Business expert Andrea nierenberg has such a positive, uplifting attitude when it comes to business. I love to read her positive messages, and this article is no different!
In the Chinese scriptures it is written that a smile affects every single cell in our bodies.
We all know there has been much research conducted on how smiling and laughing can prevent some disease and certainly stress and that it take less muscles to smile then it does to frown---so why does it sometimes seem so hard to give one away.
I recently watched someone totally change when I said to him - ‘you have a great smile’---it was like he became a different person and he truly did. I took a chance because in our meeting, at first he epitomized a curmudgeon...
I took a leap of faith and I’m glad that I did in this case.
However sometimes we encounter people who we feel are difficult in the way they appear to us and we really shouldn't assume anything---knowing that for every action, there is always a reaction. It is human nature to make a judgment and we all do - so this is only a reminder on some basic suggestions.
Often when I present on conflict resolution in my communications sessions, I start with a basic truth that the only person we can truly change is ourselves. So the next time we run into someone who seems difficult or who doesn't seem to have an approachable expression, we might need to change the way we interact.
Take a quick look at my S.M.I.L.E. principle. I hope it brings one to your face after you review the list.
S. Stay in control. Think about how your responses could be perceived by others. See things from the other person’s point of view.
M. Make yourself be 'heard'. This has little to do with volume or emotion. It is about speaking clearly, and in a style others can appreciate. To understand the other--observe and listen to them, discover their hot buttons and don't push them.
I. Involve the other person by asking questions. Listen to the answers carefully. Then you can respond to their concerns and ask more questions that will address issues that interest you both.
L. Let go. Sometimes the best thing to do is to walk away. Sometimes you have to give the situation a rest. When you come back, you will see it from a different perspective.
E. Keep your ego in check and at the door. Your conscience needs to be your guide and maintain respect for the other person. The goal needs to be for both parties to win the war over the challenge, even if you have to surrender the battle.
It is always our choice. We can go through life fighting a battle or we can choose to sign peace agreements. Not always easy - yet the rewards are much greater with the latter.
Andrea Nierenberg is the president of The Nierenberg Group, a business communications company with a total process for educating, motivating and connecting people. Learn more at www.NierenbergGroup.com.
Thursday, August 4, 2011
Wednesday, August 3, 2011
The You Headline
Today's tip from sales trainer Skip Miller focuses on an important part of your sales language - changing the word "I" to "You."
Why is it we always want to talk about ourselves?
“Here’s what I would like to do…”
“What I need is…”
“If I could do this, we could…”
A sales person feels so powerful telling a prospect or customer what they will do for them. They want to let the prospect know how important they are to them, and emphasize this fact my using the word, “I”.
Well, this may feel quite empowering to the sales person, but from the customer perspective…it’s all about them… and we know this…but fail to use this tool enough.
Change it to
“Here’s what I would like to do…What you said you wanted to do is…”
“What I need is…You said you needed…”
“If I could do this, we could…You said if you could do this, and we can help, then you could…”
Always review your written correspondence for too many “I’s”. It’s about them, not about you. By using the word you and their name, the customer is feeling like your heard them. They feel validated, and their rapport with you increases. By using the word I, they think of you as a vendor doing something for them, just like everyone else.
You want customers to get back to you, and you also want to be in control of the sales process, right? Get rid of the I’s, and start thinking of them, not about “I”.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
Why is it we always want to talk about ourselves?
“Here’s what I would like to do…”
“What I need is…”
“If I could do this, we could…”
A sales person feels so powerful telling a prospect or customer what they will do for them. They want to let the prospect know how important they are to them, and emphasize this fact my using the word, “I”.
Well, this may feel quite empowering to the sales person, but from the customer perspective…it’s all about them… and we know this…but fail to use this tool enough.
Change it to
“Here’s what I would like to do…What you said you wanted to do is…”
“What I need is…You said you needed…”
“If I could do this, we could…You said if you could do this, and we can help, then you could…”
Always review your written correspondence for too many “I’s”. It’s about them, not about you. By using the word you and their name, the customer is feeling like your heard them. They feel validated, and their rapport with you increases. By using the word I, they think of you as a vendor doing something for them, just like everyone else.
You want customers to get back to you, and you also want to be in control of the sales process, right? Get rid of the I’s, and start thinking of them, not about “I”.
A recognized authority on the psychology of sales performance, Skip Miller has helped countless companies, already at the height of success in their respective fields, achieve an even greater level of sales productivity and success. Learn more at www.m3learning.com
Tuesday, August 2, 2011
SalesDog Quick Tip
Hear More Than Words
When you listen to recordings of your prospecting telephone calls, use a checklist to see how well you're consistently achieving your primary objectives. Are you reaching decision-makers, using a confident tone, focusing on their business needs, handling objections well, and asking for referrals?
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
When you listen to recordings of your prospecting telephone calls, use a checklist to see how well you're consistently achieving your primary objectives. Are you reaching decision-makers, using a confident tone, focusing on their business needs, handling objections well, and asking for referrals?
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
Monday, August 1, 2011
Quote of the Week
"If you want to conquer fear, don't sit at home and think about it. Go out and get busy." -- Dale Carnegie, motivational expert
The sales profession has a lot of fear built into it. Everyday you deal with the unknown, you deal with rejection, and you deal with ruthless competition. These things will always be a part of the profession, so all you can do is think past them, and get started. Conquer those fears by working hard!
