“The Specialist” Sales and Management Training Blog

Wow, what about “The Specialist” Spotlight today! Race In Sales!

Most people would not even attempt this subject for obvious reasons. “The Specialist” doesn’t back down on controversial issues. I will tell you, my 40 years of experience tells me it is.

First, anyone that tries to tell me that there is a level playing field between White and African-American salespersons is in self denial. I have gone door-to-door with almost every race in a training situation in my career. I will address the door-to-door experience first.

When you go to someone’s residence, the boldness of the residents is incredible. The vile and cruel things that come out of some of these people’s mouths cannot even be repeated. The abuse that African-Americans suffer is unspeakable! For that matter any minority is at a grave disadvantage. I have shielded many minorities from abuse in this setting.

Lets go to business to business or retail sales. Whether anyone wants to admit it or not, there are segments of this country, like the deep south, that still would rather not buy from a specific minority. The classy African-Americans, as well as other minorities, publicly refuse to admit that they realize they are at a disadvantage. Being “The Specialist”, I have befriended many minorities and they have confided in me about their true feelings, knowing they would get a fair shake.

Now that we have established the truth I do have the solution to level the playing field.

First, the minority MUST become the consummate professional. They have to have superior product knowledge. Their counterparts will not find that necessary because they have a perception, PERCEPTION being the key word, that they don’t need superior product knowledge.

Second, they must have an extremely neat appearance. Again, their counterparts, because of perception, don’t feel that is so major either.

Third, they must out-work their counterparts. Again their counterparts will never work as hard because they perceive it’s not necessary.

Fourth, they must have tremendous voice inflection! You should know the drill by now, their counterparts won’t find it necessary to perfect that skill either because of their perception.

Finally, you must be extremely sincere! You must master the art of making the client not only like and trust you, but enjoy being around you. These are the necessary steps that all minorities MUST perfect to level the playing field.

Do I like it? NO! Being “The Specialist”, my job is to give you the solutions, not join in a pity party. Nothing is accomplished from the latter.

Master these points and watch the results…you have just been SPECIALIZED!

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“The Specialist”

Hello everybody.

It is I, “The Specialist” with another Spotlight from “The Specialist’ Radio Hour.

Today we talked about giving personal information about yourself when speaking with a prospect. I STRONGLY disagree with doing this. Remember what Donald Trump always says “It’s nothing personal, It’s just BUSINESS”! Keep your personal life out of conversations with your clients. The only way I incorporate my personal life with my business is to make a joke about my life or possessions that will make the client think he has it a lot better then me. That is the ONLY time!

Remember, you are there to learn and talk about YOUR Client, NOT YOURSELF! Check yourself before you speak and you will see bigger checks in your bank account.

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“The Specialist”

Hello everybody,

If you missed the radio show today it was incredible!

The reason there are no transcripts today is because we had a very special guest on that just blew the listeners away. His name was Kevin Kordek, the CEO of A-Active Termite & Pest Control Company. This was not the ordinary Pest Control Executive. Kevin last month was the recipient of the prestigious Virginia Pest Management Association’s “Lifetime Industry Stewardship Award”! If you want to learn more about this amazing individual whose life has been dedicated to the environmentally safe approach to pest control just log on to www.123bugfree.com

Something else that came out of the interview that I can pass on to everyone was the fact that about a week before the radio show Kevin and I exchanged books, of course I gave him “The Specialist” Sales and Management Bible he gave me a book I STRONGLY recommend “Blue Ocean Strategy” it, like “The Specialist” Sales and Management Bible is a MUST read!

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“The Specialist”

Hello everybody,

We had another great “Specialist Spotlight” today on “The Specialist” Radio Hour. What started or inspired this segment was a caller, I’ll call her Peggy, who was insulted that I said on previous occasions that I could train anyone to sell. I pointed out to this young lady that training anyone to sell was not saying that I could train anyone to become a sales professional.

There was the rub. She had been in sales at least 29 years and was very proud of the fact that she devoted her life to becoming a true sales professional. I respect that a tremendous amount, but she misunderstood me.

What I have said, and stand behind, is that I can teach anyone to sell, not train anyone to become a sales professional.

As my listeners know there is a big difference, in my eyes. But the part that inspired this Post was that she went on to say that just training someone to sell was a waste of a lot of valuable time and effort that could be spent else where rather than dealing with a problem. That is where I had to draw a line in the sand. I pointed out to her that if no one had taught me how to sell and been patient with me I would never have become “The Specialist”!

