Keith Rosen's Executive Sales Coaching Blog on Selling, Leadership, Management

Archive for December, 2006

Option to Pre Order Next Book Now Available!

Dec 21, 2006 All About Selling, Books by Keith Rosen, How To Close The Sale, How To Sell and Sales Tips, Sales Coaching, Sales Training

This is great news. You can actually pre-order my book on amazon.com. Simply click on the link below and it will take you directly to that page.

Pre-order this newly released title now on Amazon.com
Keith Rosen’s latest book being released February 6, 2007:

Guide To Closing The Sale

You can also read more about the topics and range of subjects you will learn more about here in the detailed look at this latest title!

Listen For The Gap

Dec 20, 2006 All About Selling, Communication, Executive Coaching, How To Close The Sale, How To Sell and Sales Tips, Sales Coaching, Sales Management, Sales Training

Excerpt from The Complete Idiot’s Guide to Closing the Sale by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. Release Date, January, 2007. Visit www.guidetoclosingthesale.com.

When you are listening to a prospect, what exactly are you listening for? For one, you certainly want to listen for what is missing or the gap. After all, this is what you are ultimately presenting to them, that is, your solution which in turn, fills their void, gap or problem. So sell the gap! It is your solution, product or service that becomes the bridge which takes the prospect from where they are today (present state) to where they want to be (desired state).

Keep in mind, this can be different from what they want or need. This is something that the client themselves may not even be aware of. If you can identify this gap, you can then bridge it with the right solution.

For example, a client of mine hired me to train their sales team. As I explored deeper, I discovered that they were experiencing a large amount of turnover. There were many inconsistencies and breakdowns during their recruiting and hiring process. There was nothing documented as it relates to a process that people can follow consistently to attract the best talent. Especially when it came to screening candidates and a strong retention plan to retain their new hires.

I found that they were experiencing a 35% attrition rate. I proposed not only providing them with a sales training program, but also a more in depth solution to developing and strengthening their recruiting and retention strategy to reduce the amount of attrition which would complement the training.

The result was a comprehensive recruitment and retention strategy which ultimately reduced turnover within their company dramatically. That was the gap that I was able to fill. Simply by listening deeper, I was able to uncover what their true needs were, were the breakdown was beginning, what their core challenges were. The same challenges that they did not articulate on the surface. It was what they weren’t saying that I listened for. Their needs and greatest point of pain.

There’s a symbiotic relationship between the way we listen, and the questions we ask. For example, if you’re already listening from a certain place or through a filter, then chances are you are not going to ask certain questions that can create new selling opportunities.

After all, if you keep listening from the past and reacting based on a past experience or a future expectation, you will continue to create the same results as before.

You’re Either Creating or Controlling

Dec 16, 2006 How To Close The Sale, How To Sell and Sales Tips, Insights in Business, Sales Coaching, Sales Management, Sales Training, Selling Advice

“It’s ironic,” I began. Denise and I were half way through our weekly coaching call when the topic of controlling the sales process came up.

“Salespeople echo all the time how they create solutions for their clients. Yet what they really are attempting to do is control the sales process through the end, thinking this would move the sale forward.

“Said another way, we try to control as many things as possible to reduce risk. And by definition, risk is synonymous with “danger, hazard or threat.” What is fear; a sense of apprehension or panic. So by default, if we reduce risk, we reduce our fear.

“As such, we believe that the more we attempt to control our risks in any situation, whether is the risk of losing a sale or the risk of having our children grow up without the right guidance, ethics or values, we would be able to then keep that which we fear happening most at bay.

“Consider the paradox of control. The myth is, the more we attempt to control things, the more we can eliminate our greatest fears from coming to fruition.

“Unfortunately, this paradigm and philosophy comes at a cost. You see, if you are trying to control, for example, a sales call and the outcome you desire, there is one thing that you cannot be doing. And that is, you cannot be creating. And the ability to be creative is one of the most important attributes of a sales professional. After all, it is your job to create new and better solutions for your prospects!

“Said another way, control and creation are polar opposites. Here’s why:

• Control is an attempt to generate predictable, expected results. Creation is open to new possibilities and generating unpredictable results.
• Control is rigid. Creation is fluid and evolving.
• Control is based on achieving a certain outcome in the future. Creation can only happen in the present moment.
• Control is focusing on a known outcome. Creation has no agenda to the final outcome.

As you can see, if you are attempting to control the outcome or the sales call, then you cannot be creating new possibilities in the moment. As such, if you are focused on what you want to control, then you will miss out on uncovering or recognizing a new and better opportunity to turn a prospect into a client. Conversely, if you are in a constant state of creation, then you are going to allow new possibilities and solutions to surface naturally.
Tip From Your Executive Sales Coach:
Selling is the art of creating new possibilities and solutions. Salespeople are responsible for the creation rather than the controlling of solutions for their prospects. As such if you are a highly creative salesperson, then there is no need for you to attempt to control the outcome.
“But Keith,” Denise responded, “If I’m in a constant state of creativity, don’t I need some structure to support it? I mean, should I toss out my entire sales process, routine and goals?”

