Need Sales? Get Leeds!

Heating up in the summer

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Heating up in the summer

Historically, summer time in Phoenix was a chance to catch up on administrative work, and a great opportunity for a road trip to Northern Arizona or Southern California. It may have been easier to run into your customers in one of these locations than to catch them in their Phoenix offices. While the summer migrations are still a part of the picture, it is important to understand that this time of year may be a great season for your sales. I'm finding more people lately prefer shorter (long weekend) trips, in addition to the fact that more people can work remotely these days (and through technology are more in touch with their businesses).

Still, some people are writing off the summer. I recommend that you heat up your efforts along with the temperature. You may find that your customers have more time for you, and your competition may still be thinking that the summer is a bad season.

If the summer is a slower time in your industry, use the time as a sales tool or an investment in your business. Try expanding into other markets that you've been considering. Also, consider investing in your own business by attending workshops, training or reviewing/refining your processes.

These activities could pay dividends for the balance of the year as well as long into the future.

Have a great sales week!

Productivity Tip: Making your car a mobile office

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Productivity Tip: Making your car a mobile office

One of the keys to efficiency is to make yourself as "mobile" as possible. An increasing number of people are using cell phones that keep them connected to e-mail (smartphones like iPhones or BlackBerry's). This allows them to respond quickly to email requests rather than having to wait to get back to the office before they can respond. This kind of efficiency helps keep us as productive as possible in the field and saves us both time and gasoline (a couple of very perishable resources).

As I work with salespeople, I see another way to assist with productivity by making your car a mobile office. A great way to accomplish this is to create a car kit in a plastic tub that you can keep in your trunk. One of my clients and I recently put a car kit together and we included the following items: extra pads of paper for the portfolio, extra pens, additional business cards, brochures/collateral information, forms, stapler, promotional products, catalogs, pricing sheets, product samples, customer testimonials/reference information, and an extra laptop power cord.

This car kit has already paid a huge dividend to my client. He had what was needed in the trunk of his car, and didn't have to depend on remembering to take "everything" with him on "every" sales call (because it's already in his car). A specific piece of information was requested by the customer during a sales call, and the sales rep was able to get it from his car – rather than having to go back to the office, and schedule a follow-up appointment. The customer was impressed with how well prepared the sales rep was – and awarded him the order on the spot. I know this may sound basic, but we've all probably had to make some extra (and unnecessary) trips along the way. Being as productive as possible, having extra supplies & sales tools with you, and eliminating unnecessary trips – will help your overall efficiency (which in turn should help your sales success).

Have a great sales week!

What annoys you the most about other sales people?

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What annoys you the most about other sales people?

I need your help on this one as I'm in the process of writing my book "How NOT to Sell" and I'm looking for your feedback.

My belief is that sales should be a consultative process where you work with your customer to "solve their problems and fulfill their needs".

When you encounter other sales people, or you're in the customer role, what annoys you about their approach, their process, etc? I think I've captured a good portion of these issues, but I'm sure I've missed a number of these (and probably some priceless gems).

Please either post a response on this blog or contact me directly. Thanks!

Have a great sales week!

What Sales People can learn from Dogs

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What Sales People can learn from Dogs

As a proud dog owner, I can tell you that dogs have two qualities that can be translated into the sales world:

1. Understanding how they can benefit (what's in it for them).
2. An incredible sense of loyalty.

First, dogs seem to always want to know, "what's in it for me"? The opening of a cellophane or plastic bag may signify something different to a dog than to its owner (i.e. potato chips versus doggie treats). They recognize the sound of the crumpling even before they smell the contents. If it's meant for them (or if it's dropped on the floor one too many times, and they think it's theirs) they'll come running. If it's something not intended for them (or they don't like it) they'll continue with their current activity and not pay attention.

Second, the simple fact is that dogs are loyal to the ones who feed them, play with them, and care for them. They'll protect their owners, unconditionally love their owners, and always stand by (or lay down by) their owners.

These qualities can be translated to how sales people should work with the customers:

1. Understand what's important to your customers - and satisfy their needs through benefit-rich applications.
2. Create trust and rapport with your customers - which will translate into long-term loyal relationships.

Want to pick up some Successful Sales Tips? Click here for May 5th workshop info…

Have a great sales week!

