Category Archives: Performance

How to perform – reliably

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 →

Cold Calling, Creativity, Dignity, Loving Life, Performance, Presentation, Winning

Mirror, Mirror on the Wall. Who’s the greatest of them all?

An all-time favorite tip to being wildly successful in sales – on the phone – is “Sell to the Mirror”. 

Be the greatest YOU in the mirror!

When you are selling to a mirror, you sound like an actual human being – because you are relating to the person in the mirror as another human being.

You can see when you’re smiling – which comes through on the phone.

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

You can see when you’re sitting or standing (prefer standing) in a confident manner – which comes through on the phone.

You can relax and be yourself – instead of all stiff and weird – and that comes through on the phone!

I urge you to get a full-length mirror (if you have an office set up for that) – or at least a small one on your desk. You will see gi-normous results!

And, if you happen to be in a setting where you are selling on an open floor – and this just doesn’t work for your office environment – print out the article below and take it to your manager!

http://blog.bridgegroupinc.com/sit-your-team-up-for-success

When you sell into the mirror, it is much easier to Love ’em ALL UP! (Which comes through on the phone).

Now you can be the greatest salesperson of them all!

The Irreverent Sales Girl

Goals, Performance, Winning

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

Creativity, Goals, Loving Life, Performance, Winning

Wide Open Spaces – and other things you might not know about being a top producer

Didja ever notice how your best ideas come to you in the shower? Or while you’re at the gym? Or on a really long hike?

Didja ever notice how awesome it feels when you look at your day’s schedule tomorrow and there is NOTHING there?

Didja ever notice that time management experts don’t really talk about that stuff?

Wide Open Spaces Release Natural Genius

I have been a top performer and producer for many, many years and I have had the profound privilege to know some of the most innovative and important people of our time. These are CEOs of Fortune 1000 companies, world-renowned experts in their fields of science and math and marketing, business leaders who change the way people live their lives with the products and services they bring to market.

And they all have one thing in common. They work hard. There is no doubt about that. And they are very, very focused on mastery of their craft. To be sure.

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

But, they also have another very important thing in common.

They have wide open spaces in their schedules.

Wide open spaces that allow their natural genius to fly free. To lead them to the right answers, to explore the book in front of them,  or meet the person on the plane next to them.

I believe that our brains do not work in a linear fashion. I believe there is no such thing as control and we fool ourselves when we try to exert control as a way to get where we want to go.

I believe we are all blessed with natural genius and it is a joy when it is let loose upon the world.

Look at the greats! Every one of them had some part of their schedule that they gave over to wide open spaces. Edison with his “lights out, doors closed” quiet time. Churchill with his morning “constitutionals”. Leaders who schedule themselves three weeks non-stop on the road and one week completely off!

The list goes on and on.

As an example, one of my friends – ex-CEO of one of the most successful tech firms ever – told me that when he has a really tricky problem to solve or  a big deal to land – he goes to the ski slopes for the day.

Can you break the addiction of control and linear thinking to allow your true greatness to shine through?

Love your natural genius UP!

The Irreverent Sales Girl

Goals, Irreverence, Performance, Uncategorized, Winning

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). →

Creativity, Irreverence, Loving Life, Performance, The Art of Selling, Winning

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! →

Authenticity, Creativity, Goals, Performance, The Art of Selling, Winning

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 →

Authenticity, Dignity, Education, Goals, Irreverence, Loving Life, Performance, Winning, Wisdom

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

Dignity, Irreverence, Loving Life, Performance, Winning, Wisdom

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. →