Why should I buy from you?

Why should I buy from you?

What are you going to say when the prospect asks, “Why should I buy from you?”

Oh, it is going to happen to you. You best be prepared for the question and you most definitely must be prepared for your answer.

Several years ago, when I was with the Zig Ziglar Corporation, the account executive, Margaret and I were conducting a phone call with a prospect in Atlanta. Margaret had interacted with the prospect a few times and I was asked to help close the training engagement.

You and the Golden Gate Bridge

Follow me on this one. I am going to make a comparison between you and the Golden Gate Bridge in San Francisco, California. The analogy is a good one to use in the sales profession. At the conclusion of this, I wish you would think about this comparison. Here are some facts about The Golden Gate Bridge. It was first opened to traffic on May 28, 1937. It is known as one of the "Seven Wonders of the Modern World." It was built to withstand a huge traffic load. The annual revenue generated by tolls on the bridge was $59,289,000 in fiscal year 2002! That's a lot of quarters.

The annual traffic in fiscal year 2012 was 40,694,792 vehicles.   The monthly load on The Golden Gate Bridge is 3,391,233. That equates to a total of 111,493 vehicles each and every day for an entire year. WOW! This is truly an engineering marvel. The engineers who designed this structure were pretty smart.

OK. Now, here is the point. The Golden Gate Bridge was designed to handle the traffic load in a systematic way. In other words, if you were to put the annual load of 40 million vehicles on the bridge at the same time, it would collapse under the weight. The bridge was not designed to handle that type of load. If you were to put the entire monthly load of 3.9 million vehicles on the bridge at the same time, it would collapse under the weight. The bridge was not designed to handle that type of load. THE BRIDGE WAS DESIGNED TO HANDLE ONE DAY AT A TIME. So are we!

It is important - even vital - that we plan our sales year, our sales quarter, our sales month, and our sales day. By so doing, we have a better chance of achieving our sales goals. However, we have to handle our sales career one-day at a time. If not we will collapse under the weight.

TIME—a Strategic Corporate Asset

Thinking  of Time Management, most of us are considering the complex time balancing issues we leaders face with the opportunities/demands from family, church, business, staff,  and many other sources.   Wikipedia--Time management is the act or process of planning and exercising conscious control over the amount of time spent on specific activities, especially to increase effectivenessefficiency or productivity. We can learn about Time Management from Dale, Mind, Dartmouth College, and hundreds of other expert sources.

Does the electronic/digital age create too many time indicators for us to follow?

Some researchers indicate that meaningful communications and conversations with associates and loved ones are disemboweled with frequent “productive” glances at the inbox; smart phone clock, thus our ability to think is decimated by the distraction of the ping and the ring. We maintain a state of chaotic mental activity that some call psychic entropy. This is the opposite of the optimal psychological state of flow, where attention is allowed to linger, to sink into an activity without distraction.

Andy Stanley has stated--“Direction, not intention determines your destination.” –If we look at this statement from the time management axis— would say that “Schedule management, not distractions , determines successful completion.

Are you focused on corporate time management at this time?

For most enterprises- this is the season of  annual budget/planning.  Businesses are gathering forecasts, planning for marketing/sales activity, developing the annual budget with some consideration given to multi-year expectations.  As this annual plan is developed—are we as careful considering time as a planning variable and asset as we are when considering financial capital.

Does your  performance reporting and variance analysis deal primarily with financial measures or does it also focus attention on corporate and individual time management issues?

Procrastination and poor time management: is one of the leading reasons small businesses fail--Putting off tasks that you don’t enjoy will sink your business faster than anything else. You can’t afford to waste time on unimportant tasks while critical tasks pile up. All tasks need to be done; if you don’t like to do them (or don’t want to spend your time doing them), hire someone to do them for you. If your time management and prioritizing skills are rusty, hire a small business coach or take a class to help you. - See more at:

Time management is a booming business—everyone wants to get more done and control time wasters. But for Christian business leaders the need to manage time is even more urgent.  We are Stewards of the Business God has given us.  Poor time management in our business is a waste of God’s resources.  Be sure your annual business plan gives significant focus to TIME as a critical investment asset.  Consider Time KPI’s on your management dashboard.

It has been stated—“No CEO/Owner can let the business run out of Cash”—Likewise, no CEO/Owner should let the business run out of Time”

“Walk circumspectly, not as fools but as wise, redeeming the time, because the days are evil” (Ephesians 5:15-16).

Don’t Miss the Good Life!!!

Zig Ziglar tells a great story in his book “See You At The Top.” John Jones was waiting for his flight from New York to Boston. He stepped on the scales that gave your “weight and fortune.” He inserted his coin and out came his fortune: “You are John Jones, you weigh 188 pounds, and you are going to catch the 2:20 to Boston.” John was astounded and surprised. He tried it again with the same results. The fortune said, “Your name is still John Jones, you still weigh 188 pounds, and you are still going to catch the 2:20 to Boston.” He went into the restroom and changed clothes and he tried it again. This time the fortune said: “Your name is still John Jones, you still weigh 188 pounds, but you just missed the 2:20 to Boston!!!” Are you missing the good things that the sales profession has to offer? Do you feel that sometimes “you missed the 2:20 to Boston?” Or, that you decided to get off before it reached Boston? Well, the good news is that if you feel you missed it the first time, there is another flight leaving shortly and you can catch that flight. If you don’t like where you are at this time in your life, rest assured you aren’t stuck there. There are ways to move past this spot. Let’s explore three ways to do just that. By following these, your sales career might just take off this week!!!

  1. You are what you are and where you are because of what has gone into your mind. You can change what you and you can change where you are by changing what goes into your mind. How do you achieve this? One way is to begin a listening and reading program. For just minutes a day, you can feed your mind with the pure, the powerful, and the positive. How? Turn off the radio and listen to sales ideas and motivational and inspirational CD’s. Give yourself that check-up from the neck-up!
  2. Learn from successful failures. That’s right, learn from those who put forth the effort --- and failed --- but keep swinging for the fences.  Learn from baseball Hall of Famer Reggie Jackson. He hit over 500 home runs in his big league career, yet he struck out close to 2,500 times!!! He didn’t put the ball in play 2,500 times. However, he didn’t stop swinging for the fence. The lesson to be learned is this: don’t give up… keep swinging!
  3. Keep a “victory list.”   You should make a list - both mentally and physically - to remind yourself of past successes. This will fuel your motivation by reminding you that you can do it! Your self worth will be enhanced and your confidence will be increased. We sales people need all the encouragement we can get. You will find that by making this list, you will recall that you possess the qualities and attributes necessary for sales success.

Well, there you have it. Three hints on how to catch your 2:20 to Boston. If you implement these ideas, you will be more dangerous than you are now!