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How am I driving?

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

How am I driving?

Recently, I was cutoff in traffic on a busy freeway. I stomped on my brakes and sounded my horn to avoid impact. The response from the other driver was a very unflattering non-verbal finger gesture. As his truck shot past me, I saw a sticker on the back that asked, "How am I driving?"  The sticker also listed his truck number and his company phone number. (I did call the number and report the incident).

We all have probably seen these stickers for years, and viewed them as the company's attempt to share with the public their commitment to safety. Please also consider that your business vehicle is a rolling billboard for your company - and can be a sales tool. Options may include a simple bumper sticker or license plate frame, your company info prominently displayed on your doors, or an entire vehicle wrap. If any of these are used, here is a checklist to keep in mind for your business vehicle:

• Has the driver been trained and tested for driving skills?
• How would the driver's actions reflect your company's image?
• How is the driver’s temperament?
• How does the driver look?
• How is the driver dressed?
• Is the vehicle clean?
• What is the operating condition of the vehicle?
• Are there any objectionable bumper/window stickers?

Keep in mind the old saying "Perception is Reality" - what the public sees on your company vehicle is a direct reflection of your company. So make that perception a great one!

Happy Selling & Happy Halloween!

The Importance of the Fourth Quarter

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

The Importance of the Fourth Quarter

I believe the most important sales quarter of the calendar year is the fourth quarter.

In football, the fourth quarter is the time you need to keep your foot on the accelerator, and not let your competitor get back in the game. As I've stated before, I believe running up the score (with backups) is a good thing.

In sales, the fourth quarter is the one that may determine if you attain bonus levels of your commission plan as you end the year on a high note. Additionally, successful fourth quarter activities help establish the groundwork for a fast start to the new year (in the first quarter). Please don't take things for granted, don't coast or sandbag for next year. Depending on your sales cycle, your results in the first part of next year may be directly dictated by your activities now. So, keep your "pedal to the metal" and run up that score!

Q - So what's my second favorite quarter?

A - The first quarter (just by a slim margin).

Start strong, and end stronger!

Happy Selling!

What Salespeople can learn from the game “Battleship”

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

What Salespeople can learn from the game "Battleship"

No matter how busy a salesperson is currently, a portion of their sales time on a daily or weekly basis needs to be in Business Development. The art of Business Development is a mix of cross-selling & up-selling existing customers, networking, asking for referrals, warm calls, and cold calls. These activities will help pave the way for future business and reduce our dependency on merely surviving on repeat orders from existing customers. Caring for our existing customer base is critical; however, without additional focus on new opportunities we risk losing a chunk of our business revenue by experiencing a customer loss (caused by either a competitive or economic issue).

A client of mine recently told me that he compares Business Development to playing the game "Battleship." While he makes only a few prospecting calls per week in addition his other account management activities, he tries to make a game out of it. If you have played the game, you know that there are many more white pegs for misses than there are red pegs for hits. This is the norm for prospecting as well (especially cold calling). When playing "Battleship," many people utilize some sort of strategy in trying to find their opponent's ships. The single little ship is the most difficult to find (like a big sale). There are several larger ships in the game (which translate into small to mid-sized sales). To win board games, as well to win in Business Development, pre-planning is critical for establishing the foundation for executing an effective strategy. This approach is effective in business, sports, and most importantly, life.  

Overall, you will find blending in some sound Business Development strategy along with your other activities - a winning combination.

Celebrate your successes and have a safe and happy weekend!

Ready to close more sales? Click here for details on my virtual sales coaching packages.

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 $100 doing my thing.

You will be more effective, profitable, and as a bonus you will be contributing to our economy.

Have a great sales day!

Ready to close more sales? Click here for details on my virtual sales coaching packages.

Ever peel your banana from the bottom?

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

Ever peel your banana from the bottom?

Like most people, most of the time, I peel bananas from the stem at the top. Every once in a while, you get that stubborn stem – the one that breaks off, the one that's not ripe, the one that's too ripe, or the one that defies nature and just isn't there.

