What some of my clients have said about me

“Ray is a consummate professional. He is passionate about sales and bringing the best out of people. He has a broad base of knowledge and is able to easily share this knowledge. I highly recommend Ray Patterson"

Richard Riche - One Clear Message

Top qualities: Great Results, Expert, Good Value

“Ray is very enthusiastic, interesting, entertaining and his training is very captivating. His RAP Selling course would be highly beneficial to any sales team. His presentation is excellent. The training is well prepared, easy to grasp, I would attend Ray Patterson's sales course again and I would strongly recommend him to any sales training.”

Deidre Tavares – Athena Advertising

Basic Sales Training

If you are looking for top basic sales training and sales management training and sales motivation, you’ve got to consider a Ray Patterson Programme. Ray’s programmes are jam-packed with more than 40 years of his battle-tested sales techniques and strategies.

“Ray Patterson is the salesman’s salesman. His enthusiasm, knowledge and drive to ‘inspire a professional sales attitude’ is a must if you are considering a sales speaker for your conference or want to send your team on training,” Jacques de Villiers, creator of The Architecture of Selling System.

Jacques de Villiers – Mindtrust marketing

“On behalf of UPSA-SA I would like to thank you for the interesting and inspiring presentation given to our members on 10 February 2011.
“Loved the presentation. We need people like this to remind us why we love selling. We always need motivation”

“Ray’s presentation was excellent. He dealt with the important basics, stuff we have forgotten and need to keep top of mind at all times. Informative.”

“Ray was informative and with good ideas.”

“Presentation was succinct and powerful. Could have listened longer.”

“Short, to the point and very appropriate.”

“Ray’s presentation was excellent, the market needs this, the market needs Ray”.

“There is no doubt that you deliver a challenging and enthusiastic presentation, which is particularly motivational for people in sales. Thanks for your passion”.We believe that you had a great impact on the audience and the motivational message to the group was certainly what all salespeople need to hear.I often gauge the success of our meetings based on the member comments, and without exception they all enjoyed the evening. The feedback from our members about your talk was extremely positive.”

Nothing Happens Until a Sales Person Sells Something

I have been in sales all my life. I have been there and done that! From corner to corner Cafe salesman, to top level key accounts salesman, to commission only home improvement salesman to business owner. He has carried the bag and understands what it takes to be a Professional Salesperson.

I believe that Selling is a simple business — simple— but not easy.

Simple; in the sense that we don't have to study like Lawyers, Doctors, Engineers and accountants. Simple; in that all people make the decision to buy based on an emotion, not logic.

Simple; in that if you understand and stick to the basics, you will succeed.

Not easy; in that it requires dedication and commitment.

Not easy; in that you have to see the people, you can't sell from the office.

Not easy; in that you have to handle rejection and not take it personally.

Not easy; in that Selling is not a team sport, it's all up to you and you alone.

When you are in front of the customer, face to face, it's all up to you!!!!

Everyone is depending on you, your company, your customer and your family.
Some sales trainers complicate things unnecessarily. Too many skills, too many systems, and too many things that keep you in the office doing admin instead of doing what you should be doing.

Selling; face to face selling!

As long as you sell to a "People" the simple basics of selling will work.

Selling is a process and as long as you follow the logical steps, you will be on your way to becoming a Sales Professional.

"I hate the word REP!" Rep is short for representative; a representative represents their company and does not sell. Anyone who is responsible for getting their companies products or services sold to the customer is a Salesperson, someone who uses skills and techniques, someone who makes things happen, someone who deserves recognition and someone who should not be called a REP!
A Professional Salesperson is Responsible, Accountable and Proud — A "R.A.P." and not a REP!

You are Salespeople, be proud of it and insist on being called Salespeople!

Should you wish to find out more about Ray Patterson, visit

www.raypatterson.co.za.

Interested in booking Ray for Training, a Keynote Presentation or as a Conference Speaker?

The Simple Basics of Goal Setting

Did Siphiwe Tshabalala see the goal posts when he scored that magnificent goal during the opening game of the 2010 soccer world cup?

Imagine this….

South Africa is playing Mexico in the opening match of the 2010 soccer world cup. The stadium is packed with 84 490 fans, most of whom are supporting SA. The atmosphere is electric.

