Tired of Losing on Price? Start Winning on Value!
April 6, 2012
SAMURAI SPRING SALES MASTERY 1/2 DAY WORKSHOP
Wed., Apr. 18, 2012 – Chicago, IL
DePaul O’Hare Campus, 8770 Bryn Mawr Ave
8:30 am to 12:00pm
Tue., Apr.24, 2012 – Chicago, IL
Amata Offices, 150 N Michigan Ave, 28th Floor
8:30am to 12:00pm
Tues., May 1, 2012 – Naperville, IL
Amata Offices, 2135 CityGate Ln
8:30am to 12:00pm
Chicago Sales Training Workshop Video
Workshop includes:
- Training manual
- “Put the Wind Back in Your Sales” authored by Dan Kreutzer $15.99 value
You will learn:
- Improve your close ratio
- Develop an effective sales process
- Generate more qualified prospects
- Sell based on value not price
- Create raving evangelists from your current clients
- Build business by meeting the real needs of your clients and becoming a trusted partner
ADDITIONAL BENEFITS / PRICING
- Group discounts available
- 100% credit towards any regular 2012 Samurai program
- Corporate discounts and in-house programs also available
Samurai Sales Training – The Stall
March 5, 2012
The Stall. The prospect doesn’t want to say no, and definitely doesn’t want to say yes. “Sara” may see great value in your knowledge. Ideas are sound, pragmatic and logical. She has experienced value in your ideas. She wants you to remain engaged – but not contractually. Or she may not be in a position to say yes. At least not now.
You are seeking an answer on a proposal. The company has been on your prospect list, with a high ranking to become a client. Your company’s Vice President of Sales is impressed with your list of quality prospects, but remarks about the staleness of some. You reassure the VP that it’s just a matter of time before she becomes a client. The perception is the “reality,” but the reality may be painful.
The Stall. You won’t admit the truth to yourself. She won’t sign the check.
Anyone in sales or part of the business development process has experienced The Stall. You place a phone call to “Sara” and leave a message. No return call. Five days later you call again. Voice mail and no return call. Weeks pass then months. Calls, voice mail, no return call. You might have even got lucky. An email. “Sorry I keep missing your calls. I’ve been busy. I have one quick question, what would you do in this (insert situation)?”
You respond via email. Or worse, call and leave your answer on voice mail. Nothing. So ask yourself one question, is this prospect dead?
We’ve identified the first Stall. Missing in Action. You’re newest, closest friend up to the point of presenting a formal proposal. The second? Tomorrow, tomorrow, I’ll sign it tomorrow… “I can’t execute on your proposal today. It’s in the budget and on target to move forward in Q3. Definitely call me mid July.”
Finally, something else. “We didn’t hit our numbers this quarter. But our sales team has assured me we have a number of prospects that will close by the end of next quarter. I’m confident since many have been in negotiations for over six months…”
So what should you do? First put an expiration date in your proposal. Almost nothing is worse than having a client accept a proposal with dated information, last year’s pricing, services no longer offered. “Bob, I have great and bad news. Samurai Tool & Die finally accepted our proposal. Unfortunately, it is for product we no longer carry and the pricing is at 60% of current market.”
Second understand that a Stall is a no. In the future the suspect may again become a prospect then a client, but an elongated Stall is a no.
Third, preempt the Stall. When giving the prospect the opportunity to buy now, emphasize the need to take action immediately. Ask if there is anything the prospect can foresee to prevent her from moving forward. Raise a number of possible situations and determine if these will cause delays.
Emphasize the absolute need to maintain an active conversation. And as you remain hopeful that the check will be signed tomorrow, send an occasional email with non-proposal information that you believe would be of interest to the prospect
Next, get real about who is and isn’t a prospect. Go through your CRM and eliminate the false hope of a lengthy and inactive prospect list. Finally, to share Sensei Robert Lambert’s favorite Samurai adage, “Empty your head trash!” Politely let the prospect know it’s over.
“I’ve left a number of messages and obviously internal, corporate dynamics are preventing you from moving forward (its not your fault). My experience tells me that when communication wanes, a prospect either can’t or won’t for other reasons move forward (I understand, we can still be friends). So, I will go ahead and close your file (you’re off the hook). If you want to reactivate our proposal, please do not hesitate to call me (I’m still here for you if you need me).”
In my second “Black Belt” session, Sensei Dan Kreutzer, of the Samurai Business Group, led the group discussion on handling The Stall. The “Black Belt” program is a forum for Samurai Sales Mastery graduates to discuss problems and discover solutions to everyday business development issues. Together we share ideas and experiences with other graduates; and seek guidance from the Sensei.
To further discuss how to best manage The Stall,” contact either Dan Kreutzer or Robert Lambert or visit the Samurai Business Group website.
Spencer Maus, of SpencerConnect, is a senior-level, public relations executive. Samurai Business Group is a client and providing compensation to SpencerConnect.
