Complimentary Research Report

Richardson and CSO Insights are excited to offer a new research study - Sales Performance Optimization: Key Trends Analysis. This study provides an in-depth analysis on key selling trends and outlines some of the major issues and opportunities that companies see for the road ahead.

Download this must read study by visiting the following - http://bit.ly/hBcmiA

Chatter Matters

I am enamored of all the new technology tools made available through companies such as Salesforce.com. One feature in particular that I think can help revolutionize and accelerate call preparation, communication, sales coaching, and sharing of knowledge is Salesforce.com’s Chatter. It’s like an internal twitter and for large and small sales organizations it can be a game changer.

For example, if a salesperson gets the opportunity to squeeze in a meeting with a prospect or customer between his/her scheduled calls and has little or no time to prepare, aside from using a CRM, social media, etc., or if a customer asks a question in a sales meeting the salesperson can’t answer, the salesperson can use “Chatter” by typing in the name of the prospect with a topic or question and the key words will direct the short message to anyone in the organization who has knowledge to share — allowing for an almost instantaneous answer.

But before using Chatter in the Customer’s Office consider the following:

Chatter Pros
 Allows for immediate response to the customer.
 Demonstrates a well-oiled sales team and operating sales system.
 Eliminates need to follow-up with a post sales call phone call or email.
 Helps move the sales process forward.

Chatter Cons
 The answer may not be one you wish to share at that time. (But the advantage is only you can read the reply on your Blackberry for example.)
 Removes a reason to follow up and connect with the customer post sales call.
 Puts you in the position of having to explain when no response from your team.

Salespeople often see CRMs as a two-edge sword — Super pain but also super hero as a faster and better way to organize and access information. As they say, there is almost nothing new in the universe but lucky for us creative technology features such as this makes sales research and responsiveness faster and farther reaching. CRMs aren’t going away. So embrace the best part and get friendly with all the tools available in your CRM to give you a sharp edge in a tough economy.

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To learn more about Richardson's comprehensive sales training and performance improvement solutions please vist us www.richardson.com

Sales Proposal Executive Summaries: Don’t … Unless

Your proposal can make or break your sale. It can get you in to see the customer or keep you out. When you do include an Executive Summary in a proposal, it’s the first thing most customers read. More importantly, it may be the only thing executives/key decision-makers read at all. Executive Summaries establish that all-important first impression. They can draw customers in — or turn them away. Unfortunately, many Executive Summaries are neither a summary nor executive. To maximize the best of an Executive Summary:

#1: Keep It Short

 Most Executive Summaries that I have seen defy the definition of a “summary.”

 Any summary is a condensed form or brief statement of main points, and that applies ten-fold to Executive Summaries. They must be brief but also provide substantive but not detailed coverage of all the key points covered throughout the proposal. Not only is this likely the only part seniors will read, it gives all decision makers the big picture.

An Executive Summary should show your customers how well you understand and are prepared to meet their business needs. It should spur them to want to go further.

Ideally, Executive Summaries are two pages maximum. Keep the focus on the customer’s strategic objectives and, in broad strokes, position what you will do to meet each objective.

#2: Focus on Your Customer, NOT You

 It’s easy to describe yourself and all your qualifications, but that’s not the way to start your Executive Summary.

 Instead articulate how you understand the customer’s business needs. Outline the key ways in which you will meet them and then expand on that in the proposal and outline the key ways you will meet them, which you expand on in the proposal.

Write your Executive Summary LAST, drawing from all the key sections. In the Executive Summary, help your customers’ think “This salesperson gets us.” In the process, make sure the customer “gets you” but only in an overview in the context of solving business problems and achieving objectives. Make sure what you included takes into consideration the customer’s strategic goals and make the connection.

