Make time to think Jun02

Make time to think

As business professionals with interviews, dispositions, follow up activities and so on, we rarely get a chance to stop and think about what we do every day.  If we did we’d realize some of what we’re doing could be done a lot better and some shouldn’t be done at all. We need to pick our heads up every once in a while and not get caught up “doing” so much all the time. If we do pick our heads up and think for a while it’s amazing sometimes what we can come up with. Have you ever noticed that some of our best ideas come to us lying in bed, driving to work or in the shower?  It’s because we’ve stopped “doing” and our brain finally has a chance to catch up. So what should we think about?  You decide. Pick an issue you’re having related to a certain aspect of our processes (ACW, a specific objection, connecting, presenting etc.).  Write down the problem and your goal.  Take some time and see what you come up with. Also, don’t leave this to chance or try to remember to do this whenever you have time. Make the time. Do you need 15 minutes to think about we did today and how we could get better tomorrow? I’m happy to talk to your supervisor. Give it a try, see what...

When it rains it pours...

Have you ever noticed that when it rains it pours around here? When things are going well everything seems to fall in line and when things aren’t they all seem to fall apart. Our business is about momentum. We need to do everything we can to get and stay on the positive side of that momentum and stop or limit the negative as much as possible. When things are going well for you don’t stop, keep going, make the extra call, send the extra email. When things are going poorly stop, slow down, take a breath, do something different and look for the small wins to build on. Stay positive and make it rain baby, make it rain. When all else fails, I’m here for a one on...

Trust – Are we different? Jun01

Trust – Are we different?...

 “Nothing good happens without trust.  With it you can overcome all sorts of obstacles.  You can build companies that everyone can be proud of.” The above quote was made by James Burke, former CEO of Johnson & Johnson. While he was at the helm these were words to live by. Maybe it isn’t “If you’re serious about your Dream, we’ll take your Dream seriously” but it still means the world to us. Today we know that Trust-Based “selling” not only works, but it is the only ethical approach to building profitable business.  We know that trust-based relationships are relationships of mutual reciprocity; relationships of balance, with neither party attempting to “win.”  Trust-based selling is built on relationships where it is understood that each party depends on the other. In our world this couldn’t be any truer. Every call we take is an opportunity to become a guide and counselor. It is our job to build trust, uncover needs and find the best options that create the best outcomes possible. So “Be Yourself”, I trust...

Tips to the best “You”...

There are many techniques, tips, and principles of sales training and success. They are practiced by the highest levels of leadership every day. The regular application of these principles is virtually guaranteed to move you to the top of your field. Training Tip # 1: Get serious! Make a decision to go all the way to the top of your field. Make a today decision to join the top 10%. There is no one and nothing that can hold you back from being the best except yourself. Training Tip # 2: Identify your limiting skill to sales success. Identify your weakest single skill and make a plan to become outstanding in that area. Ask yourself, and your Team Leader, “What one skill, if I developed and used at the highest level, would have the greatest positive impact on my job?” Whatever your answer to this question, write it down, set a deadline, make a plan, and then work on it every day. Training Tip # 3: Get around the right people. Get around positive, successful people. Associate with men and women who are going somewhere with their lives. And get away from negative, critical, complaining people. You are the average of the five people you spend the most time with, including yourself. Training Tip # 4: Take excellent care of your physical health. You need high levels of energy to be effective, and to bounce back from challenges and discouragement. Be sure to eat the right foods, get the right amount of exercise and plenty of rest and recreation. Training Tip # 5: Visualize yourself as one of the top people in your field. Imagine yourself performing at your best all day long. Feed your subconscious mind with positive information. Clearly picture yourself as...

Stop negotiating with yourself May24

Stop negotiating with yourself...

It’s amazing how often we negotiate with ourselves in our job.  We offer up things throughout the interview process without getting anything in return for them.  We nervously discuss cost because we’ve heard objections before or because we haven’t taken the time to “know” the value our solutions provide. When someone asks for the price we say things like “I know it’s expensive but… or let me tell you about this first”. How do we know the person on the other end of the line doesn’t think our cost is reasonable? Why give them an objection before they have one?  Our reactions to their questions usually dictates their response. Its often said that “confidence overcomes most shortcomings”. We need to be confident in our solutions, our value and ourselves and stop throwing out objections before there are any.  Silence can be a beautiful thing. When it comes time to discuss price, be confident then be...