OK I know this is a simple title but I am going to introduce an exercise that I really want you to take seriously.
In terms of unlocking and performing at the level of Greatness that is inside of you, you will have to go through this tough step.
1. Discovering your worth
Other wise known as what it is that you deserve
*Step in front of a mirror ( preferably at home and when you have lots of time )
* Ask yourself " What am I worth? "
DO NOT ALLOW YOURSELF TO LEAVE THE MIRROR UNTIL YOU HAVE AN ANSWER IN MIND (hint its not all about money)
Now reader this question isn't for your spouse, its not for your boss, It is for you. This isn't about any one's opinion, assessment, or goal. This is about you
2. The Second question will come quite naturally ;
If I deserve these things, Why don't I have them
No excuses, no blame, just raw honesty .What or who is holding you back? How many opportunities to improve have you missed? What obstacles have you allowed to stand in your way? what is keeping you from being great? IS IT YOU ?????
This is tough, but if being great was easy, everyone would be operating that way.
3. Develop a Plan of action
This isn't a "resolution" to be lived a while and forgotten. This is a Life altering plan that will shape your future and it should be treated as such
- What needs "fixed"
- What will it take in terms of commitment
- What will it take in terms of Work
- What is a reasonable time table
- Who can you lean on for direction and assistance
- Where is your passion level? ( Are you ready to do what it takes?)
Of course I do not have the room here to go much further into this but I think you can see the Path
Sell like your living depends on it
Donnie
Friday, December 30, 2011
Tuesday, December 27, 2011
The " not so secret" all time solution to higher sales and a better life !!!!!!!!!!
WOW what a title!!!!
Sounds like I have a formula here that may just change your life, That's because I do.
This formula is inside of a container that you already have with you, as a matter of fact that container is YOU
I have met a lot of sales people in my life, some just seem to know how to get that inward fire stoked, while others, try as they might, cant seem to get it burning
These poor guys try it all, energy drinks, loud music,jogging in place, they manage to get their blood pumping for a short burst... but soon find they burn out.
If this is a picture of you, the situation is very simple , you just haven't learned a basic truth.
THERE IS GREATNESS INSIDE OF YOU
We have all heard of the men and women who against incredible odds, and impossible circumstances manage to survive. Things like being lost in the wilderness, Trapped in demolished buildings, Stranded on snow covered mountain tops.
We have read the stories of the people who lift cars off of children, run through blazing fire to save a loved one, or some other feat of heroism.
These folks are built just like you and I. They are wonderful complex human beings.
They are People who find Greatness inside of themselves.
So what about you? do you think you were skipped in this department ? Absolutely not !! This tenacity, this determination, this supernatural charge of energy is waiting inside of you.
Unlocking it starts with your unwavering conviction
You cannot be willing to accept less than greatness in yourself.
Don't rest your head on the soft pillow of self pity, it will lull you to sleep and you will be doomed to a career filled with mediocrity and average success.
You must push yourself to be better today than you were yesterday. You have to get up every morning and find within you that determination and drive that will carry you to the top of your selling game.
I am not a doctor, nor a professional trainer. I am not a guru by any one's standard . But this I KNOW without the sincere conviction that you are capable of great things, you will never achieve great things
You cannot be willing to accept less than greatness in yourself.
You must call your self to action
Develop the daily routine of "Calling yourself to the task at hand. I will give you a daily affirmation that I believe will help you to do this. You are welcome to use it "as-is" or modify it as needed.
Sounds like I have a formula here that may just change your life, That's because I do.
This formula is inside of a container that you already have with you, as a matter of fact that container is YOU
I have met a lot of sales people in my life, some just seem to know how to get that inward fire stoked, while others, try as they might, cant seem to get it burning
These poor guys try it all, energy drinks, loud music,jogging in place, they manage to get their blood pumping for a short burst... but soon find they burn out.
If this is a picture of you, the situation is very simple , you just haven't learned a basic truth.
THERE IS GREATNESS INSIDE OF YOU
We have all heard of the men and women who against incredible odds, and impossible circumstances manage to survive. Things like being lost in the wilderness, Trapped in demolished buildings, Stranded on snow covered mountain tops.
We have read the stories of the people who lift cars off of children, run through blazing fire to save a loved one, or some other feat of heroism.
These folks are built just like you and I. They are wonderful complex human beings.
They are People who find Greatness inside of themselves.
So what about you? do you think you were skipped in this department ? Absolutely not !! This tenacity, this determination, this supernatural charge of energy is waiting inside of you.
