As a salesperson we are subject to a number of influences.
Some influences mean to make us better, and then there are those that would do us harm. Don't misunderstand me, I don't think we are in any sort of Physical danger at any given time, but we face something just as potentially dangerous to our performance , negativity.
This is that low down, scummy , sneaky ,get ya when your not looking kinda influence.. It shows up in the voice of a friend reminding you of how bad the economy is. It will show up in the arms of a manager that has had a bad day. It may show up on the heels of a bad sales month . It may even present itself in a family member's lack of confidence in what you are trying to do.
The Fact is, It is powerless until it you give it life. This energy sucking parasite is like a tick, it is just a little bug until it gets under your skin and feeds.
DON'T GIVE IT A HOME
OK so you find yourself surrounded by it, Hey that's good news. When surrounded by the enemy, no matter what direction you shoot you'll hit somebody!! Just start shooting ,
Put your Positive influence out there, say something kind, go out of your way to lift someone up. Buy a new CD, read a new book, DO SOMETHING POSITIVE .
Where there is no gardener, there is no garden . Don't feed it, don't water it, don't give place to it . Insist that you remain positive and intentionally seek out influences that will strengthen that position.
ANYTHING THAT HAS A BEGINNING HAS AN END
Let the end of negative influence be with you!! It started somewhere, somebody gave place to it, they fed it and now they are passing it on to you STOP , PAY ATTENTION TO WHAT IS HAPPENING AND REFUSE TO CARRY IT FURTHER
GET ON THE OFFENSE
Be a leader, a source of Positive influence. Bring the medicine that PREVENTS the disease . Search for reasons to be optimistic, and SHARE those reasons.
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Just a note, I see in my stats that I have gained quite a few regular readers, Please feel free to interact with me, leave comments, share experiences. If this blog is helpful at all please let me know.
Those of you that have sent me emails ,thank you and keep em coming. I appreciate any feedback
If there is a topic that you would like to see addressed let me know what that is.
Sell like your living depends on it
Donnie
Showing posts with label attitude. Show all posts
Showing posts with label attitude. Show all posts
Friday, November 11, 2011
Wednesday, November 9, 2011
Luck takes work
Early in my career I wasted a lot of time looking for lucky breaks that would increase my income, and make me a better Sales person
Like a lot of sales people I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better
IT TAKES WORK
There is an old saying, the harder I work the luckier I get .
This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.
- I came in early, and I stayed late - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day I found my self talking to more customers and making more deals. Just lucky I guess
- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak" This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .
- I practiced - I pitched my product to any one that would listen . Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became . I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked My confidence rose and my sales increased . Lucky again
These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.
Sell like your living depends on it
Donnie
Like a lot of sales people I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better
IT TAKES WORK
There is an old saying, the harder I work the luckier I get .
This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.
- I came in early, and I stayed late - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day I found my self talking to more customers and making more deals. Just lucky I guess
- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak" This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .
- I practiced - I pitched my product to any one that would listen . Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became . I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked My confidence rose and my sales increased . Lucky again
These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.
Sell like your living depends on it
Donnie
Tuesday, November 8, 2011
Nothing replaces human contact
If you want to get a hold of me I can be reached by email,text message, Instant message, facebook message,skype, twitter, myspace message, Snail mail, land line , Cell Phone, or homing Pigeon
Seems familiar doesn't it.
Technology has added so many tools to the selling process that I think we sometimes under value good old fashioned face to face contact.
As a sales person this method should rank an Overwhelming first place, in your preferences of contact.
- IT BUILDS RAPPORT
Face to face conversation gives the customer a "sense" of who you are. They hear the sincerity in your voice, they see the concern in your eyes. They decide if you are a person that they can connect with, and they act on these feelings.
- IT FOSTERS TRUST
For those of you relying heavy on email for your initial contact, let me remind you that the Nigerian schemers and the Phishers, and the Spammers are playing in that same arena. As consumers we have become accustomed to being suspicious of email offers. There are many reasons to meet a prospect face to face , but most importantly it fosters trust.
