All posts by The Irreverent Sales Girl

Why Bother?

I look around me and I see people who are struggling and hurting.

I look around the world and I see people who are scared and struggling and hurting.

And I wonder. How do I justify this amazing life I’ve been given? And there is no answer.

So, I do my best to share what I’ve learned from the people who have come before me and  have been so generous to share.

And I share what I’ve experienced so that, God willing, it is helpful. If I can do that, I will know I did something.

Do I hope it will make me at least semi-famous? Why, yes, I do!
Do I hope it will make me wealthy beyond my dreams? True that!
Do I run after all the things that you run after? I do.

I have a few brief minutes on this planet to drink up and enjoy all life has to offer. And have some wicked fun while I’m doing it!

Why I choose “Sales” as my topic: Because anyone, anywhere, in any situation, can improve their circumstances if they are good at the fundamentals of sales. Period. Period.

I hope you find as much love and satisfaction as I do building my craft.

I hope I can be of service to you if I know something that will help you.

And I hope to get wildly rich and famous! (So, there!)

Love ‘em all up!

The Irreverent Sales Girl

The Visual Economy of Sales – Don’t Get Left Behind

“A picture paints a thousand words” We all know it to be true. But, as we move into the Visual Economy of Sales, understanding this truth is vital for the salesperson to compete and earn business in the future.

Marketers have known this for years. Look at TV, billboards, posters, magazine ads, website banners. All visual. All ways to capture your attention to help you buy.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Cavemen knew it. The best way to tell a story is to put pictures on the wall.

Now, more than ever before, salespeople need to be learning, exploring, experimenting, and educating themselves on how to incorporate visual cues into their sales messages. Or, they will get left behind.

What is the Visual Economy of Sales?

The Visual Economy of Sales is a simple concept.

The sales pros who learn how to use visual economy will earn more of their prospects’ mindshare as well as their wallet share – which means more closed deals. Which means more money in their own bank account.

“Economy” has a delightful two-sided meaning that solidly backs up the idea.

First, “economy” can refer to using time and space well. If you tell your sales story in a picture, it means your buyer takes less time to consume the information, or –  economy of time. And, if 1 picture = 1,000 words (almost the length of this article), you have achieved economy of space, too.

Second, “economy” also refers to transactions in a marketplace. More transactions in your market leads to more dollars in your pocket.

Get the picture? (hee hee, See what I did there?)

How do I know this is true?

Look for yourself. Do your prospects respond to your emails more or less often?  “Less”, right?

(If your answer is “more”, don’t be lulled to sleep by your current success. The Visual Economy will soon apply to you, too.)

The brain science

OK. I did that to get your attention. I’m not a brain scientist, but everything I read says that:

  1. My prospect gets a rush of dopamine every time he deletes my email or voicemail
  2. My prospect gets a rush of good feelings when he fills in the blanks on a puzzle, sees an image that engages him, or is tickled pink by a positive image.

So, why are you spending your precious time writing brilliant email messages and leaving fabulous voice mails? Just to give your prospects the joy of deleting?

What a waste of your genius!

Why not find ways to communicate your message that is visually engaging, distracting, and irresistible?

The proof is all around us

Marketers tell us that people engage more frequently with infographics and checklists today than they do with white papers and eBooks.

Snapchat’s got the 25 – 35-year-olds rapt.

Instagram and Pinterest are still fast growing social channels.

YouTube is the most popular search engine.

People who use emojis when they text are more likely to have happy relationships.

It goes on and on.

What to do about it?

I don’t know!

But, we’re about to find out. It’s time to start researching and experimenting. Here are some thoughts:

  • What happens if you include a GIF of your product doing its thing in your next email message?
  • How about using a video service that turns your email into a personal 10 second video?
  • Can you express all the data you want to share with your clients in an infographic? (It costs about $5 to get one made from Fiverr or UpWork).
  • Can you share a bunch of logos of your current customers instead of a laundry list?
  • Can you create a checklist of the pain points your typical customer encounters and send that instead?
  • Send it on Facebook, send it on LinkedIn, send it on text, send it on Snapchat! (Soon, the people who control big budgets will be the same ones who are accustomed to engaging on these platforms).

Join the experiment!

Let’s discover how to get our prospects’ attention visually! Let’s make it personal, engaging, irresistible. Let’s get NOTICED!

I would love to hear the sales wins you are experiencing as you use visuals to outpace your competition. And, I’ll share mine, too.

And, don’t EVER forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

(By the way, the irony is not lost on me. This blog post is in writing and not pictures. Give me a break! We’re just getting started!)

Negotiate the Sale – Hostage Style!

Join Shawn Karol Sandy and me in our conversation about how to negotiate the sale.

One of the fun moments is the book reveal – how to negotiate like your life depended on it.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

This one is all about how to get the deal closed with the best possible outcomes – for you AND your customer! (What????) Yep. For you AND your customer.

It’s the raw and uncut version, so enjoy it like your favorite podcast or glass of wine.

Love the negotiations UP!

