Your Jump-Start 90-day Prospecting Plan

success-1237378Since the whole week has been dedicated to one of my very favorite subjects, Prospecting, I thought you might enjoy a little formula that I’ve used with people to get their business jump-started again and get them back into the practice of prospecting regularly.

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

Feel free to use it or modify it to meet your own needs and your own style. Then, make sure to tell me how it went!

If your business has been stagnant, and you feel like that phone is too hard to pick up, here is my recommended 90 Day Prospecting Plan to get you moving again!

The first part of the 90-Day Plan is really quite fun and SURPRISINGLY rewarding!

Step #1: Ask the Magical Question

A) Find 15 people each month in your professional sphere to reach out to out of the blue. Ask them to set aside 20 minutes with you to catch up.

On this call, find out what they are up to. What’s new? What are they working on?

They are likely to ask you the same kind of questions. Be ready to share some recent client victories and let them know that you are now focusing on growing your business and looking for customers who are looking to accomplish exactly what your other customers are accomplishing. Don’t ask for referrals. Just let them know.

THEN, ask the Magical Question:

Continue reading Your Jump-Start 90-day Prospecting Plan

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.

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

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 – A Surprising Trick to Bringing in 4th Quarter Quota

career-215528As our minds turn to finishing the year strong, I am bringing out this powerful tool to clear your sales pipeline of clogs and move powerfully to crushing your quota!

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

From October of 2014

3 COMPELLING REASONS TO BREAK UP – NOW!

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

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.

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:

Continue reading #TBT – A Surprising Trick to Bringing in 4th Quarter Quota

I bet you can’t tell me what you want…

What if I told you that you could have anything that you want? You just have to be able to tell me EXACTLY what it is. And, you can have it.

Do you know how STRESSFUL this would be for you?

wall-612177I TRULY believe this is what keeps most of us from achieving our very highest goals.

We can’t say what we want, and (more important) WHY we want it!

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

Here’s what we’re good at. We can tell you in a heartbeat what we DON’T want.

There is magic in this realization!

First of all, if you can spend time thinking about exactly what you DO want and WHY you want it. Just one of these a week, I bet you would start to see results you can’t even imagine start to happen.

Also, it gives you some insights into your customers.

If you spend more time asking them about what they DON’T want, you are going to be WAAAAAAY closer to offering a solution (and gaining the sale).

Continue reading I bet you can’t tell me what you want…

Buyers are 65% of the Way to a Sale Before They Talk To You – And What To Do About It

photodune-1328178-business-woman-with-phone-and-laptop-xsI hear this statistic thrown around a lot. Maybe it’s even true.

In fact, on a recent sales call, the guy on the other end of the line said, “I’m your typical Millenial buyer. I’ve already pretty much decided what I’m going to buy before I talk to a salesperson.”

Now, being the salesperson on the end of that call, it’s pretty good news for me, right?

But, what about those people you are calling on who should REALLY consider working with you because you can make their lives SO much better? But, they don’t know about you yet?

You’re kind of in a pickle with them, right?

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

Here’s what I’ve found really works in those circumstances…

When people consider it so important to be 65% of the way to a buying decision before they talk to me –  but I want a shot at a deal, I have found that it’s all in the language I use when I am first talking with my prospect. There are five approaches that I find can really turn a situation around and to my advantage.

Continue reading Buyers are 65% of the Way to a Sale Before They Talk To You – And What To Do About It

TBT – Sometimes What You Love Hurts You

Since dogs and sales stories are so much fun, I thought I’d pull this one back out. Plus, it’s super embarrassing, which seems to be entertaining.

Happy Throw Back Thursday – from 2012

This is a personal post.

Today, I was playing with my puppy. He has this lovely way to wake me up. (He is a 65-pound Labrador Retriever). Here’s what he does. He jumps on the bed and lays COMPLETELY on top of me and puts his nose in my face. I love it!

Today, we were wrestling around…and his back feet fell off the bed. He scrambled to secure himself…(you can picture it, right?) Front claws flying he dug in to anything that was solid…which included my left eye socket. WHOA!

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Right away, I knew something was wrong. Yet, I had NO IDEA how wrong it might be.

I was bleeding. From my eye!

