"The best place to find a helping hand is at the end of your own arm." -- Swedish Proverb
How true is this? Sometimes the workload or expectations we face everyday seem like too much. When you get that feeling, resist the urge to go complain to your co-workers or mope until someone offers to help you. Instead take a minute to think of all you're capable of, and then get moving. You are your best source of help and inspiration - no one else!
Monday, November 30, 2009
Wednesday, November 25, 2009
Decide That You WANT to Listen
I came across this article from sales and communication expert Dianne Booher, and it was so true I had to share it with you.
Booher says, "Many people listen poorly because they have no intention of listening well. They're preoccupied. They're too busy talking so that they can feel understood."
How many times have you sat in a meeting and watched a co-worker stare off into space or check their BlackBerry under the table? What about the person that cuts someone off mid-sentence to continue with their own agenda? You might not believe it, but these actions aren't kept just to the workplace - they extend to meetings with clients and prospects. Yikes! Read on for more of what Booher has to say on the topic.
"Have you ever heard people say that they don't have time for something: golf, a fundraiser, church, or dinner with a friend? What they mean is that something isn't important enough to them yet to make time for it," says Booher.
"The same is true for listening. We'll find ourselves poor listeners until we make up our minds we want to become good listeners. Listening requires conscious effort and a willing mind. It's a decision to take an action, not just waiting your turn to talk."
"Listening involves actively processing what the other person is saying to you: clarifying, asking questions, drawing out additional information, reading between the lines, giving feedback, verifying understanding, analyzing, and drawing conclusions about what you've heard," continues Booher.
"What's the payoff? Listening keeps you informed. It increases your impact when you do speak. It gives you a negotiating edge and powerful influence. Best of all, others will love you."
"Whether you're sitting around the conference table in a team meeting or the dining table for your Thanksgiving meal, make a conscious effort to listen. Listening is a gift you give to yourself and to others. Give it on purpose, not just when forced."
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
The SalesDog blog will be quiet the next two days as we take time off to celebrate the Thanksgiving holiday with our families. We wish you all the very best - see you on Monday!
Booher says, "Many people listen poorly because they have no intention of listening well. They're preoccupied. They're too busy talking so that they can feel understood."
How many times have you sat in a meeting and watched a co-worker stare off into space or check their BlackBerry under the table? What about the person that cuts someone off mid-sentence to continue with their own agenda? You might not believe it, but these actions aren't kept just to the workplace - they extend to meetings with clients and prospects. Yikes! Read on for more of what Booher has to say on the topic.
"Have you ever heard people say that they don't have time for something: golf, a fundraiser, church, or dinner with a friend? What they mean is that something isn't important enough to them yet to make time for it," says Booher.
"The same is true for listening. We'll find ourselves poor listeners until we make up our minds we want to become good listeners. Listening requires conscious effort and a willing mind. It's a decision to take an action, not just waiting your turn to talk."
"Listening involves actively processing what the other person is saying to you: clarifying, asking questions, drawing out additional information, reading between the lines, giving feedback, verifying understanding, analyzing, and drawing conclusions about what you've heard," continues Booher.
"What's the payoff? Listening keeps you informed. It increases your impact when you do speak. It gives you a negotiating edge and powerful influence. Best of all, others will love you."
"Whether you're sitting around the conference table in a team meeting or the dining table for your Thanksgiving meal, make a conscious effort to listen. Listening is a gift you give to yourself and to others. Give it on purpose, not just when forced."
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
The SalesDog blog will be quiet the next two days as we take time off to celebrate the Thanksgiving holiday with our families. We wish you all the very best - see you on Monday!
Tuesday, November 24, 2009
Five Tips for Creating C-Level Selling Confidence
When you're selling to the CEO, the CFO, or the CMO, there's a lot going on that can make you nervous. After all, this is the person who makes the final decision. They're often tired from overwork, and they see more salespeople then they'd like to each day - so you've got to make it count, every time. Today sales trainer Sam Manfer has five tips for us that will help you build the confidence needed to sell to these power players.
