Sales advice, recommendations and interesting, useful and fun news from the world of selling!
Monday, April 26, 2010
Quote of the Week
Today is a new day. You will get out of it just what you put into it. -- Mary Pickford
Even if last week is one you'd like to forget, today starts a brand new week that can be completely different. They best way to start your week off on the right note? Make a plan to tackle the difficult parts of your day first - then you can get through the rest of the day feeling accomplished and proud of what you did!
"What you lack in talent can be made up with desire, hustle and giving 110% all the time." -- Don Zimmer, Baseball Manager
Any one out there a baseball fan? There have been a lot of great games lately - no-hitters, walk-off home runs, and games lasting for over 6 hours! Whew!
The most interesting thing about baseball to me is how many games the teams play for. To be successful, they have to keep up their intensity for months, and play to win day in and day out. To be successful, we need to be the same way at the office, giving 110% each day. No matter what skills you start with, effort and desire are the biggest motivators that will get you to where you want to be.
So what are you waiting for? Start working with hustle, desire, and intensity today!
"You promote yourself every time you take on a new responsibility." -- William Gore, executive
A lot of people are out looking for jobs...which means they could be out looking for your job! One of the best ways to maintain job security (and maybe even make more sales) is to take on more responsibility.
Is there a small job you can take on that would show your boss your initiative? What about joining a committee or creating a business brainstorming group? Showing your boss you're willing to take on more, or do more to help create business, will show him how valuable you are.
"Success is the sum of small efforts - repeated day in and day out." -- Robert Collier
You don't have to change everything about the way you do business to become more successful - instead change something small, one thing at a time. You'll be amazed at what getting into the office 15 minutes early does for your productivity, or how easy it is to make one more prospecting call rather than getting up to chat with a co-worker. These small things make a big difference, and by changing them one at a time you're changing your habits without ever feeling overwhelmed.
What small things can you do to change the way you work? Let us know in the comments what has worked for you - the more suggestions the better!
"In business, words are words, explanations are explanations, promises are promises, but only performance is reality." -- Harold Geneen, industrialist
You can tell your clients everything they want to hear, but if you don't follow through on it, they won't stick around for long. People everywhere want results - so performance truly is everything. Keep your words, explanations, and promises on the same level as the performance you can deliver!
"The great thing in the world is not so much where we stand, as in what direction we are moving." -- Oliver Wendell Holmes Jr., Supreme Court justice
I love getting a reminder that I am in charge of the direction in which my life is headed. It's my decision if I slack off, or don't put my best effort into sales calls - just as it's my decision to put in extra time, stay on task, and forge relationships with clients.
If you're unhappy with the direction you're going in right now, or if you're not moving at all, you have the power to make a change. Choose where you want to go, and start working towards getting there!
"I have never known a really successful man who deep in his heart did not understand the grind, the discipline it takes to win." -- Vince Lombardi, American Football Coach
Anyone can be successful - but only if they put in the time and effort it takes to be successful. You can't really put in one or the other - too much time and not enough effort, and everything you're doing is a waste. A lot of effort but not enough time will leave you with unsatisfactory results.
Decide now that you'll dedicate the time and effort it takes to be successful. Then focus on using every minute as wisely as possible. Don't get distracted, don't waste time. Both are precious things that will take you to the top!
"High expectations are the key to everything." -- Sam Walton
What are your expectations for your sales this month? What about this year? If you haven't already done so, plan out where you'd like to be each month - and be sure to aim high!
If you set a goal that's small and easily attainable, how motivated will you be once you reach it? Will you keep going, or take some time off because you feel accomplished? The more you push yourself and the more you expect from yourself, the more money you'll make!
"An athlete may run ten thousand miles in order to prepare for one hundred yards. Quantity gives experience." -- Ray Bradbury
Have you been watching the Olympics? There have been some amazing performances - especially when you think about how many hours of practice go into one 25-second run down a hill, or 3 minutes of ice-skating
Those people put in hours and hours of work practicing their skill - why don't other professions do the same? It's the skilled salesperson that asks questions on a call, follows-up repeatedly, and gives presentations that demonstrate value. How skilled are you?
"Set higher standards for you own performance than anyone around you, and it won't matter whether you have a tough boss or an easy one. It won't matter whether the competition is pushing you hard, because you'll be competing with yourself." -- Rick Pitino
This quote is a wonderful reminder that even if you can't control certain things (your crazy boss, the pushy competition,) you CAN control your own performance under those circumstances. You can make the decision to push towards a goal, stay later, come earlier, or make more calls.
Do those things, and you may find your success distracts you from the outside influences that usually bring you down!
"The future doesn't just happen - it's shaped by decisions." -- Paul Tagliabue, former NFL commissioner
How are you feeling after the Super Bowl - a little tired? Well wake up, because you've got decisions to make!
Your first decision? Put your all in to today's work. After you've done that, map out your goals for the month and what you're going to do to achieve them. Then, each day, make the decisions necessary to achieve those goals! If you have a lofty goal you won't get there by floating through each day - actively make the decisions to make it happen.