Unlocking it starts with your unwavering conviction
You cannot be willing to accept less than greatness in yourself.
Don't rest your head on the soft pillow of self pity, it will lull you to sleep and you will be doomed to a career filled with mediocrity and average success.
You must push yourself to be better today than you were yesterday. You have to get up every morning and find within you that determination and drive that will carry you to the top of your selling game.
I am not a doctor, nor a professional trainer. I am not a guru by any one's standard . But this I KNOW without the sincere conviction that you are capable of great things, you will never achieve great things
You cannot be willing to accept less than greatness in yourself.
You must call your self to action
Develop the daily routine of "Calling yourself to the task at hand. I will give you a daily affirmation that I believe will help you to do this. You are welcome to use it "as-is" or modify it as needed.
TODAY I WILL ACCEPT NOTHING LESS THAN ALL I HAVE TO GIVE
I WILL NOT ALLOW FEAR TO STOP ME FROM TRYING
I WILL NOT ALLOW FAILURE TO STOP ME FROM WINNING
I WILL APPROACH MY TASKS TODAY WITH ENTHUSIASM AND DETERMINATION
I WILL SUCCEED
I am going to continue on this theme for the next few posts, I am interested in hearing from you, please feel free to use the comment section. or email me at donblanz.@gmail.com
Tomorrow we will look at holding yourself accountable for greatness
Sell like your living depends on it
Donnie
Tuesday, December 20, 2011
MERRY CHRISTMAS AND A PROSPEROUS NEW YEAR
Please let me wish you and your family the
Merriest of Christmas and a Prosperous New Year
from Donnie
I look forward to giving you even more common sense sales tips next year
Merriest of Christmas and a Prosperous New Year
from Donnie
I look forward to giving you even more common sense sales tips next year
Saturday, December 17, 2011
CAN YOU BE PROUD OF WHO YOU ARE ?
In the world of sales this is a very important question
We are a part of a profession that is rampant with slick talking gurus who promise a quick road to wealth and success. The problem is that the quick path is often a low road.
KEEP YOUR BALANCE
Imagine that you are walking a balance beam, Its not too narrow to walk on, but it is a beam so balance is needed to get across
- It takes focus ; Don't take your eyes of the Goal , looking right/left, or down will draw you off track .
- It takes a sure step - Be sure of your footing, this is your integrity, your training, and your attitude. make sure that your decisions and actions are based on solid principles and good values
BE CAREFUL WHO IS LEADING YOU
Test the intentions and the methods of those that would seek to influence you as a sales person. Are they asking you to defy the principles of the organization, or asking you to compromise your morals?
There is no good reason to operate beneath your principles.
Solid leadership will INSIST that you operate in a respectable , professional manner.
I want you to remember that following is a choice, you will ultimately pay the price for following poor leadership, or reap the reward of following a good leader.
STAND WITH STRENGTH
Standing on the good SOLID principles of Integrity and Professionalism , and hard work will always reap long term success.
Even when you see others reaping short term reward from deceit and poor sales practices . Keep your self disciplined DO RIGHT
This may mean that you temporarily stand alone, but be sure others will join you in the pursuit of excellence. Be an example worthy of being followed
The old Country song is right, you have to stand for something, or you will fall for anything
A parting thought
THERE IS ALWAYS A PLACE FOR THOSE THAT ARE WILLING TO TREAT PEOPLE RIGHT.
THERE IS ALWAYS A REWARD FOR THOSE THAT WILL OPERATE WITH INTEGRITY
THERE IS ALWAYS SUCCESS IN DOING RIGHT
Sell like your living depends on it
Donnie
We are a part of a profession that is rampant with slick talking gurus who promise a quick road to wealth and success. The problem is that the quick path is often a low road.
KEEP YOUR BALANCE
Imagine that you are walking a balance beam, Its not too narrow to walk on, but it is a beam so balance is needed to get across
- It takes focus ; Don't take your eyes of the Goal , looking right/left, or down will draw you off track .
- It takes a sure step - Be sure of your footing, this is your integrity, your training, and your attitude. make sure that your decisions and actions are based on solid principles and good values
BE CAREFUL WHO IS LEADING YOU
Test the intentions and the methods of those that would seek to influence you as a sales person. Are they asking you to defy the principles of the organization, or asking you to compromise your morals?
There is no good reason to operate beneath your principles.
