All posts by The Irreverent Sales Girl

The Only Sales Guide You’ll Ever Need

I have made a solid career in selling – Not because I was born a great salesperson.

In fact, my first forays into selling were an absolute disaster!

I mean what little girl can actually go door-to-door with fundraisers for school selling Christmas cards or wrapping paper or GIRL SCOUT COOKIES, for Pete’s sake, and FAIL.

I could. That’s who.

But, I was determined. I read every sales book I could get my hands on (even the terrible ones). I listened to tapes of the greats. I made sure I was in the room whenever I could get to a live training.

I learned, learned, learned, learned, learned.

From David Sandler, Brian Tracy, Jim Rohn, Zig Ziglar. And I got better. I had coaches, and mentors, and people who would give me a chance with hands-on training.

And I became one of the best! It turns out that selling IS a learned skill. Thank the heavens!

Today, I learn from the greats and this week I’m going to highlight three of them. If you read these guys’ stuff and apply their teaching, it will elevate your sales game in ways you’ve never imagined!

We’re going to kick off the week with Anthony Iannarino. The guy who gave me one of my first boosts as The Irreverent Sales Girl.

His book, The Only Sales Guide You’ll Ever Need, will of course be terribly mis-named when I finally write my Guide To Wild Success! But, in the meantime, I put my full weight of recommendation behind this book.

Here’s a video about Anthony – you’ll see how exciting he is! (Watch the part about David Coverdale).

http://thesalesblog.com/speaking/

Here’s how to check out his book! http://amzn.to/2dmVwSw

Want to learn from the best. Here’s my first suggestion – read Anthony’s book and …

Love your sales career UP!

The Irreverent Sales Girl

P.S. Should YOU be a salesperson? Take the 100% Reliable Mostly Fool Proof “Should I Be A Salesperson?” QUIZ here: http://TheISGQuiz

Best OUT OF OFFICE Message EVER!

So, I’m emailing the Demand Gen Specialist at Vidyard – great company – and I get this message back. Wow! I wish more people in business would feel free to show their real personality.

It may be business, but we are doing business with people here, after all!

This OOO made my day! Thanks to Wes Bush, he gave me permission to share:

Wes’s Subject Line: You like automated messages right? RE: Your message

Thank you for your message, %%first_name%%. I am currently lost somewhere below with limited access to internet.

How to get in contact (in order of preference)?

  1. Yell at the top of your lungs… 😉
  2. Email my co-worker & demand gen guru, Kim, for anything immediate
  3. Put URGENT in the title if you need me to take care of anything ASAP and I’ll review it when I find internet

Best, 

-Wes Bush

P.S. If you don’t hear back from my EOD by Sept 7th, consider me a goner. 

The good news is that I did hear back from Wes! Phew!

Have a little fun with your peeps and don’t forget to…

Love ‘em UP!

The Irreverent Sales Girl

Want the best stuff? The stuff I ONLY share with my subscribers? Become a VIP newsletter member right now! Bit.ly/IrreverentTuesday

#TBT – Can We Revisit This Know, Like, and Trust Thing?

I wrote this back in 2013. I love it because it reminds us that we are doing business with HUMANS after all, and it makes us so successful when we remember that!

Here’s the article:

I hear ALL THE TIME…”People do business with people they Know, Like & Trust” from sales trainers and sales experts.

Here’s what I wanna know…

WHY IS THIS A REVELATION?

People go to prom with people they know, like & trust.
People travel great distances at great expense to visit people they know, like & trust.
People like to give gifts to people they know, like & trust.
Let’s face it, people like to hang out with DOGS they know, like & trust.

It’s pretty common sense, isn’t it?

SO I CHALLENGE YOU…

If it is some kind of revelation to you that people do business with people they know, like & trust, WHERE ELSE are you not bringing common sense to your sales?

Things like:

People do business with people who deliver excellent service
People do business with people who have a sterling reputation
People do business with people they hold on a pedastal
People do business with people who do what they say they are going to do
People do business with people who have similar values
People do business with people who ….. I mean, we could keep going here, couldn’t we?

