Same great sales talk for sales pros at a new location.

Subscribe to our feed over at the new digs and don’t miss a post…

Rob and Steve
The Bold Call Guys

We’ll be doing a teleseminar with Scott Marker TONIGHT at 5 pacific, 6 mountain, 7 central and 8 eastern time. You are all invited to listen in, it will be a great call full of sales action strategies…

Make this the week that you accelerate your sales career into an new dimension (Labor Day is next week, prepare this week to hit it hard this Fall)…

To help you get JUMP-STARTED…
Join us on Thursday September 3 at 8pm Eastern time as we interview Scott Marker, author of the awesome book…

Let’s Get It On! “Real”istic Strategies of Winning the Sales Game

Why should you care what Scott has to say?

Scott Marker’s life-long study of business-to-business professional sales started right after college with a top 100 company as a territory sales representative. For the past 20 years he has been a passionate student of “in the trenches” sales. Scott’s on-the-job experience has shown that many sales ideas, techniques and strategies taught by leading companies make the same mistake that many martial arts schools make today … teaching unrealistic material for the real world. Scott has applied lessons from the hard-hitting world of Mixed Martial Arts to teach you how to re-invent your sales activities and drive customers to do business with you…

Call in Details…
When? Thursday September 3rd at 8pm Eastern Time (7pm Central, 6pm Mountain, and 5pm Pacific time)
Call Length: 59 minutes
phone number (309) 946-5300
access code 622722#

Call details… get on the call 5-10 minutes early, we only have 100 lines reserved.

We’ll try to post a replay link for those that can’t make it…

Thanks
Rob and Steve

Dave called this teleseminar with the Sales Eagles “the best sales teleseminar I’ve done in recent memory”…

Dave shared a ton of valuable information with us and we have included an audio player link below for you to listen to a replay of the call…

If you would prefer to download the call, right click and Save Target As on this link: Download link

Dave offers free access to a valuable leads resource on the call near the middle. And we decided to give away the first track of our Selling in Tough Times program. This free track can be accessed at The Bold Call Guys page

We hope you enjoy this call, Dave is a true Sales Pro and his book is very timely.
Rob & Steve

Well, Dave Lakhani has written it just in the nick of time…

(NOTE: we will be discussing the book with Dave tomorrow night (Wed 6/10 @8 eastern) on a LIVE TELESEMINAR, call details at the bottom of this post)…

Here’s what my back cover blurb says about this book:

“This amazing book is a one-man stimulus package… and should be required reading in both tough times and boom times.  This timely book delivers fresh actionable strategies that show sales pros how to grab their clients attention and how to take massive action to build sales momentum to a fever pitch.” 
  – Rob Northrup, President, Advanced Extrusion Solutions (and Field Sales Pro)

It’s always a great day when Dave releases a new book.  His latest is called “How to Sell When Nobody’s Buying” and I read a review copy several months ago…

It is really great stuff for any sales pro. As I said, it is required reading…

Chapter 0 alone is worth the price of the book… a measly $15…

And Dave is also offering some bonuses with the purchase today as well.

Go to  http://budurl.com/davelak for more info,  Get this today and help Dave move his #1 Business book to #1 overall…

“ONE-MAN STIMULUS PACKAGE” TELESEMINAR DETAILS…

We’ll be doing a teleseminar Wed night 6/10 with Dave Lakhani…

You are all invited to participate, it will be a great call full of sales action strategies…

When? Tomorrow night (Wed June 10) @ 5PM pacific, 6 mountain, 7 central and 8 eastern time. 

Please get on the call 5-10 minutes early, we only have 100 lines reserved.

Phone number (309) 946-5300
Access code  622722#

Email me your questions for Dave to rob@thesaleseagles.com or twitter to SalesEagles and we’ll try to get to them during the call… There will be a free bonus for listening as well.

AND DON”T FORGET TO ORDER THE BOOK TODAY!

Thanks, Rob and Steve

Both promised to be a Hunka, Hunka Burning Love for each other by Minister Elvis.  Steve is now officially called “My Teddy Bear” by Trisha until death do they part… (or the Heart Break Hotel)…

They are more cautious than ever, and they are buying less and less. I hate to tell you this, but everyone is predicting that it is only going to get worse in the short-term. 

You can’t just be mediocre and expect to keep bringing in sales every month.   As things get tougher, you need to work harder just to stay even.  

