Press
Georgia Sales Development featured in the press:
Chuck Scheibe's "Successful Selling" was featured in the Gwinnett Business Journal
Successful Sellingby Chuck Scheibe
I just read a new way to describe success for sales people. Successful people do the things that unsuccessful people won’t do. From time to time, do you hear, “If only I had more appointments”?
It is hard for most professional salespeople to get enough appointments to put themselves in front of as many of the right prospects as they need to create a thriving business. We hear salespeople tell us their sales would jump if only they had more appointments with qualified prospects.
“But I just can’t seem to make the calls,” is their cry. Handling inquiries or following up leads and referrals is a breeze compared with generating qualified prospects out of thin air. Making cold calls can feel like standing before a firing squad. It’s uncomfortable and sometimes even a gut-wrenching experience. We find ourselves pressured, out of control and at a loss for words. We don’t like failing, and worse, we hate the way we feel after a bad call. Sometimes we stop making the calls and look for other things to do that are less painful.
The truth is the best sales people have the ability, when necessary, to just pick up the phone and make it happen. You won’t find real pros moaning that marketing is not producing enough leads. Even when they are handed a new territory with no lists or leads, these folks have self-confidence in their ability to succeed.
So what is the difference between success and failure in getting appointments? There are two parts to the solution.
1. We have to learn to make a better call. Human nature says we will not spend a lot of time doing something we are not good at. The call has to be fun and a good experience for both the salesperson and the prospect. The prospect does not want to take a call from a desperate, stressed-out sales rep. It takes practice to call a complete stranger, catch them by surprise, get them laughing, and most importantly, get them to invite you over.
2. We need a goal, a simple calling plan and the inspiration to follow it. Inspiration means being motivated to achieve something worthwhile with your work. For some, it’s self-improvement.
For others, it’s family-related success. Whatever it is, it has to be genuinely motivating or you won’t pick up the phone on those days when it weighs 400 pounds.
It will take practice and coaching to get your sales reps better at this very important step in the sales process. Are you up for it?
Scheibe, Chuck. 2005. "Successful Selling" Gwinnett Business Journal, October (http://www.gwinnettbizjournal.com/story_detail.cfm?StoryID=1250)
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Lissa Versteegh contributed to the "2006 Gwinnett Business Outlook" article in Gwinnett Magazine.2006 Gwinnett Business Outlook
Seeking to get a glimpse of what's ahead for your business? Wonder what's on the minds of fellow Gwinnett business owners? Gwinnett Magazine asked local business leaders about their prospects for the new year ahead and the economy at large. We found optimism and a positive outlook run true with Gwinnettians, and their undeniable spirit clearly demonstrates why success lives here. Here's what we asked them:
Q1: On a scale of 1-10, how do you rank the outlook for your company in '06?
Q2: What do you think about the economy at large?
Here are some of the highlights of what they had to say:
Charles Bannister, chairman, Gwinnett County Board of Commissioners:
Company: Seven or eight. Overall, Gwinnett County is in pretty good position. We still have development progressing-houses are being built, retail is expanding, sales tax has been above what was anticipated. A lot depends on interest rates and the housing bubble, but I think the economy has a good chance of improving.
Jim Maran, President and CEO, Gwinnett Chamber of Commerce:
Company: Nine. My response is predominately supported by the historical and consistent creation of new jobs being added in Gwinnett County. We are fortunate to have an excellent county public school system, supported by multiple universities and the Gwinnett Technical College, stable county government for 13 years with a progressive new administration, well-founded hospitals, and a Chamber of Commerce that's known for promoting strong business growth and economic development.
Randal Winfield, president/owner, Winfield Realty Group:
Economy: Better. Indicators on a national level seem to show some mixed signals and suggest flat growth, while locally we are seeing a strong economy. On a growth trend, although it may not be in double-digit growth, it's definitely in a positive direction.
Richard Tucker, managing partner, Arlington Capital:
Company: Eight. I expect a great 2006, especially if we finally get the interest rate stabilized. Business is very good. I don't see any reason why the economy won't be strong through 2006, and hopefully into 2007.
David Bowen, owner/partner, Bowen Family Homes:
Company: Six. We're seeing interest rates increase, construction materials and labor increasing, and land costs rising, which will then bring a higher price when you bring it to the consumer, and we're not sure how the consumer will react to that. With rising costs, you don't know how the consumers will react to costs in '06 compared to how they did in '05. They might not be buying as many houses, so the industry will stay flat.
Lissa Versteegh, president, Georgia Sales Force:
Economy: I think it's going to stay about the same, or possibly get a little bit worse. I think we've seen a lot of changes over the last year for the positive for the most part. Despite the media's lack of reporting on positive economic indicators, things are starting to level out and people are taking a breath to see what's going to happen. 2006 is going to be an evaluation year where were going to figure out where we are and figure out where to go next.
