Getting REAL Results in Sales

After decades of sales experience and learning to manage the “Little Voice” that either lifts us op or tears us down, we’ve learned one thing for sure:

Our Results will Never Exceed Our Self-Concept.

So what does that mean?

As you see in the chart, results come through behaviors that are underpinned by a particular mindset, which rises from our self-concept.

Our self-concept is comprised of our self-ideal, self-image, and self-esteem.

So if we feel good about our ability as a sales professional, we’ll have a “go get ‘um” mindset, which will cause us to take the steps/behaviors that lead to sales, and see the results of those efforts. With each result we perceive as positive, our self-concept is bolstered, and we continue to move forward.

But when we don’t feel so good about ourselves as sales professionals—sometimes even as human beings—we can walk around in a “poor me” or “I don’t know how to…” mindset. That kind of thinking holds us hostage, and we either do nothing, or in the worst cases, engage in self-sabotaging behaviors. And the results, of course, are not positive.

But they mirror our self-concept—and that is the point.

Your results will never exceed your self-concept.

Blair Singer’s book, “Little Voice Mastery” gives 21 proven techniques for mastering the negative self-talk that plays a role in the self-concept. In our work, we’ve seen dramatic changes in people’s self-concept, mindset, behaviors, and results in as little as 12 weeks and recommend the book to all.

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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

If, on the other hand,

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Put Your Elevator Pitch to the Test

Here’s the real litmus test of an e-pitch: The “So-What?” factor.

You already know the elements, right?  In a nutshell: Give your first name, a thimble-sized description of your industry, a credibility factor or success story, and ask an open-ended question.

Sounds simple but it becomes complicated when you come from your own stance rather than that of the person you just met at a networking meeting or—as if this really happens to more than a handful of people—in an elevator.

Here are some tips to help you pass the litmus test:

  • Write down the critical factor—the pain your prospects generally feel.
  • Respond with how your business solves the problem.
  • Ask yourself, “so what?”
  • Keep going. Drill down into the pain—because the first level of pain is rarely the real issue. At each level ask “so what?” until there is nowhere left to go with it.

THAT will take you to the customer’s real issue, and THEN you can define how your business can resolve the issue.

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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

Posted in Elevator Pitch, Handling Objections, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training | Tagged , , , , , , , , , | Leave a comment

The Sales Pitch is Dead

Stop pitching. Start conversing.

That’s the long and short of sales in the age of 30-second attention spans and social media marketing.

THIS

NOT THIS

Geoffrey James wrote a great article for Inc. magazine about conversations that create real sales opportunities. Follow the link and you’ll have the entire list of tips he gives for creating conversations.

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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

Posted in Elevator Pitch, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training | Tagged , , , , , , , , | Leave a comment

Let’s Get Real

At some time in our lives, everyone of us has been told to “behave” a certain way, or that  our heart’s desire is not “marketable,” or that we have to change who we are deep inside to be accepted by others.

It’s Time to Get REAL.

The only way we’ll be truly accepted by others is when we are 100% who we are, 100% of the time. And, it’s challenging to be REAL when you’ve spent your whole life trying to fit into other people’s worlds without giving honor to your own. The good news is that you can begin, right now, to strip away the façade and get to your authentic self.

This is what it takes:

It takes courage.

It takes practice.

It takes learning to master the “Little Voice” that is nothing more than the echo of the controlling voices from decades ago.

Our SalesPartner Jason Everett in northern California says it this way:

The Key to Success

Just for Today:  Get Real. Go stand in front of your mirror and tell the truth about who you are, what you love, how you see your life. How does it feel?  Now go tell it to someone else. And please, leave your comments on this post and what impact it has on your life.

GET REAL on April 11, 2012, in Troy, Michigan.

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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

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Sticky Questions About Your Success Rates

Sooner or later, some smarty-pants type is going to hand you an objection disguised as a sticky question that goes something like this:

“What kind of success rates have you had?”

And if you are like many other small biz owners, entrepreneurs, or sales people that are so busy “doing” the business there’s little time to compute all that stuff, you’ll probably want to swat them away like a pesky fly.

But if truth be told, that smarty-pants type could be your new BFF, or a least be on the road to becoming a new customer.

We say this because when someone ask you that question—what kind of success rates have you had?—you have three options:

  1. Tell them you don’t know.
  2. Fudge some numbers.
  3. Keep the conversation going with an open-ended question.

If you’ve been involved with SalesPartners-Troy for any length of time, you know #3 is the answer we want you to pick. “Keep the conversation going” will always further your interests as a sales person. And just to make it a bit easier (since we know you are busy “doing” your business) here are two variations of the same question you could ask:

  1. What kind of “success” do you mean?
  2. How do you define “success”?

JUST FOR TODAY:  Take ten minutes to write out at least five more open-ended questions you could ask when someone asks you about your success rates. Make at least one of them totally ridiculous, just so you can laugh about it.

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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

Posted in Handling Objections, Indecision, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Success & Failure | Tagged , , , , , , , , , , , , | 2 Comments

The Spider and the Fly

“Step into my parlor, said the Spider to the Fly…”

(Mary Howitt, 1799 – 1888)

We talk a lot about Little Voice holding us back with negative chatter.

Sometimes, though, its a sweet, seductive voice…

“I deserve a treat, and one scoop of ice cream won’t destroy my diet.”

“Take a break, dude! You’ve been working too hard! There’s plenty of time to make those calls later.”

It’s easy to forget that the Little Voice can be even more dangerous when it stops berating us and turns, instead, to seduction—a voracious, honey-tongued spider luring us into it’s web.

Just for Today:

When you recognize you’re about to slip into the sticky parlour, clap your hands, yell “STOP!” and get back to what you need to do right now. Do it, then celebrate the WIN of staying present and focused on your task.

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This is an example of the topics we deal with each week in the SalesPartners Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

Posted in Handling Objections, Indecision, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, self-talk, Success & Failure, The SPider and the Fly | Tagged , , , , , , , , , , | Leave a comment

Being an Expert

You hear a lot of people say that if you want to be taken seriously in your industry, you have to be an expert in your field. You have to have all the right credentials and know everything there is to know. When you’re “all that,” when you do it right every time, people will consider you an expert.

Maybe so.

Maybe not.

One of the entrepreneurial women we respect and admire—Wendy Achatz, founder of Achatz Homemade Pie Company—was featured in a panel discussion recently, in which she was asked, “What makes you an expert?”

She looked the questioner in the eye and replied, “I’ve made a lot of mistakes. That’s what has made me an expert.”

What makes YOU an expert in your field?

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This is an example of the topics we deal with each week in the SalesPartners Troy Sales Mastery classroom. You’re invited to experience one session as our guest, to make sure it’s a “fit” for you. Contact Us for details and upcoming dates.

Posted in Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, self-talk, Success & Failure | Tagged , , , , , , , , , , , , | 3 Comments