"I'm a great believer in life in saying yes and not saying no...and hopefully making people smile." -- Richard Branson
One of the best ways to keep your current clients is to make them smile. And one way to make them smile is to say yes - to what you can! If they need an order earlier than expected and you can make it happen, just say yes. If you can squeeze in an emergency meeting or take someone out to coffee, just say yes. Do what you can to make life easier for others, and you may just find the more you say yes, the more sales come your way.
"The supreme accomplishment is to blur the line between work and play." -- Arnold Toynbee
The days can be very long if you're not enjoying your job -the hours can seem to stretch on forever. So why not make a resolution to try and enjoy your job more?
Make your cold calling into a game, actually get to know your prospects, treat yourself to a coffee after a good stretch of work - whatever you can do to make the day more enjoyable. As you start enjoying yourself, you may realize you're working harder and getting more done - and making more money!
"Faith is taking the first step, even when you don't see the whole staircase." -- Martin Luther King Jr.
Today the country celebrates the life of Martin Luther King, Jr., and what better way to celebrate him then to take his words to heart and apply them to your own life?
None of us knows what's going to happen tomorrow - the only thing we can do is have faith and keep moving. Starting today, do something you've been hesitant to do because it makes you feel a little nervous or unsure of yourself. You may just stumble upon things you never dreamed possible!
"We either make ourselves miserable or we make ourselves strong. The amount of work is the same." -- Carlos Castaneda, author
I think at some point in their lives everyone has a job they're unhappy in. When I think back on those experiences now I think about all the time I wasted. After all, you have to spend eight hours a day at that job, right? So why not make the best of it while you're there?
If you're starting the year out on a negative note, now is the time to reassess what you're doing and change your attitude. You have to spend those hours at work, why not spend them making calls, meeting prospects, and making sales? The amount of time and work is the same - the different outcomes all depend on you.
"It isn't where you came from; it's where you're going that counts." -- Ella Fitzgerald
We've said good-bye to 2009 and are looking at a fresh decade - which means a fresh start for you and your work attitude. Now is the time to forget about how you did last year - because that plays no part in how well you'll do this year. Decide where your sales are going in 2010 and make it happen!
"We can't think narrowly. We have to think in the biggest possible way." -- Alice Waters
It's that time again - time to be thinking about your goals and aspirations for the coming year. How high have you set the bar? Have you set a goal of just meeting your quota? What about exceeding your quota by ten percent, or twenty-five percent?
If you don't think in the biggest possible way, you'll never make the money you'd like to make. Set a high goal, and then break it down by month to figure out how much your monthly quota should be to hit your goal for the year. Then, only think about that number - NOT what you need to hit your company quota! This will allow you to work towards your goal in a systematic, manageable way - and make it more likely you'll attain it!
"Patience is necessary...one cannot reap immediately where one has sown." -- Soren Kierkegaardy
This time of the year is often tough for the dedicated salesperson - you're still working hard, making calls, prospecting, and doing your best - but still feeling the holiday slow-down. If you're working hard and not seeing the results don't worry - you are planting the seeds for success in Q1. Come February and March when others are scrambling you'll be doing well off of the relationships you're building now.
"Never give up, for that is just the place and time that the tide will turn." -- Harriet Beecher Stowe
December is a tough time for most salespeople. You're frantic to make your numbers for 2009, and you're already starting to worry about falling behind in 2010. Right now, you have to be giving it your all - no slacking during the holidays! Even if prospects keep telling you they're waiting until after the holidays to make decisions - there are many companies that are not doing that!
So don't just give up, thinking there's no chance for sales in the coming weeks. Companies are still doing business - keep going so you can make it yours!
"Pressure is a word that is misused in our vocabulary. When you start thinking of pressure, it's because you've started to think of failure." -- Tommy Lasorda
Wow! Is it weird that a quote from Tommy Lasorda got me thinking more than many others have?! How many times have you felt like you couldn't handle the pressure, and gone off into a nice moment of self-pity? I know I've done that - and I always blame the outside sources, when in reality what I'm thinking is, "I'm not capable of doing all of this, I'm going to fail."
When I think back on those situations, that's exactly what was going on! I didn't have confidence in my abilities, so when a stressful time popped up, I immediately blamed the outside sources, instead of feeling confident in my ability to handle it.
So what's the lesson? The next time you're feeling overwhelmed by the growing list of things to do, take a big breath and remember how capable you really are! Then get back to work!
"The best place to find a helping hand is at the end of your own arm." -- Swedish Proverb
How true is this? Sometimes the workload or expectations we face everyday seem like too much. When you get that feeling, resist the urge to go complain to your co-workers or mope until someone offers to help you. Instead take a minute to think of all you're capable of, and then get moving. You are your best source of help and inspiration - no one else!
"Happiness is mostly a byproduct of doing what makes us feel fulfilled." -- Benjamin Spock, Pediatrician
With the Thanksgiving holiday this week in the U.S., I've been thinking a lot about staying positive and being thankful for the good in my life. One way to do this? Make sure you're doing what makes you feel fulfilled - do that, and the other worries will seem less important.
