tonygoodson

SnogFrog Blog

As I promised myself, my new blog is up and running.
SnogFrog Blog.  My wife hates the name.  My friend hates the name.  My mother hates the name.
I love it. Gut feel.
It's about Kissing Frogs.  Selling with Passion.  Networking.  Getting Organised.

Snog is a an English term for kissing.  Kissing with passion.  Pashing.

I've set up the blog and soon the podcast (SnogFrog Pod!) to talk about selling.  Interview people.  See what happens.  See what works.
I'm going to try my hardest to not make it like most other things about selling, which fall into this dull  world of sales talk.  Actually the language isn't dull, just that it sounds like a war.  Territory, Plan, Close, Win, etc etc.  That's fine for 80% of you.  This if for the other 20% who don't feel satisfied with what's out there, and feel there's a different way to sell.
Maybe it's not even selling.

Anyway, let's not define it too much, let's just see what happens.

Disney Pricing

I took Georgia to see Disney on Ice today.
Very Good.  Very Commercial.
But one thing I can't understand.  Someone has surely got their costing model wrong.
The programmes are $22 each.  As far as I could tell, not many people were buying the programmes.
Surely if they dropped the price to $10 each, they'd more than double the number sold, and they'd have more kids taking their advertising home, which after all is what Disney is about.

I really wanted to buy a programme for my little kiddie, but not at that price.
There must be a lower price that would have almost everyone buying the programme, and Disney making lots of profit!!

They've stuffed up.  Surprise Surprise.
And in the middle of a successful show, they planted one long scene, with characters I've certainly never heard of, and it was dull dull dull.  Some attempt at promotion, or Pacific Rim advertising.
You never know with that lot at Disney.

Is Selling Dead?

Is Selling Dead? (via Seth Godin). Selling is Dead.  I've been meaning to write some entries on selling, which after all is what I do, train salespeople.
So is Selling Dead?
I've been out on the road with some salespeople over the last few weeks, observing them selling to SME businesses, and I can tell you that selling isn't dead.
What I'd like to see die, is the rhetoric of selling.  Most attempts by writers and trainers (including myself) use the same old tired language as if selling is war.  Strategy. Planning.  Need.  Win.  Problem.  Pain. Opening.  Closing.  Territory.  And another level to make it sound nice.  Consultative.  Listening. Matching. Win-Win!!

You know something?  Markets are Conversations! That's all.  People on the whole want to talk to People.  The trouble is, we've taken a scientific approach to selling, by trying to analyse what a "good" salesperson does and then try and apply it in books and workshops, to what other people "should" be doing.  But that's like analysing why a joke or comedian is funny and then telling someone to get up on stage.  Something of the spirit is lost.

I don't know where selling is going, but there really is nothing new in selling, just different ways to dress it up.  The most refreshing thing I've read on selling over the last few years is The Cluetrain Manifesto, which was more aimed at the Marketing People, but it could also apply to selling and salespeople.

So chill people, and just have a conversation.
You know what I've observed over the last few weeks?
Genuine curiosity works the best (even if it kills the cat).

And I've ordered the Selling is Dead book from Amazon, so that I can be curious and amazed (before I criticise it).

The Real Hunter Salesperson

The Real Hunter Salesperson probably isn't a salesperson at all, but someone who has an interest and curiosity in someone.  I've been saying this for a long time.
Are you Fascinated by your Clients?
In selling there are Hunters who find potential prospects for business, and Farmers who grow the prospect.
In reality most Salespeople are Farmers dressed up as Hunters.
Why is that?
Because most Salespeople just want to sell.  They have no heartfelt interest in their client, product, or business.
I'd rather buy from the car mechanic than the salesperson.

The great Hunters I've seen and trained over the years, are people who have a curiosity in people's business and love to network.  They may not be good at "closing" the sale or doing the paperwork, but they're damn good at finding out what's going on.

I say to non-salespeople. 
"You hate selling?  Good, you'll make the best Hunters, because you care and are curious about your client's business."

Sales Suppository

Every time I come up with an idea and name for something, I keep thinking I need to register it and the .com name.
I started sniggering on the train this morning, because I was think about doing some more blogging on Selling, and developing a website to gather sales tips.  A kind of Sales Repository.
And then I thought Sales Suppository.

That's what people who want to sell or hate selling but need to sell need.
A Sales Suppository!!

Amazingly, a Google search comes up blank with those two words that mean so much.
I think I may be on to something here!!
"Is your selling constipated?  Do you need a kick up the arse?
Then we have something for you!
Available for a limited time only, and at a  special introductory price to you..........."

MindMaps and CRM

Now there's an Oxymoron if ever I read it.
Customer Relationship Management system and a MindMap.
And I don't even have to say anything I just need to quote this:

Go and look at any CRM system - for the most part there are all forms and tab-based.  This is not an ideal approach for the information worker, ask yourself when was the last time a form inspired any creative thinking? Yet selling is a highly creative human-centric business process whose success determines the overall success of any business. Go figure.

And where has this quote come from?  Why, the guys who are trying to make a CRM look like the most creative tool ever invented.  There's an old I.T saying, Shit in Shit out.
MindJet are helping Salesforce.com make a CRM look interesting!  Good Luck!!

