Category Archives: Uncategorized

Fill the emotional gap and you are unstoppable!

Emotional SellingEvery real estate professional knows that a property is much more likely to sell if it is “staged” – all set up with sofas, pictures, flowers, accessories – like someone really cool already lives there. Somebody THEY want to be.

It makes their buyer RELATE emotionally to the house.

You can do the exact same thing! In every presentation, meeting, proposal, bring the magic of “THIS is who you want to be”.

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 Fill the emotional gap and you are unstoppable!

I Always Feel Like Somebody’s Watching Me!

If that’s you….then GOOD!

Salespeople (and great people) almost ONLY perform when someone is WATCHING!

Who’s watching?

If you have a sales manager who is “hands off” –  to them, it doesn’t matter how you perform – you aren’t asked to account for how many meetings you are setting or how you are doing on those meetings… then you may be in BIG TROUBLE!

Scientists have even seen the phenomenon that all particles and organisms behave differently when THEY ARE BEING WATCHED!

Continue reading I Always Feel Like Somebody’s Watching Me!

Three Things That Could Be Keeping You From Closing

I was speaking with a completely lovely salesperson the other day. She is awesome. Self-aware, hungry, dedicated. Ready to be a true pro.

She is smart, loves her product, KNOWS her product, but seems to have trouble when it comes to making the final close. In a short Coffee's for Closersconversation, we revealed 3 of the top reasons that she may be stumbling over making the close with clients who should buy.

Her issues are not unusual… perhaps the conversation will sound familiar to you, too.

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

First obstacle to making the close: Feeling defensive.
When a customer comes in who is wary of her, and tells my salesperson that she is “just there to make a sale” or “just there for the money”, she wants to set them straight, defend herself. It is true that our dear salesperson is interested in her own success, but it is even clearer to me that she is interested in people understanding that she is there for THEM. So, when a person accuses her of being out to take advantage of them, she backs off and wants to defend.

Possible way to overcome the first obstacle: When we explored ways that she might behave – other than being defensive – we discovered that a simple question like “Has that happened to you before? Someone has taken advantage of you?” gave her a TON more confidence and made her feel like she could get on her customer’s side – rather than trying to prove that she was a nice girl! Great move in the right direction.

Second obstacle to making the close: The Price is Too High…
in HER mind! It’s no wonder she is having a hard time closing…she doesn’t understand why or how people pay so much for her product. When we dug into this, she realized ways that she could find out from current customers (and salespeople) why people pay what they pay for their product. Just because it seems like a lot to her, doesn’t mean that it seems like a lot to the customer.

Possible way to overcome the second obstacle: She started walking around her house saying the price to herself out loud – over and over. Just practicing getting the price out of your mouth will make a big difference. Also, asking around to find out from other salespeople or happy customers why and how they paid so much will make you convinced that you are creating a great value.

Third obstacle to closing: I Don’t Want to be Pushy
Other successful colleagues  seem to guide a conversation, but she feels uncomfortable with controlling or exerting authority. Conversations tend to get uncomfortable and she is reluctant to look too manipulative or pushy.

Possible way to overcome the third obstacle: When I asked her what her colleagues were doing that she wasn’t – she saw it right away. They talk straight to their customers. They answer questions directly. They make recommendations succinctly. They ask questions and wait patiently for answers. They are powerful and deliberate when they speak – which instills confidence and more often leads to a sale! She is practicing these ways of speaking and already called a prospect back and made a sale!

Of course, these aren’t the only three things that can keep a person from closing! What are your obstacles? Let’s talk!

Love ’em all UP!

The Irreverent Sales Girl

3 Compelling Reasons to Break Up – NOW!

The song says “Breaking up is hard to do!” And, it certainly can be.

Let’s Break UP!

But, here is how breaking up will free you up!

A very dear friend of mine. A tippy-top producer who has earned a penthouse overlooking one of the most famous (and expensive) avenues in America, shared this recent story with me.

