Category Archives: Mind Management

What You Want

Keith Rosen is an executive Sales Coach.  I found this article on All Business. Keith has listed a few questions for you to answer to “attract” this reality towards your being. Check out the article here. In the name of transparency for myself, I answered the questions.

1. How many hours in a typical workday?

4 hrs


2. What is your desired salary?

200k+


3. Who are the people you are working with?

ex-restaurant employees, laid back, enjoy life type of people


4. What type of clients do you want to serve?

ex-restaurant employees, laid back, enjoy life type of people


5. What type of product/service do you want to offer?

books, booze, burgers, bungy, whatever


6. What is your day filled with or what type of activities you are responsible for?

Making sure my folks fill those four hours completely…it’s only four hours!


7. What type of industry?

Entertainment, food, leisure


8. What is the level of autonomy?

Mid


9. What type of growth opportunities exist? 

Extreme, but franchised


10. What kind of supervisor do you want to work with (if any)? What’s that person’s management style?

Laid back, but with an edge when necessary


11. What are your co-workers like (if any)?

Artists with other skills


12. What benefit/incentive package is offered?

Full paid insurance, the whole works


13. What type of environment/corporate culture do you thrive in (fast paced, stressful, relaxed, quiet, etc.)

fast paced, but relaxed


14. What are you passionate about?

poetry, music, adrenaline, and good food


15. What type of career would be a reflection of who you are?

Entertainment with education


16. How does your career complement your lifestyle?

Talking with and entertaining many folks that are like me


17. What are the demographics of your clients and co-workers?

Adventurers, free spirits of any age, with a passion for good food and the arts


18. What are your strengths and talents that you would like to orient your career around?

Poetry, conversation, and charm


19. What do you do great?

Conversate


20. What don’t you like to do?

Convince people of something they don’t believe


21. What needs to be present in order to make a smooth transition and be financially responsible with the least amount of risk or error?

Very talented staff and a prestige about our establishement


22. Who do you have in your circle of influence to support you through this transition? (family, friends, coach, etc.)

Lukas, Hannah, several famous slam poets and musicians, several guest chefs, and sports stars

23. Who do you need to be (or become) in order to achieve, create or succeed at this?

A well known poet with a very trained pallet and an appetite for adrenaline


24. What are the fears or limiting thinking that’s keeping you from moving forward without hesitation? 

A need for money now

I only fell at the end…now what?

Try it, you’ll like it

No More Net!!!

O.k. people…it’s on!!!  It’s time to start documenting my true journey into the world of sales.

Until now it was all theoretical.  I studied and studied and did not much in the way of selling, because I had a net.

Now, I have NO NET!

I want to tell you all about it.  It’s the reason blogs exist.  I can say what I want here and no one can fire me!  Which brings me to my first point.

I am so glad I left my hourly job!  I can honestly say that I don’t care right now that I have no guarantees for next week’s pay check.  I don’t care that I’m having to pay for COBRA a month or two.  I’m just so glad to be out from under the rule of my immediate supervisor there…I’m actually happy to be unemployed.

Here’s the story…

The company is a pretty good place to work.  They take care of their employees.  My division just hired a new V.P. of Wholesale.  I think he’s a great addition to the team.  He’s really got a great vision for the sales team.  Unfortunately, I was not part of the sales team at this company. 

I worked for nearly two years under this guy who’s name is not worth mentioning (NName Small Man from here on out).  I did my job and I did it well.  I have a college degree and I was working the graveyard shift for hourly wages.  I work twelve hour shifts and had about two hours worth of work to do.  I like to think I used that down time nicely.  I studied and studied and finally built up the courage (with the help of Penelope Trunk’s Brazen Careerist) to step out of my comfort zone.

I waited and consulted several people before sending a respectful “form letter” two-week resignation letter to NNSM, V.P. of Wholesale and H.R. Director.  This was not accepted well from NNSM as I had told him previously I would probably be out around August 1 (the notice put my last day as July 20).  He didn’t speak to me for the entire week after I submitted my notice.

The last night I worked I made a mistake that could have happened on any night.  I slipped up and made an honest mistake.  It wasn’t huge and has been made by myself and several others many times in the past.  When the morning guy came in, I told him about my slip up.  I told him I wasn’t going to beat myself up about it and that at least I couldn’t get fired over it.  Well, guess what…the morning guy is trying to work his way up the ladder in this company.  So, he’s buddy-buddy with NNSM.  He tells NNSM that I popped off about not being able to be fired and that I wasn’t doing my job.