“Not at all,” I stated. “However, I can see where the confusion is. Remember, just like any belief or process, the proverbial pendulum can swing to either side as an extreme, rather than a balance. You certainly want to honor your daily routine, your sales process as well as your goals. However, you are not going to do so to the point where they have your gripped and are controlling you. Said a different way, when things change (whether it’s the market, your career, your prospects, your product or service and so on), that’s when you want to be flexible and adaptable to this change so that you can adjust your processes and strategies accordingly.

“After all, if you were working for a company that sold pagers, and you had a great presentation that allowed you to continually attain your sales goals, would you still be using the same approach when selling mobile phones? In essence, your marketplace has changed along with the needs of your clients.”

At this point, Denise was evolving at light speed. I could here her getting it.

“Well this has certainly been a productive and enlightening call!” She exclaimed. “Thanks a million, coach! I feel better already.”

“Wonderful!” I declared. “I’m looking forward to our call next week and the success that follow from today. Good bye Denise.”

Are You a Control Freak?

Dec 10, 2006 All About Selling, Business Advice, Business Coaching, How To Close The Sale, How To Sell and Sales Tips, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training

Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling efforts without her even knowing it. We continued our conversation. Here’s how it went.

“It’s addicting if that’s what you mean. You can bet that I’ll continue to keep pushing to get more sales. I’ll just have to do a better job at controlling the process and each sales call I go out on.”

“That’s interesting. Do you believe that a sales call or your sales process is something you feel you can actually control?”

“Well, I’ll certainly try harder to do so!”

“Really?” I paused for a moment, reflecting back to the beginning of our conversation. “You said earlier that confidence equates to control. May I ask, what’s the relationship you have with control?”

“If you mean I’m a control freak, then the answer is a resound yes and proud of it.”

“Are you familiar with the paradox of control?”

“No, please share.”

“To give you some background, the word paradox is Latin for ‘beyond opinion.’ A paradox is a seemingly contradictory statement that may be true. They are a way to test and challenge reality or the limiting or general assumptions we have made that stall our evolution.

‘The more we try to maintain control in our lives, the less freedom we create for ourselves,’ illustrates one of the many paradoxes in life. While we may strive to maintain control over our lives, our careers, even over other people in order to produce certain outcomes, this desire to control creates rigidity or resistance to change. We feel if we control certain things it limits risk and error.

This lack of flexibility creates friction in our lives, especially in the face of adversity.

The result? As we continue to put our energy into preventing change, or staying within what we know what is safe and comfortable, control becomes the very thing that limits the progression, inhibiting the ability to create
or recognize even better opportunities. As we let go of the need to control, greater possibilities unfold naturally.

You can determine if you are attempting to control something that you can’t by asking yourself the following questions.

1. Are my efforts and actions enhancing my life
or consuming my life?
2. Do I want to continue doing things the way I am doing them now for the next thirty years?
3. Is this my agenda or someone else’s agenda?
Do I have an attachment to the outcome?
4. What am I afraid of? (What’s the fear?) What am I trying to avoid?
5. What am I trying to do or create perfectly? What result am I hooked on achieving?

Paradoxes such as this illustrate how the very actions we take to generate desired results, often slow us down and diminish the quality of the outcome we want to achieve. (Another paradox!)

In other words, consider what would be possible if you responded to the events in your life, both in action and opinion, in the exact opposite manner in which you would normally respond to them? (If you’re a Seinfeld fan, you may remember the episode where George made better, successful decisions by doing the exact opposite thing he would normally do.)

Once explored, these contradictions open up new possibilities by challenging certain beliefs that we may have initially thought of as true.

This exploration into contradiction is evolutionary, since it immediately creates alternative opportunities and paths to travel upon.

The Only Three Things You Can Ever Control

In life there are many things we try to control. Ironically, there are only three things that we truly have the ability to control and have any real control over. They are:

1. Your actions
2. Your responses to situations and your experiences
3. Your thoughts, beliefs or attitude.

That’s it. Everything else that we think we can control, the things we complain and worry about; is an elusion. The irony is, most of us spend our time trying to control the things we can’t rather than focusing on mastering the things we can; these three areas that we truly do have control over.”

“That is so true,” Denise declared. “Hmm. I can’t help but think of the countless hours, days even years I’ve wasted trying to control the things I can’t! Well, today is certainly the start of a new day for me and a new approach to selling. Any other jewels you want to share today?”

“Is that one not enough?” I said, jokingly.

“Oh, absolutely It is! Talk to you next week, coach!”

Expose The Perfectionist In You

Dec 2, 2006 Books by Keith Rosen, Business Advice, Business Coaching, Clients are fun. Case Studies in Sales and Leaders..., Executive Coaching, How To Sell and Sales Tips, How to Manage Your Team, Leadership Academy, Life Coaching and Career Coaching, Live Responsibly: Life Tips, Great Living, Sales Management, Setting Goals

Paul, one of my clients was involved in a terrible car accident that almost left him paralyzed. Being an eternal optimist and a student of possibility, Paul persevered. He didn’t listen to the nay-sayers and to the doctors when they told him he may never be able to walk. He tapped into his internal strength and refused to surrender.

