Category Archives: Irreverence

Saying it straight – takes courage

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?

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

The Busy-Prospect/Binge-Watching Paradox

Binge-watching is a thing. I know it. I’ve been traveling and everywhere I go – whether I sit in First Class or Coach. Whether I’m speaking to senior management or rank-and-file. Everyone’s got their guilty-pleasure binge-watch shows.

It can be Netflix or Amazon or Hulu or DVD’s of past seasons. Even those who “don’t own a TV” or “don’t watch TV” are binge-watching on their device of choice.

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

Yet, we kid ourselves into thinking that our inability to get a prospect’s attention or to close the deal has something to do with the fact that they are super-busy.

The reality is that they are just too busy for you!

People make time for all sorts of things! They spend time surfing YouTube, catching up on Facebook, hanging at the bar or a restaurant with work buddies or other friends. Reading stuff, listening to stuff, or watching stuff on the treadmill at the gym.

Even in the middle of the work day, people stop everything for the “hair-on-fire” meeting – or maybe just to talk over the water cooler.

I mean, don’t you do that stuff?

The problem isn’t that your prospect doesn’t have time – they just aren’t spending it on you!

You have simply failed to become Irresistibly Relevant.

Continue reading The Busy-Prospect/Binge-Watching Paradox

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

I’ll have some Tortoise with my Hare please! (On the side).

We all know that slow and steady wins the race, right? That tortoise story is ingrained in our psyche. The Hare LOOKS like he’s hot stuff, but it’s the Tortoise who crosses the finish line and leaves the Hare looking like a big fat blow-hard fool.

That is all well and good.

Unless you’re the Hare. 

How about adding some Tortoise to your Hare?

What if you are the one who makes big things happen from time-to-time? Like breakthrough things? Things that open new markets? Things that make people say Ooooh and Aaaaah? Where does that leave you?

Or, what if you are more like the Tortoise when it comes to delivering your service, but you are more like the Hare when it comes to selling your service (as many small business owners are) – on again and off again as the mood strikes?

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

Maybe, just maybe, you can have both! I am discovering that you absolutely can. And it requires just one little magical thing…

Consistency

I’m not so sure WHY it works, but I am finding that it absolutely DOES WORK. And, I’m learning over-and-over that it doesn’t just work for me. I am hearing that putting this magical power to use is the key to many professionals’ success.

The Paradox of Consistency

The crazy thing about consistency is that quantity plays almost no role in it and quality plays less of a role than you would think.

In other words, if I want to reach a particular sales goal or business goal or financial goal, putting even a small, consistent practice in place makes a surprising amount of difference.

Continue reading I’ll have some Tortoise with my Hare please! (On the side).

Use this word to slay your fiercest competitor – The Status Quo!

This word will leave the Status Quo shaking in it’s boots!

I have been selling for about a million years. Day in and day out. I have read nearly everything I can get my hands on and I have heard many of the super pros speak.

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

And yet, I had never heard this one.

The pure and simple question that unlocks doors and allows you full access.

WHY?

Three little letters.

My good friend, President of Dialogue Consulting, revealed this secret to me and I was amazed! She is notorious for turning unprofitable businesses to profitable! And it’s no wonder. She is phenomenal. And this is one of her most powerful tools in her tool kit. The question…

Continue reading Use this word to slay your fiercest competitor – The Status Quo!

If you’re anything like me…you will LOVE this secret sales weapon!

I have a secret sales weapon.Secret-weapon

It is a sure fire way to get on the same side of the table as your prospect. Especially those who are resisting a sales conversation with you.

The secret weapon? A few simple words.

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 are anything like…”

This is one of the most dis-arming comments you can make in a tense sales conversation. It immediately makes your conversation personable.  Here’s how it works:

Continue reading If you’re anything like me…you will LOVE this secret sales weapon!

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

Vampires Can’t – Neither Can You. Get Invited In.

VampireI was recently talking with a friend of mine who does phone sales and she told me that her company says they are NOT ALLOWED to ask the prospect on the other end of the line if it is a good time to talk.

CAN YOU IMAGINE?

She tells me her team is getting clobbered and is truly underperforming and that the job is demoralizing (I think she’ll be leaving soon), but her management INSISTS that they should never ask this question.

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

So, it’s time for the Vampire article.

VAMPIRES AND SALES? WHAT?
Yes. Indeed.

In the time-honored tradition of Vampire-lore, it is well-known that Vampires cannot cross the threshold into your home, until they get invited in. The barrier is considered “sacred” and “holy”.

It is the SAME THING with your prospect’s time! You MUST be invited in before you are allowed to start selling – or you will be left bleeding out of your eyes (the sales equivalent is BEING SHUT DOWN and demoralized).

What does this look like?

Continue reading Vampires Can’t – Neither Can You. Get Invited In.

A Sales Gig Primer: Show Me the Money! Part 3 of 5

OK! So, today is about Show Me the Money!

Before we start though – did you register for this yet? It’s going to ROCK! Check out this event: Your Job Search Goes Social with Sima Dahl I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

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

Show Me the MoneyShow-Me-The-Money-538x218
There are really three ways to get paid as a salesperson – all others are variations on one a theme:

Straight Up Salary
This position pays a straight salary and you are evaluated on your performance against specific measures – maybe the number of appointments you set, or your conversion rates, or the deals you bring in.

This set up is ideal for the person who does not like income fluctuation. It is also ideal for the person who feels more comfortable REALLY selling a product when they can honestly say there is “nothing in it for them”.

Base Plus Commission
This sales gig pays you enough of a base to ensure you have some living expenses covered as your income fluctuates, but provides enough incentive to get the job done and perform at the top of your game.

Be sure to know what you need to be OK first, make yourself comfortable enough with the base so that you have the flexibility to go out and sell confidently (people can sniff out desperation from a mile away). But, not SO comfortable that it takes your edge off of the hunger.

This set up is ideal for someone who has a moderate degree of money motivation. Usually this person is also intrinsically wired to simply need to achieve. They also love the “unlimited” income potential that comes along with this situation, without having it all at risk.

Commission Only
(I consider Commission with a Draw to fit into this same category. A draw is NOT a base salary. It is like going into debt against future commissions.)

This sales gig is for people who are highly risk-tolerant. They want to be paid (and paid WELL) for the results they produce. They can command much higher commission rates because they are taking on all of the fluctuation and risk of performance.

These people are self-reliant and REALLY love the “Sky’s The Limit” nature of the work.

If you are entering one of these gigs, be absolutely certain that you can rely on your employer to provide the full training and resources you will need to succeed. Many companies who pay on “Commission Only” are just fine with churn and burn of sales people. Make sure this is an environment where you can THRIVE!

Love yourself UP!

The Irreverent Sales Girl