"the top of your game performance concept ... real competitors only, please" -
It's hard to define success, certainly in business, especially in sales Success is often about metrics - sales made, revenue generated, goals achieved, profitability - but it's much more about personal performance and the satisfaction it brings to life. Real success comes when we're playing and performing at the very top of our personal game!
For salespeople who strive to be world-class -- to win the position of the clear market leader -- sales is a PROFESSIONAL SPORT. It's interesting to see how many top performers were once serious athletes ...and still are real competitors. In the world of business, sales is the only job in which the players win or lose. Every day brings a new game and a new opportunity for victory. Pity the poor souls who simply go to work each day and do a job! The great performers in sales live for each day's game!
In world-class competition the difference between first and last is often measured in inches or hundredths and thousanths of seconds. A true competitor strives to perform at the absolute peak of his or her potential ... and then stretches for a bit more. The same is true in world-class selling.The difference is that our "currency" is not our strength or agility; it is Knowledge and our ability to use it to create competitive and customer advantage.
In Selling, what you KNOW is more important than what you DO. Why? Because it's what you know that determines what you do ... and sets the likelihood of success of any sales or customer relationship effort.
Like any sport, there are those who elect to play at the world-class level and make the personal committment and investment necessary. Playing at the top of their personal game is a fundamental life strategy that permeates every endeavor, every aspect of their lives. Does this describe you?
The "Top of Your Game Performance" (TYGP) concept was created for world-class sales athletes ... for those of you driven to perform at your absolute best ... and then to stretch for more ... who understand "the power of KNOW". Visit us at www.powerofknow.com
REAL COMPETITORS ONLY PLEASE ... participants in the game of selling need not apply
22.12.03
11.12.03
IS E-LEARNING IN YOUR FUTURE?
IS E-LEARNING IN YOUR FUTURE?
Way back in the old days (?), say around 1979 or so, the big "buzz" in sales training was CBT, or Computer Based Training. It was going to revolutionize and take over the training world. Live instructors would be a thing of the past as folks embraced the wonder of "self-directed training". It didn't, they weren't, and folks didn't. Somehow reading text and answering test questions on a computer screen for 3 or 4 hours wasn't exactly a compelling "value proposition" for most people. Big surprise.
"But the technology is so new and cool!", shouted the '80's techies. "We don't care," cried the salespeople!
CBT has evolved and, as is typical with anything that didn't catch on right away, has gone through several name changes. We've called it "web training" or "distance learning" or now "E-Learning". The good news is that today's E-Learning doesn't much look like Grandpa's CBT ... and probably is in your future if it's not already!
Ask Rick Humphress, CEO of Top Of Your Game Performance LLC, an Annapolis-based e-learning company, about it. According to Rick, e-learning has truly evolved. Their courses and programs rely on sophisticated, interactive multimedia (video and audio) integrated with "expert systems technology" such as powerful selling, planning, and analytical tools. Courses can be taken on-line, downloaded to a user's PC, for anytime use, or even run on a Pocket PC handheld.
"Taking a course via e-learning today isn't about 'training' as we've thought of it in the past; it's about being able to access the exact skills, knowledge, and tools you need exactly when you need them to be successful," said Humphress, "and that's a powerful value proposition ."
According to Don Legere, COO of Top of Your Game Performance, "think of 21st Century Sales Training as a triangle. The three corners are 'Live Training', 'Conferencing', and 'E-Learning'. There's nothing wrong with live training - in fact, there's nothing better but it's just not always practical or cost effective. Web conferencing is a new training component that, when used an a on-going support component of live programs, is proving to be extremely effective. Add continuous and 'just-in-time' e-learning to the equation and you've now created a powerful 'knowledge delivery system'. We firmly believe this will become a fundamental and critical business strategy for the most successful sales organizations of any size!"
Take a free test drive of TYGP courseware at http://products.icsmultimedia.com/products
Way back in the old days (?), say around 1979 or so, the big "buzz" in sales training was CBT, or Computer Based Training. It was going to revolutionize and take over the training world. Live instructors would be a thing of the past as folks embraced the wonder of "self-directed training". It didn't, they weren't, and folks didn't. Somehow reading text and answering test questions on a computer screen for 3 or 4 hours wasn't exactly a compelling "value proposition" for most people. Big surprise.
"But the technology is so new and cool!", shouted the '80's techies. "We don't care," cried the salespeople!
CBT has evolved and, as is typical with anything that didn't catch on right away, has gone through several name changes. We've called it "web training" or "distance learning" or now "E-Learning". The good news is that today's E-Learning doesn't much look like Grandpa's CBT ... and probably is in your future if it's not already!
Ask Rick Humphress, CEO of Top Of Your Game Performance LLC, an Annapolis-based e-learning company, about it. According to Rick, e-learning has truly evolved. Their courses and programs rely on sophisticated, interactive multimedia (video and audio) integrated with "expert systems technology" such as powerful selling, planning, and analytical tools. Courses can be taken on-line, downloaded to a user's PC, for anytime use, or even run on a Pocket PC handheld.
