Comments for Brad M. Trnavsky - Sales & Management Blogger http://bmtrnavsky.wordpress.com Helping great people build great careers! Fri, 04 Jul 2008 01:37:29 +0000 http://wordpress.org/?v=MU Comment on 10 things a good sales person should never say and why. by Candi Hunter http://bmtrnavsky.wordpress.com/2007/07/02/10-things-a-good-sales-person-should-never-say-and-why/#comment-254 Candi Hunter Sat, 31 May 2008 00:59:03 +0000 http://bmtrnavsky.wordpress.com/2007/07/02/10-things-a-good-sales-person-should-never-say-and-why/#comment-254 Thanks for the helpful advise! Even the comments are great. I agree about point 2 - I would not be offended at all if someone asked me if I have a minute. In fact, I prefer it because then I can say 'Actually, the baby is screaming, I'll call you back!!' There is a better way to word the phrase though, I agree on that. I am considering getting my license to work for Re-Max, so today I have been searching for any helpful hints on how to get started, and how to become a success. I am confident that I would be a great salesperson, cause I'm honest, genuine and true. Doesn't hurt to be young and great looking either ;) Anyways, just wanted to leave a comment, since you stated above that you would love to see some shared thoughts. Hope you all have a wonderful life! :D Thanks for the helpful advise! Even the comments are great. I agree about point 2 - I would not be offended at all if someone asked me if I have a minute. In fact, I prefer it because then I can say ‘Actually, the baby is screaming, I’ll call you back!!’ There is a better way to word the phrase though, I agree on that.

I am considering getting my license to work for Re-Max, so today I have been searching for any helpful hints on how to get started, and how to become a success. I am confident that I would be a great salesperson, cause I’m honest, genuine and true. Doesn’t hurt to be young and great looking either ;)

Anyways, just wanted to leave a comment, since you stated above that you would love to see some shared thoughts. Hope you all have a wonderful life! :D

]]> Comment on Creating Feature / Benefit Statements That Work. by GW Daniels http://bmtrnavsky.wordpress.com/2007/06/12/creating-feature-benefit-statements-that-work/#comment-247 GW Daniels Sat, 05 Jan 2008 22:49:22 +0000 http://bmtrnavsky.wordpress.com/2007/06/12/creating-feature-benefit-statements-that-work/#comment-247 My thoughts in response to: “Creating Feature / Benefit Statements That Work.” Many years ago, starving to eat regular and learn how to get more clients to think and act fav... Well anyway... I was given a sales training tape in which the presenter put forth the concept of the "Feature" followed by the "Benefit" and always followed by: " And what this really means to you (and or your family, company etc.) is..." I still remember the the first presentaion that used all three of these together and the resulting sale that came from it. Really is a winner in helping the client pre-visualize owning what they are shortly about to acquire. If anyone has ever seen this video from the 1980' I'd love to see it again. FYI I just found your blog and love it. Thanx ever so much... GW Daniels N.P.P.S. (needs provider & problem solver) My thoughts in response to: “Creating Feature / Benefit Statements That Work.”

Many years ago, starving to eat regular and learn how to get more clients to think and act fav… Well anyway… I was given a sales training tape in which the presenter put forth the concept of the “Feature” followed by the “Benefit” and always followed by: ” And what this really means to you (and or your family, company etc.) is…” I still remember the the first presentaion that used all three of these together and the resulting sale that came from it. Really is a winner in helping the client pre-visualize owning what they are shortly about to acquire. If anyone has ever seen this video from the 1980′ I’d love to see it again.

FYI I just found your blog and love it. Thanx ever so much…

GW Daniels N.P.P.S.
(needs provider &
problem solver)

]]> Comment on Self Reflect, Recharge, and Redirect for Success in 2008! by ama49 http://bmtrnavsky.wordpress.com/2007/12/22/31/#comment-241 ama49 Mon, 31 Dec 2007 21:37:51 +0000 http://bmtrnavsky.wordpress.com/2007/12/22/31/#comment-241 I like the post, Brad! I hope you have a great New Year! I like the post, Brad! I hope you have a great New Year!

]]> Comment on The 10% Principle. by Tom Schaber http://bmtrnavsky.wordpress.com/2007/10/03/the-10-principle/#comment-131 Tom Schaber Sat, 20 Oct 2007 19:32:58 +0000 http://bmtrnavsky.wordpress.com/2007/10/03/the-10-principle/#comment-131 Thanks so much for writing about this in your blog. That is a truly inspirational message. Whenever I work with salespeople or managers I always coach them to visualize what they want and then build a plan to achieve those goals. Invariably, when I hear back from people (at least those that do this) they say that it wasn't just the goals that made the difference but doggedly pursuing the activities that get them to the goals. I also appreciated your points on conversion ratios. Thanks again for the wisdom. Thanks so much for writing about this in your blog. That is a truly inspirational message. Whenever I work with salespeople or managers I always coach them to visualize what they want and then build a plan to achieve those goals. Invariably, when I hear back from people (at least those that do this) they say that it wasn’t just the goals that made the difference but doggedly pursuing the activities that get them to the goals.

I also appreciated your points on conversion ratios.

Thanks again for the wisdom.