Say What?

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Say What?

Just because you said it, doesn't mean they heard it the same way. What you say can be taken different ways from different people. We all listen at different speeds, different levels of intensity, and may have a different uses of specific vocabulary.

Some tips to consider until you know your audience:

• Use generally acceptable language, and avoid "hip slang".
• Use everyday terms as apposed to technical specific or acronyms.
• Begin your speech speed in a neutral (middle of the road) pace, and speed up or slow down as necessary.
• For voice mail - consider spelling your name if it's a challenging one, and repeat your phone number on voice mail (even though people can back-up their voice mail, there could be a cell hiccup and a digit could be missed).
• Consider checking for understanding if you don't get a response or the person is giving you the dog head-cock.
• Each person has different needs or "hot buttons". Consider asking questions before making assumptions.

It's up to us as sales professionals to make our customers feel at ease and speak to them in a similar pace, yet always staying professional.

Want to pick up some Successful Sales Tips? Click here for May 5th workshop info…

Have a great sales week!

What Sales People can learn from Baseball

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What Sales People can learn from Baseball

As Major League Baseball Spring Training draws to a close and we get ready for opening day in April, I wanted to point out something these players share with sales people.

There have been various quotes on this topic throughout the years, but here's my take on this - Baseball is a sport where its players are considered exceptional by averaging a hit in only 3 out of every 10 at-bats (batting opportunities). This means that 7 out of every 10 times the batter fails to get a hit (unless we are talking about sacrifices – which are a very strategic part of the game and a whole different topic).

Also, the baseball league keeps very specific records for each batter - and they're even broken down by who the pitcher is, the type of pitch thrown, the number of outs, and the number of people currently on base.

There are a lot of similarities here that sales people can learn from baseball:

1. In the sales process, you're probably going to hear "no" more than you hear "yes". This is a very common sales statistic, and understand that every "no" is one step closer to a "yes".
2. Make sure you celebrate every "yes".
3. Track your progress throughout the sales process so you can establish your own batting average. Once you understand your average, you can attempt to improve it.
4. Try different approaches to the same situation (and track them) to see if you have better success.
5. You'll have multiple opportunities each day to further your sales efforts – pick yourself up after you strike-out and get ready for the next opportunity.

Want to close more sales? Click here for April 7 workshop info...

Have a great sales week!

The Value of Out-Sourcing

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

The Value of Out-Sourcing

Many of us think we can handle anything that comes our way. There are some things to think about before we take that plunge:

1. Do we have the time?
2. Do we have the knowledge?
3. Do we have the skills?
4. What would we do with the time if we let (or pay) someone else do it?
5. What would the quality of work be if a specialist did it?
6. What revenue could we generate if we stick to our area of specialization?

There are many areas of specialization out there with highly qualified specialists who are trained to assist us. It could be as complex as financial analysis or information technology, or as routine as yard work or janitorial services. The skilled people who perform any of these services have the tools, knowledge, experience, patience, and track-record to be more efficient than we can be performing the same task.

If we're doing it because we like it – that's one thing. For instance some people enjoy washing their car or mowing their lawn – or they find it therapeutic. (It also could be a control thing – not that I would understand that.)

However, when we think we're doing it to save money or feel we can do it better – in many cases this may not be the case. We may suffer when it comes to time and the quality of the work. We also may spend more money fixing our mistakes.

If you can be more productive doing what you do best, consider outsourcing the rest. Sometimes it's as simple as looking at the math – i.e., it may cost me $50, but the job will be done right, and I have the ability to make $75 doing my thing.

You'll be more effective, profitable, and contributing to our economic stimulus/recovery plan.

Ready to close more sales? Click here for details on a very beneficial upcoming Sales Skills workshop on April 7.

Have a great sales week!

What was I thinking?

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What was I thinking?

You have a great thought or idea – and then it's gone. Has this happened to you? It's been happening to me for years (after I hit 40 I guess – I just don't remember).

I seem to have some of my most creative thoughts while driving. Thoughts about how to help my clients, thoughts about potential prospects to contact, potential blog topics, action items, and yes – even some personal issues I need to handle. Let me share with you how I've attempted to deal with this challenge. For years, I have kept a recorder in my car in the driver's door compartment. When I have one of these great ideas, I pick up the recorder (when I'm stopped in traffic) and dictate my thought, and then put the recorder in one of the cup holders of my center console. When I return to my office later in the day, I bring the recorder in with me and play the messages and retrieve some real "pearls of wisdom" I may have forgotten if I had not recorded them. These items can then be placed in my Outlook or CRM for further action.

