Tag Archives: winning

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 – 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!

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!

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?

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 – 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

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.

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.

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

P.S. Want the REALLY good stuff? Subscribe here to my Totally Irreverent Tuesday newsletter where I share the best stuff that I never publish anywhere else! http://bit.ly/IrreverentTuesday.

#TBT – GEEZ, OH PEET! WHAT A PANIC!

I wrote this article over three years ago, but I still remember this epiphany! Hopefully, it will be good for you, too!

“ I had a GREAT BIG call today with one of the Elephants I am tracking.

We seem to be getting so close, yet we are HEAD-TO-HEAD with a fierce and competent competitor.

It’s all I’ve been able to think about lately.

I’ve been getting ATTACHED. 

I realized this during my workout today. Here I am enjoying a nice peaceful morning on the Elliptical and all I can think about is this PANIC I am having about landing this elephant.

rsz_eyes-937972

Ridiculous.

And then, I thought, “What Would the Irreverent Sales Girl Do?”

And, it came to me. She would

Continue reading #TBT – GEEZ, OH PEET! WHAT A PANIC!

One magical question that gives you control of the sales meeting!

rsz_adult-education-572269

I was reading Whale Hunting by the brilliant Dr. Barbara Weaver-Smith and when I ran across this paragraph, I whooped – YES!

I have actually used this idea one time in my career. The meeting was critical to me. The company I was presenting to had already decided to work with my competitor. They had the (unsigned) contract sitting on the decision-maker’s desk.

It was my Hail Mary meeting!

Each person in the room had a different reason to use my product. I’d never met any of them before. They were busy people. And, as I mentioned, they’d already decided to work with someone else. By sheer determination, I had been able to plant enough doubt about their decision in my customer’s mind – so much that they called me in. The whole gang was there.

And I’d better be good!

Continue reading One magical question that gives you control of the sales meeting!

What college degree is best for a career in sales?

rsz_laptop-943558I was skimming through Quora today – as I am wont to do from time-to-time. You can find the most interesting questions there, like “What is it like to be dead?” (Reading the answers to that question took up half of my afternoon one day. Fascinating stuff out there.)

But, I digress.

I stumbled upon this question: What college degree is best for a career in sales? And, I thought, hmmmm…. I would really like to weigh in on that one!

You are right now thinking to yourself one of three things:

1)  I am in sales. I wonder if I got the “right” college degree! (67% are thinking this)

2)  I want to be in sales. There is no way I am going back to school. Wonder if what I majored in is the “right” degree? (32.9999% are thinking this)

OR

3)  I’m in high school and I know for sure that I want a sales career, so I would like to hear more about the right degree for me (Exactly 1 person reading this article is thinking that right now).

The truth is that many of us find ourselves in situations that require us to sell to do a good job.

Either we:

  • own our own business,
  • or ,we are interested in climbing the ladder at our current company and we need to learn to sell ourselves internally
  • or, if we want to earn a leadership position in our firm, we need to get better at bringing business in the door
  • or, we plain old landed a sales job and we want to be the best we can be.

My message for all of you is…

ANYONE can learn to do sales and do it well.

For the 1 reader who is looking for the right college degree, get ahold of my dear friend Dawn Deeter who heads up the National Strategic Selling Institute and she can help! @DawnDeeter

Micheline Anstey, Associate Professor at Southern New Hampshire University, recently told me that if you are a marketing major, you are most likely to have a sales job at some point in your career. While that’s probably true, is THAT the major that sets you best up for success in selling? I’m not so positive.

Some of the smartest and most successful people I know, who have a natural sales style about them, didn’t go to college!

They were out in the real world doing real things learning hands-on what it took to put dinner on the table for themselves and their family instead. And, they self-educated.

If you want a strong, and highly entertaining, opinion about this topic, Google Gary Vaynerchuk’s rant on college. I was going to include the link here…the message is great, but the language just isn’t a good fit for this blog. So, you’re on your own! (You know how to use Google, right? *wink*)

Here are the

THREE MOST CRITICAL THINGS YOU MUST LEARN TO BE GREAT IN SALES

– and where you learn them is entirely up to you.

1) The ability to THINK CRITICALLY

If college offers you ONE thing that is most likely to make you a successful sales person, it is learning the ability to THINK CRITICALLY and become exposed to more WAYS OF THINKING.

The best degrees to learn that skill are more likely to be in Literature, Philosophy, the Sciences, Mathematics, Political Science, Economics, and the like. At SOME point, you are going to have to learn business skills. It will be important that you understand cash flow and profit margins and the business things that your customers are dealing with – but learning to THINK is the most important step.

However, do you really need a college degree to learn that? In today’s world of Information Accessibility, all you need is a device that connects to the Internet and a healthy dose of Curiosity to get an extraordinary education in any skill. And that includes sales.

2)  SELF DISCIPLINE

In sales, there are no Participation Awards. You must learn a “whatever-it-takes” attitude and apply it daily.

If you take your college degree seriously, and use it to become masterful in a subject, then the structure of college may help you develop the critical quality of SELF DISCIPLINE.

If you party the whole time and do what it takes to “get by” in the academic world, you have set yourself waaaaaaaaay back. You may get a degree, but you are going to have to unlearn a whole slew of bad habits to become great in sales.

Throughout your successful career in sales, you will:

  • need to do what other people will NOT do to get the business
  • need to make time to learn, and learn, and learn – in a myriad of topics
  • need to make that last sales call even when you are exhausted
  • need to grapple with your self-doubt and come out on top
  • need to look at the mountain of IMPOSSIBLE and do whatever it takes to climb it
  • need to fail and be grateful for your failures
  • need to wake up before the others do and go to bed after they do.

My favorite teacher on the topic of SELF DISCIPLINE is Dan Waldschmidt. Check him out: @DanWaldo http://danwaldschmidt.com/

3) EMPATHY

This is not a touchy-feely topic, empathy. It is the ability to demonstrate that you can get over in someone else’s world and identify with the way life ACTUALLY occurs to them. (Today, some people are calling this quality Emotional Intelligence or EQ.)

Here’s what I mean. We mostly walk around thinking that our view of the world is the way it really is. When you understand that this it true about you, you have an amazing insight into your customer. Because THAT IS WHAT THEY ARE DOING, TOO!
THEY are walking around thinking that the way they view the world is the way that it really is!

When you can let go of your own view and really speculate about what that person’s world looks like to them, you can now sell!

A college degree will help you with Empathy – especially if you have a degree in things like Philosophy, Literature, History – subjects that force you to think from another person’s world. Perhaps even in a different time or a very different world circumstance.

However, just being a well-read person can do this for you. Pick up books that DO interest you and books that DON’T interest you.

  • Read, read, read, read, read.
  • Watch, watch, watch, watch, watch.
  • Listen, listen, listen, listen, listen.
  • Research like crazy.

Get good at EXPERIENCING what it is like to be in someone else’s situation and see that how they behave makes PERFECT sense, given their unique point of view.

What is the right answer to “What do I need to be a success in sales?”

The answer has nothing to do with a college degree or any other formula. The answer is always and purely…

The never-ending, “never-give-up” commitment to be a success in sales and never stop.

Love your sales journey UP!

The Irreverent Sales Girl

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