Category Archives: Purpose

Your life has a purpose!

Has this ever happened to you? The Bizarre Nature of Sales

customer-magnet-1019871You’re a smart person and I seem to see this phenomenon all over the place, but I haven’t yet been able to explain it. Got any ideas?

So, I’ve been working with a really great guy the last few weeks. His name is Scott Rabinowitz and he runs an absolutely phenomenal business.

He is the consummate pro and a huge value to his customers.

Business is good, but he’s interested in growing it 10x the size it is now.

So, he got in touch with me to see if I could help. He knew he should be prospecting more, but wanted some ideas about professional approaches to reaching out for new customers.

Together, we brainstormed (actually, don’t tell him, but he did most of the hard work) and came up with an outreach approach that he could really get behind.

After one week of trying his new approach, I phoned him up to see how it was going.

He said, “Well, it was going fine, but then I got behind on my prospecting activities because the most BIZARRE thing started to happen.”

“Oh,” said I. “Do tell.”

Continue reading Has this ever happened to you? The Bizarre Nature of Sales

#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*

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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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?

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

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?”

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

 

 

 

 

 

 

 

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.

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

Where are you living a “what if” life?

Living a "what if?" lifeIn my 20’s I got engaged to a drummer.

He was all the things a drummer should be. Long hair, bar tender, you know the guy. The one the girls swoon over and your mother warns you about.

A bunch of things were a perfect mis-match, but I was head-over-heels CRAZY about this guy. You know, the movie kind of – “he’s the one” –  kind of CRAZY? (I still think he’s an awesome guy, btw). And I’m SURE he thanks his lucky stars he found his right girl, too.

We had to go for it, though. I had to see it all the way through to the disaster it was DESTINED to become.

Why? You ask.

Because I am unwilling to live a “what if” life.

Can you imagine if – all these years later – when I’m annoyed about doing the dishes ore something perfectly normal – like my husband leaves me with an eigth-of-a-tank of gas… I start thinking. “Remember that drummer guy? I was so CRAZY about him. I BET we could have made it work! Yeah! Why didn’t I GO FOR IT?”

Now, I know the answer! And I am even MORE CRAZY about the guy I’m with now. The wonderful match!

It’s the same reason I jumped in with a partner in a company and started it from scratch. Now, THAT one worked out great!

Where are you living a “what if” life? It could be “What if I just picked up the phone and asked for that meeting?” or “What if I just took the chance on this dream job?” or “What if I moved to California?”

Fact is, you just really don’t know what you are capable of until you call your shot and take it!

If you wish you’d started it when you were 10 years younger, it is even MORE imperative that you try it today.

How about living a NEED TO KNOW life instead!

Love it ALL UP!

The Irreverent Sales Girl

You are discouraged? Go, go, go, go, GO!

Yes! The end of the year is upon us!

Yes! We don’t know if we are going to meet our goals (Didn’t it all seem so DO-able in January?)

I INVITE YOU To GO FOR IT!

Do you know that one year  I had a colleague who had sold a sum total of ZERO against her goal in October.

By December, she had exceeded her quota!  (True Story)

She went from ABSOLUTE ZERO to winning in TWO MONTHS. You are discouraged? Go, go, go, go, GO!

What was the catalyst?

She did some work to DISRUPT her conventional ways of thinking and acting!

Are you willing to GO FOR IT this year?

Never stop going! http://ampandpivot.com/end-of-year-success/

AND, email me for the private conversation of how my colleague made it happen: salesgirl@irreverentsalesgirl.com. Not to be mysterious. Just not everyone wants to hear it!

You can do it if you will let NOTHING STAND IN THE WAY – including YOU!

Love your success UP!

The Irreverent Sales Girl

The more conversations you have, the more discouraged you will become…

The more conversations you haveAs we all now know, protecting our mental space is PARAMOUNT! It is the single best thing we can do for ourselves, whether we are “sales professionals” or anything else. Becoming discouraged can become dangerous and even fatal to our most dearly-held dreams.

DO NOT FALL INTO THE DEADLY TRAP THAT MOST OF US DO!

If we want to be wildly successful and a crazy important INFLUENCER (which I’m betting you do, if you are reading this), we must have many, many, many conversations. With many, many, many people.

The trap we fall into is that we only talk to the people we think will be receptive. We judge by their demeanor, or their background, or their title who might be the most receptive audience.

This is ONE WAY of protecting our mental space: Only talk with people who will not ignore you, say ‘no’, or not disagree.

That is not what is going to get us where we want to go!

Wildly successful people cannot afford to “play it safe”.

The Antidote?

FIND YOUR VISION

Whether you are in sales and you are committed to blowing your quota out of the water, or if you are trying to get a new project going in your community, or interested in making a change in the way your family gets along with each other – you are going to have to have conversations that are uncomfortable, risky, and not always rewarding.

When you have your VISION squarely in front of you and it resonates in your soul – or simply drives you to excellence from sheer desire to WIN – THAT is when you can start to move the needle on how effective you are.

THAT IS WHEN YOU BECOME UNSTOPPABLE

Let’s get a little bit obvious and trite here for a moment, but just to prove a grand point. Then, we will bring it back to YOUR success.

Dr. Martin Luther King, Jr. had a vision,  a dream. While his dream and his stand is VERY popular now – and we revere the man – you have got to remember that this man was COMPLETELY OUT OF HIS GOURD when he first started.

Nearly every conversation he had was risky and unpopular…at first. Then, it began to take hold.

Can you EVEN IMAGINE how many unpopular conversations he had to have with people? He was risking HIS livelihood and asking others to do the same.

But, know what? THEY DID! And sometimes at great cost to them and their families.

