Are You a Producer?

Are You a Producer?

Every organization has two types of sales professionals — producers and interceptors.

Producers represent only 20 percent of the sales force, but consistently produce 80 percent of the business.

Why is that?

Well, if you study the producers, you’ll discover they have seven characteristics. Study these traits and decide how they can become yours.

  • First, generators are well rehearsed.They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
  • Second, generators are relationship builders.They know that all things being equal, prospects buy from the professionals they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing — they buy from professionals they know, trust and like.
  • Third, producers work at the right things.They focus on those few sales activities that make the big difference.
  • Next, producers always have a sales call objective.They have in mind a “bottom line result” as they enter every selling situation.
  • Fifth, producers ask probing questions.They ask the right questions — the questions that arouse interest with prospects.
  • Sixth, producers talk to the decision makers.They do not want to give their presentation for practice.
  • Finally, producers manage the buying process.They help along the prospect’s decision to buy.


  1. The best way to save time is to learn how to say no.
  2. How do I judge the value of a compliment?
  3. When have I been tempted to accept a job or project out of loyalty which wasn’t suitable?
  4. How do I know when to say “yes”?
Are You Working Right?

Are You Working Right?

We believe you create a future, characterized by high performance and fulfillment, by making a responsible commitment to think right, work right, sell right, study right, and live right.

Here are ten strategies for forming the habit of working right.

Plan productive days. A successful day consists of a series of successful acts. In selling, productive acts are those that directly or indirectly contribute to your success.

Fix action plan. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers.

Develop self-discipline. Disciplined salespeople are: enthusiastic, resourceful, predictable, dependable, courageous, persistent, optimistic, and dedicated.

Be a self-starter. Don’t wonder or ponder or contemplate too long. Don’t wait until you feel like it. Don’t wait until you feel “hot.” Don’t wait until conditions are just right. Instead, “begin it!”

Put off procrastinating. Write it on your heart: Success is the product of today, of today’s responsibilities fulfilled, of today’s opportunities seized, of today’s jobs attended to, of today’s sales finalized.

Believe in the law of averages.Knowing the numbers permits you to have an almost total indifference to whether or not a given prospect buys or doesn’t buy.

Make habit your servant. You can change! You must develop the capacity to substitute a new habit pattern while you are striving to overcome any bad habit.

Manage selling time. It’s no good being a model of split-second efficiency if you are working on the wrong things. A successful salesperson reviews the calendar as well as the clock.

Put forth honest, intelligent effort.An honest day’s work is our moral obligation to the company we represent, our families and ourselves. At the end of the day, be able to say: “Today, I have given an effective, full day’s effort to my selling job. I have displayed discipline in planning, time management and selling.”

Do it . . . and then some! Our business in life is not to get ahead of others but to get ahead of ourselves – to break our own records, to outstrip our yesterdays by our today; to do the little parts of our work with more force than ever before.


  1. What do I think about when I am alone?
  2. Which one of these hit home?
So How’s Your Self Image?

So How’s Your Self Image?

Whether you realize it or not, you constantly carry a mental image of yourself in a variety of roles.

This “image of self” may be vague, ill-defined and even blurred in your conscious thinking.

You may be at a loss to clearly explain and define this mind’s-eye picture. You may even deny its existence.

Nevertheless, it is there, complete in every detail, in your subconscious mind. This self-image or mind’s-eye picture is your private and personal conception of “what kind of a person I am.”

You unavoidably “act like” the person you “see” yourself to be. Your mind’s-eye picture influences your willpower, which in turn controls all your conscious effort.

You may exercise control over these pictures by reading books, listening to audios, watching movies and associating with positive thinking, optimistic individuals. You are what you watch, listen to and read. Form the habit of devoting your time and energy to positive people, thoughts and experiences.

Check your beliefs about yourself. Consider these questions:

  1. Do I see myself as competent and well-informed?
  2. Do I see myself as one who is capable of making significant contributions?
  3. Do I feel good about who I am and what I’m doing?

