Author: streetcrymediaproductions

Mark’s Response For A Recommendation Of Sales Advice

A common question Mark receives whether he’s speaking or, in response to an article is: “What is the best advice you would give to someone just starting out in sales today?” We believe his answer is an interesting one, and since the blog has grown exponentially over these last few years, we thought we’d share this for the many new readers who don’t know this side of Mark. So we transposed and posted it here.

V.V. at StreetCry Media

Question: “What is the best advice you would give to someone just starting out in sales today?”

Mark: “It’s a good question. However, what I’m going to say next will probably put many of you off at first. Yet, what you need to do is not only hear me out, rather, if you doubt what I’m saying that’s fine. Doubt is not a bad thing and you shouldn’t just take what I or anyone else says as gospel. Nevertheless, doubt doesn’t mean discount or discard unless; you have actually researched or tried it and compared results to what you may now be doing. Let me also state: I believe this pertains to not only ‘new’ but also veteran, as well as any business person regardless of the size or scope of your enterprise as well as your title. In other words, whether you’re a new start-up, solo-entrepreneur, or CEO of some mega-global-conglomerate, all can benefit. I know, it’s a bold statement, but that’s what I do.

So with that said it beaks down into two parts. First: I would recommend you either put down, close, shelve, whatever else all of the most recent “sales” books you’ve been recommended over the last few years. Personally, I’ve read most of them, and I am of the opinion that most are nothing more than some form of psychobabble shrouded within the dust jacket of what is called a “sales” guide. Again, in my opinion which is what you asked for; I think most of them are pure junk.

Are there some good ones? Of course, but they are few and far between and most of the good ones were written years ago. Most of today’s are nothing more of a reiteration of those, and because they want to attach their name to them, or be able to affix the ‘new and improved’ moniker as to try to boost a sale. They’ve made the underlying message of how one can actually enhance or make a sale indistinguishable from some form of added junk science or thought experiments.

For the basics, as well as a refresher for a veteran, I personally, too this day still think Tom Hopkins’ – How to Master the Art of Selling Anything is a must. Period. Now here’s why: It covers just about everything one needs to know. It doesn’t matter if you use everything he says, but you sure in heck need to know what’s in there such as closing techniques, phraseology, cold calling principles and more.

Again, whether you use them is not the issue. Knowing if they are ever being used on you can be worth the price paid alone!

Think about that for a minute. Isn’t that also just as important? Now with that all being said let me also add: Today, I am considered a journeyman sales person. In other words it doesn’t matter the product, or if it’s a tangible or intangible. Doesn’t matter if it’s worth fifty cents, or fifty million. Nor do I care if my sales are one-on-one, or to a boardroom. I can hit the ground running and selling faster than most could finish reading their employee manual regardless of product. Why? I know how to sell. I can say this because I have the career or resume’ to prove it, so it shouldn’t be taken as a distinction without a difference.

The ‘product’ per se is a mere detail in the selling process. Far too many are stuck thinking the opposite as in ‘only more product knowledge equals more product sales.’ It doesn’t. Many times, it can hinder if not kept in its proper perspective. If you doubt me answer this question: If product knowledge equaled sales then why isn’t the engineering staff the highest paid? And when a company needs to increase sales immediately one thing you’ll never hear shouted in any serious company is “Get the engineering staff on the road cold calling!”

Once you learn or refresh yourself with that program or book I believe everything else you’ll learn will be out in the field. And what you’ll find more often than not is every sales objection and more will be nothing more than some derivative of the examples discussed or described in that book. Now onto the second part.

Next, I would suggest any and all salespeople, regardless of how long they’ve been at it to watch a televised home shopping channel of their choice. Yes, I did just say that and here’s why.

Regardless of the product both the host as well as the product presenter must not only hit the benefits of their product, but must do it continuously sometimes for hours taking questions, calls, or just to fill airtime. No matter what, they need to find ways as to express why you need their product. Even if they sold a competitors moments or days earlier. It doesn’t matter. They have to come up with reasons why you need this one. Many times, in some ways, not only can you learn, it can be downright comical like “Well we know you just bought X earlier today, but that’s old news, this is the one you need now!” You should be able to do the equivalent with your own products or services. If you couldn’t respond and fill airtime for just one segment of this type of format – than maybe you aren’t as prepared, or as good, as you possibly think or believe you are.

Never mind the benefits of your product and how many you know. You should know at least 10 main objections you may face as to why someone might not buy; and have at least two or three different answers as to why that objection is a positive. If you think I’m kidding or exaggerating like I said ‘this is why you need to watch these programs’ because they do.