And even if you're in a job right now that leaves you less than fulfilled, begin brainstorming what you can do to find something that makes you fulfilled. Or, make a list of the good things you do have at your job - and focus on those things! Either way, there is good all around us - if we only choose to see it.
"Strategic advantage lies in the leverage of knowledge." -- Robert Buckman
We advocate reading a lot to increase your knowledge about the profession of sales - but we don't talk enough about reading materials in your field. You have to be an expert, be able to make recommendations, and see things coming in the field. To do this you have to read trade journals, news articles - whatever you can!
Read up and you'll be able to show your customers you know what they're going through - and what they should do to best make a profit.
"It is time to make the time." -- Henry Dumas, American writer and poet
Have you been fitting in all the calls on your goal sheet? What about those prospects in the new building around the corner - have you introduced yourself yet? With the end of the year in sight and many people struggling to meet quota, it is essential you make the time to do the little things. Pushing them off for another day will just leave you scrambling come December.
Come in earlier, stay later - whatever it is, make the time now. You'll thank yourself later!
"Difficulty is the excuse history never accepts." -- Edward R. Murrow
How does the title "Salesperson of the Year" sound to you? Pretty good? If you want to make record-breaking sales in your company, you've got to push through the tough days and keep prospecting, keep making deals and keep your head up. Top salespeople build relationships over time, even if they feel like giving up. Become a legend in your company - keep going, even when the going gets hard!
"It's the little things that make the big things possible. Only close attention to the fine details of any operation makes the operation first class." -- J. Willard Marriot
You may have dozens of prospects and clients that you work with over the course of the week - but you certainly don't want them to know that! Making them feel like your only customer makes them feel important and keeps them working with you instead of your lower-priced competitor.
How do you make them feel like a star? Just like our quote says, it's all in the details. Remember their birthday - and their spouse's birthday! If they mention they like a certain team or author, show them you remember with a small gift. There's a lot you can do to make them feel special. What do you do to make an impression?
"It's not your position in life; it's the disposition you have which will change your position." -- Dr. David McKinley
I am a firm believer that attitude is everything. It affects the big things, like your interactions with clients, and the small things - from how you feel getting out of bed in the morning to how quickly you get started on the day's calls. Look at each day, each hour, even each minute, as an opportunity to do your best and you'll see wonderful results.
"The key is not to prioritize what is on the schedule, but to schedule your priorities." -- Stephen Covey
How in the world is it already mid-October? With the days flying by, time management has been a big part of my thoughts lately. I've tried a lot of different strategies, and I've found that getting the big things scheduled and out of the way first is always best. Then you'll be able to sail through the little tasks feeling good about everything you've accomplished!
What time management strategies work for you? Let us know in the comments!
"When you find yourself stressed, ask yourself one question: Will this matter five years from now? If yes, then do something about the situation. If no, then let it go." -- Catherine Pulsifer
How many times have you found yourself worrying about little things that aren't all that important? For me, it's probably every day! Coming from a long line of worrywarts, I get nervous very easily about little things - did I send the right copy of that proposal? Did I approach that prospect the right way? Did I remember to close the freezer? :)
When I think about my day, worrying about little things takes up more time than I'd care to admit. That's time I could be using much more efficiently! I'm going to tape this quote up in a very prominent place and remind myself that the little things will pass. Recognizing the important things and taking action is a much better use of my time!
"Discipline is the habit of taking consistent action until one can perform with unconscious competence. Discipline weighs ounces but regret weighs tons." -- Jhoon Rhee
Regret can be the hardest part of the sales profession - or any profession, really. Getting your paycheck and having to think about how it could have been bigger, or how that one stalled lead could have amounted to a vacation or new car can be a hard thing.
That's why it's essential that you develop behaviors that keep you from having regrets. Set up a prospecting system that covers all the bases - email, phone, and print. The use it with all your leads over a period of time - that way, when a deal does go south, you'll know that you did everything you could to get it!
"The most important single ingredient in the formula of success is knowing how to get along with people." -- Theodore Roosevelt
You may not really like some of your clients. They may rub you the wrong way, but you have to get along with them, and you have to make sure you're meeting their needs.
The best way to get along with someone is to find some common ground - get to know them as a person and see what you both enjoy. Even if it's just a mutual enjoyment of coffee, there will always be something you can connect on.
And if that doesn't work - grin and bear it - and think about the vacation you'll be able to take soon!
"You can't have a better tomorrow if you're thinking about yesterday." -- Charles Kettering
Doing your best in sales means staying focused on the here and now. What can you do right now to seal the deal with a client? What can you do to reach a new prospect? These are the things that make you money.
If you're still thinking about the deal you lost last week, you're not doing anything productive. When this happens, give yourself half an hour to go over what happened and what might have gone wrong - if you think there's something you can do to change the situation, then do it. If not, move on to more productive behaviors in the here and now.
"Anyone can hold the helm when the sea is calm." -- Publilius Syrus
Are you going through a tough time at work right now? Instead of feeling defeated and giving in to the "Why me?" attitude, think of your tough situation as an opportunity to show your value to your boss. Great work during hard times is even more impressive than great work during great times.