Keep learning your trade. The three areas of continuing education are selling skills, people skills and your product/service skills. As you learn more about any one of the three, you will become more assured of yourself.
Prepare for the encounter. Get coaching from someone about the person you will be meeting. To avoid biases, I call the person directly and ask him/her the expectation they have for the meeting saying, "So that I don't bore you with a lot of grizzly details you don't want to hear, what would you like me to be prepared to talk with you about?" It will amaze you how this warms up the other person.
Approach the meeting with a quest to learn. It will take off all the performance pressure. All you have to do is prepare questions. If he already told you in the pre-call, confirm what he told you to be sure. Then dig into the details. Once he tells you the tune he wants to hear, you can sing it with passion. Why worry yourself about what to say when, if you ask and listen, they will tell you what they want to hear?
Prepare yourself. People with the power to say yes or no are intimidating. This is fear. Fear means you are thinking negatively about the upcoming event. Since you don't know the future, project positively. That becomes excitement. What you think the other person will think of you comes through in your walk, your posture, your language, and your tone. So be thinking great results and it will pump up both of you.
Advise yourself as you would your child or a close friend about being confident. If your daughter told you she was nervous about an upcoming interview, what advice would you give her? Well, you are that child and you have the answers to your own power. You just have to ask yourself, "What can I do?" Then listen.
Sam Manfer delivers keynote speeches and in-depth selling workshops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Follow Sam's C-Level Selling Blog for more insights.
Keep learning your trade. The three areas of continuing education are selling skills, people skills and your product/service skills. As you learn more about any one of the three, you will become more assured of yourself.
Prepare for the encounter. Get coaching from someone about the person you will be meeting. To avoid biases, I call the person directly and ask him/her the expectation they have for the meeting saying, "So that I don't bore you with a lot of grizzly details you don't want to hear, what would you like me to be prepared to talk with you about?" It will amaze you how this warms up the other person.
Approach the meeting with a quest to learn. It will take off all the performance pressure. All you have to do is prepare questions. If he already told you in the pre-call, confirm what he told you to be sure. Then dig into the details. Once he tells you the tune he wants to hear, you can sing it with passion. Why worry yourself about what to say when, if you ask and listen, they will tell you what they want to hear?
Prepare yourself. People with the power to say yes or no are intimidating. This is fear. Fear means you are thinking negatively about the upcoming event. Since you don't know the future, project positively. That becomes excitement. What you think the other person will think of you comes through in your walk, your posture, your language, and your tone. So be thinking great results and it will pump up both of you.
Advise yourself as you would your child or a close friend about being confident. If your daughter told you she was nervous about an upcoming interview, what advice would you give her? Well, you are that child and you have the answers to your own power. You just have to ask yourself, "What can I do?" Then listen.
Sam Manfer delivers keynote speeches and in-depth selling workshops for those anxious to increase sales. His hands-on coaching turns individuals and sales organizations into selling whirlwinds. Follow Sam's C-Level Selling Blog for more insights.
Monday, November 23, 2009
Quote of the Week
"Happiness is mostly a byproduct of doing what makes us feel fulfilled." -- Benjamin Spock, Pediatrician
With the Thanksgiving holiday this week in the U.S., I've been thinking a lot about staying positive and being thankful for the good in my life. One way to do this? Make sure you're doing what makes you feel fulfilled - do that, and the other worries will seem less important.
And even if you're in a job right now that leaves you less than fulfilled, begin brainstorming what you can do to find something that makes you fulfilled. Or, make a list of the good things you do have at your job - and focus on those things! Either way, there is good all around us - if we only choose to see it.
With the Thanksgiving holiday this week in the U.S., I've been thinking a lot about staying positive and being thankful for the good in my life. One way to do this? Make sure you're doing what makes you feel fulfilled - do that, and the other worries will seem less important.
And even if you're in a job right now that leaves you less than fulfilled, begin brainstorming what you can do to find something that makes you fulfilled. Or, make a list of the good things you do have at your job - and focus on those things! Either way, there is good all around us - if we only choose to see it.