The sales profession has a lot of fear built into it. Everyday you deal with the unknown, you deal with rejection, and you deal with ruthless competition. These things will always be a part of the profession, so all you can do is think past them, and get started. Conquer those fears by working hard!
Friday, July 29, 2011
9 Key Steps to Closing Bigger Sales
Today we're sharing a great article from sales trainer Rochelle Togo-Figa. Her key steps to bigger sales will help you to create more opportunities, and close them!
A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.
I told her this didn't happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let's take a look at the steps she followed that led to her business success.
1.Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
2.Ask for referrals. There's "low-hanging fruit" right under your nose. If a client is satisfied with you, they'll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
3.Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you've opened the door to getting the meeting. Don't wait to say who referred you. Let the prospect know immediately who referred you.
4.Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
5.Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I've created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it's a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
6.Practice your presentation. Practice what you're going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask--especially asking for their business--finally, closing for next steps.
7.Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you're meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You'll find each one will pay more attention to what you say.
8.Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
9.Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
Rochelle Togo-Figa, The Sales Breakthrough Strategist, is the creator of the Inner Game of Salesâ„¢, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.
A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.
I told her this didn't happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let's take a look at the steps she followed that led to her business success.
1.Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
2.Ask for referrals. There's "low-hanging fruit" right under your nose. If a client is satisfied with you, they'll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
3.Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you've opened the door to getting the meeting. Don't wait to say who referred you. Let the prospect know immediately who referred you.
4.Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
5.Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I've created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it's a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
6.Practice your presentation. Practice what you're going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask--especially asking for their business--finally, closing for next steps.
7.Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you're meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You'll find each one will pay more attention to what you say.
8.Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
9.Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
Rochelle Togo-Figa, The Sales Breakthrough Strategist, is the creator of the Inner Game of Salesâ„¢, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.
Wednesday, July 27, 2011
Maximize Your Results
Today's article comes from sales trainer Mark Hunter, who suggests looking at your business in a whole new way so you can capitalize on opportunities. It's a good read!
If you want to maximize your results and your sales motivation, you probably need to minimize your goals.
I’ve watched far too many salespeople become so fixated on trying to make their goals that they fail to see opportunities when they appear.
It’s as if they’ve got “goal paralysis” — a disease where the salesperson is so consumed thinking about their goal that they lose focus on everything, including new opportunities.
I’ve always said my best ideas are when I’ve taken a step back from the problem and suddenly am able to see things clearly.
One of the best ways for a salesperson to do this is to spend time in an informal manner with a few key customers.
Spend time in one of the companies you call upon meeting people you have never met before.
Most of all, spend a little time looking at your business differently. When you do so, it is amazing what you will begin to see.
Today’s economy is strange — no doubt about it. And it requires all of us to look at the things we’ve done in the past and find ways to do them differently. We need to challenge our thinking and we need to challenge our customers. The way we do it is by taking a few minutes to step back.
I’m not saying blow off your goals. I’m simply saying that achieving your best numbers sometimes requires you to look at things differently than you have up to that point.
When you do this, you are doing what I call “thinking beyond” by asking yourself several “what if” and “why” questions. (That’s what little kids do and they have boundless imaginations).
You can maximize your results and your sales motivation if you don’t get so tightly focused on your goals that you miss opportunities that are waiting for you to notice.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
If you want to maximize your results and your sales motivation, you probably need to minimize your goals.
I’ve watched far too many salespeople become so fixated on trying to make their goals that they fail to see opportunities when they appear.
It’s as if they’ve got “goal paralysis” — a disease where the salesperson is so consumed thinking about their goal that they lose focus on everything, including new opportunities.
I’ve always said my best ideas are when I’ve taken a step back from the problem and suddenly am able to see things clearly.
One of the best ways for a salesperson to do this is to spend time in an informal manner with a few key customers.
Spend time in one of the companies you call upon meeting people you have never met before.
Most of all, spend a little time looking at your business differently. When you do so, it is amazing what you will begin to see.
Today’s economy is strange — no doubt about it. And it requires all of us to look at the things we’ve done in the past and find ways to do them differently. We need to challenge our thinking and we need to challenge our customers. The way we do it is by taking a few minutes to step back.
I’m not saying blow off your goals. I’m simply saying that achieving your best numbers sometimes requires you to look at things differently than you have up to that point.
When you do this, you are doing what I call “thinking beyond” by asking yourself several “what if” and “why” questions. (That’s what little kids do and they have boundless imaginations).
You can maximize your results and your sales motivation if you don’t get so tightly focused on your goals that you miss opportunities that are waiting for you to notice.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Tuesday, July 26, 2011
SalesDog Quick Tip
Record Your Cold Calls
The information you'll get from these recordings can help your sales immensely. You'll catch phone habits - good and bad - that you didn't even know you had. (Remember to confirm if in your state you have to ask the other party for permission to record.)
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
The information you'll get from these recordings can help your sales immensely. You'll catch phone habits - good and bad - that you didn't even know you had. (Remember to confirm if in your state you have to ask the other party for permission to record.)
Today's quick tip comes from Kendra Lee, a top IT Seller, Prospect Attraction Expert and author of the award winning book "Selling Against the Goal" and president of KLA Group. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636
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