Same goes for a tough situation with one of your clients - if you can take the problem, deal with it calmly, and find a solution, they'll see you as someone they can count on. This is invaluable in the business world, so get out there and start proving your worth!
"Always do right. This will gratify some people, and astonish the rest." -- Mark Twain
Society often labels salespeople as dishonest, or slimy - words that are hurtful to those who work hard to offer their clients everything they have. These stereotypes wouldn't even exist if all salespeople adhered to the advice in the quote above.
We only have control over our own actions, but if you always do what is right, you'll play a big part in changing people's perceptions of salespeople. Let's make it our common goal to change those perceptions, one person at a time!
"Any change, even a change for the better, is always accompanied by drawbacks and discomforts." -- Arnold Bennett, Novelist
We've suggested many times that if things aren't working out for you, then you need to make a change. Whether it's planning your day, making more calls, or becoming more accountable, change can take you in a good direction - but it can also be hard to do - and hard to maintain.
If you're making more calls you might have to take a shorter lunch, or not spend as much time chatting with co-workers. The change will affect you in many ways - what's important is that you give it time to become routine for you. Try to ignore the drawbacks for at least a week or so - you may find they weren't that important anyway!
"I must govern the clock, not be governed by it." -- Golda Meir
We've said it before, and we'll say it again - great salespeople know how to manage their time effectively. To do that, you have to take control over your day and dictate what gets done first - then do it! If you set a schedule and stick to it, you'll get more done than you ever have before.
On the other hand, allow your day to tick by without a schedule and you'll accomplish less than you'd like. You know the phrase, "Where did the time go?" It's uttered by people without a schedule. Now get to it!
"The only certain means of success is to render more and better service than is expected of you, no matter what your task may be." -- Og Mandino, author
Sometimes the littlest things mean the most. Let's say you have a meeting with your boss and he wants to go over projections. What about putting together the numbers beforehand, and giving them to him to look over before the meeting? Your ability to meet deadlines and save him time will be very impressive.
Or, a client calls in with a re-order, and you realize that if they changed their ordering schedule they'd be better able to take advantage of company deals. Letting them know about the change would be a money-saver for them - all while winning you major points with them.
What we're trying to say is, you don't have to give the farm away to impress your clients. Just think creatively, think ahead, and always meet your deadlines, and people in your life will be impressed with your hard work. Come on, you can do it!
"Shallow men believe in luck, believe in circumstances...Strong men believe in cause and effect." -- Ralph Waldo Emerson
Often times in sales we're told that it's all about timing - which leads to thinking that it's all about luck. After all, you happened to call that prospect when he was in need of your solution - that's lucky, right?
Salespeople who want to take control of their own sales realize luck has nothing to do with it. You had a call scheduled because you dutifully follow up and make calls daily. You called at the right time because you researched the industry trends and saw an opening. You knew about the prospect because you're always looking for new leads using a variety of sources.
Do you see what we're getting at? The sale happens because of the work you do, and nothing else. Take responsibility for your sales and watch them grow!
"Passion persuades." - Anita Roddick, founder of The Body Shop
If you're passionate about your solution it will show up in your sales. After all, passion is a quality that can be clearly seen in the way you talk, the way you move, the way your face lights up - and it's difficult to fake.
Your prospects will recognize that passion and know that you mean what you say when you talk about the benefits of your product. So start thinking about why you would use your product - what makes it great? What benefits truly make it something people have to have? Delve a little deeper into the reasons why your product is so great, and when you talk about them people will feel your passion and belief in your product - and trust you to sell them something great.
"Sometimes the best helping hand you can get is a good, firm push." -- Joann Thomas
If you're struggling with your sales, it's time to make a change. Oftentimes accountability is the most important aspect of a sales turn-around. You've been saying you'll make more calls everyday, but how many have you actually done? How many days have you actually come in to the office early when you said you would?
It's easy to make plans, but the difficult part is following through on them. Talk with your sales manager, a colleague, or a friend, and ask them to be your sales accountability partner. Tell them you'll be sending them a daily or weekly activity report, or ask them to randomly drop by your office to make sure you're on task. Make sure they understand they need to be firm with you - it is not okay for you to stray off task, and they are allowed to do whatever you deem necessary to keep it that away.
If you're really struggling to stay committed, this may be the solution for you. Play around with the idea, and find what works best. No matter what, find a way to follow through on your goals.
"Until you commit your goals to paper, you have intentions that are seeds without soil." -- Anonymous
There's nothing wrong with dreaming big. In fact, I would say there's something wrong with not dreaming big! Think you'd be a good fit for that managerial or VP position? What about making enough money to take a European vacation? These are things you can do...but you have to start at the beginning, with a pen and a piece of paper.
Most big goals need a plan - and to create a plan you need to write down action steps and commit to them. If you want to go on vacation next year, how much extra money do you need to make? Do you need to sign one more contract each month? Every three months?
