It was a typical weekday morning driving down Mission Blvd. to my first meeting. Then, I received the call.

I was fired.

I was fired and I hadn’t even made a sale yet. The persistence and time I had put into grooming a potential customer went down the drain.

My company and I could not deliver on the expectations we had set. This was the consequence of my persistence getting me the opportunity. Then, I oversold the client, resulting in getting me fired.

Here is my story.

The Oversold Sales Call

My story begins when I was trying to get my first appointment with a food company. Prospecting and due diligence in the account is walking around the warehouse. This to find the name of the correct person to speak with. This was an exhausting task, but worth it in the end. My industry had not graduated to LinkedIn yet.

After speaking to many people, I had the person I needed to begin my sales process. A process of dropping off literature 2-3 times to get on his radar. Then, the calls to schedule an appointment begin. I am a believer in the voicemail.

Traction began when I got a hold of him and the first appointment was scheduled. Speaking with a seasoned gentleman in his 40’s and I was fresh out of college. 22 years old and just finished my sales training program.

I was trying to get my prospect to try my service company for his warehouse. He was not thrilled with his current vendor, which is the perfect situation for a competitive conversion.

The Oversold Value Proposition

So, after I gave my pitch and value proposition, he said “I’ll give you a try when an issue comes up. If all goes well, we’ll discuss a shot at all my facilities.”

Of his facilities, I had two in my territory. Three of my counterparts each had one facility in their territories. I was ecstatic about the potential of this prospect.

The call never came.

Waiting for a Call

With no calls from my new contact, I began to follow up. I started at each week for a short time, then progressed to daily. The call always went to a voicemail, or I got his assistant. He was never in the office.

When is a prospect no longer interested?

With this particular account, and my need to increase sales, never.

Finally, after enough calling, I got the return call. He said “your up. Let’s see what your company can do.”

He explained the issue to me. I made the call a free diagnostic service call. I knew there was a good chance my team was not going to be able to do anything. In this situation, it was another companies equipment and the issue was electrical. This was a recipe for disaster, and I knew it.

Disaster is Coming

Knowing this was a disaster, I continued selling anyways. A mistake. But I figured, what’s the worst that can happen?

I showed up to the site with my service team. It was time to rock and roll.

As I suspected, we could not determine the issue. It took an hour, and the diagnosis my service guy suggested was wrong.

Not his fault. I should have known this would happen. It was not our expertise. It was a long shot.

My service guy left and I got chewed out by the potential customer. He then called his current vendor and they fixed the problem in 15 minutes. Not good. Then again, they installed the equipment. They should know how to fix a problem they potentially created.

I thought I struck out and this was the end for me. But, I received another call. I get a second chance.

My Second Chance

The second call was for a door issue. It needed to be done that day. This is usually the case in the service business. So, I said “we got this” and made my calls.

I drove to the facility and took a look. Then, called my service team to get out to the site. Nobody was in my area. We couldn’t do it that day. I oversold him a second time.

After an hour of calling around, I called my prospect back and told him the news. He already had his current vendor on the way. We lost twice. For two jobs we should have been able to do.

Persistence pays, but I oversold the client. It was that, or I was going to have a tough time competing in my local market. I had to rethink my strategy. Decide if I was going to go back for a third try at his business.

Three Times a Charm

Over the course of the next week, as I was thinking about what to do with the prospect, the phone rings. It is my new buddy at the food company.

He said, “I will give you one more shot at this. I like you and you made a real effort to get my business. It seems that my current vendor doesn’t care that much about my business. So, if there is something better, I would like to try.”

Shocked, I said, “thank you, I would love another shot at your business. What do you have?” As he told me, red flags went up. I wasn’t sure we were going to be able to take care of him that day.

I said “I thank you for the opportunities. You have given more than most. Unfortunately, I can’t take care of you.” At that point, I was fired. I had the opportunities, but unfortunately, I couldn’t deliver.

I oversold the client.

What did I learn through this process?

A few things.

1. Knowing your market and capabilities are a must. Sometimes this comes with experience. Making mistakes. But learning your place in a given market is essential. Sales Professionals cannot be everything to everybody. Companies cannot either.
2. Overselling and taking risks is sometimes necessary. Though, understanding your limitations will allow you to gain credibility and win a customer.
3. Persistence pays. The customer respected my persistence for his business. He continued to give me the benefit of the doubt.

I like to think my persistence got me in the door. Unfortunately, my over eagerness for his business is what caused the relationship to fall apart.

Qualifying in the early steps of the sales process are essential. Thus, when the opportunity to close presents itself, it is a no-brainer for the customer.

Good luck and good selling!

In 2015, my goal was to begin a habit of daily writing. The solution was a daily journal.