After several lengthy surgeries, the addition of a titanium rod in his leg, countless months in rehab, and a relentless drive to overcome the odds against him, Paul regained his ability to walk; something that his doctors told him may never happen again.

Paul turned what could have been a tragedy into a new career for himself, becoming a well-known motivational speaker.

Now, for those of you who are wondering how one goes about becoming a motivational speaker, it’s pretty much the same as developing any other business. You need to develop your product and brand, presentation, sales strategy, business plan and marketing campaign.

It was about the fourth month we were working together that Paul was ready to start marketing his services. He had his first presentation or seminar developed. We worked together on finalizing his sales and marketing strategy. Paul was ready to hit the streets and start bringing in new clients.

At least I thought he was. Wait, that’s not accurate. He was ready, I knew he was ready and Paul verbally admitted he was ready from an organizational standpoint. However, there was a disconnect between the things Paul developed that were ready for launching his business and him actually feeling ready to go out and close his first sale.

Here were some of the red flags that indicated there was something else going on in Paul’s mind that prevented him from putting himself out there in the marketplace.

“Keith, I’m almost ready. I’m just not ready yet. You see, I still have to get my business cards done.”

One week later here’s what I heard from Paul. “Keith I’m still not ready yet. I also need to complete my website. And then, there’s my presentation that I need to tweak a little bit. Once that’s done, I’ll be ready. Oh, I mean after I finish the PowerPoint presentation. And I still have to get that professional photo taken and…”

Just when I thought Paul exhausted all the possible excuses that were preventing him from taking action, he came up with one last one. (Actually, it was the last one I allowed him to come up with, before calling him out on all of these diversionary tactics he created for himself that justified his avoidance of taking action and selling.)

It was during coaching call when Paul would typically inform me about his achievements throughout the prior week.
Paul was telling me about how much progress he’s made with identifying his initial round of companies to target who would be a perfect fit for his services.

“That’s wonderful,” I exclaimed, happy to hear that he had identified the companies to begin calling on. “So, what day this week do you want to commit to calling on these companies?” I asked.

“Well,” Paul began reluctantly, “Here’s the thing. I need to do a little more research on these companies before I start calling on them.

Paul was clearly wearing his perfectionism on his sleeve. I inquired, “Okay Paul, so tell me, exactly when will you be ready?”

“Well” Paul began. I sensed he was about to come up with a laundry list. Yup, I was right. I stopped him before he got on a roll.

“Paul, lets look at this through a different set of lenses for a second, okay? What if you were ready, right now, today? After all, you shared with me that you have essentially everything you need to launch your company and start selling and most important you have your heart, your passion and your drive to share your story and inspire others.”

“Yes, but well, it’s still not completely finished.”

“So, when you say, completely finished, is it possible that what you really mean is completely perfect?”

Silence. A few minutes later, Paul reluctantly agreed with me.

Paul suffered from a clear case of perfectionism. And while this is a very elusive diversion we use to often keep us from taking action, Paul felt that in order for him to be ready, he had to have everything perfect, including himself.

Believing that you are “almost ready” is the same as saying “I almost made that sale.” Neither pay the bills.

So, when researching the companies he wanted to call on, it only made sense that Paul became a knowledge junkie, believing that if he could get everything perfect and learn everything he needs to know about public speaking and about his prospects (which of course, could never actually be achieved), he would then be ready to go out and sell. (Thankfully, we caught this early enough before he even tackled the thought of developing the “perfect close.”)

After discussing the consequences of his actions (or lack there of) Paul soon realized that it is who he is and his experience he could share that is the greatest gift he could give to his audience.

Besides, if you strive for perfectionism, and there’s truly no such thing as being perfect, then what kind of disconnect do you think you would create between you and every prospect you speak with? (You being perfect and everyone else being well, a mere mortal?)

Here are five questions to see if there’s any perfectionism in you we can expose.

1. Is there a fairly long list of people who have disappointed you throughout your life or career? How well do people line up to meeting your expectations you have of them? (And what’s that about?)
2. After completing an assignment or project, such as a proposal, writing an article or a newsletter, how much additional time do you take to make sure it’s, how do you say; “Ready.”
3. Are you satisfied in each area of your life?
4. When completing a project, task or goal, or when you make a substantial sale, is that sense of achievement fleeting or long lasting? (When is enough, actually enough?) Realize you don’t have to choose between feeling fulfilled and satisfied and wanting to achieve bigger goals. You can actually have both; fulfillment in your life and in your career today while enjoying the pursuit of lifelong learning, continued development and meaningful, value-driven goals.
5. Do you find yourself often building evidence to support your case, make yourself right or prove your point? Are you rarely, “wrong?”

Paul welcomed himself back to the human race and soon found out that it was the vulnerability he experienced from the accident which people connected with and made him human. Paul continues to inspire people around the world to this day.