Tag Archives: rate

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.

Home Away From Home

February 24, 2017 by
Photography by Bill Sitzmann

Volunteer firefighters at the Bennington rural fire station believe saying, “It’s quiet,” could spell the difference between a boring night and one that ends badly.

When the firefighters’ beepers buzz, there is no telling what could be on the end of the call.

“I thought a GI bleed was the worst thing I’d ever smelled, but charred human flesh was worse,” Kim Miksich says.

As a volunteer firefighter for the past year, Miksich expects the unexpected.

At first glance, it seems unlikely that this petite blonde could strap on a 70-pound pack of gear and venture into the smoky darkness of a fire. Yet, a tough determination and reliance is obvious as she recalls her first training runs. Miksich’s heart rate, blood pressure, and body temperature heated up just like the flickers of flame as she stepped into the pitch black. Even though she had an experienced firefighter to guide the way, it was still pretty scary.

Miksich, a 20-year veteran of nursing at Bergan Mercy Medical Center, realized at 41 years old that she no longer had a choice. She felt compelled to follow her dream of fighting fires, even if it meant not getting paid.

“I dove in headfirst and went for it,” Miksich says.

It was a longing Miksich harbored for almost 20 years. It took her almost a year to get in good enough shape to pass the Candidate Physical Ability Test.

Miksich now volunteers at least three days of 12-hour shifts a month, staying overnight in the wide-open space of the station.

It was a huge life change. Married for 13 years, she would now have to spend nights away from her husband (who was supportive of her extra hours at the station). “He’s more worried about the dangerous aspects of the job,” she says.

Miksich, along with 44 other volunteers, covered 708 calls, 185 fires, and 523 rescues last year. All for free. Pride in service is evident all over the station, from the clean floors to the gleaming red, yellow, and blue firetrucks, to the smoke-stained coats.

The station—which opened in 2015—is immaculate. The cleanliness of the trucks and living quarters reflect this just as much as the hours the firefighters put in to save lives.

Assistant Chief Ben Tysor believes money normally spent on salaries can be spent on the facility, allowing them to better serve citizens.

It is a far cry from the former small white building down the street. It is no rinky-dink, country-bumpkin fire station. Donated by Darrell and Coe Leta Logemann, the warm brick of the building draws in visitors and volunteers. Tall, stately windows with squares outlined in bright red reflect the rustic scenery.

Opening the door, it feels a bit like a church. The stillness is a reminder of death, danger, and destruction. In the tribute room to the left, a pillar of the Twin Towers tilts to the side in a concrete frozen reminder of what could happen without courageous souls willing to risk their lives for others. The job, “a constant unknown,” matters as visitors stroll past a case filled with helmets, suits, and photos.

Fingers of sunlight reach out to an old hose cart, purchased in 1912 for $13 by the Village of Bennington (a historical reminder of those long-gone firefighters who remain part of the squad).

Chief Brent Jones continues this “family” feeling by staying in touch even with volunteers who have left.

“I spend a lot of time there. It is like a second home,” Jones says.

One of his toughest days recently included 10 calls in a 24-hour period. He hadn’t slept, so downtime in one of the black leather chairs created much-needed relaxation and peace. About eight of these same movie-style recliners are in one room facing a flat-screen television.

Firefighters can also make a meal in the vast kitchen complete with a center island. A stainless steel refrigerator and freezer filled with frozen pizzas, a slab of prime rib, or other items labeled with volunteers’ names fill the insides. Or they can help themselves to a pop from the fountain machine or fresh salted popcorn.

It’s meant to be a home away from home. Upstairs, eight bedrooms complete with bed, television, and desk give it a laid-back vibe. A full locker room comes in handy when someone comes in to use the modern weight room which overlooks the trucks (a reminder to be ready to leave at a moment’s notice—perhaps using the fireman’s pole behind a closed door).

Volunteers must meet three Mondays out of the month for emergency medical or fire training and business meetings. A big time commitment, but necessary.

“[Volunteering] is a disease. Once it is in your blood, you can’t get it out,” Jones says.

Jones, a 14-year volunteer, loves the challenge. But mainly, it is his way of serving the community. Jones spends 25 to 30 hours a week in Bennington, and about 56 hours on his regular job as a firefighter in Lincoln, where he has worked for the past 16 years. His wife also volunteers when she isn’t working as a paramedic with Midwest Medical Transport.

Although downtime seems like a minimum, pranks are still played. Jacked up trucks, water dumped on heads, and snakes in the lockers are classic.

One firefighter laughs as he plans to scratch at the door of a co-worker who believes a ghost roams the station randomly leaving the showers and sinks running.

Some of the firefighters believe they bring the spirits back after a trip. Although it is possible, the building may just be too new.

“Just don’t say the word quiet,” Jones says again. “Something will happen.”

Visit benningtonfirerescue.com for more information.

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