

...wink a lot

...your perfume/cologne lingers two hours after you've left the room

...prematurely bring your sales manager into the conversation to "close the deal"

...tell a unabashed lie to your prospect

...don't do what you say you were going to do

...use colorful language in front of your prospects that don't use colorful language

...you call a customer "babe" or "baby" or "honey"

...say inappropriate things around children

...look anywhere in your customer's home that you shouldn't (if you sell in the home)

...chomp on gum while with a customer

...say "I gotta go take a dump" to a customer, unless that's how your customer talks

...don't play by the rules

...don't know the rules

...don't care that you don't know the rules

...wear too much jewelry

...have breath, clothes, or a body that smells like an ashtray or worse

...have too many buttons unbuttoned on your blouse or shirt

...stand around your store or showroom talking trash with other salespeople, especially when customers are present

...answer your cell phone when with a prospect

...itch yourself where you shouldn't

...for too long

...you think know the world evolves around you

What salespeople do you know that are on the sleazy side? What else should be on the list that I'm missing?

If you like this post (or don't!), please consider leaving a comment, or subscribe to our free sales tips newsletter.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is nuts about helping companies and individuals sell more. 

Do You Overuse Email in Sales Follow-Up?

Some salespeople tend to use email as their default communication method for prospect or customer contact. Many sales scenarios (most prospect follow-up scenarios, for example) would probably benefit from an alternate type of communication.

For most customer and prospect sales follow-up situations, here's how I rank effectiveness of various communication options:

Best sales communication option: In person. [Not always possible, of course].

2nd best option: On the phone.

3rd best option: Email.

4th best option: Snail mail.

5th best option: Telegrams [Do they still have telegrams?]

6th best option: Smoke signals.

What do you think? Do you overuse email because it's easy to use?

If you like this post (or don't!), please consider leaving a comment, or subscribe to our free sales tips newsletter.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is nuts about helping companies and individuals sell more. 

A Story About Failure

I've been dealing with some health  issues the last few years (don't worry, loyal readers, all is well). I've had to have my blood drawn much more often than usual.

Here's the thing:

In my multi-decade existence, I have never had a problem with phlebotomists finding a vein in my arm to do their deed when required...until a couple years ago. There is one phlebotomist at my doc's office who cannot find a vein in my arm. Ever.

Here is how it goes with this particular phlebotomist:

She asks me which arm I prefer, and I say, "Right, please;" She digs around in my forearm with her prodding needle trying to thrust that sharp thing into my vein; Unsuccessful, she begins to sigh and apologize profusely while increasing the intensity of her frown; She continues to excavate deep inside my flesh with that needle, destroying all living tissue in its path; Then she moves to my left forearm (continuing to apologize and shake her head left and right - ominously - while she purses her lips) and repeats the poking, fishing, prodding, and frowning; She finally tells me she needs to retrieve my blood from my hand, where she finally succeeds; Ten minutes later, me and my black-and-blue arms leave the medical office - bandages securely covering all wounds.

But here's the thing: When I happen to get assigned to a different phlebotomist (whether at that doctor's office, or any another medical office - as was the case this morning), I am able to quickly provide my blood sample with almost no discomfort, and then am able to exit quickly to see my next prospect or to prepare for my next presentation.

How can this be? What is the difference between the dastardly phelebotomist and all the others who have gotten to know my veins?

Answer: The evil one doesn't have enough skill to succeed. Skills make all the difference in phlebotomy.

And skills also make all the difference in sales. If you want to sell more, increase your skill level.

How do skills influence sales outcomes? Consider...

...the guarded prospect who walks the boat showroom, but finally opens up to the salesperson because she is very good at dealing with guarded prospects (as compared to the salesperson left with nothing more than the tired line, "If you have any questions, I'm Bob.");

...the insurance agent whose skill gets his friends and family to share referrals and their phone numbers with him (as compared to the agent who is unable to get referrals over and over again);

...the spa salesperson who has learned how to handle bickering couples and help them navigate through the danger zone to become new spa owners (as compared to the sales rep who gets flustered and ends up picking sides and alienates one of the partners);

...the basement finishing salesperson who is able to get past "we're going to need to think about it" and complete the sale in one call (versus the salesperson who sells almost nothing because once he leaves, his competitor comes in behind him and creates a new customer).

