Brandon L. Clay's Blog, page 26

In The Name Of The Law!

In dealing with rejection, we need to consult The Law of Averages.  The Law is scientific. It is generally applied to response rates and close rates for predicting marketing and sales effectiveness. It is based on the Law of Large Numbers (millions of interactions) and presents anticipated outcomes with uncanny accuracy.

Do you monitor your various "averages"?  Such as how many appointments you get out of 100 contacts? How many demonstrations out of 20 appointments? How many successful closes, etc.? Many sales people don't measure their results and have a tendency to overstatetheir effectiveness proclaiming, "I am a top closer" when they have no clue!  Or they overstate their lack of effectiveness.  They have a defeatist "I am struggling" pathology, even when they are actually right in the sweet spot of the Law of Averages.  You can’t monitor or manage what you don’t measure! To leverage The Law of Averages, you must engage the Effort Phase. Temporarily (thankfully!), this will set you up for more rejection....not by percentage but number as you increase your volume of outreach.
Increase your "odds" by prospecting more people .  Drop more direct mail to get The Law of Averages 1.25% response rate.  Use proper follow-up activity to attain the average close rate of your company and industry. The higher volume will also help develop the necessary thick skin and oblivion mindset.  Paying your dues in the Effort Phase is the price of entry into the coveted Six Figure Club and more. Over time, you will become excellent and exceed these averages.  You will become “extra” ordinary...”above” average… exceptional!!! Give more effort and allow The Law of Averages to work in your favor and break you through to the next level. Until tomorrow, I wish you Money, Power, Success!

Do They Really Want To Hurt Me?

Fear of rejection is common in sales...in life.  An author takes 2 years to write a book and the next 2 years are filled with rejection.  The teenager is told they can't date until they are 16, so years 12-15 are filled with desire but are "safe".  At 16ththe candles are blown out - here comes rejection!  Ok, that one was autobiographical!  Most people only have to face real rejection, every now and again.  However, sales professionals measure minutes between rejections.  The phone calls to secure appointments, the "no's" they hear before they demonstrate their products, the "I changed my minds" even after a successful sale...rejection is endless and a way of life.  Sales requires a thick skin - to live in "oblivion" to rejection.  That means you can't take it personally!  Rejection vs. Objection - Not to play artfully with words and syntax, but Rejection is to "refuse to consider" - it shuts down a process before they even know if the offering is beneficial or not.  That reaction of rejection is generally based on a reflex, poor timing, or the mood of the prospect - it is not about you!!! Objection is different - it is a "viewpoint offered in opposition".  In sales, we actually need the objection.  As evidenced by SPIN Selling and other notable programs, most sales only occur after several objections.  "I would never buy a black car" is not a rejection but an objection.  It naturally leads to offering an alternative viewpoint - "How does titanium silver strike you?" or "what if I offered weekly washing and once a year detailing?"  The front end of sales is about rejection...the back end is about objection.  People want answers to problems or answers to desires...they don’t really want to hurt you! Until tomorrow, I wish  you Money, Power, Success!

Fear Factor!

 While fear is generally an imagined outcome to an event that has not yet happened, the physiological impact is as real as if the day were here: An upcoming marriage date...birth of your first baby...IRS Tax Audit! External reactions to fear are inaction, procrastination, or tentative effort.  There is a defense mechanism embedded in fear that could be your "still small voice" warning you that you are not ready - yet.  That should be heeded!  Or fear could signify that the action you are taking needs tweaking, or that you need a different strategy.   How do you know the difference between the early warning system and just good ole "I'm scared"?  Most people know intuitively which is which, but deep personal introspection and not just surface skimming will help you deal with the "root" and not just the "fruit".  One of Webster's definitions of fear is - "a state of inability to perform a function".   Do you fear because you think something is not possible?  You have likely heard the 4 minute mile story.  It was thought impossible until Roger Bannister did it in 1954.  Since then, many have done it - including high school runners!   Take the "It's Possible" Test- Does your industry allow for you to earn the income you require to achieve the "what's" you desire?  Is anyone in your industry earning that income?  "Yes"...and "Yes"?  Then it is possible for you and your fear should be knocked down a peg! The real question is do you feel worthy?   The "4 minute milers" that are successful in your organization may have experience you don't have... then have some experiences!  They may have knowledge you don't have... then get the knowledge!  They may be working harder than you - shut up (smile!), wake up, and GET BUSY!   They may be more talented than you... then practice, practice, practice!  Your ultimate fear of failure in sales is due to perceived inability.  Product knowledge, prospecting activity, presentations, and effective closing.  Each of these areas can be developed by dedication.  The diligence you provide will direct you to experiences that help develop necessary skill that will lead to success!  Until tomorrow, I wish you Money, Power, Success!

