Pablo Picasso was one of the most influential artists of the last century, no question about it.

The other day I spent some extra time at the Norton Simon Museum, in Pasadena, checking out his paintings, and then his sculptures, and I got to thinking about what he could teach salespeople.

There are at least five solid lessons:

(1 Picasso put “The Law of Large Numbers” to work. (See my audio program with this title, published by Nightingale-Conant.)

He was extremely prolific, having created, literally thousands of works over his career. Compare that to DaVinci, whose significant output was extremely limited, however brilliant. Salespeople should be constantly opening new accounts, more than they think they need to reach their quotas and to have a nice living. Push yourself to create a lot, every day, that’s the Picasso way!

(2) Picasso, as you may know, used various expressive styles. He had a “blue” period, dabbled in cubism, realism, minimalism, and so forth. There are lots of ways to communicate with your public, so become adept at all: phone, face to face, voice mail, email, etc.

(3) Ignore your critics, internal and external. If you watch the movie about Picasso, starring Anthony Hopkins, you can see how self-confident this guy was, especially in his romances and work. He didn’t indulge in self-criticism, and he had no time to listen to his external critics. In fact, he probably outlived most of them!

(4) Lead, and let others follow. Emerson said to be great is to be misunderstood, and while Picasso did enjoy commercial success during his lifetime, he set his own course, boldly creating styles unique to himself. One of the sculptures I like a lot at the Norton Simon Museum actually looks a hundred years ahead of our time, and he shaped it in 1909! I think it may take audiences that long to really “get it,” but so what?

(5) Enjoy yourself! This guy loved life, and was filled with energy and vitality. He left nothing un-done; you can see this in the movie about his life. Work should be involving and enjoyable. If it’s drudgery, it’s not just killing your creativity; it’s probably killing you.

Most great artists outlive everyone else, except great comedians. We could do worse than to model our careers after luminaries such as Picasso, Erte, and Dali, to name a few.

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC’s Annenberg School, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com.

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Jeff Foxworthy does a comedy routine “You might be a redneck if…..”

Here are some tips that I see most sales people do that destroy their success. You might not be a successful sales person if….

You might not be a successful sales person if….. o You don’t know how many customers you need this next week that are necessary to hit your yearly total revenue target

You might not be a successful sales person if…. o You don’t know what your average customer is worth to you.

You might not be a successful sales person if…. o You don’t know where to find an even bigger customer, or you haven’t been looking for one.

You might not be a successful sales person if…. o You are happy selling one at a time, and you don’t know where to sell one to many.

You might not be a successful sales person if….. o You don’t know how many sales you have to close this week to be able to hit your yearly total revenue.

You might not be a successful sales person if….. o You don’t know how many sales you will close out of 10 appointments. o You aren’t constantly looking for ways to increase that number.

You might not be a successful sales person if….. o You don’t know how many leads and appointments you need this week to hit your yearly total revenue.

You might not be a successful sales person if….. o You don’t know how many marketing activities that are needed this week to deliver the number of appointments needed this week.

You might not be a successful sales person if….. o You don’t know how many cold calls are necessary to deliver the number of appointments needed this week.

You might not be a successful sales person if…. o You have no clue how to increase your revenue, your number of customers, or your profits.

You might not be a successful sales person if….. o You are refusing to measure your progress o You are saying it is impossible to measure your progress

What You Can Measure, You Can Manage… What You Can Manage You Can Improve…

————————-Dramatically!———–

These are some of the top key numbers that IF you don’t know you are probably NOT successful.

Knowing these numbers does three basic things.

Step 1– Having measurable goals so that you know what you should have been doing, where your target is, and have developed a plan how to hit that target EXACTLY.

o Let’s you know what you should be doing to achieve the revenue you’d like to be making this year.

o Psychologists say that you are 7 times more likely to achieve your goal if you have it written and clearly defined.

Step 2–Measuring your progress toward those goals let’s you know if you are on target, and what is working, and what is not.

Step 3–Learning from what worked and what didn’t allows us to optimize. Having the measurements is THE ONLY way for that to happen.

And, here’s a real big aha….most of those that completed step one and two more than doubled their business. Those that went to step 4 found that it catapulted them another 5-10 times in the next few weeks, and if they kept it up, the multiplication of their business results kept up as well, over and over and over.

You might be a successful sales person if…

——————–You avoid all of the problems above.