A firm handshake, eye contact, a warm smile and some focused time. These are the initial building blocks to a trust centered business relationship. What replaces a handshake?
Last week I contacted the largest car dealership in our area via email to set an appointment to test drive a new Ford Edge. I received the auto response, "A salesperson will be in touch".
Within an hour I received an email from a Salesperson, he confirmed the Car was in stock, and asked when we might meet. I called him on the phone and told him I would be there in an hour.
When I arrived at the dealership the salesperson was working with a young couple, and I figured they were very early in the process. ( still picking out a car to drive)
I told the Receptionist that I would return in 2 hours , and please let the sales person know that I understood he was busy.
I called the salesperson prior to my return and confirmed my arrival. Upon my return I was informed my sales person, was again unavailable ,
I may very well have liked this sales person, had I met him.
There is a better than good chance I would have shown more understanding if I were invested in him, or felt he was invested in me.
Certainly by working at a dealership myself, I understand that things happen. But I had no reason to commit further in this process.
So whats my point ?
Had the sales person put value on human contact, when I confirmed my appointment, he would have set aside the time to meet with me.
Even if he was busy unexpectedly, A few short moments to shake my hand, and inform me of this, would have strengthened our rapport tremendously.
I did however receive an email from the dealership thanking me for coming in.
Sell like your living depends on it
Donnie
Seems familiar doesn't it.
Technology has added so many tools to the selling process that I think we sometimes under value good old fashioned face to face contact.
As a sales person this method should rank an Overwhelming first place, in your preferences of contact.
- IT BUILDS RAPPORT
Face to face conversation gives the customer a "sense" of who you are. They hear the sincerity in your voice, they see the concern in your eyes. They decide if you are a person that they can connect with, and they act on these feelings.
- IT FOSTERS TRUST
For those of you relying heavy on email for your initial contact, let me remind you that the Nigerian schemers and the Phishers, and the Spammers are playing in that same arena. As consumers we have become accustomed to being suspicious of email offers. There are many reasons to meet a prospect face to face , but most importantly it fosters trust.
A firm handshake, eye contact, a warm smile and some focused time. These are the initial building blocks to a trust centered business relationship. What replaces a handshake?
Last week I contacted the largest car dealership in our area via email to set an appointment to test drive a new Ford Edge. I received the auto response, "A salesperson will be in touch".
Within an hour I received an email from a Salesperson, he confirmed the Car was in stock, and asked when we might meet. I called him on the phone and told him I would be there in an hour.
When I arrived at the dealership the salesperson was working with a young couple, and I figured they were very early in the process. ( still picking out a car to drive)
I told the Receptionist that I would return in 2 hours , and please let the sales person know that I understood he was busy.
I called the salesperson prior to my return and confirmed my arrival. Upon my return I was informed my sales person, was again unavailable ,
I may very well have liked this sales person, had I met him.
There is a better than good chance I would have shown more understanding if I were invested in him, or felt he was invested in me.
Certainly by working at a dealership myself, I understand that things happen. But I had no reason to commit further in this process.
So whats my point ?
Had the sales person put value on human contact, when I confirmed my appointment, he would have set aside the time to meet with me.
Even if he was busy unexpectedly, A few short moments to shake my hand, and inform me of this, would have strengthened our rapport tremendously.
I did however receive an email from the dealership thanking me for coming in.
Sell like your living depends on it
Donnie
Monday, November 7, 2011
Being a difference maker
I have just wrapped up the five part series on Traits of Great Salespeople . I received an email from a young sales person who asks " What if I am working to be a sales great, and my company is not concerned with greatness?"
BEING A DIFFERENCE MAKER
From time to time you may find yourself working with a team that seems to put no importance in doing the things that set a company apart as truly exceptional .
