Archive for the ‘sales motivation’ Category

The Success Two-Step: Sales Trainer Chuck Gallagher Defines this Dance!

August 16, 2011

Well, as a group of Texan’s, we (at least most of us) are familiar with the Texas Two Step. Maybe we can’t do the dance, but – at least we’ve heard of it. For successful people there is a similar numerical equation that is the mantra for success folks. I’ll call it the Success Two Step (plus).

Now, the average person will find that take one step forward and end up taking two steps back. You hear excuse after excuse for why they don’t have successful results. Gas it too high, the economy is stagnant, money is tight, and the excuses go on and on. That is not the standard for success.

Successful people do what unsuccessful people don’t or won’t. Regardless of the situation, successful people are always moving forward – taking steps forward. Sure, we all find that circumstances or situations provide challenges. This is true for everyone. But, successful people view the challenge as an opportunity to find an effective solution and that is one key foundation for success.

So then next time you look in the mirror or hear yourself talk – ask yourself this, are you taking two-steps forward and one step back? As long as the success dance has more forward than back…you’ll find that regardless of circumstances your success will be assured.

Chuck Gallagher – Sales Trainer – signing off…

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Sales Success? How to Negotiate Difficult Times! Part 1 of 5 by Sales Speaker Chuck Gallagher

June 7, 2008

Success in any venture requires hard work, focus, tenacity – it requires more than just being in the right place at the right time. There have been times when it was difficult to fail and most of us, with some years of experience, have seen those times. Then there are times when people believe it is difficult to succeed. Those are the times when average are separated from the good and the good are separated from the great. The fact is – success, whether in sales or any form of business, will come to those who apply success principles on a consistent basis.

This series helps to identify how to sell what you want, to whom you want, when you want. The concept is simple – the application requires work.

SALES SUCCESS SECRET! O.K, I wish I could claim credit for this jewel, but alas – just like most of the readers I was taught this too. –Every sale that is made is in its truest form based on emotion– and there are five buying motives that underly every purchase or sale.

BUYING MOTIVE #1: PRIDE – Of the five buying motives “pride” tends to stand out as the primary catalyst for the purchase or sale of items which consistently fall into the luxury market or market trend arena. Certainly, not every person or organization makes their respective buying decision based on any one buying motive. However, the emotional side of the sale is tied to the underlying emotion represented by the buying motive.

Regardless of the economic times, it seems that the luxury market seems to do well. On the surface it is argued that the wealthy have more disposable income from which to make their purchases. At times that may be true, but it doesn’t cause them to spend it or make purchases. In order for the sale to be made the successful sales person must first evaluate what motivates the purchase.

“Pride” is not an emotional factor limited to the affluent. “Pride” is an emotional state that will cause any purchaser to take action if their purchase trigger point is activated by “pride” as an emotional need.

So, how will I know “pride?”

Easy…”pride” is usually the easiest to spot as it manifests visually most of the time. A person (purchaser in our case) who is proud usually displays “pride” thought outward appearance. Examples: (1) there car is always clean; (2) the exterior of their home (regardless of value) is presented in a neat manner – manicured hedges, edged drive way, etc.; and (3) regardless of how much their clothing costs, they appearance is neat and they respond favorably to comments to that effect.

As a sales executive and national speaker the key to success in sales – especially in trying times – is to understand the five buying motives and apply them to achieve Sales Success.

Chuck Gallagher – Sales Motivational Speaker – signing off with Part 1…

Sales Success Myths Exploded – Motivational Sales Speaker Chuck Gallagher Comments…

June 6, 2008

As a sales executive for a public company and motivational sales speaker, I find that regardless of what company or where I speak, I find certain myths to be alive and well in the hallowed halls of “success.”  The problem is – many of the myths make you believe that you can follow a simple formula and be guaranteed of success.  That’s not true.  So…let’s discuss some of the most common myths and explode what is true!

Myth #1:  VISUALIZATION IS THE KEY TO DREAMS BECOMING A REALITY!  It is true, “visualization” is powerful.  The process helps to bring focus and clarity to your mind so you can create the outcome you desire.  However, “visualization” alone won’t make anything happen.  For example, you can visualize winning the lottery, but if you don’t buy a ticket – it just won’t happen.  Here’s the truth – you dramatically increase the power of visualization when you not only see what you want, but also create an action list that accompanies the desired outcome.

Suggestion:  Create a visualization board that shows in detail what your desired outcome will look like.  Then, create a simple “one item” action item to do list – and make sure that you do or accomplish at least one thing on your action item list weekly.  Soon you’ll find that not only are your moving closer to seeing the reality of your desired outcome, but by taking structured action, you’ll find it happens more quickly.

