Posted by: Jim McLellan | March 14, 2013

Why are your proposals hanging around?

I see and hear the same objection everyday…. “yes leave it with me, I have not decided yet”

Spoiler alert! This is not an objection! Surprising I know, but more surprising is how often good sales people accept this.  We are so afraid to hear NO we refuse to Listen and hear this for what it is.  A polite NO.  Good sales people will go back and back and then fall back on the “I don’t want to bother them, I’ll just let them make that decision” line.  

Great sales people force the issue.  Ask why they are still thinking about it?  Follow up with did the proposal answer all your questions?  Find the real objection FORCE an answer.  Your presentation was not powerful enough to evoke a yes.  So now you must ask for a decision.  

Go ahead and be a aggressive, they clearly aren’t buying anyway.  At the very minimum force a yes or no.  A no is a great answer, now find the real objection and deal with that.  Or cross it off your “to do” list and move on to the next client.  

 

Posted by: Jim McLellan | January 31, 2013

If you’re not closing, are you asking the right questions?

If you’re not closing, are you asking the right questions?

The biggest reason for most sales failures, will be either your presentation skills or you’re not asking the right question.

The first most important question is?

  • What role do you play in the decision making process?

I can’t tell you how many times sales people assume they are talking to the right person.  And they aren’t, this can happen for a wide range of reasons.  But let’s concentrate on the question.  

Before you start your presentation, ask the question! Save yourself the time and money of wasted meetings, or worse yet setting up your competition.  And ask the question in more than one way to make sure everyone is on the same page.

  • Walk me through how the decision making process works….

Our goal is not a bunch of appointments that don’t close but a bunch of appointments with the right people at the right time.  

Asking questions power questions are the only way to be a powerful sales person. 

Posted by: Jim McLellan | June 18, 2012

Rejection and How to Deal with it

Rejection and How to Deal with it

“We are not interested in science fiction which deals with negative utopias. They do not sell.” Stephen King rejection letter.

For a guy who has sold 350 million books I would think this rejection letter was unimportant.  How are you handling your rejections?

The most important thing about rejection is learning from it.  If a customer gets a proposal and then fails to give you the order what did you do wrong on the proposal?  Did you go back to the customer and ask powerful questions on why you failed.  Or did you compain to your boss, wife or colleagues? 

I hope you had the gumption to go back to the client and find out what you did wrong.  I can assure you he does not have this question asked very often. 

More often than not the rejection was less personal than you think.  And if you can learn from the mistake then fantastic!  A sales career is a marathon not a sprint. 

James Ritty said “If your client truly understands your product and service they will not have to be sold.”

Truer words were never spoken.  So the next time you get a NO grab some courage and ask why?

Posted by: Jim McLellan | June 8, 2012

Its Back Euro 2012!

Euro it’s here!

 

It’s my second favorite soccer tournament. Even though I think the Euro is better Football (soccer for most Canadian’s) nothing beats the pageantry of the World Cup. 

 

So what to expect this year?  Well, don’t expect lighting to strike twice like it did when Greece beat Portugal.  Co-host nation Poland may get out of the first stage but not any further and the Ukraine will be lucky to score more than 2 goals.  Of course the only bet you should make is not if the French will self-destruct but when they will.

 

This year we have two intriguing groups.  We have the group of Death consisting of: Netherlands

Portugal

Germany

Denmark

 

Not much is expected of Portugal and Denmark but don’t be surprised if Denmark finds a way through. That is after the other three beat the heck out of each other.

 

Then we have the group of Debt:

Spain

Italy

Ireland

Croatia

 

I don’t see how Spain will advance, without some goals from Torres, but even I can score with the quality of balls sent through by Xavi Hernandez

 

And then you can never count out England, unless of course you’re English…. How about his headline? http://goo.gl/k5GKY   No other nation  can be so optimistic and pessimistic at the same time. My Scottish blood makes it hard for me to cheer for the 3 Lions but my Canadian side enjoys being part of the Common Wealth.

 

The Germans are my pick to go through to the final.  I used to loath the defensive style they once used, but love the “hair on fire” and play with style that Joachim “Jogi” Löw has them playing now.

 

I am not sure who will win, but I guarantee it will be filled with drama, tears, highlight filled goals, and too many diving Italians.  But most of all it will fun.

 

Enjoy this YouTube clip of some of the world’s best having fun!