Example:
We are privileged to be considered as your partner to support you in ______ (identify the customer’s strategic objective). We feel uniquely qualified to partner with _____ (name of prospect/customer) based on our _____ (capability) to _____ (outcome customer wants) — then key objective by key objective, show you get it and are the best one to deliver it. Focus on each of the customer’s key objectives and differentiate yourself by tying in your capabilities related to the customer’s objectives.

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Visit Richardson at http://www.richardson.com to learn more about our comprehensive sales training solutions.

10 Ways to Increase Your Close Ratio — Now

Start by knowing your personal close ratio and that of your organization:

 Top performing companies — 46% average close ratio
 Average — 29% average close ratio
 Lagging — 19% average close ratio

1) Spend more time probing and less time pitching.
 Focus on the “why” questions, not just the “what.”
 If the customer wants to streamline systems, ask WHY before what to find the business driver.

2) Identify the decision criteria and don’t stop there – probe who developed it and why it’s important.

3)Ask who the competitors are, what their solutions include, and then ask the tough questions to find out how the customer feels you compare to the competitor.

4) Be more responsive than ever before — when a client asks for something, find out when he or she needs it and beat that time frame.

5) Find ways to take the load off the customer. For example, if he or she says “Let’s set a phone call to…” not only set the phone call but have a document ready to e-mail during the call to advance the discussion. Take an extra two steps.

6) Get coaching. Discuss the deal with your sales manager or a top performing colleague. Do this early in the deal. Mid to late in the deal will likely be too late.

7) Review your needs analysis and proposal with your manager.

8) Connect personally. The #1 reason a customer buys is the relationship with the salesperson. What do you know about your customers? How do you feel about them? It’s likely reciprocated.

9)Identify your customer’s quantifiable goals and provide solutions that show value. Show customers how your solution will help them achieve their goals.

10) Supplement your understanding of why you lost a deal or won it by asking your manager to have a win-loss debriefing after the customer tells you about his/her decision. Then be open to specific feedback your manager shares with you and use it to win your next deal.

Set a reasonable goal with a time frame for increasing your close ratio by putting these ten practices to work.

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Learn more about Richardson's sales training and perofrmance improvement solutions by visiting us on the web at http://www.richardson.com

Richardson's SalesCallPlanner Nominated for Best Sales Tool

Richardson's SalesCallPlanner has been nominated for a 2010 Sales Award as best Sales Tool. Gaining votes has been an interesting exercise in leveraging Social Media.

Hope you can vote for us. Please click here to vote for the "SalesCallPlanner"

Being Invincible

This past Wednesday and Thursday, October 13-14, 2010 Richardson held our 4th annual Client Forum the Sofitel Hotel in Philadelphia. It was an exciting day with over 75 clients, partners and staff in attendance. The primary theme was how a high impact learning culture is a proven business driver in today's changed business environment. David Mallon of Bersin & Associates and Peter Ostraw of Aberdeen Group were the key note presenters. Both David and Peter shared insights, data and practices that support the notion of how an organization's culture impacts business results in a direct and predictable manner. Numerous clients, including Mary Slaughter, CLO of Sun Trust Bank shared best practices and success stories of how they transformed their sales cultures to positively impact results and differentiate their organizations from the competition. On Wednesday evening our dinner reception at Amada was a great time, with our guest speaker Vince Papale, former Philadelphia Eagle and subject of Disney's movie "Invincible," inspiring the group with his heart felt and brutally honest words. His authenticity was evident to all. Vince spoke of his incredible million to one odds of making the NFL team's roster as a 30 year old unemployed school teacher who had played only one year of high school football.

I was particularly moved when Vince spoke of the moment he was standing on the field in Veteran's Stadium in 1976 for the "open to the public" try out with hundreds of others, all with the dream to be a Philadelphia Eagle. He shared with us that he wanted when given this opportunity, he wasn't going to waste it. He certainly didn't! What struck me was how relevant Vince's comment was to those of us in business today - when given the opportunity to succeed, be sure you seize it!

