Mike Krause (of Sales Sense Solutions) and I will be teaching a webinar, June 13th - Rethinking Sales Rejection and Skillfully Handling Sales Objections.
To attend for free, all you need to do is sign up!
Thursday, June 7, 2012
Rethink Sales Rejection, Skillfully Sales Handle Objections!
We're bringing together two of the most important pieces to any salesperson’s toolkit: handling rejection and objections!
Mike Krause (of Sales Sense Solutions) and I will be teaching a webinar, June 13th - Rethinking Sales Rejection and Skillfully Handling Sales Objections.
To attend for free, all you need to do is sign up!
Mike Krause (of Sales Sense Solutions) and I will be teaching a webinar, June 13th - Rethinking Sales Rejection and Skillfully Handling Sales Objections.
To attend for free, all you need to do is sign up!
Thursday, May 31, 2012
Be a Weeble
When I grew up there was a Hasbro Playskool toy called 'weebles.' The marketing phrase that they used was: "Weebles wobble, but they don't fall down."
People will try to tip you over. A lot.
Be a weeble.
People will try to tip you over. A lot.
Be a weeble.
Tuesday, May 22, 2012
Making Mistakes to Succeed
If we know we learn from our mistakes then why are we so afraid to make them?
Well, it's not everyone - probably just two groups really.
The first group are the people that really learned from their mistakes... they actually learned and internalized that the mistake they made didn't kill them and that they survived it. Plus they got some new data to make changes and keep trying.
However, emotion is stronger than intellect. For the second group, they internalized the emotions that came with making mistakes rather than the benefits gleaned (data and survival). Feelings of foolishness, stupidity, embarrassment, and shame were part of their experience. These make us feel bad and become feelings that we want to avoid at all costs. And yet those feelings don't really serve us except to make us shrink.
So which of the two groups is going to be more productive in today's world?
We like to say that your N.Q. (No-Quotient) is more important than your I.Q. (Intelligence Quotient). In today's world we believe that your N.Q. - the number of times you are willing to hear no's, make mistakes, try stuff, be rejected, and fail greatly will catapult you into an exclusive group in whatever endeavor you are involved in. So... which group are you in?
Well, it's not everyone - probably just two groups really.
The first group are the people that really learned from their mistakes... they actually learned and internalized that the mistake they made didn't kill them and that they survived it. Plus they got some new data to make changes and keep trying.
However, emotion is stronger than intellect. For the second group, they internalized the emotions that came with making mistakes rather than the benefits gleaned (data and survival). Feelings of foolishness, stupidity, embarrassment, and shame were part of their experience. These make us feel bad and become feelings that we want to avoid at all costs. And yet those feelings don't really serve us except to make us shrink.
So which of the two groups is going to be more productive in today's world?
We like to say that your N.Q. (No-Quotient) is more important than your I.Q. (Intelligence Quotient). In today's world we believe that your N.Q. - the number of times you are willing to hear no's, make mistakes, try stuff, be rejected, and fail greatly will catapult you into an exclusive group in whatever endeavor you are involved in. So... which group are you in?
Sunday, April 15, 2012
Fear of Failure Removes Opportunity for Giving Extraordinary Customer Service
There's an acronym that might familiar to you if you've worked in the "corporate" world... CYA. Cover Your Ass. In other words, don't make mistakes. Do not fail. Sadly, this is the culture of so many organizations... countries even. In Finland, they're extremely risk averse - the biggest reason for not being entrepreneurial is the fear of failure. This is the reason why young entrepreneurs of Finland, lead by Aalto Entrepreneurship Society and Boardman Tulenkantajat group, actually arranged a 'National Failure Day' in order to change Finnish culture to be more embracing to failure.
In America, we could argue we are better off, and yet we still have a way to go. Failure is still something that most people do everything in their power to avoid. But in recognizing and addressing those failures is where companies and organizations often have the best opportunities to turn negative customer service situations into extraordinary service experiences. But two things must happen first.
1) Companies to need to be listening to their customers as much as they share information with them.
And then...
2) They need to stop avoiding and/or fearing moments when they have failed. Failures happen, but what you do afterward can turn that from a failure into a success story.
I'll be discussing this Monday, April 16th on Breakthrough Business Strategies Radio with host, Michele Price. Join us!