Friday, November 20, 2009
Will They Sell For You?
Often times there are multiple people involved in the sale - and you many not even know some of them. This means your main contact then has to go and sell you to those other people - and a lot can happen in that situation. Today sales trainer Joe Guertin shows us how to avoid that situation and make the sale.
If you were a buyer, would you go out on a limb to support a new contractor or supplier? Bet you didn't think "yes" right away. These days, that decision-maker who reports to others will need your help in selling you to others.
Here are two tips on helping make it happen:
1) Don't just sell to one person, but give them whatever they'll need to 'sell' you to the rest of the team...which is best done when you:
2) Make connections with the other decision-makers. When there's a committee or other group who'll influence the decision, get an audience with them, face-to-face. The buyer is far more likely to get behind your plan when they see the others supporting it, too.
In a big-ticket, 'Complex Sale,'; a complete, internal strategy is essential. But, even in day-to-day renewals, too many opportunities are delayed or lost when a plan has to be 're-sold' internally, but without your expertise.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
If you were a buyer, would you go out on a limb to support a new contractor or supplier? Bet you didn't think "yes" right away. These days, that decision-maker who reports to others will need your help in selling you to others.
Here are two tips on helping make it happen:
1) Don't just sell to one person, but give them whatever they'll need to 'sell' you to the rest of the team...which is best done when you:
2) Make connections with the other decision-makers. When there's a committee or other group who'll influence the decision, get an audience with them, face-to-face. The buyer is far more likely to get behind your plan when they see the others supporting it, too.
In a big-ticket, 'Complex Sale,'; a complete, internal strategy is essential. But, even in day-to-day renewals, too many opportunities are delayed or lost when a plan has to be 're-sold' internally, but without your expertise.
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Thursday, November 19, 2009
Watch Your Language
I really enjoy reading advice from sales trainer Kelley Robertson - he gets straight to the point, and discusses familiar situations - so you often feel like you can apply his advice right away. Today he's talking about the impact language can have on your day - I know I'll be watching my words more carefully! Read on for his advice.
Are you familiar with the expression, "Be careful what you wish for, you might just get it?" The language you use during the course of a day can have a tremendous impact on your results.
For example, in recent weeks, I have heard people use expressions such as:
"We're clawing our way through these times."
"It's really tough out there."
"People aren't as easy to sell to as they used to be."
"It's a war zone out there."
While these comments may be accurate, every time you state them - either aloud or to yourself - you reinforce the difficulties associated with selling.
I recall talking to a coach during my second year of business. My business had taken off quickly and I distinctly remember saying, "This should be more difficult." Needless to say, a short time later, it became more difficult. When I rephrased my sentiments, revenues began to climb more easily. I'm not suggesting that using positive language will magically make your problems go away. However, what you say will either move you closer or further away from your goals.
Here's a suggestion: For one day, carefully monitor what you say and count the number of times you use language that is self-defeating, negative, or that expresses difficulty. Then change that phrase to positive focused language.
Kelley Robertson is the President and founder of Robertson Training Group. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. Learn more by visiting www.RobertsonTrainingGroup.com.
Are you familiar with the expression, "Be careful what you wish for, you might just get it?" The language you use during the course of a day can have a tremendous impact on your results.
For example, in recent weeks, I have heard people use expressions such as:
"We're clawing our way through these times."
"It's really tough out there."
"People aren't as easy to sell to as they used to be."
"It's a war zone out there."
While these comments may be accurate, every time you state them - either aloud or to yourself - you reinforce the difficulties associated with selling.
I recall talking to a coach during my second year of business. My business had taken off quickly and I distinctly remember saying, "This should be more difficult." Needless to say, a short time later, it became more difficult. When I rephrased my sentiments, revenues began to climb more easily. I'm not suggesting that using positive language will magically make your problems go away. However, what you say will either move you closer or further away from your goals.
Here's a suggestion: For one day, carefully monitor what you say and count the number of times you use language that is self-defeating, negative, or that expresses difficulty. Then change that phrase to positive focused language.
