5 Tips for Sales Accountability in Your Business

What good is a goal without accountability to its achievement?  It seems like “goal setting” workshops are everywhere.  I can’t help but asked myself, “since when is it so hard to set a goal, that I need a workshop?”  These people are completely missing the key to it all…it is not setting the goal that we need help with, it is achieving the goal.  Not achieving your goals has to do with lack of accountability. So how do you accomplish your goals?  The answer is daily accountability and monitoring.  In our experience at SalesPartners-NorthPoint, our clients are great at “goal setting” (that is nothing but establishing a desire), but the true problem lies with the accountability and monitoring of the achievement process of those goals.  Anyone can say what their goal is, but only the determined actually set their sights and daily actions to the actual achievement of their goals by using true accountability.

You already know your goal…for most business owners; the #1 goal is to increase sales.  No business grows until sales are made and continuously made.  So, now the question is how to set up accountability for this goal and accomplish it!

1.)  Create an Accountability Plan- Not achieving your goals has to do with a lack of accountability.  What good is a target without a specific plan on how to achieve it?  Don’t waste your time with pondering what the next step is…you know the next step.  The next step is getting real about the metrics and the numbers that drive sales.

2.)  Establish the Metrics- Let’s start by taking a look at the metrics that drive your sales.  What are the three to four things that make the sale for your business?  Is it the number of calls you make?  The number of face to face meetings you have?  The number of events or presentations you conduct?  These are the metrics you will focus on to achieve success in your sales.  Don’t get bogged down into the “to-do” list of your day until these factors have been targeted.  At the end of the day, the week or the quarter, does it really matter if your website looks good, you created a new blog or organized your office?  No.  The #1 driver of your business is sales.  Focus on the metrics that drive your sales first!

3.)  Determine the Numbers- An accountability plan without specific, measurable numbers to target is nothing but a “to-do” list.  Let’s get real about the numbers you need to achieve daily to stay on target for achieving your sales goal.  Start by analyzing how many sales you need.  Now, for you, what happens before the sale?  For many businesses, a proposal must go out…so, how many proposals do you need to put out to achieve the number of sales you know you need?  Continue this process to determine the numbers you need for the rest of your metrics.

4.  Get into Action- Stop finding excuses for why you can’t and just do it!  You have already established the factors that make or break your business and your sales so what in the world are you making excuses for?  Get into action and work your accountability plan with intention and focus every day.

5.  Find an Accountability Partner- For most of us, being accountable only to ourselves, is not enough.  If you know you need help, get it…and I don’t mean a buddy of yours that says, “uh, sure I’ll be your accountability partner”.  We all know that doesn’t work.  When it gets down to it, your friend is not going to hold your feet to the fire and push you.  You need a hard nose accountability partner; one that will make you uncomfortable if you don’t produce your numbers and encourage, motivate, inspire and teach you to forge ahead.  Your sales, your business and your future depend on you being able to set aside your excuses and pride and get help.  If you do not have anyone to help you, look into to our RESULTS Accountability Program, it could be a match for you.

SalesPartners-NorthPoint, Real Results…Guaranteed!

SalesPartners-NorthPoint a business and sales growth company located in Atlanta, GA.  Find more great information at www.salespartnersnorthpoint.com

* To receive a coupon code for one free month of our RESULTS Accountability Program, call SalesPartners-NorthPoint at (404) 277-2474 today.

Copyright 2010© SalesPartners-NorthPoint.  All rights reserved.

Objection Handling

Are you closing as many sales as you would like?  Are you making the money you think you should be making?  If not, there are only two possible reasons.  Either you are not getting in front of enough of the right people or too many people are telling you “No!”.   If the latter is where you find yourself, then keep reading.