Applications for this include driving by potential prospect locations and recording the business name, address, and any contact information you may see (for example - from a construction or real estate sign). You may pass a vehicle on the road or a billboard with a message or a phone number that you want to follow-up on later. It's also a great tool for tracking your mileage and miscellaneous expenses.

Note: You have to remember to put the recorder back in your car the next day to take advantage of this tip the next time you're out driving.

Ready to Jump-Start Your Sales? Click here for details on a very beneficial upcoming Sales Skills workshop. Register today, the workshop is March 3.

Have a great sales week!

What Sales People can learn from Surfers

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

What Sales People can learn from Surfers

Watching the waves in the ocean can be mesmerizing. After each wave hits the beach, another one shortly follows. Then you watch the surfers sitting on their boards out beyond where the waves break. They patiently wait for that perfect wave for a great ride to the beach. These waves are few and far between, but when the right one comes the surfers paddle to be in the right position to catch it. Ten, twenty, or even more waves may come and go, before the surfer feels it is the right one.

When there is not a lot of activity in the ocean, surfers need to consider the options below to maximize their surfing effort:

1. Consider getting out into the water earlier, and possibly spending more time out there.
2. Consider riding waves that are a notch below the perfect one, just to keep it going.
3. Consider the surfing options at other beaches, where the conditions may be better.
4. Prepare their equipment to be more effective (wax their boards).

There are a lot of similarities here that sales people can learn from in a challenging economy:

1. Make more sales calls.
2. Work on smaller projects, while keeping an eye out for the big one.
3. Consider prospecting in multiple market segments or new geographic areas.
4. Stay prepared, and always work to keep your sales skills sharp.

Ready to Jump-Start Your Sales? Click here for details on a very beneficial upcoming Sales Skills workshop.

Have a great sales week!

Is it PC to support your sports team?

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Is it PC to support your sports team?

I saw my neighbor a couple of days ago wearing a t-shirt for the "Big Game" and sporting both Cardinals and Steelers logos. He said that he wore it to work, and thought he would keep things neutral and politically correct.

My blog on September 21, 2008 discussed being careful about discussing politics in the workplace or on sales calls. Since we are a week away from the "Big Game", let's take a slightly different direction about discussing how you support your favorite sports team in the workplace or on sales calls.

Bottom line – I say go for it! However, please keep the following in mind:

Supporting your team - You can say positive things about your team, but please resist slamming the opponent (take the high road).

Sharing your views on the street - You can decorate your car with flags, bumper stickers, or have grease pen messages in the window (again take the high road & avoid road-rage). However, if it's a company vehicle – this is definitely the boss's call.

Fashion statement - As far as attire, stay within your company guidelines. For instance don't wear a team t-shirt if your company prohibits t-shirts. Go for a collared team shirt or a lapel pin (or hold out for a dress-down or casual day).

Your world - Banners or pennants in your office/workspace – I think it's great as long as you're prepared to back them up and defend them. Keep this in your own personal space.

Hair fashions and body art – Stay within your company guidelines and your customers' expectations. Consider the temporary alternatives since that hair die, or logo shaved in your head may not work for you weeks after the game. Consult your company guidelines for exposed tattoos, and keep in mind that things may change (i.e. Kobe Bryant and Dale Earnhardt Jr. changed their numbers).

Act with dignity – After the game is over, celebrate with your "teammates" but take the high road with the people that supported the other team. Honestly this is sport (it's a game), it's an escape, and it's also a very lucrative business. However, to some people it will be a traumatic experience, and you don't need to alienate them.

This is all in fun but while on sales calls, you can discuss your team or the upcoming game briefly as an ice breaker. However, concentrate on your business topic - focus on helping people by solving their business problems and fulfilling their business needs. I recognize that successful sellers concentrate on relationship building – but focus on the specifics of their business and… If the person that signs your paycheck (the boss or your customer) supports the "other" team – all bets are off!

Go Cardinals!

Have a great sales week!