Why Salespeople Don’t Listen – #sales #salestraining

I can’t tell you how many times I have said that an article, book, seminar, webinar, or conversation… needs drama. I typically get a laugh which isn’t what I am really going for. When I announce something is about ready to get dramatic, it’s a warning. Be warned that this article has what on the surface is drama but when you get to the end, I hope you will agree that the idea is only dramatic in its counter corporate approach.

Salespeople

I am always shocked when a rep doesn’t take my advice. I have thought a lot about this. Even looking at traditional sales training and the rate of success or really the lack of success of a rep adopting the information. It seems that the only person, in sales training, that thinks the information was absorbed was the trainer. What I have concluded is the person is the key (stay with me).

Of Course

As a coach or teacher, it’s very easy for me to disconnect myself from the success of the rep by just saying that it’s up to them to take what I am teaching and incorporate it. That’s too much of an excuse to be lazy in teaching. However, it is really up to the rep to incorporate what I am teaching, but what I have found that makes the information stick and is pure magic is…. Time

Time?

In a little bit of an accidental experiment (because I would never willingly experiment on real humans and their success) I coached a rep, which at the time the company said that this person would never be more than a cold caller, from his first deal to revenue productive to revenue consistent. Now he is running a sales division with several reps reporting to him. It isn’t the reporting part that is so important it’s what I taught him – he is able to turn the information around and teach others and they are having success. Then there is another rep that engaged me to help. We had an initial conversation and he was pretty excited about the possibilities. In an attempt to speed up his success I gave him all of the critical information that I learned in a short window… to which he did nothing with it. The first person I spent years in the deal trenches and the second person-hours, but I gave them the same information.

So?

It’s not that the second person wasn’t listening… although from a traditional sales training approach that would be the conclusion. It was the first person had time to make it his own even though I was giving him the same advice. The first person was able to own the information to the point where the company gives him credit. The second person was never able to own the information and make it theirs so they did what was natural which is revert to unsuccessful habits. The downside is the old habits of the second person are unfortunately not working. People in order, to sell innovation, have to sell differently. Solution selling, which was popularized thirty years ago doesn’t work with innovation…

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Why Salespeople Don’t Listen – #sales #salestraining

I can’t tell you how many times I have said that an article, book, seminar, webinar, or conversation… needs drama. I typically get a laugh which isn’t what I am really going for. When I announce something is about ready to get dramatic, it’s a warning. Be warned that this article has what on the surface is drama but when you get to the end, I hope you will agree that the idea is only dramatic in its counter corporate approach.

Salespeople

I am always shocked when a rep doesn’t take my advice. I have thought a lot about this. Even looking at traditional sales training and the rate of success or really the lack of success of a rep adopting the information. It seems that the only person, in sales training, that thinks the information was absorbed was the trainer. What I have concluded is the person is the key (stay with me).

Of Course

As a coach or teacher, it’s very easy for me to disconnect myself from the success of the rep by just saying that it’s up to them to take what I am teaching and incorporate it. That’s too much of an excuse to be lazy in teaching. However, it is really up to the rep to incorporate what I am teaching, but what I have found that makes the information stick and is pure magic is…. Time

Time?

In a little bit of an accidental experiment (because I would never willingly experiment on real humans and their success) I coached a rep, which at the time the company said that this person would never be more than a cold caller, from his first deal to revenue productive to revenue consistent. Now he is running a sales division with several reps reporting to him. It isn’t the reporting part that is so important it’s what I taught him – he is able to turn the information around and teach others and they are having success. Then there is another rep that engaged me to help. We had an initial conversation and he was pretty excited about the possibilities. In an attempt to speed up his success I gave him all of the critical information that I learned in a short window… to which he did nothing with it. The first person I spent years in the deal trenches and the second person-hours, but I gave them the same information.

So?

It’s not that the second person wasn’t listening… although from a traditional sales training approach that would be the conclusion. It was the first person had time to make it his own even though I was giving him the same advice. The first person was able to own the information to the point where the company gives him credit. The second person was never able to own the information and make it theirs so they did what was natural which is revert to unsuccessful habits. The downside is the old habits of the second person are unfortunately not working. People in order, to sell innovation, have to sell differently. Solution selling, which was popularized thirty years ago doesn’t work with innovation…

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Why Salespeople Don’t Listen – #sales #salestraining

 

I can’t tell you how many times I have said that an article, book, seminar, webinar, or conversation… needs drama. I typically get a laugh which isn’t what I am really going for. When I announce something is about ready to get dramatic, it’s a warning. Be warned that this article has what on the surface is drama but when you get to the end I hope you will agree that the idea is only dramatic in its counter corporate approach.