Myth #2:  IF IT’S TO BE, IT’S UP TO ME!  Well, I wonder how many times I have heard that and used that in a presentation.  There is truth to the fact that it is up to you to put forth the action necessary to achieve.  However, achieving isn’t all about personal performance.  One of the best examples I’ve seen happened just a week or two ago.  My son came home from his junior year in college seeking a summer job.  I suggested that we put together a strategy to leverage his and my contacts to get what he was seeking.  Of course, dad doesn’t know anything.  So, instead of working his relationships, he started out by walking in, stating his position (I’m seeking a job), and asked for an application.  To his dismay, he got the application and that’s all.

OUTCOME: Now I must say, I admire his drive and determination.  However, he also learned that drive and determination can be much more effective if you leverage your relationships.  Finally, he heard me when I shared with him that get more of what you want by working with who you know, not just by what you know.  The next week, after a call or two, he got in the door.  He got the job because of what he knew.  He got in the door because of connections.

As a sales motivational speaker, there are many Sales Success Myths…and in future entries we’ll explode more.  For now, consider visualizing what you want, taking action and leveraging your relationships in order to achieve SUCCESS.

 

The Secret Power of 25! By Sales Motivational Speaker Chuck Gallagher

January 15, 2008

Here’s a question: Are you earning the kind of income you want to need to support the lifestyle you desire?

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Each week, as a Sales Executive and Motivational Speaker, I have folks in sales approach me and ask advice about what to do to increase sales. Regardless of location, someone wants to improve their income. The problem is, while many want to improve their income, few want to improve their performance.

But they all want an answer!

So, knowing that a sales motivational speaker must be a guru or at least have the inside track – I ask, “Do you know about the secret power of 25?” If I must say so myself, what a great question.

Their response? “No. Never heard of it!”

“Really! Surprised you didn’t get that in your initial training. Are you sure you don’t know?” Now by this time the curiosity is rising, which is good – cause if you are going to learn something you have to have enough interest to remember – otherwise, you haven’t learned.

Now a good friend of mine – Gary O’Sullivan stated, “Prospecting must become a habit and a scheduled part of every day. It is important to add to you prospect based every day, because ever day your prospect list is bing depleted. Every day you want to have more people to talk to than you did the day before.”

So – here’s the Secret Power of 25. Follow these simple steps with ZERO deviations and I promise you’ll increase you selling, your income, and your effectiveness in your sales role.

Step 1: On MONDAY of each week send out (mail) 25 solicitation letters. Yes, that means “snail mail.” Hand address the envelopes and include with each letter one of your business cards.

Step 2: On WEDNESDAY do the same thing! No deviations – 25 letters, hand addressed with business cards.

Step 3: On FRIDAY do the same thing! Get it?

Step 1A: On WEDNESDAY and THURSDAY – call (yes, using the phone) the 25 people whom you mailed letters to on Monday. Do not stop until you have made direct contact with those 25 people. Well, gee Chuck what do I say? Hum…what about, “I sent you a letter and I wish to follow up. Did you receive it?” Then proceed to discuss with them why it is in their best interest to visit with you about your product or service.

Step 2A: On Friday/Saturday/Sunday – call the 25 people you mailed letters to on Wednesday. By the way, a great time to call – especially if you’re doing individual sales is Sunday afternoon around 2:30 p.m. Why…folks don’t expect it so their guard is down and hence they are more open to the call. Plus often they will set the appointment just to get you off the phone. (Now, I didn’t say it was pretty, but it is effective).

Step 3A: On Monday and Tuesday – call the 25 folks you mailed letters to on Friday.

Ahh…the Secret!

Follow these steps without fail for one full month. It’s almost like a waltz – Mail, Call, Call – Mail, Call, Call – Mail, Call, Call (O.K., now you get the picture).

Why Does It Work?

Two reasons: (1) You are taking positive action. Not only are you getting your name in front of your potential customers, but you have given them your business card/contact information. Even if they are not ready to buy from you today, you have improved your odds of a future sale dramatically due to your action(s); and (2) your actions are the first step to creating a habit and habits (well good ones) yield positive results.

Gary says, “Every day you don’t prospect, the next day you must settle for a lesser degree of performance.”

I agree! So The Secret Power of 25 is really simple. Adopt a structured system of consistent prospecting and do that for 5 consecutive weeks and you’ll be amazed at the results.

My guarantee…for the people under my leadership I have made this offer. Do exactly what I outline for 5 consecutive weeks and if you don’t have a measurable increase in your sales I’ll pay you a $250 bonus just for your trouble.

