There’s no Such Thing as Failure

Perhaps you fell just a tad short of your sales goal for the month. You can grump about it. You can let the “Little Voice” inside call you nasty names, beat yourself up, drive yourself crazy. You can drown your sorrows in a few extra shots of whiskey or pints of beer.

Or, you can celebrate that you did better than the month before. You can celebrate that you picked up the phone, knocked on the doors, and stayed on track with the behaviors that, faithfully practiced, bring success.

Napoleon Hill, author of Think and Grow Rich, repeatedly said that when you are actively working toward a goal, there are no failures—there are only varying degrees of success.

He also said “Make Good, Make Room, But Don’t Make Excuses.”

Just for Today:

Consider the day. What went “your way”? What didn’t?  How did you treat yourself in each instance? What will you do differently tomorrow?

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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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Posted in Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, self-talk, Success & Failure | Tagged , , , , , , , , , , | Leave a comment

The Traps We Spring Upon Ourselves

Sooner or later we all face a business or personal situation in which we are so deeply invested that we cannot fathom failure.

So we try again, try harder, push further, convinced we know what is true and what is best for ourselves. We generate so much tension in our bodies and minds that we become at cross-purposes to our own best interests and potential for success.

It’s a trap we spring on ourselves, akin to the Chinese Finger Traps we played with as kids.
The trap is a small, woven bamboo cylinder in which you place your index fingers. When you attempt to pull your fingers out, the trap tightens. The more you tug, the tighter it gets.

It’s counter-intuitive to push deeper into the trap, but that is the only way to release your fingers. When you push the ends of the trap together with your middle fingers and thumbs, your index fingers can be slowly twisted out.

The secret lies in the cylindrical way the bamboo—and the threads of our situations—are woven. Pulling on the threads lengthens and narrows the weave, which increases the tension of the bamboo, and the energy of the situation.

It sounds paradoxical, but pushing deeper lessens the tension, leaving room for movement, leaving space for seeing the truth in a new light. The more space and light we have, the sooner we solve the puzzle and create a new future.

Just for Today:

Take a five-minute break. Relax your body, relax your mind. Now think of a situation that is causing you stress. Are your present behaviors and beliefs helping or hindering your progress? What is the truth? What can you do, right now, to change your focus, release the trap, and move forward?

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What insight did you gain from this post? Please take a moment to comment!

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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 , , , , , , , , , , , , , , , , , | Leave a comment

My Two Voices

One day it hit me… the day I called myself and listened to my own message.

That’s the day I realized I have two voices – my real voice, used in conversation, and my phone voice.

The real voice is natural, authentic—and what I mean to say is clear.

The phone voice is forced, “professional,” almost artificial.

Call yourself, and also record yourself on a call. Does your personality and passion come across in your outgoing message? How about when you answer a call?

Just for Today: Take a deep breath before you answer the phone, or before you dial. Let yourself relax, and go for authenticity in your voice.  Take notes!

How does it feel?

♦ ♦ ♦ ♦

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, Uncategorized | Tagged , , , , , , , , , , , , , , | Leave a comment

It’s Not About the Elevator

What generally happens after your give your elevator pitch/60-second commercial?

How often do people say, “Tell Me More”?

How often do their eyes wander or glaze over before they say something like, “Uh-Hu…. excuse me, I have to…” and take off across the room?

As Seth Godin said in a recent post, “no one ever bought anything in an elevator.”

“The purpose of an elevator pitch,” he says, “is to describe a situation or solution so compelling that the person you’re with wants to hear more even after the elevator ride is over.”

In our SalesPartners Mastery classroom, we work on creating a results-driven, four-part elevator pitch. It takes thought. Sometimes it takes research. And it takes practice.

Lots of practice.

Here are the four parts:

  1. Credibility.
  2. Clarity.
  3.  Compelling Story.
  4. Open-Ended Question.

Credibility:  How long has your company been in business? If you are a new business, how long have you been involved in the industry?

Clarity: What benefit does your business provide?  Rather than “We offer in-home care for seniors,” you might say, “We provide peace of mind for adult children who worry about their elderly parents.”