Once you know what it will take to reach your goal, you can continue breaking it down into manageable pieces. Maybe you need to go to a networking event every month to meet enough new prospects that will become your extra contract. Or maybe you need to get into the office half an hour earlier to get a few more calls in.
The point is, writing your goals down makes them more manageable - and attainable!
"What's the point of talking to anyone if you don't tell 'em what you think?" -- Jon Krakauer, American writer
If you want to stand out in a sea of vendors, helping prospects to see you as an expert is the best way to do it. But, how? First, make sure you're well versed in the issues and challenges your prospect is facing. Then tell them what you think.
That's right - tell them what you think. Not what you think they want to hear - what you actually think would be best for their situation. You may help them see an issue from a new angle, or find a solution they didn't think of - and you'll be elevated in their eyes as a result.
"You can't be a smart cookie if you have a crummy attitude." -- John Maxwell
Although this quote sounds like something you might hear on Sesame Street, it's very important to remember. You can be the smartest person around, but if you're not working with a good attitude, other people won't want to help you and you will miss out on important opportunities.
A crummy attitude also keeps you from doing your best work. Have you ever noticed how hard it is to finish a project when you're feeling sorry for yourself or muttering to yourself about how mad or upset you are? At those times, work seems to drag - and your performance drags with it.
Don't let a crummy attitude get in the way of your success. It's something you can and should be able to control!
"A man wrapped up in himself makes a very small bundle." -- Benjamin Franklin
If the economy is making work tough for you right now it's essential that you stay open and don't get wrapped up in yourself. Closing yourself off not only makes you grumpier, it also keeps you from learning about new opportunities, making new contacts, and hearing about a new prospect that moved in down the street. Keep your eyes, ears, and mind open and maybe you'll discover some secrets to sales success!
"The will to win is not nearly as important as the will to prepare to win." -- Bobby Knight, Basketball Head Coach
You've heard the stories of basketball players throwing free throws for hours, and baseball players perfecting their swing, but have you heard the stories about salespeople who practice until they have their elevator speech perfect, or can state their value proposition in the blink of an eye?
These are sales basics that should become part of your automatic sales skills. If you're committed to improving these skills then you'll see the result in your sales. And of course, if there's ever anything you want us to cover more thoroughly, let us know!
"I rate enthusiasm even above professional skill." -- Edward Appleton, Physicist
Last week we shared a wonderful story about a salesperson who was so enthusiastic about his product and selling that he sold over $1.5 billion worth of life insurance during his career. If you haven't read it yet, do so now - you'll be glad you did!
One of the things to take away from the story is the importance of enthusiasm in selling. Enthusiasm keeps you making phone calls and writing emails. It's also infectious. If helps prospects understand the reasons to buy - and encourages them to seal the deal.
If you're not feeling enthusiastic, try thinking about all the good your product can do for someone. Envision them using the product to make their life or work easier or save money. Then picture yourself receiving a large commission check. Feeling enthusiastic yet? Keep trying!
"We are all, right now, living the life we choose." -- Peter McWilliams, Author
If you're feeling sorry for yourself because sales are slow or your pipeline isn't as full as it used to be, take this quote to heart. Even the smallest change can have an effect on your sales. One more phone call, one more email, attending a networking event, or handing out more business cards could be the extra thing that brings in a sale.
If you're not happy with your situation, do something to change it. You're the only one who can.
"The ability to simplify means to eliminate the unnecessary so that the necessary may speak." -- Hans Hoffmann
Have you ever forgotten to call your most important client when you said you would, or completely blanked on a meeting with your boss? With all the tasks you have to do in a day, it's no wonder the big stuff can sometimes slip through the cracks. That's why it's not just important that you simplify your day - it's a crucial part of keeping your job, as well as your sanity.
Take time to schedule your day, keep phone calls during certain hours, use post-it notes, or use an electronic planner. Use whatever works best for you, and then stick to the system. Then you'll be able to see the day's priorities - and won't let any of them pass you by!
"Worry often gives a small thing a great shadow." -- Swedish Proverb
Are you looking for more stuff to worry about? Somehow I doubt it! We all have plenty to stress over without letting small issues become bigger than they need to be - but it's so easy to let just that happen.
If you're anxious about something, take a minute to calm down. Go get something to drink, put water on your face, call a friend - anything to take your mind off it for a minute. Then go back to the issue and write down what needs to be done - and ways you can accomplish it quickly. Once you've taken some time to assess the situation with a clear head and logical view, you'll feel better and the great shadow will be gone!
"Many attempts to communicate are nullified by saying too much." -- Robert Greenleaf
Here's advice I can't say enough: once you've made initial contact with a prospect, ask them a question and then be quiet. What can you ask? Ask about what's worked well for them, what problems they're having with suppliers, what they would ideally want from a supplier, or just how they're doing - but once they start talking, you don't!
Even when you think they're done speaking, give it a couple seconds. They might just have one more thing to say. No matter what, you'll have gathered a lot of information to help you move along in your sales process.