So, I get a week of un-paid vacation.

So, here’s to No Nets!  Wish me luck.

p.s.-I also went to my MySpace page and found that NNSM had deleted me from his ‘Friends’ list.  What a tool!

Until next time…

Keith Porterfield

a Student of Sales

Sales Magic Trick

I learned this trick from a guy named David Sorrells. He’s a great salesman.

Let me walk you through this step by step.

  1. Write down a 4 of diamonds on a piece of paper (like the card).
  2. Cover the piece of paper or put it in your pocket (you could already have it saved somewhere, like in your cell phone.)
  3. Ask someone to “Pick two suits of cards (clubs and hearts).
  4. If the person picks diamonds as one of their suits then skip to step 6.
  5. If the person does not pick diamonds then ask, “Ok, what suits are left?”
  6. Ask the person to “Pick one of those”.
  7. If the person picks diamonds skip to step 9.
  8. If the person does not pick diamonds then ask, “What’s left over?”
  9. Repeat the word boldly…”DIAMONDS
  10. Now ask the person “Pick three even cards” (2, 6, 8.)
  11. If the person picks 4 skip to step 13.
  12. If the person does not pick 4, ask “What other even numbers are there?”
  13. By this time 4 should be one of the selections.
  14. If there are two cards left skip to step 16.
  15. If there are three cards get the person to pick two.
  16. Get the person to pick one of those numbers.
  17. If the person picks 4 skip to step 19.
  18. If the person does not pick 4 ask “What is left over?”
  19. Repeat the answer boldly, “4! of DIAMONDS“.
  20. Now, most often the person will be suprised and ask how you did that.
  21. Either tell them, or don’t.

Think about this process. It is a fundamental part of salesmanship.

You have to

ASK THE RIGHT QUESTIONS

to get to

THE RIGHT ANSWER!

Until next time…

Keith Porterfield

a Student of Sales

Simple

Try going one full day without your computer. Wait, read the rest of this article and then do it.

A friend of mine brought this to my attention. She spilled a glass of red wine on her laptop. Everything she’s been working on for the past two years is on that laptop. I think her data can be salvaged. I really don’t think the hard drive was affected, but we’ll see. Anyway, we were sitting talking about the events of her day when she said, “I wonder what my life would be like if I didn’t use a computer for everything I do?” Collectively, we said, “Simple”.

Everyone knows that computers are meant to make our lives easier. Sometimes, however, I am convinced that they do just the opposite.

Here’s my solution:

  • Take a day to go without the computer. You may have to briefly plan for this. If you are a blogger, this may involve writing an extra post and setting it to publish on a specific date or inviting a guest to post for you that day. To take it a step furthur, add your cell phone to the mix. You may have to let those close to you know in advance that you will be unavailable on your cell for the day. This keeps people from worrying about you.
  • Get out of the house. If you’re in sales and don’t have a cell phone or computer you have to get out of the house (or office). This may be just what you needed. You have to get in front of people to sell anyway. Why not go out and meet some people? Don’t make it all about a sale and you just might have some fun. If you aren’t in sales or want to take a break from the grind, go for a walk or some other fun activity.
  • Write out your To-Do list. When I was in elementary school, I learned how to write a word and it’s definition over and over until I learned it (or just the word for spelling). I still do this on a rare occasion. Anyway, the work invloved in manually writing something goes a long way towards making you commit it to memory.
  • Save time by skipping the e-mails and RSS feeds. Lately, I have become increasingly aware of how much time I spend checking my e-mail and RSS feeds. When I have a 8a-11a window to call on prospective B2B clients and a 6p-8p window to call on prospective individual clients, an extra 30 minutes to check my e-mail is out.
  • Make dad happy. My dad HATES computers! If I told him I decided to go without the computer even one day a week, he would probably jump with joy. He is constantly saying we need to ‘Get back to the basics’. I don’t know, dad, let me look this up on Google. Father’s Day is coming up…maybe I’ll try and put this post to work for a Happy Father’s Day.

Well, it was fun but I have to go.

Until next time…

Keith Porterfield

a Student of Sales

Close the Sale!

First things first.

Closing the sale should be easy!

You should have the client telling you what they want by the time you are finished with your sales presentation. I’m a firm believer in this principle…you will not persuade me otherwise.