To get ahead in this economic climate, you need fresh, new, proven techniques… like the ones you’ll find in THE SALES EAGLE FORMULA. 

With fewer opportunities, you need to have a method for finding as many of them as possible, and then maxing out your chances of “sales gold” once you identify them… 

It’s Not Just Effort,
It’s “Effective” Effort…

Do you really think that the sales pro that makes $500,000 a year works 10 times as hard as the peddler that struggles to make $50k? 

Not a chance… 

The high-flyer works smarter, they work more effectively, they concentrate on the important things and they ignore the trivial… Most importantly they have a confidence and a competence that leads to sales success… 

“Don’t Miss Teleseminar” With Dave Lakhani Next Wed…

Next Wednesday evening we are going to be interviewing Best-Selling Author Dave Lakhani on his new book “How To Sell When Nobody’s Buying: (And How to Sell Even More When They Are)” (click on this link to pre-order the book that comes out Tuesday June 9)…

SIGN UP FOR OUR SALES EAGLE Newsletter and we’ll send you all the call in details…

Have a great weekend.

Rob

Sales Rules! But love is better.

And now on to selling and the fine art of sales.  As Rob mentioned in his last post we have both been given review copies of Dave Lakhani’s new book, How To Sell When Nobody’s Buying: (And How to Sell Even More When They Are).  I needed to go to Phoenix for a couple days earlier this week and was able to read most of the book on my flight over there.  The book is awesome.  It’s one of those books you wish you had written, at least if your in the sales training field.  From the very first chapter the book starts hitting you in the face with ideas, tips and techniques to supercharge your sales efforts.  As a professional salesperson who prides himself on selling “outside the box” I was amazed at how brilliently effective Dave’s advice would be if someone were to take the trouble to put it into action.

And that’s the crux of the problem, putting it into action.  As easy as the book is to read and as brilliant as the tips and techniques he recommneds are, if you just read it your wasting  your time.  It’s as simple as that.

Only action makes a difference in this world.

This action part is the toughest thing to do.  We all have trouble fighting the gravitational pull of the status quo.  For most of us our answer to anything is to simply do more of what we already know, even if it isn’t working. As we do this we realize we are acting out the definition of insanity, but we still respond to the siren call of the familiar and press on with making more calls in the same fashion as we always have.

So how do we break free from the status quo?

We need to do two things -

1)  Determine a course of action we will take to make the change.

2) Develop a system of accountability. 

The older and more experienced I get the more I have come to realize that step number two is the key ingredient.  When well executed, even a poorly designed plan will get you farther than the world’s most excellent plan that is not carried out.

Makes sense doesn’t it?

I’ll deal in more depth on establishing a system of accountability in my next post.  Till then here’s a little tidbit from Dave Lakhani’s new book, How To Sell When Nobody’s Buying: (And How to Sell Even More When They Are)

Instead of using the link I used above (which is an affiliate link) to send you to Amazon to buy the book, run the link through budurl so that it ends up looking like this – http://budurl.com/davebook.  What is the difference you ask?  The difference is that you can track how many times people open your budurl link.  This gives you a ton of information you can use to refine your approach and hone your presentation to the marketplace.

Now from deep in the desert, have a great day!

Persuasion expert, frequent Kevin Hogan guest speaker, and best-selling author Dave Lakhani has a new book “How to Sell When Nobody’s Buying”- coming out on June 9! You can pre-order at Amazon now.  http://budurl.com/hdsw

Steve and I are reading pre-publication manuscripts of the book and it is chock-full of good sales advice.  We will be interviewing Dave in a teleseminar next week, we’ll send out the sign-up information in a day or two.

Here are the chapter titles of this awesome book:

Chapter 0: Quick Start- How to Sell More Right Now 

Stop right there for a second, I read a draft of this Chapter Zero three months ago and the advice it contains is golden.  It provides a FIVE-DAY MOMENTUM building strategy that you need to just follow as written.  No excuses.

Chapter 1: Get Real and Get Focused
Chapter 2: Get Visible: You Have to Be Seen to Sell
Chapter 3: Get Connected: How to Find Buyers Who Are Ready to Buy Now
Chapter 4: Get Digital & Get Off the Road: Sell to Buyers at Their Desks From Yours
Chapter 5: Get Creative: Open Old Doors New Ways…

I’ll share the titles of the other 2/3 of the book later in the week.  Note that Craig Ernst has a chapter on selling Real-Estate in this economy titled “How to Sell Real Estate in a a Tough Market and Grow Your Business Year After Year at the Same Time… Way to go Craig!

