I'm a procrastinator through and through. Writing papers at 2am in college was like an art form to me. While I had the energy to do that in college, I don't exactly have the energy or time to do that now! It's a habit I'd like to work on...with this advice from business coach Tom Kelly!
Is there something about you that you would like to change? Perhaps a bad habit? Would you like to be able to overcome your fears and take action on something you have been procrastinating on? As a coach, many of my clients have issues or things that they want to change. If there is something that you want to change or take action on, here is a process that you can follow that will allow you to change whatever it is you want to - in an instant!
Identify Exactly What You Want to Change
The first step in the process is to identify exactly what it is you want to change. Once you know what you want to change, you need to decide what you want to change it to. For example, if you are a salesperson and want to change your bad phoning habits, you need to identify exactly what you want to change it to - perhaps making 30 phone calls a day.
Get Leverage Over Yourself
People do things to either avoid pain or to gain pleasure. So, the next step is to get some leverage over yourself, so that you have some "incentive" to change your behavior. You can do this by linking massive pain to the behavior you want to change, and pleasure to the behavior you want to move towards. For example, if you want to break your bad phoning habits, you could write your boss a check for say $500 and tell him that if you don't do your phoning daily, he gets to keep the money. When you do your phoning, you can give yourself a little treat each time to reinforce the behavior.
Make a Committment to at Least 3 Other People
Once you have decided what you are going to do and have some leverage over yourself, you need to tell at least 3 other people what you are doing, and ask them to check in with you and hold you accountable to what you are doing. They will constantly challenge you and make sure that you are following through, or give you hell if you don't! If you follow these 3 simple steps, you can change any behavior you want - in an instant! Once you learn how to do this, you will be able to make rapid changes in your life, and remove the barriers to your success. Good luck!
Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921 or at www.potentialinmotion.com.
Tuesday, May 10, 2011
Monday, May 9, 2011
Quote of the Week
"We either make ourselves miserable or we make ourselves strong. The amount of work is the same." -- Carlos Castaneda, author
Some days you just aren't in the mood for work. I get that - I've been there! But the thing is, you are at work. Why not make the day productive? Why not sharpen your selling skills?
Even on those days when you just aren't feeling it, try to look at the work day as a chance to strengthen yourself and your business. After all, you're spending the time there - may as not be miserable if you can help it!
Some days you just aren't in the mood for work. I get that - I've been there! But the thing is, you are at work. Why not make the day productive? Why not sharpen your selling skills?
Even on those days when you just aren't feeling it, try to look at the work day as a chance to strengthen yourself and your business. After all, you're spending the time there - may as not be miserable if you can help it!
Friday, May 6, 2011
Does THIS Objection Make You Squirm?
Sales trainer Kim Duke has a fun, unconventional style that makes her articles both informative and fun to read. I really enjoyed this recent article that reminded me prospects can always find the money - if you find out what they really want!
My oldest cutie-pie niece recently got her driver's license. We're so proud of her!
Her euphoria of having the freedom to drive a car has been clashing with the gas she now has to buy. She has a part-time job after school but school work is a priority and so is saving money.
The money that used to burn a hole in her pocket on the way to the mall is now being thought of MUCH DIFFERENTLY.
She wiggled her nose as she looked at me.
"Auntie - I REALLY want these cute, new pair of $80 jeans. AND I really want to save money. AND I really want to drive to school every day instead of taking the "cheese wagon" (her word for school bus).
Then she squirmed in her chair and proclaimed: "But I hate paying for gas for my car! I don't have enough money."
Now - a whole LOT of stuff was just packed in her conversation! New jeans, gas for her "new car", saving money and then the assumption - "I don't have enough money."
After a few minutes with the calculator, asking her questions that made her think about what she wanted and HOW she could get it - we did THE MONEY SHUFFLE.
Cutie-pie niece saw that by being creative - she could save money, drive her car AND still buy the new pair of $80 jeans. Big smile.
As I was helping her walk through this - of course I thought of you!
Do You Squirm When Customers Say They Have NO MONEY?
You love your product or service. And if you don't love it - you probably like it quite a lot.
So when a potential customer listens eagerly to all the benefits of what you sell and then....
...they wrinkle their brow...and say...
