Tag Archives: wisdom

#TBT – Can We Revisit This Know, Like, and Trust Thing?

I wrote this back in 2013. I love it because it reminds us that we are doing business with HUMANS after all, and it makes us so successful when we remember that!

Here’s the article:

I hear ALL THE TIME…”People do business with people they Know, Like & Trust” from sales trainers and sales experts.

Here’s what I wanna know…

WHY IS THIS A REVELATION?

People go to prom with people they know, like & trust.
People travel great distances at great expense to visit people they know, like & trust.
People like to give gifts to people they know, like & trust.
Let’s face it, people like to hang out with DOGS they know, like & trust.

It’s pretty common sense, isn’t it?

SO I CHALLENGE YOU…

If it is some kind of revelation to you that people do business with people they know, like & trust, WHERE ELSE are you not bringing common sense to your sales?

Things like:

People do business with people who deliver excellent service
People do business with people who have a sterling reputation
People do business with people they hold on a pedastal
People do business with people who do what they say they are going to do
People do business with people who have similar values
People do business with people who ….. I mean, we could keep going here, couldn’t we?

BUT THE BIGGER QUESTION IS: 

If learning that “People do Business with People they Know, Like & Trust” is a revelation to you, then what is going on with your sales? 

Do you not believe in what you sell?
Do you not believe that your customer needs what you sell?
Are your goals different from that of your customer?
Are you trying to meet quotas instead of make a difference with people?

And here is my favorite…

~DO YOU THINK DOING BUSINESS IS DIFFERENT THAN DOING LIFE? ~

This week, I want you to bring common sense to your business. (Sorry, this will require actual THINKING)

FIRST:
Are you doing the work that you know you should do to connect with the people who need what you sell?

If yes (and be honest with yourself about that one),

THEN:
Who are the people that “should” be doing business with you?
Why?
Do they know about you?
Do they agree that they need something that you offer?

Reach out to THEM. Be clear, simple, concise. Offer them something yummy!

Go be a great human being. Period. THEN, see what shows up!

Love ’em UP! (And the rest will follow)

The Irreverent Sales Girl

Want the REALLY good stuff? The stuff I only share in my newsletter and never anywhere else (unless I end up writing a book). Get my Totally Irreverent Tuesday Newsletter: http://bit.ly/IrreverentTuesday.

What I learned about Gatekeepers from Clint Eastwood

clint-eastwood-394536Last week, I was watching the Katie Couric interview with Tom Hanks, Clint Eastwood, and Aaron Eckhart about the making of the movie Sully.

Start watching at the 9 minute mark: https://socialfeed.info/watch-katie-couric-chat-with-clint-eastwood-tom-hanks-and-aaron-eckhart-3971287

Notice something very interesting…

Continue reading What I learned about Gatekeepers from Clint Eastwood

#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…

#TBT – Fill the emotional gap and you are unstoppable!

rsz_business-idea-1240825

Here’s my Throw Back Thursday Article from early 2015 – an article about tapping into how people REALLY make buying decisions!

Every 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 amazing 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!”

 

Continue reading #TBT – Fill the emotional gap and you are unstoppable!

Wisdom from my father…Eight Thoughts to Ponder

OK…EVERYONE has a father…even The Irreverent Sales Girl. I got lucky!  Mine happens to be brilliant and funny. Here’s an email he sent to me today. Enjoy!

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

Eight Thoughts To Ponder

Number 8
Life is sexually transmitted.

Number 7
Good health is merely the slowest possible rate at which one can die.

Number 6
Men have two emotions : Hungry and Horny. If you see a gleam in his         eyes, make him a sandwich.

Number 5
Give a person a fish and you feed them for a day. Teach a person to use the Internet and they won’t bother you for weeks, months, maybe years.

Number 4
Health nuts are going to feel stupid someday, lying in the hospitals, dying of nothing.

Number 3
All of us could take a lesson from the weather. It pays no attention to criticism.

Number 2
In the 60’s, people took acid to make the world weird. Now the world is weird and people take Prozac to make it normal.

And The Number 1 Thought
Life is like a jar of Jalapeno peppers –what you do today, might burn your ass tomorrow.

– – – and as someone recently said to me:

“Don’t worry about old age–it doesn’t last that long.”

A little crude in parts? Certainly, but worth the think anyway!

Love your life up NOW!

The Irreverent Sales Girl