Some people start out at the “bottom of the ladder”. I started out one hundred miles away from the ladder! I was broke and desperate for a few dollars so I took the first job that came my way: Telemarketing for a cellphone store!

My good friend and mentor (who I shall honor his wishes to remain anonymous in this blog – who BTW is also the CEO of a very large organization that spells cars with a K) gave me sage advice and said “Kevin, you have to commit to stay at this job for at least 2 years… don’t be a “job hopper”.”

My first day on the job was absolutely the pits. So was the first week, the first month, and the first half a year. Slowly however I worked my way up the ladder, and increased my knowledge and by the end of 2 years I was ready to venture out on my own and start a little wireless company looking to fill a niche that wasn’t served by my previous company or the general market.

Fast forward through a 9 year career in the wireless industry that ultimately led me to entering the payment processing space – where we (Banquest) will soon celebrate 10 years!

If not for that commitment to stick-it-out at all costs, I certainly would have jumped jobs early on, and most likely jumped jobs again and again. It pains me to see young barely 30-years-old’s with 5 or 6 jobs under their belt. Wherever you are, dig in and work hard. Try to learn everything about your industry. Be the best you can be in your current position and increase value for your company and for yourself every day!

Happy Tuesday & Happy Selling!
Kevin

Learning to stick it out!

   |
  By  |  0 Comments

The other day I got a postcard from P.C. Richard & Son about their President’s Day sale and was about to toss it into the garbage when something on the card caught my eye.  It was the logo and words “Celebrating 110 Years”!  

You see, I never would have noticed it, and it certainly would never have taken up a millimeter of brain storage space – IF NOT for the fact that my own company is contemplating throwing a 10-Year Anniversary Celebration!

The truth is that outside the company’s own walls, nobody cares about a company’s big milestone.  It’s easy to get caught up in the hubris of hitting a milestone anniversary and forget the fact that the customer really doesn’t care however many years old you are. In the words of Ms. Jackson, “What have you done for me lately?” is the primary question that customers ask. A 100-year heritage doesn’t really answer that question.

So I’ve learned that as counter-intuitive as it may seem, a company anniversary celebration should not be about the organization. It should be about the change we’ve created during that period of time. It’s about the people we’ve been fortunate enough to serve and work with. It’s about our clients, partners, staff, and friends who made it all possible.

Ladies and gentlemen, I’ve got a lot of work to do.  More coming…

Happy Tuesday & Happy Selling!
Kevin

Company Anniversaries

   |
  By  |  0 Comments

A large portion of my time is spent with my sales team.  Interviewing, training, coaching, commiserating and celebrating (lather-rinse-repeat)…

When interviewing candidates, the one-and-only ingredient that I look for is persistence. Confidence, enthusiasm, smooth-talking and dressing sharply are all attributes for success.  But the crucial character trait that will make-or-break a salesperson is persistence.  

I’ve seen salespeople invest weeks and months into potential opportunities, only to walk away right at the finish line.  As Ross Perot says, “Most people quit on the one-yard line. They give up at the last minute of the game one foot from a winning touchdown.”

According to marketing Experts:

44% of sales people give up after one “no” from a customer
22% give up after two “no’s”
14% give up after three “no’s”
12% give up after 4 “no’s”.

One more fast fact: 80% of prospects say “no” FOUR times before they say yes!  It’s a process that they need to warm up to. Did you get that?! 44% of salespeople give up after the first no!  You have the perfect product, vendor, and price – simply the time is not yet right. Yet most salespeople have given up by that point, when in fact the “no” was merely part of the sales process rather than a final true “no”.

Note:  Too many salespeople believe that persistence means putting their prospects on a quarterly call list. That isn’t persistence. 

Persistence is a lot closer to a child asking for candy; they keep asking until they wear you down, completely unimpressed and unmoved by your objections. If you feel strongly that you can make a difference then you should be trying relentlessly to get their attention!

Use creative persistence. You don’t want to be the “pushy” salesperson who calls and calls and e-mails and calls to the point where you get deleted the second you’re identified. You do want to be the salesperson who engages through creativity and differentiation.

Happy Tuesday & Happy Selling!
Kevin

Persistence: The Only Key You Need

   |
  By  |  0 Comments

I know, I know.   It’s been 4 months (and 4,000 restart attempts) since my last blog.  This is not easy, so please cut me some slack…

I think back to how it all started.  Despite having the most professional and well trained sales team in the world (!), our team occasionally needs a “boost”, a spark of motivation, or just a plain “kick-in-the-pants”!

I started sending out a weekly email to my sales team sharing some war stories of my own time in the battlefield of sales.  I’m not the expert, but I’ve made enough mistakes to warn others…

I added a few friends to my email distribution list to gather some feedback, and it was they who suggested (pushed me) to turn the email into a weekly blog and share it with the greater public.   Today, with over 10,000 subscribers I want to thank every one of you for reading, sharing, and most of all commenting and giving constructive feedback to help me make this better and better.

I promise to get back on schedule (no better way to make sure it get’s done than to announce it in front of 10,000+ people!) and I’m looking forward to next week Tuesday’s blog.

Happy Tuesday & Happy Selling! Kevin

How it all started…

   |
  By  |  0 Comments