Compelling Story: Every business has a success story – a tale that expresses the credibility of the business. “One of our clients shaved $400/month off their utility bills by implementing the suggestions we gave them.”

Open-Ended Question:  Asking a question that begins with Who, What, When, Where, Why, or How generally furthers the conversation. “What would happen in your company if you saw similar savings?” “How would you feel knowing your mom isn’t totally on her own when you can’t be there?”

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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 direction, Elevator Pitch, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , , , | Leave a comment

Something About Them Disturbs You

There are stores you will never enter.

There are specific brands you will never buy.

Because something about them disturbs you.

Maybe their prices are way higher than the quality of their products.  Maybe their sales associates are overbearing, pushy, or at the other extreme, almost invisible. Maybe it’s their hiring practices, their lack of quality customer service. Or maybe it’s just that you have no use or desire for their product.

There are a lot of people who feel that way about your industry — there’s something that gets in the way of a sale, and it may have nothing to do with you personally.

What if a few carefully designed open-ended questions gave you insight into the root of their dissatisfaction or disillusion with your industry or product?

What if you could craft a solution to their “stop” and take care of the disconnect?

They might just love you for it, and become loyal customers.

Just for Today: Pick the number one complaint people have about your industry—whether it relates to you or not. Ask a few of your customers, or maybe your social media followers, what they think about that issue. Craft a few open-ended questions that would help you get deeper into their thoughts and beliefs about the complaint they have. Keep a journal of your findings, and consider ways you might be able to either change their perception, or resolve the issue altogether.

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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, Uncategorized | Tagged , , , , , , , , , , , | Leave a comment

Making Weird Noises

Every morning, we get an email from The Universe.

Well, actually it’s from Mike Dooley and TUT.com, but it’s signed by The Universe.

This one reminded us that our perception defines our reality, and that celebrating all wins, even when they haven’t quite arrived yet in the form we expect, can sometimes sound a little strange  (yeah, you’ll understand when you get to the end)!

NOTE FROM THE UNIVERSE:

What if you’re already doing everything right, even though you’re not sure?

And the surprises along the way have only sped things up, even though it felt like they slowed you down?

And all that you want is now barreling towards you, even though you can’t see it?

And when it arrives it’ll exceed your every expectation, even though your dreams were huge?

Wouldn’t you be making some really weird noises about now? Whoohoo’ing, howling… maybe even whoohoo-howl-barking?

Well?
 The Universe

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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, Uncategorized | Tagged , , , , , , , , , , , | Leave a comment

5 Steps to Debrief a Sales Call

Whether you win or not, every sales call leaves an emotional wake, whether it be positive or negative.

Your Little Voice will ask, “Could I have done better?  What should I have done differently?”

It’s confusing and emotionally draining, particularly when you walked away without the result you had expected.

Rather than rehashing the entire conversation looking for clues of your performance level, debrief with these five steps from Little Voice Mastery by Blair Singer:

  1. What happened?  (What worked? What didn’t work?)  Make efforts here to keep your emotions out of it. Consider where the prospect showed interest, and where their eyes glazed over—what was happening at that point?
  2. Why did it work / not work? Were you right on target, or off target in your research or presentation? Was the prospect distracted or having a challenging day?
  3. What did I learn? Here, you are looking for a pattern of behavior. Perhaps you are never quite as prepared as you’d like to be, or tend to dominate the conversation.
  4. What did I learn about myself? Be real—maybe you noticed your heart race and your hands start to sweat when it came time to talk money, and recognize the need to practice handling money questions or objections.
  5. What could I do differently next time? Advertising experts know that switching up one thing–changing one word or phrase–can make a huge difference in response. The same is true in sales. We are always refining.

As you become aware of the issues—positive or negative—know that this process is not about being right or wrong. You got the deal, or you didn’t get the deal, but either way, you learned something.

If your first reaction to “What did I learn about myself?” is “You’re an idiot!”, your response is “No, I’m not going to take that one on.” Keep going until you get to something that allows you to make a correction in your behavior.

That is Debriefing.

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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 Indecision, Little Voice Mastery, Sales, Sales Mastery, Sales Tips, Sales Training, Uncategorized | Tagged , , , , , , , , , | 1 Comment