Who Do You Admire?

I remember growing up and wanting to be a doctor. My grandfather was a doctor and was allowed to smoke Dutch Masters President cigar’s in the house after dinner. I thought that was pretty cool. I’m sure there were other reasons I aspired to be like him, but cannot recall them today.

Recently I asked a new client who they admire and they were caught off guard. They replied with, “Well, I guess my father.” I asked, “How often do you see your father?” “About two to three times a year, I guess.” they answered. “What do you admire about your father?” I asked. Silence. He couldn’t think of anything. [Read more…]

The Most Important Question You Could Ask a Prospect

Seems like the greatest competition we face is not another company targeting our prospects in a shared marketplace, rather prospects deciding to do nothing or to take on doing the task themselves.  Unfortunately, untrained salespeople that love to talk and demonstrate how much they know originate the option of doing it yourself (DIY) in the prospects mind.  This does a strong disservice to them, because the salesperson is suppose to know more than them, so they get hired.  Or the salesperson makes the buying process (i.e. making the prospect chose from too many different options) so difficult to understand, the prospect’s frustration cause them to stall in moving forward with the project. [Read more…]

Avoid the Need to be Right

Buying is emotional; selling should not be. This does not mean that you don’t present with conviction, and occasional enthusiasm when appropriate.  Once you become emotionally involved in your sale, it becomes difficult to see the situation clearly.  Emotion fogs clarity.  A common occurrence is to get excited and start counting dollars when a prospect says they like something about your offering. Instead of jumping to an early assumption that this is a likely sale, clarify what they like.  Ask gain questions instead.  For example, “That is good to hear, how do you see this helping you?” or “How much do you think this would benefit your situation?” [Read more…]

I know why I’m stuck. Here’s what I’m going to do about it.

It happened. I’m in a rut. A bit ironic, because I teach a full-day workshop called From Rut to Strut. Now I need to practice what I teach.

Let me share more about my state.  I’m busy!  Never been busier.  But I’m not growing.  As a person, I am not growing.  And as a business, I am not growing. [Read more…]

Three Questions Begin with One Answer

Starting a journey begins with a desire of wanting and believing you deserve more or you decide to no longer accept the current status of your life.  Some steps will not be easy and you will often be tested and challenged.  Growing takes a strong commitment; enough to overcome all adversity.  A determined focus will prevent distractions from your goal.  As you begin this quest, ask yourself the following three questions. [Read more…]

Start or Wait…What should I do?

The summer of 2010 I took the StrengthFinders™ test and found my top strength was Learner. This means I feel strong when I’m learning (I also have Responsibility, Intellection, Empathy and Connectedness). As a Learner, I enjoy reading business and self-development books and have found a conflict in the advice from two positions. The conflict is in the mixed message of “Taking Action” and “Delaying Gratification.”

One position is taking action and getting started.  This has always been my axiom from Og Mandino as he stresses it in Scroll IX, “I will act now” from his book the “Greatest Salesman in the World.”  Supporting this position is David J. Schwartz in his book, “The Magic of Thinking Big” as he writes in chapter 10; “The way to combat any kind of fear is action.” [Read more…]

7 Assumptions – Which Ones to Make and Others to Avoid

We define our reality of a situation based on our past experiences, judgments, internal beliefs and bias. All mixed together and weighed differently, we create our perception. No two realities are the same.

But is our perception of reality true? It’s real? Yes. No one can take away your reality. But what’s real, may not be true. That is the questions we need to consider as we encounter new situations.

Below is a list of assumptions that may be part of our reality, and should be given a second thought to determine if they are true. Be conscious of them as we engage with others.

1) Prospect will only buy from me if I have the lowest price. If the prospect is making their decision on the lowest price, and not dealing in commodities, they are probably not talking to a salesperson, they are probably buying off the Internet. Salespeople add value to the purchasing process. And that is a benefit salespeople often forget when fighting a prospect on price. Prospects mask their vulnerability and lack of knowledge by putting up a front of buying on price. Prospect are guarded and their own skepticism and misconceptions prevent them from being open-minded and learning more about what makes a product different and the impact of that difference to them. [Read more…]

Monroe’s Motivated Sequence

In the mid-1930s, Alan H. Monroe developed a pattern for persuasive messages that has become something of a standard because of its effectiveness. It is both logically and psychologically sound. It is known as the motivated sequence. It is explicitly designed to move an audience to action. [Read more…]

7 Tips to Goal Setting in Real Life

  1. Do the means justify the ends?  Too often we focus on the outcome and lose track of the process.  Remember your math teacher from 4th grade that always wanted you to show your work?  You found the answer, but what they really wanted was to make sure you understood the process.  When you focus on the process, the outcome is predictable.  Over time you improve the process and the outcome improves.
  2. What are you known for? This is your brand, your reputation.  It is also the topic-zone you work in.  Think of 5 buzzwords that describe your business.  I use sales training; sales seminars; sales workshops; sales coaching; and sales development.  All related to sales.  Sometimes I’m invited, and tempted, to present on other topics.  I need to pause and focus on what I’m known for.  If I stray and attempt to deliver something else, that I’m not as strong in, my reputation will take a hit and I will feel like I didn’t deliver the results I intended. [Read more…]

Prospects Define Value by Your Commitment and Persistence

Lately I’m hearing a lot of salespeople say they call prospects, leave messages and they never call them back.  Most times the prospect doesn’t answer the phone.  In an age where every phone has Caller ID it is a split second decision is quickly ignore the interruption.  When this is true most of the time, we want to ask ourselves, “Why?”

Salesperson Phone

The strongest influence in personal behavior is weighing the consequences of any action.  What are the consequences of answering the phone or returning a voice mail message of any unknown person?  Another factor in determining what we do and don’t is fear.  Combine those two and here is what the prospect is thinking; “I don’t know this person; I don’t know why they are calling; I’m busy; I’m afraid if I answer, I’ll never get that time back; and if I avoid it, it will go away.”  And guess what, you do.  You stop calling.  The prospect was right! [Read more…]