Sales Coaching over Coffee – Internet Radio Show

Join me, Lynn Hidy, TeleSales Specialist, Coach, & Trainer, here to take you from being good to fantastic in sales! on Sales Coaching over Coffee every Thursday at 1:00 eastern time on Amazing Women of Power internet radio network powered by Raven International!

Your first sip when you tune in will be our quote of the day, followed by Lynn’s off-kilter style to improve a target sales topic. It’s all about being able to take ACTION for improvement when you’re done, so we’ll give you a TeleSales Twist on the subject and final gulp with a book recommendation. Don’t be surprised if there is a special guest on to allow you to hear the topic from the sales expert who owns it.

What do we talk about? Well here is our upcoming schedule! PLUS you can check us out on facebook UpYourTeleSales.com or twitter @upyourtelesales too.

  • January 12th – Habit of Celebration

Create a way to motivate yourself to keep moving forward – your own habit of celebration!

Join me for the 7 steps to create your own habit of celebration to help you increase your chances for continuous sales success. Along with my thoughts on stopping the activity… for activities sake!

  • January 19th – Interview with Craig Elias of Shift Selling

Craig Elias is the creator of Trigger Event Selling™, author of the Bronze Medal winner of the Top Sales Books of 2010 “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS” and contributing author to the #1 Selling Book on both Amazon and The Wall Street Journal “Masters of Sales”.

His knowledge of Trigger Events has resulted in a 20 year track record as a top sales performer, winning a $1,000,000 prize in a billion dollar idea competition and coverage on NBC, The New York Times, The Wall Street Journal.

  • January 26th – Fast Track Your Prospecting

Are you looking for ways to decrease the time it takes to turn prospects into customers? This edition of our show is for you!

1st – is the idea from our first sip; to turn prospects into customers we need to build trust

2nd – what to talk about once we’re calling them (and it’s not your STUFF – product or service)

3rd – where to find information on WHO to call

Last (but not least) – I’m going to get on my soapbox & talk about  my ‘the decision maker’ pet peeve

  • February 2nd – Interview w/Andrea Waltz of Go for No! on Increasing NOs to Increase Yeses

The word “NO” has the power to keep many salespeople and managers from reaching their goals. In fact, for many, the failure and rejection that comes from hearing “no” from clients and prospects often spells the difference between success and failure. But what if you and your team could make a simple but radical change in thought; achieving every quota and income goal by simply hearing NO more often?

Well, you can!

Andrea Waltz is owner of Courage Crafters, Inc. and the co-author of Go for No! Through her book “Go for No!” and speaking engagements, she – along with her co-author, makes it their mission to spread the “power of no” to sales teams in a wide variety of businesses and industries.  Andrea is also the producer of a 98 minute personal development video documentary (Yes is the Destination, No is How You Get There) that featured top achievers including Jack Canfield, Bob Burg, “Rudy” Ruettiger, and many others. She has been published in Success Magazine and hundreds of other in print and online publications.

Action and Expertise combine to create Success – on Success

Action & Expertise combine to create Success… be sure you’re taking one, building the second, and defining the third for yourself! @upyourtelesales

Yesterday was all about Expertise – today lets talk about Success.

  • and defining the third for yourself

Success is an interesting thing; if you are judging your own success by looking at other people you are doing yourself a disservice. Yup – when you measure success in your career and life vs. other people you’ve got it all wrong.

What I’m telling you to do is look at your life ONLY and decide what will indicate success to you! Then go for it.

Is that a foreign concept? Well here are some examples, in no particular order, of answers some clients have given me when we are working on this:

  1. freedom
  2. financial security
  3. comfort for my family
  4. lack of worry

Why did I pick those four to share? It is because they don’t look like typical ‘salesperson success factors’. Most people expect some of the other answers I do hear:

  1. hit my goal for the year
  2. increase my paycheck
  3. earn insert award here
  4. be in the top 10

What may interest you is that when I hear the traditional answers, I ask What will that do for YOU? Which is when I get the answers from the first list, and yes – the answers match up 1 to 1, 2 to 2, 3 to 3, 4 to 4 between the two lists.

