"Ninety percent of all those who fail are not actually defeated. They simply quit." -- Paul J. Meyer
Sales is a tough profession to be in. There's the rejection, the long hours, the constant worry - and oh ya, the rejection.
The only way to succeed in sales is to have the strength to keep going, and not let it get you down. Look at every day like a new day, one in which you can reach your goals!
Monday, February 28, 2011
Friday, February 25, 2011
SalesDog Quick Tip - Smile!
Before making cold calls, make sure you're sitting up in your chair and smiling. Not only will you feel better and more confident, but that confidence will carry over in to your speech!
Thursday, February 24, 2011
Your Customers Are Selling You
Today sales trainer Mark Hunter shares how your customer is selling you! It's an interesting, thought-provoking article.
Your customers are selling you as much as you're selling your customers.
Anytime you're in the middle of a heated presentation with a customer, it's only natural for the customer to start trying to sell you. You might ask what are they trying to sell you? It's simple — they're trying to sell you why they don't want what you're offering, but only with enough emphasis not to have you run away. They just want you to make them a better deal.
Today's economy has only compounded this problem where everybody thinks for some reason they're special and, therefore, they should have a deal that's special to them. It's easy to fall into the customer's trap, as it usually begins with the customer expressing some hesitation. However, at the same time as they're expressing some hesitation, they're usually sharing with you the unique problems and issues they have.
I've found customers love to share their unique issues with the salesperson because they believe that by sharing what they believe is unique to them, the salesperson will then extend to them an offer that's not available to anyone else.
New salespeople fall for this very quickly. At the same time, I've watched many veteran salespeople unknowingly fall into it also. This is especially true when the customer and salesperson are of opposite sexes. The way you avoid this trap is by staying firm in the confidence of what your price/value relationship is.
Once you start wavering with one customer you will find yourself wavering with many more customers to the point that if you don't catch yourself you will start going into every selling situation thinking beforehand how you're going to personalize the offer to allow the customer to have a unique deal.
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
Your customers are selling you as much as you're selling your customers.
Anytime you're in the middle of a heated presentation with a customer, it's only natural for the customer to start trying to sell you. You might ask what are they trying to sell you? It's simple — they're trying to sell you why they don't want what you're offering, but only with enough emphasis not to have you run away. They just want you to make them a better deal.
Today's economy has only compounded this problem where everybody thinks for some reason they're special and, therefore, they should have a deal that's special to them. It's easy to fall into the customer's trap, as it usually begins with the customer expressing some hesitation. However, at the same time as they're expressing some hesitation, they're usually sharing with you the unique problems and issues they have.
I've found customers love to share their unique issues with the salesperson because they believe that by sharing what they believe is unique to them, the salesperson will then extend to them an offer that's not available to anyone else.
New salespeople fall for this very quickly. At the same time, I've watched many veteran salespeople unknowingly fall into it also. This is especially true when the customer and salesperson are of opposite sexes. The way you avoid this trap is by staying firm in the confidence of what your price/value relationship is.
Once you start wavering with one customer you will find yourself wavering with many more customers to the point that if you don't catch yourself you will start going into every selling situation thinking beforehand how you're going to personalize the offer to allow the customer to have a unique deal.
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
Wednesday, February 23, 2011
A Disturbing Deficit
Sales trainer Tom Reilly's newsletter never fails to get me thinking. Today he discusses the importance of connection, especially in today's business world.
In the United States, most people are concerned rightly about a 1.6 trillion dollar federal budget deficit, yet there is another deficit that is far more insidious and perilous to business—a diminution of empathy.
In 2010, researchers found that empathy among college students is at an all-time low. Seventy-five percent of the students tested reported the lowest scores on empathy in the thirty-plus years that social scientists have been studying this. These all-time-low empathy scores are happening against the backdrop of all-time-high narcissism scores.
We have a coming-of-age generation that would rather text than talk, send an abbreviated e-mail over a hand-written note, and make a quick cell-phone call versus invest face time with someone in deep conversation. On one hand, this presents a significant challenge for sales managers that recruit from the ranks of college students. On the other hand, this offers a great opportunity for salespeople who rely on empathy and people skills to build relationships with customers. Professional selling is a people business.