"Taking a course via e-learning today isn't about 'training' as we've thought of it in the past; it's about being able to access the exact skills, knowledge, and tools you need exactly when you need them to be successful," said Humphress, "and that's a powerful value proposition ."
According to Don Legere, COO of Top of Your Game Performance, "think of 21st Century Sales Training as a triangle. The three corners are 'Live Training', 'Conferencing', and 'E-Learning'. There's nothing wrong with live training - in fact, there's nothing better but it's just not always practical or cost effective. Web conferencing is a new training component that, when used an a on-going support component of live programs, is proving to be extremely effective. Add continuous and 'just-in-time' e-learning to the equation and you've now created a powerful 'knowledge delivery system'. We firmly believe this will become a fundamental and critical business strategy for the most successful sales organizations of any size!"
Take a free test drive of TYGP courseware at http://products.icsmultimedia.com/products
10.12.03
THE MOST IMPORTANT QUESTION!
The Most Important Question You Can Ask Your Customer! - - tim mcmahon
Salespeople ask their customers a lot of questions. Is there one question that a "value seller" should always ask?
Try this one out: "Mr/Ms Customer, of all the vendors and suppliers you work with (not just my product), who is your favorite or the one whose relationship you most value? What is it that they do that makes them so valuable?"
Okay, technically that's two questions, but you get the idea. If I want to become a most valuable supplier to my customer I need to find out how to do that. Chances are your customer has plenty of experience with vendors and knows what they like and what they don't. By asking the "value question" this way you'll get an honest answer from your customer that won't feel like a customer demand or part of the sale negotiation.
Most importantly, it's a positive, customer-centric selling approach. And then you can work on becoming your customer's new favorite supplier!
Salespeople ask their customers a lot of questions. Is there one question that a "value seller" should always ask?
Try this one out: "Mr/Ms Customer, of all the vendors and suppliers you work with (not just my product), who is your favorite or the one whose relationship you most value? What is it that they do that makes them so valuable?"
Okay, technically that's two questions, but you get the idea. If I want to become a most valuable supplier to my customer I need to find out how to do that. Chances are your customer has plenty of experience with vendors and knows what they like and what they don't. By asking the "value question" this way you'll get an honest answer from your customer that won't feel like a customer demand or part of the sale negotiation.
Most importantly, it's a positive, customer-centric selling approach. And then you can work on becoming your customer's new favorite supplier!
8.12.03
SHOULD I SEND HOLIDAY CARDS THIS YEAR?
SHOULD I SEND HOLIDAY CARDS THIS YEAR? - tim mcmahon
How much customer value is there created by sending a personalized holiday card? How about a thank you note after a sale or even a sales call or meeting? Or maybe an occasional "check in" email to a customer or prospect who you have not talked to in some time (even if there's not an immediate opportunity for a sale)? Do these things really build all that much value in the mind of a customer? Are they worth the time?
Consider that today everyone is talking about Value and how they're committed to delivering it (in some form or another) to their customers. There's a lot of lip service - and a few empty promises - paid to Customer Value. As the best salespeople know, however, "Value is in the sales rep!". In other words, value will only be created and delivered if the salesperson truly cares about it. And to put it still another way ... value will only be created when the sales rep cares about the success of the customer!
Sometimes the little things we do for our customers and prospects - although they don't seem to mean much by themselves - add up to big selling results ... if only because they tell the customer that we're interested and we CARE. And CARE may be the most important ingredient in our value offerings.
How much customer value is there created by sending a personalized holiday card? How about a thank you note after a sale or even a sales call or meeting? Or maybe an occasional "check in" email to a customer or prospect who you have not talked to in some time (even if there's not an immediate opportunity for a sale)? Do these things really build all that much value in the mind of a customer? Are they worth the time?
Consider that today everyone is talking about Value and how they're committed to delivering it (in some form or another) to their customers. There's a lot of lip service - and a few empty promises - paid to Customer Value. As the best salespeople know, however, "Value is in the sales rep!". In other words, value will only be created and delivered if the salesperson truly cares about it. And to put it still another way ... value will only be created when the sales rep cares about the success of the customer!
Sometimes the little things we do for our customers and prospects - although they don't seem to mean much by themselves - add up to big selling results ... if only because they tell the customer that we're interested and we CARE. And CARE may be the most important ingredient in our value offerings.
4.12.03
TECHNOLOGY-OLOGY
Technology-ology -- by tim mcmahon
Okay, I made the term up. I admit it. It was because I was thinking about how much - or how little - most of us really know about technology. The pace of technology growth continues faster than any one person can possible keep up with. As for understanding it ... well, forget that. It occurred to me that with every day that goes by I actually understand less about how the world around me works. Given enough time, many will understand nothing, a few will have deep understandings of a few things, and no one will understand everything. Comforting thought ...