"This sounds interesting but I don't have the money for this right now"
Do You:
1.Feel a little offended.
2.Say "Oh."
3.Dive in and say "This is really something you should consider."
4.Say "I hear what you're saying. When would you like me to touch base with you?"
5.All of the above
6.None of the above.
Every day, millions of entrepreneurs and sales people hear these dreaded words:
"It's not in the budget."
"We don't have the money."
And they put their tail between their legs and sneak away.
Sorry! Only 2% of people/companies don't REALLY have the money.
The other 98% HAVE money but they blew you off as they aren't convinced about you.
When you really want something - I KNOW YOU FIND THE BUDGET. You change your mind about something else, you buy the cheaper toilet paper so you can have Devon cream with scones, you get by with the old vacuum cleaner when you want the new shoes...you get the pic.
You're doing the MONEY SHUFFLE and your potential customers do it TOO.
If you bring something of value to your prospects - they'll think about it.
They'll stew about it.
They'll do some money-shuffling to make it happen.
But, if you're getting a lot of "No money, honey" comments - it is back to the drawing board for you.
You need to find out what's COMPELLING about your product/service that would make a potential customer start the MONEY SHUFFLE.
So quit squirming. And get working on why YOU'RE THE BEST CHOICE.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
My oldest cutie-pie niece recently got her driver's license. We're so proud of her!
Her euphoria of having the freedom to drive a car has been clashing with the gas she now has to buy. She has a part-time job after school but school work is a priority and so is saving money.
The money that used to burn a hole in her pocket on the way to the mall is now being thought of MUCH DIFFERENTLY.
She wiggled her nose as she looked at me.
"Auntie - I REALLY want these cute, new pair of $80 jeans. AND I really want to save money. AND I really want to drive to school every day instead of taking the "cheese wagon" (her word for school bus).
Then she squirmed in her chair and proclaimed: "But I hate paying for gas for my car! I don't have enough money."
Now - a whole LOT of stuff was just packed in her conversation! New jeans, gas for her "new car", saving money and then the assumption - "I don't have enough money."
After a few minutes with the calculator, asking her questions that made her think about what she wanted and HOW she could get it - we did THE MONEY SHUFFLE.
Cutie-pie niece saw that by being creative - she could save money, drive her car AND still buy the new pair of $80 jeans. Big smile.
As I was helping her walk through this - of course I thought of you!
Do You Squirm When Customers Say They Have NO MONEY?
You love your product or service. And if you don't love it - you probably like it quite a lot.
So when a potential customer listens eagerly to all the benefits of what you sell and then....
...they wrinkle their brow...and say...
"This sounds interesting but I don't have the money for this right now"
Do You:
1.Feel a little offended.
2.Say "Oh."
3.Dive in and say "This is really something you should consider."
4.Say "I hear what you're saying. When would you like me to touch base with you?"
5.All of the above
6.None of the above.
Every day, millions of entrepreneurs and sales people hear these dreaded words:
"It's not in the budget."
"We don't have the money."
And they put their tail between their legs and sneak away.
Sorry! Only 2% of people/companies don't REALLY have the money.
The other 98% HAVE money but they blew you off as they aren't convinced about you.
When you really want something - I KNOW YOU FIND THE BUDGET. You change your mind about something else, you buy the cheaper toilet paper so you can have Devon cream with scones, you get by with the old vacuum cleaner when you want the new shoes...you get the pic.
You're doing the MONEY SHUFFLE and your potential customers do it TOO.
If you bring something of value to your prospects - they'll think about it.
They'll stew about it.
They'll do some money-shuffling to make it happen.
But, if you're getting a lot of "No money, honey" comments - it is back to the drawing board for you.
You need to find out what's COMPELLING about your product/service that would make a potential customer start the MONEY SHUFFLE.
So quit squirming. And get working on why YOU'RE THE BEST CHOICE.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, May 5, 2011
Specifics - Or Just Semantics?
Communication expert Dianna Booher never fails to get me thinking with her communication tips newsletter. Today she discusses a common phrase and how it can lead to confusion in your sales process - very interesting!
How many times have you heard this comment interjected in a heated discussion: "Well, I think it's just a matter of semantics." Of course it is!
