“If you want to make sure you have your prospect’s 100% attention, let THEM talk!”
~ Alice Heiman
Brilliant!
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
Love ’em UP and let THEM talk!
The Irreverent Sales Girl
Please meet Cait Green, a truly remarkable saleswoman. Her enthusiasm, her ability to quickly detect what is important to other people, and her drive captured my attention! Could she really be this excited all of the time? This on point?
So, I wrote an email to Cait and asked her what I really wanted to know…Do you WAKE UP excited?
Here’s what she wrote. I got a ton of great stuff from it and have even put a few things into my morning that have made a difference….I haven’t added Julie Andrews yet, but, hey, if it works, it works!
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
From Cait:
Do you wake up excited?
Heck yes! “The hills are alive with the sound of music,” for me anyway. My alarm clock sounds at 6:30am each day with Julie Andrews belting out the uplifting opening number from “The Sound of Music.” People often laugh when I let them in on my little show tune secret, but HEY it works for me. It’s difficult to make time for ourselves in the midst of hectic and demanding schedules, but it’s crucial to find something that inspires you to greet the day in a positive way. Cue the birds chirping and Julie spinning arms wide open against the backdrop of rolling green hills and I’m up and ready to take on the world.
I don’t allow myself to catalogue the myriad thoughts that are RACING through my mind at the start of the day, in bed. Beds are for sleeping. Here are my simple morning steps for success…
STEP 1: Avoid that snooze button like the plague and GET UP.
STEP 2: CLEAR YOUR HEAD. For me this entails some combination of feel good tunes (lots of Beyonce as of late) and exercise, preferably outdoors. You’re going to be grinding all day so it’s important to allow yourself the time to mentally prepare for the hard work at hand.
STEP 3: MAKE A LIST! I’m not talking about a list that begins with…”make a list” so that you can immediately slash an item off in thick black marker with a satisfied grin. It’s imperative to set goals each day. It’s easy to get carried away in creating an inventory of the MILLION things you NEED to get done NOW. Be smart about it and prioritize at least 3 tasks associated with your goal(s) that you can realistically accomplish. You want to end the day feeling fulfilled and carry that momentum through to tomorrow. So there’s no point in setting unrealistic expectations for yourself that will ultimately leave you feeling like you’ve fallen short.
STEP 4: READ. It can be an excerpt from Radical Acceptance, Embracing Your Life with the Heart of a Buddha (a great read) or a chapter from The Hunger Games (also a great read). It wakes your brain up. NOW, peruse the trades that pertain specifically to your area of sales expertise; an article or piece of research you can dig up on a prospective client or an exciting event that impacts your marketplace. Being well versed and up-to-speed on industry happenings sets you up for success and gives you the confidence you need to engage your clients in an interesting and meaningful way.
STEP 5: REMIND YOURSELF TO BE YOUR BEST SELF. Relationships are at the heart of success. It is all about the connection forged and maintained between the parties transacting. Working hard to BE YOUR BEST SELF is the key to being the best professional you can be. Relationships flourish when we take care of ourselves, which enables us to best meet the needs and expectations of our partners.
WHAT WILL YOUR MORNING ROUTINE LOOK LIKE?
You owe it to yourself and to your clients to devise a morning routine that works for you. Sometimes I want to toss Julie Andrews right out the window when she starts in on her 6:30am serenade, but I don’t. I refuse to allow the negativity to seep in while I lie in bed …dread gathering at the thought of placing my feet on the cold floor. We all know how quickly our anxieties can snowball and intimidate us into inaction. When you take control and focus on getting excited about what the day holds for you…you WILL succeed!
And of course, take the time to prepare and eat a great breakfast…a little French pressed coffee goes a long way in making you feel like a BOSS.
Note from ISG: As many of you already know, I particularly like the Kerry Ellis version of Defying Gravity to get me going in the morning!
Love your whole day UP!
The Irreverent Sales Girl
Business was moving at the speed of molasses.
