Friday, July 25, 2014


Every day now I am seeing more and more material on social media and in the mail promoting and talking about the upcoming ISSA and BSCAI conventions in Orlando, FL. In case you missed it (which would be hard to do), the dates for the ISSA trade show are November 5-7 and the BSCAI convention dates are the 6th through the 8th.

This will be convention number 45 for me and I am as excited to go this year as I have been every other year. What about you? Have you reserved you hotel room and registered for one or both of the events? There is no better time than RIGHT NOW to do that. This one week could truly change how you view your business in a positive way.

The trade show as always is a top of the tent event with over 700 exhibitors displaying their wares and introducing their latest new "stuff" for you to consider. In this technology age it is even more exciting than it was in the past to see what is new.This years event promises to draw in excess of 16,000 industry professionals from 70+ countries. Nowhere else will you find so much valuable product and management information in one place.

BSCAI holds special roundtable sessions where different topics are discussed at 20 or so different tables and you get to move from one to the other every 30 or 40 minutes. I hear from my clients and readers that these sessions led by industry leaders have helped them immensely in grasping new ideas and procedures that they can take home and implement NOW. 

In addition, BSCAI has over 20 hours of peer to peer sessions on Friday and Saturday again led by people that know their subjects. It is one of the few events where you hear from the people doing what they talking about and not talking about what they wish they were doing. 

Let me suggest you go NOW to the BSCAI site convention or the ISSA site at and review the information on this exciting week and then register for this valuable learning experience in Orlando in November. All the hotel and registration details are available on these sites.

I really encourage you to attend all of at least part of festivities. It will be well worth your while. See you there?

Till next time.


Wednesday, July 9, 2014


You no doubt have heard many times the old saying that "proper practice prevents poor performance" or affectionately referred to as the 5 P's. So what do I mean, practice---practice what?

I am convinced after listening to some BSC sales presentations to large prospective clients that some of them did not practice their presentation prior to delivering their proposal. Here they are, making what may be their largest presentation ever and they appear unprepared for the event. 

Let's think a moment about the sporting world. We have the World Cup, the World Series, the Super Bowl, the NBA championship along with all of the various college sports championships. Imagine the hours and hours of endless preparation that takes place by each team to play the individual games, the playoffs, and then the ultimate championship series. They spend countless hours preparing their offense. Then they spend a huge amount of time anticipating what their opponent will do and how they will combat it. It is easy to say that for the money the professionals earn they better prepare or they will lose. Really? Is that any different from what you and I do every day? Think of the athletes that prepare for the Olympics. Many of them spend a lifetime preparing for their event which many times only lasts a few seconds or minutes. Now there is commitment. My question to you is---do you have that kind of commitment to building your business with quality clients?

My favorite subject in school was debate. I can recall practicing and practicing our speeches and then when we were done, we practiced some more. Then we practiced responding to every possible objection we thought our opposition might throw at us. It paid off with several tournament championships.

As a BSC you spend considerable time, dollars and energy advertising for clients, convincing that prospect to let you present a proposal (not bid) and then---. Do you rehearse the night before the big presentation? Remember the Olympic athletes. I think we should go into every presentation with some of the following information at hand,

1. How long do we anticipate the presentation will take? I always asked for one hour and then adjusted from there.

2. Do we have a list of possible objections and questions and answers to them like
    a. Tell us about the last 3 accounts you have lost.
    b. Let us interview  the supervisor you have planned for this account
    c. What it your turnover rate?
    d. You guys are all alike. In 6 months you will be just as bad as the others.
    e. Let us think over your proposal.
    f. You are too big or you are too small.
    g. We want to visit a training class you do for your people.
    h. Your price is too high.
    i.  You haven't been in business long enough.
    j. We want to visit some of your current clients.

3. Have you prepared information for everyone in the room with their name on it?

4. If you have co-presenters such as a vendor, do they know what to say and how long they have to say it?

5. What are the KEY points to cover if presentation time is all of a sudden cut short which happens quite frequently?

6. What is your suggested follow up date?

I know there are more but the point I am trying to make is that many of us become complacent in our business. We make a few presentations and maybe even get on a hot streak where we close several sales in a row and then we begin to think we have the technique down pat and we stop practicing and doing the things that made us successful. That is why I usually ask a contractor that has been in business, say 15 years, if they have really been in business 15 years or is it really 1 year, 14 times over. Are you doing and saying the same things in your presentation today that you were doing and saying 15 years ago (or even 6 months ago) and are wondering why you are not closing more business? Are you practicing your delivery? Are you updating it as you improve your organization? Are you improving your organization?. 

So let me again say that it is important to do proper practice if we want to breed success and continue to enjoy success. Every day a new company starts up that wants some or all of your business. Are you prepared to fend them off and continue to build your business by adding new profitable accounts to your portfolio? Why not review the presentation you plan to make next. See if it really describes your company in its best light, make any changes needed, and then practice so you are armed and ready to go and WIN.

Hope you are having a wonderful summer. Till next time.