Samurai Sales Training – Are You Disciplined to Succeed?
November 21, 2011
DISCIPLINE
Mirriam-Webster defines discipline as a noun, “training that corrects, molds, or perfects the mental faculties or moral character: orderly or prescribed conduct or pattern of behavior: self-control.” As a verb, “to train or develop by instruction and exercise especially in self-control.” Self Discipline, “correction or regulation of oneself for the sake of improvement.”
Warrior Views wrote in an article discussing the Samurai, “The Samurai conduct all their day-to-day activities with a high level of discipline.”
In their writings, Dan Kreutzer and Robert Lambert paraphrased the Code of Bushido, “If you want people to deeply trust you have to be disciplined…You can’t fake it!”
Like everyone, I try, I really try. But workout regimens, diets, etc tend to fall victim to short term temptations. “You’re going where, when? I can skip my training for one night.” “Wow, look at that cake. My niece baked it. I can’t disappoint my niece.”
The first step our Senseis had us take was to grade ourselves as being disciplined. My scores – not good, not bad, but not good. Step two, plan to be disciplined. There are rewards. It gets you through the lows, the peaks and valleys. It becomes easier to make decisions, see and take advantage of opportunities, keep one’s word.
When discipline is served, one is able to maintain focus, doing what needs to be done and not done, confidence and vision, be consistent and make decisions. And, keep one’s word.
OK smart guys, how? First have a personal, activity plan. The Samurai Business Group provided the forms and scoring system for tracking progress, success and non-success (someone once said to me, “Success is never certain, failure never final). The forms are outstanding and testing.
The forms visually demonstrate if you are traveling the road to success. The “leading indicators,” which tell you if you are moving forward or standing still, are old school. How many prospects have you developed; how many discovery calls; how many sales cycles are moving forward; and how many proposals are being considered.
But the mind can play the wonderful trick of self justification. “OK, I’m a little short, but the economy sucks. I’ll do better next week. I’m really good at what I do. I just need a few more speaking gigs and networking events.” Don’t believe your own propaganda.
This was an enlightening session. And contained more information than what can be included in one blog. With that said, let me leave you with something shared by Richard Berroa in “The Realgogetter Blog,” The Precepts of the Samurai (samurai no kokoroe), a modern variation on a historical philosophy:
“Know yourself. (Jiko o shiru koto) Always follow through on commitments. (Jibun no kimeta koto wa saigo made kikko suru koto) Respect everyone. (Ikanaru hito demo sonke suru koto) Hold strong convictions that cannot be altered by your circumstances. (Kankyo ni sayu sarenai tsuyoi shinnen o motsu koto) Don’t make an enemy of yourself. (Mizu kara teki o tsukuranai koto)
“Live without regrets. (Koto ni oite kokaisezu) Be certain to make a good first impression. (Hito to no deai o taisetsu ni suru koto) Don’t cling to the past. (Miren o motanai koto) Never break a promise. (Yakusoku o yaburanai koto) Don’t depend on other people. (Hito ni tayoranai koto) Don’t speak ill of others. (Hito o onshitsu shinai koto).
“Don’t be afraid of anything. (Ikanaku koto ni oite mo osorenai koto) Respect the opinions of others. (Hito no iken o soncho suru koto) Have compassion and understanding for everyone. (Hito ni taishite omoiyari o motsu koto) Don’t be impetuous. (karuhazumi ni koto o okosanai koto) Even little things must be attended to. (Chiisa na koto demo taisetsu ni suru koto) Never forget to be appreciative. (Kansha no kimochi o wasurenai koto) Make a desperate effort. (Issho kenmei monogoto o suru koto)
“Have a plan for your life. (Jinsei no mokuhyo o sadameru koto) Never lose your ‘Beginner’s Spirit. (Shoshin o wasurubekarazaru koto)
“Saigo made eizoku suru – persist to the end. This one has special meaning to me. I look at this in this way ‘to persist is to conquer.’”
*The Samurai precepts are from written by Kristen Kyle.
For further details on “Discipline,” contact either Dan Kreutzer or Robert Lambert or visit the Samurai Business Group website.
Spencer Maus, of SpencerConnect, is a senior-level, public relations executive. Samurai Business Group is a client and providing compensation to SpencerConnect
Samurai Executive Leaders Guild Inaugural Event Webinar
September 20, 2010
Making the Most of the SELG Inaugural Event
Samurai Executive Leaders Guild provides an exclusive opportunity for business-to-business owners and executives to meet their peers for an exchange of knowledge, ideas, contacts and skill development that forward their business interests.
Making the Most of the SELG Inaugural Event
Date:Thursday, September 30, 2010
Time:8:00 AM – 9:00 AM CDT
After registering you will receive a confirmation email containing information about joining the Webinar.
Date: Thursday, September 30 2010
Join us for a Webinar on September 30!
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