Category Archives: Dignity

Bringing a dash of dignity to selling

Cold Calling, Creativity, Dignity, Loving Life, Performance, Presentation, Winning

Mirror, Mirror on the Wall. Who’s the greatest of them all?

An all-time favorite tip to being wildly successful in sales – on the phone – is “Sell to the Mirror”. 

Be the greatest YOU in the mirror!

When you are selling to a mirror, you sound like an actual human being – because you are relating to the person in the mirror as another human being.

You can see when you’re smiling – which comes through on the phone.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

You can see when you’re sitting or standing (prefer standing) in a confident manner – which comes through on the phone.

You can relax and be yourself – instead of all stiff and weird – and that comes through on the phone!

I urge you to get a full-length mirror (if you have an office set up for that) – or at least a small one on your desk. You will see gi-normous results!

And, if you happen to be in a setting where you are selling on an open floor – and this just doesn’t work for your office environment – print out the article below and take it to your manager!

http://blog.bridgegroupinc.com/sit-your-team-up-for-success

When you sell into the mirror, it is much easier to Love ’em ALL UP! (Which comes through on the phone).

Now you can be the greatest salesperson of them all!

The Irreverent Sales Girl

Authenticity, Dignity, Education, Goals, Irreverence, Loving Life, Performance, Winning, Wisdom

Stop, Drop, And Roll – Dealing with an Objection

I was listening to this OUTRAGEOUSLY AWESOME webinar replayStopDropRoll with Jeb Blount (Sales Gravy) and Nancy Bleeke (Sales Pro Insider) today and I had to stop the action to come write this article.

Because it WILL make you BETTER and FAST!

WHAT TO DO WITH AN OBJECTION (hint: you learned it in kindergarten – when you are on fire).

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

STOP DROP AND ROLL

STOP: Talking. When you run into an objection. LISTEN.

DROP: Drop your assumptions and your ego. Become unattached to your own agenda. Get interested in THEIRS.

ROLL: (Keep control of the conversation).
Acknowledge their input. It can look like this: “My understanding of what you just said is this:…..” or ask for more information, “Oh. Let’s stop the conversation for a minute…that is very interesting…can you tell me more about that…” The idea is: Keep it interactive.

But, as Eddie Murphy said…Don’t go home and try to tell my jokes. They aren’t funny coming from you.

I encourage you to invest the time and learn from Nancy herself: https://www.fanaticalprospecting.com/book-launch/

Go out and…

Love ’em UP!

The Irreverent Sales Girl

Dignity, Irreverence, Loving Life, Performance, Winning, Wisdom

Vampires Can’t – Neither Can You. Get Invited In.

VampireI was recently talking with a friend of mine who does phone sales and she told me that her company says they are NOT ALLOWED to ask the prospect on the other end of the line if it is a good time to talk.

CAN YOU IMAGINE?

She tells me her team is getting clobbered and is truly underperforming and that the job is demoralizing (I think she’ll be leaving soon), but her management INSISTS that they should never ask this question.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

So, it’s time for the Vampire article.

VAMPIRES AND SALES? WHAT?
Yes. Indeed.

In the time-honored tradition of Vampire-lore, it is well-known that Vampires cannot cross the threshold into your home, until they get invited in. The barrier is considered “sacred” and “holy”.

It is the SAME THING with your prospect’s time! You MUST be invited in before you are allowed to start selling – or you will be left bleeding out of your eyes (the sales equivalent is BEING SHUT DOWN and demoralized).

What does this look like?

Continue reading Vampires Can’t – Neither Can You. Get Invited In. →

Dignity, Goals, Irreverence, Loving Life, Performance, Self Care, The Art of Selling, Winning

A Sales Gig Primer: Show Me the Money! Part 3 of 5

OK! So, today is about Show Me the Money!

Before we start though – did you register for this yet? It’s going to ROCK! Check out this event: Your Job Search Goes Social with Sima Dahl I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Show Me the MoneyShow-Me-The-Money-538x218
There are really three ways to get paid as a salesperson – all others are variations on one a theme:

Straight Up Salary
This position pays a straight salary and you are evaluated on your performance against specific measures – maybe the number of appointments you set, or your conversion rates, or the deals you bring in.

This set up is ideal for the person who does not like income fluctuation. It is also ideal for the person who feels more comfortable REALLY selling a product when they can honestly say there is “nothing in it for them”.

Base Plus Commission
This sales gig pays you enough of a base to ensure you have some living expenses covered as your income fluctuates, but provides enough incentive to get the job done and perform at the top of your game.

Be sure to know what you need to be OK first, make yourself comfortable enough with the base so that you have the flexibility to go out and sell confidently (people can sniff out desperation from a mile away). But, not SO comfortable that it takes your edge off of the hunger.