You must listen. You must ask. You must present in such a way as to make your client “see the light“.

O.k., I back tracked on this post. I just finished reading Spin Selling by Neil Rackham. You’ll find that post in more recent postings. Don’t get confused, just read on…

You start with the end in mind. See my post called Sales Magic Trick.

Then you proceed to ask Situation Questions. Find out where you client is towards this end.

Continue by asking Problem Questions. Based on their situation, what problems could your product or service solve? Don’t solve them yet…just read on.

Next ask Implication Questions. It’s not easy, but build up that problem they just told you about. Make them see it in terms they can relate to. Lost productivity, high turn over, complacency, whatever.

Finally, Need-payoff Questions. Well, I see that your problem is big. Would this help solve it? How so? Is that worth doing? How else is this solution beneficial. Build up the solution you have to offer instead of the problem they have. Get them to tell you why your product or service is so great.

This is my take on the subject. I believe it to be true. If you think you need more info on hard Closing techniques…

Changingminds.org has a great section on this subject. It’s very practical and useful. Quite frankly, I think it is all inclusive.

Powerhomebiz.com has a good article on how to handle objections when asking for the sale.

Evidentially, Brian Tracy is an expert on Closing the Sale.

Until next time…

Keith Porterfield

a Student of Sales

Get Over Yourself

So you think…

when you just get started, you don’t know enough to speak with authority about your product or service. If you don’t know the answer to their question…people won’t take you seriously.

One piece of advice, Get Over Yourself.

Everyone started somewhere, but they started. No matter what they are doing, they started somewhere! Do you know that your product or service is valuable? (If it’s not, you might think about selling something else.) Can you describe it in general terms? Can you describe the benefits to your client? What else are you waiting for?

If someone writes you off because you didn’t know every detail, you didn’t need them as a client. I’m assuming here that you’ll be professional, prepared*, and persistant. In other words, if you walk into a place with cut off shorts and a tank top on trying to sell your bookkeeping service to an accountant…you might still make the sale as long as you follow up. It’s unlikely, but possible.

*When I say prepared, I mean that you have an idea of what your client does, what you do, and how you might be of service to them.

You don’t have to know the answer to every question if you know where to find the answer and make sure you follow up.

I know people who have been selling for twenty years and still don’t know the answer to every question. Do you think they get self conscious about having to tell the prospect, “You know, I’ll have to look that up.” I doubt it. That just gives them time to work up a proposal or figure out an angle.

One thing that helped me begin to get over myself was the following statement:

It’s all about the baby!

It’s not about you. You can make it about you, but you’ll be wasting time!

I have been told that I spent so much time learning and studying that I never seemed to get anything done. It’s called PARALYSIS of ANALYSIS…then I realized, “It’s all about the baby.

If you are in sales to make money, you have to get in front of people. If you hide away and become an expert on your product or service, only to realize that your entire warm market was sold by your colleague while you were learning…you’ll starve.

Here’s another few thoughts. Work above your potential, dress nice, go to the doctor, and get spiritual.

Work above your potential: How can that be possible? I don’t know, just do it! If you’re stuck, do something. Call a potential client. If you are like me, that’ll get you in the mood to call on another potential client. I guess what I’m saying is grounded in science. You know potential energy vs. kinetic (motion) energy? An object in motion tends to stay in motion. An object at rest tends to stay at rest. If you are more motion than rest, you might tend to stay more motion than rest. So, action produces more action.

Dress Nice: If you wake up one morning and feel like staying home, do me a favor. Take a little longer shower (If you take your shower at night, take another one in the morning). Spend a little longer on making your appearance A+. Dress in your best clothes. I promise it will help at least a little. If you make it a habit to look your best at all times, you’ll grow more confident. Just don’t take it too far, that’s called a narcissist. Then you’ll really have to get over yourself. If you still don’t feel like doing anything after you’ve dressed nice then you might try the following:

Go to the doctor: There was a time in my life that I didn’t want to do anything. I went to work because I had to. I ate only when I had to because I would get so hungry I would shake. I medicated my depression with alcohol. I was generally a total mess. I know many people who are probably in this same situation. They are undiagnosed and depressed. If you can’t get over yourself after a good soul searching and conscious effort to present yourself appropriately…go to the doctor.

Get Spiritual: I believe this is one thing that can help anyone. Whatever your choice of spirituality includes…practice it. I believe in Christianity. However, I don’t believe you have to go to church everytime the doors are open. At any rate, maintaining that there is a power greater than yourself makes it much easier to…you guessed it, Get Over Yourself.

