Define Yourself

During a political season, each candidate defines himself or her­self before their opponent does it for them. As the campaigns heat up and issues are tossed around in the media and discussed with friends and neighbors, you can base your beliefs on what you believe to be true, based on your evaluation of each candidate.

The effort to “define yourself ” is not limited to just political fig­ures. You do it for yourself as a salesperson who constantly opens yourself up for acceptance and rejection in the role you play. You also take the risk of letting others define you, causing you to live according to their definition of you instead of your own. But by defining yourself, when you are rejected by prospects, criticized by others and judged by strangers, you will know their judgments to be untrue because you have decisively defined yourself. who-am-i
When you define yourself, you are consciously deciding what your goals and values are now and in the future. To help stay on track when you are tempted to accept and believe criticism, these goals and values determine your daily behaviors and priorities. Here are three questions to ask yourself about who you are and want to be. [Read more…]

Fight and fail; the only option worth taking

Lately it seems I’ve be learning a lot of lessons.  Which is another way of saying; I’ve been attempting new activities and not achieving the preferred outcome.  This is frustrating for me and I imagine the same for others who are constantly doing the same.

I don’t want to learn anymore lessons for a while.  I want a normal day of mediocrity, filled with a calm contentment and no surprises; like working on an assembly line for a few months. [Read more…]

I’m a First Responder to a No Soliciting sign

Last week I made a visit to my neighborhood mobile phone carrier’s retail store and noticed a ‘No Solicitors’ sign in the window.  This gave me pause before entering.  I thought – “I’m a Solicitor, what’s wrong with me.  Why don’t they want me to come in?”

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I peered through the glass like a school boy at a peep show, wondering what is going on inside that I was forbidden to see.  Others inside the store began to look at me and I finally mustered up the guts to pull the door open and walk in.

I stopped as everyone looked at me and said, “I saw the No Solicitors sign.  I’m a salesman.  I sell for a living.  What do you folks do behind the counter?  Are you salespeople?  Can I come in?”  [Read more…]

You Don’t Need to Educate Your Prospects

At the beginning of class I usually ask the question, “What is the goal of your sales call; whether it is on the phone or in person?”  I always hear someone say, “I need to educate my prospect.”  I replied with “Educate them on what?”  They say, “On my products, our services, the company, my experience.”  “Is that where you want the focus during the rest of the meeting – on you?” I response.  “Well, they need to know what I offer in order for them to buy from me.” They say.  “And that’s your goal of the sales call?”  “Yes,” they reply. [Read more…]

Why Won’t They Return My Call?

Probably the most asked question when discussing frustrating situations for salespeople.  My response is; “Why?  Why should they return your call?  What’s in it for them?”

You had a conversation with them.  They asked you some questions.  You asked them some questions.  But did you uncover and help them discover their reasons to take another step in the sales process towards their desired outcome?  Let me stress – their reasons – to continue – not yours.

Prospects are motivated to act based on their reasons, not yours.  They are selfish that way.  And they should be.  They are guarded, cautious, protective, defensive, offensive and skeptical.  More importantly, they are cheap, frugal, tight, and prudent.  All of which can work towards your advantage, if you position yourself correctly.  Let me explain, but first, ask you a question. [Read more…]

Commitment > Consequences

Success is only possible when you have a greater commitment to achieve the goal than the consequences you will experience if you fail.  Do you know the consequences if you fail?  Are you willing to accept them?  If you cannot live with them, your commitment is the means of overcoming them.

Commitment is transferable in all roles of your life.  Commitment to play the role of a husband or wife, mother or father, salesperson or sales manager.  And there are consequences of failure in every role. [Read more…]

The One Word to Stop Using

One of the services I offer clients is selecting and hiring superstar salespeople. I work with them on weeding through resumes and asking questions during interviews. During one of the interviews, last week, I asked a candidate to describe a superstar salesperson, and they replied with, “someone that is helping customers solve problems.” Is this how you describe a superstar salesperson? [Read more…]

SalesMax Assessment

As you start the a New Week, New Month or even the New Year, ask yourself: “What are you going to do different tomorrow, you did not do today, that will give you the results you want, that you currently don’t have?”

The main areas to focus on include your:

  • Sales Personality: Relatively stable characteristics which impact sales behaviors. These core characteristics do not change easily over time, even with training.
  • Sales Knowledge: The understanding of effective strategies at key stages of the sales cycle.
  • Sales Motivation: Motivations which drive the person.

If you are interested in learning more about your current strengths and areas to develop to achieve your sales goals, complete the form below and on the next page, you will see the instructions on how you can take the SalesMax assessment – at no charge. [Read more…]

It’s the bottom of the 7th and you’re trailing

Your team has just taken the field after another inning with no hits. You have 2 more chances at bat to change the score from being behind 5 to 3. Your focus is currently on being defensive with throwing more strikes than hits and making more outs than errors. But, you also have to get some hits in when you’re up to bat. What can you do to get more hits? That is the question.

OutfielderThis is the same question salespeople need to ask themselves when they are in the last two months of the year and they are 25% away of reaching their annual quota. You cannot have another year when you don’t make quota. At this point, with the current sales pipeline, you will fall short by $67,000 in revenue. What can you do to change the outcome of the year and make your quota? [Read more…]

7 Words to Remove From Your Sales Vocabulary

Will Rogers said, “You never have a second chance to make a first impression.”  Often salespeople can use one seemingly innocent word that immediately defines a conversation as a sales-pitch and triggers the defensive shields of suspicion in the prospect.  Words have meaning and we want to make sure the words we use as content accurately represent our desired intent.  Just as important, words hold different meanings and significance based on one’s past experiences.  If we use one of these “trigger” words, we could easily insult a prospect and devalue the service we provide.  Here are the 7 in no particular order: [Read more…]