BUT THE BIGGER QUESTION IS: 

If learning that “People do Business with People they Know, Like & Trust” is a revelation to you, then what is going on with your sales? 

Do you not believe in what you sell?
Do you not believe that your customer needs what you sell?
Are your goals different from that of your customer?
Are you trying to meet quotas instead of make a difference with people?

And here is my favorite…

~DO YOU THINK DOING BUSINESS IS DIFFERENT THAN DOING LIFE? ~

This week, I want you to bring common sense to your business. (Sorry, this will require actual THINKING)

FIRST:
Are you doing the work that you know you should do to connect with the people who need what you sell?

If yes (and be honest with yourself about that one),

THEN:
Who are the people that “should” be doing business with you?
Why?
Do they know about you?
Do they agree that they need something that you offer?

Reach out to THEM. Be clear, simple, concise. Offer them something yummy!

Go be a great human being. Period. THEN, see what shows up!

Love ’em UP! (And the rest will follow)

The Irreverent Sales Girl

Want the REALLY good stuff? The stuff I only share in my newsletter and never anywhere else (unless I end up writing a book). Get my Totally Irreverent Tuesday Newsletter: http://bit.ly/IrreverentTuesday.

B2B is a BUMMER!

I’ve been having a think on this lately.

What is it that bugs me so much about this whole concept of B2B and B2C selling? Something really irks me, but I can’t quite get my arms around it, until today when I realized…

These terrible shorthand terms take the humans right out of the mix! Businesses don’t  sell to businesses. Businesses don’t sell to consumers. PEOPLE sell to PEOPLE – some of them are buyers because their job description makes them buyers. Some of them are buyers because they have a wallet.

But, they are people nonetheless. Would you argue that in a B2B sale, you have 5 decision makers? Making it complex?

Didja ever try to sell a Porsche to a guy with a wife who has three kids under the age of 5? Talk about a complex sale!

Point is. If you continue to remember that there is another HUMAN on the other side of the conversation – with their own needs and values and worries and hopes and expectations – and people to take care of and people to please, you will start to look at your sales in a completely new way.

And you will get farther in all of the work you do.

There will never be a “gatekeeper” on the other end of the phone. There will be someone who knows the way the CEO likes to do business and what they are trying to accomplish in their business right now.

You won’t be calling on a “Suspect”. You will be talking to another human who has hopes, dreams, problems, and concerns. Imagine if you got interested in those hopes, dreams, problems and concerns? All of a sudden you are developing relationships that are much more likely to turn into business.

Do you know I walked into a meeting with a person I was selling to at a Fortune 50 company and she actually gave me a hug?!?! We got business with them year-over-year – it was a huge win!

How about some P2P selling instead?

Don’t forget they’re people and don’t forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

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

#TBT – Don’t Wait….The Time Is Now!

“Do one thing a day that scares you.” The famous quote from a commencement speech comes to mind as I read this short – but powerful – post from April of 2012.

That thing you’ve been waiting to do…..

that person you’ve been hoping to reach (yes, the BIG ONE)

Do it NOW!!!

Your destiny awaits. You WILL be surprised. I promise. Reach out to them. No matter what it takes!

You are bigger than you know. Take a risk today. Contact someone who seems out of your reach. What have you got to lose?

Love FAILURE up! (Hint: It’s the fastest way to WILD SUCCESS)

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

Four Cold Calls Called Me Back!

How fun is that?

Maybe you’re way better than I am, but I find that it’s pretty tricky to get people to call you back from leaving a cold voice mail. Right?

telephone-586268

Now! That does NOT mean that voice messages aren’t important. They are!

Voice messages are an opportunity to share your style. Your voice. Make a connection. Demonstrate who you are and that you care.

