Yesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.
You might enjoy making a sale, but you find yourself getting that butterfly feeling before an important presentation or at the moment of decision. Even if selling is not your career, you do engage in sales – whether if be selling your point of view to others or your selling your skill set, as in a job interview.
You are going to love this post, especially if you are in sale. For some of you, this will be a great reminder and others it will be a revelation.
Sales is a predictable science.
Success in sales is not dependent upon personality, attitude or good looks. Those can be factored into the equation, but I have met people with a terrific attitude, who could not sell a 20-dollar bill for a dollar. I have also met some very ugly souls, who could sell a ketchup popsicle to a woman wearing white gloves.
What does this mean for you?
It means that you can determine and predict your results. The point of this article is that you need to track your Read More...
Turn the art of selling into a simple science using the proven tried-and-true techniques of the nation’s top sales champion, Tom Hopkins.
In sales, the potential clients or customers you interact with have some fears – the #1 fear is of you, the salesperson. Your clients do not want to be sold.
The key to overcoming your customer’s fear is to Read More...
We published an article on how to get off a personal losing streak, which I hope you took to heart and applied. If you did those three things, you’ve inserted some much-needed momentum into your world. If you didn’t do those three things, PLEASE go back and read that article before you continue on with this. Really, go back and read that. In fact, click here to go directly to the article on how to “un-slump” yourself…
Studies have proven that there is one reason why people don’t do more referral business: they don’t ask.
There are two reasons sales professional don’t ask for referrals:
1) They forget
2) They don’t have a strong enough relationship with their clients, so they don’t feel comfortable.
The truth is, every sales professional should strive to have all of their business be referral baed because the benefits of referral business are undeniable and extensive.
* Referrals are more professional
* Referrals make your job easier and more fun
* Referral clients are more likely to call you back
* Referrals are Read More...
What’s In It For Me, WIIFM, the basic biological fundamental radio station that most of us humans are tuned into throughtout the day. We hear Bryan Tracy, Zig, and Tony Robbins talk about how that is what our customers and prospects are thinking throughout our sales presentations and that we must tailor our talks to accomodate their needs. This seems to be true, at least in my experience, and today I was reminded of this principle in a big way.
I was having a conversation with a client about referrals. He had been having a terrible slump with getting referrals for the past 5 or 6 weeks. He had been asking most of the right questions, at pretty much the right times, and we were trying to dissect if maybe there Read More...
A few months ago, I was catching some waves in the wave pool at the Mandalay Bay Hotel in Las Vegas when I met an interesting guy who was doing the same. We were kicking back, catching some waves, and learning the best way to catch the waves so you could ride them all the way into the beach.
As we talked, we realize that we were both from the Midwest and have many things in common. In particular our laid back attitude and approach to life was similar and, In short, a friendship was born. This friendship has gone on to become an awesome business relationship as well.
Why is it that so many of the best business deals are forged on the golf course or at the ball game? It is because it is Read More...
I was driving around last week listening to a guy named Andy Andrews in my car, and he said something that hit me right between the eyes. Mr. Andrews (author of the book The Traveler’s Gift) was saying that if he was allowed only 1 minute on stage and one thing to say that would change someone’s life, it would be an easy decision for Read More...
What do you need a sales manager for that you can’t do for yourself? For example, when it comes to “getting motivated” your sales manager is really of no use to you because you do not need to be motivated to succeed in sales. What you need is FOCUS.
Picture yourself caught up in your own personal version of sales hell. And over there you see the Top Producer in your company, shimmering along through life, raking in the dough. “This stinks” you say to yourself and think, ”Maybe I’m gonna go knock off for the day, get my head together, and come back tomorrow. If I could just get motivated like that guy, I’d be able to do so much better.”
But here is what Read More...
Yesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.
) was saying that if he was allowed only 1 minute on stage and one thing to say that would change someone’s life, it would be an easy decision for 
