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Write You - Becoming The Sales Super Hero
Thirty-three years ago Heinz Ketchup lost their business with their biggest account, McDonalds. Since then they have been working to win it back. They lost McDonalds’ business back in 1973 because there was a small tomato crop and, instead of shorting the supply of bottled ketchup, Heinz shipped less to the “Golden Arches.” In the past few years they had some success when they won McDonald’s business in parts of Europe and Asia, but they have yet to crack North America. Michael Hasco, the Heinz executive with the responsibility of capturing this significant business was quoted as saying, “I’m not giving up, it’s a marathon, not a sprint.”I took that statement, “It’s a marathon, not a sprint” as a le
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny'
I was smack in the middle of delivering a breathtaking seminar in Texas, when this older gentleman interrupted.“Excuse me,” he said. “All I know is that I refuse to sell anybody an insurance policy until they’re my friend, first!”(I said a silent prayer for him—May he have many, many friends!)He went on to explain that he feels he has to have a personal relationship with somebody before he can feel comfortable replacing his Stetson with his salesman’s hat.I found it an odd encumbrance to saddle oneself with. Quickly scanning my customer base, I thought I’d have very little business if I took on that burden.Customers are hard enough to find, but friends? Well, that’s just aski
Has this never happened to you? If it hasn’t, then you haven’t prospected before. It's happened to all of us who sell services business-to-business. Unfortunately, oftentimes the answer to Helga kills the deal right then and there. Most professional service providers retort with something like, "I'm Jimmy Meek and I'm the best window washer in town!". A fine answer indeed, right? Jimmy knows he's the best but it's his word against the gatekeeper - and the world, for that matter. She’s heard every Tom, Dick, and Harriett say those same words with a different name. Helga’s thinking in her head, “Oh good, an easy one”.
Jimmy doesn't think about this but the gatekeeper gets dozens of requests to see the decision-maker every day. The gatekeeper's job is to knock down the weak with her mental toughness and “rejection-speak”. She's a seasoned vet at this and the typical salesman is no match for her prowess.
The gatekeeper rolls her eyes at Jimmy and mutters under her breath, "Sure, that's what they all say. Give me your information and I'll pass it on to the appropriate party". This typical scenario ends when Jimmy complies, thanks the gatekeeper and departs with his tail between his legs.
When this happens the deal is dead in the water. Kaput, end of story – NO SALE. Sorry! Jimmy isn’t going to get a return call. It’s doubtful that Helga will even give the information to the decision-maker. The next stop for Jimmy’s material – the circular file called the garbage can!
It doesn't have to be this way. In fact it NEVER should. The salesman should be in control of the sale at ALL times. Let's go through a successful "gatekeeper experience" now.
Johnny Star, Window Cleaning Super Hero, has already done his homework and knows that James B. Grouch is the decision-maker. He found out this vital information by using his brains instead of wasting his time, energy and resources. Johnny called ahead a few days prior and asked to be put through to the maintenance decision-maker “immediately”. When Helga Gatekeeper said, "who is this?” or “is he/she expecting your call?” Johnny turned it around on her and said, "Look, this is urgent. If I tell you who’s calling will you finally put me through to him or her?"
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny'
Are you thinking about purchasing a display, but not sure about the investment? Renting may be the best option. Good justifications can be made for both renting and purchasing a trade show exhibit. This sometimes stressful decision depends on the nature of your trade show program, marketing goals, and budget.Renting can be a wise decision when your company has decided to start exhibiting at trade shows, your company is new and wants to make an initial big splash with a smaller budget, or your trade show schedule has overlapping shows and you need a second display. When first developing a trade show program to drive, supplement, or diversify your marketing mix, it can be difficult to determine the
Jimmy doesn't think about this but the gatekeeper gets dozens of requests to see the decision-maker every day. The gatekeeper's job is to knock down the weak with her mental toughness and “rejection-speak”. She's a seasoned vet at this and the typical salesman is no match for her prowess.
The gatekeeper rolls her eyes at Jimmy and mutters under her breath, "Sure, that's what they all say. Give me your information and I'll pass it on to the appropriate party". This typical scenario ends when Jimmy complies, thanks the gatekeeper and departs with his tail between his legs.
When this happens the deal is dead in the water. Kaput, end of story – NO SALE. Sorry! Jimmy isn’t going to get a return call. It’s doubtful that Helga will even give the information to the decision-maker. The next stop for Jimmy’s material – the circular file called the garbage can!
It doesn't have to be this way. In fact it NEVER should. The salesman should be in control of the sale at ALL times. Let's go through a successful "gatekeeper experience" now.
Johnny Star, Window Cleaning Super Hero, has already done his homework and knows that James B. Grouch is the decision-maker. He found out this vital information by using his brains instead of wasting his time, energy and resources. Johnny called ahead a few days prior and asked to be put through to the maintenance decision-maker “immediately”. When Helga Gatekeeper said, "who is this?” or “is he/she expecting your call?” Johnny turned it around on her and said, "Look, this is urgent. If I tell you who’s calling will you finally put me through to him or her?"