Let me start by saying that this is not about how to overcome any objection.  Anyone who tells you they can teach you how to overcome an objection is misleading you.  You simply cannot overcome every objection nor should you. The real key is learning how to handle objections properly so you are more effective.  For example, have you ever had someone tell you “I am just not interested”, “it’s just not in the budget”, “we decided to go with someone else” or some other form of “No”?  In that moment, how did you feel?  Were you shocked?  Offended?  Hurt?  Did you get defensive?  Did you roll up your sleeves and settle in for a battle of wits and will?  Did you want to crawl in a hole? (i.e., head to Starbucks and not make any more sales calls for the day/week/month….EVER?)

The point is, the real problem with objections isn’t the objection itself but rather how we are affected by it and in turn respond to it.  It has been shown that a sales person who is negatively affected during a selling opportunity is twice as likely to fail to close their next opportunity as someone who has a positive experience.  In fact, nearly 30% won’t even attempt it.

Why does this happen?  Simply put, people take sales objections personally.  When this happens our natural tendency as human is to trigger an emotional response.  Have you ever heard an objection from a prospect and found yourself  getting flushed and hot, maybe a little nervous, or perhaps you even got angry…that is your emotions on the rise.  When emotions increase, it short circuits the part of your brain that thinks logically.  When your emotions go up, your intelligence goes down.  Sales people then either panic or they resort to the classic “value dump”.  It’s as if the prospect had said, “I’m obviously too dumb to understand the value of what you’re talking about so please convince me so I will see the light and say yes.”  Have you ever done this?  Tell the truth.

So how should you handle the objection?  The very first step is you must condition yourself to have a low emotional response to the objection.  Have you ever been given an objection that you completely blew at the moment (high emotional response), but thought of a great comeback 10 minutes later?  Why did that happen?  It’s because 10 minutes later, you were out of the heat and able to think (low emotional response).  The key is being able to do that in the moment.  By keeping your emotional response low, you will be able to engage your prospect clearly, discover the source of the objection, deal with the real objection, and maintain momentum in your day regardless of the outcome.  If you want to close more deals and make more money you simply must master this process.

Andy Lowe, SalesPartners-NorthPoint

For nearly two decades our team has worked with thousands of business owners, entrepreneurs and sales professionals just like you to help them increase their results by mastering the process of sales.  If you would like to more on this subject, join us for one of our Objection Handling practice sessions or schedule a time for us to come to your business and train your team on Objection Handling.  Contact SalesPartners-NorthPoint at (404) 277-2474 or through our website at  www.SalesPartnersNorthPoint.com

SalesPartners-NorthPoint Named Top in Sales Worldwide

As the only SalesPartners franchise in Georgia, SalesPartners-NorthPoint has been named Number One in Sales among franchisees worldwide.

Andy Lowe, founder and CEO of SalesPartners-NorthPoint, decided to partner with RichDad Advisor Blair Singer three years ago, combining an already successful business consultant and sales trainer with the proven content and brand of an internationally recognized organization.

Lowe specializes in “breaking the rules of conventional thinking,” and has personally worked with thousands of business owners and sales teams throughout North America to help them increase revenue exponentially in a matter of weeks. In his workshops, Lowe’s high-energy presentation and unique delivery methods offer content that businesses can implement quickly to realize immediate results.

“Companies hire me to get results in their businesses and to obtain phenomenal growth,” Lowe says. “I work with companies that take their businesses seriously when it comes to high standards, growth and productivity.”

In a time when businesses are counting on highly motivated staff to produce exceptional sales results, many business owners are turning to business coaches to address a rapidly evolving business environment, rectify the financial costs of poor performance, improve decision-making, increase employee loyalty and reduce the cost associated with hiring a new employee by improving the productivity of an existing team.

With more than two decades of experience in business, including finance, corporate sales and technology start-ups, combined with the proven success of SalesPartners Worldwide, Andy Lowe provides the knowledge, skills and qualifications that give business owners both peace of mind and the results they seek, helping them clarify their intentions, set a direction for their business and hold them accountable to achieving their goals.

