Increase y sales 25oh in 90 days

By William Blades William Blades. LLC Scottsdale, Az.

ANY salespeople boast about how much their organizationl products/services have changed in the past few years. But when you take a good look at most companies, you'll notice that their trade magazine ads look the same as they did five years ago, their trade show booths look just like their competitors', and the salespeople act and sell like the pack of salespeople out there.

Sure, the company may have changed on paper, but in reality, it's the same old routine.

Little-make that very little-creativity is found in today's business environment. Run, run, run and go, go, go does not usually equate to improved sales and margins. Flying across country and driving from town to town to make an extraordinary number of client visits is okay if your goal is to increase your odometer reading or frequent flyer mileage.

If you want to change your sales results, you must change your perception of selling. Too many salespeople believe their job is to simply sell something at a price. While this does result in items sold, the overall results are only average. The key to breaking sales records is to first answer two key questions before every sales visit:

(l) How is this going to be my best sales visit ever?

(2) How is this going to be the best sales presentation the client has ever seen?

If you can't answer those two basic questions, do not leave the office to waste the client's time-or your time.

Successful salespeople don't accept the status quo. They know that even if they become the best in the world, there's still room for improvement. In fact, no matter how good you believe you are today, you can be 25Vo better in 90 days. Here's how:

1. Never visit another client without ample thinking about how you are going to bring joy and value to each one of them.

Great salespeople think of and for their clients at all times. not just a half-hour before their next sales visit. They give more of themselves to their clients than anyone else does. They cut articles out and mail them to clients; they devise ways to provide services that no one else offers; they continually keep in contact with their clients to find out how their needs may be changing. Essentially, their number one goal is not to make a sale; rather, it is to bring joy and value to every client at least once a month.

2. fahe care of the details before your sales visit. Taking care of the little things can pave the way to more closings.

Ignoring the little things can blow a deal right out of the water. No later than the night before you see a client, prepare an outline of all the things you want to share and learn. Make sure the outline flows logically from one topic to another. That is, one question or comment should lead to the next one. If the outline does not have a good flow, rearrange it until it does. The way you prepare to handle the details will determine the course of events and whether or not you will walk away with a purchase order.

3. C"t an attitude makeover. Successful salespeople must convey a friendly and helpful attitude. While being pleasant to your clients is elementary, it's surprising how many people send out negative signals, telegraphing their dislike for dealing with people.

To maintain a professional and helpful attitude, know in advance how you will handle a disgruntled or demanding client. If you find yourself in a situation with someone who is less than pleasant, simply refer to your alternate plan and handle the situation calmly and diplomatically.

4. Phn for success.

Ninety-eight percent of salespeople operate without a solid plan because, as they say, "I don't have time to plan." Without a plan, though, you'll never know whether you're on the right path. Start with a l2-month plan and work it backward into quarters, to the month, to the week, and then to the day. As you plan, answer these questions: Who are your next l0 clients going to be? When will they come on board? Which products will they buy? How much will they buy? How will you make it happen?

If you don't know the answers to those questions, you are drifting and cannot offer anything new to your clients. Prepare and stick to a plan today so you can help your clients in the future.

5. Invest in personal development.

First, find a mentor. If you're not ranked in the top 10Vo of your industry, find someone who is (even if it's a competitor) and learn from that person. If you are ranked in the top 107o, strive to make it into the top 2Vo.

Next, ask yourself, "Who am I currently hanging around and what are they doing to me?" If you routinelY associate with people who are negative and unsuccessful, then guess what? You'll be negative and unsuccessful. You do become just like the majority of people you associate with.

Finally, encourage your company to invest in training and one-on-one education. Most companies invest in equipment and more equipment, but few are progressive enough to invest an adequate amount in training and education. If your employer is too shortsighted to understand, invest in one-on-one training for yourself.

When you work harder on yourself than on anything else, everyone wins-you, your company, and your clients. Invest the time and effort into becoming the best salesperson you can be. It's the only way to "wow" your clients and increase your bottom line.

- Bill Blades, CMC, CPS. is a professional speaker and consultant specializing in sales and leadership issues. He can be reached at (480) 563-5355 or bill@ williamblades.com.

Jack Fitzgerald, ex-Geodeck, has joined Correct Building Products as v.p.-sales & marketing for CorrectDeck. He is based in Virginia Beach, Va.

Charles Holsapple, ex-Tampa International, has joined Empire Wholesale Lumber, Tampa, Fl.

Bill Franks, ex-Louisiana-Pacific, has been named mgr. of L&L Lumber Co.'s Conroe. Tx.. DC.

Benedict P. "Dick" Rosen and Stephen L. Chryst have been appointed to the board at New South Cos., Myrtle Beach, S.C.

Bob Wilber has resigned as Central Texas division mgr. at FoxworthGalbraith Lumber Co. to join Capital Lumber Co.. Phoenix. Az.

Lee M. Thomas has been named president of Georgia-Pacific Corp., Atlanta, Ga. John Costello is new as executive v.p. & chief marketing officer. A.D. "Pete" Correll. 61. chairman and c.e.o., is expected to make a full recovery after undergoing heart surgery to correct a blocked artery.

Lance Hopper, ex-Birmingham International Forest Products, has joined the brokerage division sales staff at Stringfellow Lumber Co., Birmingham. Al.

Ben Jones has been named mgr. of Weyerhaeuser Co.'s MississippiAlabama-Tennessee timberlands group in Columbus, Ms. He succeeds George Bledsoe, who has been promoted to functional team leader of southern timberlands, based in Hot Springs, Ar.

Guy Burk has been named national sales mgr. at Knight-Celotex. Peter Lindsay is now strategic accounts mgr. and Marie O'Barr is in charge of strategic and international customer relations, along with responsibility for Florida direct account sales. James Sullivan is sales mgr. for Va., W.V., De., and Washington, D.C. Tyson Hohne is sales mgr. for Al., Ga., Ky., Tn., S.C., and N.C.

Maurice R. Ademe, ex-TruServ Corp. and Do it Best Corp., has joined Ace Hardware Corp. as director of international licensees.

Andrew Ferrari, Trex Co., Winchester, Va., will retire early next year as executive v.p.-marketing & business development, but will continue as a director.

Roger C. Dower has been appointed president of the Forest Stewardship Council-U.S.

Calvin Staudt Jr. is now mgr. of customer-order fulfillment at International Paper Co., Memphis, Tn.

Jay Blakenship, Columbus Cabinet Co., Columbus, Ga., was named president-elect of the Architectural Woodwork Institute, Reston, Va. Richard Ungerbuehler Sr., Federal Millwork Corp., Fort Lauderdale, Fl., is treasurer. Ed Brewer, Louisville Lumber & Millwork, Louisville, Ky., and Kent Terrill, Terrill Manufacturing Co., San Angelo, Tx., are directors.

Hans Vetter is the new national sales mgr. at Hurd Millwork Co.

Shawn Draper, ex-Metallon, has been named v.p.-marketing at Woodcraft Supply Corp., Parkerburg, W.V.

Peter Wijnbergen has been named v.p.sales, marketing & logisitics for Nexfor/Norbord, replacing Harvey Joel.

Dusty Woods is in charge of lumberyard cleanliness at Mungus Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

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