Humans are social creatures. We are hard wired to interact physically with other people. We want to do business with those whom we trust and like. Carl Rogers, father of client-centered therapy, wrote, "Nothing feels so good as being understood, not evaluated or judged." Actively listening to customers requires that we set aside personal biases (put narcissism on hold) and understand (empathize with) their reality, as subjective as it appears. Who would have thought that an ageless concept like empathy would become the new frontier for differentiation?
Tom Reilly, president of Tom Reilly Training, is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers. Learn more at www.TomReillyTraining.com
In the United States, most people are concerned rightly about a 1.6 trillion dollar federal budget deficit, yet there is another deficit that is far more insidious and perilous to business—a diminution of empathy.
In 2010, researchers found that empathy among college students is at an all-time low. Seventy-five percent of the students tested reported the lowest scores on empathy in the thirty-plus years that social scientists have been studying this. These all-time-low empathy scores are happening against the backdrop of all-time-high narcissism scores.
We have a coming-of-age generation that would rather text than talk, send an abbreviated e-mail over a hand-written note, and make a quick cell-phone call versus invest face time with someone in deep conversation. On one hand, this presents a significant challenge for sales managers that recruit from the ranks of college students. On the other hand, this offers a great opportunity for salespeople who rely on empathy and people skills to build relationships with customers. Professional selling is a people business.
Humans are social creatures. We are hard wired to interact physically with other people. We want to do business with those whom we trust and like. Carl Rogers, father of client-centered therapy, wrote, "Nothing feels so good as being understood, not evaluated or judged." Actively listening to customers requires that we set aside personal biases (put narcissism on hold) and understand (empathize with) their reality, as subjective as it appears. Who would have thought that an ageless concept like empathy would become the new frontier for differentiation?
Tom Reilly, president of Tom Reilly Training, is an authority on value-added selling, and speaks to thousands of salespeople and managers annually on increasing their value to their company and customers. Learn more at www.TomReillyTraining.com
Monday, February 21, 2011
Quote of the Week
"You need to overcome the tug of people against you as you reach for high goals." -- George Patton, General
There will always be people who don't believe in you or what you're doing. People who will bring you down with their negativity, and intentionally (or unintentionally) hold you back. When you've got bog goals, one of the best things you can do is notice the people who hold you back and break away from their influence.
For example, if your co-workers are negative, avoid the break room and take a walk. Breathe in fresh air, think about your goals, and walk back into work ready to reach them. Don't let others drag you down!
There will always be people who don't believe in you or what you're doing. People who will bring you down with their negativity, and intentionally (or unintentionally) hold you back. When you've got bog goals, one of the best things you can do is notice the people who hold you back and break away from their influence.
For example, if your co-workers are negative, avoid the break room and take a walk. Breathe in fresh air, think about your goals, and walk back into work ready to reach them. Don't let others drag you down!
Friday, February 18, 2011
Help People Decide
Author and speaker Anne Miller knows how to engage people and get them listening - and today she points out another resource that does the same. Miller's articles never fail to make an impact on me - read on, and I'm sure you'll feel the same!
Guy Kawasaki, former chief evangelist for Apple, has an interesting new book coming out in March that, among other things, focuses readers on some basic truths when it comes to communicating the value of services to clients.
In "Enchantment: The Art of Changing Hearts, Minds, and Actions," he extends the concept of benefits to "salient points." Salient points illuminate facts with meaning to facilitate quicker decisions from buyers. His example: "A label on a cheeseburger that says, 'You'll gain half a pound from eating this' communicates more salient information than 'Total calories: 1500.' Other examples:
Cars: miles per gallon vs. cost of fuel per year
iPads: gigabytes of storage capacity vs. number of songs and movies the device can hold
Charities: monetary amount vs. how long your donation will feed a child
In each case, the salient points add meaning to the facts, thus allowing people to appreciate the impact of the facts they are hearing which leads them to make decisions faster.
Salient Point for Sellers
It is so easy for sellers to get trapped in data dumps. We know so much and feel compelled to share it all! However, listeners today - and in the past - still want to know "Why do I care? What does it mean to me?" Without that link, it is hard for them to justify a decision.
Review your presentations and business conversations. Whether you call them benefits, so whats? or salient points, they are essential growing your business.
Sales and presentation specialist Anne Miller is the author of "Metaphorically Selling" and "Make What You Say Pay!". Check out her site at www.annemiller.com.