SalesPartners-NorthPoint specializes in privately owned businesses whose headquarters are in the Metro Atlanta area, typically with gross revenues of $500,000 to $20 million, with a sales and management team of 20 to 200 people.

As part of the fast-growing Business Coaching and Sales Training Industry, SalesPartners Worldwide has 68 franchises in 10 countries including, the United States, Canada, Mexico, South America, Singapore and South Africa.

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Why Businesses Fail

I recently stumbled upon a question on LinkedIn asking for comments on why businesses fail and was stunned to to see the top answer was capital.  Really?  Do people really believe that a lack of start up money is the top reason for a failing businesses?

In our experience at SalesPartners, the #1 reason businesses fail is a lack of sales skill.

No doubt,  having capital makes things much easier in business and in life, however, the one thing I did not see mentioned is the reality that SALES = INCOME.  If you cannot sell, you cannot make money.  Simply having cash does not make for a success in business.  The skill of being able to sell again and again and again is the key.

We have found at http://www.salespartnersnorthpoint.com that many business owners and sales professionals simply “open their doors” with a “build it and they will come” mentality and the reality is building a successful business takes work, skill and most of all:  SALES

Tina Lowe

SalesPartners-NorthPoint

http://www.salespartnersnorthpoint.com

Inside You is a Great Leader, Persuader, and Entrepreneur

The reason that 95% of businesses fail isn’t due to lack of marketable ideas, products or services. It’s because most people just don’t know how to sell. And like it or not, we all are salespeople no matter what we do for a living.

Imagine what would happen to your life if you mastered the ability to sell, negotiate, influence and persuade. You could have anything you put your mind to. The world would be yours for the taking. Now, with my 2-Day Authentic Sales & Leadership Training program, you can make it happen. You’ll learn how to manage and focus the “Little Voice” in your head to uncover the authentic you. The you that you were meant to be. The powerful and confident you that can and will create the life of your dreams. It’s just a matter of getting control of your “Little Voice.” When that happens, everything changes.

I’ve spent the last two decades transforming thousands of successful entrepreneurs and businesses around the globe using the secrets of Authenitc Sales & Leadership including Singapore Airlines, Deutsche Bank, Redken 5th Avenue NYC, IBM, ING Clarion, JP Morgan, CitiGroup, World Financial Group, LA Weight Loss, Prudential Insurance, UPS Stores, Mrs. Fields Cookies, HSBC, Dunkin’ Brands, Century 21, CIBC – Canada, Diners World Travel, United Healthcare, Westin Hotels.

You can put these same strategies to work for you to achieve unparalleled success and growth. This 2-Day program is a life-changing business blueprint that can quickly turn any business, in any industry, in any economy, into a powerhouse.

Sales=Income™. Physically, mentally, emotionally, and financially.

It’s your #1 skill in business and in life!

-Blair Singer

Sign up for this 2-Day program today! June 20 and 21 in Scottsdale, Arizona.  Call SalesPartners-NorthPoint for more information and to register, (404) 277-2474

One Simple Word…

There comes a time when who you really are becomes apparent to you and to everyone around you.  The “real you” typically emerges in challenging times, emergencies, and during moments of pressure.  The rest of the time, your actions and attitudes are choked and obscured by the myriad of “Little Voice” messages, particularly the ones driven by fear of what others think about you or fear of looking stupid, that mask what really lies underneath.

In these times of rising unemployment, rampant government printing of dollars, increasing tax and loss of retirement funds, everyone is getting a chance to see who they really are.  The question is…how do you show up?

In a recent Sales & Leadership Mastery Program that I conducted, an interesting pattern emerged that was both disturbing and brilliant.  As always, I put the group into teams and gave them a series of tasks and challenges designed to teach them how to build a multi-million dollar business in a few days.  After conducting this program numerous times across the globe, I’ve noticed a common pattern emerge.

Let me give you the pattern, and you can see where in this spectrum you show up.  You see, it doesn’t seem to matter what the task is…as long as the context is set up for change.  That context includes the components of compressed time, high stakes and being somewhat out of your comfort zone.  All necessary for rapid growth.

