Salesmen, just like any other professional, need to constantly stay on top of their game. Many industries call this "continuing education" so what make us any different? What can we learn that we already don't know? We have been doing this forever...
The principles of selling are true and time tested but our clients and customers continue to change. Technology is changing everyday and our clients expect us to keep up with them.
One way to keep up with the trends in your industry is to attend sales mixers and trade shows. Sitting in a few sales classes as a refresher will help immensely.
Friday, January 30, 2009
Wednesday, January 28, 2009
Hurry up and wait!
Like most salesmen, I am a very inpatient person. All I want to do is go out there and see people. If I don't see anyone, I can't sell anything.
Today was one of those days. My district manger was supposed to get me the new sales route information last night so I could plan my day. I woke up about 6 am so I could make my plans and get out the door in time to be in Boulder by about 8ish. I checked my e-mail and nothing.
Make coffee, get the paper and back to the computer. Nothing. No email, no updated route list, nothing.
7 turns to 8, then 8 to 9... WTF...
I send a text message to the DM and about an hour later I get a reply that he will get with me around lunch.
I heat up some leftovers, watch the news at noon and nothing...
Where the hell is my route list? If I am sitting here in my office, I DO NOT MAKE MONEY!
2, 3, 4, 5 and now it is almost 6 at night and still nothing. What did I do to deserve this? Is this my fault? Did I fail to prepare last week for this moment?
Not my fault...
So I spent my day doing research on my competitors and my territory. I am not a victim. I will not let anyone stand in my way of success! Just because I am not in the field selling doesn't mean that I cannot be productive. So when I go out tomorrow (with or without a sales list) I will do the best I can with what I have. And what do I have? I have me! I have my drive to succeed...
Today's Moral: The only one who can stop you today is you!
Today was one of those days. My district manger was supposed to get me the new sales route information last night so I could plan my day. I woke up about 6 am so I could make my plans and get out the door in time to be in Boulder by about 8ish. I checked my e-mail and nothing.
Make coffee, get the paper and back to the computer. Nothing. No email, no updated route list, nothing.
7 turns to 8, then 8 to 9... WTF...
I send a text message to the DM and about an hour later I get a reply that he will get with me around lunch.
I heat up some leftovers, watch the news at noon and nothing...
Where the hell is my route list? If I am sitting here in my office, I DO NOT MAKE MONEY!
2, 3, 4, 5 and now it is almost 6 at night and still nothing. What did I do to deserve this? Is this my fault? Did I fail to prepare last week for this moment?
Not my fault...
So I spent my day doing research on my competitors and my territory. I am not a victim. I will not let anyone stand in my way of success! Just because I am not in the field selling doesn't mean that I cannot be productive. So when I go out tomorrow (with or without a sales list) I will do the best I can with what I have. And what do I have? I have me! I have my drive to succeed...
Today's Moral: The only one who can stop you today is you!
Tuesday, January 27, 2009
Helping those who help themselves
It makes me sad to see so many vacant retail and office space in Boulder and surrounding communities. Where did they all go? Why?
After a pretty good morning, I stopped by a small floral shop in a large industrial area. The shop was on the street end of the building but somewhat obscure. If I had been driving by, I would have missed it. However being on foot, I decided to stop in and talk with the owner.
As it turns out, she was packing up her vases and small decorative items because she had to be out of the building by the end of the month. She had been in business for almost three years and everything finally caught up to her. She actually looked beaten down. What could have caused this beautiful woman to look like hell frozen over.
The story begins in 2000 after a lousy relationship and bad divorce that she decided to move to Colorado for a new start. She worked at a local company for a few years and decided to take some floral design courses at the community college. She was excited in the fact that she was finally able to do something for herself, getting out from under the heavy hand of a drunkard of a husband. She was now in control of her life and her destiny.
Throughout her time in floral design classes, she had built a relationship with an older lady who owned a small specialty floral shop. After a year or so of classes she Built up the courage and funds for a down payment on this small shop because the owner was retiring.
This was it. From nothing to something, she thought. Everything was in place for her to live and work the American dream. She spent everyday, seven days a week, from about 8 in the morning til late into the night creating and selling her beautiful pieces of art. She was so talented in design of her floral arrangements...
But this is where the dream turns to nightmare. For everything that she learned in her floral classes, the one thing that she didn't learn about was how to run her business. At first it was just the small things like failure to maintain her receipts and keep track of her inventory. Then, as every business owner knows, the salesmen show up. like wolves to a new kill. They could smell the blood of a new business owner. She was vulnerable and alone. She didn't stand a chance against every advertising scheme and who knows how many credit card machine salesmen.
As the year turned into two, the city, county and state tax agencies began to eat into her piece of the pie. Here again, she was blindsided. She didn't properly prepare for these types of taxes and slowly they began to drain the resources from her business and her self worth.
Year three has been devastating. With the downturn in the economy and her failure to properly plan for the future, it was only a question of when and not if, she would have to close the doors.
For her, the American dream turned into the American nightmare. What could she have done to prevent this from happening? What resources are available for entrepreneurs like her to take advantage of to at least give her a chance of survival?
