When I was recently preparing a speech to up and coming sales reps, I realized that I had compiled a list of selling tips that I wanted to share today. Here are the best of the best:
#1 Consult, Don’t Regurgitate – better to listen to your prospect and find out what they really need, rather than “barf out” everything you know
#2 Share, Celebrate and Support – be a fantastic teammate!
#3 Manage Time, Plan and Prioritize – not the “sexy” part of selling, but crucial to success
#4 Fly Under The Radar, Don’t Be “On It” – if your boss does not have to follow-up with you about things not getting done, that is a good thing!
#5 The Path of “Most Resistance” Pays Dividends – anyone can do the easy stuff, but tough it out and do the difficult (or less desirable tasks) day in and day out
#6 Customers And Prospects Are Human Beings Too – get to know them on a personal level, make notes and show that you care about them as people too
Keep these close by and refer back to them when you need a gentle reminder of what it takes to succeed in sales!
“Terry Tate, Office Linebacker” was a Superbowl commercial in 2003.
Still one of my favourites.
Have a FANTASTIC weekend everyone!
This has been by far my most popular post in the nine months that I have blogged, and I thought it was time to revisit it and keep the conversation going. There are some incredible comments up for review. Some of my childhood friends even chimed in to challenge me with some of my content in the post. I would love you to take a read and respond with your honest feelings on the subject. Maybe I will turn this conversation in to a mini e-book or something in the future because it sure captivated my readers. Enjoy!
I recently returned from a trip to my hometown of Winnipeg, Manitoba, Canada. Winnipeg is 8 hours north of Minneapolis, Minnesota if you are unaware. This is the first time in my career that I am able to work in my hometown since I moved away 11 years ago, and I was very excited to reconnect in my community.
Although most of the trip was awesome, I had a surprising conversation with somebody from my past that bothered me greatly. For those of you who know me well, I have “facial recognition software” engrained in my brain for remembering people who I grew up with. I was at the 100th anniversary of the suburb that I grew up in last Saturday and approached at least 15 people from my youth that I had not seen in 4EVER! That was so much fun. I digress…
I was at a trade show earlier in the week and ordered supper at a concession stand. I changed my drink order, and the person serving me smiled and gave a double take. They saw that I was wearing a name tag, and asked if I went to school in the suburb that I actually grew up in. I paused for a moment and said yes. Instead of saying that I did not remember them, I asked what their name was. After they replied, I instantly recognized their face.
The difficult part of the dialog is they hesitated to say their name out of embarrassment for the job that they were doing. I took a few moments to speak with them after receiving my drink, and saw them the next day as well.
21 years removed from high school, I was not expecting somebody to be working in that setting, and my “facial recognition software” was not activated at the time. If they were proud of the job that they were doing, and did not care what others thought, they would have had no issue telling me what their name was.
There is a silver lining for this person. It is never too late to change career paths. The generation of “go to school, get a job, find somebody, get married, have some kids, work at the same thing for 40+ years and retire” is long gone.
One of my best friends dropped everything in his late 30’s, started working towards a totally different career, and is now very close to completing his studies.
We can’t turn back the clock and hit “reset” to that day that we walked out of high school with that diploma in hand, but we can certainly hit the “reset” button RIGHT NOW and start working towards something more fulfilling.
If there is anything this experience really taught me, is that I have to keep working towards what I really want out of life, no matter how hard it seems sometimes. I would rather fall flat on my face and know that I tried, than think about it, and never do anything. I don’t care if you are in sales, management, general business, or doing whatever keeps you paying the bills, but be sure that you are happy doing it.
I will always keep trying, scratching and clawing towards surpassing my goals, no matter how tough things seem to get. Just ask those who played hockey against me when I was a one man wrecking crew pushing for victory as a kid!
- How is your job/career going?
- Are you jumping out of bed excited about what you are doing from the moment your feet hit the floor each morning?
- If you had an unexpected meeting with somebody from your past, would you be embarrassed to tell them what you are doing?
- If so, whatcha gonna do about it?
This is one of the top three most popular Have A Laugh Friday segments, so I thought it was time to show it again. This guy is hilarious, and it is only a 30 second commercial. Count how many references he makes to the movie “Top Gun” during this clip!
Remember “ABC” (Always Be Selling)!
Have a great weekend….
When you are a teenager, working for the first time, it is truly all about the money. Finally, you have some independence from your parents, and can start to buy things for yourself! As you make a little more money and get different jobs through high school, earning money gets even more exciting. The thought of providing any value to others as a teenager does not even register for most. I was part of that group. Then there was a real shift for me when I was 19 years old, thanks to my dad.
I was making $5.25 per hour working at a buffet restaurant in the summer of 1992. I was working a lot because I was off from university for a few months, and the “money was rolling in” (or so I thought). My dad was teaching an adult education class in the evenings, and connected with a man who needed some math upgrading. He was involved in an accident, and had to pursue a new career due to his injuries. The kicker was he needed his high school diploma to qualify for most jobs.
My dad could not commit to doing all the tutoring himself, so he asked if I would help at a rate of $30 per hour.
“$30 PER HOUR?” I said.
“You bet”, said my dad back.
“WHEN DO I START?” I hastily replied.
I was excited because I was going to make more money working with him in two hours a day, then I would make in eight hours per day at the restaurant!
As I started to work with the man, it soon became very clear that it would not be as easy as I thought. Just because I understood math very well, did not mean that my knowledge was going to “rub off on him” as quickly. There were some difficult days at the beginning of the process, but by the end, we were working well together. We gained a mutual respect for each other as time passed. I often caught myself thinking that this guy must have thought that I was a “know-it-all young punk”, but realistically that was not the case. He was in a jam, and I was there to help.
This was a life changing experience for a 19-year-old kid, to realize the value that I provided was much more important than the money I was receiving. It did take a while to get to that place, because all I could think about was the $60 that I made each time I saw him!
In retrospect I would have done it for free, because I changed a life. As I look back now, that is what I remember the most. The memory of the money is only for story telling purposes. I helped him get back on his feet when something terrible had happened. As a 19 years old kid, $30 per hour to me then was like $200 per hour today!
In the end, my “compensation” was that he got to start over again, and I played a small part in that.
You are not going to get paid for everything that you do in your life, that is a fact. When you realize that helping others, providing value and not always expecting something in return is a great way to live your life, it will be a real game changer. It was for me!
- When have you provided value for someone, and not even realized it at the time?
- Do you have the mindset of “what is in it for me?” before deciding if you should help somebody?
- Is it time to start giving unconditionally?
The new year has come and gone, but this is still a fantastic read of Dan Rockwell’s best posts of 2014.
A great way to end the year with several motivational messages including the favorite at the end of the list: The Three Power People You Need on Your Team.
Happy New Year from Motivational Moments with Nigel Alston (Monday Morning Inspiration). Peace and Blessings!
Consider this: Who is on your team for 2015?
LOVE THIS! Have a great week everyone!