1.    First of all, I assume that most people are not only capable, but brilliant.  This assumption has rarely let me down.  It is the “Little Voice” issues that stand in the way.  You are way bigger than you think you are.  If the environment and the context are right and the “Little Voice” can get pushed out of the way…the bigger you will show up.

2.   With that talent in place, this recent group came out of the gate quickly.  They made lots of calls and made lots of contacts early.  Unleashed to the tasks, they jumped into each challenge quickly by taking on the early stages with a vengeance.  They exhibited this strong and fast behavior over and over again in everything that they did.

3.   Then something disturbing showed up.  When it came to actually making sales in this case, or driving a final result of any kind…their numbers were paltry.  They seemed to always take the path of least resistance.  Even though they started strong, when it came to actually producing a quantifiable meaningful result, they took the easy way out…they did the minimum.

Yet, I am reminded of the statement I saw in the movie “Miracle” by Herb Brooks, the legendary coach of the 1980 USA Olympic Hockey Team which, against odds, won the gold medal…when he said to his team, “You think you can win on talent?  You do not have enough talent to win on talent alone.  To win, you cannot be ordinary.”

I agree with him.  For many years we have become blinded by our own brilliance and resourcefulness.  Yet in these unprecedented times, we forget that talent around the world is now cheap and plentiful.

There was one word, however, that drove that Olympic team to the top.  A simple word.  A forgotten word in our world of instant gratification, get-it-over-with and one-shot wonders. The word is “AGAIN.” When a drill was not up to standard, he made them do it again.  It is the most important word to achieving results.  It means simply picking up your energy and spirit, and going after the task again…and again…and again…until the path of least resistance is replaced by…

4.  An undeniable, uncompromising, resilient spirit that truly creates financial, emotional and personal results beyond the ordinary.  In my latest program, each time a result came up short of what I thought the teams were capable of, I made them do it again.  Whenever a performance or task faltered, I simply said, “again.”  Over the grumbling, whining and resentment, do you know what happened?  They not only did the tasks again, but ultimately set all new records in sales, profit, team performance and breakthroughs.  Had I let earlier results ride as “okay” but not great…that brilliance would have remained buried.

The good news is that over the course of a few days, most of the teams’ response time to “again” was faster and faster, until finally there was no need for “again” on the final day.  They came through as true champs in all the tasks.  No matter what athlete, business leader, performer or professional I interview or study, the most important word in their lives is AGAIN.  Have you ever noticed that the word itself says…”a gain?”  Each repetition is a gain on the prior experience.  But you’ve got to be relentless and you’ve got to repeat to get the gain.

You see, there’s a resilience in you that you probably undervalue and underutilized.  An ability to resurrect victory from the ashes of defeat…to turn mistakes into powerful learning and progress.  What I observed each time I forced an AGAIN was a fiery comeback and resilient change of momentum which is what is needed now more than ever.

Yet not all is good news.  A few individuals always choose NOT to rebound.  They choose to do what many are choosing to do now which is “endure”…wait it out.  Just endure the stress until the storm passes, hoping that someone will “fix” the situation and “give” them a way out.  That is a painful and debilitating existence that results in poverty, depression and helplessness.

What about you?

What if you eliminated step two?

What if you took on the tougher tasks early and drove hard for them?

What if you never settled for the path of least resistance?

What if the word “AGAIN” became a relentless part of your routine?

What would your life look like?

What would your income look like?

What would your health, fitness and relationships look like?

You see, inside of you is a truly great person.  Will everyone experience it?  Probably not.  But those who do will live lives of abundance, power and satisfaction.  There is a point in time when greatness occurs.  It is that time when Steps 1-4 are compressed and you decide to be truly relentless in your pursuit to achieve the results you want in your life.