I believe that in order to seize your opportunity in today's environment, you must extensively prepare to succeed and when your chance to shine arrives, be sure you remain authentic (i.e be yourself), demonstrate your knowledge of your client's needs, show your conviction to your client's success and let none of your competition stop you. In other words, be Invincible.

I'd like to thank each of our clients and prospects for your commitment to Richardson, your attendance at this year's event and for your participation and contribution. Hope to see you all again in Philadlephia again next year.

Transforming Sales Organizations: Complimentary Webinar

Improvement happens...when the right changes are made. Please join presenter David DiStefano, President & CEO of Richardson, during this interactive, 60-minute webinar in which you will learn:
- the meaning of "sales transformation"
- why there is a need for transformation
- why transforming NOW will set you up for success
- the "what, where, and how" of successful transformations
- best practices that Senior Executives of industry-leading organizations have implemented to transform their teams.

Date: June 22, 2010
Time: 11:00 am eastern time

Click the following to register today: https://richardson.webex.com/richardson/onstage/g.php?p=3&t=m

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Learn more about Richardson's sales training and performance improvement solutions by visiting our web site at www.richardson.com

Sales Training Resolving Objections

Transforming the Sales Organization

Richardson President and CEO David DiStefano will be moderating a session entitled Transforming the Sales Organization at Selling Power's Sales Leadership Conference on April 19, 2010 at the Mandarin Oriental, Las Vegas.

The past 18 months have uncovered significant sales performance challenges that were previously overlooked — from ineffective sales processes and lack of operational efficiencies to the skills and talent required to be successful. David DiStefano will be moderating an interactive panel discussion with Larissa Chaikowsky of BMO, Jennifer Hammonds of WellPoint, Allison Kerska of Kelly Services, Matthew Serynek of SunGard, and Tim Weyland of Trinet. David will lead this highly experienced group in an open discussion on the importance of transforming sales organizations to effectively compete in business in 2010 and beyond. The group will address the vital elements of the sales function, including structure, processes, and talent development, to help better equip sales organizations with the capabilities needed to optimize revenue impact and operating effectiveness.

The Sales Leadership Conference is the premier event for Senior Sales Leaders. Attendees of this event will spend the day networking with colleagues, sharing best practices, and sharpening management and leadership skills.

Click here for more information or to register for the conference.

About Richardson

Richardson (http://www.richardson.com) is a global sales training and performance improvement company that helps leading organizations improve sales results. We do this in three ways. We analyze the structure and talent of your sales force, we train and develop your sales team, and we continue that development through coaching and reinforcement. We equip your sales leaders and sales force with the skills and strategies they need to win in today’s complex selling environment. What is unique about Richardson is how we create truly customized solutions that change behavior and provide measurable results.

Aligning Sales Talent To Maximize Results

When you look at your sales organization, do you see a perfect fit between your Sales Professionals and the roles they are expected to fill? Are Hunters hunting and Farmers farming? As salesforces have been right sized, customer expectations have risen and competition has become more fierce. The question of “right role, right fit” has become top of mind for Sales Leaders in every industry.

Click here to join an archived session of Harry Dunklin, Senior Vice President and Practice Leader of the Sales Readiness Practice of Richardson, for a 60-minute webinar to learn how world class organizations are:

- Creating a high-performance profile of Sales Professionals and Managers that align with the challenges of today and tomorrow

- Leveraging selection technologies and tools to make the best choice from a pool of qualified candidates

- Jump starting the onboarding of new Sales Professionals to improve retention, engagement, and time to productivity

- Auditing in-flight sales organizations to align the roles and talent to the go-to-market strategy

- Using assessment technology to put a laser focus on training needs and accelerate learning

Attendees of Harry's session will receive a complimentary copy of industry-leading HR Chally's whitepaper, The Trouble with Personality Tests, which details why personality does not equal performance and how talent assessment tools can help your sales organization be more successful.