Black Strands...Gray Roots!

 In a truly professional sales environment, everyone must win - the client, the company, and you .  It doesn't mean that everything will go perfectly for everyone, and some form of compromise is necessary...yes, even from the client.  The goal has to be "the greatest good to the greatest number".  Once you see the possibilities of the opportunity before you, and the synergistic nature of a professional sales transaction, you have to deal with anxiety and trepidation...fear.   What scares you?   For most, it is fear of failure in some form.  Fear of failure is natural, human, and even beneficial when examined properly.  Most people don't delve into the root causes of why they are afraid, and only deal with the external emotions generated from their fear.   People who are afraid to cold-call color their fear of the activity with compensatory statements - "these leads are bad, no one is answering their phones today, it is a bad time of year for calling people."    While they make excuses...someone else is making phone calls...and succeeding!  Sales is a highly quantifiable business.  Most offices have a leaderboard where your results are on public display.  As logic would have it, that means someone's name is at the top...someone's is at the bottom. It is hard to make excuses when someone else is doing it!  In the light of others who likely feel/felt the same uncertainties at some point, your excuses are exposed for what they are...fear! Fear is hard to hide when you are out in the open - everyone can see your black strands...grey roots!   No worries, we deal with it tomorrow... Until then I wish you Money, Power, Success!

Oh Happy Day!

 In the second half of my sales career (the successful half!), I began the practice of wishing everyone a "Happy Monday!" and "Happy Friday!" - face to face, by phone, and email.   No one ever asked about Friday - TGIF - already seen as a day of celebration, happy hour, chips and salsa!  Everyone was initially thrown off by the Happy Monday greeting.   They must have thought I was quirky, strange, or downright crazy!  As I see it, Monday is a day of revival- a chance to start fresh and anew.   I see Monday as a weekly Happy New Year - a day to get new resolve and start afresh. Before long, everyone began greeting me this way - "Happy Monday!" and "Happy Friday!".   It became a bit of a calling card.  Why?  Enthusiasm is contagious.  Greet everyone as if you are truly excited to see them - and mean it!   People want to be celebrated...not tolerated! That is why chemistry can take you where your skill (or lack of) can't.  It shows people they matter and that despite your newness or lack of experience that you have their interest at heart.  That opens the door to receptivity and closing a sale. Don't mistake chemistry for the permission to go too far...too fast.  Chemistry creates the avenue to further the sales process, but does not allow you to skip steps and go right to the close (unless they tell you they want it now!) Uncovering the needs and desires of your clients requires patience.  You already know the answer, but this is a "first" for many of them. Determine what they want and need, and be governed by your business intuition of how they make buying decisions and tailor your "authentic sales voice" and approach to best suit that need.   It is a form of courtship where a long term successful relationship is desired.  Relationship is about before, during and after the sale and sets the stage for increased opportunity via repeat sales, higher persistency, and the holy grail of sales...renewals. Until tomorrow, I wish you Money, Power, Success!