 

http://www.youtube.com/watch?v=K8xllU3uUEU

I was moving some photos and music from my old lap top to my new one and came across some great photos of my family at the 2010 Winter Olympics. They made me smile and think back over that amazing 2 weeks.

We were lucky enough to have many great tickets and saw several gold medals given to our Canadian Athletes.  The recollections of Vicki, the girls and I laughing, looking in awe, crying, and the overwhelming feeling of pride in our City, Country and the Canadian people will remain as one of the best memories I will ever have.

Perhaps for the first time in Canadian history we all wore the Canadian Flag with pride. I have never seen so many people so proud to be Canadian and it felt amazing. For once we were not the “nice country” and cheered on everyone equally.  We stood tall and proud and proclaimed Canada as the very best.  And you know what? For 2 amazing weeks we saw the Canadian Flag raised more times than any other.  Who will forget the last day and the men’s hockey team and the dramatic overtime win to put us over the top!

 

During the Opening Ceremonies one of the most poignant moments was the poem read by Shane Koyczan.  Read on, laugh and get ready London, Canada is calling!

Go Canada Go!

We Are More

by Shane Koyczan

When defining Canada

you might list some statistics

you might mention our tallest building

or biggest lake

you might shake a tree in the fall

and call a red leaf Canada

you might rattle off some celebrities

might mention Buffy Sainte-Marie

might even mention the fact that we’ve got a few

Barenaked Ladies

or that we made these crazy things

like zippers

electric cars

and washing machines

when defining Canada

it seems the world’s anthem has been

” been there done that”

and maybe that’s where we used to be at

it’s true

we’ve done and we’ve been

we’ve seen

all the great themes get swallowed up by the machine

and turned into theme parks

but when defining Canada

don’t forget to mention that we have set sparks

we are not just fishing stories

about the one that got away

we do more than sit around and say “eh?”

and yes

we are the home of the Rocket and the Great One

who inspired little number nines

and little number ninety-nines

but we’re more than just hockey and fishing lines

off of the rocky coast of the Maritimes

and some say what defines us

is something as simple as please and thank you

and as for you’re welcome

well we say that too

but we are more

than genteel or civilized

we are an idea in the process

of being realized

we are young

we are cultures strung together

then woven into a tapestry

and the design

is what makes us more

than the sum total of our history

we are an experiment going right for a change

with influences that range from a to zed

and yes we say zed instead of zee

we are the colours of Chinatown and the coffee of Little Italy

we dream so big that there are those

who would call our ambition an industry

because we are more than sticky maple syrup and clean snow

we do more than grow wheat and brew beer

we are vineyards of good year after good year

we reforest what we clear

because we believe in generations beyond our own

knowing now that so many of us

have grown past what used to be

we can stand here today

filled with all the hope people have

when they say things like “someday”

someday we’ll be great

someday we’ll be this

or that

someday we’ll be at a point

when someday was yesterday

and all of our aspirations will pay the way

for those who on that day

look towards tomorrow

and still they say someday

we will reach the goals we set

and we will get interest on our inspiration

because we are more than a nation of whale watchers and lumberjacks

more than backpacks and hiking trails

we are hammers and nails building bridges

towards those who are willing to walk across

we are the lost-and-found for all those who might find themselves at a loss

we are not the see-through gloss or glamour

of those who clamour for the failings of others

we are fathers brothers sisters and mothers

uncles and nephews aunts and nieces

we are cousins

we are found missing puzzle pieces

we are families with room at the table for newcomers

we are more than summers and winters

more than on and off seasons

we are the reasons people have for wanting to stay

because we are more than what we say or do

we live to get past what we go through

and learn who we are

we are students

students who study the studiousness of studying

so we know what as well as why

we don’t have all the answers

but we try

and the effort is what makes us more

we don’t all know what it is in life we’re looking for

so keep exploring

go far and wide

or go inside but go deep

go deep

as if James Cameron was filming a sequel to The Abyss

and suddenly there was this location scout

trying to figure some way out

to get inside you

because you’ve been through hell and high water

and you went deep

keep exploring

because we are more

than a laundry list of things to do and places to see

we are more than hills to ski

or countryside ponds to skate

we are the abandoned hesitation of all those who can’t wait

we are first-rate greasy-spoon diners and healthy-living cafes

a country that is all the ways you choose to live

a land that can give you variety

because we are choices

we are millions upon millions of voices shouting

” keep exploring… we are more”

we are the surprise the world has in store for you

it’s true

Canada is the “what” in “what’s new?”

