Do you KNOW who you REALLY are?

I can’t help myself. Jim Keenan wrote the most brilliant article on Forbes.com about finding the perfect sales person.Jim-Keenan-300x300

I think you will love it!

Bottom line: “Who cares about what people have done? The only thing we should be focusing on is: Can they do what we need them to do? What we need to get done?”

If you can answer that, then YOU are the killer candidate!

Read his more-than-awesome-post here: http://www.forbes.com/sites/jimkeenan/2014/09/02/why-youre-missing-out-on-the-best-sales-people/

And then, remember who you REALLY are, get ahold of Jim Keenan, and CRUSH IT!

Love yourself UP!

The Irreverent Sales Girl

 

 

 

 

 

 

 

RFP Image

To Play or Not to Play – 3 sane steps to deal with RFPs

RFP ImageIt is a dark and stormy evening.

I am tired.

I have been on the road for two weeks.

I just received a Request For Proposal (RFP) from a GIANT company who I have never spoken to. What do I do?

OK. This may be a “bit” dramatic. Still, you’ve been there, right?

The first thing I want you to do is…breathe…

Now, let’s take a look.

Salespeople have been trained to create physical and emotional reactions from their buyers. We know them as “finding the pain points”, “creating urgency”, “challenging assumptions”, etc.

Buyers at big companies have been trained to do the same thing to you. Continue reading

For the sheer love!

Do you have ANY idea how tough it is to be a salesperson?

(If you are NOT a salesperson, you may be thinking, “Well, then DON’T be a salesperson if it’s so tough!)

Really? It’s also tough to be an engineer, a mom, a business owner, a neurosurgeon, an astronaut. Should we not do those, too? Of course we should!

This is to all you sales pros, who go out and make it happen for their companies, day-after-day, sometimes really getting KICKED in the TEETH, you deserve a bit better than an ordinary post, don’t you?

Super Salesperson

Let’s shift the focus a bit, shall we?

Sales can be quite magical! (ting)

After all, who HASN’T bought a great pair of shoes from Zappos?

OR, who DIDN’T try the chocolate mousse after all because the waiter was being so fantastic with them all evening?

When we have a great buying experience, with a delightful salesperson, WE HAVE A GREAT TIME!

So, where did sales go wrong?

Hard to say for sure, but there were some bad apples that ruined it for everyone. RIGHT?

Let me create a whole new world for you. Do you have a minute?

Great salespeople love three things:

Making a difference for their customer
Making a difference for their family
Making a difference for their company

Am I wrong?

You might want to jump in and say, “Making a difference for their own wallet” and you wouldn’t be wrong. Some do!

But, they only get to make a difference for their own wallet if you are consistently a customer.

When was the last time YOU put yourself at risk in a conversation? Really at risk?

Did it go well?

Sometimes it doesn’t go well for salespeople and we feel embarrassed, or defeated, or upset.

And then, we get up and do it again.

Why?

Because we know it makes a difference.

For our customers, our family, and our community.

Without sales, the economy comes to a dead halt.

You must transact with people to make life work.

For salespeople…Keep getting better and more empathetic! Be responsible for how people relate to you and be great with them!

For buyers…Give salespeople a break! Imagine they want you to get what you want.

Let’s go and love ‘em ALL UP!

The Irreverent Sales Girl

 

Lose the pronouns!

OMG! I was in a TERRIBLE sales presentation the other day. TERRIBLE.

The presenter was Hooked On Pronouns.

“We, you, they, it, he, she, their” … it went on and on. (Example: So, I said this to him about it, and he said he was interested in their results.) WHAT?

PRONOUNS ARE MEAN

When you use pronouns, you make your audience feel like idiots!

Continue reading

Let’s Go All The Way!

Take a little ’80′s Break!Lets go all the way

Remember when you really hit your stride as a salesperson?

Maybe you only have one memory of it. Maybe you have had many.

What was it that made that time so magical?

Perhaps you would say that you were lit up by the product you were selling. Or the challenge. Or you had a great team around you. Or that people really wanted to hear about what you were selling.

One or all of those things might be true.

I want you to consider something. Look and see if this resonates.

Continue reading

Ever just called someone to see how it’s going?

If you believe that sales are founded on great relationships.

And, most of us still do. Especially in this world of complex sales.

Ever thought of calling your decison-maker up – just to see how their life is going?

It will test your ability to GET OVER IN THEIR WORLD.

What if your customers viewed you as someone who called them because you were interested in what THEY were dealing with. Not just what you could sell them to help them. You won’t always have the answers.

Can you see how much more FUN you would have calling on people?

You have fun. They have fun.

You will find out things about their children, their marriages, their pressing concerns.

You do it because you “getting the deal” isn’t the most important thing to them. But, their life IS important to them.

Do you know that salespeople don’t do this?

Stand out. Demonstrate that you are truly out for THEM.

Love ‘em UP!

The Irreverent Sales Girl

VaVaVaVoom Interview! Success is NOT for the weak of heart!

BE WARNED!

You are about to read an extraordinary interview that might REALLY shake you up!

If you are committed to being successful – you may have found books and conferences on success intriguing, but they don’t  get you there…Dan upsets that applecart!

BEWARE - Dan’s message can be confronting. It is the TRUTH about what it takes to be a top performer. Not a guide on how to shortcut your way to the top.

(Notice how that hasn’t worked for you?)

If you can handle the truth, READ ON!

I can handle the truth

Has success been elusive? Get EDGY!

Got EDGY?Check this out! Dan’s EDGY introduction of the game-changing book!

I HEART DAN WALDSCHMIDT. He is one of the most accomplished, generous, and committed people I know – committed to OTHER’S success. He is EDGY and real and awesome. The Irreverent Sales Girl would be nowhere near where we are today without his awesome-ness!

Here is what Dan has to say about the book he released today!

“It took us four years of work to figure out what really makes ordinary people do amazing things. Like you, we had read many books about how to be successful in business, how to stay motivated, and how to get rich. When we finished reading each one we though “if that formula works so well why is it that I don’t get the results that the book says I should be getting?”

We threw away the books and motivational seminars and started looking around at ordinary people who ended up unbelievably achieving outrageous success. We looked for common people who accomplished amazing feats of success and dug a little deeper into their stories. The more we started looking, the more examples we found.

From business to math to science to sports to politics,  we studied 1,000 ordinary people who achieved success against all the odds. What we uncovered were four clear character traits that I had never read about in any book. We call it EDGY. (And wrote our own book about it.)”

IMPORTANT LINKS:

SHORT AUTHOR BIO:

Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete.  His consulting firm solves complex marketing and business strategy problems for savvy companies all over the world. Dow Jones calls his Edgy Conversations blog one of the top sales sites on the internet. He’s been profiled in Business Week, INC Magazine, BBC, Fox News, The Today Show, and Business Insider, has been the featured guest on dozens of radio programs, and has published hundreds of articles on progressive business strategy. He is author of Edgy Conversations: How Ordinary People Achieve Outrageous Success.

AND, if you order NOW, he’ll send you his workbook FREE!

Love your success UP!

The Irreverent Sales Girl

Bringing a Dash of Dignity to the Art of Selling