Ya Gotta Be In It To Win It

March 26, 2010 at 7:27 am | Posted in Adrian Miller Sales Training, Adrian's Network, Networking, sales, Sales & Technology, Sales Training, small business, Uncategorized | Leave a comment

Ya gotta be in it to win it.  What a cliché. Shouted from the bleachers by over zealous parents watching their kid’s team play in a unspirited manner.

Spoken by parents when they are told that their kids don’t participate in class.

Chided by managers when their sales reps seem to be moving through their days in a sluggish and despondent manner.

Cliché, yes.

But true too.

The impetus for this post came from a recent activity in which I sorted through some of the scores of follow-up emails that I have sent to networking contacts, as well as to folks to whom I have been introduced over the last 6 months.  A review of my phone outreach was also conducted.

My process:  Sort out the contacts, screen, qualify, categorize, follow up, follow-through and use the three I’s to stay on the grid (invitations, introductions, information).

Yep. Did that.

And now as I go back through my follow-up emails and attempts to connect, I see how many people are just not “in it”. Whether there is no response to a call or an email or even to an invitation, there seem to be so many people that just aren’t playing the game. Or at least playing to win it.

And so really, why do they bother going to events, belonging to groups and participating in all of the time consuming business development activities that suck away time each and every week.

I mean, why bother if they’re not going to follow up, follow through, screen, qualify, categorize and heck…stay in touch.

Are other people thinking that about you? Time to get in it or just stop wasting your time.

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As Luck Would Have It

March 15, 2010 at 7:01 am | Posted in Adrian Miller Sales Training, entrepreneurship, Marketing, sales, Sales Training, small business | 2 Comments
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“As luck would have it, my prospect was in the office when I called.”

“As luck would have it my email got a response.”

“As luck would have it I was able to finish the 5 mile jog.”

At one time or another I’ve heard all of those statements attributing success to luck.

Well, what’s luck have to do with it?

You made the call and deliberated about the best time to dial the phone.

You carefully crafted an email that was well conceived and deserved a reply.

You trained for weeks until your stamina was such that a 5-mile run was very doable.

As luck would have it.

We make our own luck.

We study what will work, train for it and then execute.

And maybe, just maybe, a tiny bit of luck might figure into the equation.

But luck means nothing if you don’t put yourself out there in a meaningful and intelligent way.  Luck equals hard work and effort. Luck means trying and possibly even failing at first. Luck means taking control of what you want to have happen.

Is it time to make yourself lucky?

Always Be Closing…Not!

March 3, 2010 at 10:25 am | Posted in Adrian Miller Sales Training, entrepreneurship, sales, Sales Training, small business | Leave a comment

There’s an old sales cliche: “always be closing”.

I think not.

In these days of heavy hitting sales messages and folks pitching products and services without regard for what their prospects may want or need, the idea of “always be closing” is definitely unsuccessful.

So what is the new ABCs of sales.

A:  ASK questions and learn about your prospect. Get an understanding of their situation and how your product or service (might) equate to an improvement in their situation. If you don’t equate to an improvement why should they entertain the idea of doing business with you? Asking questions is the foundation of all successful sales interactions. Remember that if you ask the right questions the prospect will tell you what they need, when they need it, why they need and even what they will pay for it.

B: Be BOLD and persistent. No one ever accomplished anything by being timid and falling off the radar screen. Bold does not mean aggressive and obnoxious. Bold means assertively and proactively pointing out, and perhaps reiterating, your value proposition and how you can, in effect, assist your prospect with their wants and needs. Being persistent means that you do not allow yourself to fall off of the prospect’s radar screen, even through a lengthy sales cycle. Be certain to deploy exquisite touchpoint management skills and you will find yourself bringing in more new business.

C: CHANGE it up. We all know that the definition of insanity is doing the same thing over and over yet expecting a different response. When something isn’t working and you’ve given it enough time to prove out, then change it up and try something else. You have nothing to lose because you have nothing. And once again, this just might be the right time to ask some more questions. Perhaps you missed something. Perhaps the prospect’s situation has changed. Uncover the true reason for their push back and you have a better chance of overcoming the obstacle.

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