Category Archives: Goals

Achieve your goals!

Remember this magical teenage moment?

Once upon a time, a boy and a girl (probably you) shared a favorite song.

Remember when she came to your house, with a new discovery of a new band, and together you fell in love with a new song? With a new band?

Maybe she even shared an ear-bud with you as you listened together (a la an 90’s Walkman moment).

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Do you have ANY idea how long it took for your favorite song to register for you?

With the exception of your favorite crush plugging the song directly into your brain, it probably took awhile (and a bunch of social reinforcement) for you to even KNOW the song, much less like it.

What does this have to do with sales?

WHY ARE YOU NOT INSISTING THAT YOU BE NOTICED?

CEOs, CMO’s, Your customer… They are waaaaaaaay busier than teenagers.

If you have something that you know will make their business better, it is your job to get the “song” into their ears.

And it will probably take at least 12 times of hearing you or seeing your name before you even start to register.

Just because you called them once and left a message, doesn’t mean anything got through.

Remember, they are counting on YOU to find THEM.

Go sing your song, over and over again, and don’t forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

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Five Ways We Fool Ourselves Into Failure

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Didja ever notice how some people are reliable to produce results while others simply can’t seem to get what they want?

I see it all the time in sales. MY sales.

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I have DEVOTED myself to studying and learning to be reliable to produce results. And, it’s not by lowering the bar. It is by being on a MISSION to find the ways that I have fooled myself into failure. Hopefully, you can just learn these from me and you don’t have to make all these mistakes yourself.

#1 Way We Fool Ourselves Into Failure:

Thinking that email is the same as having a conversation or making a real request.

Email is an excellent vehicle for transmitting data, getting information, and exchanging ideas. Sometimes you can get people to agree to act through email, especially if it is a personal email.

But, if you think that you are going to fill your seminar, or get a babysitter for your children, or set a meeting with a prospect simply by sending out a blanket email, you are fooling yourself.

When the stakes are high, you’ve got to make SURE that you reach the other person, get their buy-in, and that they are willing and able to act on your request.

Many salespeople think that because they sent out 500 emails that they have accomplished something.

Not until someone responds to you with the favorable outcome you were hoping for have you achieved anything. Counting that email as a true sales activity is fooling yourself into failure.

 #2 Way We Fool Ourselves Into Failure:

Continue reading Five Ways We Fool Ourselves Into Failure

#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.

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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!

#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*

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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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What college degree is best for a career in sales?

rsz_laptop-943558I was skimming through Quora today – as I am wont to do from time-to-time. You can find the most interesting questions there, like “What is it like to be dead?” (Reading the answers to that question took up half of my afternoon one day. Fascinating stuff out there.)

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

But, I digress.

I stumbled upon this question: What college degree is best for a career in sales? And, I thought, hmmmm…. I would really like to weigh in on that one!

You are right now thinking to yourself one of three things:

1)  I am in sales. I wonder if I got the “right” college degree! (67% are thinking this)

2)  I want to be in sales. There is no way I am going back to school. Wonder if what I majored in is the “right” degree? (32.9999% are thinking this)

OR

3)  I’m in high school and I know for sure that I want a sales career, so I would like to hear more about the right degree for me (Exactly 1 person reading this article is thinking that right now).

The truth is that many of us find ourselves in situations that require us to sell to do a good job.

Either we:

  • own our own business,
  • or ,we are interested in climbing the ladder at our current company and we need to learn to sell ourselves internally
  • or, if we want to earn a leadership position in our firm, we need to get better at bringing business in the door
  • or, we plain old landed a sales job and we want to be the best we can be.

My message for all of you is…

ANYONE can learn to do sales and do it well.

For the 1 reader who is looking for the right college degree, get ahold of my dear friend Dawn Deeter who heads up the National Strategic Selling Institute and she can help! @DawnDeeter

Micheline Anstey, Associate Professor at Southern New Hampshire University, recently told me that if you are a marketing major, you are most likely to have a sales job at some point in your career. While that’s probably true, is THAT the major that sets you best up for success in selling? I’m not so positive.

Some of the smartest and most successful people I know, who have a natural sales style about them, didn’t go to college!

They were out in the real world doing real things learning hands-on what it took to put dinner on the table for themselves and their family instead. And, they self-educated.

If you want a strong, and highly entertaining, opinion about this topic, Google Gary Vaynerchuk’s rant on college. I was going to include the link here…the message is great, but the language just isn’t a good fit for this blog. So, you’re on your own! (You know how to use Google, right? *wink*)

Here are the

THREE MOST CRITICAL THINGS YOU MUST LEARN TO BE GREAT IN SALES

– and where you learn them is entirely up to you.

1) The ability to THINK CRITICALLY

If college offers you ONE thing that is most likely to make you a successful sales person, it is learning the ability to THINK CRITICALLY and become exposed to more WAYS OF THINKING.

