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Will You Add? - Selling with Purpose
A few months ago I was raving about Netflix, an online movie rental service that enables you to use your letter carrier to get and return videos instead of wasting your precious time and gasoline.And Netflix does constitute an improvement over other movie delivery channels, as I see it.Cable and satellite force you to buy packages of movies at a high cost, or you must pay a premium price for individualized pay-per-view options.Also, their selections are limited, while Netflix, and perhaps others like Blockbuster, can offer 60,000 or more titles at a time.Still, Net
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’
Then please tell me how they get away with saying "Advertising works". A recent report by America's Association of National Advertisers claims, "Marketing accountability is still often an activity trapped within the silo of the Marketing function".It would seem that the findings underscore last summers "Marketing Accountability Survey" in which 60% of respondents reported no cross-functional involvement whatever within their company!And so the long predicted death of advertising agencies as we know them creeps ever closer!Now the ANA, to add salt to the wound(s), is urgi
What is it about selling that makes you afraid? Do you get nervous at the hint of having to sell? Is it the fear of rejection that scares you? Is it the fear of not being able to communicate effectively?
Define Your Fear. What is it about selling that makes you afraid? Next question, how did you develop this fear? What is it based on?
a) Many people fear sales because they’re afraid of being rejected as I mention.
b) Others simply fear being the center of attention; especially when giving a presentation in front a large group of people.
c) Some fear selling because they’re simply unprepared to answer tough questions or don’t have a deep understanding of the product or service they’re selling.
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. In other words, I want you to question the validity of your fear. If you chose C, for example, then your fear isn’t selling; it has more to do with being unprepared and the potential ‘shame’ of being exposed in public. Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you're selling from a position of belief. When you believe in something strongly, that enthusiasm squeezes out the fear. Are you selling something your really believe in or are you selling in order to get a paycheck? If the answer is the latter, you may be successful selling, but you’ll never achieve a true level of success (i.e., making money doing what you love). If you don’t truly believe in what you’re selling, you will always be selling from a position of doubt. Doubt breeds fear. Seek out products you love to sell.
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’
Hurting your sales efforts can be accomplished easily with the proper guidance. The following effective yet simple ideas are designed to generate results when implemented into your sales strategy.• Don’t listen to what your clients are saying.You are the expert and prospects should be happy that you have been able to set aside some time for them. Spend your time talking more than asking questions and listening. Try to not answer as many of their questions and concerns as possible, this turns the focus away from you and on to the customer. Above all keep talking up the features o
d) Could it be you don’t believe in the product or service your selling?
e) Other _______________________________________________
Why do your fear selling? Circle one before you proceed.
Checking Your Premise. Now that you selected, I want you to check the premise of your answer. In other words, I want you to question the validity of your fear. If you chose C, for example, then your fear isn’t selling; it has more to do with being unprepared and the potential ‘shame’ of being exposed in public. Take the necessary steps to learn the product; this confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you're selling from a position of belief. When you believe in something strongly, that enthusiasm squeezes out the fear. Are you selling something your really believe in or are you selling in order to get a paycheck? If the answer is the latter, you may be successful selling, but you’ll never achieve a true level of success (i.e., making money doing what you love). If you don’t truly believe in what you’re selling, you will always be selling from a position of doubt. Doubt breeds fear. Seek out products you love to sell.
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’
My vacation could have been a comedy of errors, because nearly all of my initial plans didn’t pan out. Yet, it ended up being the best all around sojourn I’ve ever had.How did this happen? I’ll tell you in a minute. First, let me mention some of the crucial adjustments I made.I booked a hotel that had all of the right amenities, including a killer ocean view, but when I called later on, to check about a discount, I dealt with a real bozo. Instantly, I hit the Web, searched for alternatives—just in case—and I found a substitute at half the price, also with a killer ocean view.his confidence in your knowledge will minimize your fear. If you chose B, you have to question why you’re afraid of getting up in front of others. Did you have a bad experience when you were younger? Or, are you still programmed by the “children should be seen and not heard’ parental reminder? To overcome the fear, you must first check the premise (validity) of why you hold that fear. No one every died from giving a sales presentation...at least not to my knowledge.
Like What You Sell. I can’t emphasize this enough. When you sell what you love, you're selling from a position of belief. When you believe in something strongly, that enthusiasm squeezes out the fear. Are you selling something your really believe in or are you selling in order to get a paycheck? If the answer is the latter, you may be successful selling, but you’ll never achieve a true level of success (i.e., making money doing what you love). If you don’t truly believe in what you’re selling, you will always be selling from a position of doubt. Doubt breeds fear. Seek out products you love to sell.
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’
Creativity and innovation are magic wands. They endow projects with enhanced performance. After all, two fundamental PMI qualities of all projects, progressive elaboration (iterating from concept to final deliverables) and the fact that all projects produce unique results, demand that project managers foster as much creativity as possible.Apply techniques that combine left and right brain logic and creativity.Reframing: This technique requires you to ask questions about your project which will lead to new frames of references to old problems. Questions asked may include: (a) Wha
Measure Success Over Time. Many trainers advocate measuring your successes on a daily basis. Let’s get real here. Some of my days are full of setbacks making measuring success on daily basis painful. Daily actions are just minor events leading up to the main event; the sale. Don’t measure minor events, measure main events. A runner doesn’t count how many running steps it took to get to the finish line, he instead focuses on getting there! Stay focus on the main event, the sale, and not the day-to-day ups and downs.
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’
Thanks to Wojciech Jestrzebowski, a Polish scholar, who introduced the term Ergonomics back in 1857 we know more about how we can incorporate the use of equipment to help with some of the daunting work duties that may take its toll on our bodies in the long term. It has only been in the recent years that companies have taken notice and have implemented ergonomic equipment in the work place. Thanks to these employers we can now lead a healthier, happier life with less body pains and strains than before.Computer work stations have advanced significantly throughout the years as people
Small Elephant Bites. Remember, the only way to eat an elephant is one bite at a time. Begin with small attainable objectives, than move on to larger ones. Build momentum.
Indicators. When you succeed or have a win, take a mental inventory of how it came about. Analyze in your mind the steps you took to manifest this win. When things don’t go well, do the same thing; analyze your thoughts and actions and ask, "What should I have done differently?". Setbacks are indicators or guideposts on the road to sales success.
Don’t Take It Personal. Earl Nightengale once said that success plays no favorites. Success only favors those who persist and don’t give up. Selling is about persistence. Persistence is about not taking rejection personally. When clients or people refuse to buy from you, learn to ask “Why?”. And no matter the response you get back from the customer, learn to depersonalize it and then learn from it. Only sissies take things personally (don’t be a sales sissy)!
There is one eternal truth about this free market we call capitalism…selling keeps the economy moving. Selling is the grease that lubricates the economic machine and keeps all its moveable parts in motion. From this moment on, as a salesperson, I want you to view your profession as the necessary component for keeping this economy going. I want you to see purpose in your profession. Purpose squeezes out fear in order to make room for enthusiasm.
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