Sales Vault - The Closer newsletter

Chaos - Tornados in Texas by Jerry Hocutt

(Note About Author: Jerry Hocutt, author and presenter of the successful Cold Calling For Cowards® series, is now scheduling his speaking events for 2008. If you would like to schedule him for a keynote or breakout speaker, please email Eric or call him at 509.665.6479.)

Edward Lorenz died.

There is no Nobel Prize for his field of expertise, meteorology. If there was, I’m sure he would have won it.
You may not know Dr. Lorenz but you know of him. The 90-year old MIT professor died at his home in Cambridge, MA, on April 16. According to the AP report, “His discovery of ‘deterministic chaos’ brought about ‘one of the most dramatic changes in mankind’s view of nature since Sir Isaac Newton’ said the committee that awarded Dr. Lorenz the 1991 Kyoto Prize for basic sciences.”

Maybe you know him best as the father of the famed “chaos theory”. While at MIT in the 1960’s he came up with the concept that small effects lead to big changes, i.e. the “butterfly effect”. His theory explained how something as minuscule as a butterfly flapping its wings in Brazil changes the constantly moving atmosphere in ways that could trigger tornados in Texas. Meteorologists today base their forecasts on his techniques.

The AP report says that Dr. Lorenz inadvertently ran what seemed like the same calculations through a computer twice and came up with vastly different answers. When he tried to figure out what happened, he noticed that a slight decimal-point change – less than 0.0001 – wound up leading to a significant error.” That error led to his theory of the butterfly effect.

So what does it mean to me?

Small things make a difference.

“The concept of small changes turning into big effects also influenced many basic sciences” the AP reports. But basic sciences are not the only things affected. Relationships, sports, and sales are affected the same way.

The wink of an eye may signal acknowledgement of inside information – or it may be seen as flirtatious. An arched eyebrow may be a show of surprise or maybe disbelief. Crossed arms may be interpreted as a defensive position, or as someone who is chilly.

The signal sent affects the behavior of both the sender and the receiver. Will they warm up to each other? Back away? Laugh together?

Small things make a difference in sports. How the pitcher holds the seams of the ball on his fingers will affect the delivery, movement, and speed of the ball differently than if he doesn’t hold the seams. He could throw a two-seam fastball, a slider, or a splitter depending upon his ever so slight adjustments.

This small difference in how the ball is held will dramatically affect the batter’s behavior once the ball crosses the plate. If the batter connects, the behavior of the outfield changes. The base runners will stay or go. Umpires will quickly move to different positions on the field. Thousands in the stand will scream, stand, cheer, or moan.

And it all started with how the pitcher gripped the seams of the ball. Small things make a difference.

Apply the chaos theory to sales

Even though you feel it’s butterfly wings flapping in the breeze, should you make that one more call before calling it a day? Should you ask that question in the back of your mind? Should you go to that networking function even though the day’s been long? Should you send that direct mail piece? Should you follow-up on that proposal? Should you ask for the referral? Should you respond to that email? Should you ask for the order?

Small things. Miniscule things. Butterfly wings things. One thing leads to another. Then another. And another. You change your behavior when you act. You acquire more knowledge when you talk with others. You get closer to your goals. But you also change the behaviors, knowledge, and goals of others by your butterfly actions. Small things lead to big results.

The sequence of asking questions when interviewing for a new sales position makes a big difference. Who sits where at the conference table affects the relationship of everyone present. Picking the phone up on the first ring or the tenth changes the attitude of the caller. Leaving your cell phone on during your presentation gets a different response from your client than if you had turned it off. Constantly interrupting others (see Lou Dobbs and Chris Matthews if you can bear it) builds frustration and red faces if they’re trying to make a point.

A salesperson is like the baseball pitcher searching for his grip. It’s a small thing. But knowing how to do those small things in specific situations can make you one of the best. Not mastering them can send you packing for the minors.
Do the basics. Stay focused. Get a grip. Deliver your best. You’ll change your life and the lives of others.

About The Author:

© 2008 Jerry Hocutt. Get affordable ($25!) sales training at www.SalesWebinarsOnDemand.com. Webinars include Straight Talk If You’re New to Sales: Good Advice I Wish I Had Earlier in My Career and the Cold Calling for Cowards® trilogy.

Jerry Hocutt, author and presenter of the successful Cold Calling For Cowards® series, is now scheduling his speaking events for 2008. If you would like to schedule him for a keynote or break out speaker, please give Eric a call at 509.665.6479

Top 8 Steps to Guarantee Closing Sales by Sam Manfer

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It’s best to have the goal in mind – the sale. So let’s start from the end and work backwards.

8. Get all the powerful people – especially the most powerful person to commit to your offering. If it is a business sale, there may be lots of people involved. If it is a consumer sale (car, house, personal item), determine who has the power – husband, wife?

7. Ask for the commitment. i.e. “Since you’re feeling good about what we’ve just discussed, can I have your commitment today that you will support me/my company. If “yes”, you’ve won a vote - not the sale yet. If “no”, ask “How come?” i.e. “Seems like you have some concerns. Please explain”

6. Ask the magic question – “How do you feel about what I’ve just presented?” If good go for commitment. See above. If not good or hesitation, ask “What’s the issue.” See above.

5. Ask questions about what’s wanted/expected. “What would the perfect solution look like to you?” Stop talking and listen. Base your presentation on what’s said.

a. The biggest mistake is to ask others what someone else wants/expects.
b. If nothing is said about what should be a concern, expose and entice to sense if there is any interest. Otherwise let it go.

4. Make answering your questions a condition before presenting. i.e. “I know you’re expecting me to tell you about our stuff, but before I do, can I ask you a few questions about your wants and expectations so I don’t bore you with information that is of no interest to you.”

a. People reveal more one-on-one and you have to appeal to this person to win is/her vote.
b. Rescue strategy, when you can’t resist the urge to present, is to ask each person the magic, feeling question. See above.

3. All the people who are touched or impacted by your product, especially those in high places are the vote you have to capture. The powerful will make the final decision. It is what it is. Besides, what would happen if your competition gets to the bosses.

2. Interviewing and presenting to all these individuals is a lot of work and should only happen after you qualify that this is a good company and a good opportunity for you to pursue. Anything with life is not good for you. Use history to determine the profile of those who are most likely to do business with you. These are your plumbs. Leave the rhubarbs for your competitors.

1. Have a systematic prospecting program. Your easiest prospects are current customers if you have developed C-level relationships, Read TAKE ME TO YOUR LEADER$ at www.sammanfer.com/productpage.htm. Your toughest prospects are new account, cold call, types. Prospect for those that fit your profile.

See selling is systematic and can be easy. People make it tough by pushing product, going after everything, and trying to beat the competition. Best case these people close 30%. Do the above and you’ll soon be closing 70% of those you choose to pursue.

About The Author:
Sam Manfer delivers key note speeches and in-depth selling work shops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Sam’s selling awards and $ Million sales recognitions support his methods. His book, TAKE ME TO YOUR LEADER$ along with his Matching Chemistry’s CD and sales seminars replace selling myths and clichés that frustrate decision makers with a proven approach that captures their attention. Follow Sam’s C-Level Selling Blog for more insights. Sign-up for his free Selling E-Zine.