What Salespeople Can Learn from a Focus on the Chase instead of the Hammer
What Salespeople Can Learn from a Focus on the Chase instead of the Hammer
Obsession: If you are in sales you know to “get” or “make” the sale can be a dominate thought. I think back to my largest and best sales, $100,000 or more, as well as those long term clients who stayed with me for 5 or even more years, depending on the product or service offered. I was never really obsessed with “the sale” in these instances. Instead my thinking and feeling was how much what I had could help that company or that client. With these situations of finding and selling, my obsession of the most profitable and successful sale was the focus on the customer’s situation.
The process: In a memorable sales meeting with a company I was selling computer software, my wanted the rest of the sales staff to listen up. What a surprise that she was holding up about a dozen stapled pages detailing the process of getting one of my most recent accounts. She went on to say that “this is what it takes.” I was almost embarrassed that she went on to say, “even if it did take almost two years.” The process of selling starts on the outside with the marketing and ends on the inside with mutual satisfaction of buyer and seller. This is the chase which is sometimes short and sometimes long.
Doing anything: There was one client I longingly wanted and never did get. That was one chase that I actually had more fun and learning than many other successes. Even when they told me they went with my competitor, I felt, well, somehow satisfied. And I actually got another client after that just within days. A kind of reward for doing just about anything to gain the favor of their business.
When a car is up for auction, the seller hopes that the hammer price, the indicator that the bidding is ended, meets their goal. It doesn’t always happen that way. But the chase of getting that rare car to auction is where the heart of the seller is to begin with. The price met hammer is a prize. As top salespeople, keep your heart in the process and then your sales, your hammer prices, will be higher, bigger and more often.
What Salespeople Can Learn from a Focus on the Chase instead of the Hammer - To learn more about this author, visit Patricia Weber's Website.
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Regardless of how you find yourself in the career of sales, there is the certainty or uncertainty, that there will be a sale, many sales. In car auctions the final sale is noted by the hammer price; sometimes the hammer price is high and sometimes, there isn’t a sale! What I love about Wayne Carini, noted car restorer, is how he expresses his love of the “chase”, not necessarily the successful car sale, to find the rarest and most beautiful of cars. As I reflect over some of my most prized sales, my most favorite clients, it seems that the “chase” is the best part of selling.
Obsession: If you are in sales you know to “get” or “make” the sale can be a dominate thought. I think back to my largest and best sales, $100,000 or more, as well as those long term clients who stayed with me for 5 or even more years, depending on the product or service offered. I was never really obsessed with “the sale” in these instances. Instead my thinking and feeling was how much what I had could help that company or that client. With these situations of finding and selling, my obsession of the most profitable and successful sale was the focus on the customer’s situation.
The process: In a memorable sales meeting with a company I was selling computer software, my wanted the rest of the sales staff to listen up. What a surprise that she was holding up about a dozen stapled pages detailing the process of getting one of my most recent accounts. She went on to say that “this is what it takes.” I was almost embarrassed that she went on to say, “even if it did take almost two years.” The process of selling starts on the outside with the marketing and ends on the inside with mutual satisfaction of buyer and seller. This is the chase which is sometimes short and sometimes long.
Doing anything: There was one client I longingly wanted and never did get. That was one chase that I actually had more fun and learning than many other successes. Even when they told me they went with my competitor, I felt, well, somehow satisfied. And I actually got another client after that just within days. A kind of reward for doing just about anything to gain the favor of their business.
When a car is up for auction, the seller hopes that the hammer price, the indicator that the bidding is ended, meets their goal. It doesn’t always happen that way. But the chase of getting that rare car to auction is where the heart of the seller is to begin with. The price met hammer is a prize. As top salespeople, keep your heart in the process and then your sales, your hammer prices, will be higher, bigger and more often.
What Salespeople Can Learn from a Focus on the Chase instead of the Hammer - To learn more about this author, visit Patricia Weber's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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