Someone saw me as potential not as a problem. All my loyal readers know that I was fired 5 times as a door to door salesman! No one gets fired from door to door sales! They need every able body they can get. What I am trying to say is it is not a waste of time teaching the less talented or the slow to pick up the sales profession. In fact I owe my entire career to those that kept pushing me and spent tireless amount of hours taking this wandering generality and teaching me a trade.

Of course later on, as I mentioned to Peggy, as everyone does that learns to sell, there will become a day when you find yourself at the crossroads of whether you want to make sales your profession or try something else. In all careers someone must teach you the basics in order for you to ever become a professional.

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“The Specialist”

Before I go into tonight’s post, I want to remind everyone that on the web site you really need to sign up for the Free Newsletter so that during the Holidays you can not only keep up with everything that’s going on but you get a WHOPPING 20% off on all merchandise!

“The Specialist” pen just came out and now you have a perfect gift idea for that special sales professional or manager in your life.

Now back to today’s post.

Someone gave me an idea for a terrific post so I thought I would share it with you. I won’t be able to go into near the depth for each one of these great lessons learned but I will do my best. In order from #10, I will start with sales first. Here we go…

#10. In sales, To be successful be yourself! Do not try and be someone you are not. And whatever you do NEVER try to be “MR. SALESMAN”!!!

#9. “Perfect practice makes Perfect! Don’t forget, how you practice your craft will have a direct reflection on your income and longevity in the industry!

#8. Find a Mentor…”The Specialist” had a great number of mentors that helped me sharpen my craft. Even the bad ones taught me something, If nothing else they taught me what NOT TO DO!

#7. Be sincere with your customers or potential customers. I mean really care about them, it will go along way and the customers can feel it.

#6. The most important thing I have learned in the sales profession is HAVING INTEGRITY in each an every sale regardless of who or what you are selling.

#5. In MANAGEMENT, remember these people that you are managing are under your supervision and leadership. Make sure your footprint of GOOD is all over their FUTURE!

#4. Be patient! Remember, you are not where you are as an overnight sensation. It took a lot of hard work for you and it will be a long process for them. Be patient!

#3. Be Fair to all of your employees and be even handed. Your staff will be watching and grading YOU!

#2. Lead by example! The speed of the boss is the speed of the crew! Never ask your staff to do something you won’t do, can’t do, or haven’t done!

AND the NUMBER ONE thing I have learned in sales/management is to put God first in my life, family second and my business third! I have proven to myself that if I allow God to take me on His plan and I put my family next my business is already taken care of!

“The Specialist”

Hi everybody,

Before I go into “The Specialist” Spotlight from today’s radio hour, I want to remind everyone that on the web site you really need to sign up for the Free Newsletter so that during the Holidays you can not only keep up with everything that’s going on but you get a WHOPPING 20% off on all merchandise!

“The Specialist” pen just came out and now you have a perfect gift idea for that special sales professional or manager in your life.

Now back to today’s Post.

Today I was explaining the disgrace I witnessed in a car dealership when a salesperson morphed into a monster when the cute little married couple decided that they wanted to think over their decision to purchase a car. It was an amazing thing to see. The salesperson was the couple’s new best friend until they hesitated to buy. All of a sudden the couple was treated like dirt! You should have seen the couple’s faces when they exposed this dirt bag for what he really was.

The point is prospects ARE NOT STUPID! Sometimes they purposely say they want to think it over just to see how YOU will react. Sometimes they are really sincere about thinking it over with no intention of buying from anyone else but YOU! It is important that when you think and I emphasize THINK someone is a non sale it is your duty to make a cheerful, friendly, optimistic and courteous exit! Even MORE so than when you make the sale.

With this great attitude you will be amazed how many non sales BECOME sales!

“The Specialist”

Hello kind readers,

Today’s Specialist Spotlight on the Radio Hour focused on the things you DO NOT do when your manager or mentor is training you in the field.

Over the years I have field trained literally hundreds of new and experienced sales persons. What the observer must realize is that the most important thing going on is that whoever you are observing is taking you out for a reason! You must be new or doing something WRONG!

Point, it is time for you to keep your mouth CLOSED, and your eyes and ears open. You must remember that when the professional is engaging a prospect he or she is in the process of constructing building blocks of trust, sincerity, as well as confidence with this potential customer.