Kelley Robertson is the President and founder of Robertson Training Group. He specializes in helping businesses increase their sales, develop better negotiating skills, coach and motivate their employees, create powerful work teams and deliver outstanding customer service. Learn more by visiting www.RobertsonTrainingGroup.com.
Wednesday, November 18, 2009
Out of Sight, Out of Mind, Out of Business
Sales trainer Anne Miller recently had a wake-up call that made her take action and change some things about her business. Upon reading her story I felt compelled to make some changes for myself - you might too!
"I recently met with a client to discuss possible follow-up training to a negotiating seminar we had done for her team," says Miller. "She mentioned her need for presentation skills and when I said I could help her with that, she replied, "Oh, I am working with someone else for presentations training. I didn't know you did that." Didn't know? How could that be? I have written books on presenting, consulted on a zillion presentations across many industries, run hundreds of training and coaching sessions for people from groups of junior and seasoned reps to CEOs going out on road shows. And she didn't know????"
"Well, shame on me. I reviewed all my materials from my business cards to my website and realized it was easy for her not to know the range of services I provide. I had obviously fallen down on marketing. So I changed everything, even my email signature, to explicitly describe the value I believe I bring to clients. Now, if someone doesn't hire me, it won't be because they didn't know what I do."
"Keeping clients aware of what you do is a real challenge. Eileen Sutton took this one step further and recently sent this email to her clients. I love it because it is brief, it is friendly, and it works."
Dear Anne,
Sometimes we don't let our inner circle know of our achievements.
So far this year, I've positioned a private-equity firm, a $20B asset-management firm, a Latin American investment bank, and a cash-management firm representing 300 banks nationally.
If you're aware of a financial firm that's in the market for a clearer, more profitable identity, perhaps I can help. My new brochure is attached, and consultations are complimentary. Thanks so much for your time.
Happy to help in any way in return. Let me know.
Very best,
Eileen
How are you reminding your clients and network about your current services?
Anne Miller is a popular sales and presentations expert and author of the book, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone. She works with people in high stakes situations and clients like Yahoo!, Citigroup, and Time, Inc. to sell millions of dollars of business every year. Visit her site at www.AnneMiller.com. You can also visit her blog at http://www.annemiller.com/blog/
"I recently met with a client to discuss possible follow-up training to a negotiating seminar we had done for her team," says Miller. "She mentioned her need for presentation skills and when I said I could help her with that, she replied, "Oh, I am working with someone else for presentations training. I didn't know you did that." Didn't know? How could that be? I have written books on presenting, consulted on a zillion presentations across many industries, run hundreds of training and coaching sessions for people from groups of junior and seasoned reps to CEOs going out on road shows. And she didn't know????"
"Well, shame on me. I reviewed all my materials from my business cards to my website and realized it was easy for her not to know the range of services I provide. I had obviously fallen down on marketing. So I changed everything, even my email signature, to explicitly describe the value I believe I bring to clients. Now, if someone doesn't hire me, it won't be because they didn't know what I do."
"Keeping clients aware of what you do is a real challenge. Eileen Sutton took this one step further and recently sent this email to her clients. I love it because it is brief, it is friendly, and it works."
Dear Anne,
Sometimes we don't let our inner circle know of our achievements.
So far this year, I've positioned a private-equity firm, a $20B asset-management firm, a Latin American investment bank, and a cash-management firm representing 300 banks nationally.
If you're aware of a financial firm that's in the market for a clearer, more profitable identity, perhaps I can help. My new brochure is attached, and consultations are complimentary. Thanks so much for your time.
Happy to help in any way in return. Let me know.
Very best,
Eileen
How are you reminding your clients and network about your current services?
Anne Miller is a popular sales and presentations expert and author of the book, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone. She works with people in high stakes situations and clients like Yahoo!, Citigroup, and Time, Inc. to sell millions of dollars of business every year. Visit her site at www.AnneMiller.com. You can also visit her blog at http://www.annemiller.com/blog/
Subscribe to:
Posts (Atom)