A Lost Sale is an Every Day Thing

OK – so most of us don’t lose a sale every single day – but it certainly is mundane…..     a boring event.

Seriously, the only lost deal is one that you can’t find one thing from the experience that moved you forward:

  • improving your skill level
  • with the customer
  •  in your career

Now I’m not saying that it is easy to lose, rather that having a significant emotional investment in the outcome of a business decision by a prospect or customer makes sales a scary career.

Recently I challenged a group of salespeople to track “what in this conversation moved me forward” for every business conversation they had in a 2 week period (regardless of the judgment they assigned – amazing, good, neutral, bad, or horrific – to the conversation).

I’m not going to give you all of their specifics – here are some of the revelations:

  • It makes me ask more questions while I’m in the conversation to find something that moved me forward by the end.
  • I dig deeper.
  • I find myself reading between the lines.
  • I think “who can I get involved”

Plus at the end of each day:

  • I leave with a clear conscious.
  • I’m sleeping better.
  • Ready to start again when I wake up the next day.
  • Feel that I’m investing in accomplishment.

Next time you lose a deal, play this game and see what you discover. Then come back; scroll down, register, log in, and share your experience.

Incorporating Social Media into the Sales Process

I have to begin with – oh how I wish I had all of the answers! OK so that is fairly true through out my life. When it comes to Incorporating Social Media into the Sales Process I believe I have more to learn that I know.

Here is the difference between UpYourTeleSales and an Ostrich (I wonder if they really do stick their head in the sand or that is just a myth – great, another thing to research), when I don’t know something – I decide what I want to do about it and take action.

#1 – Many times FEAR is “False Evidence Apearing Real” and I need to learn more and then I’ll have the true evidence and hopefully my fear doesn’t turn into tears (I had to write it because when Mike reads this post he would say it if I didn’t).

Here is my FEAR around Social Media: it will suck up time without result.

#2 What is the result I’m looking for anyway? For me I want to be considered a TOP TeleSales Expert, globally. That’s a good start – without being able to articulate where I’m going, how will I know I’ve arrived?

#3 How do I effectively manage it? For social media: Facebook, LinkedIN, Twitter, along with participating in relevant blogging communities (like SalesBlogcast)

#4 What DON’T I even know to ask that would make me more successful more quickly?

So what am I doing?

  • Gathering evidence to reduce the amount of fear I have. (Like Veribatim’s post on what NOT to do)
  • Working on having time each day and/or week that I devote to participating in online communities.
  • ONLY start participating in a way that is sustainable for me and my audience.
  • Volunteer to work with Lori Richardson of Score More Sales on, you guessed it, a project about Incorporating Social Media into the Sales Process.

The one thing I do know is that this is just the beginning of my exploration. I’ll keep you updated as I move through this journey.

Hey and if you have thoughts, ideas, or concerns you would like me to incorporate; scroll down, register, log in, and lets work together.

Dare Day Responses

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Thank you to everyone for their feedback. Interesting enough, I received several UNRELATED explanations for Dare Day! I was also told that June 1st not June 2nd is actually the correct date.


  • Drug Abuse Resistance Education” Day (was actually April 8th 2009 as declared by President Obama).

  • Jean-Paul Marat, reciting the names of 29 “enemies of the republic”, kicking of the French reign of terror in 1793. (“A single rigorous act deployed from the beginning would have dispensed with any need for further actions. So let us dare to show ourselves and all our enemies will take to their heels: they will not know how to oppose us with force since trickery is their only resource.”)

  • Dare Day Festival is held the 1st Saturday in June (in Dare County North Carolina)

What was even more interesting was that you can even get a Dare Day wristband, but that site didn’t give any information on where the holiday came from.


If you can give us any further information – scroll down, log in, and post it here.





Confidence Crisis

I can’t believe that we’re almost 1/2 way through…. 2009 that is.

It’s been a tough one. Tougher for other people than for me, which is one of the things that makes it difficult to write this post. I’m someone who answers “I’m fantastic!” when asked how I am – the majority of the time I am 100% convinced it’s true.

Two weeks ago I was having lunch with a friend, a fellow inside sales professional – who was just let go from her job.

…. confidence crisis ….

We both believe in the core of our being that we are FANTASTIC both as people and at what we do. Yet while at lunch, we both had moments of self doubt.

I’m sure you can easily identify why she had a confidence crisis. It’s hard not to take it to heart when the company you work for says ” We’re following a different direction and your “focus” isn’t a priority anymore – thank you very much, bye bye.”

For me, April was my worst sales month in what feels like forever. In a “boy am I glad I have a financial cushion to pay my mortgage” kind of way.