New Day...New Way! part 2

 Just getting into sales or a new opportunity and not sure how to "prime the pump" and get started?  Yesterday we outlined staying excited and being bold.  Today we will continue with concepts to help you build momentum. Pay for partnership and education.  I recall a sales position where I wanted to expand my product offerings but was deftly afraid of harming a client.  I approached a "top gun" and offered him 70% of my two largest cases in exchange for watching him in action.  An offer he couldn't refuse!  It helped me too! To reach a new level of client, or to simply "get your feet wet" 30% of something is better than 100% of nothing.  You must be willing to pay for your development - the best network marketing companies understand this.  They structure their up lines to reflect a team of mentor/student.  They "split" commission and the mentor makes the lions share until the new "cub" builds confidence.  Done right...it works! Chemistry can see you through while you build competence.  Chemistry is vital to any sales transaction that is not commodity driven.  Even the 10 year veteran that does not establish basic chemistry will not likely make the sale.  Conversely, a 10-day newbie that generates chemistry can muddle their way through to sales consummation.   If you are new to sales be comforted - we all had to start somewhere!  Before you are an expert, there is a path to success.  First, establish chemistry with a prospective client.  Then take your inherent conviction, passion, and honesty and mix it with your current learning and limited experiences. Combined, they will open the avenue to offering a product solution.   Chemistry is not a license to "overpromise and under-deliver" but establishes the right for you to be imperfect - which takes much of the pressure of performance away. There you have what you need to get you off and on your way... be excited, be bold, make strategic partnerships and engage chemistry .  Soon enough, you will be out of the effort phase and in the skill phase of Trusted Advisor! Until tomorrow, I wish you Money, Power, Success!

New Day...New Way! Part 1

 If you are new to sales, or developing yourself to reach a new level then you have to take new and courageous action.  The first steps are always the hardest and filled with the most trepidation (fear).  Simple concepts that can help you build momentum in the desired direction. Get excited about each new day!  Your mental state has a magnetic quality that draws corresponding positive or negative "metallics" into your life.  I am not saying be a Pollyanna and see an empty glass as half full - but at least recognize that you even have a glass to fill!!!   Don't begin your day watching television or listening to radio shows that remind you of the perils of life.  The first things you expose yourself to each day become your mental "breakfast" - eat something that will get your day started right - a breakfast of champions.  Like your Daily Sales Crumbs! Take a bold step.  Are you one of those that stick their big toe into the water to check the temperature?  Ever notice that for every inch you stick in the water goes down 5 degrees?  Timid beginnings equal timid endings!  Jump right in and your body will adjust to the temperature of its surroundings.  Dive right in each day - make the hard phone calls, structure your proposals, face the music with the manager... When I was little, my mother made us eat our vegetables as a condition of getting desert.  I would kick and scream fighting my way through slimy okra and runny cabbage.  With tears in my eyes, I would make my appeal...to NO avail.  Invariably, my younger sister would be eating her cake with glee - my mom made the best Red Velvet cake!   Seeing her enjoying the spoils of war (eating vegetables was a major battle for me) gave me the strength to muddle through - bite by bite.  Today...I love vegetables...yes, even Brussels sprouts!   There will come a time in your development that what was once tough and arduous will simply become nutritious!
Until tomorrow, I wish you Money, Power, Success!

As I serve...I deserve!

Sales moves the world!  Bringing supply to demand, meeting needs and desires from the simple piece of candy to a child to multi-million dollar machines…what we do is an awesome honor and responsibility!  If being part of that equation were not enough, sales provides the professional with three "perks" that are seldom found in other careers.  The first is Emancipation.  If you are called to sit at a desk from 9-5...bless you!  At a point in my career progression, I found myself in that situation for almost 3 years.  I felt stifled and limited - using only a small portion of my gifts.  Then I found sales again.  Sales brought me freedom..  The kind of freedom that scares some (lack of security) and liberates others (free at last…free at last!). 

Relish the fact that you call the shots, but be driven by the fact that you will only eat by the sweat of your brow! The next is Gratification.  Selling ice cream brings joy...helping someone buy their home brings fulfillment...expertly tailoring a suit for a recent college graduate brings confidence.  When you help someone meet a need or desire, how does that feel?  When they tell their friends about you and give you a raving fan report>

How can you not feel great about what you do to impact people in their daily lives?   Third is Remuneration - the payoff - literally.  In most organizations, sales professionals at the top of their game, are the most highly compensated people in the company.  We won't talk about corporate resentment, or cubicle envy (we will save that for later!) but remuneration is proportional to the value you create for the clients and the corresponding ROI to the company. 