Visit http://www.richardson.com/ to learn more about Richardson's comprehensive sales training and performance improvement solutions.

Complimentary Webinar

Aligning Sales Talent to Maximize Results:

When you look at your sales organization, do you see a perfect fit between your Sales Professionals and the roles they are expected to fill? Are Hunters hunting and Farmers farming? As salesforces have been right sized, customer expectations have risen, and competition has become more fierce, the question of "right role, right fit" has become top of mind of Sales Leaders in every industry.

Join Richardson's Harry Dunklin for a 60-minute webinar to learn how world-class organizations, Align Sales Talent to Maximize Results.

Click here to register today.

Richardson Releases 2010 Sales Challenges Research Report

Richardson has released our 2010 Sales Challenges Research report, Lift Off: Compelling Insights to Launch Your 2010 Strategy.

To better understand the primary areas that a sales team should focus on in 2010, Richardson’s Research Group conducted a survey of over 15,000 sales professionals across every major industry segment and a variety of sales roles. Leveraging this survey data, Richardson developed a report that highlights the most pressing issues facing sales organizations in 2010 and provides data that helps Sales Leaders to:

• Shape business development and sales strategy
• Identify process improvements and align skill-development resources
• Strategize how to best position your sales team for success

Through careful reflection of their 2009 business outcomes and in anticipation of a more successful 2010, survey respondents provided insights and information that was aggregated to identify areas of focus for this upcoming year. When asked about potential challenges concerning five key sales cycle categories — generating business, negotiations, closing business, managing relationships, and expanding relationships — survey respondents indicated, as a percentage basis, the following as the most difficult in each category:

• Business Generation — Identifying new prospects — 26.3% of the respondents
• Negotiations — Maintaining profitability during negotiations — 27.9% of the respondents
• Closing Deals — Positioning competing value propositions — 32.0% of the respondents
• Account Management — Finding additional ways to add value — 38.5% of the respondents
• Expanding Relationships — Becoming a Trusted Advisor — 36.5% of the respondents
  

Lift Off: Compelling Insights to Launch Your 2010 Strategy research report can be leveraged by Sales Leaders to identify for their own sales teams the one or two areas where a significant investment of time, effort, and resources can be deployed to develop critical skills and improve crucial processes. By addressing both skill and processes, Sales Leaders and their teams will be better poised to deliver results in 2010.

Lift Off: Compelling Insights to Launch Your 2010 Strategy is complimentary and can be obtained by visiting the following: http://www.richardson.com/saleschallenges2010/.

Complimentary Webinar: Creating Compelling Presentations

Are your presentations a missed opportunity? Your sales presentation is likely to be the last impression the client has of you and your company before deciding who to do business with. Join Richardson’s 60-minute interactive webinar, Creating Compelling Presentations to Engage, Inspire, and Motivate, this Thursday, December 10th at 3:00pm EST to learn tips and tricks to creating engaging, high-impact presentations. This session assumes you do not have the time or interest to study design and typography, but would like to know how to make your visuals look better and differentiate yourself from the competition. Along the way, you will be provided with a good balance of principles, concepts, and practical examples. Can't attend our live webinar? Continue to register today and WebEx will automatically send you a link to view the archive after the live event has concluded.

Click here to register

Goal #1: Shorten the Sales Cycle

Last week in a webinar with a group of high-performing salespeople and technical specialists, a salesperson asked:

Salesperson: “My company’s number one goal is to shorten the sales cycle. How can I do that?”

His question was timely and challenging. It seems as if your customers’ number one goal is to lengthen it! The economy and an environment of heightened skepticism have doubled or even tripled the length of the sales cycle in many industries.

So what can you do that is in your control to accelerate the close?

1. Early on, qualify more diligently. Position every qualifying question from the perspective of meeting the customer’s need. Find out:
   
   - Budget — Has it been allocated? How much? Who controls it?
   
