Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

New Thinking = New Results

Maybe it's time to take a different approach.   Maybe we need to seriously analyze our sales thinking so we can identify why we're not making more sales. Take a look at the table below and think about your current selling mindset. How would your selling behaviors change if you changed your sales thinking?

Traditional Sales Mindset Vs Maverick's Mindset

1.       Always deliver a strong sales pitch. Vs  Stop the sales pitch -- and start a conversation.

2.       Your central objective is always to close the sale. Vs  Your central goal is always to discover whether you and your potential client are a good fit

3.       When you lose a sale, it's usually at the end of the sales process. Vs When you lose a sale, it's usually right at the beginning of the sales process.

4.       Rejection is a normal part of selling. Vs  Sales pressure is the only cause of rejection. Rejection should never happen.

5.       Keep chasing every potential client until you get a yes or a no. Vs  Never chase a potential client -- you'll only trigger more sales pressure.

6.       When a prospect offers objections, challenge and/or counter them. Vs  When a potential client offers objections, uncover the truth behind them.

7.       If a potential client challenges the value of your product or service, you must defend yourself and explain the value. Vs Never defend yourself or what you have to offer -- it only creates more sales pressure.

Let's take a closer look at these central Maverick concepts so you can begin to open up your current sales thinking and become more effective in your selling activities:

1) Stop the sales pitch -- and start a conversation.

When you call someone, avoid making a mini-presentation about yourself, your company, and what you have to offer.   Start with an opening conversational phrase that focuses on a specific problem that your product or service solves.   If you don't know what this is, ask your current customers why they purchased your solution.   One example of an opening phrase might be, "I'm just calling to see if you'd be open to some different ideas related to increasing the opportunities and possibilities for your home.   Notice that you are not pitching your solution with this opening phrase.

2) Your central goal is always to discover whether you and your potential client are a good fit.

Let go of trying to "close the sale" or "get the appointment"-- and you will discover that you don't have to take responsibility for moving the sales process forward. If you simply focus your conversation on problems that you can help potential clients solve, and if you don't jump the gun by trying to move the sales process forward, you will find that potential clients will actually bring you into their buying process.

3) When you lose a sale, client, or listing opportunity, it's usually right at the beginning of the sales process.

If you believe that you lose sales because you make a mistake at the end of the process, take a look back at how you began the relationship. Did you start with a presentation?   Did you use traditional sales language like, "We have a listing campaign that I believe you really need" or "Others in your neighborhood have listed with us, so you should consider it as well"?

When you use traditional sales language, potential clients can't help but label you with the negative stereotype of "salesperson." This makes it almost impossible for them to relate to you from a position of trust. And if trust isn't established at the outset, honest communication about the problems they're trying to solve, and how you might be able to help them, becomes impossible too.

4) Sales pressure is the only cause of rejection. Rejection should never happen.

Rejection happens for only one reason:   Something you said, as subtle as it might have been, triggered a defensive reaction from your potential client.   Yes, something you said.   To eliminate rejection, simply shift your mindset so that you give up the hidden agenda of hoping to make a sale.   Instead, everything you say and do should stem from the basic mindset that you are there to help potential clients.  

5) Never chase a potential client--you'll only trigger more sales pressure.

"Chasing" potential clients has always been considered normal and necessary, but it's rooted in the macho selling image that, "If you don't keep chasing, it means you're giving up -- and that means you're a failure."   This is dead wrong!   Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6) When a potential client offers objections, uncover the truth behind them.

Most traditional sales programs spend a lot of time focusing on "overcoming objections." These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, "We haven't made up our minds,"  "Please just send me information in your services," or "Call me in a few months," do you think you're hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?

Rather than trying to counter objections, you can uncover the truth by replying, "That's not a problem" -- no matter what clients are "objecting" to -- and then using gentle, dignified language that invites them to reveal the truth about their situation.

7) Never defend yourself or what you have to offer -- it only creates more sales pressure.

When a potential client says, "Why should I choose you over your competition?," your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client's mind at that point?

Something like, "This 'salesperson' is trying to sell me on why what they have to offer is better, but I hate feeling as if I'm being sold."   Rather than defending yourself, try suggesting that you aren't going to try to convince them of anything because that would only create sales pressure.   Instead, ask them about the key problems that they are trying to solve, and then explore how your service might solve those problems --without ever trying to persuade.. Let potential clients feel that they can choose you without feeling "sold."

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural Maverick selling approach.

Maverick Rules!

