Newsletter archives:
The Sales Connection, Volume 3, Issue 4
April 2006
What you will find in this issue:
The Sales Connection is a newsletter designed for you to gain insight and practical tips for your sales career. My name is Kathy Garland and I train and coach sales teams to excel in sales.
My newest talk, "What You Say is What You Get," focuses on three strategies to help you gain more attention by delivering an impactful message to your target audience. If you are interested in hearing this talk at one of your meetings, please contact me at 972.529.6744.
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SALES TIP OF THE MONTH: PLAY TO WIN!
This week I watched the Dallas Stars play the Colorado Avalanche in Game 2 of the Stanley Cup playoff. The Stars lost the first game and were down 3-0 after the first period. In the second period, the Stars scored 4 goals to go ahead. During the break, Stars player, Brenden Morrow, was asked what was going on with the team and why they bounced back so strongly. He said that in the first game and the first period they had been afraid to lose and not playing to win. So during the first break they must have done some regrouping because they came out in the second period playing to win. Unfortunately for the Stars, they lost in overtime.
Are you playing like you are afraid to lose in your sales game? Or are you playing to win? Here are some signs that you may be doing one or the other:
Afraid to lose:
- Being hesitant about sales activities because you are afraid to lose
- Not having enough prospects
- Finding other things that "have" to be done instead of making your sales calls
- Procrastination
- Calling on accounts that are too small
- No system to monitor and manage your results
- Depending too heavily on the accounts you have
- Complaining about what is happening or not happening
Playing to win:
- Planning and organizing your day around your sales calls and appointments
- Starting early; knowing your plan for the day before you get to the office
- Following a process and documenting your key notes and follow-up dates
- Researching and understanding your target market
- Knowing where you uniquely add value to the sales process
- Measuring and monitoring your results
- Constantly studying and improving your sales game
Focusing your attention on the Playing to Win strategies will improve your sales and your attitude. You'll be much more focused and confident with the Playing to Win strategies.
Coaching can keep you focused on your game-winning strategies. Call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com to learn how coaching can help you increase your sales.
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TRAINING OFFERED BY QUANTA PARTNERS LLC
SALES CHALLENGE ROUNDTABLE, MAY 18
Join me on Thursday, May 18 from 11 a.m. - 1:30 p.m. for a Sales Challenge Roundtable and bring your sales challenges. I'll facilitate a group discussion on sales and discuss your challenges. Network with other like-minded professionals who also want to increase their sales. The size of the group will be about 10 - 12 to provide everyone opportunity to participate.
Date and time: Thursday, May 18, 11 a.m. - 1:30 p.m.
Location: Legacy Bank Community Room, 2nd Floor, Legacy Bank, 3512 Preston Rd. Plano, TX. Park in back of the bank
Price: $49.95 payable by cash, check, MC, Visa, Amex at the door
Register: Email kgarland@quantapartners.com or call 972.529.6744
Bring your own lunch and your sales challenges!
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QUOTES OF THE MONTH:
"The important thing is that in 20 years, those boys know that they didn't leave anything on the table. They played their hearts out." — Herb Brooks, coach of 1980 U. S. Olympic Hockey team who won the gold medal (as quoted in the movie, "Miracle")
"I've been absolutely terrified every moment of my life — and I've never let it keep me from doing a single thing I wanted to do." — Georgia O'Keefe
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RESOURCE REVIEW: "PERSUASION: THE ART OF GETTING WHAT YOU WANT"
Dave Lakhani's book on persuasion is essential for everyone in sales. The book outlines persuasion principles you can use in everyday life in personal and business situations. You'll find everything from updated business etiquette to key strategies to developing and communicating your expertise. He outlines steps to become known as an expert to enhance your marketability and persuasive ability.
In addition, he teaches the essentials to short and long-term persuasion principles and when to apply them. The concepts and practices Lakhani shares in his book will add sophistication and ease to your sales process.
Lakhani, Dave. Persuasion: The Art of Getting What You Want. New Jersey: John Wiley & Sons, 2005.
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© Kathy Garland, 2006
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