As you transition from an on-line world to in-person again, where is your attention? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. You’ve spent so much time during the last 15 months looking at the computer and focused on what is behind you. You’ve created this beautiful picture behind you and keep looking at it. What you are doing is looking in rear view mirror. Now, it’s time to literally and figuratively get behind the wheel again. Are you going to look at what’s ahead or continue looking at what’s behind you? Because you are so used to looking at a screen and seeing your background, it may be difficult to stop looking in the rear-view mirror. It can feel awkward going to in person meetings, seeing clients and colleagues. In person activities require that we look in front of us through the windshield. Learning to look forward again can be uncomfortable. It will definitely require practice because You are moving from a 2D world to a 3D world and your senses will be on overload. It is a lot like going back to the time when you got your learner’s permit. You had to have someone in the car with you, riding shotgun. You can do the same thing now. If you aren’t completely comfortable getting back out in the world on your own, get someone to go with you. Get someone to ride shotgun. Ask a Sales Manager, colleague or team member to join you. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: We learned that the world of on-line meetings has merit. We also learned that the on-line world has limitations. Your clients will want to see you in person again. They’ll want to re-establish a personal connection. The only way to make that kind of progress is to look ahead and move forward. You’ll have to start looking through the windshield again, instead of the rear-view mirror. It can be uncomfortable. It will take work and practice to get comfortable again. The work is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

When presenting your product to a client, are you presenting what your client should buy or what you think he would buy? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. At some point in our sales career, we are all guilty of short selling to a client. Then, we get burned. It is at that point that you should commit to yourself, - “I’ll never do it again.” The reality of it is, we should never do it in the first place. Here is what I mean: You prepare a presentation or a proposal for a client. As you are going through it, you negotiate with yourself about whether or not the client really needs the complete solution. You justify short selling to the client in any number of ways. The client doesn’t really need all of it, or will he buy all of it? What you are really saying is, “If I am buying it, I can get away with not having certain products.” What you are really doing, is shopping with your wallet. Example - Story about a selling surgical instrumentation to a client based on what I thought they would by instead of based on what they should buy. What I did was submit a proposal based on what I thought they would buy, instead of what they should buy. Learn from me, before you get burned and have to learn from your own experience. Present the solution that is best for your client. The solution that will make your client’s business most productive and profitable. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Your client needs you and your products to be more productive and profitable Remember to present your products in terms of what is best for your client’s needs Also remember, you are not buying the product with your money – your wallet When you present with your wallet in mind, you are in effect punishing your client Your client can’t win in the major leagues with Double A talent. Give your client the best chance to win. Your client is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. ------------------------- To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Value drives your client’s buying decision. Question is, “what value”? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. When we talk in terms of value: The first thought is usually the value of your product. If your product offers enough value, your client will buy it. Another way to assess value is in terms of representation. In terms of you. If you bring enough value, the client will buy the product from you. If a client can buy what you offer from anyone, Why should he buy it from you? Because - you offer more value. There are a lot of ways you can offer value to your client. You can offer value by: Being likable interested available adaptable consistent reliable sincere and by being credible – which also means believable The best part of this list is you can control every characteristic on it. Your client wants to buy from the sales professional that demonstrates these characteristics. If you demonstrate these characteristics, the client will want to buy from you. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Value drives your client’s buying decision. One type of value comes from your product. The second type of value comes from you, which is totally within your control. Give your client a reason to buy the product from you and he will. It does take some work. If you do it right, the work is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Success in sales requires an exchange. What are you willing to exchange? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. When we think of an exchange, We usually think of it in terms of an exchange between the company and the client. While that is true, it is also an exchange you make with yourself to earn success. The question is, what are you willing to exchange with yourself to get what you want in sales? The number one exchange you make with yourself is time. You exchange personal time for time you spend on your business. It includes time with your client and preparing for the time you spend with your client. You exchange effort and energy. It means you are putting effort and energy toward your business and client instead of yourself. You exchange comfort. It does require doing something different that is often outside of your comfort zone. You exchange value. You exchange all of the things above, time, effort and comfort for the value you get in return. Lastly, you have to ask yourself are you exchanging values? Are you exchanging what matters most to you? Ethics, morals and conscience? If you are, you are going to far. Exchanging values is a short term gain for long term consequences. If you are exchanging values for sales. It is time to reassess what matters most to you. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Determine what you want and are willing to exchange with yourself to get it. Then, go do it and stick to it. It does take some work. If you do it right, the work it takes is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Desirability = opportunity. It is true about products and people. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. A product is desirable for any number of reasons: Performance, appeal and availability are a few reasons. What’s even more important about desirability is how it applies to you as a sales professional. It is important to have base skill set. This is your ability. The more time you spend in sales, the better you get. Increasing your ability will increase your performance. What determines your success the most though - is your desirability. If you are likeable and easy to work with, your client is going to want you around. The more you are around your client, the more opportunity you will have with that client. If you are difficult to work with and act like a jerk, your client isn’t going to want you around. The less you are around your client, the less opportunity you will have with that client. If you’ve gone out to eat enough times, you’ve experienced it and you know: Good food + great service = great experience Great food + poor service = poor experience Great food + great service = Amazing experience Story about Morton’s in Richmond VA The good news for you as a sales professional is - you control the experience, your desirability. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Desirability = opportunity. It is true about products and people. A client will accept an average product if you are great to work with. A client will dismiss a great product if you are difficult to work with. Control what you can control. Create a great experience for your client. It will increase your desirability which increases your opportunity. It does take some work. The work it takes is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