Words have meanings, and those meanings are not just a simple matter of semantics. Brushing them aside with, "I think we're really saying the same thing; it's just a matter of semantics," creates a dangerous intersection if people intend to arrive at agreement somewhere down the road.
Words carry a conversation. Selection is central to understanding and agreement. In fact, many customer complaints can be traced to this one root cause--vague words with a different meaning to the service agent and customer. The salesperson says, "We should be able to work out a substantial discount if you want to take the floor model." (The salesperson has in mind a 20 percent discount; the customer is thinking a 50 percent discount.)
Neither do we fare much better with different interpretations of internal communication. For example, the sales manager tells you that the company has had a significant increase in the number of leads generated by a new marketing campaign. What kind of increase comes to mind? 7? 70? 700?
When semantics enters the conversation, the conversation is no longer about semantics. Choose the precise word. Nail down the specifics.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
How many times have you heard this comment interjected in a heated discussion: "Well, I think it's just a matter of semantics." Of course it is!
Words have meanings, and those meanings are not just a simple matter of semantics. Brushing them aside with, "I think we're really saying the same thing; it's just a matter of semantics," creates a dangerous intersection if people intend to arrive at agreement somewhere down the road.
Words carry a conversation. Selection is central to understanding and agreement. In fact, many customer complaints can be traced to this one root cause--vague words with a different meaning to the service agent and customer. The salesperson says, "We should be able to work out a substantial discount if you want to take the floor model." (The salesperson has in mind a 20 percent discount; the customer is thinking a 50 percent discount.)
Neither do we fare much better with different interpretations of internal communication. For example, the sales manager tells you that the company has had a significant increase in the number of leads generated by a new marketing campaign. What kind of increase comes to mind? 7? 70? 700?
When semantics enters the conversation, the conversation is no longer about semantics. Choose the precise word. Nail down the specifics.
Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com
Wednesday, May 4, 2011
Stop Using the "Yellow Pages" Approach to Sell
Today sales trainer Mark Hunter shares how to avoid selling like the yellow pages! It's an interesting read that gets you thinking about which information you can cut from your presentation!
Are you just giving your customers information?! This is the dreaded "yellow pages" approach to selling.
You're better than that. Start giving your customer solutions rather than just information.
Recently I was sitting in a meeting listening to salespeople discuss all of the information they routinely share with their customers. As they're going through their long list, I was struck by both how basic the information was and how everything they felt they needed to share was already on the web.
I'm smart enough to know just because something is on the web does not mean your customer has read it. But they could if they wanted to, and that's my point. If all we're doing is giving our customers information they can find elsewhere, then we're no better than the Yellow Pages. Remember the Yellow Pages? They used to be relevant and an important part of our life. Now they're obsolete because we can access the information much faster and more effectively through the web.
The point I'm making is our customers already have access to information. Our job in sales is to bring to our customers solutions, and that means going way beyond just sharing information.
We must help them understand things they didn't think possible and to see outcomes they had not considered. We do that by dialoguing with our customers, engaging with them, and allowing them to share their concerns with us. When we do this, we ensure our value as a salesperson. If, on the other hand, all we want to do is bring our customers information, then our worth will become dated and we'll fade away like the Yellow Pages.
Challenge yourself to bring your customers questions and ideas that will get them thinking. Use the information you have not to start a conversation but to stimulate a discussion that leads to new opportunities. There isn't much of a demand for the Yellow Pages anymore!
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Are you just giving your customers information?! This is the dreaded "yellow pages" approach to selling.
You're better than that. Start giving your customer solutions rather than just information.
Recently I was sitting in a meeting listening to salespeople discuss all of the information they routinely share with their customers. As they're going through their long list, I was struck by both how basic the information was and how everything they felt they needed to share was already on the web.
I'm smart enough to know just because something is on the web does not mean your customer has read it. But they could if they wanted to, and that's my point. If all we're doing is giving our customers information they can find elsewhere, then we're no better than the Yellow Pages. Remember the Yellow Pages? They used to be relevant and an important part of our life. Now they're obsolete because we can access the information much faster and more effectively through the web.
The point I'm making is our customers already have access to information. Our job in sales is to bring to our customers solutions, and that means going way beyond just sharing information.