Solid leadership will INSIST that you operate in a respectable , professional manner.
I want you to remember that following is a choice, you will ultimately pay the price for following poor leadership, or reap the reward of following a good leader.
STAND WITH STRENGTH
Standing on the good SOLID principles of Integrity and Professionalism , and hard work will always reap long term success.
Even when you see others reaping short term reward from deceit and poor sales practices . Keep your self disciplined DO RIGHT
This may mean that you temporarily stand alone, but be sure others will join you in the pursuit of excellence. Be an example worthy of being followed
The old Country song is right, you have to stand for something, or you will fall for anything
A parting thought
THERE IS ALWAYS A PLACE FOR THOSE THAT ARE WILLING TO TREAT PEOPLE RIGHT.
THERE IS ALWAYS A REWARD FOR THOSE THAT WILL OPERATE WITH INTEGRITY
THERE IS ALWAYS SUCCESS IN DOING RIGHT
Sell like your living depends on it
Donnie
Tuesday, December 13, 2011
The new year is approaching, LETS SET SOME GOALS
Goal setting as a Sales Pro is not a matter to be taken lightly, This is our living we are talking about, lets get serious about planning our success.
1. START WITH A LOOK BACK
- What did you accomplish this year?
- How did you adjust your initial projections ( Did you raise them because your results were better than expected . Or did you lower the forecast ? WHY? )
- Did you give everything you had to the task? ( Be honest here, Did you???? Dont fall into the trap of setting goals based on last years mediocre effort)
2. SET THE BAR FOR THE COMING YEAR
- What is the level of income that you want to make?
- What is the amount of Product that will get you there ?
- What is the level of work you will commit to get it done?
- What will you do to ensure the success of your year
WRITE IT DOWN
3. CREATE A WRITTEN ACTION PLAN
A Daily plan -> Outline the steps you need to take daily to reach the goal
calls / appointments / fresh contacts
What do you need to do to hit these targets ,
A Weekly Plan -> This is a Benchmark Plan
- Set these goals based on the week as a whole not by the individual Day , Use these numbers to establish the acceptable Standard of performance, and a forecast of the Month end results - This will tell you if the daily goals need adjusted to keep you on track.
A Monthly Plan -> This is the Recap Plan These goals should be based on 1/12th of the Year These numbers should be held as NON-NEGOTIABLE , they are the unmovable expectations that you are pushing yourself to achieve
- Accept no excuses for failure - instead adjust the next month's plan to
recapture lost ground
- Be stead fast , dont lose steam - You set the bar, now push yourself to achieve !!
LASTLY , SHARE YOUR GOALS WITH THOSE PEOPLE THAT WILL HELP YOU KEEP THE FORWARD MOMENTUM
FAMILY-TEAM MATES - MANAGEMENT - FRIENDS -VENDORS- Any one and everyone that will get behind you and help you succeed
Sell like your living depends on it
Donnie
1. START WITH A LOOK BACK
- What did you accomplish this year?
- How did you adjust your initial projections ( Did you raise them because your results were better than expected . Or did you lower the forecast ? WHY? )
- Did you give everything you had to the task? ( Be honest here, Did you???? Dont fall into the trap of setting goals based on last years mediocre effort)
2. SET THE BAR FOR THE COMING YEAR
- What is the level of income that you want to make?
- What is the amount of Product that will get you there ?
- What is the level of work you will commit to get it done?
- What will you do to ensure the success of your year
WRITE IT DOWN
3. CREATE A WRITTEN ACTION PLAN
A Daily plan -> Outline the steps you need to take daily to reach the goal
calls / appointments / fresh contacts
What do you need to do to hit these targets ,
A Weekly Plan -> This is a Benchmark Plan
- Set these goals based on the week as a whole not by the individual Day , Use these numbers to establish the acceptable Standard of performance, and a forecast of the Month end results - This will tell you if the daily goals need adjusted to keep you on track.
A Monthly Plan -> This is the Recap Plan These goals should be based on 1/12th of the Year These numbers should be held as NON-NEGOTIABLE , they are the unmovable expectations that you are pushing yourself to achieve
- Accept no excuses for failure - instead adjust the next month's plan to
recapture lost ground
- Be stead fast , dont lose steam - You set the bar, now push yourself to achieve !!
