24 Sunday Mar 2013
Posted in Dew Recommends
Years ago, one of the salespeople I managed gave me the book Life is Tremendous, by Charlie Jones. The book has sold millions of copies over the past 40+ years, and it’s motivational message is just as relevant today. It’s a short, easy read (around 100 pages) and I still find myself re-reading it when I need a little boost.
Charlie lists three simple steps to help create a positive outlook: Continue reading »
17 Sunday Mar 2013
Posted in Ask Dew, Goal Setting
Tags
Dew: Our sales goal last month was $750,000 in new business. We missed it by $4,500. Is it OK to celebrate a barely missed sales goal? -Connie
Connie, hopefully your sales goals are aggressive enough that if you almost hit them, you will still be very productive. But it’s also important to make sure your goals have specific meaning if you want your future goals to have the right motivation attached to them.
13 Wednesday Mar 2013
Posted in Dew Recommends
When a friend forwarded me Allen Gannett’s post titled Let’s End Networking, Please, my first thought was, ‘I can’t stop networking, that’s where I get all of my business!’ But once I got past the title and read the post, I realized that Allen makes some great points.
The main point of Allen’s post is we need to start treating people as people – not potential business transactions. When we meet new people (in any environment), we should think of them as potential friends and partners we can share and build ideas with.
11 Monday Mar 2013
Posted in Sales Tips
When I started my sales career, I was given a script and I started dialing. Like most salespeople, I was given basic scripts to handle common objections like price. But I wasn’t trained on how to overcome blow off objections – the lame excuses I heard when someone was just trying to blow me off.
04 Monday Mar 2013
Posted in Sales Tips
Overcoming objections can make or break any deal, yet few sales professionals have truly mastered learning how to handle them. I love teaching my sales coaching clients how the Feel, Felt, Found technique can overcome every objection.
The Feel, Felt, Found technique isn’t new; it’s been around forever. But the basic technique is just the beginning. Most salespeople haven’t taken the time to really master it – and the secret to mastering this technique is using real 3rd party stories.
Here’s the 3 steps process:
28 Thursday Feb 2013
Posted in Dew Recommends, Sales Tips
I’m a big advocate of creating a brand called YOU. I never want to take away from the company that you represent, but if you’re truly in the business of serving your clients, then they come back time and time again for you.
There are several great books out there on creating your personal brand, but the most practical advice I’ve seen on the topic is the post 125 Tips for Building an Irresistible Brand by Logan Zanelli.
25 Monday Feb 2013
Posted in Goal Setting
As I write this, we’re still in the first quarter of the year. There’s a chance you may have already jumped ship on one of your goals, but it’s not too late to get back on track and meet your goals. And one of my favorite ways to get motivated and stay engaged is with a little friendly competition.
Like a lot of salespeople, I have a competitive spirit. But the craziest competition I ever won had nothing to do with business: it was a “friendly” wager with my husband when he bet me I couldn’t do 1,000 crunches in one day.
21 Thursday Feb 2013
Posted in Dew Recommends, Sales Tips
My business is built on referrals, and networking events have turned into the one of my favorite places to get them – so I was excited when I recently read the networking power tips in the post How to Be a Networking Super Hero, by Phil Gerbyshak.
Phil shares my love for networking events and gives some great tips on things to do before, during, and after the event. The piece on followup was my favorite part. To begin the follow-up process, he writes: Continue reading »