"The bad news is time flies. The good news is you're the pilot." -- Michael Altshuler
Are you working harder to squeeze in more time for prospecting calls, proposals, and meetings? If you are, great job - every little bit gets you closer to the sale. Of course, you shouldn't have to work a twelve-hour day to get it all done.
It's important to thoroughly examine your day for time-wasters. For one day, keep a notebook handy and write down what you did about every hour or so. Doing this will allow you to see time pitfalls you may not have thought of before and allow you to make adjustments so you're able to spend more time outside of the office.
"If you can find a path with no obstacles, it probably doesn't lead anywhere." -- Frank A. Clark
We've all encountered obstacles on the path to success, and if you haven't yet - you will! Keep in mind that getting past these obstacles is part of your success. Not only can you be proud of yourself, but you'll show others you have the tenacity to keep going until you've found a solution.
"For time and the world do not stand still. Change is the law of life. And those who look only to the past or the present are certain to miss the future." -- John F. Kennedy
I was drawn to this quote as a reminder that although we often don't realize it, life is always changing - maybe even changing for the better.
If you're stuck in a tough situation and catch yourself dwelling on the negatives, remember that that a negative attitude can make you blind to new opportunities. With your eyes closed to the small changes happening around you, there's no way you can create a better future. Open your eyes - what small changes are happening around you right now? What can you do to be ready?
"Your most unhappy customers are your greatest source of learning." -- Bill Gates
It's hard to admit, but we've all had a customer that's been unhappy with our services - whether we deserve it or not. While no one likes to look back on those situations, sometimes reflection can give us the information we need to make sure it doesn't happen again.
What could you have done differently to change the outcome? Take a look back and use what you learn to make sure you only have happy customers!
"Great minds have purpose, others have wishes." -- Washington Irving, American Author
"Purpose" is defined by dictionary.com as "determination or resoluteness" - something we know is necessary if we want to achieve a lofty goal.
If you're working towards something big, crossing your fingers and blowing out the candles won't get you any closer than you were before you started wishing. Having purpose allows you to see what steps need to be taken so you can work steadily and achieve your goal. Begin with purpose, and you'll make it - be patient!
"Whenever you do a thing, act as if all the world were watching." -- Thomas Jefferson
No matter how small the task, give it your best. If you always act like someone's watching you'll do work you can be proud of - and the results will show in your sales!
"Until we can manage time, we can manage nothing else." -- Peter F. Drucker
Do you know when you do your best work? For me, getting into the office early is the best way to get things done. I like the quiet, and can focus better, getting more done in an hour than I would in two hours in the middle of the day.
This week, pay attention to your work habits, so you can find your best "focus" time during the day. Then reconfigure your day to maximize your time. After all, who doesn't like doing more work in less time?
"Life is 10 percent what you make it, and 90 percent how you take it." -- Irving Berlin
There's a lot going on in the world that you have absolutely no control over. You can't exhaust yourself working to fix the economy single-handedly!
Concentrate on the things under your direct control, and make sure you're doing your best there. With everything else - keep your head and your attitude up. Things will change - and when they do, you'll be ready for them.
"We should not look back unless it is to derive useful lessons from past errors, and for the purpose of profiting by dearly bought experience." -- George Washington
Top sales professionals know that experience is the best teacher and they call on their experience in challenging situations. If you're facing a problem with a client that has you baffled, think back on similar past experiences. What has worked or didn't work for you? Reflect on what you've learned and you'll find a solution to your current problem.
"Either write something worth reading or do something worth writing." -- Benjamin Franklin
Do you have a newsletter you regularly send out to your clients? What about an industry tip sheet you give to prospects? What about a website or blog? If you know your stuff then get the word out in writing. You'll reach a larger audience and show prospects you're an expert in your field.
If you're not writing (or people aren't writing about you!) then get started. You'll be glad you did.
"People die of fright and live of confidence." -- Henry David Thoreau
If you're terrified of picking up the phone or calling on a new prospect, you're losing money. The only way to meet and exceed your quota is to get out there and make it happen.
"Whatever the mind can conceive and believe, it can achieve." -- Napoleon Hill
Not seeing the numbers you'd like to see? The current economy makes creativity and resourcefulness a necessary part of your job description. Take fifteen minutes today to brainstorm interesting ways to reach new clients and reach out to current clients. Put your plan in motion and you'll see what you're really capable of.
"The less I say the more my work gets done." -- Elton John
How's that for succinct time management advice? It's particularly true for sales. Think about it, the less you say, the more your customer talks, the more you sell.
"It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you'll do things differently." -- Warren Buffett
Your reputation is everything in sales. One negative comment or rumor can seriously damage a trusted relationship with a client. If you say you're going to do something - do it! If people are gossiping around you, go somewhere else. If a customer starts talking badly about a mutual acquaintance, don't join in. You can protect your reputation - you just have to be conscious of it.
"The discipline of writing something down is the first step toward making it happen." -- Lee Iacocca
It's never too late to make a new resolution - and making a commitment to write down tasks, appointments, goals, and dreams is a powerful resolution to make. Writing something down not only makes the idea or goal more concrete, it can also help you plan how you're going to achieve it. It's a reminder of something you want to achieve - and you can never have too many of those!