Deals were stacking up. All that was required was SOMEONE putting pen to paper, but no one was doing it.
The roadmap to RESIGNATION
I was on my way to the land of RESIGNATION! Where booze flows freely, the entertainment is On Demand, the food is decadent, but it is an empty, empty world. Nothing is getting done … and escape seems the only good thing about my day.
As appealing as a trip to the land of RESIGNATION seemed, I thought that this time I would take a detour. I called my dear and very successful friend whose business has been EXPLODING lately and asked her for her advice. How was SHE blowing business out of the water and I was stuck?
And here is what she said!
She told me that she had been creating a “clearing” for business to come in. Huh! Taking actions that create a new context for her day and for the way her business goes.
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
I wanted something a bit more concrete – more actionable.
She said. Play this game with yourself. Make it a point to return every email, every phone call, every communication within 20 minutes. Be a RESPONSE machine!
WOW! Interesting.
So, I agreed. For one week, I was going to play the game. Between 8 am and 7 pm every day, I was going to respond to people within 20 minutes.
Know what happened?
1) My pipeline got even MORE full with truly interested and qualified buyers
2) I closed a deal and another one is on its way this week
3) My activity went WAY up – so that I am meeting those goals, too!
Now, if you think this is all a little “woo woo”, I assure you it is not.
Let’s take a look at what is in play here.
Meeting People Where They Are
The golden KEY to sales is being where your buyer is. It is our biggest challenge. We have entire marketing teams dedicated to it.
When your buyer sends you an email, they are thinking of you and they are interested in engaging with you in that moment. You have about 20 minutes before their mind moves on to something entirely new and you are forgotten.
The LEAST EXPENSIVE and EASIEST way to be where your customer is at the right time, is GET RIGHT BACK IN TOUCH with them – when they are thinking of you!
Activity Breeds Activity
As you get active, you will see other actions that you want to take. You will communicate more and more often. If you make more requests, you will get more responses. Period. You will get more meetings. You will get more “no’s” which you can move out of your pipeline. You will get more “yes’s” which you can move into your pipeline. You will get ideas and inspiration! You will be a communication machine!
Putting the Universe on Notice
When you get in touch with EVERYONE (I mean everyone! Not *JUST* customers!), you are telling the universe that you are open for business! Not in a “woo woo” way – although, we all have heard that when you create a true intention that the universe moves to fulfill on that intention. I don’t know much about that, but I DO know about this natural law called INERTIA.
A body in motion tends to stay in motion. A body at rest tends to stay at rest. Why argue with natural laws? You fight authority, but authority always wins. If you put things off, you will get put off by others!
If you want to BREAK THE BACK of RESIGNATION, you are going to first have to get your body in motion. Which means – it will take some extra energy to get you moving, but once you do, it will ACTUALLY take extra energy to STOP being in motion! Inertia is your friend or your mortal enemy. You get to say!
Take the 20 minute challenge!
I challenge you today to take the 20 minute response game on! For one week, play the game of getting back to EVERYONE within 20 minutes, then tell me what happened! I think you will be amazed!
Love ’em ALL UP!
The Irreverent Sales Girl
It’s mid-winter.
It’s mid-quarter (sort of).
The bloom of the New Year has worn off a bit – and it’s too early for Spring Fever.
So, what can you do to spice it up a bit?
This week, I want you to come up with some BIG reward for yourself. Something to put a little action in your step. Pick something that you rarely do for yourself, like take an afternoon off, or that great bottle of champagne, a massage, a night full of guilt-free TV. Something you don’t normally do, but will really enjoy.
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
NOW, pick a goal to accomplish this week.
A S-T-R-E-T-C-H goal. Maybe it’s an extra ten cold calls. Maybe it’s getting your CRM all-the-way-up-to-date. Perhaps it’s setting up 3 extra meetings for next week. Whatever, it is…put THAT at stake this week. Make sure it’s an ACTIVITY goal – not an outcome goal. Activity is always the key!