The Irreverent Sales Girl

Want to get the juicy stuff – that only my subscribers see? Sign up here!  http://bit.ly/IrreverentTuesday

Guess who’s our awesome SURPRISED Sales Expert Guest? (hint: @No1BestSeller)

Check out our most fun videocast where Shawn Karol Sandy of @SellingAgency and I cold call a BIG DEAL sales expert to see if he’ll come on our SellOut Show.

Besides the SURPRISE shenanigans, we touch on some cool sales themes. Like two things that top performing sellers NEVER DO!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

What are you doing still reading this??? Jump on over and check it out for yourself! While you’re at it, why not subscribe to the channel so you don’t miss a single fun moment?

https://www.youtube.com/watch?v=n0qBQt4o9Lk

And, don’t forget to…

…Love ‘em ALL UP!

The Irreverent Sales Girl

Some Red Carpet Fun for You – Best Sales Inspiration Films of All Time

I am SOOO excited to share the Red Carpet episode of my new (and hilarious) VideoCast with the amazing Shawn Karol Sandy.

Want 15 minutes of fun? Here are our picks for the Best Pictures for Sales Inspiration!

TWEET IT OUT!

Watch #RedCarpet episode w/ @SellOutShow – Hilarious & Fun #BestPicture #Sales #Inspiration youtu.be/CLBR1ERzUes?a

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I’d love to hear from you? What is your favorite movie clip for inspiration?

Love it UP!

The Irreverent Sales Girl

P.S. – Be one of the very first to subscribe to our show! That would be GREEEAAAATTT! https://www.youtube.com/channel/UCxEzaDhO9LBCooaNUihUeIA

The Hardest Part of Writing My 2017 Plan

Today was the day I put pen to paper for my 2017 plan.

Perhaps you’ve just done something similar. I use (and LOVE) the Simple Success Plan. It puts everything for my business and my sales planning onto ONE PAGE. I can easily tweak and modify it throughout the year.

It keeps me grounded and on track.  

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

When I got to the part called “Vision”, I had to Iook at how I REALLY wanted my business to be. And also, of course, my “real life” (the two go hand-in-hand – GO FIGURE).

What I realized was…

It is HARD to write down exactly what I want because I “shouldn’t” want it that way.

…Like I’m not allowed to want it that way. Like – who am I kidding?

Some examples:

Money

I want money to flow into my business hand-over-fist – while I am only doing the things that I love to do and feel like I have all the time on my hands to do it.

“NOOOOOOO… “, my little voice screams out in my head. “YOU CAN’T DO THAT! If you make gobs of money, you have to work your a** off to do it! How dare you say such a thing. Besides money is a terrible thing to want, dontcha know?”

So, I don’t write it down. (Even though, it’s what I really want.)

Another bold, audacious vision:

Power

I feel great every day with unbridled energy – each new day is like a new experiment and I have plenty of “oomph” to get it all done!

My little voice leans back, arms crossed, looking at me sideways (I think it’s even tapping its toes) “Really? Ha! YOU? With your habits? Tell me another one!”

So, I don’t write it down. (Even though, it’s what I really want.)

Fame

And another one pops in.

I want hundreds-of-thousands of subscribers to my YouTube channel this year, with requests from Forbes, and Inc., and FastCompany, and Ellen DeGeneres to come spread my wisdom (and hilarity) about “Bringing A Dash of Dignity to The Art of Selling” – being on the stage with tens of thousands cheering and waiting to gobble up my next book or blog post or appearance on some cool TV show.

My little voice is having an apoplectic fit now. It is actually rolling around on the floor, holding its belly, laughing hysterically – tears streaming – saying “Please, my sides, you’re hurting me. I. Can’t. Take. It!”

So, I don’t write it down. (Even though, it sounds like a lot of fun.)

My final one.

The Sell Out

I want peace, and love, and happiness, and joy, and abundance, and the ability to stay present and surrender to challenges, and have the serenity to know what I can change and the wisdom to know the difference and [Insert Warmed-Over Porridge Here].

And, my evil little voice breathes an audible sigh of relief. Sits back and says “Yeah. That’s a good one!”

So I write it down.

And I leave, ready to go back to the life I settled for last year and the year before and the year before that.

…Unless, I don’t….and I get the eraser…And I write all that other stuff down ANYWAY!

Take THAT, little voice!

And that is my story about writing my 2017 Simple Success Plan. (Does it sound Irresistible now? You can try yours here: http://simplesuccessplans.com/lm/blueprint/?utm_source=site&utm_medium=home&utm_campaign=button-link)

Have fun and …

Love ‘em ALL up!

The Irreverent Sales Girl

To get the Totally Irreverent Tuesday newsletter (where I send the good stuff that I don’t share anywhere else), go here: bit.ly/IrreverentTuesday.

#TBT – WATCH YOUR LANGUAGE!

As we conclude the week of “Gatekeeper Relations/Ethics/Methods”, Thanks to Tom Tenseth @smgamesafari https://twitter.com/smgamesafari/status/780440816602845184 – I want to re-publish one of my very favorite articles – this is probably the third time I have re-published! I like it that much!