This set up is ideal for someone who has a moderate degree of money motivation. Usually this person is also intrinsically wired to simply need to achieve. They also love the “unlimited” income potential that comes along with this situation, without having it all at risk.

Commission Only
(I consider Commission with a Draw to fit into this same category. A draw is NOT a base salary. It is like going into debt against future commissions.)

This sales gig is for people who are highly risk-tolerant. They want to be paid (and paid WELL) for the results they produce. They can command much higher commission rates because they are taking on all of the fluctuation and risk of performance.

These people are self-reliant and REALLY love the “Sky’s The Limit” nature of the work.

If you are entering one of these gigs, be absolutely certain that you can rely on your employer to provide the full training and resources you will need to succeed. Many companies who pay on “Commission Only” are just fine with churn and burn of sales people. Make sure this is an environment where you can THRIVE!

Love yourself UP!

The Irreverent Sales Girl

Dignity, Goals, Loving Life, Performance, The Art of Selling, Wisdom

A Sales Gig Primer: Find the Right Boss – Part 2 of 5

Pick the Right BossSo, my lovelies. We are on day two of Finding the Right Sales Gig for You: Finding the Right Boss.

Before we start though, if you didn’t do it yesterday, do it today! Check out this event: Your Job Search Goes Social with Sima Dahl I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

We’ve talked about this before, and I cannot stress the importance of this enough. If you want to succeed, you are much more likely to do it if you have the RIGHT BOSS. Here is a post I wrote a couple of years ago, it’s one of my favorites! Pick Your Boss, Not Your Job

How do you do that? Here are three ideas:

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Continue reading A Sales Gig Primer: Find the Right Boss – Part 2 of 5 →

Dignity, Goals, Loving Life, The Art of Selling, Wisdom

Finding the right sales gig for YOU! The Sales Gig Primer

Sales Gig Primer

So, you’re looking for a new sales gig. (Or you’re in a sales job and you’re wondering if it’s right for you).

I have heard so many horror stories this week about people in the wrong sales environment that I just had to put together a bit of a primer for finding the perfect fit for YOU!

Before we start though. Check out this event: Your Job Search Goes Social with Sima Dahl I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

So , we’re going to make this the week of finding your dream job. Here’s our five step primer to getting you the right gig for you.

Monday: Doing the Due (Diligence, that is)

Tuesday: Finding the right boss

Wednesday: Show me the money (How do you want to get paid?)

Thursday: Investigate, Investigate, Investigate

Friday: Accelerating Onboarding and Ramp Up

Are you ready to get started?

Continue reading Finding the right sales gig for YOU! The Sales Gig Primer →

Authenticity, Dignity, Goals, Irreverence, Loving Life, Performance, Quotes, Wisdom

Here’s a quote to start your week!

Quote
Do it like you mean it!

The question isn’t who is going to let me; it’s who is going to stop me.

~Ayn Rand

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Creativity, Customer Service, Dignity, Irreverence, Performance, Presentation, The Art of Selling, Winning

Lose the pronouns!

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OMG! I was in a TERRIBLE sales presentation the other day. TERRIBLE.

The presenter was Hooked On Pronouns.

“We, you, they, it, he, she, their” … it went on and on. (Example: So, I said this to him about it, and he said he was interested in their results.) WHAT?

PRONOUNS ARE MEAN

When you use pronouns, you make your audience feel like idiots!

Continue reading Lose the pronouns! →

Creativity, Dignity, Irreverence, Loving Life, Performance, The Art of Selling, Winning

Let’s Go All The Way!

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Take a little ’80’s Break!Lets go all the way

Remember when you really hit your stride as a salesperson?

Maybe you only have one memory of it. Maybe you have had many.

What was it that made that time so magical?

Perhaps you would say that you were lit up by the product you were selling. Or the challenge. Or you had a great team around you. Or that people really wanted to hear about what you were selling.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

One or all of those things might be true.

I want you to consider something. Look and see if this resonates.

Continue reading Let’s Go All The Way! →

Authenticity, Buyers, Creativity, Customer Service, Dignity, Irreverence, Loving Life, Purpose, The Art of Selling, Winning, Wisdom

Ever just called someone to see how it’s going?

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If you believe that sales are founded on great relationships.

And, most of us still do. Especially in this world of complex sales.

Ever thought of calling your decison-maker up – just to see how their life is going?

It will test your ability to GET OVER IN THEIR WORLD.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

What if your customers viewed you as someone who called them because you were interested in what THEY were dealing with. Not just what you could sell them to help them. You won’t always have the answers.

Can you see how much more FUN you would have calling on people?

You have fun. They have fun.

You will find out things about their children, their marriages, their pressing concerns.

You do it because you “getting the deal” isn’t the most important thing to them. But, their life IS important to them.

Do you know that salespeople don’t do this?

Stand out. Demonstrate that you are truly out for THEM.

Love ’em UP!

The Irreverent Sales Girl