Putting some fancy graphical front end on a dull form system ain't going to make one bit of difference.  Actually it will make a lot of difference to MindJet and Salesforce.com in the short term, whilst many corporates fall for this trick of fancying up something that should have died 5 years ago.
For the 24 years I've been in I.T. the dream of the single customer record (or single patient record) has been the paradise we've thought we wanted.  I'd love my telco or bank, to treat me as single entity, but that's more down to attitude and a will to do it, and not a CRM.

I love MindJet and MindManager and the ethos of the company, especially now they're blogging.  And this will do very well for them in the short term, but it's not the answer to the woes of CRM.
When is someone going to say the Emperor has no clothes, and that CRMs are a pile of crap?
Nice idea in theory.  Say Mr/Mrs Sales Director, would you like:

1. A single record of all interactions with each customer?
2. Would you like to know exactly what each Salesperson is doing?
3. Would you like to improve your shoddy business forecasting?

Ping!  A CRM is for you.

No No No.  Gathering information and planning is only a part of the selling process.
If a salesperson committed to keeping their CRM up to date for their clients, they'd be on the system 24 hours a day and not actually do any selling.  It's called Over-Preparing and Doomsaying.
And it's implemented because Sales Directors and CEOs aren't walking the floor and talking to their people.

But since the Sales Director is the Decision maker, the poor salesperson and customer is going to have to put up with this crap for a while longer, until a few more of them read Cluetrain!!

I've been a salesperson for many many years, I've trained salespeople for many years, I've even trained salespeople at the beginning of a 1500+ seat CRM role-out to use the damn system, so I have some idea of what I'm talking about, especially seeing the look on those sweet salespeople's faces as the realise what they're letting themselves in for, and that they get absolutely no benefit from using the system.

And if Mr/Mrs Sales Director, you think that implementing a CRM will improve your forecasting, than I will say the same thing again. Shit in, Shit out.  It was never about using the wrong system, it's about conversations.  A good Excel spreadsheet will do fine!!

So MindJet, I hope you're not putting all your eggs into this venture, because some of us would like to see a more flexible, cool, and creative tool.  I love X5, but it's lost some of its organic look from MindManager 2002.  I hope this isn't a sign of things to come.
You'll do well in the short-term trying to shore up CRM systems, but I don't think that's the ethos of your company.

Tony's Selling Manifesto

Someone asked me the other day if I'd thought of developing a Selling Manifesto as part of my sales training.  I already have one which I'd written over 3 years ago.  It needs updating but it's still pretty good, and a nice collection of my own thoughts and other people's on selling and life.
Tony's Selling Manifesto
I must get it up to 95 points of wisdom, because all the best manifestos have 95.
And there's a prize for working out what No72 means!

Optus to AAPT

I just moved from Optus to AAPT for my home and business phone.
Why?  Coz the salesman came a callin' and I'm a sucker for a bit of attention.
Seriously.  I moved from Telstra to Optus because Optus called me up and Telstra had done nothing for me except take my money. 
And similarly, I've moved from Optus to AAPT because Optus have done nothing for me since taking my money.  So why not.  Those who give me attention get my money, even if it's a salesperson once in a while.  I want to talk to someone, and I want attention.
If all things are equal and someone comes up with a mildly better offer, why wouldn't I move.  What loyalty have I received from Telstra or Optus?  Of course AAPT will be no better this time round!

Wouldn't it be more cost effective for Telstra and Optus to automatically look at how long I've been a customer for, how much I've paid over the last 1-3 year as a customer, and give me some sign that they acknowledge me as a customer, with price reductions which are better than losing me as a customer when AAPT come a knockin'?

Oh well, that's modern business for you, no loyalty, lowest price, and no service!!
Most customers aren't seeking lowest price, they'd just love some above average service.
We didn't start this cycle.

"Networking" Events - No Thanks

Grrrrrrr, remind me to never attend a "networking" event again. I'm a good networker, but not in a room full of people wearing badges.  Some of the people were really nice, but some didn't seem interested.
Melbourne is a small place, and tonight I had my every instinct and gut feel confirmed about events from a year ago.  My judgement on a business situation a year ago was proven right.
All I can say is that some of the absolute worst people to deal with, are those who specialise and appear to be expert consultants and trainers on how to deal with people!!
They simply don't practise what they preach.
Hell, if I practised half the sales things I preach, I'd be writing LoveMarks and sitting in Trump's chair.

Want to know how to spot a fake?
Play a few rounds of Bullshit Bingo (link via Seth Godin)

Advertising - No Thanks

After all, one of the most interesting characteristics of these brands is that they have been extensively documented and rarely replicated.

Now why is that? For all the books we read on "excellent" companies, they are rarely duplicated. Johnnie's right,

I think the problem is that too many businesses are selling products without conviction and passion; they stick to the safety of the known.

Did you know that until the late 80s Marks and Spencer in the UK never advertised. They relied upon the their shop front, the quality of their product, customer service, and most of all, they treated their staff well. Marks and Sparks was the place to work. This created word of mouth marketing that didn't need conventional push advertising.

What do Marks and Spencer stand for now?
Shareholder Value?
Shareholder value is produced by following the other bits. Pricing and Product can be adjusted within 6 months, so it's not about that is it.
It's about "conviction and passion"