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WHAT TYPE OF PERSON DOES YOUR BUSINESS NEED? THE 3 TRAITS OF SUCCESSFUL SALESPEOPLE
I’ve spent years committing myself to the search of what makes the right salesperson. I’ve read books, spoken with industry leaders, and taken courses that help me understand the fundamentals, but I haven’t cracked the code. Learning is an ongoing pursuit, and it’s not expected that I should have the perfect formula by now, but that doesn’t mean I haven’t learned some crucial information along the way. One of the most interesting philosophies I’ve come across is the one that outlines the three effective traits of salespeople.
Understanding the three traits is crucial because once you’ve grasped the foundation of each skill set, you can then realize what type of person you need for your business. The key to hiring the right person is understanding your product or service. If I wanted to run a shoe store, the most prominent trait I’d look for is a farmer. No hunting is required when you have prospects walking through the doors of a retail store. The sales cycle is short, about 20 minutes, so a little rapport goes a long way. Once you’ve guided them toward the right shoe, the sale is closed, and you’re on to the next customer. Conversely, if you’re selling high-priced investments, you need someone with all three skills, only in this instance, they don’t occur sequentially. More than likely, you would hunt a client, farm a little, close, and then farm again for years with retention-based initiatives, such as dinners and trips. The sales cycle is a pivotal part of executing these concepts. A shoe sale is an impulse buy, but investment products, such as retirement accounts, involve a lot more discernment. The farming is almost built into the job because it’s up to the advisor to educate their lead on how they can ease fears. Our sales cycle at Teeco Solutions is another example. Most of our clients do a fair amount of research, and our product is rarely an impulse buy. One common misconception is that the higher the price, the longer the sales cycle and the more qualified the salesperson must be, but that’s not always the case. If you’re looking to buy a Ferrari, that’s a high-cost product, but the sales cycle is closer to that of a shoe salesman than an investment broker. All of this information begs the question: What type of salesperson does your company need, and how can you go about finding them?
1. THE HUNTER
The hunter is a person who has the skill set to go out and find clients. They might cold call, circle prospect, or lead generate, but their objective is to hunt for someone who might benefit from the product or service they provide. Any successful salesperson will have some degree of hunter in them, but depending on the industry, their role might be entirely hunting.
2. THE FARMER
Once you’ve found a client, you need to enter courting mode. It’s imperative to make the prospect comfortable and help them engage with what you are providing. Depending on the nature of your business, it might be a long courting process or a shorter engagement, but eventually, the farming leads to the end product.
3. THE CLOSER
Rule No. 1 of sales is “Always be closing,” but what they don’t tell you is that this is the hardest of the three traits. At some point, every conversation comes down to asking for money, and that’s always a little awkward. You can skate around it, but you need to put pen to paper to produce a result.
–Steve Arendt
Contact Us • info@teecosolutions.com • 877-712-9172 • 1
Published by The Newsletter Pro • www.TheNewsletterPro.com
HOW YOUR BUSINESS CAN GIVE BACK THE RIGHT WAY
We believe that small businesses can have a positive impact on local communities and the wider world. A successful charity campaign can make a world of difference for people in need, especially over the holidays. But not all charitable organizations are created equal, and supporting the wrong organization can do more harm than good. Here are some tips on finding the best fit for your business. ALIGN MISSIONS When narrowing down the thousands of local and national charities you have to choose from, comparing the mission statements of these organizations to your own is a great place to start. Charities that align with or complement your own goals as a business are natural partners. Still, while matching big-picture goals is a great start, you also need to make sure your chosen organization aligns with the heart and soul of your business: your employees and customers. FIND HUMAN CONNECTIONS The most powerful charity work your business can support is a cause that stems from the needs and passions of people connected to your work. Maybe a member of your team lives with a disability or a significant number of your customers face social, cultural, or
economic challenges. Putting time, money, and effort into supporting a reputable organization that helps the people and communities connected to your business is one of the best ways to show you care. CHECK CREDENTIALS Good intentions only go so far. To really make your charity efforts count and ensure your donations are used appropriately, you need to do some research. Thankfully, organizations like the Better Business Bureau, Charity Watch, and GuideStar.org keep data on IRS- registered charities, making it easy to see which groups are reputable. In general, you should look for organizations that have a great track record of transparency and make all of their financial information readily available. REMEMBER THE ‘WHY’ If you’re just looking for a tax write-off or good publicity, charity efforts are going to feel hollow and frustrating. More than anything, philanthropy should involve a cause your business is passionate about — no matter how big or small. Taking the time to remind yourself why you’ve chosen to support a particular cause will keep you from losing sight of what giving back is all about.