so don’t say “been there done that”

unless you’ve sat on the sidewalk

while chalk artists draw still lifes

on the concrete of a kid in the street

beatboxing to Neil Young for fun

don’t say you’ve been there done that

unless you’ve been here doing it

let this country be your first-aid kit

for all the times you get sick of the same old same old

let us be the story told to your friends

and when that story ends

leave chapters for the next time you’ll come back

next time pack for all the things

you didn’t pack for the first time

but don’t let your luggage define your travels

each life unravels differently

and experiences are what make up

the colours of our tapestry

we are the true north

strong and free

and what’s more

is that we didn’t just say it

we made it be.

 

http://www.youtube.com/watch?v=VWZwIpvGQXw

Image

 

Tom Harris Cellular is the leader in the wireless industry, specializing in offering customized solutions that support our small to medium business clients. We enable companies to improve their profitability and productivity through wireless technology. Partnered with TELUS, we have over 48 locations and growing, along with dedicated business centers to better serve our business clients.

Would you like to work for us?

At Tom Harris, performance = rewards.

Do you like to work and play hard? Are you looking for a career that will reward you financially and allow you a work life balance so that you can play as hard as you work? If you are a highly competitive and passionate sales professional who is hungry for success and are able to produce tangible results, you will find this a mutually beneficial partnership.

Not to be overlooked, Tom Harris Cellular was recognized in 2011 as the third top business in BC to work for.

The Opportunity: Business Solutions Manager, Lower Mainland. Full-time, permanent.

To be a successful member of our team, you have a proven track record in outside business sales, enjoy cold calling, hunting for business, and developing long term consultative partnerships.

Position Overview: The Business Solutions Manager represents both Tom Harris and TELUS. You will play an instrumental role in defining and leading the sales process, poising it for future growth. You will identify, select, and develop new business opportunities.

You will be responsible for winning and retaining new business. You will be given the “reigns” to do this in any way you deem possible; cold calling, networking events, joining associations, connect with decision makers, etc. The Business Solutions Manager is a fast paced and activity driven roll where constant communication with prospects through all modern mediums will be key to success.

What’s in it for you?

• Aggressive compensation plan with no ceiling–the best in the industry!
Vehicle allowance
• Latest wireless device and free airtime
• Laptop
• Sales contests and prestigious President’s Club
• Trips (all inclusive 5 star resorts, Las Vegas, etc)
• Pre-paid credit card–monthly top ups!
• Group RRSP with matching employer contributions
• Medical, dental and extended health benefits
• Career growth and development opportunities
• Management and ongoing training programs

Skills you will bring to the table:

• True B2B sales experience with a comfort in dealing with small to medium businesses and above
• Proven ability to foster strong client relationships
• Demonstrated success in developing new accounts quickly
• Proven track record in closing sales and meeting sales targets
• Strong communication skills–verbal and non-verbal
• Self-motivated and activity driven
• Commitment to continuous learning
• Proficient in MS Office, Word, and Excel
• Valid Driver’s license–vehicle is required

If you feel confident you are ready to take on this amazing career opportunity and redefine success, please reply in confidence to us.

hr@tomharris.com

Posted by: Jim McLellan | May 24, 2012

So what’ s happening now?

So after 3 ½ years, and twice getting one of the top three managers of the year awards and setting all time record for most handsets sold in a year, what challenge is next?  I was lucky enough to work with some really great people and we had some amazing accomplishments together and now I had to re-invent myself again.

 

What was next?  I have lead teams from so many different industries, Beer, Food, Packaging, Technology and Flowers.  Did I want to go back to selling or continue to follow my dream of helping people make a difference in their lives? 

 

Well my choices were very tough.  After looking and turning down jobs in tech, advertising and broadband the choice was made easy when I looked at an opportunity to work with the best of the best in the mobile communication industry…….

 

Tom Harris

 

The main reason I choose Tom Harris is the great reputation they have earned with customers and within the industry.  I am working with some of the best in the TELUS network and in the communication industry.  The commitment to Best in Class customer service and commitment to employee growth and enthusiasm is very exciting. 

 

With 48 stores across British Columbia and Alberta we are on the move and still growing.  We have the best coverage in Western Canada, making sure no matter where you are, you can find us. 

 

Tom Harris has three TELUS approved Learning Centres to ensure our clients are always up to date on the latest devices and software.  

