"Perpetual optimism is a force multiplier." -- Colin Powell, former U.S. Secretary of State
While you may not help being pessimistic, being an optimist will get you much farther in the office. It will help you get through the day easier, keep you motivated, and help you avoid the time-suckers complaining in the break room.
Being an optimist will also bring positive help to your side. Need help with an order or a favor from customer service? People are more likely to help a positive, optimistic person than someone who freaks at the slightest problem because they can only see the negatives. In addition to the help you'll get, your clients will be impressed with the team you've assembled that's more than willing to help them when necessary.
Monday, August 31, 2009
Friday, August 28, 2009
The Power of Pausing
Sometimes the littlest things make all the difference. We're sure you know by now that listening to everything a customer has to say before responding is an essential. But did you know that taking a small pause after they finish and before you start speaking is just as essential? Probably not! Today sales expert Brian Tracy shares with us the impact of the pause.
"All excellent listeners are masters of the pause," explains Tracy. "They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications."
Three Benefits of Pausing
Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale.
Carefully Consider What You Just Heard
The second benefit of pausing is that your silence tells the prospect that you are giving careful consideration to what he or she has just said. By carefully considering the other person's words, you are paying him or her a compliment. You are implicitly saying that you consider what he or she has said to be important and worthy of quiet reflection. You make the prospect feel more valuable with your silence. You raise his self-esteem and make him feel better about himself.
Understanding With Greater Efficiency
The third benefit of pausing before replying is that you will actually hear and understand the prospect better if you give his or her words a few seconds to soak into your mind. The more time you take to reflect upon what has just been said, the more conscious you will be of the their real meaning. You will be more alert to how his words can connect with other things you know about the prospect in relation to your product or service.
"When you pause, not only do you become a more thoughtful person, but you convey this to the customer," says Tracy. "By extension, you become a more valuable person to do business with. And you achieve this by simply pausing for a few seconds before you reply after your prospect or customer has spoken."
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. Learn more at www.briantracy.com
"All excellent listeners are masters of the pause," explains Tracy. "They are comfortable with silences. When the other person finishes speaking, they take a breath, relax and smile before saying anything. They know that the pause is a key part of good communications."
Three Benefits of Pausing
Pausing before you speak has three specific benefits. The first is that you avoid the risk of interrupting the prospect if he or she has just stopped to gather his or her thoughts. Remember, your primary job in the sales conversation is to build and maintain a high level of trust, and listening builds trust. When you pause for a few seconds, you often find the prospect will continue speaking. He will give you more information and further opportunity to listen, enabling you to gather more of the information you need to make the sale.
Carefully Consider What You Just Heard
The second benefit of pausing is that your silence tells the prospect that you are giving careful consideration to what he or she has just said. By carefully considering the other person's words, you are paying him or her a compliment. You are implicitly saying that you consider what he or she has said to be important and worthy of quiet reflection. You make the prospect feel more valuable with your silence. You raise his self-esteem and make him feel better about himself.
Understanding With Greater Efficiency
The third benefit of pausing before replying is that you will actually hear and understand the prospect better if you give his or her words a few seconds to soak into your mind. The more time you take to reflect upon what has just been said, the more conscious you will be of the their real meaning. You will be more alert to how his words can connect with other things you know about the prospect in relation to your product or service.
"When you pause, not only do you become a more thoughtful person, but you convey this to the customer," says Tracy. "By extension, you become a more valuable person to do business with. And you achieve this by simply pausing for a few seconds before you reply after your prospect or customer has spoken."
Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. Learn more at www.briantracy.com
Thursday, August 27, 2009
The High Cost of Low Curiosity
Are you, by nature, a curious person? Sales trainer Bill Caskey posed that question in a recent blog post, going on to say that, "Having worked with thousands of sales people - and hundreds of managers - I honestly believe it is a pre-requisite to income success to be curious."
Answer these self-reflection questions from Caskey to determine your curiosity level, then read on to find out why curiosity is so important for a successful salesperson.
--When someone says to you that they have mastered something - or they are experiencing success in a field that you, too, would like to have success - do you sit them down and pepper them (nicely) with questions?
--When you've learned that someone has figured out a way to get to the CEO, do you stop them in their tracks and invite them to dinner?
--When you're at a sales meeting, and you learn one of your associates has figured out how to find the pain of the customer better, do you handcuff them until they tell you EXACTLY how they did it?
"You probably don't," says Caskey. "And I'm not sure why that is. Is it because we'll feel stupid? Is it because we wouldn't want to puff up the other person? Is it because we'd rather do it the hard way, learning it on our own, rather than the easy way - learning from someone who's done it? Is there some kind of guilt that kicks in when we get the shortcut?"
