#1 Sales Trainer Bill Herring's Blog

More About The Spirit

billherring — Tue, 15 Sep 2009 10:08:30 +0000

When we visited the topic of spirit last time are reference points were a positive or negative view of our world and all that was in at the time and the effect of that view on our success or failure. Surely there will always be challenges in our life that are out of our control and that are negative and positive as well. The key for us is a matter of choice. Where do we focus our mental and emotional energy that determines our outcomes. The negative view will always be easy to find everyday in all the media that is available to us and toxic people that are in our lives. You know, those who are ready with some doom and gloom regarding any topic. The glass half empty crowd. These folks consistently see LACK in every direction. They see it in lack opportunity in the marketplace, in their own skill sets or experience or in people of influence or guidance. Everyone can see the world this way for a time but if you change your focus from lack to ABUNDANCE your world view quickly improves and the best way to do this is take the time to think about what you have and not what you have lost. Think about family, the gift of today, friends, health and think of those less fortunate in any way. This exercise should should drive away the clouds and produce an attitude of GRATITUDE that creates a desire to move forward and become UN-STUCK. Give it a try. Think about a person you love or one who loves and cares for you and be thankful and keep thinking about areas of abundance in your life!! Remember it’s your choice.

Posted in Uncategorized

IT,S ALWAYS MORE ABOUT THE WHY THAN THE WHAT!!!

billherring — Fri, 21 Aug 2009 17:38:02 +0000

Whatever is that you purpose to do is always more about the why than the what. For example in the current economic storm it is important to decide if you are trying to go thru the storm,get out of the storm, wait out the storm or succeed in spite of the storm. If you choose thru the storm your focus will be on pushing ahead and rushing to remove yourself from the circcumstances. Choices two and three are similar, get out or wait it out will create the same action plan; hide out and lay low. The person who adheres to these plans will usually say something like ” I’m just going to wait til the economy comes back” The last choice is the one I recommend because it requires real purpose, a plan and action. Action cures fear and fuels forward motion. The real driving force to attack our world has everthing to do with the why of what we do and that why is determine by your spirit. Notice people who succeed and you will see they possess a spirit of hope which powers their belief system that drives the plan and the process. So the storm is not the issue; it is your spirit that helps you see how things can be. Your spirit keeps you from being overwhelmed by things as they are at the moment. Be aware that there is Positive and Negative spirit and that will determine your why for what you do or don’t do. Look at circumstances, check your spirit and discover the why you should do what it leads and change your situation for the better.

Posted in Uncategorized

To Succeed, Try something Different

billherring — Sun, 09 Aug 2009 17:46:47 +0000

The market environment of the last two years or so has almost all companies taking the same actions to survive. (Too Big To Fail companies connected to the Fed excluded) Survival is one thing and succeeding is clearly another. Survival methodology means reduce overhead as far as posible and tighten cash flow as best possble to weather the storm and this will provide staying power for a time but there must be some market attack plan in order to stay the course. This means having a plan to take business from your competitors and gain some market share. Discounting and continued price reductions is not the long term answer.

First, find some way to set your offering apart from the competition. This means create a new value proposition. This has to be industry specific, For example, if we are taling about home building it may be becoming Energy Star certfied or reducing build time to compete with short sales or designing new less is more product . To arrive at what to do, go to your customers and learn what today’s buyer reall wants and know that better than your competitors. Doing this will allow you to increase prices and take business from others. The next big effort should be directed to your people. create the vision, encourage them and let them know they are appreciated! Remove all toxic people from the team and spend time and other resources to train your sales people to engage and connect with today’s very confused buyer. Train you best and exit the rest. Accept only the best especially from your sale team. And remember, after you do all this that there will be change again. So be ready.

Change is inevitable. Growth is optional!!!

Posted in Uncategorized

Maddux Press Daily Wire Recognizes Neal Communities

billherring — Tue, 04 Aug 2009 18:35:08 +0000

MadduxPress daily wire recently released the following as part of news brief about Neal Communities sales success. And in the article they gave credit to sale agent improvement based on our approach to successful selling. Thought it made a good read.

“SALES TRAINING CONTINUES
In order to keep the sales team on track and ahead of the curve, the company provided a full day of advanced sales training last week for its professional staff. The company hired executive trainer Bill Herring to help them sharpen their skills.
“We have a culture of continuous improvement at Neal Communities,” comments Pat Neal. “Highly improved systems provide efficiencies that benefit our homebuyers. Continuous improvement is part of our lives and our future.”
The training emphasized the sales professional’s expanded role in the new economy. Purpose, process, planning and passion are the cornerstone of their enhanced performance.
“Our program is customer focused,” explained Herring in the class. “The process prepares the sales person to operate from a servant attitude rather than a selling perspective. What does this mean? Most selling processes operate from what the sales person or company wants as outcome. Servant selling demands to know what the buyer wants the outcome to be and then see if there is a match.’”

Posted in Market News

Be positive in a negative world

billherring — Sun, 02 Aug 2009 21:43:44 +0000

Clue to staying positive. Most people are constantly focusing on all the negative feedback they receive but when asked, ” have you seen or heard any positive news?” they always reply YES. Looks like we get to choose Aor B. So choose the GOOD NEWS and stay positive!!

Posted in Tip of the Week

Why I’ve created this blog

billherring — Sun, 02 Aug 2009 20:07:39 +0000

With this blog I hope to share insights, strategies, techniques and process for success in sales, management and life in general. We will also address those issues and behaviors that create or foster failure and provide positive approaches that encourage the positive and lift up and not tear down! We believe that success in life is simple math. Always multiply and add; never subtract and divide!!

Posted in "On the Road"-My Schedule, A commentary by Bill, Market News, Success Examples, Tip of the Week