Our team is not doing too badly considering that at the time, Mexico are ranked 17th in the world and SA only 83rd! In the 50th minute of the game, Mexico is preparing to make a substitution. One of their players is warming up on the side and the team is momentarily distracted. South Africa gets the ball and starts moving toward the Mexican goal. We start making some headway down midfield and the crowd can sense that something could come of this and they get behind the team. We are now moving rapidly towards the Mexican goal and just as we get within striking range, our midfielder, Kagiso Dikgacoi, sends a perfect 40 yard pass out to the left wing. This allows Siphiwe Tshabalala to run in behind the Mexican defender. He collects the ball on his left foot, he’s moving at pace, he cuts infield, steadies himself, looks up…….. and there are no goal posts!! There is nothing to aim at!!!!

Now with that in mind, picture your own world cup of goals. Have you got goal posts? When you look up can you see them? Do you have something to aim at or are you just hoping that in 5 to 10 years you will end up “Somewhere!”

Goal setting is a simple business. But we sometimes complicate things unnecessarily by believing that goals have to be GRAND. “In 5 to 10 years I want a Porsche” “I want to have my own business” ” I want a holiday home in Spain”

We say 5 to 10 years because it’s so far away. There is no real commitment and no pressure to achieve.

Remember - If it’s not written down it’s not a goal, it’s a dream.

Now there is nothing wrong with having dreams as long as you have realistic goals that you can achieve while working on the dream.

I don’t believe that we have the capacity to monitor and track a 5 or 10 year goal, it’s too far away and we get distracted and bored and then we then give up.

Most people want things not goals. We want to own the things, not just wish for them.  

I believe that there are 3 types of goals that you should focus on if you want to achieve your dreams.
Long term. Short term. and Immediate goals.

A long term goal is 1 year. This could be a boat cruise valued at R 10 000.00. That’s achievable.

Long term goals can be adjusted if need be. If you have to adjust and it takes 14 or 15 months to achieve the boat trip it’s still an achievement. It’s something you would not have achieved if you did not have the goal in the first place.

A short term goal is 3 to 6 months. This could be a new dishwasher valued at R 3 000.00. That’s achievable.

And an immediate goal is something you can do right now, within 24 hours. Service the car.
Something you have been putting off for ages. Write it down. Make it a priority.
Phone and book the service. Once your car has been serviced, tick it off the list. Then add another immediate goal to the list.

When you get the dishwasher, tick it off the list. Then add another 3 to 6 month goal to the list. What’s important here is to get into the habit of setting and achieving goals.

This builds confidence in your ability to set and achieve goals. It’s not the size of the goal that’s important, what’s important is achieving what you set out to do.

Make a list of the goals you want to work on. Then allocate them into long, short and immediate goals. Then take each list and prioritize your goals and start working on them.

We get a thrill out of owning things. That’s what drives us and motivates us.
You need something to motivate you to go out and perform. You need achievable goals.

So, did Siphiwe Tshalbalala see the goal posts? Of course he did. How else he could have been so accurate. He hit the ball with power and precision and blasted it past Oscar Perez into the top-left hand corner of the net because he had something to aim at – GOAL POSTS!

What about your goal posts, can you see them? Do you have something to aim at?

Without GOAL POSTS, you simply can’t score goals. Even if your name is Siphiwe Tshabalala! 

Are you a Sales Manager or a Sales Damager?

When salespeople are not selling; - look to the Sales Manager.

When they are not motivated to see customers; - look to the Sales Manager.

When there is no enthusiasm in the team; - look to the Sales Manager.

Sales Managers don’t look to themselves in these cases, they blame the Salespeople and the Salespeople blame the Sales manager.

 
The other evening, after a talk, a Sales Manager came up to me and told me that they were having a real problem with their Sales team.  “They are just not performing” “They are not motivated” “I talk but they don’t listen” “There is no drive, no commitment, nothing happening”

Now, all of what’s missing in this team is actually missing in the Sales Manager!

 
It all starts with the Sales Manager.

