Archive for May, 2011

Are You Proud of What You Sell?

Posted on May 16, 2011. Filed under: Customer Experience, Uncategorized |

Are you proud of what you sell? Whether you are a salesperson, a marketer, or an account rep, you’re in the business of selling. Perhaps you sell a product, maybe a service, or even ideas internally in your organization. Regardless of what you sell, it’s important to believe in it.

People can sense a lack of authenticity faster than a case of rotten eggs. If you try to put on an artificial show of enthusiasm for your buyers, they will know it immediately and will respond accordingly by walking – or running – away. You’ve seen the ones who don’t believe. The ones who simply talk, talk, and talk – much as if they are trying to convince themselves of what they’re saying. It’s pretty difficult to sell something you don’t believe in…and even more difficult to engage and develop clients after the sale.

If you aren’t excited about what you sell how do you expect to influence others to buy it? And if you don’t believe it in, why in the world would you spend a good part of your waking hours trying to sell it to others? How demotivating that must be!

Are you proud of what you sell? If your honest answer is “no,” it will be difficult to succeed. Instead, first go find something to sell that you do believe in. You’ll immediately put yourself in a better place to succeed.

Here’s to success!


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90 Day Sales Makeover – Dive Into the Program with Passion and Have Fun!

Posted on May 13, 2011. Filed under: 90 Day Sales Makeover |

…a continuation of the 90 Day Sales Makeover core beliefs:

What are you passionate about? Perhaps you’re passionate about people – family, friends, colleagues. Perhaps causes – education, disability, the environment. Perhaps hobbies – skiing, hiking, model planes, video games. The cool thing about real passion is that you can tell if someone is passionate about something by his or her attitude and actions.

I’m passionate about interior decorating. How would you know that? By my attitude and actions related to interior decorating. I spend discretionary time learning about new decorating concepts, I love the process of picking out paint colors, fabrics, and stonework, and can spend hours finding the perfect thing. I readily help others with decorating projects and give advice when they ask; I don’t consider their questions or requests an intrusion but, rather, a welcome challenge. It might be a chore for others but it’s fun for me!

That’s the same way to approach the 90 Day Sales Makeover. Are you passionate about helping your prospects and customers succeed?  Are you passionate about succeeding yourself? Then spend time learning new sales and customer experience concepts, explore the processes you use to prospect and close and delve into new ways of doing those things, find accountability partners and hold each other to task, practice, and share what works. Approach your makeover with zeal! Improving and succeeding in your chosen profession shouldn’t be a chore…it should be fun!

So whether you’re taking on the 90 Day Sales Makeover – or doing something else that critically matters, dive into it with passion and have fun! You’ll be amazed at the results you get when you truly give yourself to it!


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90 Day Sales Makeover – Practice New Habits Until They Become Muscle Memory

Posted on May 12, 2011. Filed under: 90 Day Sales Makeover |

…a continuation of the 90 Day Sales Makeover core beliefs:

A major part of the 90 Day Sales Makeover is the daily implementation of new ideas and concepts until hopefully they become long-lasting habits. Brain experts say that for something to become a habit, it takes 45 to 90 days of doing the it over and over and over again.  These experts say our brains build pathways, connections from one piece of the gray matter to another, and when these connections are made we feel certain things, and these things become comfortable or familiar to us and we end up gravitating to doing these things over and over.  Soon the actions and feelings and outcomes are deeply ingrained in our tissues…whether those tissues are in our hands, our feet, our eyes, or our brain.

So what needs to happen to break through all that and create lasting change?  We encourage people to explore what it means to recognize some of their destructive and negative habits in order to build more positive and productive ones.  It may seem hard, or distant, when you first consider a major change, but when you break it down into daily actions, and each day focus only on the task at hand, soon the distant goal comes into view and will eventually become attainable.  It’s all about smashing the old brain pathways, and discovering new ones…then burning those new patters into our minds until they invade our tissues in the same way the negative ones did.

Muscle memory is a good thing when what is memorized is positive and moving us toward our objectives!

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90 Day Sales Makeover – Accountability

Posted on May 11, 2011. Filed under: 90 Day Sales Makeover |

…a continuation of the 90-Day Sales Makeover core beliefs:

Accountability – who threw that one in the rules of life?  It’s easy to get caught up in the moment, whether it’s in a meeting, listening to a motivational presentation, or having a great conversation. The next thing you know, you’ve committed to do something, something you know you really want to do.

The next day, or maybe even hour, reality sets in. Your commitment looms large…seriously, did you really commit…will people truly expect you to come through…how in the world did you get yourself into this? And little by little, you talk yourself out of it. It might take a few minutes, or a few hours, or a few days, but ultimately, you reject accountability.

Accountability – it’s a tough pill to swallow. But what happens when we do hold ourselves accountable. Ask some Olympic athletes, ask some successful business owners, ask some top salespeople. When you hold yourself accountable, things happen. You begin actually doing the things necessary to achieve success. You structure your day, your time, and your efforts. You soon put forth effort where it will give you the best return. You focus on the critical things…on the critical path to success.

All that sounds good, but most of us aren’t that good at holding ourselves accountable. That’s why people who exercise with friends are more likely to stay at it than those who don’t – their friends hold them accountable. I used to walk in the mornings with my neighbor. Even when I didn’t feel like walking, I got up because I knew she’d be waiting for me. I have a sneaking suspicion she got up because she “knew” I’d be waiting for her. We held each other accountable.

You have a much better chance of sticking with your plan if you have an accountability partner or group comprised of people who will proactively ask you if you are on track, who will make you answer for your actions (or lack thereof), and who will be there to encourage you to go on that walk (or pick up the phone) when you least want to.

Go ahead and get caught up in the moment…or plan ahead. Whichever your approach, know what you want to accomplish, and then establish accountability around that goal. The next thing you know, you’ll have achieved that goal without even realizing it!


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90-Day Sales Makeover: Improve Something Each Day

Posted on May 10, 2011. Filed under: 90 Day Sales Makeover |

…a continuation of the 90-Day Sales Makeover core beliefs:

The 90-Day Sales Makeover is designed to bring about new habits and attitudes that, once instilled, will become life-long practices.  One of those habits is a core belief of the program and it’s to improve something each day.

The “thing” we improve each day doesn’t have to a big thing, like “Quit smoking”…or “Stop feeling rejection”…those are worthy goals, but they’re pretty big, and who knows if they can completely happen THAT day.   Instead, we encourage people to seek improvement objectives that work toward those bigger goals.  For instance,  an improvement objective around “Stop smoking” might be: “stop going out for the mid-afternoon smoke break”; and for “Stop feeling rejection”, it might be:  “When I get rejection, keep the receiver in my hand, read my affirmations, and make another call.”

The Haitians have a saying that goes something like — “Little by little, the bird builds its nest”.  Every accomplishment, worthy goal, or changed habit comes from steady focus and improvement on little things, day after day.

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