If you hit your goal – you get the reward!
Then, tell someone else about your game. Your spouse, your boss, a fellow salesperson. (It doesn’t work if you keep it to yourself).
Get to work! Have some fun! Blow your goal out of the water and ENJOY your reward.
It’s too easy to get on the treadmill of doing, doing, doing – make sure you’re taking great care of YOU when you win.
BONUS EXERCISE
Write a comment and tell me what your goal and reward are for the week! I want to see you get CREATIVE!
Let’s get spicy and…
Love ’em UP!
The Irreverent Sales Girl
It will happen!
Even if you are the best in the biz…
Every now and then, you WILL lose your passion and you will lose your way.
The deals you used to be reliable for will not close.
You will worry that you’ve “lost it”.
WHAT TO DO?
You’re not going to like the next idea, but it is CRUCIAL..
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
GET IN COMMUNICATION!
If you feel stuck, one of four things has probably happened:
1) You have had a major life event (like a death in the family) that has taken you off your game
2) You have exhausted your “reliable” leads and you are focusing only on them
3) You have recently lost a deal you were sure would close and you have lost your confidence
4) You can’t see the pathway to closing the deals you need to close to make your number
The answer is simple, but most people don’t do it!
Get in touch with your favorite salespseron and ask THEM what they would do!
KEEP SELLING!
A deal WILL come through and it will re-ignite you.
NEVER STOP!
You’ve got what it takes…and you KNOW it. (Or else you wouldn’t have read so far!)
PLEASE get in touch with me if you are stuck. I will do whatever it takes to get you un-stuck!
Try me!
Love being a salesperson UP!
The Irreverent Sales Girl
In my 20’s I got engaged to a drummer.
He was all the things a drummer should be. Long hair, bar tender, you know the guy. The one the girls swoon over and your mother warns you about.
A bunch of things were a perfect mis-match, but I was head-over-heels CRAZY about this guy. You know, the movie kind of – “he’s the one” – kind of CRAZY? (I still think he’s an awesome guy, btw). And I’m SURE he thanks his lucky stars he found his right girl, too.
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
We had to go for it, though. I had to see it all the way through to the disaster it was DESTINED to become.
Why? You ask.
Because I am unwilling to live a “what if” life.
Can you imagine if – all these years later – when I’m annoyed about doing the dishes ore something perfectly normal – like my husband leaves me with an eigth-of-a-tank of gas… I start thinking. “Remember that drummer guy? I was so CRAZY about him. I BET we could have made it work! Yeah! Why didn’t I GO FOR IT?”
Now, I know the answer! And I am even MORE CRAZY about the guy I’m with now. The wonderful match!
It’s the same reason I jumped in with a partner in a company and started it from scratch. Now, THAT one worked out great!
Where are you living a “what if” life? It could be “What if I just picked up the phone and asked for that meeting?” or “What if I just took the chance on this dream job?” or “What if I moved to California?”
Fact is, you just really don’t know what you are capable of until you call your shot and take it!
If you wish you’d started it when you were 10 years younger, it is even MORE imperative that you try it today.
How about living a NEED TO KNOW life instead!
Love it ALL UP!
The Irreverent Sales Girl
To be truly great as a salesperson, we must think like a policeman.
WE LOVE THE ACTION
But, the lasting power lies in the ADMIN (paperwork)!
Here is one place where great salespeople are greater than good salespeople.
THEY ARE DILIGENT ABOUT THEIR SYSTEMS
They record their interactions They are organized They keep their records diligently – including expense reports.
Their systems allow them to be RESPONSIVE.
THEY KNOW WHAT IS IMPORTANT
Relationships and being on top of as many interactions as possible is KEY!
GOOD SALESPEOPLE have their activity plan in place and are great with people
GREAT SALESPEOPLE have THAT and impeccable systems
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
What can YOU do to improve your systems to make you GREAT?
Love your business UP!