LASTLY , SHARE YOUR GOALS WITH THOSE PEOPLE THAT WILL HELP YOU KEEP THE FORWARD MOMENTUM
FAMILY-TEAM MATES - MANAGEMENT - FRIENDS -VENDORS- Any one and everyone that will get behind you and help you succeed
Sell like your living depends on it
Donnie
Tuesday, December 6, 2011
Lets make it happen
I suppose there are few things as dis heartening to a retail sales pro than a business slowdown
You know what i am talking about, those days that feel as if they are crawling by, when there is just not enough coffee to keep you awake.
This is time we are most vulnerable to day dreaming, Time wasting, and the general dismemberment of all we are working towards.
SO...
LETS STOP WAITING FOR A CLIMATE CHANGE, AND START CONTROLLING OUR OWN ENVIRONMENT
1. GET BUSY GETTING BUSY !!
Activity breeds activity.
Hey you've got the time available, so lets use it !! I will give you a formula that will increase your sales in a down month
A. - Send 20 handwritten notes daily
Let your prospects know that you are still in there working to earn their business
Snail mail is a lost art form, it is generally ignored by your competition which makes it fertile soil for growing new business - avoid form letters or computer generated "sell it all" letters. Just a few quick lines , hand written and sincere.
B. Dial for Dollars
30 to 35 calls a day
Not just blind cold calling here, targeted planned calls. Contact those customers that just needed some more time to make a decision. Contact that Customer who was just starting his shopping experience. Call the guy who told you no.
Are there deals and incentives that are here this month that wer'nt the last, Whats new in your industry ? Are there exciting product changes, PEOPLE NEED TO KNOW and you've got the time to tell them !!
C. Tend your Garden
You have developed a book of business, You have sold customers that know you, like you, and trust you.
They have friends and family members that would benefit from your services. Lets get those names and numbers. ( Create a reward system that makes your customer happy to have helped you with a referral a little money, a gift card, maybe a meal at the local restuarant )
Hey were getting busy already!! But we are not done yet !
2. SHARPEN YOUR SKILLS
A.- Make sure you are up to speed on any new innovations in product.
B. Analyze your competition, What are they doing well, what can you learn from them, and how will we
stay ahead of them
C. Perform a "Post Mortem" on lost deals ( I know this is a painfull exercise, It involves admitting we were not as good as we could have been . We have to look at our selves in a brutally honest light here and answer the toughest of all questions " Where did I fail?"
3. STRENGTHEN YOUR TEAM !!
One thing I have learned through the years is that a tight knit, like minded positive team can accomplish great things together. This is the time to make that happen,
Team up for your mutual success
Help a partner close a deal, ask them to help you, a fresh face, a new voice, this may be all it takes to turn a prospect into a customer and the team will be stronger for the success.
Train together -work on the rough areas of your game, steel sharpens steel !!
Share positive influences- we all need fresh insight and positive energy to stay on top. Be a provider of that energy
I'd share more, but you are way too busy to sit and read !!!
Sell like your living depends on it,
Donnie
You know what i am talking about, those days that feel as if they are crawling by, when there is just not enough coffee to keep you awake.
This is time we are most vulnerable to day dreaming, Time wasting, and the general dismemberment of all we are working towards.
SO...
LETS STOP WAITING FOR A CLIMATE CHANGE, AND START CONTROLLING OUR OWN ENVIRONMENT
1. GET BUSY GETTING BUSY !!
Activity breeds activity.
Hey you've got the time available, so lets use it !! I will give you a formula that will increase your sales in a down month
A. - Send 20 handwritten notes daily
Let your prospects know that you are still in there working to earn their business
Snail mail is a lost art form, it is generally ignored by your competition which makes it fertile soil for growing new business - avoid form letters or computer generated "sell it all" letters. Just a few quick lines , hand written and sincere.
B. Dial for Dollars
30 to 35 calls a day
Not just blind cold calling here, targeted planned calls. Contact those customers that just needed some more time to make a decision. Contact that Customer who was just starting his shopping experience. Call the guy who told you no.
Are there deals and incentives that are here this month that wer'nt the last, Whats new in your industry ? Are there exciting product changes, PEOPLE NEED TO KNOW and you've got the time to tell them !!
C. Tend your Garden
You have developed a book of business, You have sold customers that know you, like you, and trust you.
They have friends and family members that would benefit from your services. Lets get those names and numbers. ( Create a reward system that makes your customer happy to have helped you with a referral a little money, a gift card, maybe a meal at the local restuarant )
Hey were getting busy already!! But we are not done yet !
2. SHARPEN YOUR SKILLS
A.- Make sure you are up to speed on any new innovations in product.