"So the next time you hear of someone who has been successful at something, call them up, congratulate them, and invite them to tell you EXACTLY how they did it. It will make you rich."
Bill Caskey is a sales development leader and experimenter. His ideas about selling are convictions about life, money, and meaning. He has coached sales professionals and executives for over 19 years. To learn more, visit his website www.CaskeyTraining.com.
Answer these self-reflection questions from Caskey to determine your curiosity level, then read on to find out why curiosity is so important for a successful salesperson.
--When someone says to you that they have mastered something - or they are experiencing success in a field that you, too, would like to have success - do you sit them down and pepper them (nicely) with questions?
--When you've learned that someone has figured out a way to get to the CEO, do you stop them in their tracks and invite them to dinner?
--When you're at a sales meeting, and you learn one of your associates has figured out how to find the pain of the customer better, do you handcuff them until they tell you EXACTLY how they did it?
"You probably don't," says Caskey. "And I'm not sure why that is. Is it because we'll feel stupid? Is it because we wouldn't want to puff up the other person? Is it because we'd rather do it the hard way, learning it on our own, rather than the easy way - learning from someone who's done it? Is there some kind of guilt that kicks in when we get the shortcut?"
"So the next time you hear of someone who has been successful at something, call them up, congratulate them, and invite them to tell you EXACTLY how they did it. It will make you rich."
Bill Caskey is a sales development leader and experimenter. His ideas about selling are convictions about life, money, and meaning. He has coached sales professionals and executives for over 19 years. To learn more, visit his website www.CaskeyTraining.com.
Wednesday, August 26, 2009
Sales Tip: Remain Positive on Twitter
Are you on Twitter? One of the fastest growing forms of social media, you can find almost anyone on it publishing their thoughts to the world - including us! Click here to follow our Managing Editor, Tina LoSasso (aka LadySalesDog) on Twitter.
One of the things that makes Twitter so engaging is how easy it is to keep up with others, and how easy it is for you to get a quick thought out to your readers. Of course, that also means it's very easy to post something you shouldn't without taking the time to think about the consequences. Sales trainer Mark Hunter, (who's also on Twitter!) has a compelling story that will make you think twice before your next tweet.
"Watch what you say on Twitter," says Hunter. "The other day, I received a tweet from a person complaining about a customer they lost and they even mentioned the company's name. STUPID is the first word that comes to my mind. We have all read about times where somebody in some faraway place gets in trouble for saying something publicly that should have been said privately (or not said at all!). Yet, I saw this first-hand in my circle of tweeters."
"As tempting as it is to vent on Twitter or any other social media site, you do so at great risk. Sales is about creating relationships. Even though you may say you could not care less about the company you want to blast in a tweet or other posting, you're subsequently telling the world that they could be the next one you blast. It all goes without saying: Be careful about what you post and never ever post anything before you have really thought it through."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
One of the things that makes Twitter so engaging is how easy it is to keep up with others, and how easy it is for you to get a quick thought out to your readers. Of course, that also means it's very easy to post something you shouldn't without taking the time to think about the consequences. Sales trainer Mark Hunter, (who's also on Twitter!) has a compelling story that will make you think twice before your next tweet.
"Watch what you say on Twitter," says Hunter. "The other day, I received a tweet from a person complaining about a customer they lost and they even mentioned the company's name. STUPID is the first word that comes to my mind. We have all read about times where somebody in some faraway place gets in trouble for saying something publicly that should have been said privately (or not said at all!). Yet, I saw this first-hand in my circle of tweeters."
"As tempting as it is to vent on Twitter or any other social media site, you do so at great risk. Sales is about creating relationships. Even though you may say you could not care less about the company you want to blast in a tweet or other posting, you're subsequently telling the world that they could be the next one you blast. It all goes without saying: Be careful about what you post and never ever post anything before you have really thought it through."
Mark Hunter, "The Sales Hunter," helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. As a keynote speaker, he is best known for his ability to motivate and move an organization through his high-energy presentations. Learn more at www.TheSalesHunter.com
Tuesday, August 25, 2009
Beating the End-of-Summer-Blues
With August winding down, it's time for the kids to head back to school - and for any salespeople still dreaming of vacation mode to snap out of it. We're closing in on Q4, and you've got goals to meet!
That being said, we've got a great article from sales trainer Colleen Francis to help get you out of vacation mode and back to your sales goals. Print out these top six traits of successful salespeople and put them up right by your computer. You'll be inspired to get back to work, and to sell more than ever!
Successful Salespeople...
1. Work smart and effectively
They intention, they plan and they take action. They take time to play. They get up early, rarely complain. While expecting performance from others, they expect extraordinary performance from themselves. Repeated, high-level success starts with recognition that hard work pays off.
