Good Morning, this week I’m going to ask you to check out my guest post on Increase Sales Blog: Do you have an attitude of abundance? While you’re there check out Leanne’s fantastic stuff and her other guest bloggers too! Happy Selling, Lynn
Want a little taste before you CLICK?
Taking an attitude of abundance means that every time you meet a new sales prospect, your brain believes that there are enough prospects out there and is evaluating if THEY ARE GOOD ENOUGH FOR YOU. That may sound elitist, bear with me… not all prospects are created equal!
This morning I’m in search of inspiration: for my newsletter, radio show, blog posts, etc.
Which got me thinking that sales calls take inspiration as well. The inspiration part is like a kite on the beach it is the raw potential for having fun, laughter, joy, success.
- Without you to hold the string – inspiration will just fly away
- Without the wind to fill the kite – ideas will not go anywhere
- Without the the two together – you can’t soar
The wind in your sales call is the prospect you’re with. Hold on by asking questions that make them think. You’ll be amazed at the beauty of that flight.
Find your sales inspiration!
Today make sure you take control of your kite, run down the beach a little to get it to lift and soar.
This is a picture of my Mom and today it made me think about the people that have helped me get to where I am today.
Without her love of skiing, I wouldn’t have my own passion for the sport. I do believe that “Gravity is love and every turn a leap of faith” ~ unknown
How about in your sales career, who has helped ignite your passion? Help you find your way? Believe in your success before you believed it yourself?
For me the list is long and includes people who know the affect they’ve had and others who probably have no idea the impact they have had on my career.
Choose someone on your list and call them up. Say thank you. Share what they have meant to you and your career.
Then spend the rest of your day making sure you’re living the kind of inspiration they gave to you – pass it on!
That’s it for today; I’ve got to go call my Mom, along with a sales mentor who doesn’t have any idea the impact he had on my career 🙂
A Chip Off the Block – Photography Edition this month asks the question: What is most important to your sales success?
In the TeleSales Twist I give Two Important Safety Tips & a little hint.
ONE – think about the notes you enter into your CRM system like a book: what is the subject? chapter title? heading?
Now you can easily refer back to information you need weeks… months… years from now.
TWO – if you’re hit by the metaphorical beer truck on your way home, will your coworkers be able to help your prospects & customers while you are convalescing?
Make sure your notes make sense & help people who return your calls to be quickly assisted.
Little hint… if you can type while you’re talking, taking notes that way will save time! BUT the person on the phone needs to know you’re not surfing the net… Tell them you’re taking notes about THEM.
Then my friend Debbie Mrazek (of The Field Guide to Sales fame) sent me a note…. with an additional idea that I have to share with you: One other thought for “notes” is that with voice recognition software becoming much better and more affordable you don’t even have to be able to type fast enough to capture notes you can simply speak them and the computer transcribes them as you go!
How cool an idea is that!
If you’re not a bird, you can’t be successful winging it!
I recently recorded a show on Questioning for Better Communication for my Sales Coaching over Coffee radio show (it will air in March), where I talk about the 5 Ps of good questioning.
Although I’m not going to go into, that whole concept here (stay tuned for the show). What I would like you to notice are the FIRST THREE Ps…. plan – no wings here, prepare – still not winging it, and practice – certainly not winging it.
To be successful in sales we have to have objectives for our calls and a plan of how we are going to achieve our objective. This doesn’t have to be unique for each call – rather many calls we make will have a shared objective and plan.
Need an example?
- My Cold Call Objective – determine how what I do would fit into their existing sales training program.
- Prospect Objective (this is my objective for what action I want the prospect to take) – they and one other person on their team to listen to a 15 minutes quick tip teleclass and have a conversation with me about it.
- Opening Statement – ___________, Most people I speak with are trying to increase their sales numbers YET don’t have time to spend with the people who are already good salespeople WHO with focused attention could be fantastic.
- 1st Question – May I steal 3 minutes of your life so we can both decide if having a conversation about sales improvement for this segment of your team makes sense?
- Crafted Qualifying Questions – I’m not going to share these here but rest assured I have them!
My questions in the conversation might never change, what makes it interesting is the prospects side!
This doesn’t mean I don’t tailor my objective with Trigger Events (thanks Craig Elias) or insert info I know about the company into my questions. It does mean I don’t spend hours figuring out my objective, prospect objective, opening statement, and first question for each cold call I make!
Make sure you’re ready to have a great conversation every time someone answers the phone…. or you are kicked to their voicemail. The only one’s who can soar through winging it are the birds.
Thursdays on The Amazing Women of Power Radio Network are all about Finance, Business, Careers, Jobs! Which is why UpYourTeleSales.com’s Lynn Hidy is hosting
Sales Coaching over Coffee
at 1:00 p.m. & 7:00 p.m. NY Time
Upcoming shows include:
- Goals, how to reach them on February 9th
- Sales Success on February 16th
- Negotiation Rules! author Jeanette Nyden interview on February 23rd
One of the tenets of my life is JOYFULNESS it’s ok you can laugh (my husband always does). This week I was reminded of the importance, to me, of keeping sales – joyful.
It happened while I was making cold calls… no kidding! Joyfulness and cold calls aren’t necessarily things I think of together either.
The moment came while “doing my thing” I asked a question that made the prospect THINK and our conversation opened up.
That is when I got giddy – I realized that I was in control and you can be too:
- by asking insightful questions…..
- questions the prospect hadn’t had time to consider before we talked….
- questions that change you from a salesperson into a human being…..
each of us is in control of our own joyfulness in sales.
Today take a look at the questions you ask your prospects and customers then ask yourself
- Will this question make the prospect THINK (or do they have a canned answer prepared)?
- Does the prospect care about the answer to this question?
- Am I bored when I ask this?
If your answer is no – no – no OR even if there is only one no… reword the question until your answer is yes – yes – yes. Get giddy, be joyful, by having better conversations.
Oh and if you ‘wing it’ never mind, wait… that will be next week’s post