   - Time Frame — What are the timelines to develop and implement? (In today’s world, the two schedules can be very different.)
   
   - Compelling Event — “Must do” dates are a blessing and the absence of one can signal a long decision cycle.
   
   - Decision-making Process — Who will be involved in the decision — economic, technical, users, and other influencers? Clarify the buying process and steps.
   
   


2. Understand the BUSINESS need that your solution will address. How will your solution help your customer achieve his/her business objectives.
   


3. Develop a compelling Value Proposition to show ROI (ideally year one or soon).
   


4. Identify milestones of the sales process so you can measure progress against them.
   


5. Set a call objective that is measurable for every meeting — face-to-face or virtual. And debrief each meeting against the objective.
   


6. Continue to check for change.
   


7. If things slow down, ask the hard qualifying questions again, but start with the driving need — is it still a priority? Tactfully ask questions to multiple customers.
   


8. Develop a coach! Almost nothing will help you win the deal and know where things really stand than a well-placed coach.
   


9. Position your benefits and ask for the business.
   


10. Know when to put a deal on the back burner or no burner and when to try to resuscitate it.

Talk to Me

How are you changing your sales dialogues to encourage customers to open up to you and tell you about the impact the economy is having on their businesses and how that has changed their priorities? Customers won’t really open up unless they trust you. And gaining and keeping trust is not easy in light of what most customers are going through.

Preparation

Trust is earned over time. One way to establish and reinforce trust is to demonstrate extra-ordinary preparation. There has been a shakeout in salesforces and salespeople across industries are facing tougher competitive situations. Customers have raised the bar for what they expect from salespeople and many are cynical. “Normal” preparation just won’t do it. One sales manager provides his salesforce with daily up-to-date data. For example, a competitor advertiser just lost 18% of its readership — a fact that will help his salesforce take budget from that competitor. He also requires every week that salespeople on his team bring in an article or information to share with the team to raise their game. Extra-ordinary preparation is what it takes. You can do it and customers notice and reward it.

There is so much more for you as a salesperson to know today. Fortunately, the information you need is at your finger tips with a simple click. For example, you can learn more about customers as individuals and make connections with resources such as LinkedIn and Facebook. You can scope out your competitors’ messages and products to figure out how to position against them. The phrase “I know my customer” simply no longer exist without continuous dialogue and research.

Just how have you changed the level of your preparation?

• What kind of research/homework are you doing before every call? Do you reference your preparation to leverage it during the call to gain trust and credibility?


• What questions do you prepare?


• What ideas are you generating?


• How do you justify the investment in terms of savings or revenue generation and the customer’s new priorities?

The more you understand about customers and their needs, their businesses and industries before your sales calls the more likely you will be able to engage in meaningful change conversation to understand and satisfy new priorities.

Engaging in the Change Conversation

There is a lot of fear out there and the change question is not one you can ask head on. I have never been a proponent of the question, “What keeps you up a night?” I find that question intrusive, presumptive, and over used. But you can broach the subject by asking about the kinds of things that are concerning your customers in this economy. To get at what is worrying them. Start your questions indirectly. Ask how the economy has impacted their customers. Based on the response you get, ask the worry question directly if you have a good relationship and if not, take one step back and ask how your customer’s priorities have shifted and listen and probe.

Customers’ needs have changed. So has their level of trust. Talk about your preparation for the meeting. Showing you are thinking about them helps build and reinforce trust. The old solutions you’ve relied on in the most likely won’t fit. It’s time to be more creative in the solutions you provide. It’s time to generate ideas and carefully justify price in terms of savings, productivity, or revenue generation, and be prepared to provide pricing alternatives — for example, one salesperson got two-non-competing companies to share a resource and split the cost. It’s critical to be out there with your customers listening to them and bringing ideas to show you care what happens to them.