]]> Comment on Start With The End In Mind by Brad Trnavsky http://bmtrnavsky.wordpress.com/2007/07/06/start-with-the-end-in-mind/#comment-122 Brad Trnavsky Fri, 05 Oct 2007 19:45:57 +0000 http://bmtrnavsky.wordpress.com/2007/07/06/start-with-the-end-in-mind/#comment-122 I am letting some of the un-contacted leads flow into the next week, because that is how a real sales person would work them. I also let some fall out because they are un-contactable for any number of reasons. This example was actually loosely modeled off of one of one of the members of my team, so some of the conducted appointments in one week were actually scheduled in the prior week. In the first stage all I am really trying to do is benchmark the "average week" to get some conversion percentages I can use to find training opportunities, and to assist in planning. I am letting some of the un-contacted leads flow into the next week, because that is how a real sales person would work them. I also let some fall out because they are un-contactable for any number of reasons. This example was actually loosely modeled off of one of one of the members of my team, so some of the conducted appointments in one week were actually scheduled in the prior week. In the first stage all I am really trying to do is benchmark the “average week” to get some conversion percentages I can use to find training opportunities, and to assist in planning.

]]> Comment on Start With The End In Mind by Bill Harris http://bmtrnavsky.wordpress.com/2007/07/06/start-with-the-end-in-mind/#comment-121 Bill Harris Fri, 05 Oct 2007 01:52:39 +0000 http://bmtrnavsky.wordpress.com/2007/07/06/start-with-the-end-in-mind/#comment-121 Brad, thanks for this; it makes the process quite clear. I do have one question that may be of general interest, and it comes from two postings I've made: http://www.facilitatedsystems.com/weblog/2006/02/stocks-flows-and-greenlands-glaciers.html and http://www.facilitatedsystems.com/weblog/2005/08/two-types-of-numbers.html The question is this: do you intend each of the seven column headings in your spreadsheets to be flows, or are some stocks? Put more simply, are each of those new leads, ATCs, contacts, etc. <i>per week</i>, or are some of them stocks of outstanding whatevers? I suspect they're all flows (new leads per week, etc.), but I could imagine you tracking the number of uncontacted leads, the number of outstanding scheduled appointments, and the number of outstanding proposals, for example. Thanks, Bill Brad, thanks for this; it makes the process quite clear.

I do have one question that may be of general interest, and it comes from two postings I’ve made: http://www.facilitatedsystems.com/weblog/2006/02/stocks-flows-and-greenlands-glaciers.html and http://www.facilitatedsystems.com/weblog/2005/08/two-types-of-numbers.html

The question is this: do you intend each of the seven column headings in your spreadsheets to be flows, or are some stocks?

Put more simply, are each of those new leads, ATCs, contacts, etc. per week, or are some of them stocks of outstanding whatevers?

I suspect they’re all flows (new leads per week, etc.), but I could imagine you tracking the number of uncontacted leads, the number of outstanding scheduled appointments, and the number of outstanding proposals, for example.

Thanks,

Bill

]]> Comment on Start With The End In Mind by The 10% Principle. « Brad M. Trnavsky - Sales & Management Blogger http://bmtrnavsky.wordpress.com/2007/07/06/start-with-the-end-in-mind/#comment-120 The 10% Principle. « Brad M. Trnavsky - Sales & Management Blogger Thu, 04 Oct 2007 01:50:23 +0000 http://bmtrnavsky.wordpress.com/2007/07/06/start-with-the-end-in-mind/#comment-120 [...] at a time. To see how I teach my staff to break down their conversions take a look at my article Start With the End in Mind. This article will give you the basics on how to dissect and analyze your conversion data. Once [...] [...] at a time. To see how I teach my staff to break down their conversions take a look at my article Start With the End in Mind. This article will give you the basics on how to dissect and analyze your conversion data. Once [...]

]]> Comment on Carnival of Sales & Management Success - September 11, 2007 by Millionaire Mommy Next Door http://bmtrnavsky.wordpress.com/2007/09/11/carnival-of-sales-management-success-september-11-2007/#comment-84 Millionaire Mommy Next Door Mon, 17 Sep 2007 05:41:41 +0000 http://bmtrnavsky.wordpress.com/2007/09/11/carnival-of-sales-management-success-september-11-2007/#comment-84 Thanks for including my post! I've linked back here in my Million Dollar Blog Carnival Roundup (September 15, 2007 Edition) at: http://millionairemommynextdoor.blogspot.com/2007/09/million-dollar-blog-carnival-roundup_16.html Thanks for including my post! I’ve linked back here in my Million Dollar Blog Carnival Roundup (September 15, 2007 Edition) at:
http://millionairemommynextdoor.blogspot.com/2007/09/million-dollar-blog-carnival-roundup_16.html

]]> Comment on Carnival of Sales & Management Success - September 11, 2007 by FitBuff - Total Mind and Body Fitness http://bmtrnavsky.wordpress.com/2007/09/11/carnival-of-sales-management-success-september-11-2007/#comment-82 FitBuff - Total Mind and Body Fitness Thu, 13 Sep 2007 04:55:19 +0000 http://bmtrnavsky.wordpress.com/2007/09/11/carnival-of-sales-management-success-september-11-2007/#comment-82 Hey Brad! Thanks for including our article, great carnival you've got here! Hey Brad!

Thanks for including our article, great carnival you’ve got here!

]]> Comment on The Seven Deadly Career Sins by Home Improvement Journal http://bmtrnavsky.wordpress.com/2007/08/01/the-seven-deadly-career-sins/#comment-75 Home Improvement Journal Fri, 17 Aug 2007 08:09:38 +0000 http://bmtrnavsky.wordpress.com/2007/08/01/the-seven-deadly-career-sins/#comment-75 Thanks for sharing this information. Really is pack with new knowledge. Keep them coming. Thanks for sharing this information. Really is pack with new knowledge. Keep them coming.

]]>