We must help them understand things they didn't think possible and to see outcomes they had not considered. We do that by dialoguing with our customers, engaging with them, and allowing them to share their concerns with us. When we do this, we ensure our value as a salesperson. If, on the other hand, all we want to do is bring our customers information, then our worth will become dated and we'll fade away like the Yellow Pages.
Challenge yourself to bring your customers questions and ideas that will get them thinking. Use the information you have not to start a conversation but to stimulate a discussion that leads to new opportunities. There isn't much of a demand for the Yellow Pages anymore!
Contact Mark Hunter, The Sales Hunter for your next Conference or Sales Meeting. To see and hear Mark Hunter now visit www.TheSalesHunter.com
Tuesday, May 3, 2011
Stop Pitching, Start Talking
Sales presentations can be very tricky - that's why I love this article from sales trainer Kelley Robertson. It contains stratgies to help you deliver great presentations, every time!
Here are 7 strategies that will help you deliver a killer sales presentation, every time.
1. Start with a brief summary. Open a sales presentation with an outline of your understanding of your prospect's key issues and immediately capture their attention.
2. Keep it brief. If you have been allotted 60 minutes set a goal of finishing in less than forty-five. No prospect is EVER going to complain that you didn't use up your allotted time.
3. Focus on "must-have" information. Contrary to popular believe most prospects don't want to know everything about your solution; they only want to know what's relevant to their situation.
4. Use stories, cases studies and examples. Weave stories into your presentations that demonstrate how people have benefited from your offering. Use case studies and example that are relevant to each prospect's business.
5. Create a two-way dialogue. Instead of spending your allotted time talking, ask your prospect questions, opinions and perspectives.
6. Conclude with a specific call to action. Don't end with something like, "If you have questions, feel free to give me a call." Tell the decision maker exactly what you want them to do.
7. Practice. The more important the sales opportunity, the more critical it is to verbally rehearse your presentation.
Now, go and modify the next sales presentation you have scheduled and start making more sales!
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
Here are 7 strategies that will help you deliver a killer sales presentation, every time.
1. Start with a brief summary. Open a sales presentation with an outline of your understanding of your prospect's key issues and immediately capture their attention.
2. Keep it brief. If you have been allotted 60 minutes set a goal of finishing in less than forty-five. No prospect is EVER going to complain that you didn't use up your allotted time.
3. Focus on "must-have" information. Contrary to popular believe most prospects don't want to know everything about your solution; they only want to know what's relevant to their situation.
4. Use stories, cases studies and examples. Weave stories into your presentations that demonstrate how people have benefited from your offering. Use case studies and example that are relevant to each prospect's business.
5. Create a two-way dialogue. Instead of spending your allotted time talking, ask your prospect questions, opinions and perspectives.
6. Conclude with a specific call to action. Don't end with something like, "If you have questions, feel free to give me a call." Tell the decision maker exactly what you want them to do.
7. Practice. The more important the sales opportunity, the more critical it is to verbally rehearse your presentation.
Now, go and modify the next sales presentation you have scheduled and start making more sales!
As President of The Robertson Training Group, Kelley has helped thousands of professionals improve their business results with his engaging approach to sales training and speaking. Learn more at www.robertsontraininggroup.com
Monday, May 2, 2011
Quote of the Week
"To be prepared is half the victory." -- Miguel de Cervantes
As someone who can be a tad obsessive about preparing, this is certainly something that rings true with me! A sales call is full of unknowns - will there be extra people at the meeting? Did your prospect not tell you the full story? Are they having a bad day?
All of those things are not under your control - but they can have a huge effect on the outcome of your meeting! That is why it is so important that you prepare everything that you possibly can. That way, when an unknown comes your way, you'll be able to deal with it calmly, knowing you have everything else under control!
As someone who can be a tad obsessive about preparing, this is certainly something that rings true with me! A sales call is full of unknowns - will there be extra people at the meeting? Did your prospect not tell you the full story? Are they having a bad day?
All of those things are not under your control - but they can have a huge effect on the outcome of your meeting! That is why it is so important that you prepare everything that you possibly can. That way, when an unknown comes your way, you'll be able to deal with it calmly, knowing you have everything else under control!
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