Summer is here and for many sales people that means it’s time to “kick-back”. Does everyone really go on vacation at the same time? You know that’s simply not true. “Yes, many people do take vacation in July and August, but they also take vacation in January and February and selling doesn’t stop then!

This nobody’s around attitude reminds me of the sales representative who was trying to pick the best day of the week to prospect. “However, on Monday folks are just getting back from the weekend, Tuesdays not good because things start to simmer and everyone’s in meetings all day, Wednesday is bad because it’s hump day, Thursday’s awful because folks are pushing to get everything done so they can cut out early on Friday. And Friday, nobody’s around!”

If you perceive there is nobody around, you are setting yourself up for a negative self-fulfilling prophecy and your production will drop. So, you need to think like a business owner this summer and leverage your talent and make a name for yourself.

Let your management know you are thinking like a business owner and you and have some ideas on how to make this summer a great sales success. Start a weekly “Summer Sizzle Group”. Encourage your management to fire up a special contest for July and August and have a prospecting contest and make it fun.

Do some research and identify three unique challenges the summer months bring to your prospects and figure out how your products and services can help. While researching, also discover three opportunities that your prospects can take advantage of in the summer months. Then call your prospects and give them the great news. Overall, you want to show them you are a thinker and you have some fantastic ideas about how they can grow and become more competitive.

Smoke your competition on the barbeque! Become a smart business executive and leverage the fact that your competition might kick-back this summer. Set personal activity and sales goals for yourself and try to exceed your all time best effort.

Be a contrarian this summer and make a conscious decision to go against the grain. Whatever obstacle is put in front of you, respond by saying ‘bring it on!’, then figure out a way to turn it around to your benefit and make this the busiest time of the year.

Finally, to solidify your success mindset, tell everyone that July and August are a sales professionals dream come true and then set out to prove it!

Your time is extremely valuable and should not be wasted on prospects that have no interest in developing a business relationship with you.

Yes it’s important to find out if the prospect has budget for your product or service. And it’s very important to uncover their decision making process. However, if you are to truly qualify an opportunity, and avoid being taken advantage of, there are 3 other things you must understand first.  They are:

1. Can the prospect clearly explain their need?
2. Do they feel this need is important?
3. What is their motivation for fixing it? In other words how will they and the company benefit?

Confirming they do have budget and that they are currently interviewing several vendors is not enough information to consider the opportunity qualified. Here are 3 reasons why:

1. They might want to get information from you to renegotiate with their current supplier.
2. They might have zero intention of buying, and just want to pick your brain for free ideas.
3. Perhaps they do have a sincere interest but don’t have decision-making authority. Maybe they want to collect information and “run it by their boss.”

If you ask your prospect to explain the need they have and they are able to do so with a fair amount of detail it proves that this need is real and one they’ve given some thought to. It also shows you they find it to be important. If they are unable to articulate the need either the need is not very strong, and therefore they have no real interest in your product, or you are talking with the wrong person.

You’re insight into how well qualified the opportunity is crystallizes when your prospect explains to you how they and the company will benefit from satisfying the need.

Finally, if they openly and sincerely answer your investigative questions this is a strong indicator that they are open minded and have not already chosen the company they intend to do business with!

If you have seen me speak, or if you are a regular reader of my tips, you know I believe very strongly in the importance of making a clear distinction between “competitive” markets and “crowded” markets. The market place is no where near as competitive as many would lead you to believe. They are crowded, and in that lies a competitive advantage for those who stay focused and apply themselves. In a crowded market the playing field levels out. Buyers become challenged making a distinction between the various offerings and options. The following 5 actions will enable you to differentiate yourself and stand out in the crowd.

• Have a purpose other than making money. A buyer can sense passion, belief and commitment. Sniffing around for and chasing cash will never be an attractive or effective strategy to secure and keep customers.

• Develop your ability to make a memorable first impression. People may not remember what you said but they will remember how you made them feel. Develop authentic ways to make others feel good about themselves and you will be positively remembered.

• Become a life time business student. Today’s buyers give their loyalty to business people who demonstrate depth. Expand your knowledge to understand how other businesses operate. Strive to go to a deeper level than simple product knowledge.

• Know who your customer is, how they think and what they gravitate toward. People are comfortable with those that are like them. When in this comfort zone we let our guard down. The way to be “like” your buyer is to understand and discuss what is important to them.