That relentlessness to repeat again and again will fatigue the “Little Voice” that stops you.  It will build a permanent momentum that, like the 1980 hockey team and like our sales and business teams around the world, will continue to accelerate results that to others seem beyond the ordinary.  Should you chose to adopt the word AGAIN into action, this momentum will become your life.

As I stated earlier, it’s in trying times that the ”real you” is revealed.  Without the discipline of AGAIN and the relentlessness to reject the path of least resistance, a mediocre and frustrated you will emerge.  With the discipline…the magical you becomes the norm.

Reject the path of least resistance.  Be relentless with “AGAIN.”

Be awesome,

Blair Singer

Six People, Six Voices

I read recently that you are a reflection of the six people you spend the most time with.  What a sobering thought!  If you are anything like me, you grew up  with the saying, “birds of a feather flock together” and your mom occasionally  commented that she wasn’t so sure about the new friend you were hanging around.  At the time, I thought how horrible she was, but as an adult, I can truly appreciate this concept.

At SalesPartners, I am surrounded by “big thinkers” and a group of business partners that “play a big game”.  Who are the six people you spend the most time with?  Do they empower you?  Do they inspire?  Will they push you to greatness?  Or…do they listen to you complain and give excuses?  Do they enable mediocrity?

Blair Singer, the author of Little Voice Mastery says this:

“Everyone of us has the capability of playing and winning a big game.  Not everyone will.  Little voices will determine the outcome.  Other people’s advice, worries, jealousy, resentment, and even their neuroses will stand in your way if you let them.”

Who are the six voices you allow to influence you?  Are they the voices of champions or do they quit when things get tough?  Do they justify and deny reality or do they take responsibility for their actions?  Do those six voices you surround yourself with push you further down the path toward becoming the best you can be?

Tina Lowe,  SalesPartners-NorthPoint

Boycott The Recession-Code of Honor

The answer to boycotting the recession is through sales, good business practice and doing more with less…and living by a Code of Honor.  It all starts between your ears with your attitude.  The moment you decide to change your attitude and actions, you’ll start spreading change around you.  Would living by the following Code of Honor change your life?

• I will not wait for nor depend on the government, Wall Street, or banking system to solve my challenges….nor will I blame them or others for those challenges.
• I am willing to serve, sell, trade and expand my network of like-minded people who also want to boycott the recession.
• I will advantage the most number of people that I can with the greatest value and at the least cost to them.
• I refuse to be a victim.
• I will take personal responsibility for all the results in my life…no blame, justification or denial.
• I will do whatever it takes as long as it is legal, ethical and moral to win.
• I will finish what I start.
• I will celebrate all wins.
• I will increase the mood level and enthusiasm of everyone I encounter.
• I will respect the point of view of others.
• I will honor all my agreements to the best of my ability.
• I will do my best to operate in full integrity at all times.
• I will never abandon a team mate or associate in need.

Thank you to www.boycottrecession.com for the Code of Honor!

Visit their website and join the petition to Boycott Recession!

Courtesy of:  http://www.boycottrecession.com/

The Day Amazon Died: by Blair Singer

"Little Voice" Mastery by Blair Singer

What is faster than a speeding bullet?  Faster than even the speed of light?   ….The speed of a thought!!!

As an entrepreneur, the last 72 hours have been the most amazing, frustrating and enlightening 72 hours of my entire 27 year business care

er.  I have watched an industry die and the power of a thought win.

On Tuesday, we did a massive launch of my new book Little Voice Mastery.  The primary goal was to drive the book to number one best selling status for one purpose only.   To build a community.  We are convinced that the message of Little Voice and winning the war between your ears is THE message for 2009 and beyond.   With nearly 31 incredible joint venture partners and over  a million people being reached….the book raced in rankings from over 200,000^th to 177 to 120 to 99 and then

Amazon died.  A measly several  hundred book orders overran their back order system and they shut us down.   With no one to talk to, since accounts are handled in India, the best that Amazon could do was issue a couple of Purchase Order’s . One for 20 and another for 30 books.   We pleaded with them to let us send them the thousands we had printed…but alas….Amazon bureaucracy won the day.

