Executive Reluctance - Five Tips for Overcoming Fear and Making the Sale By Sam Manfer

What goes through you when your boss or your inner-self says you’ve got to get to the top decision maker for this deal, contract, renewal or sale? It’s probably not great. However, the executive suite is where you have to be to increase your chances of success.

Most sales people quickly boast that they can get to or have “no problem” meeting with the top executives of their prospects or customers. However, when I ask, “What does that leader want from you?” they scramble for an answer. Now if they knew that, it would be great, right!

So if there is no problem getting and meeting these key decision makers, why don’t more sales people do it?

1. It’s scary. That’s why. Yet, it’s natural. We fear people in authority positions – those with power over us. Think of your boss or judges or police or customers. They all put you on guard. As you get to know them, it’s less stressful, but the tension is always there.

2. It’s a hassle to get to these senior decision makers. They are protected from anyone getting to see them, including their own subordinates (who are also intimidated.)

3. There is a concern of upsetting the manager, engineer or purchasing person you’re presently meeting. Many buyers give that impression and the rest of the time you assume it to be true.

4. Add to above past rejections and you begin to act as your own gatekeeper saying (consciously or unconsciously), “Let’s stick with the purchasing people collecting the bid information.”

No matter what you hear or how you spin it, the big dog makes final decisions for your sales. He is briefed before the purchase because he needs critical information and guarantees before he gives his approval. If he’s happy with your proposal, you get the contract. So who better than you to deliver your message? Here are 5 tips to help you overcome the anxiety and make it easier to push upwards:

1. Admit you feel uneasy. Then you can deal with it. Otherwise you will subconsciously avoid the challenge and stick with your rationalizations (i.e. “He’s too busy” or “She doesn’t see sales people”). Ask yourself, “Why am I anxious?” Maybe it’s past associations or a fear of rejection. There’s something going on. So keep asking until you find an answer. Eventually you’ll realize you’re projecting a negative outcome – that something bad will happen. The antidote is to accept that you don't know the future or what others are thinking. You won’t get rejected.

2. Positively Visualize the Outcome. The most common technique among all professional golfers is to visualize their shot before they hit. With this positive outcome programmed, their muscles and mind compute the biomechanics to make it happen. Try it. It’s easy but it takes effort to do it. See, positive projection takes more energy than negative thinking.

It is tougher to think prosperously than subsistence. Consequently we default to the easier path - limiting and worst case thinking. It requires mental effort to turn negative projections around. However, if your projections gravitate towards getting nowhere, you'll get nowhere - guaranteed.

Here’s a better way to think. “The meeting will go great. He’ll want to introduce me to others because he’ll feel good about me and my message."

Before you make any calls, project in your mind that your target will be happy and open to talk with you. Project positive and positive outcomes will start happening. Even if things don't work out, you’ll understand the reasons and take comfort that it wasn’t about you. This is rewarding feedback to yourself and will encourage you to think positively the next time.

3. Practice Your Introduction. What will you say? "Hi, my name is Sam and I work with companies such as yours creating sales and improving the productivity of sales teams. Would you answer a few questions?" or for another situation, “John, I understand you are investigating hiring a sales consultant, what are the issues that are causing you to think of hiring someone from the outside?”

When you know what you’ll say, it helps you visualize the situation in a positive frame. Your focus is on you and your opening rather than the anxiety of wishing the encounter was over or didn’t have to happen.

4. Develop Confidence by Preparing. Get information about the executive and the company. Talk with people who know the executive and the company. Use your ‘Golden Network’ – those people with whom you have credibility. Talk with people in your company and urge them to help you prepare for the meeting or for an effective approach to get credibility. Remember it is OK to ask for help. The more you prepare, the more confident you’ll be.

5. Get-Over the Holier than Thou Syndrome. Realize this person is human just like you. You both get up and get dressed and go to work each day. You both have jobs to do. You’re both busy, value your time and don't want to waste it. Neither wants to be sold. You both want resources to help you with problems.

So disregard the “level to level”, “better than you” thinking. Think of how you would you like to be approached and the type of conversation you’d like to have with someone in your position. Chances are you’re similar, but be careful with assuming. Let him or her tell you that.