Any time you even open your mouth to utter one word you are causing the sales professional that you are watching to have to start all over again in the building process. No matter how many times I have warned trainees to not speak it is like they suddenly get diarrhea of the mouth. After I politely warn them I let them know in no uncertain terms that the next time they say a single word while I am engaging a client I will inform the prospect that obviously the trainee knows a great deal more about the subject then I and I proceed to leave the trainee there and I leave.

In 40 years of selling that is the only thing that I have found that works 100% of the time. Please remember, the professional is doing YOU a FAVOR! Be thankful, learn what you can, take advantage of the experience by keeping your mouth closed and again your eyes and ears OPEN. You might learn something. You will definitely appreciate this when it is your turn to take someone else and show them your craft.

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“The Specialist”

Hello everybody,

It was another exciting day in the world of “The Specialist”!

In case you missed the show The Spotlight was on a very seldom discussed topic…Dress For Success On The Phone! There are more and more Americans today working out of their home and they think because they are working where no one can see them they don’t have to dress for success. You are losing your edge.

It is imperative that you still shower every morning and shave and put on some nice clothes. I know that the temptation is to walk around unshaven and in your PJ’s or whatever is comfortable. It is a HUGE mistake! Without realizing it you are cutting your productivity considerably. To realize this all you have to do is remember the feeling you have right after you shave, shower and put on some decent clothes. You see if you feel sharp you will perform better. It is a proven fact.

That feeling carries over in the way of confidence even over the phone. Your mind is more alert and you feel sharper consequently affording you the opportunity to be more aggressive and make better decisions. There was an old commercial (now I am REALLY dating myself), for razor blades, I think it was Gillette, but the commercial could not have said it better…Look Sharp, Feel Sharp, Be Sharp!

Another tip from “The Specialist”.

By the way I keep reminding you to sign up for the FREE newsletter and get 20% off everything on the site but also you can keep up with everything that’s happening in the greatest industry in the world!

“The Specialist”

Hello everybody,

What a great show today! We had a lively debate and a lot of great topics. As usual if you missed or tuned in late for “The Specialist” Spotlight today it was a good one. Not often talked about in public but I assure you a BIG topic discussed in private was wide open today on the airwaves. Personal hygiene in sales and management.

Wow! What a topic. Basically, what was said was that it is everyone’s personal responsibility to eliminate any and all offensive odors when being at the workplace. Having said that “The Specialist” Radio Hour focused on how managers should address the problem.

First off I recommend that, so as not to spotlight anyone in particular, even though you may know the culprit in your weekly staff meeting, you can address the problem and let your staff know the importance of personal hygiene. Not only is it uncomfortable for your employees to work under these conditions but it will definitely cost you sales. If you are not successful in your weekly staff meeting, remember some of your employees may be in denial or worse yet may know there is a problem but may not know how to solve it.

As a manager your responsibility is to fix the problem! Your next step is to take the individual aside and assist them in rectifying this problem. It is NEVER to be discussed with the other employees if the individual approach is needed. You also do not want to do the ridiculous and leave mouthwash, deodorant, or other props on the unfortunate persons desk. To some people this may seem helpful, but it is clearly offensive (pardon the pun) and insensitive. As a manager your job is to solve problems and be as compassionate as possible. Usually once this situation is rectified it is not only a relief to you and your staff but to the guilty person as well.

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“The Specialist”

Hello everybody,

In case you missed “The Specialist” Spotlight on the radio today it was a very interesting segment. What it came down to was a phone call I received from a very upset parent that was at wits end regarding his son who had worked in sales for a short time but whom had over and over again had brushes with the law and constant problems interacting with other people.

In my brief encounter with this troubled soul I found him to be a very good salesperson with absolutely NO social skills and NO conscious. This young man had used every person that he came in contact with and had used every possible favor from anyone on this planet. Finally he found himself in jail and his bond after serving 30 days was still $15,000. for two more offenses he was charged with while he was in jail. This young person was a mess.

Any parent that has found themselves dealing with a child that has an addiction or has a behavioral problem realizes that at some point you come to a crossroads. Are you helping this person or enabling them? This has to be a brutal crossroads for a parent. Being “The Specialist” I have always believed I could help and turn around most anyone. I have always told my loyal readers and listeners that was the hardest lesson for me to learn in management.

When I was speaking to this parent I could hear the pain in his voice. It hurt deeply to know the agony he must be going through. If I was not going to guarantee this young man a job the parent was going to go the “tough love” method and leave their son in jail. They had come to the ultimate crossroads. As a manager or parent you to will one day have to decide between helping someone or enabling them. What a tough decision! What say you?

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“The Specialist”