Tom took me to the ER. (I love him). I was a mess. I wasn’t a mess because of what had ACTUALLY happened. I was a mess because of what COULD HAVE HAPPENED!

Turns out, I didn’t even need stitches. They super-glued my eyelid to heal.

But, here’s what I had to deal with:

  1. I value my looks and wonder if I could be successful as a de-formed woman – how deep is my commitment? What if he’d ripped my eyeball out?
  2. I love my dog – this isn’t his fault. Sometimes the people we work with are just finding their own way and they hurt you, but they are not to be punished for it.
  3. I am vain. I am judgemental. I look at the outside to determine if I want to be involved.
  4. Tom was AMAZING with me, even though the entire hospital staff must have been looking at him like, “What did you do to her?”

How does this apply to sales or success? It doesn’t. Yet, it reminds me that I MUST DO SOMETHING NOW that is important. Risk it all. What we “think” we have, we don’t have. It can all turn on a dime!

Let’s go get WIGGY on what is important to us. Let’s remember WHO WE ACTUALLY are…in the face of anything.

Today, I was a scared, anxiety-ridden person — over scratches. I saw that I think my looks make me who I am! HA!

Now, I have to deal with that! This week, I am going to present to a Fortune 500 company…and I will do it, and I will be great. AND, I will warn them that I look a little crazy.

Toooooo many lessons in this post. My favorite is…PUSH THE DOG TO THE FLOOR WHEN HE IS SCRAMBLING! Then, take THEM to the vet if need be. LOL.

Love your luck UP!

The Irreverent Sales Girl

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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).

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

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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#TBT – If you want to make sure your prospect is listening…

rsz_communication-1015376This short, but sweet, and truly powerful post ran in March of 2014. It’s so good I had to share again.

“If you want to make sure you have your prospect’s 100% attention, let THEM talk!”

~ Alice Heiman

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

Brilliant!

Love ’em UP and let THEM talk!

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.

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

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

How The Dog Collar Mechanism Makes You Better in Sales

dog-987936Most of you probably already know that I LOVE dogs!

I’ve learned a lot about life and love from my own dogs – as many of us have.

A couple of years ago, though, I also learned an incredibly successful sales tool from my dogs. If you’ve ever been around ‘em yourself, I bet you’ll see what I mean.

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

So, I’m training my 12-week-old lab. Well, actually, my trainer is training ME to get him to cooperate. Which is a little bit crazy with a goofy, needle-sharp teeth, highly distractible, getting-stronger-by-the-day puppy.

She laid a nugget of wisdom on me. She told me about the dog-collar-mechanism. Which, in its most fundamental form, says – “If you pull on your dog’s collar – the dog will immediately pull in the opposite direction”. Huh!

Didja ever notice how that’s true in sales, too?

You make an assertion. And the first thing they do is tell you why you’re wrong.

How do you fix this problem with a sale? Same way you fix the problem with the dog.

Reduce the tension. Make where you want him to go more appealing than where he is now. Have HIM think he came up with the idea of going where you wanted him to go.

With dogs we use cues like treats, or distracting activity, or intriguing noises.

In sales, we use language!

Here are a few of my favorite approaches to working with a prospective client to get his buy-in. Instead of acting like I know everything to solve his problem, I will use phrases like:

“You know your business far better than I do, but it seems to me that….” (Whether they agree with you or they tell you it’s different for them, they are now talking and giving you valuable information!)

OR, I’ll say…

“This probably isn’t true for you, but I find that most of my clients seem to be dealing with this kind of trouble…”(Again, if it is true for them, they are in the same boat with other similar professionals. If it isn’t true, you’ve made them look smart and they will tell you how you can help them solve their unique business need).

OR, I’ll say…

“I doubt this has ever happened in your business, but one of my clients hired me to fix this situation…” (You are probing for information, and you are reducing the tension!)

The hilarious thing about my dogs…I take mine to the beach all the time to chase sticks and balls in the waves. People tell me how well-behaved they are. When, in reality, 99% of the time I am only asking them to do things that I know they are going to want to do anyway!

Remember the dog collar mechanism in your sales conversations and be sure to…

Love ‘em ALL UP!

The Irreverent Sales Girl

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Bringing a Dash of Dignity to the Art of Selling