Yes that’s right; the answers are from the same salesperson!

When you’re deciding what success is, go past the surface and figure out the deeper result you are looking for in your life!

Action and Expertise combine to create Success – on Expertise

Action & Expertise combine to create Success… be sure you’re taking one, building the second, and defining the third for yourself! @upyourtelesales

Yesterday was all about Action – today lets talk about

Expertise

  • building the second,

This is where we make sure our actions will move us in the right direction! That the steps we’re taking move us forward. That what we do every day makes us BETTER at finding opportunities, defining & qualifying them, then earning their business.

Malcolm Gladwell talks a lot about expertise in his book The Outliers, mentioning time and time again that it takes 10,000 hours to become an expert – regardless of your field. I don’t disagree at all, but would like to add that you have to be practicing the RIGHT things.

Practice makes permanent ~ David Dolbear

Imagine if a ballerina practiced ‘en pointe’ incorrectly – not only would it not be graceful, she would probably hurt herself. The more incorrect practice the worse the injury would be PLUS it certainly isn’t making her into a prima ballerina.

Now that we’ve determined that we need to practice the right stuff – here is a breakdown of what 10,000 of practice AT WORK might look like:

  • 40 hours x 50 weeks (see I’m giving you vacation time) = 2000 hours/year
  • minus the 2 hrs/day we aren’t really working… leaves us with 1500 hours/year
  • of that 1500 hours – we might be focusing 1/2 the time = 750 hours/year
  • rounding DOWN – it will take us 13 YEARS to become an expert

Have you ever looked at it that way? Even if you add an extra hour each week of working toward expertise it nocks off a chunk of time to achieve expert status.

An extra 24 MINUTES each day will bring that time to 12 years instead of 13 (if you really do the math it is 11.76 yrs vs. 13.33 but who’s keeping track). For some people that would mean popping in an educational CD instead of listening to talk radio on their commute each day.

Add to that reading a sales book or *gasp* two, each year and there you are an expert!

Every single day if we are working to be a little better at what we do. Taking tiny steps forward toward expertise, you’ll be amazed at how quickly mastery will come.

Give yourself a leg up on the competition – spend 24 minutes today getting better at your craft, then come back tomorrow for Success.

Action and Expertise combine to create Success – on Action

This was a tweet I posted September 14th that keeps coming back into my head:

Action & Expertise combine to create Success… be sure you’re taking one, building the second, and defining the third for yourself! @upyourtelesales

Action

  • be sure you’re taking one,

Currently I’m annoyed every time someone says “Work Smarter, not Harder.”

Why? because I truly believe the phrase was made for people who were already working hard! Today though it seems to be an excuse not to put in effort and take action.

I was doing a sales training program at a company and heard a salesperson say that who had been wandering around, getting coffee, chatting away with co-workers. BLECH – what that person needed to do was sit back down in their chair and dial the phone. Although I guess that is certainly smarter than what they were doing.

To misquote David Sandler, or perhaps Pete Morrissey the guy who taught me to sell to begin with – successful salespeople do the things unsuccessful salespeople fail to do.

The most basic of those things in telesales is to dial the phone – it is the foundation of everything else we do. Don’t confuse this idea with brute force (expertise is the next section after all) but without dialing the phone how will you talk to a human?

If you don’t talk to a human – how will you have a conversation? Perhaps even about business, their industry, or your product (crazy).

Which of course is how we find business opportunity – then talk some more to define it and qualify if we’re the best choice.

When we are the best choice… we sell stuff! To channel my inner soccer fan “S-C-O-R-Ehorns blowing, flags waving.

So sit down in your chair and dial that phone! Come back tomorrow for: Expertise