Salespeople

I am always shocked when a rep doesn’t take my advice. I have thought a lot about this. Even looking at traditional sales training and the rate of success or really the lack of success of a rep adopting the information. It seems that the only person that thinks the information was absorbed was the trainer. What I have concluded is the person is the key.

Of Course

As a coach or teacher it’s very easy for me to disconnect myself from the success of the rep by just saying that it’s up to them to take what I am teaching and incorporate it. That’s too much of an excuse to be lazy in teaching. However, it is really up to the rep to incorporate what I am teaching, but what I have found that makes the information stick and is pure magic is…. Time

Time?

In a little bit of an accidental experiment (because I would never willingly experiment on real humans and their success) I coached a rep, which at the time the company said that this person would never be more that a cold caller, from his first deal to revenue productive to revenue consistent. Now he is running a sales division with several reps reporting to him. It isn’t the reporting part that is so important it’s what I taught him – he is able to turn the information around and teach others and they are having success. Then there is another rep that engaged me to help. We had an initial conversation and he was pretty excited about the possibilities. In an attempt to speed up his success I gave him all of the critical information that I learned in a short window… to which he did nothing with it. The first person I spent years in the deal trenches and the second person hours, but I gave them the same information.

So?

It’s not that the second person wasn’t listening… although from a traditional sales training approach that would be the conclusion. It was the first person had time to make it his own even though I was giving him the same advice. The first person was able to own the information to the point where the company give him credit. The second person was never able to own the information and make it theirs so they did what was natural which is revert into unsuccessful habits. The down side are the old habits of the second person are unfortunately not working (more to come).

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Selling the Part or the Whole – You Decide #selling #fintech #salestraining

Lately my entire profession life keeps shrinking things down to small easy to understand things. I can’t really tell if this is a blessing or a curse. Seems that really complex people can understand what I teach and people who are… well less complex or even starting their career can understand.

Deal With It

One of my complex things that strikes people in a positive way is my mantra, “deal with it or it will deal with you.” This is my simple way or giving both advice, encouragement and a friendly warning. Deal with it can mean a lot of things but the one that reps continue to get wrong is the modern-day buying process.

Modern Day Buying Process

 Just like salespeople have been trained to sell, people buying have been trained too. I am sure there are a seminars or weeks in Vegas that will teach buyers to buy but the buyers I am referring to are not the professional buyers but the day in – day out people that we encounter that have created their own way of buying that is mostly conditioned to keep them from risk and the sharp tongue of a skilled salesperson. Chief among the new tools of a modern-day buying process is what I like to call the “gang approach”. This approach is triggered by a leader that doesn’t want (or maybe can’t) to make the decision on their own even though they have told you that they will be making the decision on their own. In my business I have labeled this “The Law of 4-6”.

The Law!

I have created The Law of 4 – 6 to teach the idea that there are four to six decision makers in the business. Sometimes this may represent a committee that has been commissioned by a leadership team or a department where the leader wants everyone to “weigh in on the decision” or (I have been involved with this) it can be the entire company where the owners wants to know what everyone thinks. The problem comes when the rep engages one person who says they will make the final decision. This could be the leader that started the 4 – 6 or it could be a member of the 4 – 6 that has commission themselves, but the outcome is if you are talking to one person you greatly run the risk of the others killing the idea. It has been my experience that if you leave the appointed leader to their own devices they will either be unable or unwilling to convey the benefits of your offering leaving the rest of the group of 3 – 5 only one option which is to say… No thanks. Now, they won’t say “no thanks” because they have been improperly schooled they will say things like, “There are other projects that need our attention… It’s not the right time… We don’t have the budget…”

Listen!

At the sound of my writing… all who are reading these words. If you don’t deal with The Law of 4 – 6 it will deal with you. We are very fortunate as salespeople to be able to pick and choose who we work with. If you disagree with that last statement, my reaction would be that you need to look at your prospecting techniques. We are not victims and subject to random conditions. We have the most proactive job on the planet… use that gift.

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.

Entrepreneurial Sales – Teaching Your Customers – #selling #sales #entrepreneurship

einstein quote

I love the quote by Einstein and more importantly I am so attached to the sentiment. In by business career as soon as I hit an achievement I realize that there is a “next” achievement to be had. That puts me in a position to learn more and more.

Teaching

One of things that I have learned lately is the value of teaching your customers to buy from you. It’s not the traditional view of teach… “Here is what is good about what I offer– therefore – you should buy”. That’s the traditional model where it is mostly feature based. The thing that I am learning is that my offering has multiple ideas or concepts that are much more valuable to the customer’s business than any feature you have to offer.