If you are struggling…don’t despair!  Conversely, if you are successful, don’t you dare be ashamed or embarrassed…yes, that happens!  Wealth and Worthiness are not mutually exclusive and not diametrically opposed...in fact, they go hand in hand.  Feel good about being fulfilled and satisfied with a good day's service.  

Give yourself permission to love what you do, the value you create, the value you receive...Feel powerful!Say it three times (and mean it!!!) - As I serve...I deserve.

Until tomorrow, I wish you Money, Power, Success!

The Company You Keep!

In this "what about me" world it is easy to forget that we owe the companies we represent an ROI (Return on Investment) for the opportunity they have given. We may not agree with all that happens within our company and its impact on the products we are there to represent, but we must continue to provide that return to the best of our ability...or move on.

Recognize that you are an extension of the company and it's (which means yours too!) products - you are the representative of their brand that transcends their commercials, positioning statements, and reputation in the marketplace. You are on the frontline!

I have worked for several companies in various industries. Yes, I have had varying degrees of love for the specific products, but I could always maintain that I loved sales. I always believed that I was doing good...almost in an evangelistic way. Helping people get the things they desired, or to solve pressing problems.

What do you owe the company you work for or represent?

The first and most basic thing you owe the company is to love the profession of selling and understand its nobility and power.


Do you love sales...do you believe it to be a noble profession?

Sales is about connection - linking a buyer with seller. The best ideas would not see the light of day if it weren't for professional sellers. From the most frivolous "fad" products that bring one hour of enjoyment to the mobile heart monitors that allow Grandma to go to her grandsons' baseball games. They all require a professional seller to demonstrate and distribute to the desiring and needing population.


Focus on the positive things that your product does for your clients, your company, and the greater economy that lives and breathes though the equations of supply/demand, and people's income (and outgo) - you are the life's blood of that system! Be Proud!


Give the company you keep the best you have each day and the return on investment will be 100-fold!


Until tomorrow, I wish you Money, Power, Success!

The Mission...then the Commission!

A stay at home mom needing extra income is afraid to sell her product.  The recent college graduate on their first job, is scared stiff of prospecting to strangers.  The wounded warrior facing being fired is now riddled with call reluctance and doesn't know how to proceed.. There are countless scenarios just like these, and I am sure you have your own of why sales seems so daunting...so hard.

 Why? 

I believe it is because most sales people have not created a Mission Statement.

Why are you here for your clients?

After looking at your life - your "what's why's and how's", we need to look at your audience - the people you want to serve. In Sales Crumbs from the Master's Table, the answer that Matt initially gave was not a bad one -


"I am here to provide high quality products, delivered with the highest level of service, honesty, and professionalism."
That is what the client expects (buying ones anyway!).  Though in today's environment even the basics of professionalism are sorely lacking. If you raise your level of service and go the extra mile (when most won't go the first one!) you will quickly separate yourself into a rare class of sales professional.   The one that creates Raving Fans of their clients . What will help cut you from the herd of all others?

Being driven by a professional Mission Statement.

A properly crafted Mission Statement is the primary message you would want to convey to clients in a few words - your calling card above and beyond the message of your product. It is your core statement of service and the desired outcome of that service as a benefit to your clients.

What do they get when they get you?

Your mission statement becomes your "why" you do what you do...for your clients.  Your Mission Statement will propel you and sustain you in the hard times and wildly successful times.

Sales is a profession from which you never have to retire. I am fortunate enough to have several mentors and examples of sales stalwarts that are in their 70's and still going strong! They don't need the money...they are still in the throes of service - fulfilling their Mission Statement.

As long as your mission is still viable, you can still be valuable - long into your "golden years".  How many professions can you say that about? The only other one that comes to mind is golf! I am dreaming of the day when my age and score meet (probably about 85!)

Until tomorrow, I wish you Money, Power, Success!