You have 3 choices when this happens to you (and it's only banana remaining in the bowl):

1. Fight with the banana, and attempt to win the battle. This may involve demonstrating some patience to work with the problem. Or, you can use a tool to assist your efforts (like a knife).

2. Step away from the banana, and try it again another day. You avoid the situation today, but the problem will still exist later.

3. Try peeling the banana from the bottom. This involves creativity and being open to change. (I heard about this approach from an acquaintance, and just laughed it off.)

Then it recently happened… I encountered a challenging banana stem. So, I opted for option 3 above (instead of the usual option 1). It worked - it was a successful peel!

This methodology could be applied to making sales calls (especially during COVID). Every once in a while, change it up and try something different. Add another approach to a prospecting call, a data gathering question, or proposing a benefit or solution. We can never have enough sales tools in our sales toolbox.

Please check out my new Individual Sales Coaching Packages.

Have a Successful Sales Day, Stay Safe & "Bottoms Up!"

Things are not always as they appear

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

Things are not always as they appear

Sometimes things are not always as they seem. I usually believe that your perception is your reality. However, timing is truly everything. Have you ever seen or heard something, and thought (or said) "what’s up with that?" Sometimes, you just need to pause, or gather more information before you react (in both business and casual conversations). This happens more than you may think - case in point:

In February, 2010 at the Phoenix Open, it was reported that Ian Poulter (a British Golfer) directed an "obscene finger gesture" towards the crowded gallery on the golf tournament's rowdy 16^th hole - after the crowd began chanting U-S-A, U-S-A!

It appeared that the golfer was wondering why the crowd was "taunting" him.

It also appeared that the Phoenix Open crowd was wondering why the golfer had "gestured" at them.

As is turned out, the crowd's chant had nothing to do with Poulter and was merely a coincidence. The cheers at that moment were actually in response to the USA Hockey Team scoring during their Olympic gold-medal game with Canada.

The golfer did not realize the USA-Canada game was in progress, and most of the people in the gallery did not think of Poulter as British, just merely a golfer.

How many times in sales (or other business) situations have things been misinterpreted causing regrettable results?

Timing is everything, and sometimes the only thing!

Have a great sales day!

Avoid the Slimy Approach to Sales

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

Avoid the Slimy Approach to Sales

Effective consultative sales is about solving customer problems and fulfilling customer needs. During the prospecting stage of the sales process, we are trying to get the attention of a potential customer to see there may be mutual interest. The goal of prospecting is to move to the next step of your sales process (professionally and with integrity).

Based on my survey through social media, the slimy approaches below received the most chatter:

1. Using the saying "wait there’s more." It's amazing this is still being used on sales calls - it's bad enough on info-mercials.
2. Sending the same e-mail over and over again.
3. Phone stalking by calling multiple times per day and not leaving messages.
4. Sending mis-leading mail packages (i.e. using fake overnight delivery or fake government-looking envelopes).
5. Leaving mis-leading phone messages (i.e. like you know the person or calling under false pretenses).

Bottom line – take the high road! Focus on the real business reasons that you can help your customers in a professional (non-cheesy) way. It will lead to a better sales experience for you and the prospect, and you will be doing your share to get slime out of the sales profession!

Happy Selling!

Five Effective Tips for Working Remote

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

Five Effective Tips for Working Remote

1.  Create a permanent work-space

Determine a work area that you can refer to as "your office" with a desk and desk chair. I strongly recommend that you don't work from the kitchen table unless there is no alternative and you live alone. Working from the table may lead to more distractions as well as closer proximity to the refrigerator (more on this later). Don't work from your sofa and coffee table. The sofa is probably too comfy and the work angles with the coffee table are not ergonomically ideal. Using a spare room is the best situation. When you're in the office, your family knows it's work time. If you're on the phone or can't be disturbed, close your door to advise family members to hold the noise down. In our current environment, people expect to hear some background noises or dogs barking – but we can at least try to minimize it. Creating a separate office work-space also enhances work/life balance on your off time.