This particular person who told me this has been with their Company for over 30 years and has been the Sales Manager for just over 20 years. They have been doing the same old thing over and over and are now wondering why it’s not working. The answer is simple. The enthusiasm has died. Not the Sales people’s enthusiasm but that of the Sales Manager! It’s not the Salespeople who are bored and have no drive, it’s the Sales Manager.

 
Only when Sales Managers understand that the success of their team is their responsibility, will they  start to make some headway to improving the situation.
 
The Sales Manager first has to manage and motivate themselves before they can manage and motivate the team. 
 
When the team is motivated it’s not a new light that’s been turned on. It’s a light that was always there and will continue to be there. But it needs the switch to be flipped before it comes on.
 
“That makes sense but how do I do that?”
 
By sticking to the simple basics of Leadership and Motivation and using “The 6 key elements” to keeping the Sales team motivated.

1.      Provide inspiration. 2. Build positive attitudes. 3. Show recognition. 4. Goal setting.

5.    Motivation. 6. Build team spirit and create fun.

Yes, Enthusiasm and Excitement are what the Salespeople need more than any skills training. They need to be reminded of the basics but most importantly, they need their enthusiasm ignited.

 
Enthusiasm is everything in Sales!
 
When Salespeople are enthusiastic and excited about themselves and their profession, they will start feeling motivated and look forward to getting out there and seeing their customers.
 
Skills or no skills, this is what makes Salespeople successful. When Salespeople are Enthusiastic, nothing will stop them.

The customer can’t help getting enthusiastic as well, it rubs off on everyone.

 
Only when Sales Managers accept full responsibility for their team’s performance, will they realize that the buck stops with them.
 
They need to be the Role Model, the Manager, the Leader and the Coach; all in one. They make it happen!
 
They set the tone. That’s their job. They get results through their people. Their success depends on the success of their people. They need to manage less and LEAD more!
 
A good Sales Manager spends less time in the office analyzing everything and playing with numbers and spends more time out in the field with his salespeople and their customers.
 
“Our sales are down. If we increase the call rate by 10% and close 1 in 4 instead of the current 1 in 7 we will achieve target”  This may be the answer (On paper) but how do you achieve it? What has to happen to increase the call rate and closing ratios?
 
The Salespeople must WANT to achieve this. The Sales Manager has to sell the idea to the Salespeople. They have to get buy in from the team and this is where good leadership comes in. Only a good leader can get the team to work together to achieve a common goal, budgets, the sales targets etc.

It is at this point where the Sales Manager usually fails. They stay in the office and spend their time analyzing numbers and coming up with all sorts of solutions – only on paper.
 
A good Sales Manger will get out of the office and lead by example. They will spend a full day working with a Salesperson, finding out firsthand what the problems are and how to fix them. They need to speak face to face with their customers to gain information that will help them to come up with ideas for increasing sales.
 
By doing this they will get  respect from the sales team and will get support for their ideas to increase call rates and closing ratios because they are talking from the point of being there and experiencing the situation first hand.
 
YOU CANNOT MANAGE OR LEAD A SALES TEAM FROM BEHIND A DESK!
 
By spending time out in the field with Salespeople, Sales Mangers will experience what the Salespeople are experiencing and can then coach them on how to improve and what to do to start getting more sales. Salespeople will perform for a Sales Manager whom they respect. And that respect will only come from a trust and belief that the Sales Manager can do what they are asking the team to do.
 
The Sales Manager MUST LEAD BY EXAMPLE!
 
It’s all about enthusiasm and excitement. Sales people continually need motivation in order to sell well.  They require Inspiration from their Manager to promote enthusiasm and drive.

They need a Manager who leads by example and provides an exciting environment in which to perform. Salespeople should feel enthusiastic about making a sales call.

 
Remind yourself that you are in the best profession in the world!  
Feel good about yourself and your profession and then get the sales team to feel the same way.
 
So it’s no use complaining about the Salespeople not performing, not being enthusiastic and not listening. If this is the case, then you are not performing as an effective Sales Manager.
 
Should you wish to find out more about Ray Patterson, visit www.raypatterson.co.za.

 Interested in booking Ray for Training, a Keynote Presentation or as a Conference Speaker?

Salespeople need a Manager who CARES!!!