This can be a very discouraging feeling, but you can make a difference.
START WITH THE MIRROR
Is it really the team that is failing to live up to greatness? Has your attitude slipped and changed your perspective? Hey it happens, a sales slump, some bad personal experience, maybe you have fallen in with some very negative influences. Before you know it you are blaming the company for your lack.
The mirror is the first step in being a difference maker. Make sure you are putting in all the personal effort you can, and check your attitude . Step one, Make sure you are not the problem
BE SOLUTION ORIENTED
Where can the team do better? How can you contribute to the success of the organization. Remember if the company fails you fail as well. Sure you'll find another job, but you have this one now , so lets work on making it better.
Ask sincere " why" questions. "why are we doing it this way?"
Don't waste time being combative here, it only serves to shut down the positive communication you are trying to encourage
Show leadership
Be willing to lead the effort, put in the work, and set the example. Criticism without action is wasted breath. You don't have to hold a title to be a leader.
Acknowledge progress
If it is getting better, say so. this is a building process, Positive reinforcement is the mortar between the bricks. A pat on the back from a team mate is worth huge rewards to the team as a whole.
SHOW SOME LOYALTY
To many salespeople "jump ship" when the going gets tough. We have the tendency to ask loyalty of our employer, and not require it of ourselves. I am not suggesting that there aren't legitimate reasons to leave a bad team. However I think we need to invest more time in improving the team before we throw in the towel.
Remember what drew you here
There was something that made this team appealing, what was it? has it changed? Can you get it back with some work. Its easy to whine, its harder to work and build. The work is worth the reward.
Take a fresh look at your goals
Renewed focus is often all that is needed to turn a team around. Take a hard look at your personal goal revive that inward fire that drives you, and see if the team doesn't improve
Set an improvement time line
Decide what is a reasonable expectation of time for a turn around. Put in your best effort, and give it the opportunity to improve
No one ever finishes in first place by quitting the race
Sell like your living depends on it
Donnie
BEING A DIFFERENCE MAKER
From time to time you may find yourself working with a team that seems to put no importance in doing the things that set a company apart as truly exceptional .
This can be a very discouraging feeling, but you can make a difference.
START WITH THE MIRROR
Is it really the team that is failing to live up to greatness? Has your attitude slipped and changed your perspective? Hey it happens, a sales slump, some bad personal experience, maybe you have fallen in with some very negative influences. Before you know it you are blaming the company for your lack.
The mirror is the first step in being a difference maker. Make sure you are putting in all the personal effort you can, and check your attitude . Step one, Make sure you are not the problem
BE SOLUTION ORIENTED
Where can the team do better? How can you contribute to the success of the organization. Remember if the company fails you fail as well. Sure you'll find another job, but you have this one now , so lets work on making it better.
Ask sincere " why" questions. "why are we doing it this way?"
Don't waste time being combative here, it only serves to shut down the positive communication you are trying to encourage
Show leadership
Be willing to lead the effort, put in the work, and set the example. Criticism without action is wasted breath. You don't have to hold a title to be a leader.
Acknowledge progress
If it is getting better, say so. this is a building process, Positive reinforcement is the mortar between the bricks. A pat on the back from a team mate is worth huge rewards to the team as a whole.
SHOW SOME LOYALTY
To many salespeople "jump ship" when the going gets tough. We have the tendency to ask loyalty of our employer, and not require it of ourselves. I am not suggesting that there aren't legitimate reasons to leave a bad team. However I think we need to invest more time in improving the team before we throw in the towel.
Remember what drew you here
There was something that made this team appealing, what was it? has it changed? Can you get it back with some work. Its easy to whine, its harder to work and build. The work is worth the reward.