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Every once in a while an idea comes along that makes life easier and makes business more profitable. The personal computer and the Internet are examples. But sometimes the idea is so SIMPLE that we collectively say, why didn’t I think of that?

There is a TREND developing that will change the way you buy and sell. In one way, it’s as new and fresh as the Net itself. In another way, it’s as old as the hills. Interested in getting more customers? Read on.

Quickly, how much is $57 times 36? Did you need a calculator?

If you did, and most do, you have just witnessed the POWER of selling by subscription. It gets it’s roots from selling over time (how many credit cards do you carry?) a concept we are familiar with. The TWIST on subscription selling is that the client can CANCEL AT ANYTIME and receives updates for free.

How much more likely would you be to buy a new car, boat or house if you had the FREEDOM to cancel and always had the newest model? Cellular companies caught on a year or so ago that people DON’T LIKE CONTRACTS. So they made the adjustment and sales went through the roof.

THE TREND (AND THE TWIST) HITS THE WEB

Selling by subscription is sweeping the web. Giant software companies (yep, you know who I mean) are starting to tout their “software as service” ideas. How will that work?

You will have a SUBSCRIPTION to a particular piece of software that you pay for monthly. Now you get the benefit of not paying hundreds out of pocket AND you get the latest updates included in your subscription. Sure, they may make a buck or two more but you will have access to the most recent features and you CAN CANCEL AT ANY TIME. Now, who has the power? YOU DO.

An excellent way to market and an excellent way to buy.

Many companies embrace this concept because it’s easier to sell, meets less resistance and is a much less costly way to market. They know that MORE PEOPLE WILL BUY THIS WAY.

Time now becomes their ally, not their enemy. The more subscribers they have the more money they make. By the way, the power of the subscription is how online companies end up buying huge media companies.

Will this new pricing model work for you? You will certainly benefit as a consumer but can you capture the idea as a seller?

Take a look at what you sell with a new eye. Could you offer your clients a subscription for what you do? Could you start to slowly move in that direction on your pricing? One thing is for sure, selling by subscription is hot and getting hotter.

And it’s an idea that will be around for a very long time.

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How well you sell your ideas is just as important as how good those ideas are.

So, let’s get started. How do you sell your ideas?

1. Strategic Positioning 2. Savvy Psychology 3. Slick Presentation 4. Structural Persuasion 5. Solving the Problem

Of course I can’t give you a complete course in this article, but I can supply you with enough knowledge to become a dangerous adversary in your battle to be heard.

1. Strategic Position:

To sell an idea you must have a strategy. Before you begin defining your selling idea, you must create and define a strategy. Your strategy could be as simple as this; “Our strategy is to gain awareness of the dangerous effects that radon presents to the public and to offer a free detection device. On discovery of the danger, we offer a 1-800 number on the detection device to sell our abatement service to effected clients”. Or your strategy could be a complex and diverse plan of attack including TV, Radio, Newspaper and Internet Advertising Campaigns. Whatever your strategy may be, the most important is that you believe in it. If you don’t believe in your selling strategy, you have a poor chance in convincing the client to believe in it.

2. Savvy Psychology:

Selling an idea in any form really comes down to “talking to people”. Think about how they feel when they read, see and/or listen to your selling idea. The principle of writing up a good selling idea is in the presentation. Learn to involve others in your selling idea and presentation. Test your ideas out on friends, family and peers involved in your industry. Listen to what they have to say. They will often have very valuable input and will help to make your selling idea better.

Pay close attention to the psychology of your client. You client will have one question in mind, “What’s in it for me”? Understanding that one point alone can be the difference between success and failure. You need to gain insight into how the client will feel and react to your presentation. This is Savvy Psychology in action!

3. Slick Presentation:

A good presentation makes people want to read, watch or listen to what you have to say. Presentation (other than audio alone) requires the joint effort of two distinct facets. One is the actual copy; the other is the layout and graphics. One is an integral part of the other. Presentation of a selling idea is not unlike presenting a play. Writing and presenting it is like writing a script and staging it. It requires a believable script, rehearsal and timing. Layout and graphics are more important now than ever. The client can often fight back the words, but visual stimulation is an unconscious reaction and a strong selling tool. A great layout and a good storyboard will make your client want to “do” the presentation.

4. Structural Persuasion:

How do you persuade people? It’s simple! By meeting their needs and aspirations, which is not always so simple. Persuasion is not a science, but an art. Art is a form of expression and so is presenting an your selling idea. The most critical part is the entry or the beginning. First impressions are important in any part of life. Presentation is no exception. In everything that you communicate, whether it’s the first sentence in your copy or the first thought in your presentation, you must be concerned with that vital step. In today’s “advertising congested” world, you must fight to get your presentation noticed. That’s why the first words and visual stimuli are so important. You must literally capture your reader or viewer immediately.

