My Birthday Advice: When Selling, Be Yourself!

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I turn 40 years old this week. Perhaps sharing my age isn’t the smartest business move, but I’m going somewhere with this – play along with me. Sales is in my blood; I just love the art (and science!) of selling, I work hard at it and I know I’m good at what I do.

Young Boy at the office - When Selling, Be Yourself

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Unfortunately, I haven’t always felt that I could be myself. I used to wish I was older, more mature or more experienced. I inherited good genes and I’ve never really looked my age. In business, that has often led me to wish I was something that I wasn’t.

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Book Recommendation: Selling to Zebras

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Today, I want to share my review (and recommendation!) of the book “Selling to Zebras” by Jeff & Chad Koser. Shane heard about it on a podcast a couple of years ago and knew I’d want to read it – I’m so glad I did. This book fundamentally changed the way I prospect.

Zebras Drinking Water

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So what’s all this talk about zebras? The first line of the book is, “Ever had a nice fat bonus – the kind that makes your year?” I knew after reading the first line that this book was going to be helpful to me and my clients.

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Why Your To Do List is Overwhelming

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Whenever I discuss time management issues with my clients, sooner or later we always get to their to do list. They feel overwhelmed, they don’t know where to begin, and they never know how to prioritize when their to do list has become “a mile long”.

Barn - A Project is not a to do list item

Paint That Barn! Photo by ©Bronwyn Photo – Fotolia.com

I’ll never forget the day I was working with Vic on his to do list. Part of his career plan was moving from his farm back to the city. But as he thought about getting his farm ready to sell, his to do list was so daunting that it had him almost paralyzed.

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Ask Dew: Do I Work Too Much?

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Dew: I get so much done when I work on Saturday and Sunday, but then I feel guilty. If I’m working everyday, is that too much work? -Nigel

Businessman Near Lake Too Much Work

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Nigel, I would guess that if you feel guilty for working on the weekend it’s because you’re not setting proper expectations with your family or you’re not holding yourself true to honoring your time during the week. This can lead to you needing the weekend to “catch up.”

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Dew Recommends: Overcoming Call Reluctance with Visual Cues

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Brent is one of my partners at Southwestern Consulting and he loves to dial. He wakes up every morning and literally can’t wait to hit the phones. But most of us are not like Brent; we have to get creative with overcoming call reluctance.

Paper Clips - Overcoming Call Reluctance

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James Clear recently wrote a great article for Time.com titled How to Stick With Good Habits Every Day by Using the ‘Paper Clip Strategy’. In it, he describes a simple system that a young stock broker used to hit his daily goals:

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My Favorite Business Productivity Tools

My clients often ask me what systems and tools I use to manage my day and my business, so I thought it was time to put together a list to share with my clients and readers.

Macbook iPadi Phone

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Instead of doing this as a normal blog post, I’ve created a new page here that I can update over time. I hope this helps and that you can find a tip or trick that helps you be more productive! Check out my list of business productivity tools here…

 

Winning is a Habit

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Winning. Just saying the word makes me smile. Being in sales is fun because we get to win. I’m not just talking about closing the most deals or winning the monthly leaderboard, I’m talking about winning with a client too.

Runner feet running on road closeup on shoe - Winning is a habit

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Every time a prospect picks up the phone – you win! Every time you set an appointment – you win! And of course, every time you close a deal – you win!

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How to Get Referrals from Current Clients

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I love client referrals. What salesperson doesn’t want a great existing client to hand them a hot new prospect, right? Unfortunately, I see all too often that sales professionals just don’t ask for referrals. I’ve never met a sales person that loves cold calling, so why do it if you don’t have to? Just look at it this way: cold calling is your punishment for not asking for referrals.

referrals written on blackboard - how to get referrals from current clients

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My favorite way to get referrals from current clients is called the Service Call Technique. Here’s the 5 step process (with sample phone scripts):

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Dew Recommends: Having a Bad Day? Keep it to Yourself!

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As sales professionals, most of us know that we need to put on a “show” of sorts every time we have a meeting or give a presentation to a potential prospect.

Yawning Man Having a Bad Day

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Yet time and time again, I see sales professionals greet their prospect with something negative when they’re having a bad day.

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Sales Objections: What ISN’T Your Client Saying?

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I was recently working with my coaching client, Mike, and he was sharing with me how surprised (and bummed) he was when he lost a deal right before the client signed the contract.

Woman with Arms Crossed Sales Objections

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The client gave what sounded like a specific sales objection: they didn’t like that they couldn’t cancel some of the licenses they were purchasing if they didn’t wind up needing them all.

I stopped him and said, “So, what exactly was their objection?”

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