Take a fresh look at your goals
Renewed focus is often all that is needed to turn a team around. Take a hard look at your personal goal revive that inward fire that drives you, and see if the team doesn't improve
Set an improvement time line
Decide what is a reasonable expectation of time for a turn around. Put in your best effort, and give it the opportunity to improve
No one ever finishes in first place by quitting the race
Sell like your living depends on it
Donnie
Thursday, October 27, 2011
Lets Communicate effectively
In most Sales organizations there are a variety of people with whom you must communicate to do your job well
The customer
Your support Staff
Service/Delivery personnel
Just to name a few examples
THE CUSTOMER
Here is the beginning of it all, The most important person in the selling process. Unfortunately we often do the worst job here
- Avoid Industry lingo, and acronyms that your customer doesn't understand. They waste his time, and cloud the facts of the purchase
- Write down the details of the transaction- When will it be ready. What will they need to bring. What additional expenses might they incur . You get the idea , put it all in writing.
- Ask questions, Do they understand the process? Are they feeling good about the progress thus far? Is there any concern that hasn't been addressed? Listen to the responses and Communicate Clearly
- Set a specific date and time to meet again, and then confirm that date and time.
YOUR SUPPORT STAFF
- Don't assume that those helping you to take care of the customer know exactly what he wants, Share the details with those that make this experience possible. Make sure everyone is on the same page with the customers expectations and take personal responsibility for the success of the sale.
SERVICE AND DELIVERY
- If you are in a large ticket retail setting chances are good you are not getting the product ready or delivered on your own
- Be very specific with these departments, after all they will shape the customer's lasting impression of you and your company. If this part of the process goes well, it will result in referrals and repeat customers and that equals SALES
- Respect the limits of these departments, they have schedules and work that is in progress, they cannot easily manipulate their day to day activities. You should be aware of those limitations when scheduling your customer's delivery
Clear and specific communication with everyone involved will ensure that your customer has the best possible experience and that is ...
Selling like your living depends on it
Donnie
The customer
Your support Staff
Service/Delivery personnel
Just to name a few examples
THE CUSTOMER
Here is the beginning of it all, The most important person in the selling process. Unfortunately we often do the worst job here
- Avoid Industry lingo, and acronyms that your customer doesn't understand. They waste his time, and cloud the facts of the purchase
- Write down the details of the transaction- When will it be ready. What will they need to bring. What additional expenses might they incur . You get the idea , put it all in writing.
- Ask questions, Do they understand the process? Are they feeling good about the progress thus far? Is there any concern that hasn't been addressed? Listen to the responses and Communicate Clearly
- Set a specific date and time to meet again, and then confirm that date and time.
YOUR SUPPORT STAFF
- Don't assume that those helping you to take care of the customer know exactly what he wants, Share the details with those that make this experience possible. Make sure everyone is on the same page with the customers expectations and take personal responsibility for the success of the sale.
SERVICE AND DELIVERY
- If you are in a large ticket retail setting chances are good you are not getting the product ready or delivered on your own
- Be very specific with these departments, after all they will shape the customer's lasting impression of you and your company. If this part of the process goes well, it will result in referrals and repeat customers and that equals SALES
- Respect the limits of these departments, they have schedules and work that is in progress, they cannot easily manipulate their day to day activities. You should be aware of those limitations when scheduling your customer's delivery
Clear and specific communication with everyone involved will ensure that your customer has the best possible experience and that is ...
Selling like your living depends on it
Donnie
Wednesday, October 26, 2011
Escaping the Undertow
One Common theme in all sales organizations seems to be the ever present fore tellers of doom and gloom.
- They are always there to complain about the customers, the ads, the management ,the hours
- They issue constant reminders of why they are sure you can't succeed
- They are the first to tell the company how bad they are
- They will be certain that the product has not really improved this year
It would seem that they flock together, as if they have some radar that attracts them to others of the same mind set
THE TRUTH IS
They are not finding fellow negative people, they are creating them. And worse yet, unsuspecting bright sales people fall victim to their influence every day
THERE IS NOTHING MORE THREATENING TO THE SALES EXPERIENCE THAN A BAD ATTITUDE
- The customer can feel it radiating off of you, You don't care and they know it
- Your Coworkers can't count on you when it's important,( You wont put in the work it takes to be great)
- You become personally invested in the failure of others (It serves to reinforce your opinions and actions)
- Your entire organization suffers - Sales fall off, public image falters, the competition begins winning
THE GOOD NEWS - IT'S PREVENTABLE
- KNOW THE WARNING SIGNS & TAKE ACTION !!