Wow, Chuck – so how much have you had to pay out?

ZERO! Yep, not a dime, cause one of two things will happen: (1) you will do the program – make more money – actually a lot more – and you won’t want to quit; or (2) you’ll find that the discipline is just too demanding and quit. I don’t mean the program, I mean quit sales in general cause you aren’t committed to your personal success.

Are you willing to access the POWER OF 25?

If you elect to use this – let me know just how much of an improvement you achieve in your sales.

Meanwhile, Happy Sales To You!

Your Goals Define Your Plans – Says Sales Motivational Speaker Chuck Gallagher

December 12, 2007

chuck-web-photo.jpgIt’s often funny the things that happen before a presentation, especially if the participants don’t know the speaker. At times I have the opportunity just to mill about the group striking up random conversations or joining into a group discussion. Amazing what comes up – perhaps we’ll call this the meeting before the meeting. Most of the time there is something said that directly relates to the presentation – and such was the case last week.

In the meeting (before the meeting) I overheard one may say to another, “The most important thing I do is make my plans. I plan my work and work my plan,” he said with a bold confidence. I walked away thinking that – that was a focused individual. Good job.

Then it hit me…plans are fine, but they are meaningless unless they are preceded by a goal. I can plan my work and work my plan all day long, but if the plans aren’t goal driven, then we might be executing the wrong plans. While the keynote presentation was well planned, we took a detour just to make sure that all (mostly experienced sales professionals) knew the sequence – first set the goal – then work the plan.

Unless your plan is helping you achieve some long term objective, you might find it misguided. Plans support goals, and goals are the building blocks for long-term success. The plans you implement for the short term should support day-after-day the long term goals.

Sometimes the more experienced you get the more you might forget or blur the distinction between goals and plans. Most highly successful sales people have clearly defined goals and both short and long term plans to achieve them. Your plans my change slightly to meet changing demands, but they should always support you goals.

Comments are welcome!

Finding the Heart of Sales Success – A Simple Secret Says Sales Motivational Speaker Chuck Gallagher

December 9, 2007

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A great friend of mine, professional speaker and author, Gary O’Sullivan, in his book, “Principle Power For Sales Success,” shares a fundamental secret for those who achieve Sales Success consistently. http://www.garyosullivan.com/

Gary writes:

A clearly defined purpose is essential in helping you achieve your
goals. Anything you set out to accomplish in the sales process will
require you to deal with failures, disappointments and setbacks. Being
able to overcome these challenges requires a clearly defined purpose.
It is your “why!”

Whether it is your service to others or the things you are trying to achieve
in your personal life, knowing “why” you are doing it give your the power to
persevere.

Years back, I recall my mentor in sales – David Whitener – visiting at my location. I was the Sales Director and he the VP of Sales. Some of our team members were struggling as we approached the holidays. Sales were lagging and the holidays became the excuse of the day for poor performance.

David, with his commanding presence, calmly addressed our group – speaking as if all was well with the world. He looked at one young man and asked, “What do you suppose the problem is?”

The new sales representative began his litany of excuses. David listened patiently. I, on the other hand, could hardly stay in my seat. Not only had we had declining sales, but here this guy was whining. I couldn’t believe my ears.

David’s next questions set the tone for the turn that was to take place and take place quickly. “Why did you come to work for our company?” The answer was one of the pat answers that most people learn from the interviewing skill section of Monster.com or some other “how to get the job you want” skill program on the internet.

But David, not happy with his response, probed further. Asking the question in a different way…and then again, in a way other than that, David finally found this young man’s “why.” In that meeting David went on to share with the group a story about his most successful sales person – a middle aged female who outsold everyone else on her team and, in fact, the region. The secret to her success? She clearly knew her “Why!”

As you read this take two actions before you retire tonight:

  1. Answer for yourself, “Why” do you do what you do? Put another way, what is your personal motivation for working? And, in do this simple task, do yourself a favor – don’t give yourself some “pat” answer, like you might give me. Be real with yourself and dig deep to find out what your “WHY” is.

  2. Ask yourself as you review your efforts today, “have I done all I could do to achieve the reasons I work?”

When you tap into the real reason you do what you do – you’ll find that you will have renewed energy to push on toward success. We all have a “why” – the difference between those who are highly successful and those who keep struggling seems to be that the Sales Successful know their “why” and tap into their personal power to succeed.

What’s your “why”? Drop me a comment. Perhaps those comments might help inspire others.

For information about Chuck Gallagher’s sales presentations visit www.chuckgallagher.com. Also, I highly recommend Gary O’Sullivan as a speaker. He brings a authenticity to any presentation he does. I recommend him highly!