Marketing a business can be fun, exciting and creative.   It can also be very frustrating and expensive if one doesn't know what outcome they are looking for or how to evaluate cost effective methods of marketing.

Over the years people have come to know me for my unique ability to develop low cost and no cost strategies to market and promote a business, product or service.

Strategies that have realized incredible returns.

People have also come to know me as someone who is a stickler when it comes to putting systems in place. My marketing successes are a direct result of the systems I have implemented.

With a bit of forethought, planning and desire, you can successfully market your business in a very effective manner. Below are seven proven strategies sure to increase visibility, leads and sales.

1. Business Cards

Business cards are often one of the most underutilized tools in one's marketing.

Use the front and back of your business card to gain full benefit. Depending on your market you can put some very valuable information on the back such as a sports schedule, emergency numbers, or special dates people want to remember.

Keep some in your wallet, your automobile, on your desk, and some at home. Be sure to carry them with you wherever you go and be willing to hand them out as opportunity presents itself.

Creatively distribute your card. When you eat out you can leave one with the tip.

If you borrow a library book, use one as a book mark. Hand them to clerks in stores who may know other people who could use your product or service.

When someone gives you their business card be sure to enter their information in your database. Send them a short note or email within 48 hours of meeting them to keep your name fresh in their mind.

2. Send a picture

A great way to keep your name fresh in a customer's mind is to send them a picture of when they purchased or leased a home with your service.

Put a picture of a buyer's home and yard in a beautiful calendar. Likely, the proud owner of the home will display the calendar for the next 365 days.

3. Associations

Associations particular to your market are a great resource for marketing.

A major opportunity within many organizations is the chance to network. Additionally, to make presentations. Along with presentations come publications.

Often, when you do a presentation, you will get a mention in the association newsletter, their Ezine and/or on their website.

In many cases, when an organization has a newsletter or Ezine, they welcome the presenter writing a press announcement for them. It saves them time and often assures you have a better chance of the information making it into the publication.

They may also welcome you writing an article for their publication or website.

This lends itself to pre-presentation visibility. Additionally, you will position yourself as an expert and increase credibility.

Most organizations have the following opportunities that can help you to gain visibility and do some very effective marketing:

-Newsletters

-Internet listings

-Links to you website

-Discounted advertising rates

-Networking opportunities

-Business referral services

-Special recognition events

-Education seminars

-Business and membership directories

In many cases you will need to be a member of the association to take advantage of the multiple marketing opportunities. In other cases membership is not necessary.

4. Committee Involvement

Committee involvement is a great way to give back to the association or community while building visibility for you and your business. In some cases, you may even want to get involved in a committee where you have little experience or knowledge. This will give you an opportunity to stretch yourself and meet and network with individuals you may not have otherwise had the chance to meet.

5. Contests and drawings

Contests are a favorite for many businesses such as restaurants or those that have high foot traffic. Contests are a great way to build your database quickly.

You are generating very hot leads when you have a contest with people who have already frequented your place of business. The key though is to do back -end marketing. Far too many businesses hold contests, get lots of names and do nothing with them. In this case, it is a complete waste of time to hold a contest.

You can advertise a contest to gain new foot traffic in your place of business.

Trade show booths are a great place to hold a contest. Pre-show marketing helps to generate traffic at your booth. Invite people to stop by booth # _____  (whatever your booth is) to enter to win. Creative contests can also generate free publicity.

6. Cross-promoting

Join with other Realtors or companies who have products or services that compliment yours and promote each other.   Example, you could partner with a landscaper to promote yard services to your clients.  In return they can promote to their existing clients your services and advice.  Cross-promoting is only limited by your imagination.

This can considerably cut down the cost of business promotion and allow each business to use promotion techniques that might be too expensive to implement alone.

7. Bonuses

Secure special offers from various businesses who want to share a similar market as you. Present this package of goodies when you sell and close.  This is a win/win all the way around. The other vendors gain visibility, you have something extra to offer you customers and the customers get incredible value for their purchase.

Now roll the dice and let Lady Luck run!

Maverick Rules!

Advocate Respectfully

This is one of a series of articles on holding difficult conversations. In earlier posts in Business in the Crawlspace, I suggested ways to open communications that create mutual respect; we talked about the importance of knowing your purpose for the conversation; and we added Inquiry and Curiosity to our conversational toolbox.

Here the topic is Advocacy.