- Has complaining replaced self improvement
Read a good book, talk with a trusted mentor , take some time and Regroup,
- Has your work product fallen off
This one requires a long look in the mirror, Don't allow your self to blame any one or any thing for your lack, look only at your self. Ask the hard questions " Am I giving it my all?" "Am I invested in my own success?"
- Do you find your self rejecting Positive influences, and rejecting good criticism
Be honest here, does it get under your skin when someone says good things about you, your company, or the Market place? Do you dismiss attempts to help as nonsense and rubbish ?
Open up, find a trusted mentor and LISTEN, do some soul searching what has stolen your passion? Where is your fire ? DO WHAT IT TAKES TO GET THAT PASSION BACK!!
AND MY LAST TIP FOR THIS SEGMENT :
UNLESS YOU ARE IN A POSITION TO TRULY HELP TURN IT AROUND, AVOID NEGATIVITY LIKE THE PLAGUE !!!!!!!!!
Even the strongest Sales person can get sucked into the world of whiners and complainers !! This is a very slippery mental place , and I can't stress enough the importance of avoiding It's grasp. Avoid Negative people, Negative habits, and Negative Places . Be a Positive energetic, fired up selling machine !!
Sell like your living depends on it
Donnie
- They are always there to complain about the customers, the ads, the management ,the hours
- They issue constant reminders of why they are sure you can't succeed
- They are the first to tell the company how bad they are
- They will be certain that the product has not really improved this year
It would seem that they flock together, as if they have some radar that attracts them to others of the same mind set
THE TRUTH IS
They are not finding fellow negative people, they are creating them. And worse yet, unsuspecting bright sales people fall victim to their influence every day
THERE IS NOTHING MORE THREATENING TO THE SALES EXPERIENCE THAN A BAD ATTITUDE
- The customer can feel it radiating off of you, You don't care and they know it
- Your Coworkers can't count on you when it's important,( You wont put in the work it takes to be great)
- You become personally invested in the failure of others (It serves to reinforce your opinions and actions)
- Your entire organization suffers - Sales fall off, public image falters, the competition begins winning
THE GOOD NEWS - IT'S PREVENTABLE
- KNOW THE WARNING SIGNS & TAKE ACTION !!
- Has complaining replaced self improvement
Read a good book, talk with a trusted mentor , take some time and Regroup,
- Has your work product fallen off
This one requires a long look in the mirror, Don't allow your self to blame any one or any thing for your lack, look only at your self. Ask the hard questions " Am I giving it my all?" "Am I invested in my own success?"
- Do you find your self rejecting Positive influences, and rejecting good criticism
Be honest here, does it get under your skin when someone says good things about you, your company, or the Market place? Do you dismiss attempts to help as nonsense and rubbish ?
Open up, find a trusted mentor and LISTEN, do some soul searching what has stolen your passion? Where is your fire ? DO WHAT IT TAKES TO GET THAT PASSION BACK!!
AND MY LAST TIP FOR THIS SEGMENT :
UNLESS YOU ARE IN A POSITION TO TRULY HELP TURN IT AROUND, AVOID NEGATIVITY LIKE THE PLAGUE !!!!!!!!!
Even the strongest Sales person can get sucked into the world of whiners and complainers !! This is a very slippery mental place , and I can't stress enough the importance of avoiding It's grasp. Avoid Negative people, Negative habits, and Negative Places . Be a Positive energetic, fired up selling machine !!
Sell like your living depends on it
Donnie
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