"A good plan is like a road map: It shows the final destination and usually the best way to get there." -- H. Stanley Judd, Writer
2008 is coming to a close, and if you haven't begun already, it's time to set your course for 2009. What are your goals for the upcoming quarter and beyond? What will you do to achieve those goals? Planning what you want, and how you're going to get it, is the best way to reach the top.
"Make happy those who are near, and those who are far will come." -- Chinese proverb
When thinking of ways to expand their business, many people come up with grand schemes of gifts, events and advertising campaigns. While excellent ideas, it's often better to start small, and watch business grow from there. Focus on making your customers as happy as possible, and let them tell others about you. It's a low-cost way to gain exposure and loyal customers.
"Excellence is not a skill. It is an attitude." -- Ralph Marston, Author
With 2008 disappearing quickly, there's only so much time left to make quota, or better yet, exceed it! Face the rest of 2008 with a hardworking, open-minded attitude, and you'll see the results reflected in how you start 2009.
"Nothing else can quite substitute for a few well-chosen, well-timed, sincere words of praise. They're absolutely free - and worth a fortune." -- Sam Walton, Founder of Wal-Mart
Have you started sending out your holiday cards yet? The postman has been sending bigger and bigger stacks my way, a clear reminder that I need to get started!
When you're sending out your cards, take the time to write a personalized note to each of your clients, telling them what they mean to you. A few words about how they brighten your day, or how you love the jokes in their emails will remind them that you care - and that you pay attention!
"Follow your instincts. That's where true wisdom manifests itself." -- Oprah Winfrey
Have you ever agonized over an account, wondering whether you should call or email, send a gift, or set up a lunch? Instead of hemming and hawing, go with your instincts. Even if it doesn't work out, you'll have resolution and more time to spend on other accounts.
"As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them." -- John Fitzgerald Kennedy
With Thanksgiving in the U.S. this Thursday, many people begin to think of everything they have in life to be grateful for - family and friends, a home, food to eat. This same attitude should be directed towards our clients - after all, they make that lifestyle possible!
This week, and ideally, every week of the year, be sure to let your clients know how much you appreciate them. It's not enough to say the words - put some time and thought into what they mean to you, and let them know it. Then show your thankfulness in your everyday dealings - whether with a phone call, email, note, or just a smile. Your sincerity and kindness will be a welcome gift.
"Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy." -- Dale Carnegie
Sitting at your desk worrying about the economy and your finances will only bring on negative thoughts, and ultimately, a loss in income. Instead, increase your activity in the face of economic downturn - more calls, letters, emails and appointments means a bigger likelihood of success. Get out there and start making things happen!
"The first rule of holes is that when you're in one, stop digging." -- Thomas L. Friedman, New York Times columnist
Why is it that whenever we find ourselves in trouble of our own making, we think continuing to talk will somehow make it all better? If you've ever said something you shouldn't have to a client, you know the feeling of wanting to instantly rewind and start over. You can't do that (unfortunately!) and continuing to talk is a bad idea.
What should you do? Take a deep breath, calm your nerves, and apologize for your mistake. Then stop talking! Let your client guide the next part of the conversation - he will make it clear if it's ok to move on, or if you need to do more damage control.
"The ability to communicate with everybody, regardless of who are you are, is a great thing." -- Bobby Bonilla, Baseball Player
Being able to talk to people is one of the most important things you can learn as a salesperson. After all, if you can ease into a conversation, people will feel comfortable with you - and if they're comfortable they're more likely to buy.
How do you get better at any skill? Practice. The next time you're out running errands, try to connect with the people you meet. Ask them a question or comment on what they're looking at. I've found that if you can talk to a complete stranger at the grocery store, then you can definitely talk to a prospect about something you're passionate about - your product!
"Successful people recognize crisis as a time for change - from lesser to greater, smaller to bigger." -- Edwin Louis Cole, Author
What can you do to ease the burden of the economic crisis? Whether it's monitoring your spending, planning sales calls to use less gas, prospecting more, or asking for referrals, there's always something more you can do. Make one little change today and see what effect it has on your sales tomorrow!
"Every chance meeting is an appointment." -- Pablo Neruda, Chilean poet and diplomat
Networking opportunities are everywhere - in line at the grocery store, waiting at the dentist's office, even at the park. The next time you're waiting around, strike up a conversation and get to know people. You may be able to help them or they may be able to help you. No matter what, in today's economy, the more people you know the better.
"A fellow doesn't last long on what he has done. He has to keep on delivering." -- Carl Hubbell, Hall of Fame pitcher
Baseball playoffs are in full swing, and the players now have to deliver on the biggest stage of their lives. Having a low ERA during the regular season or a high on base percentage means nothing once you get to the playoffs. It's all about what you can deliver now.
It's the same thing in sales (well, without the audience of thousands). You can't rest on past accomplishments; you have to always be striving towards the next sale. Your boss, your customers and your bank account expect you to keep delivering results.