 

With our four Business Centres, we have interactive displays designed to recommend solutions based on the specific industry, company size and business issues. Working with key manufactures we can host education sessions on products and solutions specifically designed for business of all sizes. 

 

Tom Harris is committed to clients and this is easy to see in our Vision Statement. 

 

If you are interested in working for the best and being rewarded as the best, then call me asap!!

 

Jim McLellan

604 996 0764

 

Posted by: Jim McLellan | May 15, 2012

Non-Verbal Listening = 80% of communication ? Poppy- Cock

Non-Verbal Communication

How many of you have heard that 80% of listening skills are non-verbal?   

Poppy- Cock!

Why don’t you turn on your TV without the sound to a typical sit-com and test this? 

Clearly you can’t follow very well so I say this is simply not true.

However we do communicate non-verbally, for example if someone tasted a meal you prepared and had a grimace while saying that is was very good.  This will confuse our brain and naturally we believe the grimace rather that the word.  This is because our brain believes it is easier to lie with words, as opposed to our facial expressions. 

So as sales people or even just good listening partners, we should be aware of what the other party is doing as well as what your body language says. 

Do you lean back in your chair while talking?  When the client is speaking do you lean forward to listen harder?  What are your hands doing, what are his eyes doing. 

These are clues and “tells” as to where you are in your presentation and where the client is as well.  If you’re using a power point or pamphlet don’t speak ahead of the slides!  Keep on topic and on each page.   And for goodness sakes don’t look out the window or desk but you also need to look at the presentation.  The client will, and if he notices you’re not then he will not think it’s important and they will loose focus.

Use good listening skills.

  • Nod, agree, or clarify when the client makes a statement
  • Paraphrase what you think you heard!
  • Ask questions AFTER and don’t interrupt
  • Make eye contact
  • Try to mirror and match voice patterns, ie don’t be loud if they speak quietly
  • Listen, and don’t think, you need to really listen and not start forming replies while listening.  You think about 4 times faster than you speak, so you will have plenty of time to respond.
  • Keep focused on listening, you will get your chance to talk soon enough

Do we change the lyrics to “Nickels from Heaven”

 

So on Friday Canada minted the last penny.  Cost savings will be around 11,000,000,00 penny’s  or if you’re international Development Minister Bev Oda  687,500 glasses of orange juice. 

11 million dollars a year is certainly nothing to sneeze at but why?   But in a budget that is this year 276.1 billon that is 0.003984064% of this year’s budget?  How dumb does this government think Canadians are?  Hmmm lets look at some other reasons.

Perhaps to distract from us from some other issues, like the 9 billion dollar difference in the cost of the F35’s.  It does matter why the discrepancy what matters is they were not honest with our money.

What other funding cuts are happening and what is being pushed forward?  

Cutting Katimavik?  It is a well accepted fact that $1.00 spent on education and schools will save the government $9.00 in prison fees.  And in 5 years our prisons cost have almost doubled, going from 1.6 billon to 2.98 billion… Or maybe its as simple as Bev Oda’s orange juice is going up in cost….. 

What can you expect though when only 61% of Canadian voted?  We can not complain if we don’t vote.  I am not saying any party is better, but if you don’t help make the choice I guarantee all parties will just be more unaccountable. 

Posted by: Jim McLellan | May 2, 2012

Stopping to smell the Roses

Stopping to Smell the Roses 

Wow, during my morning readings today, (usual things, tech blogs, Twitter, BBC news, ect, ect.)  I saw this amazing photo.  And I had to stop and look.  And stop again.  Sometimes I forget what an amazing city I live in.

 So often we all get so consumed in our “lives” and forget to live them.  Too often people are ultra consumed by what they are doing right then.  We all get caught up in this at times.  But to be the best employee, partner, and parent you need to stop, listen, look.  Your life will improve as you embrace more and enjoy it more.

When is the last time for no reason you told you partner you “love them”.  Called your parents, friend or kids just to say hi.  Not for a reason or obligation, but just Hello. 

Dont’t forget to call, email, blog, tweet to your friends, family or workmates on special dates, like birthdays, anniversaries, or best of all just because! 

Take a look out of a window today, find a spot of beauty, look at it, appreciate it, and love it.

Today I challenge you find your rose, call someone you have not talked to in a while.  And today when you find your rose, take a picture and send it to me.  Make my day buy sharing it.

I found this photo on http://www.vancitybuzz.com

 

Image

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