The times they are a changin’ (or our website it is a movin’)

No this isn’t a Bob Dylan post! BUT our website is moving… and that is my excuse for the lack of posts lately. I kept thinking we were moving… so I didn’t create new content that I would have to move!

If you don’t see a post in your feed, email, or where ever you read the blog on Monday June 4th titled Why don’t we hit our goals we moved but you didn’t.

You will still be able to find us at http://www.upyourtelesales.com we are incorporating the blog into our website (rather than having the blog BE our website) – it sounds like the argument “you got your peanut butter in my chocolate”… “NO you got your chocolate in my peanut butter” but those crafty web people tell me it makes sense.

Opinions Are A Distorted Reflection

Ever since a customer described me as bubbly I’ve been thinking… never good I know!

Then my friend & colleague, Mindy, made one of those startling comments;

“well all that means is compared to HIM you’re bubbly”

WHAM – it hit me, like a cartoon hammer on the head. That is the #1 reason other people’s opinions of us are really none of our business.

What you are actually getting is a comparison between the THINKER & YOU… which is at best 50% about them & 50% about you. More likely it is 100% about them as their feelings are being reflected off you – like a distorted mirror of themselves and not about you at all.

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It’s time to stop worrying about what other people think and begin to consider what you think about yourself. If you like what you see in your mental mirror – keep doing what you’re doing. If the image staring back at you isn’t the one you want to see – make some changes.

I know… not really about sales today BUT it kind of is 🙂

Attitude of Abundance – Got one? (my guest post)

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!

In Search of… Inspiration

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.

Additional Resource – Sales Technology

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!

Sales Tools – to increase your pipeline

“Whether you want to create more opportunities, close more deals or maximize revenue, there is a prize to get the job done.” comes to us from Nancy Nardin Founder & Editor at Smart Selling Tools

First comes a product or a service. Then you need people to sell and people to buy. And everything that’s done in the service of selling from that point on is considered sales pipeline activity.

A sales pipeline starts with creating opportunities, and ends with closing deals and everything in between is aimed at maximizing revenue.

The right sales tools can impact your sales team’s ability to maximize revenue. CRM systems are usually the first tool employed to optimize sales pipeline activity. But it shouldn’t be the only tool you use.

Prospecting tools, proposal tools, electronic signature tools, sales motivation tools, and sales reporting tools are a few other tools you should consider.

And now is the perfect time. Smart Selling Tools with the support of six leading sales software providers are giving away more than $100,000 dollars in sales productivity tools.

The promotion is going on now and will last through the end of March (no purchase is necessary). Click here to register

ImageNow is your chance to win one of 3 prizes to help you meet your revenue goals in 2012. Click here to register

2012 – what are you going to achieve?

I don’t believe in New Year’s Resolutions but I do believe in magic and setting goals. Maybe that should be ‘the magic of setting goals‘.

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Every year I make a pledge to myself on how much money I’ll bring in. Inside a sales organization I always sent it to my boss & the director of sales to really hold me accountable! Now I have some accountability partners that I share it with.

I’m not telling you that is what you should do BUT will share that I made my pledge for 2011 and when I logged in (after being on vacation since before the holiday) I saw I exceeded it by $4,606. I believe that this is a direct result of not only figuring out a stretch goal for myself BUT also sharing it with other people.

Today, take a moment and decide what you want to accomplish for yourself next year. Then take an even bigger step and leap into the world of accountability:

Of course the next step (and another blog post) will be to figure out how to accomplish that goal!

Wishing you a joyful & profitable 2012.

Cheers,
Lynn

An Alternative View of Stress

My friend, colleague, and client Ron FitzGerald shared his thoughts on stress after reading my I know all about stressed its ‘DESSERTS’ spell backwards!!! post.

Are you ready for the definition of personal STRESS?  Here it is…   Personal stress is caused by not knowing what to do in a given situation.  That is all.  There is nothing more to it.  Simple, isn’t it?

You may believe you know what the right thing to do is, you may believe you know what the socially acceptable thing is, and you may believe that you know the easiest thing to do, but, you sometimes fight within yourself to know “what do I do now?”

Decisions, decisions… how you determine between the “easiest”, the “right”, and the “acceptable” is what creates stress.   Learning to make decisions of this nature easier to decide will lessen your stress.

