Who has ever been in that safe place called your comfort zone? You are doing well but for some reason are not 100% happy yet for some reason you do not strive for more. Maybe you blame an individual o r a situation –what the company is doing is unfair or that person suffocates me. For some reason every excuse comes to mind but the truth is that you are simply caught in your comfort zone. It is easier to stay here than do something about it. (more…)
Archives
Archive for March, 2010
Risking Your Comfort Zone
Monday, March 29th, 2010
When you hit a comfort zone it is very hard to get motivated to move out of that zone. When we aren’t satisfied with our results, it’s easier to take a risk. We can envision something better and are willing to do what is necessary to attain it, even if those activities are outside of our comfort zone. When salespeople usually stagnate is when they reach a level they are satisfied with. It becomes harder for them to envision “better” because what they have now seems pretty good to them. They either don’t want to risk losing what they have or aren’t motivated to do challenging things to attain more. Being a great salesperson often means letting go of certainty to strive for an uncertain improvement. (more…)
Presentation Before Diagnosis is Sales Malpractice
Tuesday, March 23rd, 2010
Every once in a while we do things that help us learn a lesson or make for a great teaching moment, I am 99% positive my Dad did not have this planned out but it was a great lesson and one I am passing down to others. (more…)
Up Front Contracts
Tuesday, March 23rd, 2010
Surprises can sometimes be fun, but not when you’re dealing with a prospect or client. Surprises during a meeting, either from the prospect or from you, can be a deal breaker or, at the very least, compromise a positive relationship between you and your prospect. But, there’s a Sandler technique to avoid this pitfall: Up-Front Contracts. (more…)
Professional Maturity Starts With Being Self-Aware
Thursday, March 18th, 2010
To me professional maturity is having self awareness and personal insight on how to act accordingly.
The other day my 8 year old son Bennett spilled his milk during dinner as he usually does about one time per week. Despite repeated suggestions by his mother and me to place his cup of milk to the upper right of his eating plate, Bennett continues to set his drink just outside his right elbow and close to the edge of the table. Can you picture the setting? Because of Bennett’s age and his relative maturity level, he will repeat the process of occasional spills until he grows older and begins to form self-awareness. (more…)
Prospects Want Solutions Not Fancy Presentations
Thursday, March 18th, 2010
Many salespeople believe that great presentations will always result in great deals, but often presentations have little to do with whether or not a prospect buys the product. Prospects are looking for solutions to their problems, not fancy presentations. The only time that a presentation sells a deal like the salesperson wants is when they happen to meet all of the prospect’s needs in their presentation (or with their product). (more…)
Behavior Accountability Partner
Monday, March 8th, 2010
As some of you may know I am training for the Indianapolis Mini-Marathon taking place in May. I
The training program I am doing is pretty intense as has been the lovely Indianapolis snowy and cold weather this year which has made the long runs quite challenging. A couple weekends ago I had 11 miles to run and the weather was less than desirable – single digit wind chills and snow. My running partner sent me a text the night before saying she was going to be staying indoors to run and I about lost it. (more…)
Salesperson or Professional Visitor
Monday, March 8th, 2010
A lot more goes into sales than just being likable and willing to talk to people. If you believe that being friendly is all there is to being successful in sales, you could miss the other qualities and skills you need to have (or to develop). Often the outgoing people who we think would make good salespeople aren’t willing to do the more difficult things that are necessary to be successful in a sales position. While being outgoing can be helpful, that isn’t all it takes to be a good salesperson. (more…)
5 Elements to Increase Sales
Monday, March 1st, 2010
All too often, salespeople focus on the wrong elements in their attempt to increase sales. They turn their attention to the features, benefits, and value-added aspects of their product or service in an attempt to differentiate it from that of the competition and ultimately convince prospects to buy. While these elements may eventually play a part in the presentation (more on that later), it is not the place to start. (more…)
People Like Being Around the Wise and not the Victim
Monday, March 1st, 2010
I once heard a saying, “Wisdom is when you run out of personal options.” After hearing this saying, I have found it to be a useful way to pacify myself when I am experiencing adversity. More than now, I used to have a “you did it to me” mentality, choosing to be a victim rather than a person who just experienced a life situation. Don’t get me wrong—I still act victimized at times, but as I have grown older, I tend to react to adversity differently. Today, my mindset says, “This was done for me. What is the lesson, and how can I use it to move forward?” Though a tough mindset to have, it has helped me through some of the most difficult times of my life. I have learned that wisdom is a mindset without victims! (more…)
The Tipping Point in the Sandler Selling System
In traditional selling, the close is the tipping point. In the Sandler System it occurs at the very beginning of the selling process.
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