Pete Kelly, general manager/partner, Gwinnett Place Chevrolet:
Company: Seven or eight. This year, the reason I'm optimistic about my end of the business and the Chevrolet side of the business is that every year in the five years we've been in business, we've improved. Even in a tough market, we've held our own in the marketplace. This year we don't see that being any different, because of the longevity of where we are and our new location near Gwinnett Place Mall. Also, we have some brand new products that are phenomenal vehicles. Even with gas prices being unknown, we're comfortable and confident that the new products will do well.
Michelle Jenkins, president, Winmark Homes:
Company: Eight. We had anticipated closing 600 homes in 2005, and we anticipate closing 800 this year. We're not seeing any slowdown in the market other than the cyclical slowdowns for the end of the year holidays. Eighty percent of the homes we closed are in Gwinnett, and the buying market is always strong in Gwinnett.
Richard Cox, owner, Loafing Leprechaun:
Economy: I think the general economy will get better. Gwinnett is an exciting county going through a lot of expansion, and we're looking forward to it. It's been an interesting first year because Gwinnett is a very go-ahead county with some very good people involved. On a national scale, with interest rates going up and with the dollar going up, that will hurt a little bit. It would be nice to see those going down.
Sharon Rigsby, president, Gwinnett Technical College:
Company: Overall, I would say seven or eight. Our education and training for business and industry is slightly above what we experienced this past year, and our adult literacy and English as a second language program is booming.
Perry Tindol, partner/financial officer, Allgood Pest Solutions:
Company: Eight. Our business grew last year at 20 percent, and we're budgeting '06 to be very similar. Two and a half years ago, we put a focus on our branding and marketing. We felt like we had a good product, and we felt like we had to get it out there. Probably 70 percent of our business is in metro Atlanta, and with the growth there and people needing our services, that's been a driving force. As long as that continues, we do enough of the other things right to grow.
Ginger Patton, partner, co-founder, Patton & Fletcher:
Economy: Better, though it varies from sector to sector. Of course, as interest rates rise, that will affect lots of resales and the opening of new sales because of land and property. In my niche, what tends to happen is that folks are less likely to want to sell and buy when interest rates go up. I think some sectors will continue to grow and experience a bright future, but those pieces of the economy that are directly affected by gas prices and interest rates are going to shift a little bit.
David Cross, associate vice president/financial advisor, Morgan Stanley:
Company: Ten. Actually, a 12. My business has been growing at 20 percent for the last four years and I am ramping up my capacity for another 20-25 percent growth for 2006. My reputation for straight talk, quality and responsiveness to clients' needs has been a key driver of success. But, when those attributes are coupled with clients who have become my greatest advocates, you have the recipe for success that is hard to beat.
Jamie Kennedy, vice president, Anderson Insurance:
Economy: Better. In my opinion, the U.S. Economy is already rapidly improving. The DOW is within striking distance of 11,000, we are experiencing significant, sustained job growth and, even though interest rates have been rising slightly, the borrowing/lending environment is still very favorable to individuals and businesses.
Mike McGarity, partner, Andersen, Tate, Mahaffey & McGarity:
Company: Ten. I believe our business will do extremely well in 2006. I believe our business, which is a full service law firm, will thrive in 2006, because of the energy, drive and effort of our people, coupled with the dynamic and fast-paced growth of Gwinnett County.
Bartow Morgan Jr., CEO, The Brand Banking Company:
Economy: Better. We are cautiously optimistic, but concerned about the housing sector. If we manage to keep inflation and interest rates in check, the economy should be just fine. However, we are concerned about inflated home prices. Home prices have grown at a rate three times faster then the median family income. Household debt is at an all-time high and interest rates are rising rapidly. Too many households have been relying on home appreciation to fund a lifestyle that they just cannot afford. At some point, if interest rates continue to rise, the debt service is going to become overwhelming, home sales will slow, house prices deflate and the overall economy will suffer.
Bill Russell, CEO, Russell Landscape Group, Inc.:
Company: Ten. Russell Landscape Group's overall corporate growth has been in the 40 to 45 percent range during each of the past three years. We project, with our new markets in Nashville and Hilton Head, to again be in the 35 to 40 percent growth range in revenue for 2006.
Doug Wren, president, Quantum National Bank:
Company: Nine to ten. We are looking for a robust environment for our business over the next year and beyond. With the growth expected in the Atlanta metro area over the next five years, and particularly the anticipated growth in the emerging immigrant market, we feel we are positioned to fully participate in this growth.
"2006 Gwinnett Business Outlook." 2006. Gwinnett Magazine. January 17. (http://www.gwinnettmagazine.com/article.cfm?id=761)