We all want to believe we will do the “right” thing every time… But that is a very simplistic view point and not actually realistic.   What is “right”?   Does being right mean the same as being legal?   Does being right mean acting in accordance to one’s own faith?  Does being right mean doing something which may be harmful to another person?  Now I don’t want to sound like a lawyer, in fact I’d like to keep this as simple as possible, but still explore the reality behind the decision, in real people words.

You have to ask yourself a few questions in order to make good low stress decisions.

  1. Is this really my decision to make?   If not, then put it out of your mind, do not deny someone else the choice opportunity to deal with the situation on their own.
  2. Do I have enough information to make this decision?  If not, then make the inquiries necessary, or schedule yourself to deal with this situation once all the information is at hand, but don’t try to deal with it unless you have all the info. Clear it from your mind until you have the info to deal with it properly.
  3. WHAT ARE MY PRIORITIES? What is my most desired outcome from this decision?    If you cannot state in simple terms what you want the best outcome to be, then perhaps it’s not your decision to make, or perhaps you do not have enough information.  (See steps 2 or 3 above)

You didn’t think it was going to be that easy did you?  Now we throw in the mother of all monkey wrenches.  What if you have got to make a decision RIGHT NOW?  LACK OF TIME is the force multiplier for creating stress.

Sometimes you do not have the time to go get more information, you do not have the time to sit and learn all the points about all the variables.  What then?  Here’s a secret…   the best decisions are those decisions which keep doors open, never close an option unless you must.  Don’t dither, don’t dodge it, make a solid decision, but try to keep other options in view.  Not all of our decisions are going to be right, face it; you will make an occasional mistake.  It’s a nice stress reliever to know that if needed, you can step back, click your heels, and head out on another path.  One more thing.. once you’ve made a decision, and things are moving along.. PUT IT BEHIND YOU.  Unless there is strong reason to go back and recheck other options, MOVE ALONG to other fun stuff.

Let’s recap.

  1. Stress is brought about by having to make decisions, on our own issues, or those thrust upon us.
  2. Learn to know what is RIGHT in a given situation. Learn to easily determine 3 things:  A) Is it my decision to make, B) do you have enough info?  C) What are my priorities? What is the best outcome?
  3. TIME!!  Don’t dodge.  Don’t fudge.  Make a real decision, but… keep 2nd and 3rd, etc… options open if you can. You will make a mistake now and then, nice to be able to correct them.
  4. Once it’s done, Move along.

I hope this helps.

I know all about stressed its ‘DESSERTS’ spell backwards!!!

Some of you may know that I don’t believe in coincidence – which is why when I saw “I know all about stressed its ‘DESSERTS’ spell backwards!!!” this morning I figured there was a reason.

No, not that I was going to have desert for breakfast… well maybe a Christmas cookie or two for good measure.

Rather that in sales (perhaps even in life) stress can be a good thing OR a bad thing. A good thing you ask?

Stress is a force exerted by pressing, pulling, pushing, compressing, or twisting. Newton’s First Law of Motion is the one that says ‘a body at rest will remain at rest unless an outside force acts on it….’ True of both things and people (if you don’t believe me, how difficult is it to get up off the couch once you’ve sat down and turned on the tv?).

Which brings us to the GOOD THING about stress; without a little of it pushing us to move, we wouldn’t accomplish anything. The stress we put on ourselves to meet our goals, the stress our managers put on us to achieve what is expected of us at work, the stress our team puts on us to win – all good stuff.

Three GOOD Stress Tips:

  1. Understand the motivation behind the stress, smile & get going
  2. Recognize the kick in the pants and keep the momentum going
  3. Make sure the activity moves you forward toward your goal

The BAD THING is when the stress turns into overwhelm. Instead of pushing us to move – we are pushed into a corner, unable to decide what to do… we do nothing. That is a cycle that turns into a downward spiral… more stress/more overwhelm/more doing nothing = more stress/more overwhelm/more doing nothing = more stress/more overwhelm/more doing nothing . You get the idea (you’ve probably been there)!

Three BAD Stress Tips:

  1. Write down what you need to get done & prioritize
  2. Do ONE little thing that helps you move forward
  3. Keep doing little things and the big things will get done

Now go do something! Then have dessert.