The Irreverent Sales Girl
I was in the audience of greatness.
The woman who was mentoring me was letting me listen in on her calls…
Every time an obstacle came up, Reliably, she said “No Problem”…
It immediately put her buyer (and me) at ease!
Try the magic of “No problem” and see what happens!
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
It gives you three things!
1) Time to breathe and re-assess – puts YOU in control
2) Grace to your buyer when sellers are putting on the pressure
3) Partnership – you are on their side and making them feel important!
So, NO PROBLEM. Period. (Even when it might seem there is a problem from the start)
Love ’em ALL UP!
The Irreverent Sales Girl
Welcome to 2014!
Before we get started together this year, I recommend we look at one CRITICAL thing.
How is your MIND SPACE?
THE NUMBER ONE indicator of your success this year, is the level of self-confidence you have going in!
SO, let’s take a look.
On a scale of 1 – 10, how confident are you that you will meet your goals this year?
If you are anywhere below a TEN, let’s take a look at what might be happening and churn up some ideas to whip your confidence RIGHT UP THE SCALE!
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
First, let’s take the advice of Jack Canfield. Instead of asking ourselves how we are going to move from a 5 to a 10, we are going to ask ourselves – “Hmmmmmmmm…..why so high? Why am I as high as a 5?”
(You will find some interesting things about what you DO feel good about).
Next, we are going to continue to take the advice of Jack Canfield again and ask “What would it take to move me up to a 6?” No need to jump all the way to the 10. This answer will be much more informative and much more actionable.
Now, look to see what might still be an open, gaping wound from the previous year (or even previous years).
If you’ve lost your swagger, you probably got a good swing (or two or three) to the face with a (hypothetical) two-by-four. Perhaps you missed your quota last year. Perhaps you came in at number 3 when you were sure you were headed for number one. Perhaps you lost that DEAL YOU HAD COUNTED ON to a competitor at the last minute.
Take that two-by-four moment and confront it. Can you see clearly WHAT happened and WHY it happened?
Often, when you look straight at the problem, you can see where YOU had a hand in the negative outcome. Find out if you can forgive yourself . The good news is that if you are the one who caused the negative result, you are also the one who can get the positive result in the future. Huzzah!
Some things you CAN’T control. It is possible that something knocked you off your game and you had nothing to do with it. Take a moment and call a trusted mentor (or even a therapist) to get this sorted out – and sorted out all the way. Until you are completely restored to your brilliance and natural FANTASTIC-NESS!
Finally, play a game with some friends.
I was chatting with a couple of my closest girl friends yesterday. We all three realized that we were lacking a bit in the area of self-confidence around our goals this year. SO, here’s what we’re doing:
1) Writing down our top 10 qualities that take us to success
2) Writing down the top 10 qualities of the OTHER two of us – that WE know helps them to success
3) Writing down our top 5 accomplishments from last year – and identifying how WE made those happen
4) Writing down our top 5 disappointments from last year – and identifying how WE made those happen
5) Getting together again for a chat next week to share what we found with each other
So, what are YOU going to do to make sure you go screaming and proud and confident into your 2014 – armed with all the swagger and pomp you can manage? I would love to hear!
Love your confidence UP!
The Irreverent Sales Girl
Have you ever wanted to use your talents to make something GREAT happen for someone else?
Pretty sure you have!
Recently, the publisher of the Salesforce.com blog told me that she is DYING for Marc Benioff (CEO of Salesforce) to recognize her efforts to support the sales community.
SO, let’s help Jennifer win her game, shall we? (It’s easy, I promise!)
I spend HUNDREDS OF HOURS animating this video (don’t believe me? try animating a video!)
You will LOVE IT!
So have fun watching me take my first ever steps, but please hit SHARE, too. If you help us, we can go viral! How fun! And Jennifer will be abl to keep her job! Works for everyone.
Thank you for being awesome!
Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/
Love ’em UP!
The Irreverent Sales Grl