Tag Archives: presentations

Sales Insider

April 5, 2017 by

I love sales. It is a career where you, the sales professional, determine your income based on how skillfully you execute the duty. It has a feel of independence, ownership, and entrepreneurship, and it can be extremely rewarding. Professional selling is regarded as one of the top-earning careers on the the planet. Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing its value.

The term “commission” is familiar to ranks of sales professionals. However, I want you to think about your income a little differently. Rather than earning commission when a sale is made, think about your pay as an hourly wage. What makes your hourly pay different from the familiar, traditional hourly jobs is that your hourly rate will change based on the activity you happen to be doing at the moment. For example, in my previous career, for every 10 presentations I made, I would close on, and get paid commission for, three orders. On the three projects I won, my hourly rate was great, but on the projects I lost, my hourly rate was $0/hour. I thought “this is just how it is in sales,” so I did little to change or improve my sales performance until I was taught to think of my compensation as hourly. Spending 60 hours per week on sending proposals to my customers meant missing out on my kids’ activities and time with family, all so I could get paid for 30 percent of my time. That made me angry. This is madness, yet a vast majority of salespeople would give you a similar story.

I think there is a better way to sell that will pay more per hour, which means one can earn their desired wage in less time. I just need to figure out how to get rid of the seven prospects who don’t buy quickly and only spend time on the three who will buy. If I can figure this out, then I will close the three orders, so my pay is the same as before, but I do not spend much time on the seven who do not buy. Can you see how my hourly wage more than doubles?

Since your time is just as valuable as your prospects’ time, only the prospects who plan to buy from you get any of it. In order to do this, you must sort all prospects who talk to you as either buyers or window shoppers. The first step in doing this is to recognize that there are four possible outcomes of a sales call: yes, no, maybe, and clear future. Let’s examine each one.

Yes: Congratulations! You achieved an order and you will earn money.

No: Shoot! Shake it off. There are plenty of other customers out there who will buy. Did you know that “no” outcomes are good, and they can actually make you money? If you get a “no,” that opportunity no longer consumes your time, which means you can divert time to those who buy, and your hourly rate actually increases.

Maybe: Stay away from the dreaded “I need to think it over.” These outcomes represent the “window shoppers” and will cost you money. These prospects waste your time and consume your resources. Therefore, when a prospect stalls, push them to “no.”  At least a “no” will make you money.

Clear future: Sometimes your product or service cannot be sold in one call. You might need multiple meetings to formulate the solution and make the sale. This positive outcome is for those prospects who see value in your solution, are willing to move the process forward, and want the sales conversation to continue on a specific day at a specific time.

Thus, the rule is “No more maybes.” If you can make this rule part of your selling system, you will increase your hourly rate and significantly grow your sales. You effectively sort the buyers from the window shoppers and spend more time on those who buy. Now, I close three out of four presentations I make, my income has increased by triple digits, and I spend less time doing it all.

So, what is you hourly wage?

Karl Schaphorst is a 27-year veteran of sales who now specializes in training other sales professionals. He is the president of Sandler Training.

 

 

 

 

 

 

 

 

 

 

 

This article was printed in the Spring 2017 edition of B2B.

Destinations

February 22, 2017 by

AKSARBEN VILLAGE

Horse stalls went bye-bye long ago. Now, Aksarben Village is losing car stalls, too. But that’s a good thing, as far as continued growth of the former horse-racing grounds goes. Dirt is overturned and heavy equipment sits on the plot extending north and east from 67th and Frances streets, formerly a parking lot for visitors to the bustling area. That’s because work has commenced at the corner on what will become HDR’s new global headquarters, which opens some time in 2019. The temporary loss of parking will be offset by great gain for Aksarben Village — a 10-story home for nearly 1,200 employees with a first floor including 18,000 square feet of retail space. HDR also is building an adjacent parking garage with room for ground-level shops and restaurants. But wait, car owners, there’s more. Farther up 67th Street, near Pacific, the University of Nebraska-Omaha is building a garage that should be completed this fall. Plenty of parking for plenty to do.