So what about the rest. Try starting out with a rough outline of the presentation with titles and subheads for each part of the presentation sequence. Think about the toughest questions that will be asked and supply them with the answers. The more doubt a client has, the less likely they are to believe in what you have to say. Always know what you are doing and where you are going with it. Know where the client is and how to get them where you want them to be. Be organized and sequential. Do things step by step and by the numbers. For the best results, learn to organize your thought processes and develop good organizational habits. Your layout and presentations will reflect this.

5. Solving the Problem:

What’s the problem? The problem, or should I say problems, are “needs and answers”. Clients have needs. Knowing what those needs are is an essential factor in solving the problem. You can’t present a solution without first knowing that they have a need for one. You must also provide the client with the answers, answers to questions they haven’t asked. If you can fill the “needs” and answer the “questions” you can “Solve the Problem”!

Remember: Salesmanship = Strategy + Structure + Style – Doubt

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Are you busy or are you productive? The question is innocent enough. But can you handle the truth?

Recently I was doing some consulting with a client who carefully examined how his sales representatives spent their time. He concluded that they actually spent less than 5 percent of each day engaged in the act of selling! Imagine, 95 percent of each sales day spent on nonselling activities. Writing letters, putting together information packets, filling out paperwork, telephone prospecting, and traveling consumed their days.

As you can imagine, my client wanted to grow sales revenues. Some sales trainers attempt to convince prospects that training is the answer for everything. While I encourage the acquisition of knowledge and new skills, I disagree with the blind assumption that training is always a cure for poor sales performance.

Let’s pretend that he sent his entire staff to a sales training seminar, and they learned skills that made it possible for them to double their closing percentages. The improvement would only be useful during that 5 percent of each day they spent selling.

Adding salespeople isn’t always the answer either! If each rep is spending 5 percent of their day selling, it would take another 19 reps to achieve 8 hours of selling time. Common sense will tell you that the costs of recruiting, training, and managing such a force would be an awful waste of potential profit.

So let me get to the point. Are your salespeople spinning their wheels? Are they spending time, money, and energy keeping busy or producing results? If you’re not sure, be on the lookout. Watch and see if your reps are doing things that less-skilled and lower-paid support personnel could be doing for them. Do your representatives spend time doing things manually that could be done better, faster, and more efficiently using technology?

For example, are they writing and launching mailing campaigns that could be done better and faster by an assistant with a computer and automation software? Are they spending hours each day leaving messages in prospective clients’ voice mail boxes instead of having sales assistants with Direct Voice Mail Marketing Systems make calls for them?

Let me encourage you to rethink the assignment of individual job responsibilities and list the tasks necessary for successful job performance. Take a look at which tasks require the specific knowledge and ability of a salesperson and which ones don’t. Build teams of support personnel and leverage technology wherever possible to cost effectively and efficiently accomplish the simple, yet time-consuming, tasks that hold your salespeople back.

Copyright 2001, Mason Duchatschek

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In all the chaos of getting a party set up, things ordered and helping your future graduate to continue down the graduation road by supporting them. Teen years can be as confusing for the one going through it as it is for us parents. The phrase “Back when we were in school…”comes up frequently when we talk to our children and sometimes it isn’t what they need to hear. After all to them what we did is ancient history to them, teens live in the moment most of the time with little regard for learning from our mistakes or applying our past triumphs.

Children have to learn on their own no matter what we do to guide them. They also learn by example so if you are the type to exercise moderation in your lifestyle, chances are they will to or at least have the common sense to think about consequences . If your child has decided not to have their own party and is attending one of a friend’s or several you can be sure that alcohol will be involved at least a couple of the stops.

It is no different in that respect than we were, there were always the kids with the booze, furnished by an older sibling or friend at most parties, but this one is special it is the end of an era and the beginning of a new life for your child. They are going to whoop it up big time. The best approach would be to advise him or her that no matter where he or she are or what time it is if they are drinking to call you for a ride home – you in turn need to promise no berating or punishment if they will call you. It can make the difference in the rest of their lives.

