Category Archives: Dignity

Bringing a dash of dignity to selling

Dignity, Goals, Loving Life, Performance, Winning

#TBT – GEEZ, OH PEET! WHAT A PANIC!

I wrote this article over three years ago, but I still remember this epiphany! Hopefully, it will be good for you, too!

“ I had a GREAT BIG call today with one of the Elephants I am tracking.

We seem to be getting so close, yet we are HEAD-TO-HEAD with a fierce and competent competitor.

It’s all I’ve been able to think about lately.

I’ve been getting ATTACHED. 

I realized this during my workout today. Here I am enjoying a nice peaceful morning on the Elliptical and all I can think about is this PANIC I am having about landing this elephant.

rsz_eyes-937972

Ridiculous.

And then, I thought, “What Would the Irreverent Sales Girl Do?”

And, it came to me. She would

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

Continue reading #TBT – GEEZ, OH PEET! WHAT A PANIC! →

Dignity, Performance, Top Ten Principles of Selling

You’ll get more “YESes” When You Listen for the “No”

Ever thought something was going to turn out?

You were going to meet your quota this quarter?

You were going to have a full event?

You were going to have a signed contract on your desk by Friday?

But, then it didn’t.

Want to know why?

It’s not personal. Everybody has this disease.

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

We all listen for WHAT WE WANT TO HEAR. But, that doesn’t mean that the result is actually going to come in.

So, when it really counts, when it really matters, I invite you to do something new.

Start listening for the “no” hiding behind the “yes” you are hearing.

If someone says they are going to show up to your volunteer event, ask them politely, “Is there anything that would get in the way of you being able to make it? Do you have children you need to have looked after? Is there anything else in your calendar?”

Or, if you’re inviting someone to an event. Find out why they are going and what they want to come away with. If it’s really important to you, ask if it would be helpful for you to pick them up. Then, call a couple days in advance to confirm details.

If they are going to get a contract signed for you, ask them: “Who signs? Are they going to be on vacation or do you expect them to be around this week? Is the timing important to them, too? “

Have them walk through for you how the result they are saying “yes” to is actually going to happen, in reality.

When you need it to happen, you must inspect – dig deeper.

Don’t be worried about asking.

You are supporting the person to do what they already told you that they wanted to do. Done well, it demonstrates your leadership.

Too often, when someone is trying to tell us “no” – we don’t listen and find out more. Sometimes we even leave the conversation thinking that now they are going to figure out a way to make it work.

But, that’s not how people are. They are uncomfortable telling you that they are not going to act on your newest suggestion. They just aren’t going to do it.

It should be a true and rare surprise to you if you are expecting someone to act and then they don’t.

If you are masterful at listening, you will hear the “no” instead of hearing what you want to. When you hear the “no” – you have a shot at turning it into a real “yes”! And that is power!

Love ‘em UP!

The Irreverent Sales Girl

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Authenticity, Dignity, Goals, Irreverence, Performance, Purpose

#TBT – More of Whatever It Takes

This Throw-Back-Thursday article published in May of 2012 and it just seems like the perfect post to come next. If you’ve been reading my articles this week and you got my Totally Irreverent Tuesday newsletter, you will see exactly what I mean!

“Are you willing to live a Do Whatever It Takes Life for your dreams?

Careful of your answer – there WILL be a test! *GRIN*

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

Every single one of us has it in us to do whatever it takes for something. We think we’ll be too tired if we REALLY go for it, or that we’ll miss out on something else that life has to offer.

Not true! The more you give to your dreams the ABSOLUTELY more they’ll give to you. But you gotta be willing to do WHATEVER it takes!!! The miracles that come along with this kind of life will TAKE YOUR BREATH AWAY!!

Love it up!

The Irreverent Sales Girl”

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Authenticity, Dignity, Top Ten Principles of Selling, Winning

#TBT – OWN UP! How Vulnerability Makes the Sale

rsz_sad-316424This is an article that got a lot of love back in 2012. I still hate reading it, but it worked so well, I just have to share! Love it UP!

“Ever had that one client, that one boss, that one family member that EVERYTHING you do with them doesn’t work? No matter what they need, you screw it up?

I had a presentation with THAT customer today! 

Today I had a presentation in the last stages of a competitive bid for an important contract.

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

EVERYBODY was on the phone.

The Executives, the decision-makers, the business unit people, the purchasers. EVERYBODY.

This presentation went the way all of my other interactions have gone with this customer. Wild technical difficulties to start. Fumbling my words. Stilted maneuvering through the product I was demonstrating. It’s been like this since the beginning…

A fun history

It’s been a train wreck the whole way through.

My first meeting with them I had to cancel because I was driving to see them mid-winter and I couldn’t get out of my neighborhood, the roads were so bad.

In my first presentation with them, they were ALL ice cold. I could not get meaningful eye contact with any of them.

Submitting my proposal – well, that went OK.

The technical call with my Senior Vice President of Product Development and their whole team – I was a FULL eleven minutes late to the call (unprecedented).

This last presentation – just BARELY ran at all and BARELY got it done in the time allotted.

OY! 

I was disenheartened after this call. It was my last opportunity to make a good impression. But, here’s the thing. We really do have a GREAT solution for what this customer needs.

What’s a girl to do?

My first inclination was to let it ride

I had done what I had done. It was over. RIGHT?

Then, the scary move

I wrote to the icy-est (is that a word?) business analyst. I wrote (paraphrase):

“Have you ever had that ONE client, that ONE boss, that ONE family member that you could never get it quite right with?