Advocacy is the flip side of Inquiry - the opportunity that you open for yourself to tell your story.  What can you see from your perspective that they've missed?   Can you clarify your position without minimizing theirs?   

For example: "From what you've told me, I can see how you came to the conclusion that I'm not a team player.   And I think I am.   When I introduce problems with a project, I'm thinking about its long-term success. I don't mean to be a critic, though perhaps I sound like one. Maybe we can talk about how to address these issues so that my intention is clear."

Tips for sharing your side of things:

•Wait to offer your side until your partner has expressed all his energy on the topic. Check to make sure he's finished.

•Remember your purpose for the conversation. It's easy to get off on tangents, become reactive, and lose your way. Know and return to your purpose at difficult moments.

•Don't assume. When telling your story, go slow, be clear, and don't assume they know what things looks like from your point of view.

•Teach, don't preach. Notice your desire to "sell" your partner on your story. Simply state how things look from your side. 

•Listen to yourself and try not to use words that will cause your partner to react defensively. You want him to listen, so use words that he can hear.

•Share facts rather than subjective interpretations. "When you walked by me and didn't say anything" is a fact. "When you ignored me" is a subjective interpretation.

Most important, speak with respect.  As you begin to lose your center, think about this, and remember that you advocate best when you respect your partner's story.

We all have teams, mentors, and friends that we advocate and support.  Make sure your communications live up to Aretha's rule.  R- E- S- P- E- C- T.

Maverick Rules!

We appreciate. We criticize. We laugh. We mourn. We are moved by postcards.

Since its introduction up to the present time, postcard is still one of the best medium of communication. We can recall that postcards were used as means for brief communication. It was the best choice then because they are light and inexpensive.

Nowadays, postcards are not only used to express our  hi's and hello's, it is now popularly used as a marketing tool. Whenever there is an upcoming event, a product launching or a new service to be made available postcards can be your reliable ally.

Postcard is a great way to market tourism. Just by mailing them, you can make people desire to travel. Just by using luscious pictures, you can make people starve with food cravings. Just by making your business known to your target, makes the latter long for it.   Think Jacuzzi or swimming pool.

Sense of seeing is pretty powerful. It can drive other senses crazy. In fact, it can lead them to ludicrous wants. That power is also imbibed in postcards.

Postcards are most effective when done in full color. 4 color postcard printing adds dimension and create dramatic effect to your postcards. One or two-color printing may be too plain and simple for your artwork might as well use the color process that can bolster your postcards aesthetic as well as functional value.

In deciding whether to use 4 color postcard printing or not, you have to weigh first its pros and cons. Clients, designers and printers are more at ease with this printing process. It maximizes design flexibility. In fact, it can create an almost limitless palette. However, this process can be a bit expensive compared to one or two-color printing. It can go as high as 4 times the price of a two-color printing job.

Exact colors can also be produced with the use of PMS or Pantone Matching System. This process is often resorted to create accurate colors that match the company's logo or traditional design. This process may seem the most costly.

Well . . . . .  men should already have known this!

Maverick Rules!

Are you a builder or a chaser?

A builder envisions what they want their business to become. The vision eventually becomes a plan based on analysis of personal and competition strengths and weakness, the marketplace, and strategies of ways and means to materialize the vision.

A Opportunity chaser will go to any invitation.  They  under achieve because time is spent looking for and trying out the best deal on the hottest trend instead of building business with strategy focused with personal values, business growth, and the customer base that drives it.

While all these characteristics may be present in any opportunity, analysis of how your time and money converts to ROI may not be clear.

With no other test but whether or not it can make some money as soon as possible, opportunists chase the elusive get rich quick easy promotions. Although sales and network matrix building are important business assets, what opportunists tend to overlook are basic long-term strategic plans.

Instead of chasing opportunities, business builders tend to analyze and develop them. Business building whether on or off the internet requires a variety of skills that must be developed for any specialized but profitable segment of a market or niche. Therefore, one main difference between business building and opportunity chasing is how to use leverage.

Opportunity seekers tend to choose offers that appear to be do-able from their personal effort as part of a team or network of affiliates which begs the question, who is leveraging whom? Conversely, the business builder tends to select only product and service opportunities that support a scalable business where personal time and ROI can be leveraged for profit.

ROI compels many opportunity seekers to do the same thing as everyone else. In practice, they end up trying to do it longer, faster, and smarter than everyone else with a net result of diminishing returns or lower ROI and their expectations shattered by apparent under achievement.