It’s mentally tough to set-up meetings with senior executives. However, without their information, you are relying on others to tell you what’s happening with your proposals. Subordinates don’t want to push their bosses so they ignore you by not returning your calls, or feed you crumbs so you don’t feel badly for all your efforts.

Bottom line your sale’s decision lies in the executive suite. So set your sights for the top. Get your network to make the introduction for you. Prepare for the meeting and you’ll have a wonderful experience – guaranteed.
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Sam Manfer is a sales consultant, keynote speaker, and author who shares his techniques with companies like Apple, Marriott, Fidelity and Blue Shield. Author of the book, “Take Me to Your Leaders,” Sam helps clients develop customer relationships, improve sales and prospecting skills, and learn how to negotiate and communicate effectively. Visit him at www.SamManfer.com.

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Three Principles of Cross-Selling or Up-Selling By Bryan Flanagan

Earlier this year, one of my clients conducted a customer satisfaction survey. The number one response was, "I want a knowledgeable salesperson helping me." I asked my client how she was interpreting that response. She said that she thought it meant that more training was needed in the area of product knowledge.

I suggested that she study the surveys a bit more. The reason for this suggestion is that most salespeople can learn product knowledge on their own by studying and/or using the products. They can read a user's manual. They can observe other salespeople selling the product or service. In other words, salespeople can learn product knowledge by themselves.

Most salespeople don't need more product knowledge.

What most salespeople need is more knowledge about the prospect and his or her needs, issues, and challenges. If the salesperson took the time to uncover the true concerns of the prospect, he or she would know what features of the product to demonstrate. He or she could then communicate the value, advantages, and benefits that would most serve the prospect's needs and solve his or her problems.

Salespeople who live off the "low hanging fruit" never seem to develop the skills necessary to uncover the true concerns of the prospect. These individuals aren't skilled in identifying the specific needs of the prospect. These types of sales individuals just take the easy sales (hence, the low hanging fruit) and move on to the next tree.

You can make a sale that way but you can't build a profession that way. You must learn to probe for needs so that you can truly serve your prospects. You must learn to climb the tree so that you can satisfy more of the prospect's needs. Once you have acquired those skills, you can better sell more of your products and services to meet more of the prospect's needs.

This is referred to as "cross-selling" and/or "up-selling." It is also referred to as "selling deep." That is, selling deeply into the prospect's true needs and wants. Yes, you have to meet their recognized needs, but you should also attempt to determine the deeper needs that the prospect may have. Oftentimes, the prospect has a need but has not yet realize it is a true need.

Let's illustrate this with a health care industry example. A patient has an appointment with his physician. It's his annual check-up. All the patient wants is a physical exam so he can get on with his day. The doctor asks a few probing questions and determines that there may be some concerns. The doctor then "goes deep" into the family history, recent illnesses, etc. Instead of just a visit, the doctor suggests a full work-up including stress test, blood work, and EKG. By going "deep" the doctor is better serving his patient's needs.

You can use this in any industry. Retail salespeople understand this concept. A man walks into a clothing store searching for a tie. Some sales people would just sell the tie or attempt to sell additional ties. However, the experienced sales professional will sell deep by asking and listening, linking benefits to needs, and seeing the buyer's side of things. The customer leaves with a new suit. Why? Because the sales professional asked enough questions to determine the true needs, issues, and challenges to "up-sell" the customer.

Another example: A husband and wife need financial protection because they have just delivered their first child. A true sales professional will ask about all the financial needs of the couple. Insurance, disability, and college funds may be discussed because the salesperson probed for present day needs as well as future financial needs.

Here are three principles on cross-selling and up-selling. Remember, these principles only work if you do!