B. Analyze your competition, What are they doing well, what can you learn from them, and how will we
stay ahead of them
C. Perform a "Post Mortem" on lost deals ( I know this is a painfull exercise, It involves admitting we were not as good as we could have been . We have to look at our selves in a brutally honest light here and answer the toughest of all questions " Where did I fail?"
3. STRENGTHEN YOUR TEAM !!
One thing I have learned through the years is that a tight knit, like minded positive team can accomplish great things together. This is the time to make that happen,
Team up for your mutual success
Help a partner close a deal, ask them to help you, a fresh face, a new voice, this may be all it takes to turn a prospect into a customer and the team will be stronger for the success.
Train together -work on the rough areas of your game, steel sharpens steel !!
Share positive influences- we all need fresh insight and positive energy to stay on top. Be a provider of that energy
I'd share more, but you are way too busy to sit and read !!!
Sell like your living depends on it,
Donnie
Thursday, December 1, 2011
The Wrap up ( The close of the deal) - Short bursts of Amazing
To reach this point in the process, two things will have to be true
1. You have earned the trust and respect of the customer
2. Our product has proven to be what they want
Now we are to the step of asking for the money.
The point of this blog has always been the common sense side of selling, with that in mind I will not spend time on "closing techniques" or Word tracks. I will however offer three simple suggestions that will result in an amazing experience for your customer.
1. KEEP THE NEGOTIATIONS TRANSPARENT
If there is a manager or other party involved in the process, don't hide that fact. Let your customer know who they are working with and how the process works. Failing to do this, will result in the customer feeling "in the dark" and they will end up doubting the wisdom of the purchase. It will also keep them from putting demands on you that are not possible for you to fulfill.
If there are conditions attached to the sale make sure they are clear. If there are additional needs that will have to be met, or equipment that will have to be purchased address it all, be proactive and factual, We worked hard to earn their trust, let's not blow it here.
2. WRITE EVERYTHING DOWN
Let's commit every facet of the sale to ink. This step is the one sales people dislike the most, we by nature are not "paperwork" people . You must work against your instincts to just simply shake their hand and assure them that all will be handled. Even with the best of intentions if the facts aren't written down, someone will forget or something will get skipped. When we are looking to be Amazing we have to be on top of the details.
Continue the trend you started with in the greeting. We are looking to make this visit a success . Every small detail must be addressed,written down, and confirmed.
3. SHOW SOME GRATITUDE
Now is the time to practice the lost art of saying "Thank You".
"Mr. Jones, I know you could have spent your hard earned money any where, but I am truly grateful that you decided to spend it with me. I will work hard to make sure your ownership experience is a pleasant one, and If there is any thing that I can do please don't hesitate to call. "
Sell like your living depends on it
Donnie
1. You have earned the trust and respect of the customer
2. Our product has proven to be what they want
Now we are to the step of asking for the money.
The point of this blog has always been the common sense side of selling, with that in mind I will not spend time on "closing techniques" or Word tracks. I will however offer three simple suggestions that will result in an amazing experience for your customer.
1. KEEP THE NEGOTIATIONS TRANSPARENT
If there is a manager or other party involved in the process, don't hide that fact. Let your customer know who they are working with and how the process works. Failing to do this, will result in the customer feeling "in the dark" and they will end up doubting the wisdom of the purchase. It will also keep them from putting demands on you that are not possible for you to fulfill.
If there are conditions attached to the sale make sure they are clear. If there are additional needs that will have to be met, or equipment that will have to be purchased address it all, be proactive and factual, We worked hard to earn their trust, let's not blow it here.
2. WRITE EVERYTHING DOWN
Let's commit every facet of the sale to ink. This step is the one sales people dislike the most, we by nature are not "paperwork" people . You must work against your instincts to just simply shake their hand and assure them that all will be handled. Even with the best of intentions if the facts aren't written down, someone will forget or something will get skipped. When we are looking to be Amazing we have to be on top of the details.
Continue the trend you started with in the greeting. We are looking to make this visit a success . Every small detail must be addressed,written down, and confirmed.
3. SHOW SOME GRATITUDE
Now is the time to practice the lost art of saying "Thank You".
"Mr. Jones, I know you could have spent your hard earned money any where, but I am truly grateful that you decided to spend it with me. I will work hard to make sure your ownership experience is a pleasant one, and If there is any thing that I can do please don't hesitate to call. "
Sell like your living depends on it
Donnie
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