For me, starting a daily writing habit was a way for me to emulate “successful people”. To start, I began writing freelance articles, attempting a journal, and trying to find a series of prompts.

Daily writing is a New Years Resolution. As with most New Years Resolutions, I fell off the wagon rather quickly.

Why?

I did not have a clear purpose of why I wanted to begin the habit. After taking a couple months break, it occurred to me why daily writing is beneficial.

Writing every day boosts creativity, and provides a way to clear your thoughts. A brain dump so you can focus on the day ahead.

I didn’t want to begin aimlessly writing words. I needed some focus. A way to create something beneficial. It doesn’t matter if it is just peace of mind or the next literary masterpiece.

This is how I began to write a “daily journal”.

This is not “Dear Journal”. It’s about what I did yesterday and what my plans for today are. Really, it is a way to structure my thoughts before walking out the door. After a short time, I realized the benefits.

Journaling is a tool to document successes and failures. Providing reflection to better plan for the next day, the next call, or the next promotion. I should have been doing this years ago.

I chose a daily journal structure, and here is what it looks like.

The Daily Journal Structure

I have my daily journal separated into three sections. I take a look at what I did yesterday, how I am now, as well as my plans for today.

It’s a simple concept of past present and future. For me, it provides structure and a nudge to start writing.

Also, I find it easier to write with questions then a blank page.

Yesterday

In the yesterday section, I take a look at the prior day’s tasks. It is a way to reflect on what I have accomplished, read, and learned.

Forcing myself to reflect on the previous day is asking whether I was productive or busy. A way to improve focus and productivity.

Now

The now section is an opportunity to free write. If there is a topic or issue I am thinking about, I can jot it down. Then, I can come back to it later and explore it in more depth.

It is a brain dump opportunity. Mind clearing to be clear, concise, and effective in my daily tasks. Being physically in one place and mentally in another can be a productivity killer.

My Plans

The final section is planning for the day. Laying out a roadmap of the day’s most important tasks. This is a chance to plan, prioritize, and organize.

To take this one step further, I use the Tim Ferriss strategy. I define the one item I need to do today, even if nothing else happens.

This creates priorities in my day. I can then begin to do the most important item first, which is probably the most daunting.

Daily Journal Template

Below is my daily journal template. Feel free to join me in daily journaling.

Journal Template

Good luck and good selling!

As a sales professional, my perception has always been that the sales force is the most vital part of a company. Typically it’s half the company.

If sales is half the company, then it has to be the most important.

Is it?

Does the sales force continue to bring in the most money? Or, is it marketing?

Let’s be honest, customers don’t like sales.

What is the future of sales?

These are valid considerations, as the cost of a sales force is astronomical. Also, with more of the buying process online, there are more customer acquisition opportunities.

This begs the question, what is the role of the sales force today, as well as in the future?

I believe the sales representative’s role is changing. It is going to morph into a combination of marketing, account management, and a product specialist. All of which are selling.

The traditional sales force

The role of the sales force is to manage their subset of customers. A business manager or a Franchisee.

With some marketing support, they freely manage their own area.

Sales professionals spend their week cold calling, following up and providing demos. If this is territory sales, there is significant time spent driving between appointments.

In this model, there is, unfortunately, a lot of expenses and wasted time. Before so much of the buying process occurred online, this made sense. This sales process is shifting.

The online buying process

The role of the sales professional is changing, as a result of the buying process moving online.

The future of sales means needing to have their own digital toolbox. This is having their own SEO plans, social media presence, and blog. Social selling. All to assist with the customer acquisition process.

The sales professional will need to compete online in their local area. Provide constant value for their customers and develop a following.

Through online interaction, you can create frequent, high-value contact with customers.

Evidence suggests that 70% of the buying decision occurs before speaking to a sales professional. Thus, the sales professional needs to find a way for their product to be introduced during that process.

What is the future of sales?

If the role of sales is shifting to accommodate the new buying process, does compensation change?

Yes. Compensation can shift customer satisfaction, customer retention, and gaining new business. It will no longer be sales professionals cold calling with a 2% success rate.

The role of the sales professional will be to provide in-field service and support. Also, build their own local influence, promotions, and marketing.

It will be less time driving around and far more time in an office curating information and content. This is how customers are going to seek solutions.

Again, nobody wants to talk with the sales professional first. They might be sold a solution to a problem that doesn’t exist (no sales professional has ever done this).

The prospects want to do thorough research, then speak with a sales professional. Either confirm what they found or find an “expert” opinion. This is why you want to be the person that provides the “expert” opinion.

This shift is easy to discuss in theory, but harder to put into action. This will require more tech savvy professionals and who can manage their online presence. Those who can build a client list.

This is not the death of a sales professional. More a shift where the sales professional becomes their own sales and marketing department. Owning their territory and customers.