“For some odd reason your company seems to be that for me. I apologize for the technical difficulties I put you through. My presentation was stilted and I hope I didn’t put everyone to sleep. In nine years, I have never had this experience of everything going wrong. I hope that people can let the great products and services shine through, in spite of my bumbling. Is there anything else you need from me?”

I HATED looking this ridiculous, but you know what happened? 

This Icy person sent me a warm email. She said “The technical difficulties didn’t bother any of us – it was a simple thing to manage. I have passed your email to the head of purchasing.”

Two birds with one stone!

Pretty cool! Not only had I been a “human” with the business analyst, but she gave me the opportunity to be a “human” with the purchasing person, too.

We might just win this thing! 

We might not. But at least I can rest knowing that I have put the best possible foot forward for my company with products and services that deserve to win the contract.

MORAL OF THE STORY

Do not be afraid to let people know that YOU know that you could have done better and that you care that you didn’t do your best. People are amazing.

Love your vulnerability UP!

The Irreverent Sales Girl”

Creativity, Dignity, Winning

#TBT – EVER JUST CALLED SOMEONE TO SEE HOW IT’S GOING?

This post dates back to May of 2014 and got a great response back then. I still love it! People are the most important part of your business. Find ways to Love ‘em UP!

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 decision-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.

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

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

Are you ready to be in sales? Find out with my (very fun) QUIZ.

Dear Irreverent Sales Girl, Dignity, Prospecting

WWISGD about Prospects Who Waste My Time?

rsz_meeting-1019995Dear Irreverent Sales Girl,

I enjoy your blog posts, and have a question I hope you can help with.

Forgive the long intro, but I want to put the question into context:

Two weeks ago, I was introduced to a prospective client by a mutual business friend. Let’s call him “Bob.” Bob wanted to meet face-to-face. I tried to schedule the meeting at a half-way point for us.

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

His response? “I’m so busy I wouldn’t be able to vacate the office unless we have billable work to discuss.”

Again… this was a “meet and greet.”

So I hustle out to their office on a Thursday, which is 35 minutes away. I also discover that Bob’s ‘office’ is actually within another company’s office. The owner of that company (“Tom”) was also in the meeting and seemed to be the driver of the meeting, not Bob.

We had a good meeting. Tom tells me he was impressed with my communication. And when I left, he told me he’d be out of the office on Friday but he’d get back to me on Monday.

I followed up the following Friday. Then I followed up again the next week on Wednesday.

No response.

I followed up again today with a more pointed question:

Hot or Not?

Was the project they discussed with me still hot or was it put on the back burner? I clarified that I didn’t want to be a pest but I do follow up. I said I would respond accordingly to the status.

So, Irreverent Sales Girl, my question: do you have any suggestions on how to handle one-on-one meetings for the ‘solopreneur?’ I am seriously considering not meeting in person anymore unless a consulting fee is paid.

I’m looking for action-takers not time-wasters. Any input from you would be appreciated!

Thank you,

Signed,

What to Do in Columbus!

Continue reading WWISGD about Prospects Who Waste My Time? →

Dignity, Irreverence, The Art of Selling

Would Someone Please Just Say It Like It Is?

photodune-3721815-female-speaking--xsIs anyone else out there tired of listening to business people use big words and phrases to make their topic sound more important than it really is? Or maybe make themselves look smarter and sexier than they really are?

Do you ever find yourself wishing that they would just say it like it really is?

I do!

So, I’ve put together my very own totally Irreverent, mostly accurate, and thankfully abridged glossary for your edification (and amusement) about what commonly used business and sales terms actually mean. Not in alphabetical order because, well, you’ll see…

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

CAUTION: This one is a teensy bit snarkier than my typical post. It may not be suitable for all audiences – especially those who use these terms regularly.

Enjoy!

Continue reading Would Someone Please Just Say It Like It Is? →

Authenticity, Creativity, Dignity, Loving Life, Performance, Winning

When cold calls SIMMER!

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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!

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

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

Creativity, Dignity, Irreverence, Loving Life, Performance, Winning

Lighten up, Francis! (And do more business, too!)

Ever notice how SERIOUS you are about your business?

Have some fun and STAND OUT!

Ever notice how much you LOVE to do business with people who are fun?

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

I got this Out Of Office message today and just HAD to share it with you:

“Hello!
Is it me you’re looking for?
’cause I wonder where you are
And I wonder what you do

Yes, Lionel Richie said it best.

I am on the road until the 11th and will have limited access to email. I will reply  you as soon as possible. And remember to have fun.”

Now, THAT is a guy I want to do business with!

How can you add more fun, personality, and plain old STAND-OUTNESS to your work?

It will make you look like a rock star and have people want to play with you. Which turns into money and friends. Both of which are good things.

Go out and…

Love ’em UP!

The Irreverent Sales Girl

Dignity, Goals, Loving Life, Performance, The Art of Selling, Winning, Wisdom

Being Two-Headed In Sales – You Must Win Both Games

If you’re going to be truly great in sales, you are going to have to master the fine art of being two-headed about your work.

Let’s pause for a moment to let the 15-year-old boy in each of us have a good snicker – “She said two-headed, dude!”

Being Two-Headed In Sales

Back to our regular programming.

The thing about great salespeople is they have their head completely in the game.

But, they are playing two games simultaneously – each at 100%. 

GAME #1
Truly great salespeople are in it to win it! They are ambitious and strive to be #1 – no matter what. They are going to crack the code, find the secret sauce.

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

Continue reading Being Two-Headed In Sales – You Must Win Both Games →