Why Now?

June 17, 2013 By

It is common knowledge that people buy emotionally and justify the purchase intellectually.  And people will buy based in their reasons, not the salespersons; which is why you will want to focus your conversations on them, rather than yourself.

Rule #1 in sales is; “It’s about them.”  It is about their needs and wants, not what you have and offer.  When you focus on them, you will ask more questions, while you focus on listening.  You will let them talk and tell you their story.  People love to talk about themselves.  Let them be the storyteller, again, while you listen. [Read more…]

Filed Under: Beliefs, Change, Cold Calling, Prospecting, Questioning, Rapport, Technique

What is the Goal?

June 4, 2013 By

When I ask the entire sales department hierarchy, from the CEO to front line salespeople the question; “What is the goal,” the answers are not the same from everyone.  This can cause a lack of focus and collaboration from everyone trying to work together.

I recently attended a growing your business seminar with Alan Klapmeier as the keynote speaker and he defined personal success as 1) have a lot of fun, 2) make a lot of money and 3) change the world; and if you achieve 2 out of 3 you would be moderately successful.  If you only had one of them, you would have failed.  For instance, making a lot of money, but not having any fun or changing the world would be defined as an unhappy life.

Is that your definition of personal success?  Is there anything missing?  Take time to reflect.  (I will do the same and send an update if I find something.)

Let’s look at incorporating personal success and our professional career as a salesperson or CEO and answer to the question, “What is the Goal?”  [Read more…]

Filed Under: Beliefs, Change, Cold Calling, Failure, Price, Prospecting, Technique

Time does not play favorites

March 5, 2013 By

Ever feel like some people have it better than you?  Whether you are Bill Gates, Warren Buffet or reading this post, one asset we all have is the same amount of time.

Everyone receives the same amount of time each day – 24 hours – with the choice to spend it as we wish.  Some may disagree with me, but I believe time is our most precious asset.  Once it has passed…it is gone. (At the time of writing this, I’ve been alive 17,112 days, none of them can get back or change.) We can only hope we will be given more time tomorrow, but time plays no favorites.  Below are 7 ways to better manage your time. [Read more…]

Filed Under: Beliefs, Change, Commitment, Failure

Failure puts you one step closer to Accomplishment

February 10, 2013 By

What experiences teach you the most, the successes or the failures?  As I watch my nephew get hypnotized by the Wii, he shares stories of how he learned to advance each level based on his failures.  He doesn’t give up, he just hits “start” after each “game over.”

We could learn a lesson from him and apply it to the different roles we play in the game of life as adults, parents, spouses, career-minded employees or entrepreneurs.  We have non-fatal failures and successes every day, and if we don’t, there is not enough activity happening.  The first step is getting outside our comfort zone. [Read more…]

Filed Under: Change, Failure

Dead Sea or Sea of Galilee

January 22, 2013 By

I sign off on my newsletters with “Enjoy the Journey.” Life is a journey with a new destination set every time we reach one.  Change is growth and growth is learning.  Our knowledge and beliefs evolve with new experiences.  This is how we keep up and keep current.

The marketplace changes every day with new experiences.  Your prospect’s buying process evolves when their needs become reality, and if you don’t grow and change with them, you will be left behind.  Your competition may have started the conversation with a prospect before they invited you to participate by submitting your proposal.  Once you submit yours, the prospect feels comfortable going with your competitor, because your sales skills were a little rusty in presenting your company as the winning solution provider. [Read more…]

Filed Under: Beliefs, Change, Role, Technique

God, Forgive Me When I Whine

January 5, 2013 By

by: Author Unknown, Source Unknown

Today, upon a bus,
I saw a girl with golden hair.
I envied her, she seemed so gay,
And I wished I was as fair.
When suddenly she rose to leave,
I saw her hobble down the aisle.
She had one leg and used a crutch.
But as she passed, she gave a smile.
Oh, God, forgive me when I whine.
I have 2 legs, the world is mine. [Read more…]

Filed Under: Beliefs, Change

From the Greatest Book on Sales ever written.

January 4, 2013 By

The Greatest Salesman in the World by Og Mandino was written in 1968 and has yet to be topped.  If you have never read the book or the 10 scrolls inside, it will change your life.

Here is Og and his story and below a PDF of his 10 Scrolls. Read one Scroll a day and live them for a lifetime. ENJOY!

Click below to read the Scrolls. Here are the rules!
Og Mandino 10 Scrolls

Filed Under: Beliefs, Change, Commitment, Failure

Commitment!

November 5, 2012 By

“The only thing worse than training employees and losing them is not training them and keeping them” – Zig Ziglar.

Occasionally I’m asked if I can guarantee the results of a sales team after they attend a seminar and my reply is, “It is difficult for me to guarantee the application of the content presented and the commitment of a salesperson to their career success and professional development after they attend a seminar.”

Commitment is about applying what we know.  Often we know, but don’t.  We know how to make cold calls, but don’t.  We know we should exercise more, but don’t.  We know we should eat better, drink less, but don’t.

What are we waiting for?  Why can’t we decide to start and just apply what we know we should do now?

It boils down to one word; commitment.  How’s your commitment? [Read more…]

Filed Under: Beliefs, Change, Commitment, Failure, Potential

Be Hamlet

October 7, 2012 By

Every year the students in the drama class at Lincoln High School perform a one-act play for the student body. Students have their choice on what play and scene they want to act in. Johnny, a senior this year, wanted to do a scene from Hamlet. He was shy by nature, but one of the better actors in class, with aspirations for the theater after graduation. Johnny studied his part and knew his lines. After weeks of preparation, it was time for the practice run in front of the drama class before performing in front of friends, family and the entire student body. [Read more…]

Filed Under: Change, Role

I Got My Lucky Socks On!

October 1, 2012 By

Ever feel like you can take on the world when your head is focused on a positive outcome?  There, that’s the secret; being focused on the positive.  What are you focused on when you “feel” like a winner?

When we let our thoughts determine our feelings, we are making a conscious choice of being proactive of the positive.  This requires knowledge, preparation, focus and execution.  Often we can feel distracted under the pressure of a new environment or unfamiliar situation.  When we focus on the positive versus giving faith in the negative (fear, doubt and uncertainty), we increase our chances of a favorable outcome. [Read more…]

Filed Under: Beliefs, Change, Potential
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