THE “MAKE IT HAPPEN” BLOG
Are Sales Projects Good for Buyers? Why Does it Matter to Sellers?
The highest-paid sales professionals know that selling is a collaboration between the seller and the buyer. If your sales practices are good for buyers, what will it do for your paycheck?
To learn more, sign up for my free introductory course.
Why Bother to Implement Sales Project Management? How About More Money in Your Pocket?
Sales project management is the next wave in selling. It doesn't magically show up in your daily activities. You have to build the structure that will put more money in your pocket. It will be worth every minute of your time.
Don't Look Back - Look Ahead to Greater Sales
Do you spend time looking in the rear-view mirror , instead of looking ahead? Here's the cure.
The more time you spend looking back, the less time you have to look forward and close more sales.
You look back because of Fear, Uncertainty and Doubt, the FUD Factor.
You can eliminate uncertainty by applying structure to your selling time.
Sales Project Management gives you the structure you need to always be looking ahead.
What Kind of Goal is "Do Your Best?"
If you do your best to close sales throughout the year, how will you know if it's enough? When your instructions are, "Try hard, and do your best," what does that mean.
In a construction project, a Project Charter states the purpose of the project, the due date, the funding amount, and the accountable person: the project manager. Why wouldn't you apply this tool to your sales project?
Your Sales Project Charter contains three points:
- Deliverable: your sales goal.
- Due Date: the end of your sales year.
- Accountable Person: guess who? It's you.
"How to Get Un-Stuck as a Sales Professional" is my free video course about Sales Project Management, the next wave in selling. You can register for this powerful introduction to sales projects by clicking the link below. Scroll to the bottom of the page to sign up.
How to Reduce Stress in Selling
Stress is an energy-killer. In sales, negative stress can lower your sales. Here is the cure:
Can You Really Make Money with Sales Project Management?
Blending sales with project management is new. It is the next wave in the sales profession. When sales reps, sales managers and small business owners learn about it, they all like the idea. At the same time, they all seem to have the same question: "Can I make more money by using sales project management?"
Here's the answer:
Don't Let a Wall Stand in the Way of Your Sales Success
My new, free Sales Project Management course opens today.
As sales professionals, we all hit the wall some day. I have found the way through the wall, and I want to share it with you.
My free Sales Project Management course will show you the way to greater sales, greater profits and a bigger paycheck.
If Everyone Else Goes Over a Cliff, Should You Follow?
When I saw this ad, I immediately identified with the hero of the story. The moral of the story? Live your core values every day. When the crowd begins jumping off a cliff, you don't have to join them.
There are penalties for not blindly following the crowd. But the rewards for following your core values are much richer.
A Sales Storytelling Example - Winning a Large Sale with Stories
It took me two years to arrange the meeting. They gave me ninety minutes. I had the highest price. My terms were Cash Before Delivery. Here's how I won the sale.
How to Turn Your Sales Goal Into a Project Goal
The five Process Groups of project management will help you increase your sales, with less effort.
Why Sales Projects Matter
Sales projects matter. They matter because they reduce your chaos and increase your productivity. Projects help make sure you didn't forget anything. They help make sure your work is done on time throughout the year, so you'll be complete by the end of the year.
Why Storytelling Matters to Sellers
The Challenge
You want to increase your sales. You want a tool that will set you above the crowd.
The Solution
Be the seller who uses stories to attract more buyer and close more sales.
Why Storytelling Matters to Buyers
On my first visit after graduating from the corporate sales school, I began presenting my company's amazing features and benefits. I even had colorful brochures. My prospect was so bored that he leaned back in his chair, put his hands behind his head, and closed his eyes.
My first thought was, "This guy obviously does not understand our selling process. What's wrong with him?" My second thought was, "No, what's wrong with you, Mike? It's his office, his company's money, and his decision. Get in sync with him, or go home."
I asked questions. Based on his answers, I told stories. My stories offer him hope, to help him solve some of his operational problems.
Why do stories matter to buyers? To find out, click the video below:
The New Home for PMP Training
The Problem
Around the world, 80 percent of all project management job descriptions require the PMP® (Project Management Professional) credential. It is recognized internationally as proof that you know the best practices of the project management profession.
Searching for PMP® training is difficult. Training companies all over the world tell you their program is the best. They can't all be the best, can they?
The Solution
This week, I am launching a new web site dedicated to helping you pass your PMP® exam. The website is named PMP For You. You'll find it at www.pmpforyou.com.
What You'll Find
- A blog (news) about the PMP® exam and related topics
- A description of the best blended learning program you'll find anywhere
Why It Matters
The better your training, the greater probability that you will pass your PMP® exam on the first try.
Check it out. See if it doesn't offer more for your success.
What Does the Storyteller Have That You Don't?
When my sales presentation was based on benefits and features, I closed a reasonable number of sales.
When my sales presentation was based on stories of heroes achieving success using my products, I closed many more sales. And, I closed them at higher margins.
People love to hear stories. They identify with the Hero. They feel the Hero's pain when the Villain shows up and wrecks everything. They feel the Hero's success and triumph. They want to be like the hero, and you're going to help them do just that.
Try my free storytelling course for salespeople. It's a perfect way for you to increase your income by attracting and serving more buyers.
Click Here to Learn More About Sales Storytelling.
How Organized Are Your Sales Efforts?
It Happens
You work hard all day. At the end of the day, you have trouble listing your accomplishments. It happens to all of us at some time.
The Cause
You are putting out fires all day long. Other people control your efforts. Chaos controls your efforts.
The Solution: Organize Your Sales Efforts
When you treat your sales goal as a project goal, things get better. You set goals. You establish milestones on your way. You create the activities necessary to achieve each milestone.
Your sales go up. Your margins go up. Your stress level goes down.
Here's How It Works
The Power of a Story
You are a buyer. Two sales reps showed up. One offered you Proposal A. The sales rep rattled off every single product specification, along with the 100-year history of his company. You saw a 100-page booklet full of shiny pictures. Whoopee.
The other sales rep offered you Proposal B. Her primary sales tool was a story of someone just like you. The hero of her story had the same issues you are facing today. What a coincidence. In her story, the sales rep took the hero through difficult times, all the way to ultimate success. She closed by saying, "If you want to succeed like our hero, make the same choices as our hero: choose our product."
You immediately chose Proposal B.
You are the seller. Do you want to present Proposal A or Proposal B?
Click here to learn how to be the best storyteller. Then you'll always be offering Proposal B.
Stories Sell
I won a large sale. Every one of my competitors was larger. Some of them sold the same product I offered, but at a sizable discount. Yet I still won the deal.
When I asked why, my new customer said it was the stories I told. My stories were about my customer's bright future as we implemented the software I was offering.
I didn't win the sale because of the software product. I didn't win the sale because of the pricing. I won the sale because of my stories. My stories touched the emotions of the customer. That's how I stood out, and that's why I won the sale.
To learn my story-building process, take my free video course.
In 2016, Will You Let Your Life Happen, or Will You Make It Happen?
The Choice is Yours
Most of us go into the New Year with good intentions, but no real way to achieve them. We make goals. We promise ourselves that we'll do better this year. Then, we return to business as usual. By the end of the year, we realize that we've been really busy, but we haven't accomplished what we listed on the first of the year.
We Let the year happen. We should have Made the year happen.
My 2016 will be the best year of my life. I refuse to Let it happen. I will Make it happen.
Would you like to Make your life happen? Then join me on the journey. Click Here to learn more.