Now the big day has arrived and your child is coming down the hall with his classmates all dressed in their caps and gowns looking so sharp and ready to take on the world. You applaud with the other parents as one by one these seniors receive their diplomas and look forward to the rest of their lives. Then it is back to the house, hall or wherever you are having the party for the celebration you could even bring your team uniform. If your child is not having a party, but going to one offer them the option above, it just may save their life or someone else’s.

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It’s early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold Philadelphia to less than 26 yards. One play. That’s all.

Just one play. In sports bars and living rooms across the country jaws drop when Eagles quarterback Donovan McNabb completes a 28-yard pass to Freddie Mitchell, and the Eagles get the first down. They kick a game-tying field goal and force the Packers to dig in for overtime.

Philadelphia receives the ball. After struggling for little gain the Eagles punt it away. Green Bay’s task is simple. Keep the ball on the ground and advance into field goal range. Favre takes the snap, drops back, and inexplicably heaves a long pass… into double coverage. Into the hands of Eagle Brian Dawkins. Into history. Philadelphia marches into field goal range and kicks an easy three to win. Game over. Lights out. Thank you for playing.

The Packers lost because they didn’t close. They played well, but in the end it came down to the fact that they didn’t close and the Eagles did.

More than just preparation

Talent, tools and preparation are vital to the success of NFL players and sales professionals. But in order to change buying habits, we must also incorporate closing into the natural life of our sales presentations.

In simplest terms, a close is an agreement to take the next step together. What you close for varies based on your overall objectives and your history with a customer.

Have you ever seen a football team attempt a one hundred-yard touchdown pass? Not likely. Both players and coaches understand that a touchdown is the last of a series of plays, each designed to bring the team closer to the goal line, which increases their chances of a successful touchdown attempt, which brings them closer to their ultimate goal of winning the game. Every play is important.

It’s the same principle in sales. If you try to close a sales call without first executing a customer-focused presentation, you’re probably not going to be very successful. However, as the Packers found out on that crisp January day, you can execute a lot of good plays well, but if you fail to close, you don’t get the win.

The clock is ticking… Green Bay legend Vince Lombardi once said, “The Green Bay Packers never lost a game. They just ran out of time.” In all likelihood, the Packers assumed that their three-point lead was safe with just over a minute left on the clock and Philadelphia deep in their own territory. The win (close) was assumed. As Packer Al Harris said later, “Fourth-and-26 yards, that’s like fourth-and-forever.” That assumption cost Green Bay the game. It may cost you a sale.

An effective close is carefully crafted to answer these questions: What am I going to do? What are you going to do? What is the expected outcome? When you close by gaining a commitment, you make the touchdown. Because at the end of the day, someone has closed the customer. Shouldn’t it be you?

Getting the win

By most measures 2003 was a successful season for Brett Favre. He passed Dan Marino and climbed into second place on the NFL’s all-time list for postseason touchdown passes. He surpassed Marino in all-time postseason passing yards, moving into third place in the record books. Favre extended his NFL record for consecutive postseason games with a touchdown pass to 15, and pushed his NFL record for most consecutive starts at quarterback to 208.

Clearly, the three-time MVP is a player with the talent, tools and preparation to win. But his team’s failure to close is what made the difference. Favre will be remembered as a champion, but he will never have another chance to win that game.

When evaluating whether you’ve done enough to meet your objective, ask yourself, “Did I close?” That could be the difference between winning and losing.

Copyright ©2005 by Sally Bacchetta. All rights reserved.

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WE know that the profession of franchise sales is an honorable one…and that many franchise sales professionals are great at what they do…but let’s face it…for many people the word “selling” is a mighty nasty word…and the idea of dealing with a “salesperson” is akin to having a root canal!

Even you and I have experienced obnoxious salespeople who have turned us off…made us cringe…and even stopped us from pursuing a purchase that we really wanted.

So how can we expect our prospects to trust us if we ourselves have had a poor experience or two?

Well, if you’re anything like the franchise sales professionals that I know…you’re always up for a challenge!

And what could be more challenging than the current climate that we find ourselves in? This is the era of the uninvited dinnertime Tele-Marketer and the “Do Not Call” Registry…an era characterized by educated prospects who want to “invite” sales professionals into their lives…not be bombarded by them!

And what does that create for us…the franchise sales professionals of the world? It creates a wonderful opportunity to prove that franchise salespeople are professional, and relationship-oriented and different from the rest! And when we handle our jobs in this way, it creates an opportunity for us to meet and surpass our quarterly sales goals at the same time.

Are you in?

I thought so!