1. Ask and listen. In its simplest form, selling is nothing more than asking and listening. Yes, it is not any more complicated than that. Keep it simple. Learn to take the attention off yourself and focus it where it belongs --- on the prospect. In order to determine additional needs, you must learn to be a skilled questioner. These questions should be high-gain and high-impact questions. That is, they should solicit the real needs of the prospect. You could ask, "If you could receive more productivity at a lower cost, would you buy from me?" However, a more powerful question is, "If you could receive more productivity at a lower cost, what is the benefit to you?" This second question will allow you to drill down deeper into the needs of the prospect. Perhaps there are additional needs that the prospect has not voiced to you yet. This question may identify the real benefits that the prospect is seeking.

2. Link your products and services to the prospect's challenges. This takes work. It also requires discipline. It is easy to move into your own "comfort zone" without any regard for the prospect's "buying zone." In order to move out of your comfort zone you must really focus on the needs of the prospect. You achieve this by asking the right questions to determine the deeper needs. You then communicate your solutions by linking to his or her personal benefits.

By making your prospect's life easier, increasing his or her personal effectiveness, and/or providing a path for individual recognition, you are linking to personal benefits. By doing so, you have a better chance of "up-selling" this prospect. Remember, your prospects desire what your products and services will do for them. They aren't concerned about what your products do unless you can link what your products accomplish for him or her.

3. Use the P-P-O-V Formula. This stands for "Prospect's Point Of View." In order to be successful in selling deep, you must focus on the other person and on his or her needs. By asking the right questions and by linking your solutions to his or her benefits, you have a better chance of understanding the PPOV. Don't hesitate to ask "hard questions." These may include questions such as:

"Once that need is met, what needs will you have in the future?"

"In addition to that concern, what other challenges are you facing?"

"What steps are in place for you to reach your future goals?"

It may be uncomfortable for you to ask those questions. However, the information you receive from those questions will allow you to better "cross-sell" or "up-sell" to the prospect's needs.

Well, there you have it: three specific principles to assist you in selling deeper into the prospect's needs. Remember, these principles only work if you do.

Now, go sell somebody something!
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Bryan Flanagan is a nationally renowned speaker, author and sales trainer. A performance consultant and coach for dozens of corporations, Bryan knows and communicates the techniques that help people become better performers! Visit him at www.FlanaganTraining.com.

*Do you have any thoughts you'd like to add on the topic of cross-selling/upselling?

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Your Closing Attitude Is More Important Than Your Closing Skills By Bryan Flanagan

Several weeks ago, I was speaking with Jay Hellwig. Jay is a top sales professional. Jay said, "Zig Ziglar's CD's on 'Secrets of Closing the Sale' are my favorite CD's." Since there are over 50 specific closing techniques in this CD set, I asked Jay what was his favorite technique.

Jay thought for a moment and said, "Oh, I don't have a favorite close." I asked, "Then how can it be your favorite sales training set?" Jay said, "That's easy. Zig didn't teach me a closing technique as much as he taught me a closing ATTITUDE! The attitude helps me close more sales than the techniques do."

A closing attitude. Now, that's powerful.

Have you thought about your CLOSING ATTITUDE lately? Do you have closing attitude? And if you do, what type attitude is it?

Jay is right. The way you feel about closing the order is oftentimes more important than the technique you use. You probably have a number of strong closes. However, if you lack a strong closing attitude, you will never use those closing techniques.

What is your attitude about closing? Selling is what we do WITH your prospect, not something we do TO your prospect. Closing should be the logical conclusion to your selling activities. It should not be the stage of the sales process that is adversarial between the seller and the buyer. The buyer should be as eager for this stage as the seller is.

What is your attitude toward closing? Why do you ask people to buy from you? You ask people to buy from you so that you can feed your family… not your ego. If you don't want to bruise your ego, you may be hesitant to ask for the order. However, if you do that enough times, you are not putting bread on your family's table.

What happens when you ask for the order and you get it? You win! But, what happens when you ask for the order and you don't get it? Well, you don't lose! You break even! That's right … you break even. You can't lose by doing your job.

Your job is to ask people to exchange money for your services. When you do your job correctly you have every right to ask the business owner to buy from you.

When you ask the prospect to purchase from you today, the buyer wants to know that you believe his/her decision is a solid one. You can assist with this if you have a positive closing attitude. You need to exhibit confidence during this stage of the process. If you do, you will be able to expect sales success, not hope for sales success.