As Anthony Iannarino says, calling on a person and hanging up if they don’t answer is a bit like ringing someone’s doorbell and running away. Why wouldn’t you take the opportunity to give them a flavor of who you are – so that they remember you when you email them or get them on the phone?

At any rate, I was curious about this success.  What was new? What worked so well?

Continue reading Four Cold Calls Called Me Back!

What I learned about Gatekeepers from Clint Eastwood

clint-eastwood-394536Last week, I was watching the Katie Couric interview with Tom Hanks, Clint Eastwood, and Aaron Eckhart about the making of the movie Sully.

Start watching at the 9 minute mark: https://socialfeed.info/watch-katie-couric-chat-with-clint-eastwood-tom-hanks-and-aaron-eckhart-3971287

Notice something very interesting…

Continue reading What I learned about Gatekeepers from Clint Eastwood

#TBT – THIS ARTICLE COST ME A JOB OFFER

phone-1209230About a year ago, I was testing the waters. Should I go work for another company as a rock start salesperson, or should I heed the call to go full-time as The Irreverent Sales Girl?

In some ways, this article helped me with that decision. I was deep into an interviewing process and about one minute away from a job offer, when the Global VP of Sales called me and asked if I really believed what I had written in this article.

By all means! In fact, I’m pretty sure this exact kind of outlook has made me a top producer for nearly 20 years of selling.

“Well, it won’t work here. We don’t allow cold-calling. Only social selling – you can set an appointment and talk on the phone with a prospect, but you can’t pick up the phone cold and reach out to them.

WOW! Would I love to work for his competition! While I’m walking in the door with an appointment I’ve set with the CRO, ready to do business with me, his guys are going to be knocking themselves out trying to get someone to connect with them on social media!

Needless to say, a year later and beyond happy in my business. And, I owe much of the success I’ve had this year to this article.

Love it UP!

Continue reading #TBT – THIS ARTICLE COST ME A JOB OFFER

Your Jump-Start 90-day Prospecting Plan

success-1237378Since the whole week has been dedicated to one of my very favorite subjects, Prospecting, I thought you might enjoy a little formula that I’ve used with people to get their business jump-started again and get them back into the practice of prospecting regularly.

Feel free to use it or modify it to meet your own needs and your own style. Then, make sure to tell me how it went!

If your business has been stagnant, and you feel like that phone is too hard to pick up, here is my recommended 90 Day Prospecting Plan to get you moving again!

The first part of the 90-Day Plan is really quite fun and SURPRISINGLY rewarding!

Step #1: Ask the Magical Question

A) Find 15 people each month in your professional sphere to reach out to out of the blue. Ask them to set aside 20 minutes with you to catch up.

On this call, find out what they are up to. What’s new? What are they working on?

They are likely to ask you the same kind of questions. Be ready to share some recent client victories and let them know that you are now focusing on growing your business and looking for customers who are looking to accomplish exactly what your other customers are accomplishing. Don’t ask for referrals. Just let them know.

THEN, ask the Magical Question:

Continue reading Your Jump-Start 90-day Prospecting Plan

Has this ever happened to you? The Bizarre Nature of Sales

customer-magnet-1019871You’re a smart person and I seem to see this phenomenon all over the place, but I haven’t yet been able to explain it. Got any ideas?

So, I’ve been working with a really great guy the last few weeks. His name is Scott Rabinowitz and he runs an absolutely phenomenal business.

He is the consummate pro and a huge value to his customers.

Business is good, but he’s interested in growing it 10x the size it is now.

So, he got in touch with me to see if I could help. He knew he should be prospecting more, but wanted some ideas about professional approaches to reaching out for new customers.

Together, we brainstormed (actually, don’t tell him, but he did most of the hard work) and came up with an outreach approach that he could really get behind.

After one week of trying his new approach, I phoned him up to see how it was going.

He said, “Well, it was going fine, but then I got behind on my prospecting activities because the most BIZARRE thing started to happen.”

“Oh,” said I. “Do tell.”

Continue reading Has this ever happened to you? The Bizarre Nature of Sales