THE GOOD NEWS

Your goals are probably not as dangerous as Dr. King’s. (And if they are, I salute you! Go, Go, Go, GO, GO!)

But, they are lofty. Ideas and dreams and goals have a very short shelf life. They must be moved forward and they must gain momentum and this requires lots and lots of conversations.

CONVERSATIONS ARE THE ONLY THING IN THIS WORLD THAT MOVE THINGS FORWARD

So, if you want to be number 1 in sales, you have got to get great at having conversations. The more conversations you have, the better you will get at having them be effective the first time. But, you will not start there. And you will not finish there, either.

Every pro, in any field has started out by having conversations that did not work. They learned, they modified, they clarified. But, they could only learn, modify, and clarify by HAVING the conversations. They did not work them out in their heads.

Every pro, in any field, CONTINUES to have conversations that do not work. Some of us call these COLD CALLS. Others call it networking.

Do you know that TRUE PROS do NOT resist COLD CALLING? They KNOW that is where the action is and where their future lies. More about that later. (Your competition may know this, too.)

Here is what it looks like to be great at having conversations.

Be someone who has lots of them. Period.

It does NOT mean that your conversations will turn out the way you planned. It means that you are someone who is WILLING to have lots of conversations.

AND… Back to the title of the post!

The more conversations you have, the more discouraged you will become…

…if you are attached to them all turning out OK.

The reality is, if you can manage your mental space and be OK no matter HOW the conversation goes…

THE MORE CONVERSATIONS YOU HAVE, THE MORE WILD SUCCESS YOU WILL HAVE!

And, that is all!

Know that I admire your courage and dedication to whatever it takes.

Love ALL the conversations UP!

The Irreverent Sales Girl

Watch your language!

Watch your language! I was giving a cold-calling training yesterday and my participant told me that her boss wants her to come up with two scripts….one for talking to a GATEKEEPER and the other for talking to the DECISION MAKER.

Oh, those words he is using! Gatekeeper? Decision Maker? Seriously?

Let’s talk about Star Wars for a second.

Remember those Storm Troopers – dressed from head to toe in armor and tinted face masks? (If you don’t I’ve included a picture).

Know why they dressed them this way? Well, I might not really know why, but what I’ve HEARD is so that the audience didn’t HUMANIZE them. So, it was OK to kill them. No one would feel a shred of conscience about rooting for the Rebellion to take them all out! Dead!

Watch your language!  Now look.

What does this have to do with my revulsion to the words GATEKEEPER and DECISION MAKER? 

Yup! It takes the HUMAN out of the mix. So, NOW, when you are talking with one of these people, you sound like a GREAT BIG DORK, because the foul language you are using automatically puts you at cross purposes with the HUMAN on the other end of the phone.

See, if you call the person who can connect you to the person you really want to reach, and you call them the gatekeeper….right away you start strategizing ways to get past this nasty person. Kind of like trying to get past the bouncer at a popular club. And, all of your efforts sound disingenuous and HUMANS can smell the stink of  disingenuous from about a mile away!

DECISION MAKER is a little more subtle, but it still conjures up images of a person who is going to pass judgment on high about whether you are going to meet your goals or not. It’s brutal!

So, what language could you use instead? 

Well, for starters, you MIGHT get interested in their name. I’m just sayin’. Then, you might get interested in the role that person plays in the company and why they would even want to talk to you.

If you can’t figure out why they would want to talk to you, then I suggest you don’t pick up the phone in the first place. You will just embarrass everyone in the process (YOU, mostly).

The people who answer the phone are your best friends. They KNOW what the company is up to and they know how to get your call through to the right person … if they care enough to. And, keep in mind, they are interested in doing a good job! They want to do the right thing. Those people have a big fat sniffer for someone who is trying to GET PAST them. Wouldn’t you?

The people who make the decisions are your access to a green light. Right?

So, NOW what do you see? 

All of the people you talk to in your sales process care about something. If you are relating to them as the enemy, they will do their best to keep you out … and out you shall be!

Your job is to leave everyone you speak with feeling that you added value to their day and, even better, feel like a ROCK STAR because they talked to you.

This is where “cold-calling” becomes fun! 

You now are someone that EVERYONE wants to talk to because you care about what makes them successful.

It takes relating to a human being on the other side of the call and making their day.

Now, YOU get to be a DAY-MAKER (instead of a nasty ol’ salesperson) and THEY get to be ROCK STARS!

Think you can do it? 

Love ’em ALL UP!

The Irreverent Sales Girl

Hidden Mysteries Week – The Formula for Wealth Part III

Hidden Mysteries Week - via Dan Brown and The Lost SymbolThis week, we are exploring Dan Brown’s hidden formula for wealth (as interpreted by me) in his Best Selling book The Lost Symbol (you can read yesterday’s post to get caught up).

Yesterday, we explored the progression we uncovered that says: P→P→P→W

Today we’ll consider that the hidden formula is actually closer to P+P+P=W

Although, I think the real fun comes tomorrow!

Instead of the very linear, and obvious progression that we could glean from Peter Solomon’s wise words to his son, Zachary, as he passes along the family fortune – let’s look into something a little deeper. Something that resembles the concept of SYNERGY – when the outcome is greater than the sum of its parts.

So, in this formula, when I combine Productivity, Prosperity, and Philanthropy, they become Wealth – greater than the sum of its parts. Each one inextricable from the equation.

A tad ho-hum? Perhaps. But, we’ll finish with the punch line tomorrow. Can you see it?

In the meantime, I’m going to go work on the Productivity part of the equation. What IS it about summertime?

Love your life UP!

The Irreverent Sales Girl