Jay Hellwig is right. The closing attitude will close more sales than the techniques!

Good luck and good selling!
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Bryan Flanagan is a nationally renowned speaker, author and sales trainer. A performance consultant and coach for dozens of corporations, Bryan knows and communicates the techniques that help people become better performers! Visit him at www.FlanaganTraining.com

* How important is the "closing attitude" in your opinion? (share your thoughts in the comments section)... happy selling, Josh Hinds :-)

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Be Prepared to Ask By Brian Tracy

If you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself, like a ripe apple dropping out of a tree into your hand.

You will conclude your presentation, check to be sure that the prospect has fully understood the benefits and value to him of the offér and the prospect will say something like, "It sounds good to me, how do I get it? Will you take a check?"

Don't Count on Miracles ...
When you are dealing with a prospect who knows exactly what he wants and you structure your presentation so that you demonstrate to him that your product fills his needs perfectly, he can make a buying decision and invite you to wrap up the sale. But this kind of result in selling is similar to a miracle: it's not that miracles don't happen, it's just that you can't depend on them.

Be Prepared in Every Situation ...
You must go into every sales situation prepared for the likelihood that your prospect will have questions unanswered, concerns unresolved and objections to be overcome.

Simultaneously, you must know a variety of ways to ask for the order at different points in the sales process, and you must be capable of recognizing which closing technique is most appropriate at any given time.

Like a master craftsman, you need a variety of tools with which to do excellent work. The best salespeople are invariably those who are the most skilled in the fine points of bringing the sales conversation to a positive conclusion.

Build the Relationship First ...
Your first job in the sales conversation, and throughout all of your interactions with the customer, is to build and maintain a relationship. It is to come across in a friendly way, to be warm, supportive, knowledgeable and completely focused on helping the customer to solve a problem or achieve a goal with your product or service.

Be Positive, Polite, and Persuasive ...
Because of the importance of trust in modern selling, you are never pushy, obnoxious or overly aggressive. You never to or say anything that can be construed as manipulative.

You never attempt to influence your prospect to act contrary to his best interests. Your job is to thoroughly understand his situation and to give good recommendations that enable him to make the right buying decision.

Action Exercises:

Here are two things that you can do immediately to put these ideas into action.

First, be prepared to close the sale quickly and smoothly, and get out, when it is clear the customer is ready to buy. This is your job. Don't hesitate.

Second, be sure that you keep your eyes on the quality of the relationship throughout. Avoid using pressure or manipulation so you can always come back again later.
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Brian Tracy is one of the world's leading authorities on personal and business success. His fast-moving talks and seminars are loaded with powerful, proven ideas and strategies that you can apply immediately to get better results in every area. Visit the Brian Tracy web site.

*what did you think of the ideas you just read. Anything you'd like to add? Use the comments to let your voice be heard. Your fellow sales professionals will thank you for it ... Happy selling, Josh Hinds :-)

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Sales Tip: "Aside from you..." By Bob Burg

Every one of us in sales has experienced the horror of discovering that, after making the perfect presentation, handling objections flawlessly and closing the sale magnificently, alas (that's right, "alas") we were talking to the person who was NOT the decision maker. ARGH!

In order to ensure to the best of your ability that doesn't happen ever again, make sure the person to whom you are presenting your product or service does in fact have the authority to make the final buying decision.

But how do you do that tactfully, gracefully, in a "Winning Without intimidation" type manner? After all, you can't say, "All right pal, who REALLY is the head honcho here?"

Instead, near the beginning of your presentation, simply use the phrase, "Dave, aside from yourself, who else is involved in the decision-making process?"

This way, you've allowed him to feel important and "save face" while providing you with the decision-maker's name. Now, depending upon your unique situation and circumstances, you can approach the sale correctly.
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Bob Burg speaks on "Endless Referrals" and "Positive Persuasion." He is author of "Endless Referrals: Network Your Everyday Contacts Into Sales", "Winning Without Intimidation: The Art of Positive Persuasion", and co-author of "The Go-Giver." Visit Bob at www.burg.com.

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