I bought a Pocket PC yesterday. Amazing product, brilliant design. It KNOWS things. It knows, for example, when it can connect to the internet (a nearby wireless network) or when a "compatible" device is walking by and wants to connect/converse. I can load it so full of programs, resources and links that it will soon know more than I do. I don't mind ... unless of course it decides to take over! (Seriously, I do know that machines can't take over the world ... at least I'm reasonably sure they can't.)
I don't think that it matters that much if we can master the technology itself. I suspect, however, that the eventual definition of business success will be those who have learned how to master and manage the vast new "ology" (the knowledge) within the technology.
Okay, I made the term up. I admit it. It was because I was thinking about how much - or how little - most of us really know about technology. The pace of technology growth continues faster than any one person can possible keep up with. As for understanding it ... well, forget that. It occurred to me that with every day that goes by I actually understand less about how the world around me works. Given enough time, many will understand nothing, a few will have deep understandings of a few things, and no one will understand everything. Comforting thought ...
I bought a Pocket PC yesterday. Amazing product, brilliant design. It KNOWS things. It knows, for example, when it can connect to the internet (a nearby wireless network) or when a "compatible" device is walking by and wants to connect/converse. I can load it so full of programs, resources and links that it will soon know more than I do. I don't mind ... unless of course it decides to take over! (Seriously, I do know that machines can't take over the world ... at least I'm reasonably sure they can't.)
I don't think that it matters that much if we can master the technology itself. I suspect, however, that the eventual definition of business success will be those who have learned how to master and manage the vast new "ology" (the knowledge) within the technology.
2.12.03
OLD DOGS KNOW THE BEST TRICKS!
Old Dogs Know Lots More Tricks! -- tim mcmahon
I got a call the other day from a fellow I know who's been a sales rep for a lot of years. His company was bought out and he and the entire sales force were laid off. Tom's in his mid 50's and he's really worried about finding a new sales position. "Who's going to want to hire a guy my age? Everybody wants to hire the young guys!"
My Dad was a salesman his entire life. He "retired" in his late 60's and immediately started a second completely unrelated sales career with a local financial institution ... selling home mortgages. (Whether this was due to his love of selling or my mother desperately wanting him out of the house is still up for debate, but anyway ...) The bank that hired him was a little concerned, also thinking that sales was a young man's game. They wondered if he would have the drive and energy (and endurance) the job demanded. But in the years that followed he was consistently their #1 top producer and never failed to bring home a six-figure income.
"Who knew you had all that energy?" I once said to him, laughing. But his reply was, "I don't have half the energy of those young guys and I only work about half as much as they do". "So what's your secret," I asked.
"Everybody else runs from real estate agency to real estate agency dropping off their mortgage rate sheets because they think the mortgage rate is what the agencies care about. I spend my time with the brokers and agency owners to show them how I can help them get more mortgage applications approved and have more sales close successfully for them. That's what the brokers really value and that's why the brokers send all their mortgage applications to me instead of the other guy. It makes my job pretty easy, really."
Dad knew something pretty important: the ability to create customer value is the secret of selling ... and it only gets better with age and experience. He passed on a few years ago in his mid-70's, still selling every day. He always planned to write his own book on sales ... he was just too busy closing deals to ever get around to finishing it.
I got a call the other day from a fellow I know who's been a sales rep for a lot of years. His company was bought out and he and the entire sales force were laid off. Tom's in his mid 50's and he's really worried about finding a new sales position. "Who's going to want to hire a guy my age? Everybody wants to hire the young guys!"
My Dad was a salesman his entire life. He "retired" in his late 60's and immediately started a second completely unrelated sales career with a local financial institution ... selling home mortgages. (Whether this was due to his love of selling or my mother desperately wanting him out of the house is still up for debate, but anyway ...) The bank that hired him was a little concerned, also thinking that sales was a young man's game. They wondered if he would have the drive and energy (and endurance) the job demanded. But in the years that followed he was consistently their #1 top producer and never failed to bring home a six-figure income.
"Who knew you had all that energy?" I once said to him, laughing. But his reply was, "I don't have half the energy of those young guys and I only work about half as much as they do". "So what's your secret," I asked.
"Everybody else runs from real estate agency to real estate agency dropping off their mortgage rate sheets because they think the mortgage rate is what the agencies care about. I spend my time with the brokers and agency owners to show them how I can help them get more mortgage applications approved and have more sales close successfully for them. That's what the brokers really value and that's why the brokers send all their mortgage applications to me instead of the other guy. It makes my job pretty easy, really."
Dad knew something pretty important: the ability to create customer value is the secret of selling ... and it only gets better with age and experience. He passed on a few years ago in his mid-70's, still selling every day. He always planned to write his own book on sales ... he was just too busy closing deals to ever get around to finishing it.
Subscribe to:
Posts (Atom)