The best degrees to learn that skill are more likely to be in Literature, Philosophy, the Sciences, Mathematics, Political Science, Economics, and the like. At SOME point, you are going to have to learn business skills. It will be important that you understand cash flow and profit margins and the business things that your customers are dealing with – but learning to THINK is the most important step.

However, do you really need a college degree to learn that? In today’s world of Information Accessibility, all you need is a device that connects to the Internet and a healthy dose of Curiosity to get an extraordinary education in any skill. And that includes sales.

2)  SELF DISCIPLINE

In sales, there are no Participation Awards. You must learn a “whatever-it-takes” attitude and apply it daily.

If you take your college degree seriously, and use it to become masterful in a subject, then the structure of college may help you develop the critical quality of SELF DISCIPLINE.

If you party the whole time and do what it takes to “get by” in the academic world, you have set yourself waaaaaaaaay back. You may get a degree, but you are going to have to unlearn a whole slew of bad habits to become great in sales.

Throughout your successful career in sales, you will:

  • need to do what other people will NOT do to get the business
  • need to make time to learn, and learn, and learn – in a myriad of topics
  • need to make that last sales call even when you are exhausted
  • need to grapple with your self-doubt and come out on top
  • need to look at the mountain of IMPOSSIBLE and do whatever it takes to climb it
  • need to fail and be grateful for your failures
  • need to wake up before the others do and go to bed after they do.

My favorite teacher on the topic of SELF DISCIPLINE is Dan Waldschmidt. Check him out: @DanWaldo http://danwaldschmidt.com/

3) EMPATHY

This is not a touchy-feely topic, empathy. It is the ability to demonstrate that you can get over in someone else’s world and identify with the way life ACTUALLY occurs to them. (Today, some people are calling this quality Emotional Intelligence or EQ.)

Here’s what I mean. We mostly walk around thinking that our view of the world is the way it really is. When you understand that this it true about you, you have an amazing insight into your customer. Because THAT IS WHAT THEY ARE DOING, TOO!
THEY are walking around thinking that the way they view the world is the way that it really is!

When you can let go of your own view and really speculate about what that person’s world looks like to them, you can now sell!

A college degree will help you with Empathy – especially if you have a degree in things like Philosophy, Literature, History – subjects that force you to think from another person’s world. Perhaps even in a different time or a very different world circumstance.

However, just being a well-read person can do this for you. Pick up books that DO interest you and books that DON’T interest you.

  • Read, read, read, read, read.
  • Watch, watch, watch, watch, watch.
  • Listen, listen, listen, listen, listen.
  • Research like crazy.

Get good at EXPERIENCING what it is like to be in someone else’s situation and see that how they behave makes PERFECT sense, given their unique point of view.

What is the right answer to “What do I need to be a success in sales?”

The answer has nothing to do with a college degree or any other formula. The answer is always and purely…

The never-ending, “never-give-up” commitment to be a success in sales and never stop.

Love your sales journey UP!

The Irreverent Sales Girl

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You Have a “Do-Whatever-It-Takes” Attitude and Here’s How I Know

I run into people who positively suffer in their jobs, or with their health, or with certain relationships. Perhaps you can relate to that yourself.

I want you to think about one of those parts of YOUR life right now.

Do you have it?

I’m about to tell you something you are not going to like, but stick with me –  it will make sense and give you new freedom. I promise!

Imagine that it really IS OK with you that this part of your life is exactly the way it is – RIGHT NOW.

WHAT?

I bet you a million dollars that the reason you are upset about this part of your life is because someone else, at some point, made you feel that it SHOULD be a different way. And so now you’re stuck with the suffering because it is not as it SHOULD be.

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Perhaps you just really really really wish YOUR body was the perfect type, or YOUR work style was the perfect way to achieve success, or YOUR opinion about your family members was the socially acceptable one. So, you could love it the way it is now.

It wasn’t YOU that really wanted it to be different.

Here’s how I know this is true.

There are things in your life that you have taken a “DO WHATEVER IT TAKES” attitude and it has worked.

For me, when I was a child, I was DETERMINED to be the person who could stand on hot asphalt in the summer in bare feet longer than anyone else. And I did WHATEVER IT TOOK to earn that distinction. (I know, a crazy goal, but there you go.)

When I grew up, I was DETERMINED to get a job in marketing after school even though all of my professors said that NEVER happened right out of undergrad and especially with my grades (I had failed out of my freshman year). But, I did WHATEVER IT TOOK to make sure I got that job. So, while most of my high-grade-getting college friends were waiting tables, I held a marketing position with a major brand.

Today, I am DETERMINED to have a magical, intimate, juicy, relationship with my husband and I do WHATEVER IT TAKES to make sure we do! (BONUS: He does too.)

But, it’s not like that in every area for me.

