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…]

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…]

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…]

When They Say NO!

Most salespeople will admit they don’t like hearing a “No” from prospects during the sales process. There is a small sting of rejection that is hard to accept with a lingering sense of discouragement. This is not uncommon and if you feel this way, you are not alone. [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…]

My Boss Told Me I Should Go – oh joy!

Before opening a seminar, I’ll hang around the registration desk to meet the audience and ask “how did you hear about the event and what made you decide to attend today?”  Two important questions will help me discover a successful source of marketing and uncover the motivation of the attendee.

Sometimes my audience attendees will say, “My boss told me I should go to this.”  At that moment, they have met their boss’ goal, but chances are that anything in their life will change is low. [Read more…]

Dead Sea or Sea of Galilee

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…]

Are you a Decision-Maker?

When you think about the attributes of a decision-maker (DM), would you consider yourself one?  When you consider yourself a decision-maker, you understand your expectations and obligations and you see the same in others – namely your prospects.  Let’s take a look at what makes up a decision-maker. [Read more…]