So, here we go…

Step 1-KNOW YOURSELF AND YOUR PRODUCT OR SERVICE

What makes you unique and what makes you tick? Why would prospects want to partner with you? Is it your knowledge? Or, is it your style? Is it the years of experience that you have in your business? Perhaps it’s your openness and your ability to keep conversations going for a long, long time.

Similarly, what is it about your franchised product or service that is unique? What can you tell someone about your concept that will make them curious and want to know more? What is it that your company offers that no other company can match?

Step 2-GET CLEAR ON WHO YOU WANT TO ATTRACT

Who are your “Ideal Prospects”? Have you profiled those individuals? What qualities do they have? What skillsets? What traits? Create an “Ideal Prospects” checklist. List all of the qualities that you are looking for and keep it in full sight. Be open to the idea that you can ADD or SUBTRACT from this list as your business profile changes. Imagine what it would be like to be in a business partnership with these types of people.

Step 3-LOOK FOR YOUR “IDEAL PROSPECTS” EVERYWHERE

This is like a treasure hunt. Sure, your prospects are coming to you primarily via the internet…but where else can you find them? What newspapers and magazines do they read? What radio stations do they listen to? What TV shows do they watch? What types of advertisements can you create for those media? Where might you meet your prospects in person? Do they hang out in Starbucks or at the local gym? Go ahead…seek them out!

Step 4-CREATE AN IMAGE FOR THESE INDIVIDUALS TO SEE

How can you portray yourself and your concept to your ideal prospects? What can you send them that will make them curious about your business? Should you include a picture of your flagship store or a photo of your smiling face? Can you pose a question in your copy that will make them say…Hmmm? Should your business card be strictly professional or warm and casual? If you were them, what would make YOU reach out?

Step 5-IMAGINE YOURSELF CONVERSING WITH EXACTLY THE TYPES OF PROSPECTS YOU SEEK

If you could talk with your ideal prospects right now, what would you like to find out about them? How would you introduce yourself? What questions could you ask to put them at ease? Would you listen more than you speak? What would you be listening for? What would you want them to know about you and your business? Preparation is good!

Step 6-BE A CONVERSATION STARTER

People love to talk about themselves! Ask some “open ended” questions. Listen to their responses. Listen some more. Now listen behind the words for what is not being said. It’s great to come from a place of curiosity. What can this person teach you? What connections might you have? What commonalities of experience? Is this someone who might be a good fit for your business? How can you move this new relationship from acquaintainship to partnership?

Step 7-MOVE IT FORWARD

If you’re feeling good about this prospect…go for it! When you’re comfortable in your own skin, and obviously excited about your business, you’ll inspire your prospects to want to learn more. Just be yourself. Share what inspired you to join your franchise company. Tell a fun story about how you got started. Be clear about what it is that makes your business special to you…and then move the relationship forward by inviting your prospects to take the next step.

Step 8-WATCH FOR THE ‘MAGIC CLICK’

As you’re conversing and moving through the process, check in with how you’re feeling about this person. Are you on the same wave length? Do you speak the same language? Is the conversation flowing…or stagnant? What can you do to enliven the connection? Go ahead and do it!

Step 9-GUIDE YOUR PROSPECT THROUGH THE DISCOVERY PROCESS

Invite your prospect to ‘try you on’…by inviting them in for a personal meeting. Be prepared to excite and inform them on Discovery Day. Nurture your new connection. Help them to meet others in your franchise organization and to get their questions answered. Be sure they get to watch you interacting with your team-mates…allow them to see the comradeship you feel for one another. Set a realistic timeline for discovery. Send them home with a smile and an eagerness to be awarded your franchise.

Step 10-BE READILY AVAILABLE TO THEM EVERY STEP OF THE WAY

Keep in touch with your prospects consistently. Even if they’re not returning your phone calls, it’s not over until they say, “no”. When you sense a concern, meet it head on. Allow yourself to be easy to find and easy to work with. Go to bat for them when you can…and when you can’t, let them know that. Return their calls promptly. Follow up diligently. Remain optimistic. Move through the quarter expecting the best. Be the person that stands by their side as they move from prospect to franchisee. Celebrate with them at your next annual conference!

SO HOW MUCH FUN IS THIS?

Franchise sales professionals get more opportunities than most to connect with good people, form new relationships, create partnerships, and help people to grow and prosper in a business suited just for them!

We are fortunate to be in a position to share the success of the franchising business model with exactly the right people!

Until we meet again…Happy Selling!

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