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Archive for April, 2008

Be a Sales Hero

Posted By Michael Roby | Tuesday, April 29th, 2008

Bill Metrey is a sales hero.

Bill works with TSC, a firm that provides qualified retirement plan administration services. TSC retains me as a consultant to provide sales and marketing strategies, so I am in their offices on a regular basis. When I started calling on TSC in the fall of 2006, whenever I saw Bill in the office he always asked me to move my company’s 401k account over to TSC. It never failed that every time I saw Bill he would ask me for the order. He asked creatively and always with a little different twist, but he always made a point to remind me that TSC would serve me well.

Finally, I decided to move the account. Instead of mailing paperwork, Bill took the time to bring it by for my approval. He sold me.What makes this ironic is that Bill isn’t in the TSC Sales Department – he works in Plan Sponsor Services! Even though it wasn’t his job, Bill sold TSC and its services.

Are your service team members selling for your company? For that matter, are your salespeople asking for the order like Bill?

Bill Metrey is a sales hero. Good selling, Bill!

Give More – Get More

Posted By Michael Roby | Wednesday, April 23rd, 2008

Today I spent my lunch hour with one of my favorite people, [tag]author[/tag] and [tag]professional speaker[/tag] [tag]Ross Bernstein[/tag]. Ross writes some of the absolute best sports books on the market, and his new book, [tag] The Code: Baseball’s Unwritten Rules [/tag] is fantastic. If you like baseball, you have to have to get this book. Ross has written nearly forty books, with titles on every major sport. In addition, Ross rates as one of the best speakers anywhere. With an incredible number of relationships in and stories from college and professional sports, his presentations are always a hit, and he uses his experience to teach powerful business concepts. Check out his website at

Today we as we discussed marketing, I was so impressed by the way Ross is always willing to help his clients by going the extra mile. He always gives more than he is paid for, and the result is a continuous stream of new business. On top of that, Ross contributes significantly to many worthwhile causes that result from his speaking engagements.

When delivering your services, what do you provide over and above your clients’ expectations? Limitless opportunities exist for us to provide service that is exceptional by doing just a little bit more than our clients pay for. Examples of value-added services include:

  • Customized portfolio reviews
  • Provide books on financial topics
  • Shareholder update seminars
  • Speaking on financial topics for groups of interest to a client

Examine those little extras you provide to your clients – and think about how you can do even more. This extra effort always produces repeat business and referrals. What makes your service special? Answer that question, and your business will grow as a result of your efforts.

Good selling!

The Staple

Posted By Michael Roby | Tuesday, April 22nd, 2008

Last week I was meeting with one of my [tag]sales coaching[/tag] clients in his office. As a [tag]professional speaker[/tag] and [tag]business consultant[/tag] I meet with larger groups of people every week. However, most of my sales coaching work is over the phone. This client’s office is only a short distance from my office, so occasionally we meet in person.

In the course of our meeting, I showed a report to him that I thought would be of interest. He liked it, and wanted a copy. Instead of asking his assistant to make the copy, he first went to his desk, looked for and found a staple puller, and proceeded to remove the staple from the report.

I asked him what he was doing, and he said he just thought he would pull the staple to make it easier for her. I commented that he should provide his administrative staff with staple pullers. He knew the point I was making concerned dedicating yourself to performing those tasks that only you can do and allowing your staff to do the rest. Still, he said, “Why are you making a big deal about a staple?”

My response was simple; it’s not the staple – it’s the attitude. Of course you want to help your team, and always be courteous and thoughtful, but if you don’t focus on your highest and best use of time, the business will not be as successful as it could be. Whether you are in sales with a single assistant or if you manage a large company, look at every area of your business, and ask yourself if there are activities and tasks you take on that could be delegated or outsourced.

Your time and talents are your biggest assets; don’t waste them.

Good selling!