Track Selling Times - April 1998
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Track Selling Times
The Voice of the Sales Profession
Issue No. 101
Published by Max Sacks International
Home of 100% Guaranteed World Class Sales Training, and
Developers of the Track Selling System.
Author/Editor: Roy Chitwood, President, MSI
Archives of this letter are available at
http://www.maxsacks.com/newsletter.html
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In this issue:
Feature:
Sections:
Focus on the Professional: Robert Gray
Ask Roy
Survey
Newsletter Archives
The 21st Century Salesperson
It's a sad fact that many of you won't be in sales in ten years
time. Why? Because you failed to observe the massive changes brought on by the globalization of the marketplace and adapt with the times.
The 21st century will see the emergence of a new sales breed - true professionals of high integrity. These individuals will be
motivated, not by profit, status or personal gain, but by the desire to provide valuable service to the customer.
What does this mean to you as a salesperson? What can you do to
survive? The primary realization is that selling is not just a job, it is a profession. Just as a doctor, lawyer or CPA engages in extensive training, so it must be for you - the salesperson of
tomorrow. Treating selling as a profession means that you must take the time to learn the people-handling skills required by today's more sophisticated consumers and corporate buyers.
Already today, a standardization movement is gaining ground, which
will revolutionize the way sales is regarded. Certified Marketing
Services, Inc. (CMSI) of Sterling, VA, is the body that sets
International Standards Organization (ISO) sales training standards. Their program involves attaining a level of training competence, and regularly augmenting it through continuing education.
Only sales training of the highest caliber qualifies for the
program. Says Ronald D. Mathis, president of CMSI, "We are thrilled to add Max Sacks International as our sixth approved company offering professional sales training programs, thus increasing the standards of excellence in the field of professional sales," As customers become aware that standards exist, they will expect you to meet the criteria. If you fail to adapt, you will lose out to better-qualified sales representatives.
In the 21st century, the customer will be the ultimate driving force of sales strategy. If you wish to flourish, you must form a
partnership with your customers - one based on integrity and
service. This can only be achieved through standardizing the process of selling itself - something that has been achieved by tens of thousands of salespeople throughout the world, utilizing the techniques of Track Selling. Yes, the Assumptive and Alternative Choice Closes were effective in their day. But so were the massive jaws and thick hide of Tyrannosaurus Rex. It is much wiser for you to evolve with the changing sales climate than to stick to the old school and become an object of geological curiosity.
Integrity Pays:
Integrity - The Key to Long-term Partnerships
Integrity is an absolute necessity in today's sales world. Clients
soon find out if it's lacking, and there goes any chance of repeat
business. To succeed, you must adopt the philosophy that the purpose of selling is to be of service to customers.
Russ Shamun, president of a major transportation company in Southern California has such a philosophy. But it was put to the test one day when he had to present a rate increase to a long-term customer.
"My approach was simple," says Russ. "I remembered what I admired most in a salesperson: an individual who told me the truth, and sold honesty and integrity."
Russ decided to be that person. "I explained the current situation
to the vice president - Our costs were steadily increasing; we
hadn't raised rates in two years. 'We don't want to lose your
business,' Russ assured him. I also reminded him that 'it's
extremely important for our two companies to stop negotiating as
adversaries and work together to reduce each other's costs.' I then presented him with the facts."
Did Russ' straight talking lose the sale?
"Before I had an opportunity to close," he says, "the customer
responded. 'What can I do to help you with your present condition?' Not only did we receive a ten percent rate increase - we expanded our business to include additional areas."
World Class Sales Management:
Running Your Sales Force
By Faye Pegg, Commercial Sales Manager of Canada Post in Vancouver, BC
The sales manager's job is critical in the development of a
professional sales team. That job is to assess the skill level of
employees and transform them into sales professionals. The essential elements are training, coaching and follow up.
It's vital to go into the field. I spend two days per month with
each rep. New salespeople are trained on the sales process and
product knowledge. From there, it's a matter of making dual sales
calls to coach them into following the formula. By operating on a
scientific system, it's easy to manage.
I pull all reps in for one day every quarter to go over common
weaknesses. This month, we're addressing a failure to ask enough
questions and fully understand customer needs. Annually, each
salesperson undergoes ten days of training. This is needed to hone
their craft.
As far as the future is concerned, professionalism is being demanded more and more, not just by sales managers and company executives, but by the public and our clients. Any business without a well trained, professional sales force is going to have a hard time.
Focus on the Professional: Robert Gray
Robert Gray, sells promotional ideas and products for Wood
Associates of Santa Clara, CA. He's a real-life example of a
professional salesperson. "I love selling. It's the ideal career,
and I genuinely look forward to Monday morning. I can be as
professional as any lawyer, doctor or scientist, and, without a
doubt, out-earn them. Track Selling provided the skills that took me from being a teller to a seller. To this day, I keep the Track
Selling steps in front of me whenever I sell."
"My favorite part is uncovering client objections, matching them
with the correct solution and running the guaranteed close." How
successful has it been? For 15 straight years, Robert's sales have
increased. "I can write my own ticket. Everything is out there. Just go and get it."
Robert's advice to salespeople who want to do better?
"Continuously take five and analyze what's working. Keep doing the successful actions and drop what's unsuccessful. Find a formula, like Track Selling, and stick to it. It really works."
What about the future?
"In this day and age, people are getting lazy. With the Internet and modern technology, this trend will continue, making it seem tougher to make it in sales. All that's needed is the extra effort to meet people and build relationships.
Only those who possess genuine interpersonal skills will be able to cope with the changes in the marketplace."
Anything more to add?
"Can you think of any reason you wouldn't want to sell? I can't."
Ask Roy
Bill Nielson from Beaverton, OR, asks,
"There's talk of my company being bought out, with considerable downsizing. What can I do to keep my job secure?"
Roy's Answer:
The only sure route to sales survival is for you to become a professional in the true sense of the word. Take a Track Selling Seminar, review the book "World Class Selling: The Complete Selling Process" and get coached in its techniques. Work every day to improve your skills, Bill. And if the merger goes through, even if the new owners lay you off, you'll easily get another job and flourish at it.
Rather than waiting for the ax to fall, excel at what you do through a newfound professional approach. Promote your success to management and your contribution to company growth. If they still get rid of you, it's their loss, not yours.
John Booth of Los Angeles asks,
"I sell top of the line personal computers. Prospects often have three other companies after their business. Old gimmicks don't seem to work, and our prices are no better than the competition. It's harder to make a sale. What should I do?"
Roy's Answer:
Yes, it's rough out there, John. Only real professionals will survive. Become one. Instead of fretting over prices or relying on gimmicks, learn the science of selling as covered in Track Selling. What sets you above competitors is not your product or your price, but your professionalism and the quality of the service you give.
Reader Survey
1. What did you think of the first edition of Track Selling Times?
2. What else would you like to see included?
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Max Sacks International
Roy Chitwood, President
150 Nickerson St., Suite 109
Seattle, WA 98109-1634
Tel: (206) 217-0288
Fax: (206) 217-0286
Copyright: please distribute this e-letter freely
Credit any excerpts as follows: (C) 1998 Max Sacks International
Please obtain written permission from MSI before citing Track
Selling Times in any promotion material