• Become a “linkage” expert. You may have the most intelligent and effective solution for a buyer. However, if you are not able to directly link what they want to accomplish to how you can help them realize their desired outcome, it doesn’t exist. Become expert at explaining the link between your solution and how your customer benefits.

If you would like to learn more about how to develop your organizations business skills please contact Duane Cashin through his web site at www.duanecashin.com or by email at duane@duanecashin.com.

Every sales professional has the same amount of time daily to invest in their success. One of the actions top producers leverage is their ability to qualify sales opportunities. They only spend time with companies that are either in the market or that can articulate a pressing issue they're looking to solve.

Effectively qualifying opportunity requires you to have your ACT together! ACT is an easy to remember acronym that will help you remember the three key steps in the qualification process:

• Step 1.  Alignment. For the purpose of this discussion I will use the example of setting your first appointment. When asking for the appointment it's common to hear, "Send me some information". When hearing this request create alignment by agreeing. Respond with, "I would be happy to send you information." This reduces any tension that might be present and establishes an element of alignment between you and your prospect.
• Step 2.  Credibility. Now you are going to uncover if their request is genuine or if it's an attempt to disconnect. Here's your response, "I have several pieces of information I could send. To ensure I select one that's relevant to you, can you please tell me a bit about what you would like to see?" Now listen intensely to their response. If they say, "Send me what you have." you are not dealing with a well qualified opportunity. If they respond legitimately to your request by telling you a bit about their situation then it makes good business sense to move forward.
• Step 3.  Test. In the final step you are going to test the prospect's intention by establishing next steps. Ask something such as, "Once you have the information in your hands, what are the next steps? And what is your time frame?" Their response will give you insight into their level of interest in taking your relationship to the next level.

We have a fixed amount of time! Qualify your prospects well and watch your sales increase while your sales cycle simultaneously decreases!

I don't use the term "decision maker" when working with sales teams. I find it to be much more effective to use the term PABC. The term PABC stands for "Purchase Authority and Budget Control." The PABC is an individual who can slide open his or her top right hand drawer, grab a check and authorize the purchase of your product without having to consult with anyone. They posses the ultimate authority and control to buy. As a result they are the PABC.

The liberal use of the term "decision maker" has caused more heartburn for sales people, and their managers, than chili dogs piled high with onions and Tabasco sauce!

A manager asks her sales rep: "Are you in front of the decision maker on this deal?" The sales representative replies: "Yup." The sales manager asks: "How do you know?" Sales rep: "I asked if there's anyone else involved in the decision making process?" And he said: "No, you're with the right guy!" Sales manager: "Good."

The problem is the prospect often "thinks" he's the decision maker because he's been asked by the PABC to check out your product. Or perhaps he's meeting with you on his own accord. In any case, he feels as a result of reviewing your product, and commenting on your products appropriateness for his organization, he must be the "decision maker". Only makes sense right? Wrong!

I would agree this person could be an "influencer". I would agree they might even be an "advisor" to the PABC. But let's not get carried away! They are not going to make the final decision to buy. Perhaps they might be in a position to eliminate you from the running, but they are not in a position to say: "Yes, let's move forward".

Here are three actions you can take to identify the PABC:

• Take your territory and break it down into vertical markets. This enables you to do some research on each vertical, so when you make your call you have knowledge that will enable you to establish credibility.
• Prepare yourself to have a business discussion. Identify three trends and issues that the executives in the target market are facing and begin your conversation around these and not your product. Tell the executive there might be a possibility of a business relationship between your two companies and ask who in the company handles the review of your particular solution. Before you hang up ask the executive if the person they are directing you to has purchase authority and budget control, or if the decision must return back to him or her for final approval. Now you have identified the PABC and influencer.
• If you are screened by the executive's assistant, talk with him or her as if you are talking with the executive. Assistants are typically very intelligent and plugged in people and can be an enormous help when you establish rapport. Ask the assistant for the lay of the land. Again explain there might be the possibility of a business relationship between your two companies and ask who in the company has purchase authority and budget control for your product or service. You have just identified the PABC.

The bottom line is if you want to become more effective in selling, begin by establishing a relationship and rapport with someone above the decision! Sales people that are going to consistently and predictably earn the loyalty of customers in the future are going to be individuals who exercise and perfect their ability to have business conversations with executives. These sales professionals will develop business and communication depth. They will become sales representatives that have transitioned themselves from sales people "pitching products" to business people discussing business issues and opportunities. Not only will the development of this skill help you increase your income, it will go a long way in making your job much more enjoyable.

