To cut through the noise with your ideas, to make things happen and create change there is a simple rule to follow. By doing the thing that others don’t you will make a huge difference in your life. Call it what you want. “Going against the grain” or “Swimming upstream” is simply being a little …
Referrals are the lifeblood for any sales person. Referrals are the holy grail of prospecting! Then why are most salespeople literally afraid of asking for one? Here are a few ideas to help you get over your fear. First, ask at the right time. It’s easier when you have fixed a problem for one of …
Being good at something is okay. It’s comfortable. It’s easy. If you’re happy with being average and mediocre that’s okay, don’t beat yourself up. However, should you decide one day you want to get better at being in a relationship or what you do to make a living or any life endeavour, don’t ignore it. …
We all have the right to have our name spelled and or pronounced correctly. Get this wrong and all of your hard work to build trust and rapport can instantly vaporize. When you first meet a new prospect and you are not sure how to pronounce their name, ask how to say it properly. Spelling …
The best definition I have ever heard to describe a committee is “a camel is a horse designed by a committee”! The best example of what a committee can do to what should be a very simple design is this hilarious video. Although this is obviously an extreme example of creativity run amuck, this type …
This suggestion falls in to the category of under promising and over delivering. Remember the post office? That place where you would go to buy stamps or get your parcel weighed to pay for the right postage. That’s right, I am suggesting you go back in time and use good old ‘snail mail’ to surprise …
There are countless suggestions about how and why ‘following up’ is necessary when prospecting for new customers. Here are some specific ideas that you may find helpful: Do you follow up 3 times or 7 times or somewhere in between? This effort is not based on a formula so the level and type of response …
If you are, I have good news for you. The best new gigs for sales people are not advertised! Every good business owner and manager I have ever met are always on the lookout for new sales people, even though they haven’t posted that there is a position open. They need bench strength so when …
We all have stuff going on in our personal lives, every day. Some require heavy lifting to deal with such as financial issues, a messy divorce, etc. Some are easier to fix, like the disagreement you had with your spouse last night. Any of these points of stress distract from your ability to sell as …
The most simple definition of a professional is someone who can be held personally responsible for their work. A short list would include doctors, lawyers, accountants, engineers, architects, etc. These professionals have degrees and accreditation which means they can be held accountable for their mistakes. Yes, these professionals can be sued and lose their license …
Sometimes we unnecessarily over complicate our day to day sales efforts by overthinking a challenge. It is possible there isn’t an obvious solution so we strategize and plan and agonize about how to proceed. If you see this happening, stop it. You are getting in your own way and wasting valuable time. Just hit go …
Never, ever, ever pretend to know. The person you are talking to will instantly know that you are pretending and in that moment your credibility is gone. Getting it back is next to impossible. It is very okay to admit you don’t know and you will find out and get back to your prospect or …