Again, you’ll hear negatives spun into a positive so many times, so effortlessly it can be comical when your watching with a changed eye and viewpoint. You’ll hear things like ‘ well we had that deal yesterday that was considered spectacular, but today? This one is stupendous!’ Or, ‘Well the model in blue is now sold out, however, who wants the same blue as everyone else; when you can be the only one to have the mint-avocado model where there’s two hundred million still available!’ Again, the salesmanship and insights are instructive if you watch with a learning eye as well as mindset.”

If you think you can’t find sales insights on the ‘idiot box’ I’ll give you one more that many of you will laugh at however, after I say it you’ll never be able to watch it again, that is if you do at all without harking back to this insight.

Watch any of these programs that are like in the search of aliens, or Nostradamus, or ancient this or that. Listen to the proposed questions about what might be or not and how the framing takes place as to push their hypothesis. An example might sound like this, ‘We dug 3 inches into the soil and found this gum wrapper, however, gum was never seen in this area till recently, how did this foil manage to be covered in any dirt unless? Maybe aliens?’ Of course it’s an absurd example yet, if you listen as to how every question is framed back as to give a reason the show or host is enamored with, you can learn how you too should be able to do similar techniques regarding your own products. And besides, who doesn’t want to learn a technique wrapped up in alien technology? C’mon, why not have some fun with it?

So getting back to this topic with a little more seriousness. Although the examples may at first sound laughable, I’ll reiterate they are anything but – if: you are actively engaged and looking for sales insights as to expand or hone your current sales skills. And I’ll finish with one last point. One might think my recommendation of a Tom Hopkins book or program is old hat, or doesn’t really address today’s sales situations for it was written a few decades ago. Well, it’s a fair point, so I’ll leave you with this.

In 1988 I personally went to a Tom’s sales Boot Camp program. At the time my life had really taken turns for the worse, everything was going wrong. I made a commitment to learn the material, make it mine, and set some goals. Twenty years later, not only had I hit many professional marks, I did them in sales across many different markets from the tangible, to the intangible, small-scale, to large corporate international. Across multiple markets as well ethnic barriers and others to finally retiring 20 years later at the age of 45. While through all of it, as well as what I’ve accomplished as of today, including what I’ve also read thus far: I still believe, as well as recommend it as one of the musts for anyone serious in sales of any type; bar none.

Now one may take that endorsement and question it however you want. Just remember, it’s coming from someone whose accomplished many of the goals many of you are striding for. And still believes it’s one of the best. So make sure you take that into your consideration also.”

© 2015 Mark St.Cyr

Answering a question

Hello all,

I just wanted to put up – that yes, that is, this Mark in the “blurb” section for Seth Godin’s newest book: “What To Do – When It’s Your Turn”

For those that may have no idea I posted a screen shot of it below.

Screen Shot 2014-12-09 at 3.37.14 PM

We know Mr. Godin has his pick of anyone he would like to write a blurb for any of his works. And Mark was more than thrilled that Mr. Godin chose to use his during the release of what might be a real sea change in books. I can tell you straight out that Mark was more than honored.

Best!

V.V. -StreetCry Media

Some Exciting News

Just thought we’d share some news. Mark was approached by Investing.com to carry his articles in their Opinion & Analysis section. Their site averages 5.5 million visitors monthly with over 16 million views.

Here’s a portion of their request:

“The editorial team at Investing.com has been following your articles at your website and we believe your work would be a great fit for our Opinion & Analysis section.

We are the definitive resource for traders and investors, offering free tools and real time quotes relating to every facet of the global financial markets…”

Mark accepted and many of his articles should start appearing there soon and views the offer as a true compliment and honor. Remember, Mark is neither a Wall Street professional trader, financial adviser, nor has he worked on, or with, what is typically known as the Wall St. elite. Just someone pointing out what he believes the so-called “smart crowd” is missing – continually.

Just a final note: To any and all, whether new or been subscribers for a while, or readers who may be visiting for the first time as we reach an even greater audience. From all of us: Welcome!

V.V. -StreetCry Media

Audio now fixed and the reasons for them for those who want to know

We’re re-posting the original audio post onto the blog and should be live shortly. (note-It now is) We thought we’d share what we found out as we panicked to find out why 3 computers played it fine, and 3 others didn’t while another showed the file as being “corrupt.”

Here’s what we found out and think it’s worth sharing for those who also have blogs, websites, etc.

The audio was originally loaded in MP4 format. No problem most would say (and so did we) yet what we found was for Mozzilla Firefox it doesn’t play. Safari, yes, Google Chrome, yes, but for whatever the reason Firefox doesn’t. It was one of those things we never even gave a second thought.

This is a great example of why (as Mark likes to say) we all need to shop our own stores the way our customers may and see if there are issues. This issue seemed non existent on some computers as we were bouncing back and forth between older audio and the new that was working fine till it was tried on another. i.e., The one running Safari was fine with both, the other running Firefox played one but not the other.

After some hair pulling and and desk banging it was finally noticed: “Did anyone check the format?”