BENSON

A continental shift has taken place in Benson — Espana is out and Au Courant Regional Kitchen is in, offering Benson denizens another food option at 6064 Maple St. That means a move from now-closed Espana’s Spanish fare to now-open Au Courant’s “approachable European-influenced dishes with a focus on regional ingredients.” Sound tasty? Give your tastebuds an eye-tease with the menu at aucourantrestaurant.com. Also new in B-Town: Parlour 1887 (parlour1887.com) has finished an expansion first announced in 2015 that has doubled the hair salon’s original footprint. That’s a big to-do at the place of  ’dos.

BLACKSTONE DISTRICT

The newest Blackstone District restaurant, which takes its name from Nebraska’s state bird, is ready to fly. Stirnella Bar & Kitchen, located at 3814 Farnam St., was preparing to be open by Valentine’s Day. By mid-January it had debuted staff uniforms, photos of its decor, and a preview of its delectable-looking dinner menu. Stirnella (Nebraska’s meadowlark is part of the genus and species “Sturnella neglecta”) will offer a hybrid of bistro and gastro pub fare “that serves refined comfort food with global influences,” plus a seasonal menu inspired by local ingredients. Fly to stirnella.com for more.

DUNDEE

Film Streams (filmstreams.org) made a splash in January announcing details on its renovation of the  historic Dundee Theater. Work began in 2017’s first month on features including:

Repair and renovation of the original theater auditorium, which will be equipped with the latest projection and sound technology able to screen films in a variety of formats, including reel-to-reel 35mm and DCP presentations.

A throwback vertical “Dundee” sign facing Dodge Street.

An entryway that opens to a landscaped patio/pocket park.

New ticketing and concessions counters.

A store with film books, Blu-ray Discs and other cinema-related offerings.

A café run through a yet-to-be-announced partnership.

A 25-seat micro-cinema.

Oh, yeah, they’ll show movies there, too. And Dundee-ers won’t have long to wait—the project should be completed by the end of 2017.

MIDTOWN

In a surprise to many—especially those holding its apparently now-defunct gift cards—Brix shut its doors in January at both its Midtown Crossing and Village Pointe locations. It was not clear at press time what factor, if any, was played by a former Brix employee, who in late December pleaded not guilty to two counts of felony theft by deception after being accused of stealing more than $110,000 as part of a gift card scheme. Despite the closing, Midtown has celebrated two additions of late as the doors opened to the “Japanese Americana street food” spot Ugly Duck (3201 Farnam St.) and to Persian rug “pop-up shop” The Importer.

NORTH OMAHA

The restoration of North Omaha’s 24th and Lake area continues its spectacular trajectory. In January, the Union for Contemporary Art moved into the completely renovated, historic Blue Lion building located at 2423 N. 24th St. The Blue Lion building is a cornerstone in the historic district. Originally constructed in 1913, the Blue Lion is named after two of the building’s earliest tenants: McGill’s Blue Room, a nightclub that attracted many nationally known black musicians, and Lion Products, a farm machinery distributor. The entire district was listed as a federally recognized historic district in April 2016.

According to its website, “The Union for Contemporary Art is committed to strengthening the creative culture of the greater Omaha area by providing direct support to local artists and increasing the visibility of contemporary art forms in the community.” Founder and executive director Brigitte McQueen Shew says the Union strives to unite artists and the community to inspire positive social change in North Omaha. “The organization was founded on the belief that the arts can be a vehicle for social justice and greater civic engagement,” she says. “We strive to utilize the arts as a bridge to connect our diverse community in innovative and meaningful ways.”

The Union will be hosting the annual Omaha Zinefest March 11. Event organizer Andrea Kszystyniak says Zinefest is a celebration of independent publishing in Nebraska. Assorted zines—essentially DIY magazines produced by hand and/or photocopier—will be on display at the free event, and workshops will be offered to attendees.

OLD MARKET

M’s Pub fans had plenty to be thankful for in November following the announcement that the Old Market restaurant would rise from the ashes of the January 2016 fire that destroyed the iconic eatery. Various media quoted co-owner Ann Mellen saying the restaurant would reopen this summer. Construction has been steady at the restaurant’s 11th and Howard, four-story building, but customers weren’t sure M’s would be part of the rebirth until Mellen’s well-received comments. Mellen says the feel—and the food—will be the same. Even if the name may change.

This article was printed in the March/April 2017 edition of Encounter.