WHAT DOES YOUR COMMUNITY NEED?
Starting a movement that generates meaningful impact requires just as much failure as it does success. Just ask any innovator, and they’ll run you through their laundry list of defeats. Elon Musk struck out more in his first few years than most business people do in their entire lives. Michael Jordan was cut from his high school basketball team. Thomas Edison was unsuccessful not once or twice, but thousands of times before inventing the light bulb. Yet when you hear these names, the people behind them aren’t defined by their shortcomings, but rather by the movements they started. Derek Sivers is an entrepreneur who provides fascinating insight on this topic. His website, Sivers.org, has a post titled “How to Make a Movement. Lessons Learned From Dancing Guy.” In this breakdown, Sivers presents a video of a lone dancer at the Sasquatch Music Festival. At first, the person
is just dancing by himself, flailing his arms without a care in the world.
later, a fourth and a fifth. After 90 seconds, the original dancer is in a crowd of over 30 people, all moving to the music. By the end of the song, one person has started a mini- movement of over 100 people. To be a leader, you sometimes need to branch out of your comfort zone. No one ever blazed a trail by playing it safe. What does your community need? We can all create movements that run through our sphere of influence. I encourage you to take a look at what impact you can make.
While initially intended to be humorous, the cellphone footage takes on new meaning when filtered through the lens of leadership; he wasn’t just dancing, he was starting something. After a short while, another person sees the unbridled enthusiasm of the solo dancer and decides to join in on the fun. Just 30 seconds later, clearly inspired by the commotion, a third follower jumps on the bandwagon. Another 10 seconds
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Manufacturers and Tent Renters Association
The Manufacturers and Tent Renters Association (MATRA) is dedicated to upholding and promoting the professionalism and integrity of the tent-rental industry through education, training, networking, and leadership development for the benefit of its members. Founded in 1987, MATRA was created as the result of a few rental companies and area vendors that desired to build a stronger relationship between those in the tenting industry while also helping to educate rental owners about safety and new products. For the past 30 years, MATRA continues to be an industry leader in all things tent-rental-industry related. Previously the Mid-Atlantic Tent Renters Association Inc., MATRA has expanded out of the Mid-Atlantic to 270 members all around the nation, and they are continuing to grow. While MATRA hosts an annual conference to give members a taste of new and up-and-coming changes in the tent-rental industry and to organize their popular “MATRA games,” the association’s biggest focus is on education. Other experts in the tent-rental industry are starting to take notice. Three years ago, MATRA began partnering with CRA to host the educational portion of their annual trade show. They hope to expand to other areas of the country and partner with other industry experts in the future. It’s evident that MATRA cares about its members and the tent-rental community. Besides its focus on education, MATRA takes care of its members by recently offering two $3,000 scholarships to current MATRA members pursuing higher education and their loved ones. If you are interested in becoming a MATRA member, please visit their website at MatraMembers.org, or call the office at 302-765-3945.
TEECO’S TIPS Little Gestures Go a long Way During the busy season, you and the people who work for you are required to work intense, long hours for several consecutive days at a time. As the owner of a company, you obviously have an extra incentive to keep up this demanding pace. Your workers, however, do not share that incentive, and after four or five days, morale begins to droop. Consider the following advice: • Try to avoid sporadic bursts of intense labor — do your best to make sure the workflow at the jobsite stays as consistent as possible. This sense of consistency offers a sense of belonging and purpose to your employees.
• Make sure your crew has a large, fresh container of ice water each day — they will notice the effort.