Our beliefs about what is possible – or impossible – often become a self-fulfilling prophecy. Until Dr. Roger Bannister ran a mile in less than four minutes, everyone concluded it was impossible. Soon after, the four-minute mile became almost routine. Did the competing runners become more physically fit? The experts say “no.” Once the athletes believed it was possible, it was possible. In fact, it was expected. We can point to similar examples throughout the world of business.

Expectation brings successful experiences and successful experiences reinforce the power of confidence in your profession.

Everyone Like A Stick of Dynamite?

Everyone Like A Stick of Dynamite?

I have heard it said that everyone is like a stick of dynamite with potential and greatness in them. The ability to make great changes and move forward in positive ways is inherently present but:

The problem seems to be that some people have short dry fuses that explode quickly and others have longer wet fuses that take a while to ignite.

Using a little common sense one may consider that:

  • Those who are doing nothing are motivated to do nothing.
  • Those who are active are motivated by activity.

If we are to stimulate people with the desire to do nothing, we have to overcome the fundamental motivation to do nothing.

Forward motion isn’t automatic.

Railroad engineers suggest that the biggest problem with locomotives was getting enough power to start the train rolling. Aircraft designers have to build in enough power to break the pull of gravity before they can ascend.

As leaders we need to recognize that inertia is motivation-based, not just the lack of motivation.

Creating Thirst

It is hard to understand motivation until you understand thirst. Motivation is satisfying a thirst.”

In any situation, we must first recognize the lack of thirst and strive to create it before we can provide the satisfactory quenching to help our team achieve its goals.

The Power of Passion

Passion to make a worthwhile difference is indispensable to effectiveness. Passion and vision need to work together. Passion energizes vision, and vision disciplines the passion. The clearer the vision, the greater the passion.


  • How clear is my vision?
  • What motivates me – to activity and inactivity?
  • When do I operate most effectively within my passion?

Growing Edges for the Business Professional

These four areas will help you move and grow faster this week in your relationships.

Narrow your focus.

Concentrate on those problems that the individual has. Remember we can help in so many different areas but what we always have to do is find out what the client wants and then focus on that particular situation and take care of their needs.

Leverage your key skill.

Each one of us has certain skill sets that we are better at than maybe others. If the professional has the ability to sit down and make people comfortable during a presentation, they should leverage that skill set to become a better producer.

Never waste time with those who waste your time.

This is a great time management tool. Many clients and customers are looking for someone to explain all the facets of a product or service. We have to concentrate thought on what we are there for and that’s to solve the problems of the client. You will find certain people that are really not interested in buying anything but they sure would like to get as much information from you as they can without spending any money. Never waste time with those people that waste your time.

Be determined to be the best in your field.

This means that you’re going to have to work very hard at really learning your business and also learning the communication business. Remember we are in the communication business and the better we are at that the more we’re going to be able to help our clients reach their financial goals.

Now go and create a great day!

Are you making a few biz development mistakes?

Are you making a few biz development mistakes?

Losing an important account is exactly that — losing. With income and reputation so obviously at stake, it’s bewildering that so many companies do little to keep from losing accounts, and then find themselves blindsided when it happens.

Companies that fail to stay on point when it comes to maintaining client relationships are in business to fail.

Sometimes, losing a client is unavoidable. But most client defections can be prevented.

To circumvent the damage, avoid making these mistakes:

Playing it safe: You aren’t safe. You may think so, especially if you have a lock on the market. But it is delusional to think a competitor is not out there with an eye on your source of income.

You may have a good reputation, but that is not good enough. You may even be an industry leader, but what if a client perceives arrogance on your part, believing you have fallen out of touch?

Clients who feel taken for granted will take their business elsewhere.

Denial: Often, the last person to know an account is in danger is the sales rep. The problem is denial, mistaking a history of client loyalty as a guarantee of future business.

It pays to have a team of support personnel to serve your biggest clients, conduct routine account reviews and watch for potential problems.

This article originally appeared in the Charlotte Business Journal on March 30, 2009.