In my frustration, I suddenly realized that the goal had already been achieved.  The purpose for #1 was to get exposure to attract a community of like minded people who know that the secret to  2009 and beyond is to “Boycott the Recession” by eliminating the depression, recession, stagnation, etc. from your brain first!!!

That community was only one click away from reality had Amazon allowed them to place the order…but you know policy…all we wanted to do was build the community!  Yet, I realized we were dealing with an industry that was dying in front of my eyes….the book industry.  It’s an old idea that is too slow because of its “physicalness”, its warehouses, and its bloated bureaucracy.  It was like watching steamship companies trying to deal with the new Boeing 707′s in the 1960′s.  Too slow.

So, what was the goal?  A community of like minded people who, like our SalesPartners Franchise owners, have decided to “Boycott the Recession”  particularly the one between your ears.  (In a recent event in Northern California, Zig Ziglar and Rudy Guliani  approached several of our SalesPartners who were wearing BoycottRecession.com T-shirts and commented that they were right on!)

Why?  Because depression, recession, deflation and inflation are Little Voice issues that become economic issues if you cannot master them.   So what are we doing?  We are bypassing the old system.  2009 is about the speed of thought  and the speed with which you can control and direct those thoughts.

To all the people who flooded a non-responsive Amazon site and who know that that it is about your Little Voice…..we are giving the book away for free!!   All we wanted was the community anyway.  The SalesPartners business is improving the quality of life for everyone through transformation of the marketplace.  One way to transform it is to not allow yourself to get sucked into the paradigm of anything that slows you down, makes you small or inhibits the speed of your spirit.

Be awesome!

-Blair Singer    www.blairsinger.com

Do You “Play Above The Line”?

How many of you could use some more Cash Flow?  Great – we all could.  I have never met anybody that did not want more Cash Flow to come pouring into their world.  SalesPartners-NorthPoint has been working with thousands of entrepreneurs, business owners, sales teams, and sales professionals teaching, educating and showing them how to Increase Sales & Cash Flow 15-85% within weeks.  Below is one of the most fundamental principles to follow – “Playing Above the Line”.  If you want to increase sales and cash flow, then you will need to become aware and take on more responsibility.  What I mean by this statement is that you need to be willing to take full ownership and responsibility for where you are currently – your net present position.  Your sales and your cash flow are directly related to your behaviors, which can be tied directly to your mindset and attitude – especially as it relates to taking responsibility. Instead of being responsible, most people will fall into the following traps:

Denial – When things are tough and not going in the direction that you would like, most people will deny that they are actually suffering.  When asked how things are, they often respond by saying, “Things are good – just trying to get things going.

Lay Blame – After you move out of denial, you will tend to get defensive about your lackluster position and you will begin to lay blame on external forces like the economy, other people, your team, your friends, and sometimes your family.  Justify – I am sure none of you have done this.  If you cannot find somebody to blame, you will begin to justify your position by saying, “Nobody is making any sales in this economy” or if I just had more leads, then I could make some more sales, etc.

Quit – When all else fails, most folks will have run out of people, things, and circumstances to blame and so they do the inevitable – they quit! I challenge not to focus on external things to lay blame and justify your position with, instead play above the line and take full responsibility for your thoughts, actions, and results and I guarantee you will begin to attract the right resources into your life and you will find yourself in the right circumstances. Some call this being lucky – I call it being responsible.   There are many strategies to increasing sales and cash flow, but nothing makes sense unless you have the foundational pieces in place to optimize it and do it consistently.  When you know exactly how to implement the above 6 Steps – you control your future. Discover more on how to implement these critical 6 Steps.  Sign-up right now for SalesPartners Atlanta FREE online newsletters, videos, and audios to find out exactly how to do that – Go here http://www.SalesPartnersAtlanta.com