Populating your calendar with new prospect appointments can be very challenging, especially in this current economy.

If you hear yourself saying the following then read on!

• "All I get is voice mail."
• "I've left several messages and she won't return my call."
• "I can't get past the receptionist."
• "His assistant just won’t let me in."
• "She’s rescheduled with me three times."

A certain amount of the above is very much a part of the sales game. Even the best of the best experience these challenges. However, if you are experiencing the above and are unable to schedule the number of appointments you need to be successful then you are not differentiating yourself and creating enough interest. The good news is you can positively impact this situation very quickly.

Here are three suggestions for you:

"Hi ... it's me again. Wanna buy?" You are guaranteed to be rejected time and time again if your prospect senses "sales person". This has to be the number one barrier standing between sales people and more appointments. To avoid this pre-judgment focus on discussing business trends and issues that your prospect is facing in their industry. Yes you have to do a little research! But I promise you the time you spend gaining an understanding of some of your prospects' issues will pay huge dividends when it's time to establish credibility. Notice I said "some". You don't have to have an MBA on the subject, but you do need to know enough to hit a nerve. Your goal when contacting a prospect for the purpose of scheduling an appointment is to establish credibility and impress them as a business person as soon as possible. Once credibility is established your prospect will begin talking and let their guard down. Now you have set the stage to ask questions and build need! Remember, you want them to open up and do most of the talking. The best way to make that happen is to have insight into their world and make the conversation all about them.

Become an "Action Hero!" The second most popular reason sales professionals find themselves short on appointments is simply a lack of commitment and action. If I told you I would give you $100,000.00 cash in return for you doing what ever you have to do to get five new appointments a week for one year, could you pull it off? Most folks reply "absolutely!" Obviously that means you are capable of doing it, and would push yourself to do what ever it takes to figure it out and make it happen. So why not make a commitment to take that action in the absence of the upfront deposit knowing you will get the $100,000.00 by the end of the year? Action, action, action. Don't let your lack of action be the reason you don't set the number of appointments you need.

"I do believe, I do believe!" Here's the third most common reason representatives don't get the number of appointments they deserve. They lack confidence. The first sale is always to yourself. If you don't believe you have effective ideas, solutions and outcomes how can you expect anyone else to? I promise you this. If you take the time to learn about the trends and issues your prospects face and become proficient at discussing them. And you commit to putting consistent weekly effort in prospecting, networking and marketing yourself you will feel a significant increase in your level of confidence. And when you do, you will capture the attention of prospects and differentiate yourself in a very positive fashion. What's the pay off? More qualified appointments and more sales!

When searching for those "golden nuggets" you can leverage to gain a competitive advantage make sure you don't pass by the gold mine of questions! In selling, the answers we need to ensure our success can be found in the questions we ask. Interestingly in our quest for enlightenment it appears the questions we ask are more heavily weighted than the actual answers themselves. Sales people are often very concerned with what to say. Sales people should focus on what to ask.

The questions we ask can instantaneously telegraph five critical things to our prospects and clients:

1. Our depth of knowledge about what they do and their industry.
2. Our depth of knowledge about business in general.
3. Our level of understanding about relevant trends and pressures they currently face.
4. Our level of enthusiasm for what we do.
5. The degree to which we are prepared.

Like most of the important lessons I've learned in my life, I learned this one the hard way. I was preparing to deliver a full day sales seminar for a client in the publishing business. They own several magazines and business publications. I was calling several of their managers to ask them some questions for the purpose of customizing my presentation. I asked the publisher of one of their magazines this question: "As it relates to the profile of your best prospect, how much do they generate in annual sales?" There was a long pause. An uncomfortably long pause. Then the publisher responded: "Duane that's not the right question." "I'm sorry." I said. "What is the right question?" I asked. She explained that they advertise successfully for Attorneys, Doctor's, Children's Clothing Stores, Music Stores, and Wine Shops etc. She explained that who her advertisers are trying to reach is more important to the magazine than how much revenue in annual sales their advertiser generates.

In less than 15 seconds it became very clear to the publisher that I did not know her business. It only took seconds. Fortunately for me the purpose of my phone call was to get an education, and as a result it prevented me from going down in flames. I got lucky ... this time.

Take the time to create a list of relevant and meaningful questions. Having a list of insightful questions will serve you well time and time again. Your questions will support you in your quest to differentiate yourself and establish credibility and trust.