On the other hand, businessbuilders out-source instead of out-task to quite simply continue to add value to their time instead of having it fixed or decreased by matrix limits. The measurable difference between out-sourcing and out-tasking is whether your time produces an increase or decrease of your return on investment.

ROI should produce a win-win outcome. Unfortunately in practice, it differs more often for opportunity chasers than business builders. Opportunity choosing and business buildings are both important activities, but one without the other is like a car without gas, a nice ride but doesn't go very far.

What is driving you?

Maverick Rules!

It's the year 1982 when Calvin Klein underwear burst into the intimate apparel market with a sheer force. It's a big gap of twenty-five years, still the company holding the top slot in the market of intimate apparel.

The design for Calvin Klein underwear is high in demand these days. It's the design of the product that has certainly raised the popularity for Calvin Klein underwear. Men prefer to buy Calvin Klein underwear from the market due to its comfort and good-looking design.

Now how does this tie to the Real Estate Business.

•1.      Innovative design.  Credit the people behind (haha) the sales and marketing departments to seeing this overlooked niche.  Underwear was already available.  It was not a new product.  Most innovations are not new, but repackage with a purpose.  I know that the next innovation in Real Estate will be in improvement on an existing system or platform.  You can find it!

•2.     Branding.  Again credit the people at Calvin Klein to use their existing brand power to open a new line.  Does your firm have a brand that can be empowered and channeled into a new direction or implementation?

•3.     Public Opinion.  Calvin Klein is the company hugely responsible for  changing the public's opinion on underwear with its unique advertising campaigns and loads of celebrities backing (and wearing) the product.  What have you created to make a wave in the market?  What have you published to signify "now is a great time to buy" or "buy now or pay later".  Stir it up.  Get noticed.

These three attributes can put your business in the "Window". 

So let's wrap this up!

Calvin Klein underwear has some of the most outstanding features. Trend setting innovative design, fine fabrics, signature Calvin Klein branding and a wide range of classic collection from season to season.

Ok so what is it, Boxers or Briefs?

Maverick Rules!

Sales Octane # 108

We all have ways of testing opportunities that enter our lives.  Some of us just dive right in based on feeling, others walk straight into what they know is right by a gut feeling or intuition.  And if it's not gut feelings or emotions that are the tests of opportunities, it is the logical mind persuading us to ignore those feelings and emotions and test it with our reality of reason.

Most of us do not have a predetermined strategy for testing opportunities, or even more generally to test the actions we take and the choices we make in our lives.

There is an easier way to determine if our choices we make and the opportunities we receive ‘pass the test'.  This simple 32 word statement of business ethics was first created in the 1930s and used to turn around a failing company.  These four questions were applied by each employee to each and to every minute detail of the company's workings.  This little list of four questions from Rotary International, a humanitarian business organization, is the most widely printed, translated and reproduced piece of business ethics today:

"Of the things we say, think or do:

1.       Is it the TRUTH?

2.       Is it FAIR to all concerned?

3.       Will it build GOODWILL and BETTER FRIENDSHIPS?

4.       Will it be BENEFICIAL to all concerned?"

If we built businesses and our lives based on these very simple 4 questions we would be coming from a place completely the opposite of the competitive mind and the lack mentality.  As you can see, these questions prompt you to choose what is true, fair, and good, making choices that can build friendships and goodwill.  It helps us to see how the choices we make can be beneficial to all concerned.  

Because of our societal influences, we most often are inclined to make choices and act based on a competitive mind.  This comes from the perspective of lack, scarcity, and ultimately greed.

Any opportunity based on the model of competition and lack will simply not pass the test.  Competition promotes strife.  It embodies winning one spot, taking it away from all the other people who want it.  It misleads people to believing there is only one chance for success, when in reality there is plenty for all.

The competitive model encourages people to rely on a source outside of themselves to give them what they need.  This denies the power of their own ability to create what they want.  This narrow focus shows they are choosing to ignore the possibility of creating this opportunity in their own lives, instead of trying to win the spot from millions of others.

This simple testing technique takes us completely out of the competitive mind of greed, scarcity and lack.  It turns our thoughts and choices toward the positive, realizing there are opportunities we can take that can provide increase for all concerned.

I invite you to use these questions to test your actions and opportunities in your life.  If you are seeking opportunity, these questions may help you see things in a different way.  In doing this, perhaps you might find an opportunity in your life which truly allows you to benefit the world, while at the same time reaching whatever your dreams, goals, and desires are.

Lets get deep!

Maverick Rules!