Whether you realize it or not sales has always been about transforming lemons into lemonade.
Quite off you don’t realize that going in. For example, both Life Insurance Agents and Chiropractors are led to believe they will be earning a 6 figure income their first year. The reality is more like $24,000. Few take off and [...]...»
Let’s get real. Every sales person really wants to be an order taker. Even the sales people who take great pride in being able to manipulate, pressure, or talk people into buying would rather be order takers… if for no other reason than the fact that it’s far more productive. When you spend your time [...]...»
There are 4 zones of awareness.
White
Yellow
Red
Black
When you are in the white zone you are in the zombie state. The world around you is made up of fuzzy white noise. You aren’t exactly clear about where you are at. If you’ve ever driven from home to work and had no awareness of the drive you know [...]...»
If it hasn’t happened to you… it will, and there is no time like the present to think about how you will deal with it when it does. At some point either you will do something, or something will happen that could potentially damage your relationship with your client. How you deal with it determines [...]...»
Did you watch one of sports most watched televised events this past weekend? This particular Masters probably had even more viewers than past events simply because of the Tiger saga. Whether you enjoy watching golf, or not, I want you to think about something.
That throng of spectators ponied up $5,000 each to be in Augusta [...]...»
Hmmm, selling with purpose… Now that may strike you as a little odd. Of course you are selling with purpose. You are selling with the purpose of closing sales… right?
Stop the Presses!
Okay, that may be a little melodramatic; yet, it really is all fired important. Before you lick another stamp and afix it to another [...]...»
Right now both you and your potential clients are in great pain. You are Jones-ing for a sales fix so bad you are literally going through physical withdrawal. You just need a sale… any sale… just enough to tide you over for a few days.
Your potential client, on the other hand, is suffering from terrible [...]...»
In the last post I talked to you about the importance of studying the prospect first. I talked about understanding them and their needs. Knowing your prospect is more important than product knowledge. Product knowledge is only important once you engage a prospect to help them make the best choices and options for them.
Okay, but [...]...»
This mistake goes way back. Probably to the very beginning in sales. In 1937 Robert Collier mentions it in “The Robert Collier Letter Book”. Funny how some things don’t seem to change.
To help you really understand this mistake I want you to think back to when you first started selling whatever you are selling now [...]...»
Both your sales successes and your sales failures are a matter of choice. You make both unconscious choices and conscious choices.
Unconscious Choices Can Rule Your Life
If you aren’t careful your entire life can become the result of unconscious choices. In fact, most people live their lives day in and day out like robots. They get [...]...»