I'm sure we would all agree that people buy from those they like. So it makes sense that we find sales people putting a great deal of effort into being helpful and likeable. Typically sales people go about establishing their business relationships by providing lots of product information they feel the prospect will find useful in their decision making process. But is this approach effective? And does this strategy represent the essence of "relationship selling"?

If you ask executives and company owners how they define effective relationship selling they will often start with what it isn't. "It's not dropping off sell sheets with product information or tickets to some game or event. It's not a slick power point in a feature rich presentation. Heck my daughter, who is in high school, can put together a killer power point." So what does it take to develop a "meaningful" relationship with top decision makers?

Here are some of the key elements executive decision makers tell us they want in a business relationship:

1. "The bar has been raised for all of us today. Information for information's sake doesn't cut it. You have to be smarter than that. When you link the information to my situation and demonstrate it's relevance to me, then you get my attention."
2. "I don't buy products! I buy support. I buy vision. Things change so rapidly today I need the people I buy from to stick around. I need them to be my eyes and ears as it relates to their area of specialty and give me a heads up when things change. I hate surprises."
3. "I want to do business with smart people. In fact I don't want to do business with "sales people" I want to do business with "business people". I will only give my loyalty to someone who can make it very clear to me they study, they observe and they understand. I want to do business with people that understand risk and what it's like to walk in my shoes. I want a competitive edge."

Over the last 12 months I have personally witnessed four individuals, who are new to sales, embrace the above three elements. I have watched them study, learn and apply the concepts. And I have watched them systematically capture the attention of top decision makers and successfully sell their products and services.

Relationship selling can give us all a powerful advantage and help us differentiate ourselves in today's crowded markets. If we take the advice of executive level buyers we will realize our greatest success in transitioning our approach from thinking and acting like "sales people" to that of "business people"!

If you want to consistently capture the attention of top decision makers you must learn to speak their language. One of the many things I learned from my years of working with Tony Parinello, the author of the best selling business book Selling To VITO, is "You will end up in a company with the person you sound the most like." That is so true! For example if you call and speak "cost cutting" and "techno-babble" you will be sent to the IT department. On the other hand if you speak the language of top line growth, strategic and competitive advantage you will be sent to the C-Suite.

I know what you're thinking: "I've tried to get folks from the C-Suite involved in my sales process and it's impossible!" I appreciate your perspective. I really do, because at one time that was my perspective as well. However here's the reality. The majority of sales people do not pause and take into account who they are approaching and then adjust their language and focus based on that individual's position. This is one of the reasons why the majority of sales people get "toasted" when they do try to start their sales cycle high.

Here are three things you can take as absolutes:

1. Executives are under significant pressure to make the right decisions and get results.
2. As a result of number one they are constantly on the look out for ideas, information and insights that will help them make effective decisions and gain a competitive advantage.
3. If you present information to an executive that offers them effective ideas on how to deal with the trends, issues and threats they are currently facing in their industry, they will talk with you.

The opportunity that lies before you is to differentiate yourself by taking your business acumen and communication skills up a notch. The bar has been raised for all of us today and the day of the "one dimensional" competitor is gone.

Any and all time you spend in learning the language of top decision makers will be well invested in your present and future success.

Henry Ford once said: "If you believe you can do a thing or if you believe you cannot you're right."

There are two privately owned hardware stores near where I live. One is thriving while the other is on the verge of closing its doors. When you go to the one that is vibrant you're greeted by a person who makes it clear they want to be there. Outside they currently have a neat display of various winter focused apparatus! You will find several different types of snow shovels, snow blowers and even gas grills for that grill master that has outdoor cooking in their blood.

When you walk into the anemic hardware store you're greeted by a grumpy employee whose body language and facial expression telegraphs the message that you're an inconvenience. Their outside display consists of several lonely bags of salt. When you walk through the store itself, products have a thin coating of dust and are haphazardly scattered on the shelves.

I spoke with the owner of the "grumpy" store and quickly uncovered the problem. It's him! He explained customers today are "difficult" and they have become a "pain in his neck". He explained that the "Big Box" stores and the "economy" are killing his business. He had all the excuses!

How is it possible that within one short mile of one another one hardware store is wildly successful while the other is on its hands and knees?

It's very simple. One team believes they can be successful and they stay focused doing what ever it takes to ensure their vision becomes a reality. While the other group is certain it's not possible to be successful in today's economy. As a result the latter chooses the path of making excuses and blaming everything and everybody for their poor attitude and results.

Here's a question for us all to consider! What comes first? Success? Or your belief that you can be a success?

Stay focused on what is possible!