In America, we could argue we are better off, and yet we still have a way to go. Failure is still something that most people do everything in their power to avoid. But in recognizing and addressing those failures is where companies and organizations often have the best opportunities to turn negative customer service situations into extraordinary service experiences. But two things must happen first.
1) Companies to need to be listening to their customers as much as they share information with them.
And then...
2) They need to stop avoiding and/or fearing moments when they have failed. Failures happen, but what you do afterward can turn that from a failure into a success story.
I'll be discussing this Monday, April 16th on Breakthrough Business Strategies Radio with host, Michele Price. Join us!
Monday, March 26, 2012
The Only 2 Things You Absolutely, Positively Must Be Doing To Successfully Close More Sales
Call it what you will: following up, checking in, touching base - you're trying to turn invested time into profitable time. If you are selling a product or a service you cannot assume that your first contact with someone will close a sale. Actually, just don't. I recently came across this statistic (from the Sales & Marketing Management Institute) that said:
1) PLAN for how and when you are going to follow up with your qualified prospective customers. Are they on social media sites like pintrest, twitter, or facebook? Find out! It's a fantastic way to develop a more personal relationship with with current customers but also prospective ones. Get a system. There are fabulous systems out there for need and budget. But don't be fooled, the system will only get you so far... you still have to...
2) PERSIST. The systems are only as good as people who have the courage and persistence to use them and follow through on their prompts. While it's easy to get overwhelmed with tools and technology, ultimately the responsibility always comes back to us and we know this. Persistence can often lead to being rejected. And that can mean having our confidence and belief in ourselves that we are good, smart, and competent people shattered because someone says "no." Give up having to "look good." Give up on the facade and put yourself on the line. And when you do this - you'll become one of those statistics... the good ones!
I'll be discussing this TODAY on Breakthrough Business Strategies Radio with host, Michele Price. Join us!
- 87% of all leads are never pursued
- 48% of all sales leads that are pursued are dropped after the first call/meeting
- AND YET... 80% of all sales close after the fifth contact/meeting
1) PLAN for how and when you are going to follow up with your qualified prospective customers. Are they on social media sites like pintrest, twitter, or facebook? Find out! It's a fantastic way to develop a more personal relationship with with current customers but also prospective ones. Get a system. There are fabulous systems out there for need and budget. But don't be fooled, the system will only get you so far... you still have to...
2) PERSIST. The systems are only as good as people who have the courage and persistence to use them and follow through on their prompts. While it's easy to get overwhelmed with tools and technology, ultimately the responsibility always comes back to us and we know this. Persistence can often lead to being rejected. And that can mean having our confidence and belief in ourselves that we are good, smart, and competent people shattered because someone says "no." Give up having to "look good." Give up on the facade and put yourself on the line. And when you do this - you'll become one of those statistics... the good ones!
I'll be discussing this TODAY on Breakthrough Business Strategies Radio with host, Michele Price. Join us!
Friday, March 2, 2012
The Top 5 Movies for Entrepreneurs
In order, the five top movies that all entrepreneurs should see at least once. These movies will inspire you, might frustrate you, but remind you why you do what you do and not to give up on a dream.
5) Working Girl
"You can bend the rules plenty once you get to the top, but not while you're trying to get there. And if you're someone like me, you can't get there without bending the rules."
Okay, a movie about the corporate world to start the list, but it's a great movie about not giving up on your dream. And at the very end when we see that Tess, the main character, has "made it" because she's in an office with a window, the camera pulls back to show her little window within a huge office building in a sea of more office buildings. You'll be relived to remember that as an entrepreneur, you aren't trapped and actually work on your terms.
4) The Pursuit of Happyness
"You got a dream... You gotta protect it. People can't do somethin' themselves, they wanna tell you you can't do it. If you want somethin', go get it. Period."
It's the ultimate overcoming all odds movie. When you see what Chris Gardner goes through, it gives some perspective.
3) The Social Network
"You don't even know what the thing is yet. How big it can get, how far it can go. This is no time to take your chips down. A million dollars isn't cool, you know what's cool?"
It's great to see a guy with such confidence. When you see Mark do what he does so well - it's inspiring to see the intensity and drive.
2) Up in the Air
"How much did they pay you to give up on your dreams?"
