Thursday, May 23, 2013

Removing What Restrains You

We all are looking for improvement in our lives and businesses quickly. We want the magic bullet that will speed us along... the super-charge for our gas tank. Okay, you get the metaphors.

But just as powerful - we think more powerful, is removing what restrains you.  The reality is no matter how much you rev the engine, if your foot is pressed down on the brake, you don't move.

Fear of failure... fear of NO... fear of rejection... is one of the most powerful and devastating of all "restrainers" in people's businesses, sales careers, and their lives. Remove that and see how far and fast you can really go.

Tuesday, May 14, 2013

Selling and the Lottery

Play the lottery?

Some people think that the longer a certain combination of numbers is not drawn, the better the probability of that combination being drawn in subsequent draws.  This is mathematically incorrect.

Lottery draws are what are called "independent events" which means that every lottery draw is totally unrelated from the others and the new numbers drawn have nothing to do with the numbers drawn in the previous draw or in the future for that matter.

In sales, like the lottery, each conversation is NEW and could be a NO or YES. If you've had a string of NO's the next one could be the YES! And like the lottery, the more you play the more you might win. (right?) Well, kind of.  The reality is you *must* play to have a chance of winning. 
You have to play and get NO's to have the chance for the yeses!

The good news in sales is, with each "play" you get the opportunity to IMPROVE, learn and grow whether it was a YES or a NO. More good news: sales has much better odds than the lottery.

Saturday, May 4, 2013

Handling NO "Well"

We talk a lot about feelings around the words yes and no. We teach people to get off the 'emotional roller coaster' when they hear yes and no, so that they are not creating an emotionally unhealthy lifestyle for themselves.

Your customer or prospect doesn't want to climb onto the 'emotional roller coaster' with you!  Remember that 'No' is a perfectly acceptable answer.

Now while we are constantly looking for ways to deal with that 'no' by following up, getting creative, and on and on... ultimately your initial first reaction to getting a 'no' has got to be positive! If you act in such a way that makes someone uncomfortable and regret dealing with you then getting referrals from that person and  getting the future yes that may well be there will be very difficult.

So when you get a 'no' respond positively with enthusiasm. Help your customer or prospect see that for you, it's about service and asking... and that they will not be penalized for saying 'no' to you. Do this enough, and not only will keep yourself off the emotional roller coaster, you will have a better chance later on to turn that 'no' into a yes!

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