What is the cost of what you are doing? And is it worth it? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. There is a concept called “opportunity cost” This concept describes the cost of what you are giving up in exchange for what you are doing. The way to know if what you are doing is worth it is to start by determining “what you want” What you want is your value scale If you are a sales professional – one thing you want is more sales. If you want more sales, you have to spend more time with people that can buy from you Even in the world we live in today, where technology makes us accessible all the time, There is a finite amount of time when your client is available Knowing that, are you making the most of that finite time? Or - are you doing something else? Back to the concept of opportunity cost. How are you spending your time? What is the cost of what you are doing? And, is it worth it? If you are spending time with your client when he is available, the answer is yes – it is worth it If you are doing paperwork instead of spending time with your client – the answer is probably no The beauty of it is this, you get to choose how to spend your time You also get to determine the value of your time. Decide what you want and determine if what you are doing is getting you closer to getting it If it is, your opportunity cost is low If it isn’t, your opportunity cost is high. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: Determine what you want – it becomes your scale to measure opportunity cost If what you’re doing is getting you closer to what you want, the opportunity cost is low If what you’re doing isn’t getting you closer to what you want, the cost is high Constantly ask yourself if what you are doing is the best use of your time Make adjustments as appropriate And remember, you and your business are worth it. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

As a sales professional, do you have lots and lots of choices to offer your client?If so, is that a good thing? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Have you ever seen a kid walk into Baskin Robbins Ice Cream shop for the first time? The kid walks around, gets on his toes and presses his nose against the glass of every window Looks at every flavor – all 31 of them. Then after a couple minutes, the kid finally looks to his Mom and Dad and asks, “what do I want?” The child can’t make a decision because there are too many choices. So the parent says, get the Baseball Nut. You will like it. Once you decide on the flavor, then you have to decide on the distribution. one scoop or two? Cone or cup? Sunday or shake? AAAAAHHHHH! It can be even more overwhelming. It is a lot like how your client feels when you offer a bunch of choices. The “paradox of choice” is an observation that too many options can cause stress and confusion instead of making people happy. Make it easier for you client. Be like the parent of the child at Baskin Robbins for the first time Get to know your client, the business and what you have that is the best for him. Narrow the choices down him Then present the two or three best solutions. This will reduce confusion and frustration making it easier for your client to choose. You and your client will be happier, more profitable and more productive. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: Get to know your client well enough to know what is best for him Like the parent and the child in Baskin Robbins Ice Cream Shop. When you know your client that well, you can make the recommendations that the client will like best. It does take work. You have to spend time with your client to get to know him. When you do, It is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

It is important to know who can say “yes” and approve the sale. It is equally important to know who can keep you from getting the sale. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. As a sales professional, your target is the decision maker. And you know, the decision maker is the person who can say “yes” and sign the check. It is also important to know who are the decision breakers. A decision breaker is anyone in the organization who can keep you from getting the sale. Most often, we think of decision breakers as stake holders and end users. While that is true, it doesn’t end there. Decision breakers are also administrative assistants, support personnel and gate keepers. Decision breakers are everyone else you interact with in the organization. Because every person in the organization can influence a decision. Keep this in mind going into every interaction with every person in the organization. The point here is talk to, engage and encourage everyone you meet in the organization. If you are speaking with someone, don’t drop the conversation and run off because you see the decision maker walk by. Don’t blow people off or “Big Time” someone. Value the time you have with the person you are with. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: Get to know the decision maker. Also get to know the decision breakers. Engage with and be nice to everyone you meet in the organization. Because the decision maker notices how you treat the decision breakers. It may take another minute to do it It may take a little more effort It is worth it. And remember, you and your business are worth it too. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales

When approaching the gatekeeper, what is your mindset? Is it - Adversary or Ally? Hello, I’m Lon Graham Talking with sales professionals about: How To “Get What You Want” in Sales. As a sales professional, you often have to communicate with a gate keeper. This is especially true early in the sales process. Your approach to the gate keeper will be the difference in your success and lack of success. Do you look at the gate keeper as someone who’s sole purpose is to keep you out? If this is your approach, then you will come across to the gate keeper as an adversary. And, you will be right. The gate keeper will work to keep you out. On the other hand, do you look at the gate keeper as someone who can get you in? If so, you will come across to the gate keeper as an ally. And, you will be right. The gate keeper will work with you to get in. It is important to remember that the gate keeper’s primary job isn’t to be the gate keeper. The gate keeper’s primary job is something else. The primary job can be any number of things like, managing a busy practice, managing the life of the CEO and general contractor for the entire organization. When you can remember that the gate keeper is busy too, you will be nicer to that person. When you are nicer to the gate keeper, the gate keeper will be nicer to you. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: The mindset of your approach in working with the gate keeper is critical. If your approach is adversarial, then he/she will also be adversarial. If your approach is as an ally, then he/she will be much more willing to work with you. It takes a little extra time to appreciate the gate keeper. It doesn’t take any more effort to be nice. Make the time and effort to appreciate the gate keeper, And you will be much more likely to get the access you want. Remember, you and your business are worth it. I’m Lon Graham Talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #getwuw #adversity #conqueradversity #connection #goal #choose #commit #connect #celebrate #impact #youareworthit #worthit #sales #b2bsales