Guy Kawasaki, former chief evangelist for Apple, has an interesting new book coming out in March that, among other things, focuses readers on some basic truths when it comes to communicating the value of services to clients.
In "Enchantment: The Art of Changing Hearts, Minds, and Actions," he extends the concept of benefits to "salient points." Salient points illuminate facts with meaning to facilitate quicker decisions from buyers. His example: "A label on a cheeseburger that says, 'You'll gain half a pound from eating this' communicates more salient information than 'Total calories: 1500.' Other examples:
Cars: miles per gallon vs. cost of fuel per year
iPads: gigabytes of storage capacity vs. number of songs and movies the device can hold
Charities: monetary amount vs. how long your donation will feed a child
In each case, the salient points add meaning to the facts, thus allowing people to appreciate the impact of the facts they are hearing which leads them to make decisions faster.
Salient Point for Sellers
It is so easy for sellers to get trapped in data dumps. We know so much and feel compelled to share it all! However, listeners today - and in the past - still want to know "Why do I care? What does it mean to me?" Without that link, it is hard for them to justify a decision.
Review your presentations and business conversations. Whether you call them benefits, so whats? or salient points, they are essential growing your business.
Sales and presentation specialist Anne Miller is the author of "Metaphorically Selling" and "Make What You Say Pay!". Check out her site at www.annemiller.com.
Thursday, February 17, 2011
You're in Need of a Quick Win!
Sales trainer Kim Duke writes a newsletter geared towards women in the sales profession - although of course, her advice is so great, anyone can benefit from it! Today she shares a great reminder that can help get you out of the winter blahs and kickstart your sales!
I was hanging out with my nieces and sis last night. We were eating banana bread, watching 4 episodes of Cake Boss and just getting in some over-due GIRL TIME.
My oldest niece just started taking art and proudly pulled out her first drawings of spheres, shadows, arrows and boxes. She put her fuzzy slippers on my leg and said with a grin...
"I thought I was going to be terrible at art Auntie. But LOOK - I quickly did these - and they turned out great! My teacher said it's the best way to start art....with a QUICK WIN."
I stopped mid-bite of my banana bread.
"Quick Win??? OMG - you're brilliant -get me a pen!"
You Need To Get A Quick Win!
So.
We're knee-deep in February, it feels like spring is never going to get here, and new and existing customers seem to be taking longer than usual to make up their minds.
You're in DIRE NEED OF A QUICK WIN!
Years ago I had a sales manager who had a great piece of advice when business was slow.
"Go sell something small."
My niece's art teacher was the same. She encouraged her students to have a QUICK WIN (and she made sure they did)
What's A Quick Win?
* You create a small intro or blow-out package for existing customers or people who are on the edge of buying from you - that is too enticing for them to turn down.
* Selling these small packages gives you the positive surge and momentum - it kick starts your sales again!
So get out there - and get YOUR QUICK WIN!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs 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
I was hanging out with my nieces and sis last night. We were eating banana bread, watching 4 episodes of Cake Boss and just getting in some over-due GIRL TIME.
My oldest niece just started taking art and proudly pulled out her first drawings of spheres, shadows, arrows and boxes. She put her fuzzy slippers on my leg and said with a grin...
"I thought I was going to be terrible at art Auntie. But LOOK - I quickly did these - and they turned out great! My teacher said it's the best way to start art....with a QUICK WIN."
I stopped mid-bite of my banana bread.
"Quick Win??? OMG - you're brilliant -get me a pen!"
You Need To Get A Quick Win!
So.
We're knee-deep in February, it feels like spring is never going to get here, and new and existing customers seem to be taking longer than usual to make up their minds.
You're in DIRE NEED OF A QUICK WIN!
Years ago I had a sales manager who had a great piece of advice when business was slow.
"Go sell something small."
My niece's art teacher was the same. She encouraged her students to have a QUICK WIN (and she made sure they did)
What's A Quick Win?
* You create a small intro or blow-out package for existing customers or people who are on the edge of buying from you - that is too enticing for them to turn down.
* Selling these small packages gives you the positive surge and momentum - it kick starts your sales again!
So get out there - and get YOUR QUICK WIN!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs 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
Subscribe to:
Posts (Atom)