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

Her pipeline has been a teensy bit stagnant of late. So, she took a BOLD ACTION. She carefully crafted a gracious break-up script and shared it with her prospects who were just not getting back to her.

Generously, she has agreed to let me share her message and her results.  Here is the message she left for her prospects with whom she had met, but received no activity:
Wanna see the script?

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?”

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 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

 

 

 

 

 

 

 

To Play or Not to Play – 3 sane steps to deal with RFPs

RFP ImageIt is a dark and stormy evening.

I am tired.

I have been on the road for two weeks.

I just received a Request For Proposal (RFP) from a GIANT company who I have never spoken to. What do I do?

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

OK. This may be a “bit” dramatic. Still, you’ve been there, right?

The first thing I want you to do is…breathe…

Now, let’s take a look.

Salespeople have been trained to create physical and emotional reactions from their buyers. We know them as “finding the pain points”, “creating urgency”, “challenging assumptions”, etc.

Buyers at big companies have been trained to do the same thing to you. Continue reading To Play or Not to Play – 3 sane steps to deal with RFPs

VaVaVaVoom Interview! Success is NOT for the weak of heart!

BE WARNED!

You are about to read an extraordinary interview that might REALLY shake you up!

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 committed to being successful – you may have found books and conferences on success intriguing, but they don’t  get you there…Dan upsets that applecart!

BEWARE – Dan’s message can be confronting. It is the TRUTH about what it takes to be a top performer. Not a guide on how to shortcut your way to the top.

(Notice how that hasn’t worked for you?)

If you can handle the truth, READ ON!

I can handle the truth

Has success been elusive? Get EDGY!

Got EDGY?Check this out! Dan’s EDGY introduction of the game-changing book!

I HEART DAN WALDSCHMIDT. He is one of the most accomplished, generous, and committed people I know – committed to OTHER’S success. He is EDGY and real and awesome. The Irreverent Sales Girl would be nowhere near where we are today without his awesome-ness!

Here is what Dan has to say about the book he released today!

“It took us four years of work to figure out what really makes ordinary people do amazing things. Like you, we had read many books about how to be successful in business, how to stay motivated, and how to get rich. When we finished reading each one we though “if that formula works so well why is it that I don’t get the results that the book says I should be getting?”

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

We threw away the books and motivational seminars and started looking around at ordinary people who ended up unbelievably achieving outrageous success. We looked for common people who accomplished amazing feats of success and dug a little deeper into their stories. The more we started looking, the more examples we found.

From business to math to science to sports to politics,  we studied 1,000 ordinary people who achieved success against all the odds. What we uncovered were four clear character traits that I had never read about in any book. We call it EDGY. (And wrote our own book about it.)”

IMPORTANT LINKS:

SHORT AUTHOR BIO:

Dan Waldschmidt is an international business strategist, speaker, author, and extreme athlete.  His consulting firm solves complex marketing and business strategy problems for savvy companies all over the world. Dow Jones calls his Edgy Conversations blog one of the top sales sites on the internet. He’s been profiled in Business Week, INC Magazine, BBC, Fox News, The Today Show, and Business Insider, has been the featured guest on dozens of radio programs, and has published hundreds of articles on progressive business strategy. He is author of Edgy Conversations: How Ordinary People Achieve Outrageous Success.

AND, if you order NOW, he’ll send you his workbook FREE!

Love your success UP!

The Irreverent Sales Girl

Take the 20 minute challenge to speed up sales!

Take the 20 minute challenge! Business was moving at the speed of molasses.

Deals were stacking up. All that was required was SOMEONE putting pen to paper, but no one was doing it.

The roadmap to RESIGNATION

I was on my way to the land of RESIGNATION! Where booze flows freely, the entertainment is On Demand, the food is decadent, but it is an empty, empty world. Nothing is getting done … and escape seems the only good thing about my day.

As appealing as a trip to the land of RESIGNATION seemed, I thought that this time I would take a detour. I called my dear and very successful friend whose business has been EXPLODING lately and asked her for her advice. How was SHE blowing business out of the water and I was stuck?

And here is what she said!

