13Jul/100

An Entirely Virtual Sales Training Conference

Retention of Top Sales Talent

Here at The Brooks Group, we've been engaged in "Sales Training 2.0" for awhile.

However, I'm particularly looking forward to joining a team of sales experts to offer a virtual sales training program to members of ASTD and others in the sales and learning professions from July 21 - 28, 2010.

For nearly a decade-and-a-half, I've been training salespeople and their managers. And now, I'll be joining a group of impressive experts to contribute specific, tested and proven retention strategies.

I will present a session entitled, Retaining Top Talent. In the session I'll be describing specific strategies sales managers can employ to retain top sales talent.

Let me know if you're interested in hearing more about this great conference!

Participating with a group to provide valuable education has been a passion of mine for a long time and now, to do it entirely online with other well-respected experts, is even more exciting.

See you online!

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3Feb/100

Medical Device & Diagnostic Sales Training and Development Conference

Next week I have the honor and privilege of presenting and moderating at the Device & Diagnostic Sales Training Conference in Phoenix. I will meet and learn from top sales performers in the Medical Device industry.

The theme of the conference, “Maximizing Sales Force Effectiveness in the Device and Diagnostic Industry Through Optimization of Successful Training and Development Methodologies”, is one that has relevance and importance in many industries, not just the healthcare segment. Companies are faced with how to recruit and continue to develop the highest quality sales force in their industry. To help overcome this challenge, many companies have reorganized to build their own in-house sales force effectiveness team.

While this is our core specialty at The Brooks Group, I am inviting comments from anyone who wishes to participate. I am curious about programs, priorities, application and results. What are you experiencing in sales team optimization?

Some of the top device providers in the US will be in attendance, and I am excited to learn of (and share) their success stories and experiences.

For more information: http://www.brooksgroup.com/tbgnews/healthcare-conference.htm

Filed under: News From The Brooks Group No Comments
21Jan/101

Opening the Sale – Because You’ll Never “Close” Without Opening Well

In working with and coaching salespeople, particularly new ones, or untrained ones, I have noticed many stumbling with how to initiate sales calls. Whether “cold” or scheduled appointments, many have difficulty deciding how to open the sales call. Why not simply be honest and express your intentions?

Your prospect/customer knows you’re a salesperson. They are not stupid or naive. Being honest about yourself and your reason for meeting will position you much more favorably. Issue a statement of intention. For example: “Hello. My name is Richard Dickerson with The Brooks Group and the purpose of our appointment is to meet you, get to know you better, share information about our (whatever you sell) and discuss anything you wish to discuss with me.” Or, another way, “Hello, I am Richard Dickerson with The Brooks Group and what I would like to accomplish is to meet you, get to know you better, share information about our (whatever you sell) and discuss anything you wish to discuss with me.”

You have clearly stated a reason for being there, and most importantly, invited dialogue. Remember, they know you are a salesperson. They are more comfortable if they feel no pressure from you. The phrase “and anything you’d like to discuss with me” takes the pressure off them and you. It discloses your wish to have dialogue--a conversation, not a data dump by you the salesperson. Prospects feel threatened by monologue. It’s inconsiderate and self focused. We have to focus on the prospect, and the prospect has to feel that focus to help develop trust in us.

Also, this is not a script; it is a language or methodology for gaining attention and building trust. Use your own words that exemplify the principle. And remember to keep it simple--least amount of words spoken with conviction and confidence that convey clearly and sincerely your interest in your prospect’s or customer’s biggest, most pressing concern.

Your sales results and career will flourish!

Filed under: Professional Selling 1 Comment
24Nov/091

“Closer” vs. “Consultant”

Having sold for many years (some say since the earth cooled!), I’ve always been concerned about the word “close.” While I understand its use, meaning and intent, it still bothers me. It seems so final! And often times a prospect is “closed,” not the sale.

The perception of selling and salespeople varies too often between distasteful and despicable. So why use a word that reinforces those negative perceptions? “Close” means done, end, finished. To some it means “put away,” out of sight, inaccessible. Are those the perceptions we as salespeople want to create? Of course not. But our words embellish our thoughts, actions and mannerisms. Our actions manifest our words and how we’re seen. Want to be seen as a “closer” (finished) or as an advisor (present)?

What if we simply say (and see ourselves) as completing the final step in the selling process of asking for commitment ; becoming a trusted advisor who creates a positive perception. We built trust, we didn’t “close”. We’re not done, we’re beginning a partnership.

Think about it. “Closer” or “Consultant?” Who would you trust ?

Submitted by:
Richard Dickerson

Filed under: Professional Selling 1 Comment
15Oct/094

A Case For The Over 55 Salesperson

I’m hearing, reading and getting more comments about companies not wanting to hire “older” salespeople. No one over 55 is desired for sales because the belief is that “they can’t keep up with the younger generations.” “They are a health insurance liability.” Help me here. How is “keeping up” defined? Since when is energy level a function of age? Agreed, there is some natural slowing physically. But so what? Since when does selling successfully mean only high energy?

Energy level is worthless if you can’t get to work on time and it doesn’t bother you. Style is meaningless if traveling and prospecting is demeaning to you. Urgency is a deterrent if your customer is lower energy. Competitiveness is foreign if you always “won” and got a trophy because you simply showed up! All this behavioral emphasis when other factors are far more important for sales success. Like values, experience and attitudes. Especially attitude! You know those personal skills honed by time.

Oh yeah, you may also hear…“those boomers are not ‘wired’.” “They’re not computer savvy.” Does savvy mean sending endless inane texts so I don’t have to speak to anyone? Is that how relationships are built? Is my value defined in terms of the dexterity of my thumbs?

I have spent extra time becoming more computer proficient and Internet savvy. Many other ‘over 55’ sales professionals and I have embraced electronic marketing, selling, as well as blogging. And, while at times I have felt frustrated and wanted to resort to my “always ready” legal pad, I know success demands I use these tools.

You want speed or rapport? Knowing what to do when is more valuable than behavior. Having well developed values, personal skills, knowledge, and real world involvement is more productive than a fast rookie. Not that rookies should be avoided. However, professional, experienced salespeople should be welcomed and valued also. Especially when they WANT to sell! And CAN! And bring unique value others can’t.

Submitted by:
Richard Dickerson

Filed under: Hiring / Retention 4 Comments
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