2.  Have the right tools and setup

It all starts with a great internet connection. If possible, have your modem and router in your office. I recommend using a headset for phone calling as opposed to using your speaker phone. You may want to invest in a larger monitor and separate keyboard if you're working from a laptop. Have any reference material you may need for your job easily accessible from your desk. If you work with a team, use calendar sharing applications.  For video conferencing, you may not like the camera angle from your laptop so consider a stand-alone camera. Make sure your background is conducive for conducting video calls. Important note: Let other family members know when you’re on a video teleconference; I've heard many embarrassing stories about family members who didn't know they were captured on video.

3.  Establish work hours

Whether it's 8:00 a.m. to 5:00 p.m. or splitting your work hours up into a couple of time blocks for family needs, this can help build a routine for you to complete your work. If your job supports a different time zone, you can work those hours. Either way, think of the time you save from not commuting. Make sure you schedule a lunch break as well as some other breaks throughout the day. Limit your trips to the refrigerator to your break times. Consider creating a morning routine to prep for work, like you were commuting to the company office. Be dressed accordingly, especially if a last-minute video teleconference comes up.

4.  Time blocking

Even if you work alone, time blocking on your calendar is a great way to maximize the chances of your work being completed. This could be time for prospecting calls (using the most productive call times for the time zones you're calling into), as well as administrative tasks that need to be done (during the least productive times). As mentioned earlier, you can block time for a lunch break to eat and take a walk.

5.  Stay social

If most of your work is internet or email based, pick up the phone and call a co-worker from time-to-time. Make some personal calls on your breaks or have a video coffee break with a friend. Working remote can be lonely, and this tip can put a smile on your face which will improve your well-being in addition to your productivity.

Have a productive sales week!

Be careful with politics on sales calls

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

Be careful with politics on sales calls

As we are amid the election season, I thought it's time for a reminder that political opinions and conversations should have no place in your sales conversations. These very personal issues can create tension between you and your customer and may possibly derail your sales efforts.

You have probably already experienced some situations where you have had to decide on the correct approach or response. Let's discuss a few examples:

You've called upon your client and noticed campaign literature in the office. There's a possibility it may not be their personal work area, or their personal view.  Avoid this conversation.

You received a political e-mail (you may have agreed or disagreed with the content). My advice is to not comment and keep your personal political views to yourself. As an additional note - don't forward these controversial messages to others (in or out of your business circle) from your business e-mail address.

You have considered placing a bumper sticker on your car supporting your candidate. If your vehicle is used for or during company business, you run the risk of alienating your customers – my recommendation is "just don't go there."

For business owners, I suggest a policy of prohibiting clothing/apparel supporting a candidate, or conversation on the work premises that could make other employees feel uncomfortable with their workplace. Keep the focus on providing excellent customer support (which benefits all employees).

Elections and politics in general can create situations that may be uncomfortable for you and your clients. While on sales calls, stay on your business topic and 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 avoid politics).

Happy Selling!

OMG - There’s only 11 months left in 2020!

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

OMG - There's only 11 months left in 2020!

Shake those holiday cobwebs away and ask yourself how you're doing so far in the new year. There are only 11 full months left in the sales year for 2020 (8% of the year has already past). So, if you're not on track now – let's fix it.

Goal setting is important (and hopefully your goals are set for the year). However, it's important to focus on your sub-goals and activities to reach those annual goals. Exceeding sales revenue targets are the most important results to focus on, but the activities to get there also need attention. These targets could be monthly, weekly, or even daily to make sure you obtain the longer term goals. One of my favorite terms is to "chunk it down." An example of "chunking it down" is to say that contacting 1000 new prospects in 2020 equates to only 4 per day.

Generally, I suggest setting and monitoring activity goals on a weekly basis, so these important components of your sales process are in smaller and more attainable numbers. Depending on the type of activity, focus your efforts in the more productive times of the day (or days of the week). For example, in some industries, phone calls may have a higher success rate on Tuesday, Wednesday or Thursday. If you make these calls throughout the week, you won’t find yourself scrambling on Friday afternoon trying to do a week's worth of activities (in what could be a less productive time-frame).

Keep track of your results (a great way to calculate your success rates), and celebrate each step of moving your sales process forward. Short term wins lead to long term success.

If you need some tracking forms, please let me know.

Have a great weekend, and a great start to your next sales week!