Silence was all that was heard next.

To quote Forest Gump, “Stupid is, as stupid does.”

Thanks for understanding, and here’s to possibly saving someone from the same.

Cheers,

V.V. -StreetCry Media

Coming Soon To The Subscriber Only Section

People have been asking about the audio and other features that will be coming up in the “subscriber only” sections so here’s a sample. This is what the subject matter in “Thoughts For Today’s Entrepreneur” will be sounding like. They’ll be other forms of audio also, but this is just a start. I’ll post other samples as they become available. As always feel free to share however please – don’t/never spam anyone! When the subscriber sections become “live” they’ll be available to subscribers of the blog only, with no “sharing” features available.

Remember subscribing is easy and Free! And as a reminder: We wont sell, rent, or share your email. Period.

All you need is a valid email address, nothing more. But you will need to be a subscriber to access. As It’s been said many times and we wish to make it worth while, “membership has its privileges.”

Below is the first installment of what is coming soon. Thanks!

V.V. -StreetCry Media

Having issues seeing the audio player? Click here. TFTE-A Few Points MP3

© 2014 Mark St.Cyr in association with StreetCry Media. All Rights Reserved

Answering Some Questions

One of the most frequent questions we get about Mark’s blog falls around this question: “95 countries? C’mon, really?” And sometimes it’s asked like this: “95 countries? What – are counting spammers too?!” Or the inevitable: “You mean to tell me Mark’s blog is translated into countless languages? That sounds a little far fetched or at the least – exaggerated.” What many forget (and it’s very easily understood as to why) English is the predominant language used in and for business around the world. The higher one moves and is involved in the business structure globally the more one will find English as the common business language, and many are extraordinarily fluent.

Mark will be the first to say these and more are all fair questions. And as many of you that have been following him or his writings for a while know, he prefers to use himself whenever possible as the exemplar (or guinea pig) in most examples. So what we did was put together an info-graph of what traffic on the blog looks like at any given time. Below what you’ll see is what an average day (covering about 2 weeks,) an average week, and an average month. These aren’t cherry picked, these are roughly over the last 30 to 60 days.

Some might think “Huh, but why no visitor count? What are you trying to hide?” Again as Mark would say, “Fair question.” and I asked him if I should and here’s the response: “Putting a number means absolutely nothing. The best number for anyone who seriously wants to interpret reach or impact would be to think of every visit as only 1 rather than 100, or 1000, or 1,000,000. The number is irrelevant. Those concerned with only a number more often than not aren’t really interested in the “numbers,” for again they truly are irrelevant. Many times what these people are actually doing is trying to justify or reconcile themselves for their own lack luster performance on some social media site. This is the crowd that believes “likes” and the like means money in the bank. You won’t convince them otherwise and I’ve long ago stopped trying.”

So for the many of those that have asked here is that graphic and one last note: As of today, it’s actually over 100.

BREAKDOWN OF VISITORS_edited-1

As always, thanks to all new and returning visitors to the blog. For without you – there’s no need for us.

V.V. StreetCry Media

© 2014

Audio Podcast from Mark’s “Prose Series”

Lessons We Can Learn From Wall Street

MYTR LogoThis podcast and more available in iTunes®

© 2012 Mark St.Cyr in association with

StreetCry Media. All Rights Reserved

The quick hitting no holds barred series based on
“Mr. Engineer, please hit the record button and let’s go!”
Designed and delivered to be thought provoking and unique
for its forget about edits and retakes format.

Can’t see the media player on your mobile device? Click here.

Just An Update On: The Updates

Dear subscribers and guests. As many of you know we have been mentioning updates that are coming for the blog, this is the weekend we’re going to try to install many of them. For now many of the updates are on the so-called “back-end” since the blog has grown with more subscribers and visitors from around the globe. (It is officially now viewed and read in over 95 countries!) Some may not experience any changes depending on the time, or the day as we initiate them. All this updating is to ensure a smoother experience and the facilitation of adding more content some strictly for subscribers, and more. (much of that will be announced on a roll out basis.)

The MarkStCyr.com website and the blog will become one as in “seamless.” A redesign incorporating the two is in beta and we’re rolling it out (hopefully) in working order. If not, don’t be surprised if you get some form of error message or if things seem a little buggy over the next week or so. It’s just us in the background trying to get it right.

As always thanks to all of you around the globe. We hope this update will make your experience here even better.

Once again thanks!

V.V. -StreetCry Media

An Update In Regards To The App

It was brought to our attention that Mark’s app seems to no longer be available for download. (Thanks to all for the emails!)

And No – we do not think this is some conspiracy, nefarious, nor retaliatory issue.

It seems if one already has it downloaded it’s still working properly.

We’ll post an update later on, and as always thanks to everyone!

V.V. -StreetCry Media