“If you want to make sure you have your prospect’s 100% attention, let THEM talk!”
~ Alice Heiman
Brilliant!
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Love ’em UP and let THEM talk!
The Irreverent Sales Girl
Please meet Cait Green, a truly remarkable saleswoman. Her enthusiasm, her ability to quickly detect what is important to other people, and her drive captured my attention! Could she really be this excited all of the time? This on point?
So, I wrote an email to Cait and asked her what I really wanted to know…Do you WAKE UP excited?
Here’s what she wrote. I got a ton of great stuff from it and have even put a few things into my morning that have made a difference….I haven’t added Julie Andrews yet, but, hey, if it works, it works!
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
From Cait:
Do you wake up excited?
Heck yes! “The hills are alive with the sound of music,” for me anyway. My alarm clock sounds at 6:30am each day with Julie Andrews belting out the uplifting opening number from “The Sound of Music.” People often laugh when I let them in on my little show tune secret, but HEY it works for me. It’s difficult to make time for ourselves in the midst of hectic and demanding schedules, but it’s crucial to find something that inspires you to greet the day in a positive way. Cue the birds chirping and Julie spinning arms wide open against the backdrop of rolling green hills and I’m up and ready to take on the world.
I don’t allow myself to catalogue the myriad thoughts that are RACING through my mind at the start of the day, in bed. Beds are for sleeping. Here are my simple morning steps for success…
STEP 1: Avoid that snooze button like the plague and GET UP.
STEP 2: CLEAR YOUR HEAD. For me this entails some combination of feel good tunes (lots of Beyonce as of late) and exercise, preferably outdoors. You’re going to be grinding all day so it’s important to allow yourself the time to mentally prepare for the hard work at hand.
STEP 3: MAKE A LIST! I’m not talking about a list that begins with…”make a list” so that you can immediately slash an item off in thick black marker with a satisfied grin. It’s imperative to set goals each day. It’s easy to get carried away in creating an inventory of the MILLION things you NEED to get done NOW. Be smart about it and prioritize at least 3 tasks associated with your goal(s) that you can realistically accomplish. You want to end the day feeling fulfilled and carry that momentum through to tomorrow. So there’s no point in setting unrealistic expectations for yourself that will ultimately leave you feeling like you’ve fallen short.
STEP 4: READ. It can be an excerpt from Radical Acceptance, Embracing Your Life with the Heart of a Buddha (a great read) or a chapter from The Hunger Games (also a great read). It wakes your brain up. NOW, peruse the trades that pertain specifically to your area of sales expertise; an article or piece of research you can dig up on a prospective client or an exciting event that impacts your marketplace. Being well versed and up-to-speed on industry happenings sets you up for success and gives you the confidence you need to engage your clients in an interesting and meaningful way.
STEP 5: REMIND YOURSELF TO BE YOUR BEST SELF. Relationships are at the heart of success. It is all about the connection forged and maintained between the parties transacting. Working hard to BE YOUR BEST SELF is the key to being the best professional you can be. Relationships flourish when we take care of ourselves, which enables us to best meet the needs and expectations of our partners.
WHAT WILL YOUR MORNING ROUTINE LOOK LIKE?
You owe it to yourself and to your clients to devise a morning routine that works for you. Sometimes I want to toss Julie Andrews right out the window when she starts in on her 6:30am serenade, but I don’t. I refuse to allow the negativity to seep in while I lie in bed …dread gathering at the thought of placing my feet on the cold floor. We all know how quickly our anxieties can snowball and intimidate us into inaction. When you take control and focus on getting excited about what the day holds for you…you WILL succeed!
And of course, take the time to prepare and eat a great breakfast…a little French pressed coffee goes a long way in making you feel like a BOSS.
Note from ISG: As many of you already know, I particularly like the Kerry Ellis version of Defying Gravity to get me going in the morning!
Love your whole day UP!
The Irreverent Sales Girl
Business was moving at the speed of molasses.
Deals were stacking up. All that was required was SOMEONE putting pen to paper, but no one was doing it.
The roadmap to RESIGNATION
I was on my way to the land of RESIGNATION! Where booze flows freely, the entertainment is On Demand, the food is decadent, but it is an empty, empty world. Nothing is getting done … and escape seems the only good thing about my day.
As appealing as a trip to the land of RESIGNATION seemed, I thought that this time I would take a detour. I called my dear and very successful friend whose business has been EXPLODING lately and asked her for her advice. How was SHE blowing business out of the water and I was stuck?
And here is what she said!
She told me that she had been creating a “clearing” for business to come in. Huh! Taking actions that create a new context for her day and for the way her business goes.
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
I wanted something a bit more concrete – more actionable.
She said. Play this game with yourself. Make it a point to return every email, every phone call, every communication within 20 minutes. Be a RESPONSE machine!
WOW! Interesting.
So, I agreed. For one week, I was going to play the game. Between 8 am and 7 pm every day, I was going to respond to people within 20 minutes.
Know what happened?
1) My pipeline got even MORE full with truly interested and qualified buyers
2) I closed a deal and another one is on its way this week
3) My activity went WAY up – so that I am meeting those goals, too!
Now, if you think this is all a little “woo woo”, I assure you it is not.
Let’s take a look at what is in play here.
Meeting People Where They Are
The golden KEY to sales is being where your buyer is. It is our biggest challenge. We have entire marketing teams dedicated to it.
When your buyer sends you an email, they are thinking of you and they are interested in engaging with you in that moment. You have about 20 minutes before their mind moves on to something entirely new and you are forgotten.
The LEAST EXPENSIVE and EASIEST way to be where your customer is at the right time, is GET RIGHT BACK IN TOUCH with them – when they are thinking of you!
Activity Breeds Activity
As you get active, you will see other actions that you want to take. You will communicate more and more often. If you make more requests, you will get more responses. Period. You will get more meetings. You will get more “no’s” which you can move out of your pipeline. You will get more “yes’s” which you can move into your pipeline. You will get ideas and inspiration! You will be a communication machine!
Putting the Universe on Notice
When you get in touch with EVERYONE (I mean everyone! Not *JUST* customers!), you are telling the universe that you are open for business! Not in a “woo woo” way – although, we all have heard that when you create a true intention that the universe moves to fulfill on that intention. I don’t know much about that, but I DO know about this natural law called INERTIA.
A body in motion tends to stay in motion. A body at rest tends to stay at rest. Why argue with natural laws? You fight authority, but authority always wins. If you put things off, you will get put off by others!
If you want to BREAK THE BACK of RESIGNATION, you are going to first have to get your body in motion. Which means – it will take some extra energy to get you moving, but once you do, it will ACTUALLY take extra energy to STOP being in motion! Inertia is your friend or your mortal enemy. You get to say!
Take the 20 minute challenge!
I challenge you today to take the 20 minute response game on! For one week, play the game of getting back to EVERYONE within 20 minutes, then tell me what happened! I think you will be amazed!
Love ’em ALL UP!
The Irreverent Sales Girl