It is an understatement to say closing sales is tougher today. The changes your customers are experiencing demand changes, not tweaking, on how you approach them — your preparation, your dialogue, and your follow-up. When things are slow, spend your time talking to your customers to get them to talk to you. Where there is trust, there is business to be won.

Learn more about Richardson's" Sales Training Solution at http://www.richardson.com/

A Sales Methodology

Do you have a sales methodology that your team follows? Let’s step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills? Tools? All of the above?

A sales methodology is the system a sales organization follows to win business. In one sense (not the best sense), every sales organization and/or salesperson has a sales methodology whether it is the remnants of one that had once been put in place, the norm people follow, or what a particular salesperson has figured out for him or herself.

An effective sales methodology is one that a sales organization has thought out clearly and provides it to its salesforce. The differences between a sales methodology that just exists because a company or most salespeople pretty much operate that way and a highly effective sales methodology boils down to six critical success factors.

 Documentation: Map out clear steps as a guide for salespeople to follow/repeat.
 Best Practices: Embed it with what your top performers consistently do.
 Training: Prepare your salesforce to ensure they have the knowledge and skills needed to carry out the steps.
 Tools: Give salespeople and sales managers tools, such as easy to use CRMs, planners, access to research … to make them more productive.
 Execution: Follow it and coach to it.
 Assessment: Ongoing feedback, tweaking and refinement.

The goal of having a sales methodology is to win more deals and to win them more quickly.

The initial question was do you have a sales methodology. The second question is if not should you have one?

Take the time to map out the steps it takes to identify and convert a lead into a customer. Make it a collaborative process with marketing team and your top performers. It is more than worth the effort. 10% of your reps will do fine without a clear sales methodology. But 80% will do better with one.

Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com

NO BUDGET – UNLESS OF COURSE

Many of the customers we are talking to may be like your customers. Their budgets have either been cut or all but vanished.

They also have something else in common: their goal to increase revenue and save money in the short-term. You already know how important it is to justify your value to a customer. But — never before has value justification taken on such a critical role in closing business. It now is the key to finding, unlocking, and creating budgets. And the nature of value justification has changed. We are not only in a spreadsheet world but a world that is demanding creativity in finding rationale to buy and identifying non-typical pockets where budgets may be found.

I spoke with a salesperson who, in my view, is a master at conjuring up budgets even when the customer had been unsuccessful in doing so him or herself. It is said that “Necessity is the mother of invention.” This seems true for the salesperson. His product was so new and original that not only was there no budget for it (even in good times), there was no one with the responsibility for it.

After identifying who in the organizations were most apt to have needs for his product and then engaging in need dialogues with them and being told there was no budget, he leaned heavily on metrics and creative analysis to prove his product was a smart move and would help his customers achieve their objectives. He captivated and convinced one customer by showing that if his product increased the performance of one of the company’s 500 sales reps by 5%, that increase would pay the full cost of the investment. This brought not only a smile to the customer’s lips, it gave the customer a rationale to bring to his boss and get the OK.

He showed another customer how his product amounted to .0001% of their total revenue and compared that to the increase in productivity. For another customer who put money aside for replacement of full-time equivalents in anticipation of the company’s 10% turnover, he showed that by reducing that fund by one person, the cost of the product was covered, and this potentially reduced turnover and gave needed support to his team of managers.

In each case, he was able to close because he spelled out his value justification in a way that was graphic, concrete, tangible, practical, reasonable, and believable.

Today, it’s necessary to go beyond “normal” thinking about value justification. It’s necessary to really understand the company’s business, deeply probe the customer’s needs and find a direct link of your product to the customer’s shorter-term objectives, and then justify the price specifically. It takes searching every nook and corner for ways to illustrate value justification.

Closing starts in prep time when you think about the value you bring to the table and continues in the deep need dialogue you lead so you can graphically show dollars and cents value. While the value you show can be longer-term, today, the shorter, the better, and the more specific, the more compelling.

Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com

MAGNIFIED TRANSPARENCY

Your credibility with your customers is your number one sales credential. While your credibility has always been important to your customers, today it is not only foremost on a customer’s checklist for doing business with you, it is easy to measure.

The web has made it possible for customers, with a few clicks, to find out how accurate your every word is, whether about yourself, your products, or your organization.

Whether customers check blogs, social networks, etc. … they are checking. Faulty information won’t remain a secret for very long today thanks to the web. For example, flogs (fake blogs made to look as if they are generated by consumers) are easy to detect because facts are easy to check and expose in a matter of minutes. One salesperson lost a sale by making a less than truthful claim. He explained to his customer his mark-up was 5%. When the customer checked the web, he discovered a 7.5% mark-up. Armed with this, he not only had more negotiating power to get the deal he wanted, he chose another provider!

One candidate for a sales job was too casual about the pictures he showed on Facebook, giving his would-be employer insights better left for close friends. Magnified transparency is the new factor in the buyer-seller relationship.

So double-check your facts to guard your credibility and build on and keep the trust you’ve earned.


To learn more about Richardson's global sales training solutions, please visit our website at http://www.richardson.com

Not Business as Usual

Many salespeople are reporting that it is taking them twice as long to close a sale as compared to 2007. They also agree that there are fewer deals and, therefore, the need for them to close the deals that are in the pipeline is more acute. Certainly customers will not buy without clear value justification and trust in you. But what else can you do to increase your chances that you, not your competitor, get the business that is out there?

You likely have your closing checklist with questions such as, “Have you gotten to the economic decision maker?” “What is the budget?” and so on. Here’s another question to ask yourself to help you win the business and accelerate closing:

“What ADDITIONAL effort and resources can I put into this opportunity?”

You may be thinking that you are already doing everything possible and taking every extra step the opportunity warrants. And surely the resources you expend must be proportionate to the opportunity, but today, being creative in taking an extra step will pay off.

For example, can you involve a specialist or, to contain costs, arrange a conference call with him or her and your customer? Is there a senior from your team you can involve face-to-face or by phone? Can you add extra value without lowering your price? Can you do the project in stages? Can you demonstrate you go the extra step, for example, visit one of the company’s stores before your presentation to show your commitment to really knowing the customer? And how are you tactfully but clearly leveraging these extra steps and getting credit for your actions?

What is something you ordinarily don’t do that will dramatically show your customer you are there to meet his/her needs and add value? One retail salesperson whose day off was Thursday gave a customer and a prospect who wanted “to think about it” her cell number to be in touch with her if they had any questions. The prospect called her and she closed the sale on her day off.

Closing is taking longer and is more challenging. And one big reason is customers and being more careful so they don’t make a mistake. Therefore, your energy, effort, and creativity must be greater.

Following your normal process will lead to your normal results. Times are not all that normal. To bump up results, bump up what you are doing — more calls, more creativity, more ideas, greater responsiveness, more contact. It’s pretty clear that it takes more time and energy to get deals done. Do something your competitors aren’t doing. Help your customer feel safe and take the step to buy from you.

Please e-mail me at lrichardson@richardson.com and let us know what “extra” effort looks like for you and how it has paid off.

To learn more about Richardson's sales training solutions, please visit Richardon on the web at http://www.richardson.com

Bond Among Salespeople?

I watched Pioneers of Prime Time on PBS, a documentary on the early days of TV, with comic luminaries such as Red Skelton, Milton Berle, Gracie Allen, and George Burns. Each of the stars talked about the bond that existed among them because they were in “entertainment.”

It got me thinking about the “bond” among salespeople — Is there one? And, if so, what does it mean?

I think there is a bond — of the road warrior away from home, the pressure of the quarter, the relationship-building with clients. Whenever I meet salespeople, whether on a train or in a social setting, I feel a connection to them — their life, career choice, and life experience.

How do you feel? Is there a bond?