Idea

One of the ideas that I teach customers (in my business – as an example) is the true value of automation. Automation, especially in the accounting process, it typically judged by the corresponding benefits that are attached to the features. If you sell that why… you will live by the feature and (guess what) die by the feature. If you don’t have a feature that the customer wants (this is usually driven by a competitor) then you don’t have a deal. However, if you teach the customer about the concept of automation, which is using their employees on higher value task than low value task, then your customer will focus more on the overall picture rather than to a small set of features.

The Problem

The previous information isn’t what I have been learning lately. I have known and have capitalized on the no-feature sale for a long time. What I have been advancing is that there is no single value that fits all opportunities. I call this the law of 4-6. The law state that there are 4 to 6 decision makers in each opportunity and the key is to:

  1. Find the 4 – 6
  2. Isolate their main driver for each
  3. Attach their driver to your offering

What I am finding out; reps are attempting to go into an opportunity with a single value based on what the rep thinks is the highest values of their offering (or what they have been told is the highest value) and presenting it or selling it to the 4 – 6 (I am being kind became most reps will only find 1 to 2 of these people). The reason this is a problem is it has a tendency to sell a message to a person who has no desire or interest to consume or even benefits from that offering.

Deal With It!

I am a broken record on the idea that if you don’t deal with “it” – “it” will deal with you. The “it” in this situation is selling the wrong message to the wrong person and then somehow wondering why the people just don’t seem to “get it” or don’t care about what you are selling.

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.

The Greatest Sales Pitch I Have Ever Witnessed – #Sales #Selling #Entrepreneur

Having been blessed by being an entrepreneur and sales person (all at once) for my entire life, I have never seen a better display and example of selling than this Ted talk:

I have been known for over analyzing things, so I will keep this short and to the point. If you don’t have passion for what you do and sell and if you can’t transfer emotion to the people you need to influence you are not doing it right!

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.

3 Tools of the Sales Teaching Model – #Sales #SaaS #APAutomation

I believe you have to teach your customer how to buy from you. In this day on instant information, consumers are much more educated. Well… at least they thing they are. The information that customer get isn’t always the best. It could be a matter of which company knows how to optimize their search results on Google. Just because they are good at SEO doesn’t mean they are the best fit for the customer.

And too…

What I have found from websites, videos and company posts is a one-sided story. I don’t mean this in a negative way, but the company producing this information that people use for research, only produces information that benefits them. They won’t tell he entire story about their offering.

Reality

As much as we would like to think that we are using the internet for all of our needs, the true reality is that the world still needs sales professionals. However, the sales professional has to change because the customer is doing more up front research. That is why I have develop the teaching model of selling. The teaching model’s main theme is that customer have to be taught (by you the salesperson) how to buy. There are several tools the teaching model of selling uses to help customers learn.

Tools

Tool 1 – Demos – This is the primary tool. You would think that this isn’t any different from a traditional selling model, but the big difference and what flies in the face of old school selling is that you need to demo early and demo often. Traditional selling requires you to do a lot of fact-finding and digging for pain before you present. The teach model uses the demo to open the conversation and get people in the customer’s company on the same page. The demo is used more as an instruction tool to kick off the sales process rather than a stage in the selling process to close.

Tool 2 – Finding The Why – In previous articles I have either written or talked about finding the why. A salesperson will need to answer three questions about their offering – What, How and Why. The challenge is that most reps will know the “What” and spend all of their time on “How”. The customer is left to figuring out “Why” on their own. There are customer that can do this, but even with them they may not get all of the impact and if left to chance you have left yourself open to someone killing the idea. Now, because these are tool, the material aspect of this section is to have a calculator, spreadsheet, wizard… something that helps the client physically know “Why” they should do business with you.

Tool 3 – You – That’s right, I just called you a tool. Sorry. I mean this in the nicest way, but you are the biggest tool in the entire selling system. The key to the teaching model of selling is that as a sales professional you are trusted advisor that knows your offering, industry and the opportunity better than the customer. You have to develop you EQ as well as you IQ on what it is that you are selling. Think about it… imagine a teacher that walks into the class and says, “Hi class, I am your teacher and I don’t know anything about the subject so I thought for the next 9 weeks we will walk through a series of questions together and find out what it is we should learn.”

Finally

Embracing this approach is a big leap. It’s new and it is different from any other selling system. You will have push back from sales trainers, manager and companies leaders. The one place that will love you for it is your customers because they will get what they want, be in control of the process as well as be accountable to the outcomes of the process and they will enjoy the ride.

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.