…. confidence crisis ….

Being good friends as one person was sharing their story, the other was listening for the emotion behind it (thank goodness), and would call a time out to the story for an emotional clarification. You know what that sounds like – when a friend gives you the old, “are you telling me…?” question.

It is amazing what came out for both of us, not being one to share other people’s “stuff” here is mine.

…. confidence crisis ….

I was beginning to doubt that I am a world class, first rate, kick butt, FANTASTIC TeleSales professional.  gulp

Why? well that is easy to answer, because if my efforts weren’t producing results – that points right to ME.

…. confidence crisis ….

The key now was to figure out what to do – I truly believe that what is in our heads, comes out over the phone. If I don’t believe in me – how would my suspects, prospects, and customer?

I wish I remembered who 1st said this to me, because I would credit them right now. Your subconscious can’t tell the difference between an imaginary event and the real thing – if we tell it we are FANTASTIC, it believes us.

Remember because it is inside your head, what you’re thinking is what matters as much as what you are saying.

As I’m not a very good liar (especially to myself) I couldn’t *poof* flip a switch and have my self doubt disappear- instead I used a little trick I learned years ago. Every time I started to think “confidence crisis” I would quickly swap crisis for – crescendo!

Here is the process for that trick – replace the word you want to kick out of your subconscious with a word that starts with the same letter and means something completely different to you. It doesn’t have to be the opposite, rather it needs to replace the idea in your head.

Stopping the self doubt in my case.

…. confidence crescendo ….

It is working for me. My telesales attitude shows through and business is picking up. I may have my BEST month ever in June – so I’ve set my amplifier volume to 11.

…. confidence crescendo ….

Need help with that word replacement – ask a friend or scroll down, register, log in, and let us help you by posting your dilemma here.


Double Dog Sales Dare

Issue 3: I Dare You Edition

Double Dog Sales Dare
Last month started a series on the three most common reasons inside salespeople experience calls gone bad:

  • Absent Experts
  • Missing Skills
  • Emotional Hijacking

Ok, so there are really four – sometimes it is the dreaded COMBINATION MAYDAY where mixes of two or all three happen at the same time.

Last month was for absent experts and missing skills, this month is all about Emotional Intelligence and:

Emotional Hijacking
The Hay Group did a study and found “Sales consultants with high levels of EI generate twice the revenue of their colleagues” (in a study of 44 Fortune 500 Companies). WOW – double, that means by keeping our emotions in check we can double what we make.

Sounds so simple, just keep your cool.

Yeah right… just keep your cool when:

  • Condescending administrative assistants will not put you through to their boss who is making decisions on what you sell.
  • Flippant warehouse personnel don’t seem to care that your customer receives the right product – on time.
  • Pessimistic colleagues trap you and spew economic doom & gloom right before your big conference call.
  • Hostile committees don’t want to make any decision on the project you have spent the last 3 months working on.
  • Demanding boss wants your forecast NOW and more production SOON.

Not to mention; your kid forgot to tell you about the play rehearsal tonight – requiring a costume you haven’t bought, you woke up late, spilled coffee on yourself in the car, etc.

We all have things that trigger us into an emotional hijacking. The first step is to figure out what yours are. If the words on our list don’t resonate with you – choose your own.

Now move on to identify what your preferred caveman response is:

Fight ~ Flight ~ Freeze

At UpYourTeleSales.com we consider freeze to be an important distinction from flight.

You might look at it as the bunny rabbit syndrome. You know, walk into your back yard and the bunny FREEZES right there as if saying “you can’t see me, you can’t see me, if I don’t move you can’t see me”.

Now, change what you do. Interrupt your own behavior pattern. Find an alternative to losing your cool and practice it – until it becomes your new habit.

One of the best self coaching tips for Pattern Interrupt we have heard from a salesperson is to change your automagic reaction to a response by:

Stop ~ Breath ~ Smile
THEN Respond

So what is the double dog sales dare?

Take 3 Steps To Sales Improvement

Many times people aren’t willing to look inside at the screaming caveman who lives there.

Step 1: Emotional trigger identification. Figure out what those things are that hijack your emotions.

Step 2: For the next week – challenge yourself to examine your automagic responses; are you a fight, flight, or freeze fanatic? Is it situational or always?

Step 3: Pattern interrupt. Change what you do and replace it with an alternative that gives you time to regain your emotional composure.

Bonus Points: Looking for an even deeper understanding? Figure out what the first physical symptom is BEFORE you get hijacked.

Want more? Check out this month’s edition of A Chip Off The Block

Then come back, log in, and share your revelations!