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny'
There are now franchise opportunities that operate in almost every type of business category that you can imagine. They are available in most price brackets and can suit most people lifestyles. Franchising is now a very reputable way to start a business and has revolutionized the way people do business throughout the world.Are you considering buying a franchise? If so then you need to decide on the type of business that would suit your lifestyle and budget. The best way to decide if a business is right for you is to start by attending franchise exhibitions, searching for franchises on the internet and buying some franchise magazines.Franchise exhibitions are a great place to start. You can talk t
The gatekeeper rolls her eyes at Jimmy and mutters under her breath, "Sure, that's what they all say. Give me your information and I'll pass it on to the appropriate party". This typical scenario ends when Jimmy complies, thanks the gatekeeper and departs with his tail between his legs.
When this happens the deal is dead in the water. Kaput, end of story – NO SALE. Sorry! Jimmy isn’t going to get a return call. It’s doubtful that Helga will even give the information to the decision-maker. The next stop for Jimmy’s material – the circular file called the garbage can!
It doesn't have to be this way. In fact it NEVER should. The salesman should be in control of the sale at ALL times. Let's go through a successful "gatekeeper experience" now.
Johnny Star, Window Cleaning Super Hero, has already done his homework and knows that James B. Grouch is the decision-maker. He found out this vital information by using his brains instead of wasting his time, energy and resources. Johnny called ahead a few days prior and asked to be put through to the maintenance decision-maker “immediately”. When Helga Gatekeeper said, "who is this?” or “is he/she expecting your call?” Johnny turned it around on her and said, "Look, this is urgent. If I tell you who’s calling will you finally put me through to him or her?"
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny'
Any business irrespective of its size gets equal opportunity to advertise its products or services on the Internet. Internet marketing allows businesses to reach out to markets across the globe at a cost that is much lower than that of conventional marketing techniques.• Choose a simple url that is easy to recall: Having a good domain name is one of the key ingredients to promoting your products online. Your domain name should reflect your identity and make it easier for customers to understand the products or services that you sell. The name should also be simple to spell and recall.• Have a web site: Use the web site to market your products to potential customers.• Search Engine Optimize
It doesn't have to be this way. In fact it NEVER should. The salesman should be in control of the sale at ALL times. Let's go through a successful "gatekeeper experience" now.
Johnny Star, Window Cleaning Super Hero, has already done his homework and knows that James B. Grouch is the decision-maker. He found out this vital information by using his brains instead of wasting his time, energy and resources. Johnny called ahead a few days prior and asked to be put through to the maintenance decision-maker “immediately”. When Helga Gatekeeper said, "who is this?” or “is he/she expecting your call?” Johnny turned it around on her and said, "Look, this is urgent. If I tell you who’s calling will you finally put me through to him or her?"
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny'
You’re really doing it. You’re going back into the rat race. After being out of the workforce for a couple of months - or even several years - it’s time to jump back in with both feet. But how do you do it?I Can Do ItThat’s your mantra for your job search. You’re concerned – even intimidated – by all those people out there who have a stellar work-record. But you know what? You have something special and unique that you can bring to an employer. That is what you have to remember throughout this whole process. You have to have confidence in yourself so that others will have confidence in you as well.By all accounts, job seekers with a picture-perfect employment history do tend to have
Let's stop right here and analyze what's going on. Johnny has met the gatekeeper and she's as tough a gatekeeper as Johnny’s ever met. But Johnny anticipated this and responded with a tough answer. Notice Johnny's answer didn't end with a period, it ended with a question. At this point the gatekeeper will either say yes or no. Let’s go through the no scenario because if he gets a yes, he’s done his job well and has outmatched Helga.
Helga Gatekeeper says “No!” Johnny is quick on his thinking skills and immediately responds, “As I said, this is urgent and I really need to speak with that person. My name is Johnny - now can I please speak w/them now?”
Let’s analyze this for a minute. Helga got her way with the first “no”, but she’s not going to get away with it this time. If she says “no” again, it better be for a good reason. At this point Helga either patches him through, or the more likely scenario is, “I’m sorry but he is not available right now, can I take a message?” Johnny says, “Look, I’ve got to run. What is his name? I’ll call him back later.” The gatekeeper’s job is to scatter away the weak, not the ones who truly NEED Johnny and those like him. If she says “I can’t give you his name”, Johnny’s going to ask for the manager. But the likely scenario is Helga gives up the name: “His name is “James B. Grouch”, Helga blurts out. As Johnny gets off the phone he says, “Do me a favor and tell Mr. Grouch that Johnny Star needs to speak with him ASAP”.
Now that Johnny is armed with one of the most critical steps – getting the decision-maker’s info, he can use his star sales ability to get the decision-maker on the phone.
…two days later…
Johnny: “I need to speak with James Grouch please. It’s urgent”
Helga: “Is he expecting your call?”
Johnny: “Yes I said I’d call back”
Helga: “Hang on please”
Grouch: “Grouch here”
Johnny: “James - I may call you James, can’t I?”
Grouch: “Sure. Who is this?”
Johnny: “I’m Johnny Star and I need to speak with you about your windows ASAP.”
Time to analyze again. Johnny did a great job of getting Grouch on the phone. He said he was going to call back and did. He didn’t drive out and get met by Helga Gatekeeper; in fact he spent only a minute or 2 of his time getting the info about the decision-maker. Johnny then used his brains to get through t
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