She told me that she had been creating a “clearing” for business to come in. Huh! Taking actions that create a new context for her day and for the way her business goes.

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

I wanted something a bit more concrete – more actionable.

She said. Play this game with yourself. Make it a point to return every email, every phone call, every communication within 20 minutes. Be a RESPONSE machine!

WOW! Interesting.

So, I agreed. For one week, I was going to play the game. Between 8 am and 7 pm every day, I was going to respond to people within 20 minutes.

Know what happened?

1) My pipeline got even MORE full with truly interested and qualified buyers
2) I closed a deal and another one is on its way this week
3) My activity went WAY up – so that I am meeting those goals, too!

Now, if you think this is all a little “woo woo”, I assure you it is not.

Let’s take a look at what is in play here.

Meeting People Where They Are

The golden KEY to sales is being where your buyer is. It is our biggest challenge. We have entire marketing teams dedicated to it.

When your buyer sends you an email, they are thinking of you and they are interested in engaging with you in that moment. You have about 20 minutes before their mind moves on to something entirely new and you are forgotten.

The LEAST EXPENSIVE and EASIEST way to be where your customer is at the right time, is GET RIGHT BACK IN TOUCH with them – when they are thinking of you!

Activity Breeds Activity

As you get active, you will see other actions that you want to take. You will communicate more and more often. If you make more requests, you will get more responses. Period. You will get more meetings. You will get more “no’s” which you can move out of your pipeline. You will get more “yes’s” which you can move into your pipeline. You will get ideas and inspiration! You will be a communication machine!

Putting the Universe on Notice

When you get in touch with EVERYONE (I mean everyone! Not *JUST* customers!), you are telling the universe that you are open for business! Not in a “woo woo” way – although, we all have heard that when you create a true intention that the universe moves to fulfill on that intention. I don’t know much about that, but I DO know about this natural law called INERTIA.

A body in motion tends to stay in motion. A body at rest tends to stay at rest. Why argue with natural laws? You fight authority, but authority always wins. If you put things off, you will get put off by others!

If you want to BREAK THE BACK of RESIGNATION, you are going to first have to get your body in motion. Which means – it will take some extra energy to get you moving, but once you do, it will ACTUALLY take extra energy to STOP being in motion! Inertia is your friend or your mortal enemy. You get to say!

Take the 20 minute challenge!

I challenge you today to take the 20 minute response game on! For one week, play the game of getting back to EVERYONE within 20 minutes, then tell me what happened! I think you will be amazed!

Love ’em ALL UP!

The Irreverent Sales Girl

 

Spice it up a bit this week!

Spice it up a bit this weekIt’s mid-winter.

It’s mid-quarter (sort of).

The bloom of the New Year has worn off a bit – and it’s too early for Spring Fever.

So, what can you do to spice it up a bit?

This week, I want  you to come up with some BIG reward for yourself. Something to put a little action in your step. Pick something that you rarely do for yourself, like take an afternoon off, or that great bottle of champagne, a massage, a night full of guilt-free TV. Something you don’t normally do, but will really enjoy.

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

NOW, pick a goal to accomplish this week.

A S-T-R-E-T-C-H goal. Maybe it’s an extra ten cold calls. Maybe it’s getting your CRM all-the-way-up-to-date. Perhaps it’s setting up 3 extra meetings for next week. Whatever, it is…put THAT at stake this week. Make sure it’s an ACTIVITY goal – not an outcome goal. Activity is always the key!

If you hit your goal – you get the reward!

Then, tell someone else about your game. Your spouse, your boss, a fellow salesperson. (It doesn’t work if you keep it to yourself).

Get to work! Have some fun! Blow your goal out of the water and ENJOY your reward.

It’s too easy to get on the treadmill of doing, doing, doing – make sure you’re taking great care of YOU when you win.

BONUS EXERCISE

Write a comment and tell me what your goal and reward are for the week! I want to see you get CREATIVE!

Let’s get spicy and…

Love ’em UP!

The Irreverent Sales Girl