"Hard work keeps the wrinkles out of the mind and spirit." -- Helena Rubenstein, cosmetics industrialist
Use this week to put a little extra effort into all of your selling endeavors. Whether you're calling prospects, responding to emails, or writing a proposal, make sure you're doing your very best. Not only will you leave the office feeling proud of that day's work, but you'll see the results displayed in your sales.
"Do not fear going forward slowly; fear only to stand still." -- Chinese Proverb
No matter the length of your sales cycle, there's always one customer who will take longer to buy than others. Whether your client is dealing with a number of other priorities, changes at his company or simply likes to proceed with caution, some sales require you to move one step at a time, sometimes taking two steps back to take one step forward.
It's ok to have some of these in your sales funnel, as long as you know they're a good prospect and you put together a plan to continually reach out to them over time. Often times, just sticking around will prove to your prospect that they can trust you with the sale.
I love getting up in the morning. I clap my hands and say, "This is gonna be a great day." -- the late Dicky Fox, sports agent in the movie "Jerry Maguire"
Attitude is everything - go into your next sales call with enthusiasm and pride in what you do, and you too will be shouting, "Show me the money!"
"I never tried quitting, and I never quit trying." -- Dolly Parton
Like legends in music, legends in sales never quit. They're constantly reinventing their sales process, voicemail messages, and emails to reflect their industry and what their clients want to see.
Take a lesson from Dolly, and never quit trying - you'll be glad you did.
"Opportunities are seen by many, understood by few, and capitalized upon by even fewer." - Mark Hunter
"It is amazing how intellectual capacity drives opportunities," says sales trainer Mark Hunter. "Far too many insights are never capitalized on because we fail to use our own intellectual capacity or access the insights of others to determine how to leverage an opportunity. I read recently where Bill Gates and Warren Buffett took a trip to Alberta, Canada, to better understand how the people there are extracting oil using new technologies. They made this trip because they were curious and were driven by the fact that they knew it would expand their intellectual capacity."
"Sales is all about using your intellectual capacity to help people see opportunities," continues Hunter. "The salespeople who are at the top of their game year in and year out are the ones who know how to leverage their intellectual skills. Take the time to develop your intellect by digging into books, articles, newspapers, and engaging in conversations with others that will stimulate your mind and cause you to grow intellectually. In the long-term, your success is not driven by what you sell, who you work for, and certainly not by the price you sell it for. Long-term success is driven by your intellectual capacity and your ability to leverage it to see opportunities."
"There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else." -- Sam Walton, Founder of Wal-Mart
In the end, you don't answer to your sales manager or the district manager…great salespeople know they answer to the customer. If you make the customer your top priority, ahead of company policy or your personal agenda, you'll be sure to win.
"You are never really playing an opponent. You are playing yourself, your own highest standards, and when you reach your limits, that is real joy." -- Arthur Ashe
One of the most fortunate aspects of a professional selling career is that your only limitations are how hard you want to work. If you’re tired today and don’t want to make a lot of calls, that’s fine – but it will show up in your sales. On the other hand, diligent, focused work will yield excellent results.
The question is: How far are you willing to push yourself?
"To make no mistakes is not in the power of man; but from their errors and mistakes, the wise and the good learn wisdom for the future." -- Plutarch, Historian
The best salespeople look at their business as a never-ending education. When they make a mistake, they see a learning experience, rather than a failure. Keep this outlook the next time you stumble, and you'll be better prepared to deal with problems in the future.
"The best place to succeed is where you are with what you have." -- Charles M. Schwab
It's hard to be the small fish in a big pond. If your company is new to the market, or your competitors are just bigger, faster, or lower-priced, each day can feel like an uphill battle. When it's one of those days, remind yourself that those companies are missing one big thing - you.
Make yourself an asset to your clients in every way you can, and your clients won't feel the need to rush to your big-box competitor. If they have someone who's always looking out for their best interests they can rest easy knowing they're in good hands.
What do you do to show your clients how valuable you are?
"If you don't risk anything, you risk even more." -- Erica Jong, "Fear of Flying" novelist and poet
Have you been thinking about calling a hot-shot CEO but been too nervous to do so? Put together a great presentation idea, but too afraid to try it on anyone? It's easy to stay in your comfort zone, but it's only by trying new things that you will reach new heights. Take a sales risk this week, and see what happens!
"Yesterday is gone. Tomorrow has not yet come. We only have today. Let us begin." -- Mother Teresa
We're now halfway through July, and the summer is just flying by. It can be hard to concentrate during the summer, especially when you're a couple of days away from your vacation, but it's important to prospect and close business each day, just as you normally do during the rest of the year.
Keep your concentration during your workdays, and you'll be free to enjoy your vacation time, knowing your bank account is in fine shape.
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About Me
Name: Editor: Kelly McLean
Location: Carlsbad, CA, United States
SalesDog.com, the internet's number one sales success destination for more than seven years, works with America's leading sales experts to bring practical selling tips and strategies to salespeople, sales managers, business owners and entrepreneurs. Over 30,000 sales professionals rely on its free weekly newsletter to keep them abreast of cutting-edge developments impacting their profession.
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