Category Archives: Authenticity

Express yourself – authentically

When cold calls SIMMER!

When cold calls SIMMER!

This article is nearly 3 years old, but it is an all-time favorite!

Enjoy!

Wow! Did I have SOME FUN this week! 

I was doing my cold calls. (Ugh, you think, COLD CALLS – So do I, by the way!)

But, I am always looking for creative ways to make my cold calls instantly WARM (like throwing them in the Microwave for thirty seconds – DING!)

I sort of surprised myself with this one.

Before I made one of my calls, I checked my contact out on LinkedIn.

Guess what! 

My key prospect contact is directly related to one of my rabid fans!

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So, what did I do? 

I reached out to my rabid fan BY PHONE – (PLEASE stop hiding behind emails. It SO doesn’t work –  it makes you feel like you’ve actually done something. You haven’t.)

I told her — “Carol, I am reaching out to ABC Company and I see you are directly related to Amanda who I’d really like to talk with.”

Carol called me right back!

She was so excited! She said “Yes! Amanda SHOULD be talking with you. In fact, her boss is even better. I am going to call them and make an introduction personally.”

Then, came the surprise – Carol went one better

Carol went on to tell me all about what the company was dealing with and why they needed to talk with me so badly.

Then, she said, “After you talk with them, call me right back. I will follow up and make sure they know why they should buy. Besides, you should be talking with Amanda’s boss – who happens to love me.”

Here’s something EVEN cooler. 

Carol is a prospect!

She hasn’t even bought our product yet. But, she was so tickled to get my request for her help that she told me that she had committed to buy and mapped out her own company’s budgeting process.

Carol and I are now partners! 

What a win!

If you could have ALL of your cold calls simmer like this, wouldn’t you LOVE doing them?

Tell me about YOUR awesome-sauce strategies. I want to hear. Perhaps I will feature you in my cold-calling boot camps!

Love your life UP!

The Irreverent Sales Girl

Wonder why you’re not in the zone?

“Why is your life so hard?” Shirley MacLaine asks her granddaughter in the movie Carolina. “Makes me think you’re living somebody else’s instead.”

Made me think of you.    

Are you in the zone in your life, your business, your sales?

Does it all seem like a great, big struggle?

I invite you to look.

Are you living somebody else’s dream? Somebody else’s version of what a salesperson should look like? Somebody else’s idea of what your life should look like?

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

Try going off-script for a day or two. It takes a bit more thinking, and maybe even uncomfortable choices, but it’s the fastest way to the zone and to the success you know you deserve.

Love your bad self UP!

The Irreverent Sales Girl

One More Call

I was reading Jeb Blount’s book last week. Fanatical One More CallProspecting.

And, if you know anything about me, you KNOW that I abhor most business books.

But, this one grabbed me. It made me think…HEY! I had NO idea I could do this stuff. I have never even thought this way. NO WONDER this guy’s a millionaire!

Seriously.

That’s what I thought.

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

Then I got excited. I have always KNOWN I could do better, I just didn’t know where to look to find the flaws in my performance (yes, *sigh*, even The Irreverent Sales Girl has flaws in her performance – until NOW *grin*).

One of the challenges Jeb puts to you is to make just ONE MORE CALL. So, it was Friday afternoon and I was cold calling my list. Yep, successful people still cold call. And I was tired, but I challenged myself to observe Jeb’s rule. Make ONE MORE CALL.

Guess what happened? Continue reading One More Call

Stop, Drop, And Roll – Dealing with an Objection

I was listening to this OUTRAGEOUSLY AWESOME webinar replayStopDropRoll with Jeb Blount (Sales Gravy) and Nancy Bleeke (Sales Pro Insider) today and I had to stop the action to come write this article.

Because it WILL make you BETTER and FAST!

WHAT TO DO WITH AN OBJECTION (hint: you learned it in kindergarten – when you are on fire).

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

STOP DROP AND ROLL

STOP: Talking. When you run into an objection. LISTEN.

DROP: Drop your assumptions and your ego. Become unattached to your own agenda. Get interested in THEIRS.

ROLL: (Keep control of the conversation).
Acknowledge their input. It can look like this: “My understanding of what you just said is this:…..” or ask for more information, “Oh. Let’s stop the conversation for a minute…that is very interesting…can you tell me more about that…” The idea is: Keep it interactive.

But, as Eddie Murphy said…Don’t go home and try to tell my jokes. They aren’t funny coming from you.

I encourage you to invest the time and learn from Nancy herself: https://www.fanaticalprospecting.com/book-launch/

Go out and…

Love ’em UP!

The Irreverent Sales Girl

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?”

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

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

 

 

 

 

 

 

 

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?

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

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

 

Here’s a quote to start your week!

Do it like you mean it!

The question isn’t who is going to let me; it’s who is going to stop me.

~Ayn Rand

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

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.

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

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

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?”

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

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

When you just get stuck

It will happen!Are you stuck?

Even if you are the best in the biz…

Every now and then, you WILL lose your passion and you will lose your way.

The deals you used to be reliable for will not close.

You will worry that you’ve “lost it”.

WHAT TO DO?

You’re not going to like the next idea, but it is CRUCIAL..

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

GET IN COMMUNICATION!

If you feel stuck, one of four things has probably happened:

1) You have had a major life event (like a death in the family) that has taken you off your game

2)  You have exhausted your “reliable” leads and you are focusing only on them

3)  You have recently lost a deal you were sure would close and you have lost your confidence

4)  You can’t see the pathway to closing the deals you need to close to make your number

 

The answer is simple, but most people don’t do it!

Get in touch with your favorite salespseron and ask THEM what they would do!

KEEP SELLING!

 A deal WILL come through and it will re-ignite you.

NEVER STOP!

You’ve got what it takes…and you KNOW it. (Or else you wouldn’t have read so far!)

PLEASE get in touch with me if you are stuck. I will do whatever it takes to get you un-stuck!

Try me!

Love being a salesperson UP!

The Irreverent Sales Girl