“The Specialist” Sales and Management Training Blog

Hello everybody,

It’s great getting a chance to do a post and share some information with you. Tonight I want to give you a live example of how to KEEP control during the sale.

The other day I was watching a very good experienced sales professional giving his presentation to a very strong personality type. The sales person asked me if I would take the lead and let him watch. To make a long story short the prospect when the presentation was over looked at me and said, and I quote, “well if you want to pursue this you can come back in a couple of days. Remember kind readers he said this to “The Specialist” !

What I said was very simple and not only took back the control but OF COURSE enabled me to consummate the sale. What did you expect. I simply told the gentleman that there was really nothing for me to pursue. It was HIS money and if he wanted to continue losing money that was up to HIM…NOT ME! I then proceeded to tell him the things I would need him to have ready on Wednesday when I would return to take care of his account. GAME, SET, MATCH !! Moral of the story is to NEVER lose control before during or after your presentation.

By the way, don’t forget to log on to strangeratthedoor.com website and sign up for the FREE newsletter there is some very exciting news coming out this weekend plus you receive a 20% discount on everything on the site, not to mention you can listen to “The Specialist” radio show. Thanks for all of your support.

“The Specialist”

Hello kind readers,

It’s me again and I hope you have been listening and most of all enjoying the radio show. Those of you that cannot get the show can go to strangeratthedoor.com and hear the show commercial free in it’s entirety.

Tonight I want to discuss the importance when building a successful sales organization to have an attention to detail. I am not just referring to attention to detail in the sales presentation, even though you always attack that as well. What I am referring to is the important little things.

I was asked recently to work with an organization that was having problems with production. The first thing I did was check the location that the sales people were selling at. IT WAS A DISGRACE! There was empty space on the shelves, as well as dust everywhere and trash, not only all over the sales counter, but on the floor all around their sales booth! I immediately explained to the staff that before the customers would take them seriously they had to make their booth professional.

REMEMBER, what is going through the potential customers minds is that if you cannot take care of your own house how could they possibly expect your company to take care of them AFTER the sale!! Once you get your staff to start taking attention to all of the small details you can begin to work your way up the ladder to personal appearance all the way to the individual sales presentations. It all works hand and hand.

Remember, pay ATTENTION TO DETAIL in SALES AND Management and you will see a tremendous difference in your staff as they begin to take not only pride in your company but more importantly to THEMSELVES!

“The Specialist” considers this a Win, Win situation for everyone!

“The Specialist”

Hello kind readers,

It’s me again. I have to give all young managers credit for listening to and following the lead of their older counterparts that have literally “Seen the Movie” before!

In my case, being “The Specialist”, I have 40 years of life lessons as well as management lessons stored in my archives. It is almost impossible to encounter a situation that, regardless of the combination of circumstances, I have not only seen and dealt with but now with the benefit of age, can anticipate and accurately give you the outcome!

For those of you great young managers, and you know who you are, if you are blessed with the opportunity to work with someone like this take advantage of this OPPORTUNITY! It may come your way only ONCE in your lifetime. For those of you that are already taking advantage of this opportunity regardless of from whom, I “The Specialist” would like to thank you on behalf of all of us older mentors. It makes our job a lot easier. Remember we really have “Seen The Movie Before”!

“The Specialist”

Hello kind readers,

I hope you are listening to the radio show because it is very exciting. When you sign up for the FREE newsletter you automatically receive a 20% discount on everything including the tele seminars. We are also coming out with a MUST if you are in sales, “The Specialist” pen! Everyone that makes a sale HAS to use “The Specialist” pen. Call me prejudiced, but I think it will help you make the sale. The pen will debut soon so keep your eye on the “The Specialist” Gear.

Today’s post is about the “pipe smoker”. In order to fully understand how to sell the pipe smoker one must understand the persona the pipe smoker is trying to convey. The pipe smoker wants to appear as a THINKER. Someone that is always deep in thought. To sell this person one only has to appear to be in awe of the depth of this persons thoughts. Once you have stroked this persons EGO and let them know how much smarter THEY are than YOU it is an automatic sale. Amazing isn’t it?

I welcome your comments and if you have a particular type of person that you don’t know how to sell just check in with “The Specialist” and like on the radio show be prepared to get SPECIALIZED!

If you enjoy these posts don’t forget to sign up for the RSS feed.

“The Specialist”

Hello everyone,

A salesperson asked me to go on a sales call with him recently and, as usual, I watched him and the prospect intently.

His first visit to this particular client was the preliminary call setting up the sales presentation. As soon as I met the client I formulated the presentation in my head and later shared this information with the salesperson. I have learned over the years that there are certain ways to present all different kinds of people.

For example if you are going to present a Jewish person FORGET the romance! All they want to know is the bottom line as fast as possible. They are NOT interested in your story. All they want to know is the bottom line. Will it benefit THEM and how much will it save them or cost them. It is just that simple. It is very important to be able to recognize the different kinds of people that you are going to present.

As it happened, even though this particular person was not Jewish I showed the salesperson exactly in two sentences how to sell that client. “The Specialist” immediately recognized the type of prospect that was in front of him. Although rare, there is definitely a time and a place to be blunt and to the point in sales!

Don’t forget to sign up for the FREE newsletter and get a 20% discount on all items including the teleseminars at strangeratthedoor.com web site. If you enjoy these posts don’t forget to sign up for the RSS feed.

“The Specialist”

Hi everybody, It’s me again!

Losing your position in your company cannot only be frightening but very devastating to most people. I stumbled upon this young lady recently and found another common thread that we have discussed before. These people that lose their positions refuse to accept responsibility for their dilemma. This particular young person not only refuses to accept any responsibility but instead of being terminated from her position has been given a chance to be retrained so she can in fact possibly earn her way back into her previous position.

Everyone must remember that business MUST be a win-win situation for everyone involved. If you have a person that is not producing desired results there IS a reason. Business owners can only keep someone not producing for so long!

The first thing I would do is IMMEDIATELY change my attitude. Secondly, I would work very hard on whatever cost me my position to begin with. There is a simple formula to avoid losing your position EVEN if you are not producing. This company has another employee that has run into a slump of epic proportions, the difference is that even though he is working prime hours and is not producing he IS contributing in MANY other ways and has a tremendous attitude.

Even though he is not having the desired results in his personal production he is helping everyone else. More importantly his attitude is outstanding. Even facing the same retraining options the young lady is going through he has realized HE has a problem and in every way while he is anticipating his retraining he is making tremendous contributions to his team. Because of his attitude and his contributions this gentlemen will never have to fear losing his job.

Remember what “The Specialist” has told you before, it is your attitude not your aptitude that will determine your altitude in life!

“The Specialist”