“The Specialist” Sales and Management Training Blog

Hi everybody,

It’s me again! Tonight I want to go over something that is advanced about Pride In Sales and Management. I am talking about Pride in individuals YOU manage in Sales and Management. This will be very brief and to the point.

Before I start, I want you to not overlook that “The Specialist” is very aware that all people have SOME degree of pride. Having said that, whenever you have a legal immigrant working for you it is vital that ALL managers realize that one of the key components of their makeup is EXTREME PRIDE! What you say or do has a lasting effect on their long term relationship with you as their employer. If you value their services make sure that you DO NOT embarrass them in front of their collegues.

Granted you should never embarrass any of your employees, but the sensitivity level of a legal immigrant is much more pronounced. You must remember that they are in a foreign land and they are trying to play by the rules and how they are treated leaves a lasting impression. Treat them with dignity and they will be extremely loyal and stay with you for a long time.

That’s tonights tip from “The Specialist”.

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Hello everybody,

I had to share this post with you today in case you couldn’t get “The Specialist” Radio Hour.

Today we had a debate on a very interesting subject. I posed to my listeners this question. What do they the listeners think the most important part of selling is? The phones didn’t stop ringing. I got everything from closing techniques, to attitude, to making people like you, to making people trust you! It was great! After 45 minutes of calls “The Specialist” put everyone out of their misery and “Specialized” them.

All of my callers had great answers, but what they failed to realize was that none of what they said mattered if they didn’t or couldn’t PROSPECT! Prospecting IS without a doubt THE most important part of selling. Without the prospects YOU ARE OUT OF BUSINESS! PERIOD.

I just thought I would share this exciting exchange from the show with you. Check out strangeratthedoor.com and sign up for the FREE newsletter and all the exciting new stuff that’s going on in the world of “The Specialist”.

“The Specialist”

Hello everybody,

It’s time for a gigantic update of some incredible things not only happening to “The Specialist” but also benefitting YOU my loyal readers ! Once again a special thanks to each and every one of you that have not only logged on to my Blog, but are regular listeners to my radio show. I really appreciate you!

Here’s the updates…First, starting October 1st, thanks to YOU, the radio show has been picked up to 5, that’s 5, days a week at 3 to 4 pm Eastern Standard Time! Secondly, the radio station owners have promised me that January 1st, 2008 they will try and syndicate the show Nationwide! Thanks again!

A great moment of pride for me is that today the long expected release of my book “The Specialist Sales And Management Bible”, a MUST read for ALL Sales and Management Professionals, was OFFICIALLY released. You can now order the book on my web site www.strangeratthedoor.com.

Keep your eyes open for the new Specialist pen coming soon. Thanks again and I will always give each and everyone of you 100% of my best effort. I look forward to talking to you soon.

“The Specialist”
Sales and Management Expertise

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!

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“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”

Hi everybody,

I hope all of you great readers have a wonderful weekend. Remember kind readers, due to the preparation of the radio show I only have time to do a post Monday thru Friday so this is the last post of the week. Don’t be alarmed, it’s another good one!

Tonight we are going to discuss how you leave the sale after you have sold the prospect. As usual I was watching a sales professional close a sale, which I must say went quite well UNTIL the sales person was leaving. Then the wheels fell off, and I mean completely fell off!

As the sales person was leaving he apparently remembered that he failed to leave a business card. Instead of going to his car and getting one he made a catastrophic mistake. He stopped at the exit of the business when the client was high on his new purchase and asked the customer if he left a card with his copy of the CONTRACT. They both went in to look and the end result was he still had to go to the car and get one.

There were many errors he committed at this critical point. First the customer was very happy, then the sales person mentioned the key BUZZ WORD “Contract” and sought to find it. The bad news was that instead of leaving the customer high on his purchase he brought MAJOR attention at the very end back to the CONTRACT! Of course when the sales person left the customer reread the contract and ended up with buyers remorse.

In fact, before we could drive 20 minutes away the salesperson received a phone call with the prospect desiring to cancel. As “The Specialist” I had already started to calculate how long it would take before the salesperson received the dreaded call.

What the salesperson should have done, if he was worried about whether he left a card or not, was to immediately have gone to his car and retrieve one. Then he should’ve told the prospect that he wanted to give the prospect a personal card to keep in his wallet in case he ever needed it.

Remember, after the prospect has finished the paperwork you want it to be out of sight and out of mind. Mention anything EXCEPT the contract! Not only that, he violated a cardinal sin in the industry. You NEVER call the paperwork a CONTRACT, it is always referred by sales professionals as the paperwork or the guarantee…ANYTHING but the CONTRACT!

Everyone has been taught since childhood never sign a contract without consulting an attorney. Putting your OK on some paperwork is a lot less intimidating and a lot less formal. Lucky for this particular salesperson he was accompanied by “The Specialist” who went back to the client and reinforced the sale, eased his concerns and saved the sale. Without incorporating these techniques YOU might not be this lucky.

By the way don’t forget to sign up for the FREE newsletter and get your 20% discount on all items including the teleseminars by logging on to strangeratthedoor.com website. If you like what you see on this blog don’t forget to sign on to our RSS feed.

“The Specialist”