Molly Gordon, Tonya Pinkins, Kevin Eikenberry, and James Roswell Quinn all have their own take on ‘Get Over Yourself‘.

I personally like Molly’s article best. It’s a top ten list of Ways to Get Over Yourself.

Tonya Pinkins has written a book on the subject with activities to complete throughout. It’s $23.95 17.96. I haven’t read the book yet, but that’s the title, Get Over Yourself. I’ll post a book review as soon as I’ve read it.

Kevin Eikenberry has a blog and the link above is an article he wrote on ‘Get Over Yourself‘. He talks about Adult Pouting and Picking Your Battles.

James Roswell Quinn might know a lot about the subject. However, I’m not sure if he truly has learned how to get over himself. He sells his eight CD set entitled, Get Over Yourself for just under $200. Let me know what you think about it if you pick it up.

As always, any feedback is appreciated.

Until next time…

Keith Porterfield

a Student of Sales

Power Words

Have you ever been mesmerized even almost attracted to a smooth salesperson? I can say that I have. Honestly it’s one of the reasons that I knew I would be good at the career.

I’ve always had a charm with the ladies. If I could just build upon that charm, I could not be stopped in sales. When I say charm I mean it in a deeper sense of the word. I don’t want you to think that I always had only my interest in mind. I knew how to talk to the ladies because I made it a point to listen and be truly interested in their well-being. I believe that in doing so I portrayed a confidence that attracts most ladies. Now, balance must be maintained or else you come across as needy and clingy.

I don’t want to get too far off topic here, so let me state my point. I’ll save the rest for a later post.

You have to portray confidence to be a succesful salesperson.

Confidence in sales comes from many different areas. Training is vital. A knowledge of your product is essential. However, there is one aspect of confidence that is universal to sales. By the way, when I say SALES, I don’t mean it in a traditional sense. Every person in the world is in a sales environment everyday of their life. Think about it. To be posted later. Right now, it’s POWER WORDS!

Wikipedia has their definition here.

Emurse has a ‘complete’ list of POWER WORDS.

I have a list of twenty six power words that I have committed to learn. I already know the words, but I will use these words at the right time and often. Starting…now.

Here’s my list…

Address – “That’s a good point! Let’s address that.”

Balance – “We want to balance your work and family life.”

Budget – “How much have you budgeted for this?”

Communicate – “I’m not here to sell you anything. I really want us to communicate.”

Determine – “We will determine your need.”

Encourage – “Well, I encourage you to consider the benefit.”

Focus – “Let’s focus on you.”

Generate – “This product generates peace of mind.”

Host – “I’m hosting 5 business owners at a dinner party next week.”

Identify – “We identify clients.”

Join – “Join me for a walk through a study in sales.”

Keep – “Let’s keep that in mind.”

Localize – “We want to localize 10 qualified prospects this month.”

Maximize – “I’d like to maximize your profits.”

Motivate – “My job is to motivate you to take action.”

Navigate – “Well, it can be complicated; but I’m here to navigate.”

Organize – “When we organize your finances, you’ll feel much better.”

Prepare – “You have to prepare for the inevitable.”

Qualify – “You qualify for our newest offer!”

Reward – “You must find a balance to risk and reward.”

Strategize – “I’m confident we can effectively strategize this process.”

Target – “Locate the need, target the sales.”

Urge – “I urge you to act decisively.”

Visualize – “O.k., visualize this…”

Witness – “I want you to witness the amazing benefits our product offers.”

Yield – “This profession yields incredible profits and enviable leverage.

p.s. – In my “Rain Man” way, I used the alphabet to create my list. It’s not necessary.

Also, when talking to someone about money. Consider using the word budget. For example, check out the way these two sentences strike you:

  1. “How much can you afford?”
  2. “What can you fit into your budget?”

The first sentence makes your potential client feel like they are constrained by money. The second, while accomplishing the same task, makes the potential client feel more empowered. You’ve assumed they have a budget and are in control of their financial situation. Then, that they are able to direct how much monetary value is placed in your product or service. You’ve successfully created the image of negotiation.

You can appropriately qualify your client using the proper POWER WORDS.

I’m just getting started here folks. Get ready!

There is more to come on the subject of POWER WORDS. I just have to run right now.

Until next time…

Keith Porterfield

a Student of Sales