Selling is a skill. If you want to make more money, develop your skills. If you want to achieve more, get your selling skills to work for you.

Maybe the wretched phlebotomist would do better in sales.

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Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is nuts about helping companies and individuals sell more. 

The Joy of Selling

A friend told me last week, "Nobody ever plans on being in sales, but a lot of losers end up there." And recently, I've talked to a number of salespeople who seem tired, frustrated, and even defeated. As a sales trainer and coach, it's my job to help them through those feelings so they can generate renewed energy and experience renewed success. Believe me, I'm happy to play that role and provide that service. It makes me joyful.

Sales is a wonderful profession. Selling is an excellent career for someone who is self-motivated, self-directed, enjoys people, enjoys getting paid for their accomplishments (at least those who work on commission can say that), and for someone who wants to strive to grow and learn, and create a good (even great) income.

Do you feel the joy of selling? The gasoline in the top-performing salesperson's gas tank is joy. Before you see any prospects, fill your tank today.

Joy is also a by-product of successful selling. The more joy we put into our day-to-day tasks, the more joy we''ll find in our "tanks."

Joy creates more joy. Sell with joy today - and always. 

If you like this post (or don't!), please consider leaving a comment, or subscribe to our free sales tips newsletter.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is nuts about helping companies and individuals sell more. 

Free Sales Training: Listen to a Sales Podcast

Our latest Sales Podcast was posted yesterday. “The Essence of Selling” offers six tips to help you get your prospects to make a decision and get off the buying decision fence. Listen below or visit the Selling to Consumers Podcast site to hear all the podcast episodes.

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Other Podcast Resources

I've become a big fan of learning from others via podcast. I download them to my iPod and I like to listen to them on the plane or in the airport during my travels. There’s always something to learn out there, and I’ve chosen several recent podcasts to recommend to you:

-Ian Brodie's lead nurturing podcast is a worthy listen if you prospect for your own leads. Ian says approximately 70% or sales leads are long term in many businesses. They are prospects who pass all your qualifying criteria, but there is no immediacy in their propensity to buy at the moment. Create a relationship with these prospects so it's time for them to buy, you’re on their radar screen. Unfortunately, many sellers tend to drop leads the moment they realize they're not going to buy in the next month or so. Ian says this is a big error. Almost all these prospects will buy from someone in the next 24 months. The role of Lead Nurturing is to make sure that someone is you. Listen to Ian's lead nurturing podcast.

-The new episode of the Sales Management 2.0 sales podcast features Will Fultz and a discussion about what motivates sales professionals, and what companies should do to keep top sales performers motivated. Listen to Rewarding Your Top Producers.

-What’s in Your Pipeline?, a podcast from Tibor Shanto, declares that the pipeline is core to sales success, as in sports, a strong core allows you to excel in all other areas of your sport. As with sports, keeping a strong core or a healthy pipeline is more about discipline and proper execution.  Here we discuss key elements every sales person can put into practice to ensure a consistently healthy and vibrant pipeline.

-The next episode of Sales Evangelist TV in the Taking your Message to the Street Series will be “Thinking About Thought Leadership?” The focus will be on what it means to become a thought leader. Learn more about the benefits of building a reputation as an expert in your industry. Visit Sales Evangelist TV on Wednesday, May 6, 2009 at 7:30pm PST. 

-You can also find several excellent sales-oriented podcasts on the SymVolli blog. Some are B2B oriented, but some also apply to consumer sales.

If you like this post (or don't!), please consider leaving a comment, or subscribe to our free sales tips newsletter.

Skip Anderson is the Founder of Selling to Consumers Sales Training, a B2C and retail sales training and management consulting company. Skip is nuts about helping companies and individuals sell more.