The goal is to be called when the customer reaches the buying decision.

Good luck and good selling!

If you are in sales or you own your own business or consulting firm, then you have been faced the daunting question, “how do I increase sales?”

If you are a sales professional this comes from the desire to make quota and put money in your pocket. If you own a business this is to get your business off the ground. Whatever your situation, the goal at the end of the day is to put dollars in your pocket.

As a sales professional, I have tried to find all the magic secrets of increasing my sales, whether it’s listening to Tony Robbins, reading Dale Carnegie, or watching Glengarry Glen Ross.

I found so much redundant information, I decided to create my own list. I believe there are only 8 true ways to increase your sales and here they are:

1. Pick Up The Phone

This is by far the most important on the list. If you don’t make a phone call, you cannot make a sale. The more calls you make the more sales you can make and it is that simple. Finding people to call comes easy with Social Selling.

Use the phone to qualify your customers, and make calls every single day.

2. Be An Expert

Know your products and become an expert. The customer is going to look to use as a resource, and being that resource is the opportunity to make a sale.

Take being an expert one step further and know what your customer experiences on a daily basis so you can provide them suggestions on how to better their business.

3. Create Value

Never see a customer just to say hello. Your time is too valuable, and their time is even more valuable. Make a point to bring them information, a new product, or a new technique regarding their business you learned.

Always create value.

This will ensure that when you show up they are going to see you because you don’t waste their time.

4. Grow Existing Customers

Just because your customer buys one product from you does not mean they know all the products you offer. Selling your customers more of your products so you can grow your presence in their account.

5. Build A Relationship

Building a relationship with your customers should be priority number one when they start buying. This relationship is built on bringing value to them every visit, as well as allows you to present all the products you offer.

Most importantly, that good relationship means the account is more protected when the competition is knocking on their door.

6. Ask For Referrals

Once you have the relationship with your customer, ask for referrals. Chances that your customer has friends in the same business are good, and if they can introduce you to friends then you have a qualified audience to tell your story to.

7. Network

The cliche goes “it’s not what you know, it’s who you know.” This is only partially true. The real trick is to network and be the person that people know. What you truly want is who knows you. This will help keep the sales funnel full.

8. Persistence Pays

When initiating the introduction meeting persistence is the only way to make this happen. You have every right to continue calling, emailing, and following up until you are explicitly told to stop.

The only way to close a sale is to keep at it, don’t get discouraged, and do not give up.

Good luck and good selling!

You need to build your client list and it might be easier than you think. An effective way to build your client list is to think about your clients as 1000 true fans.

The idea of 1000 true fans is to gain 1000 people who are willing to pay $100 per year for your products or services. In doing this, you have 1000 true fans and you will be making $100,000 per year. This is not too shabby.

The concept was written by Kevin Kelly, founder of Wired Magazine. This is a good concept to think about when you are looking to build your client list.

When developing and building your client list you want to ensure that your clients are profitable, as well as provide you with the wealth you are looking for.

We are going to look at six ways to build your client list.

Set Goals

When deciding it is time to expand your business to increase sales, money, wealth, and profit, the first order of business is to come up with goals for your launch. When setting your goals you should have a money mindset, and use the ideas of 1,000 true fans to be profitable.

The first step is to decide how much money you need to make in order to be considered profitable and worth your time. Once this is established then you will need to decide how much a customer is likely to contribute to your product or service over the course of a year and then how many customers you need to make the goal you set above.

This outlines your goal of 1000 true fans to make your money.

Prospect

Now we get into how to build your client list and step number 1 is to prospect. You do not want to get stuck in a rut, or overwhelm yourself, but continual prospecting is necessary in order to build your clients.

These prospects will eventually turn into customers, which translates into wealth and money.

Website

Build a website for your product or service. If there is no web presence then you cannot expect to get clients. If you run a crowdfunding campaign, your website will help capture all your leads.

There is an abundance of people searching for niche products and services on the web, and it is your job to get to them through a website and maximize your search results. Using the web is also one of the best money saving tips to give in advertising.

Social Media

Create a social media presence. This is the foundation for social selling. This is crucial in order to stay engaged with your fans, which this form of engagement will allow your money to go further with advertising dollars. You can use Facebook, Twitter, LinkedIn, Google Plus or any number of others.

Also, social media is a great way to manage customers and not overwhelm yourself with correspondence.

Account Management

Account management is the process in which to maximize the profitability of your customers. This means you are treating customers right and ensuring they come for repeat business. Your money is going to be in repeat customers who truly value your product and service.

Ask For Referrals

In order to build your business rapidly, asking for referrals is essential. This will make your current customers more profitable, as well as provide more potential clients. This is a big step in building wealth and a profitable client list.

Good luck and good selling!