Is my house as clean as it should be? No.

Am I as successful in my business as I know I can be? No.

Does my body look exactly the way I think it could? No.

But, I have to get STRAIGHT with myself that I am simply not brining ALL of myself to these areas.

You have done this, too.

If you have children, I promise you have at some point had a “DO WHATEVER IT TAKES” attitude about something that concerns them. Either, they are picked up on time from school. Or they are going to get in to see THAT doctor. Or, they are going to have 3 square meals every day.

And, I bet you’ve been like this at a number of things.

So, now, go back and look at that area where you are suffering.

Are you bringing a “DO WHATEVER IT TAKES” attitude to it?

Can you live with it the way that it is? Even learn to embrace it?

If, yes. Then, congratulations, you can now focus on the things that are TRULY important to you and give up the suffering.

If, no. If it really IS important that this area be different. If it is unacceptable for the way it is to be the end of the story in that area, then let’s GET CRACKIN’ and dust off your WHATEVER IT TAKES attitude in that area.

Either way, you no longer get to complain. Because now you know that you could make it different!

You are amazing.

Love your life UP!

The Irreverent Sales Girl

BONUS OPPORTUNITY: Post a comment that tells me what you are NOW going to do in that area!

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“That’s Not Like Me!” Using Bad Habit Truths to Your Advantage

What is one thing you know you would NEVER do? Like REALLY know you would never do it? It may be something like Embezzle… or try Crack Cocaine… or Poison Someone Else’s Dog. I’m talking about something that is completely out of the realm of possibility for you.

That is something that is truly JUST NOT LIKE YOU!

You are RELIABLE to not do it.

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Now, think of something that you sometimes do – that you know isn’t so fabulous for you. Something like… eat entire bags of kettle corn after 11 at night… or smoke cigarettes … or spend too much money on QVC. This is something that you would prefer that it isn’t like you, but you have to admit that, reluctantly…

It IS just like you!

How did that happen? How did you become somewhat enslaved to a behavior that you wish was JUST NOT LIKE YOU?

How it happened was that you did it ONCE.

At one time in your life – doing that one behavior JUST WASN’T LIKE YOU. Then, you did it once.  Now it was JUST LIKE YOU!

OK – let’s not dwell in the bad stuff.

How can you apply this same principle to all the GOOD STUFF you want to have in your life?

First, think of something you WISH you were doing regularly or something that you wish were true about you, but it’s JUST NOT LIKE YOU!

It could be getting up at 5 am and exercising. It could be reading a book once a week. It could be making an hour of cold calls each Wednesday. It could be speaking at local business meetings regularly.

The good news is…to start a new GOOD habit is the exact same as starting a bad habit …

The first step is to do it one time. Just once.

Look what happened… doing that thing has become JUST LIKE YOU! Now it IS just like you to get up at 5 and go to the gym! How do you know? You did it just yesterday!

Now, it IS just like you to read a book in a week. How do you know? You did it just last week!

Now, it IS just like you to speak in front of the business meetings. How do you know? You did it just last Monday.

So, I invite you to look and see:

What is one good behavior that you would like to make a habit?

What is it going to take for you to go out and do it just once?

The first step is to do it just that once. A huge hurdle has been overcome: Now, it IS JUST LIKE YOU.

Of course, the second step is to do it again… but, let’s worry about that when we come to it.

Love it UP!

The Irreverent Sales Girl

 

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Break this Sales Commandment: KNOW THY COMPETITION

breaking wallI was listening to an absolutely brilliant speaker the other day – talking about sales. Most everything he said was right on the money and I loved it. But, he said one thing that I just don’t buy!

He asserted that successful salespeople should know their competition inside-and-out.

Now, why in the world would you do that?

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

Here are the three DEADLY things that happen when you know your competition inside-and-out:

Continue reading Break this Sales Commandment: KNOW THY COMPETITION

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.

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

Very Superstitious – Cracking the Activity Code

Are you a salesperson with a superstition problem? You are not alone.

It happens to all of us. You are dialing and emailing and socialing and then, seemingly RANDOMLY, a deal pops up out of the blue.

Nothing’s been closing. Nothing’s been moving. Nothing seems to work, and then – BOOM! Deal closed. 

Crack the Sales Code – Lose the Superstitions

How did that happen?

What were you wearing? What did you have for lunch? What cup were you using for your coffee? Should you do more of that?

Let me offer you some freedom.

What happened was that you were in action. 

You were committed.

You weathered all of the “no’s”. You did the dialing.  You did the emailing. You did the socializing.

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

It was not clothes, the tuna sandwich, or the cup.  It was YOU!

As much as it seems like things fell out of the blue, they didn’t. You were in action. It created activity. Activity breeds activity.

Stay in action. Don’t make things up – that will just distract you. 

Go and Love ’em ALL UP!

The Irreverent Sales Girl