2. Are curious and eager to learn
They study, ask questions, read and learn - constantly! They apply and/or take advantage of what they learn. Repeated success is not about memorizing facts, it's about being able to take information and create, build, or use it in new and resourceful ways. Successful people want to learn everything about everything!
3. Work on themselves
Socrates said 'Know Thyself.' Really successful people work on their personality, leadership skills, management skills, and every other detail of life. When a relationship or business deal goes sour, they learn from what happened and do better next time. Successful people don't accept flaws; they fix them!
4. Are self-reliant and take responsibility
Successful people don't worry about blame. They don't waste time complaining and they take responsibility for all their results good or bad. They make decisions and move on. Extremely successful people take the initiative, take action and accept the responsibilities for their decisions and the results. Your clients want to deal with agents, not victims. The buck stops with you. Own up to your results and if you don't like them don't worry. If you change your actions you can change your results... if you take action immediately. The decision to change is yours.
5. Respond wisely to change
Even in times of stress or turmoil, highly successful people keep their balance. They know the value of timing, humor, patience and being prepared. Extraordinarily successful people breathe easily, ask questions, and make quick decisions, even in a crisis. Unsuccessful people resist change. They are frightened by change and prefer the "devil they know." Highly successful people embrace change because they know that change can bring new and better results. What are you doing everyday to create a new and improved result? What changes do you make when you don't like your results. Remember. If you always do what you have always done, you will always get what you have always gotten.
6. Take action!
When an investment isn't working out, they sell. When they see an opportunity, they make the call. If an important relationship is cooling down, they take time to renew it. When technology, a new competitor or a change in the economic situation requires an adjustment, they are the first and quickest to respond. Business does not stop and wait until you make a decision. Act now and take advantage of what all opportunities hold. You will not be disappointed. This trait above all else will propel you to success.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Start improving your results today with Engage's online Newsletter Engaging Ideas and a FREE 7 day intensive sales eCourse: www.EngagingIdeasOnline.com.
That being said, we've got a great article from sales trainer Colleen Francis to help get you out of vacation mode and back to your sales goals. Print out these top six traits of successful salespeople and put them up right by your computer. You'll be inspired to get back to work, and to sell more than ever!
Successful Salespeople...
1. Work smart and effectively
They intention, they plan and they take action. They take time to play. They get up early, rarely complain. While expecting performance from others, they expect extraordinary performance from themselves. Repeated, high-level success starts with recognition that hard work pays off.
2. Are curious and eager to learn
They study, ask questions, read and learn - constantly! They apply and/or take advantage of what they learn. Repeated success is not about memorizing facts, it's about being able to take information and create, build, or use it in new and resourceful ways. Successful people want to learn everything about everything!
3. Work on themselves
Socrates said 'Know Thyself.' Really successful people work on their personality, leadership skills, management skills, and every other detail of life. When a relationship or business deal goes sour, they learn from what happened and do better next time. Successful people don't accept flaws; they fix them!
4. Are self-reliant and take responsibility
Successful people don't worry about blame. They don't waste time complaining and they take responsibility for all their results good or bad. They make decisions and move on. Extremely successful people take the initiative, take action and accept the responsibilities for their decisions and the results. Your clients want to deal with agents, not victims. The buck stops with you. Own up to your results and if you don't like them don't worry. If you change your actions you can change your results... if you take action immediately. The decision to change is yours.
5. Respond wisely to change
Even in times of stress or turmoil, highly successful people keep their balance. They know the value of timing, humor, patience and being prepared. Extraordinarily successful people breathe easily, ask questions, and make quick decisions, even in a crisis. Unsuccessful people resist change. They are frightened by change and prefer the "devil they know." Highly successful people embrace change because they know that change can bring new and better results. What are you doing everyday to create a new and improved result? What changes do you make when you don't like your results. Remember. If you always do what you have always done, you will always get what you have always gotten.
6. Take action!
When an investment isn't working out, they sell. When they see an opportunity, they make the call. If an important relationship is cooling down, they take time to renew it. When technology, a new competitor or a change in the economic situation requires an adjustment, they are the first and quickest to respond. Business does not stop and wait until you make a decision. Act now and take advantage of what all opportunities hold. You will not be disappointed. This trait above all else will propel you to success.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Start improving your results today with Engage's online Newsletter Engaging Ideas and a FREE 7 day intensive sales eCourse: www.EngagingIdeasOnline.com.
Monday, August 24, 2009
Quote of the Week
"Anyone can hold the helm when the sea is calm." -- Publilius Syrus
Are you going through a tough time at work right now? Instead of feeling defeated and giving in to the "Why me?" attitude, think of your tough situation as an opportunity to show your value to your boss. Great work during hard times is even more impressive than great work during great times.
Same goes for a tough situation with one of your clients - if you can take the problem, deal with it calmly, and find a solution, they'll see you as someone they can count on. This is invaluable in the business world, so get out there and start proving your worth!