Why is a movie about a guy with a job that has him traveling the country non-stop firing people on this list? It's a great reminder that when you're self-employed nobody gets to fire you. And if you've just been fired or are afraid of getting fired, maybe it's just what you need anyway.
1) Jerry Maguire
"Twenty-four hours ago, man, I was hot! Now... I'm a cautionary tale. You see this jacket I'm wearing, you like it? Because I don't really need it. Because I'm cloaked in failure!"
The quintessential movie for all entrepreneurs. It's about failure, success, principles, and love. One of the best movies ever made.
BONUS... And if you're still not completely motivated - get a copy of Yes is Destination, No is How You Get There.
"I think a lot of times people give up too soon thinking they failed because they got a lot of NOs, instead of realizing, "hey, I'm still on track to do this. It's just taking longer than my ego mind thought it would." - Jack Canfield
If you are an entrepreneur, you'll want to make sure that the word 'no' and fear of failure and rejection is in your toolbox of assets rather than obstacles!
5) Working Girl
"You can bend the rules plenty once you get to the top, but not while you're trying to get there. And if you're someone like me, you can't get there without bending the rules."
Okay, a movie about the corporate world to start the list, but it's a great movie about not giving up on your dream. And at the very end when we see that Tess, the main character, has "made it" because she's in an office with a window, the camera pulls back to show her little window within a huge office building in a sea of more office buildings. You'll be relived to remember that as an entrepreneur, you aren't trapped and actually work on your terms.
4) The Pursuit of Happyness
"You got a dream... You gotta protect it. People can't do somethin' themselves, they wanna tell you you can't do it. If you want somethin', go get it. Period."
It's the ultimate overcoming all odds movie. When you see what Chris Gardner goes through, it gives some perspective.
3) The Social Network
"You don't even know what the thing is yet. How big it can get, how far it can go. This is no time to take your chips down. A million dollars isn't cool, you know what's cool?"
It's great to see a guy with such confidence. When you see Mark do what he does so well - it's inspiring to see the intensity and drive.
2) Up in the Air
"How much did they pay you to give up on your dreams?"
Why is a movie about a guy with a job that has him traveling the country non-stop firing people on this list? It's a great reminder that when you're self-employed nobody gets to fire you. And if you've just been fired or are afraid of getting fired, maybe it's just what you need anyway.
1) Jerry Maguire
"Twenty-four hours ago, man, I was hot! Now... I'm a cautionary tale. You see this jacket I'm wearing, you like it? Because I don't really need it. Because I'm cloaked in failure!"
The quintessential movie for all entrepreneurs. It's about failure, success, principles, and love. One of the best movies ever made.
BONUS... And if you're still not completely motivated - get a copy of Yes is Destination, No is How You Get There.
"I think a lot of times people give up too soon thinking they failed because they got a lot of NOs, instead of realizing, "hey, I'm still on track to do this. It's just taking longer than my ego mind thought it would." - Jack Canfield
If you are an entrepreneur, you'll want to make sure that the word 'no' and fear of failure and rejection is in your toolbox of assets rather than obstacles!
Saturday, February 18, 2012
Go for No! but Get Creative
People often ask me, when it comes to going for no - do you just keep going at people over and over? Well, the answer is YES... and NO! When it comes to selling - and Go for No! you need to be creative! Obviously, you would not want to approach the same person over and over again in the exact same way. But when you 'go for no' you aren't giving up on someone just because you got one 'no' one time. To do so would be a huge waste of invested time (finding the prospect) not to mention the fact that people often say 'no' 3,4, and 5+ times before making a decision.
So again, you need to be creative. I will be talking about this with Michele Price on her Breakthrough Business Strategies Radio Show on Monday. So start thinking, can you get creative? For example, try this: create a list of at least 12 ways you could go back to the same person/prospect in a new or different way. If you come up with 12 ways - and you check in with someone every 2 months - you just created a two year follow up plan! Not bad. That is how you'll turn no's into yeses!
So again, you need to be creative. I will be talking about this with Michele Price on her Breakthrough Business Strategies Radio Show on Monday. So start thinking, can you get creative? For example, try this: create a list of at least 12 ways you could go back to the same person/prospect in a new or different way. If you come up with 12 ways - and you check in with someone every 2 months - you just created a two year follow up plan! Not bad. That is how you'll turn no's into yeses!
Subscribe to:
Posts (Atom)