And thanks for an instant STIMULUS PACKAGE for Sales Pros, Dave!

We continue to struggle through a major economic downturn.  If your in sales you are certainly well aware of this fact.  Consumers, people, are holding onto their money tighter than ever.

Are we at the bottom of the recession yet?

It makes sense.  People are uncertain of what the future holds and uncertainty breeds caution.

Examples

I was in Las Vegas last week.  The casinos were empty.  In fact, when I went to breakfast in the Las Vegas Hilton nobody was in the casino…nobody.  In ten years of going to Vegas I have never seen that before.

I was at a local shopping mall today and the place was a ghost town.  There are more vacancies in retail every time I visit a shopping center.

I am sure you have several examples of your own.

Yep, it is getting scary out there.  We are in the midst of a change in the selling environment that is going to last for several years.  Why?

Scary!

Because people are hurting and we still have a way to go until we get to the bottom.

Still, you need to sell.  As Rob and I continue to stress, Selling is both an art and a science.  Selling also requires you to adapt to changing circumstances.

Do you know what is going on in your industry?  You need to.  Here are some steps you can take to stay ahead of the curve.

1)  Read.  Keep yourself informed about what is happening locally, nationally and around the world.  Think about how the changes in the economy, the law and politics will affect your sales world.

2) Keep an eye on the stock prices of your company, your client’s and your competition.  Subscribe to news feeds about all the above.

3) Go buy some file folders and create a file for each of your major existing and target clients.  Set up Google Alerts for them as well.  Start to collect information.

These steps will make you the most informed sales rep in your industry and market.  This will allow you to be a step ahead of your competitors and major trends in your industry.

The wine flowed and toasts were made all around.  I feel they were honored.  Now on to selling.

Selling and Marketing in Wine Country

Wine is big business, especially in California .  As you know I have been touring the wine country in Santa Barbara for the past couple days.  I’ve drank some great wines. met some awesome people and enjoyed California’s great weather.  No matter how much fun I’m having I always make it a point to look at things from a salesman’s perspective.  Is there anything I can learn from this that I can use to my advantage?

But first a slight detour, I want to respond to some of yesterday’s comments -

Rob, April and JJ - Anytime you want to go wine tasting let me know.  It is great fun and I’d love to share it with you guys.

John – I have spent time in two of Australia’s wine regions, the Hunter Valley north of Sydney and the Swan River Valley outside Perth.  I had an enormous amount of fun in both place (too much fun in Perth, and I highly recommend the Wine Cruise there.)  Australian wine is world class and the Australians are some of the best people in the world to go drinking with, along with the Royal Marines but that’s another story.

The center of the Santa Barbara wine country is not Santa Barbara, it is the town of Los Olivos.  Wine Tasting rooms line Grand Avenue…there must be 20 of them one next to the other.  This makes it convenient for the visitor, although I personally prefer to visit the actual winery itself and have never visited one of the Los Olivos tasting rooms, and helps you avoid the dreaded DUI (Driving Under Intoxication).

Grand Ave, Los Olivos, CA

If you’ve ever been wine tasting you know how hungry it can make you.  It is also a good idea to eat something if your going to be drinking a lot of wine.  Helps you handle all the great wines your exposed to.  In addition to the wine tasting rooms there is a market/deli in the middle of town that sells wonderful Tri-Tip Sandwiches on weekends and holidays.  Now it isn’t the only restaurant or deli in town but it consistently gets the most business. Why is this?

They use a simple marketing technique reminiscent of Glacier Marketing Mark Mallen’s 420 trick.  (What the hell ever happened to him anyway?) They sell the “Sizzle” to you long before you get into the store.  Rather than cook the Tri-tip inside or in the back of the store they but it right out front.  You can see it cooking and the smell waifs down the entire street. 

Selling the "Sizzle" in Los Olivos

Tempting, and once your in the store they deliver on the promise.  The sandwiches rock and are very affordable.  On top of that the seats and tables are situated such that you can people watch while planning your next wine tasting move.

Tri-Tip in Los Olivos

No matter where you go there are lessons ot learn and people to meet.  Tomorrow its back to the grindstone.  Hav a great day.

Loving Life!