Tag Archives: Top Ten Principles of Selling

The Part of Sales That is Better Than … Well, Almost Anything!

Today we are going to wrap up our exploration of learning from the true greats.

This one has a special place in my heart. In one of my favorite sales gigs, I somehow got nicknamed – “The Closer”!

It was my absolute favorite part of the sales process and it still thrills me to take a deal across the finish line.

Like it’s better than almost anything else I know.

Now, I don’t know about you – or how much you’ve read about closing. There’s tons out there and, frankly, I’m NOT a fan. There is the assumptive close, the trial close, the sharp angle close, the Ben Franklin, The Porcupine… SERIOUSLY?

I have no idea what these horrible techniques are or where they came from. I truly cringe when I come across them (I found these ones on Google).

Most closes you will learn have nothing to do with creating a great customer experience. They are more about getting the deal done no matter what.

Not true with James Muir. I can attest that this guy is the real deal and brings MORE than a dash of dignity to the art of selling!

Want to be a true pro and create a great reputation for yourself with your clients? Want to get the deal done in the most professional and effective manner?

You must get this book. Plus, James’ style of writing makes this an easy and fun read (when did you last hear THAT about a business book?)

The truth is – you can have the best sales processes and the best prospecting techniques, but if you can’t close the deal – you’ve got nothin’!

Do not pass go, do not collect $200, go directly to Amazon and pick up this book for you and another for someone you care about.

James Muir’s The Perfect Close:  http://amzn.to/2dMIFav

(Do NOT send this to your competition! Send them to the Porcupine close instead – you can Google it!)

Invest in yourself and don’t forget to…

Love CLOSING your deals UP!

The Irreverent Sales Girl

Should you be a salesperson? Take the 100% Reliable Mostly Fool-Proof “Should I Be A Salesperson?” QUIZ here: http://bit.ly/TheISGQuiz

Who Loves Prospecting? Can I hear a “NOT ME!”?

I promised this week would be about some of the best in the biz to learn from! Great salespeople are not born – they learned how to be that way!

Thank Goodness, because I am anything BUT a natural.

But, I was committed. I learned, and I learned, and I learned. And I got really good!

But only because I was learning from the greats!

Today, I want you to check out Mark Hunter’s new book – High Profit Prospecting!

It’s a little like the great tips you need for making the most of your workout at the gym.

I mean – who wants to go to the gym and work really hard, just to find that they exercises they are doing are getting them nowhere near to their goal?

Same thing with prospecting. Nobody thinks it is easy or comfortable, but your success as a salesperson depends SOLELY on your ability to prospect and have plenty of the right people to call on!

This book takes you there fast!

Here’s Mark talking about the book: https://www.youtube.com/watch?v=jtaurUelIqQ

And, here’s how to get the book! http://amzn.to/2d901gv

Make an investment in yourself and …

Love your prospecting UP!

The Irreverent Sales Girl

Psssst….want to get the really good stuff? The stuff you can only get in my Totally Irreverent Tuesday newsletter? Sign up here: http://bit.ly/IrreverentTuesday

The Only Sales Guide You’ll Ever Need

I have made a solid career in selling – Not because I was born a great salesperson.

In fact, my first forays into selling were an absolute disaster!

I mean what little girl can actually go door-to-door with fundraisers for school selling Christmas cards or wrapping paper or GIRL SCOUT COOKIES, for Pete’s sake, and FAIL.

I could. That’s who.

But, I was determined. I read every sales book I could get my hands on (even the terrible ones). I listened to tapes of the greats. I made sure I was in the room whenever I could get to a live training.

I learned, learned, learned, learned, learned.

From David Sandler, Brian Tracy, Jim Rohn, Zig Ziglar. And I got better. I had coaches, and mentors, and people who would give me a chance with hands-on training.

And I became one of the best! It turns out that selling IS a learned skill. Thank the heavens!

Today, I learn from the greats and this week I’m going to highlight three of them. If you read these guys’ stuff and apply their teaching, it will elevate your sales game in ways you’ve never imagined!

We’re going to kick off the week with Anthony Iannarino. The guy who gave me one of my first boosts as The Irreverent Sales Girl.

His book, The Only Sales Guide You’ll Ever Need, will of course be terribly mis-named when I finally write my Guide To Wild Success! But, in the meantime, I put my full weight of recommendation behind this book.

Here’s a video about Anthony – you’ll see how exciting he is! (Watch the part about David Coverdale).

http://thesalesblog.com/speaking/

Here’s how to check out his book! http://amzn.to/2dmVwSw

Want to learn from the best. Here’s my first suggestion – read Anthony’s book and …

Love your sales career UP!

The Irreverent Sales Girl

P.S. Should YOU be a salesperson? Take the 100% Reliable Mostly Fool Proof “Should I Be A Salesperson?” QUIZ here: http://TheISGQuiz

You’ll get more “YESes” When You Listen for the “No”

Ever thought something was going to turn out?

You were going to meet your quota this quarter?

You were going to have a full event?

You were going to have a signed contract on your desk by Friday?

But, then it didn’t.

Want to know why?

It’s not personal. Everybody has this disease.

We all listen for WHAT WE WANT TO HEAR. But, that doesn’t mean that the result is actually going to come in.

So, when it really counts, when it really matters, I invite you to do something new.

Start listening for the “no” hiding behind the “yes” you are hearing.

If someone says they are going to show up to your volunteer event, ask them politely, “Is there anything that would get in the way of you being able to make it? Do you have children you need to have looked after? Is there anything else in your calendar?”

Or, if you’re inviting someone to an event. Find out why they are going and what they want to come away with. If it’s really important to you, ask if it would be helpful for you to pick them up. Then, call a couple days in advance to confirm details.

If they are going to get a contract signed for you, ask them: “Who signs? Are they going to be on vacation or do you expect them to be around this week? Is the timing important to them, too? “

Have them walk through for you how the result they are saying “yes” to is actually going to happen, in reality.

When you need it to happen, you must inspect – dig deeper.

Don’t be worried about asking.

You are supporting the person to do what they already told you that they wanted to do. Done well, it demonstrates your leadership.

Too often, when someone is trying to tell us “no” – we don’t listen and find out more. Sometimes we even leave the conversation thinking that now they are going to figure out a way to make it work.

But, that’s not how people are. They are uncomfortable telling you that they are not going to act on your newest suggestion. They just aren’t going to do it.

It should be a true and rare surprise to you if you are expecting someone to act and then they don’t.

If you are masterful at listening, you will hear the “no” instead of hearing what you want to. When you hear the “no” – you have a shot at turning it into a real “yes”! And that is power!

Love ‘em UP!

The Irreverent Sales Girl

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Slow is Smooth and Smooth is Fast! Sales Lessons from Modern Family

One of my favorite sit-coms is Modern Family. And one of my favorite things is when Phil Dunphy reminds his family the best way to deal with a crisis situation: “Slow is Smooth and Smooth is Fast”.

Love it! It’s true, too.

When you take this wise advice and apply it to your sales technique, it will SPEED UP YOUR SALES!

Here are some examples of good times to go SLOW to SPEED IT UP!

Continue reading Slow is Smooth and Smooth is Fast! Sales Lessons from Modern Family