For anyone looking to start a business, it is vitally important to understand the business side of things first even before you spend a single penny of your hard earned money. Over the year, I found out that many trades people who are great at their trades typically go out of business within a few years because they do not understand the real nuts and bolts of business.
I would strongly recommend that anyone considering opening a business contact the Small Business Administration (www.sba.gov). There are some great resources available for many small businesses. I would also recommend reading a book called "The 'E' Myth" by Michael Gerber. Your local chamber of commerce and state economic agencies also have great information to get you going in the right direction
The moral today: Shop local, give great service and always ask for referrals!
After a pretty good morning, I stopped by a small floral shop in a large industrial area. The shop was on the street end of the building but somewhat obscure. If I had been driving by, I would have missed it. However being on foot, I decided to stop in and talk with the owner.
As it turns out, she was packing up her vases and small decorative items because she had to be out of the building by the end of the month. She had been in business for almost three years and everything finally caught up to her. She actually looked beaten down. What could have caused this beautiful woman to look like hell frozen over.
The story begins in 2000 after a lousy relationship and bad divorce that she decided to move to Colorado for a new start. She worked at a local company for a few years and decided to take some floral design courses at the community college. She was excited in the fact that she was finally able to do something for herself, getting out from under the heavy hand of a drunkard of a husband. She was now in control of her life and her destiny.
Throughout her time in floral design classes, she had built a relationship with an older lady who owned a small specialty floral shop. After a year or so of classes she Built up the courage and funds for a down payment on this small shop because the owner was retiring.
This was it. From nothing to something, she thought. Everything was in place for her to live and work the American dream. She spent everyday, seven days a week, from about 8 in the morning til late into the night creating and selling her beautiful pieces of art. She was so talented in design of her floral arrangements...
But this is where the dream turns to nightmare. For everything that she learned in her floral classes, the one thing that she didn't learn about was how to run her business. At first it was just the small things like failure to maintain her receipts and keep track of her inventory. Then, as every business owner knows, the salesmen show up. like wolves to a new kill. They could smell the blood of a new business owner. She was vulnerable and alone. She didn't stand a chance against every advertising scheme and who knows how many credit card machine salesmen.
As the year turned into two, the city, county and state tax agencies began to eat into her piece of the pie. Here again, she was blindsided. She didn't properly prepare for these types of taxes and slowly they began to drain the resources from her business and her self worth.
Year three has been devastating. With the downturn in the economy and her failure to properly plan for the future, it was only a question of when and not if, she would have to close the doors.
For her, the American dream turned into the American nightmare. What could she have done to prevent this from happening? What resources are available for entrepreneurs like her to take advantage of to at least give her a chance of survival?
For anyone looking to start a business, it is vitally important to understand the business side of things first even before you spend a single penny of your hard earned money. Over the year, I found out that many trades people who are great at their trades typically go out of business within a few years because they do not understand the real nuts and bolts of business.
I would strongly recommend that anyone considering opening a business contact the Small Business Administration (www.sba.gov). There are some great resources available for many small businesses. I would also recommend reading a book called "The 'E' Myth" by Michael Gerber. Your local chamber of commerce and state economic agencies also have great information to get you going in the right direction
The moral today: Shop local, give great service and always ask for referrals!
Monday, January 26, 2009
Damn Cold and Snowy!
Monday morning turned out to just peachy. My alarm clock went off but the volume was so low that I didn't hear it. I am glad that I woke up at least. I was about 30 minutes late getting up so it wasn't that bad. Make coffee, turn on the news and go get the newspaper...WTF...it is snowing. Where the hell did this come from? To top it all off, it was about 7 degrees.
I had an early appointment near Golden, Colorado so as I was driving, the snow was getting heavier and heavier. By the time I got to my appointment, there was 5-6 inches of snow on the ground and it was still coming down. I go to my appointment and come out an hour later and there is four more inches of show on the car.
Anyway, I clear it off and drive to Boulder to start my "selling" day. Park the car and begin my "route". I am wearing a long sleeve shirt and a sport coat topped off with a scarf. What the hell am I thinking?
As I go from business to business, I was freezing my ass off but when I walked into each business, they seemed to take pity on me and I used this as my opening. This seemed to work well all day since I was able to close two sales.
The moral of today's lesson is...if you can't sell them the product then at least let them give you a hot cup of coffee;-)
I had an early appointment near Golden, Colorado so as I was driving, the snow was getting heavier and heavier. By the time I got to my appointment, there was 5-6 inches of snow on the ground and it was still coming down. I go to my appointment and come out an hour later and there is four more inches of show on the car.
Anyway, I clear it off and drive to Boulder to start my "selling" day. Park the car and begin my "route". I am wearing a long sleeve shirt and a sport coat topped off with a scarf. What the hell am I thinking?
As I go from business to business, I was freezing my ass off but when I walked into each business, they seemed to take pity on me and I used this as my opening. This seemed to work well all day since I was able to close two sales.
The moral of today's lesson is...if you can't sell them the product then at least let them give you a hot cup of coffee;-)
Subscribe to:
Posts (Atom)
Posts