• A well-placed and sincere thank you goes a long way. Praise and recognize the effort of each individual. Occasionally, you might want to provide lunch for the crews at the jobsite. These are little things that will make a big difference to your employees!
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Offering the best in tent washing & drying machines
PAGE 1 3 Traits of Great Salespeople PAGE 2 Choosing the Right Charity
Branch Out of Your Comfort Zone to Start a Movement PAGE 3 Teeco’s Tips
Vendor of the Month
PAGE 4 Holiday Decoration Tours
CHRISTMAS TOURS
There’s nothing quite like the magical lights of the holiday season, and some destinations in the U.S. have perfected the craft of holiday decoration. If you’re looking to get away this December and still engage in seasonal festivities, add one of these places to your must-visit list. NEW YORK CITY’S ROCKEFELLER CENTER New York City is an iconic location for Christmastime. The scene is like a Hallmark card: Ice-skating lovers whiz past miles of twinkling lights underneath an exceptionally tall and amply decorated tree. The tree is specially selected by Rockefeller Center’s landscaping crews, who scout out trees years in advance. It remains lit from November to early January, so you have plenty of time to check it out. RANCH CHRISTMAS IN JACKSON, WYOMING Jackson, Wyoming, takes its frontier culture to the next level during the Christmas season. All year, the city proudly displays four elk antler arches, but around the holidays, they are lit up with white string lights and flanked by snow. The Christmas decorations and
lights surrounding the archway make for a Western-themed holiday pulled right out of a John Wayne classic. For holiday admirers looking for a unique spin, Jackson has you covered. YEARLY YULETIDE IN SANTA CLAUS, INDIANA This one’s for the Christmas lover. If you can’t make it out to Santa Claus, Indiana, this holiday season, you can still celebrate Christmas in this tiny Midwestern town in January, June, or even October. Embracing its unique name, the town boasts a museum, holiday shopping center, and a Christmas theme park. In a moving tribute, the town’s residents also write responses to children’s letters to Kris Kringle himself. It’s impossible to avoid holiday cheer in this town. DISNEY WORLD’S CHRISTMAS MAGIC What better place to celebrate the most magical time of the year than in the most magical place on Earth? Walt Disney World’s halls are decked to the max with a parade, gingerbread homes, strings of lights, and festive parties. Plus, costs to visit Disney World can be cheaper during the Christmas season, so keep an eye out for a vacation steal.
4 • Cleaner Tents For Maximum Profit • Teeco Solutions
Published by The Newsletter Pro • www.TheNewsletterPro.com
info@teecosolutions.com (314) 254-0548 teecosolutions.com
Introducing: The Teeco Classic Series
If you’re currently washing by hand and purchasing a machine for your operation seems out of reach, our new Classic series may be the answer for you.
THE CLASSIC SERIES
IS BEST
IF YOU:
Want a simple to use and install solution to keep your dirty tents clean Have a desire to eliminate hand-washing going forward Would like to have every top in your inventory ready to use during your busy season Need to control your labor costs and boost employee morale Prefer to have your team complete other tasks that grow your business Did you know?
As you expand your business, we want to growwith you! In five years, you’ll be able to trade in your machine for what you originally paid towards the purchase of a new, larger tent washer. Teeco understands the excitement of expanding a business and wants to be your partner in growth.
Call Chandra or Steve by December 21, 2018 to learn more about the tent washers in the Classic series and receive a case of Teeco’s new “Wipe Out” cleaning sponges for FREE. Just mention this flyer.
FREE OFFER! CALL NOW TO LEARN MORE
A $35 value. Free shipping included.
WASHING BY HAND?
Improve your washing operations and get a better clean with less scrubbing with Teeco’s best hand washing cleaner. teECO clean is the only EPA-approved solution for hand washing tents. Leave behind a smaller environmental footprint while still getting your tents back in wedding- white condition.
TRY IT NOW: CALL (314) 254-0548
21
Order by December
15
and receive
%off
*
teECO clean soap.
*15% off applies to teECO Clean cases (four 1-gallon containers) or 55-gallon barrel orders
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