Are you going through a tough time at work right now? Instead of feeling defeated and giving in to the "Why me?" attitude, think of your tough situation as an opportunity to show your value to your boss. Great work during hard times is even more impressive than great work during great times.
Same goes for a tough situation with one of your clients - if you can take the problem, deal with it calmly, and find a solution, they'll see you as someone they can count on. This is invaluable in the business world, so get out there and start proving your worth!
Friday, August 21, 2009
Keep in Touch - The Right Way!
A reader of Colleen Francis' sales blog recently asked her the best way to stay in touch with a customer without sounding like you're trying to sell something every time. Often times a long sales process necessitates you check back in - but you better not say you're calling to check in! Use these tips from Francis instead.
Try incorporating the following 5 habits into your sales regimen:
1. Plan regular contacts with all your customers. According to the American Marketing Association, people can handle up to 200 contacts per year. Even I think that might be a little overkill, so how about agreeing to contact your clients once every two weeks? This will help guarantee that your clients never get the chance to forget who you are or slip away unnoticed.
2. Never multi-task when talking to a customer. I can't stress this enough. In the era of BlackBerry's, cell phones and Bluetooth, we all think we can do a thousand things at once. If you're checking your email or updating your schedule while on the phone with a client, believe me - they can tell! Whether you're with your client in person or on the phone, give them your full attention. Turn off the cell phone, email or PDA and stay focused on the person you're actually talking to. This won't result in you missing out on other opportunities. It will increase your likelihood of getting more business from the customer you're with!
3. Show your sincere appreciation. Every time a customer buys something from you, gives you a referral or goes out of their way for you, don't just sit back and expect that they will continue to do so in the future. Acknowledge what they have done and thank them for their business, assistance or generosity. Remember: reciprocity is, by definition, a two-way street. When people give you something and you don't acknowledge it, most of them will think long and hard before helping you again.
4. If you haven't heard from a client because they are out of the office, busy, sick, traveling or just plain ignoring you, don't stop trying to reach them. Keeping the lines of communication open will maximize the chances that you will get a response when the person is better positioned to give you one. If your usual methods of communicating aren't working, try something innovative, like sending a message by courier, fax or snail mail. Sometimes simply shaking up the way you communicate is enough to recapture a client's attention.
5. Last and most definitely not least, always think of your clients first and put their needs ahead of your own. This doesn't have to be a grand gesture or heroic act of self-sacrifice. The next time you read an article that you think might interest your client, just send it along to them with a little note (if appropriate) that says: "I thought this might be of interest to you."
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Start improving your results today with Engage's online Newsletter Engaging Ideas and a FREE 7 day intensive sales eCourse: www.EngagingIdeasOnline.com.
Try incorporating the following 5 habits into your sales regimen:
1. Plan regular contacts with all your customers. According to the American Marketing Association, people can handle up to 200 contacts per year. Even I think that might be a little overkill, so how about agreeing to contact your clients once every two weeks? This will help guarantee that your clients never get the chance to forget who you are or slip away unnoticed.
2. Never multi-task when talking to a customer. I can't stress this enough. In the era of BlackBerry's, cell phones and Bluetooth, we all think we can do a thousand things at once. If you're checking your email or updating your schedule while on the phone with a client, believe me - they can tell! Whether you're with your client in person or on the phone, give them your full attention. Turn off the cell phone, email or PDA and stay focused on the person you're actually talking to. This won't result in you missing out on other opportunities. It will increase your likelihood of getting more business from the customer you're with!
3. Show your sincere appreciation. Every time a customer buys something from you, gives you a referral or goes out of their way for you, don't just sit back and expect that they will continue to do so in the future. Acknowledge what they have done and thank them for their business, assistance or generosity. Remember: reciprocity is, by definition, a two-way street. When people give you something and you don't acknowledge it, most of them will think long and hard before helping you again.
4. If you haven't heard from a client because they are out of the office, busy, sick, traveling or just plain ignoring you, don't stop trying to reach them. Keeping the lines of communication open will maximize the chances that you will get a response when the person is better positioned to give you one. If your usual methods of communicating aren't working, try something innovative, like sending a message by courier, fax or snail mail. Sometimes simply shaking up the way you communicate is enough to recapture a client's attention.
5. Last and most definitely not least, always think of your clients first and put their needs ahead of your own. This doesn't have to be a grand gesture or heroic act of self-sacrifice. The next time you read an article that you think might interest your client, just send it along to them with a little note (if appropriate) that says: "I thought this might be of interest to you."
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line. Start improving your results today with Engage's online Newsletter Engaging Ideas and a FREE 7 day intensive sales eCourse: www.EngagingIdeasOnline.com.
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