This one is from June of 2013. Enjoy!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I was giving a cold-calling training yesterday and my participant told me that her boss wants her to come up with two scripts….one for talking to a GATEKEEPER and the other for talking to the DECISION MAKER.

Oh, those words he is using! Gatekeeper? Decision Maker? Seriously?

Let’s talk about Star Wars for a second.

Remember those Storm Troopers – dressed from head to toe in armor and tinted face masks? (If you don’t – be sure to Google the image, you’ll see what I mean).

Know why they dressed them this way? What I’ve HEARD is so that the audience doesn’t HUMANIZE them. So, it was OK to kill them. No one would feel a shred of conscience about rooting for the Rebellion to take them all out! Dead!

 Now look.

What does this have to do with my revulsion to the words GATEKEEPER and DECISION MAKER? 

Yup! It takes the HUMAN out of the mix. So, NOW, when you are talking with one of these people, you sound like a GREAT BIG DORK, because the foul language you are using automatically puts you at cross purposes with the HUMAN on the other end of the phone.

Continue reading #TBT – WATCH YOUR LANGUAGE!

3 Things You MUST Know About the “Gatekeepers”

As many of you know, I despise using the word Gatekeeper when it comes to calling on the assistants of the people I am hoping to reach. Why use language that puts you at war from the start?

But, many of you have asked for more insights about how to deal with this role in your sales efforts, so I will share with you what I have learned and the approaches that have been successful for me.

Here are the top three things I think about when calling on executives who have assistants.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

#1 Thing to Know about The Executive Assistant – They have an enormous amount of power!

They are in tune with the entire company and they wield an incredible amount of power. When it comes to knowing what their boss does and doesn’t care about, they are the expert. When it comes to navigating the company, there is no one better. Often, a request from the executive assistant is taken as if the executive made the request themselves!

Continue reading 3 Things You MUST Know About the “Gatekeepers”

My Three Favorite Articles (So Far) About Sales Gatekeepers

Dear Tom Tenseth (@smgamesafari)

This week’s for you!

A couple of weeks ago – you asked for more information in dealing with Gatekeepers – you said it is your biggest challenge and struggle.

While I have a lot of opinions about working with gatekeepers – which I will share in Wednesday and Thursday’s blog articles, I thought I’d do a bit of research before I weighed in.

DISCLAIMER: If you’re familiar with my stuff, you know I hate the word “gatekeeper”! Why put yourself in an adversarial position from the get-go? That said, I promised a week of articles related to the topic, so here we go!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

In my research, I found some articles I really liked:

  1. Interview with a Gatekeeper

This interview with “Alice the Gatekeeper” is quite informative. She is brutally honest about what she does and doesn’t like about dealing with salespeople on the phone. My favorite observations include:

“I like helping people, I really do.”  and “…I am a warm soul-filled person. Let’s have a real conversation and then be done.”

Want to get into the “gatekeepers” head? Read this one.

http://www.cobizmag.com/Articles/An-interview-with-Alice-the-gatekeeper/

Continue reading My Three Favorite Articles (So Far) About Sales Gatekeepers

The Part of Sales That is Better Than … Well, Almost Anything!

Today we are going to wrap up our exploration of learning from the true greats.

This one has a special place in my heart. In one of my favorite sales gigs, I somehow got nicknamed – “The Closer”!

It was my absolute favorite part of the sales process and it still thrills me to take a deal across the finish line.

Like it’s better than almost anything else I know.

Now, I don’t know about you – or how much you’ve read about closing. There’s tons out there and, frankly, I’m NOT a fan. There is the assumptive close, the trial close, the sharp angle close, the Ben Franklin, The Porcupine… SERIOUSLY?

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I have no idea what these horrible techniques are or where they came from. I truly cringe when I come across them (I found these ones on Google).

Most closes you will learn have nothing to do with creating a great customer experience. They are more about getting the deal done no matter what.

Not true with James Muir. I can attest that this guy is the real deal and brings MORE than a dash of dignity to the art of selling!

Want to be a true pro and create a great reputation for yourself with your clients? Want to get the deal done in the most professional and effective manner?

You must get this book. Plus, James’ style of writing makes this an easy and fun read (when did you last hear THAT about a business book?)

The truth is – you can have the best sales processes and the best prospecting techniques, but if you can’t close the deal – you’ve got nothin’!

Do not pass go, do not collect $200, go directly to Amazon and pick up this book for you and another for someone you care about.

James Muir’s The Perfect Close:  http://amzn.to/2dMIFav

(Do NOT send this to your competition! Send them to the Porcupine close instead – you can Google it!)

Invest in yourself and don’t forget to…

Love CLOSING your deals UP!

The Irreverent Sales Girl

Should you be a salesperson? Take the 100% Reliable Mostly Fool-Proof “Should I Be A Salesperson?” QUIZ here: http://bit.ly/TheISGQuiz