Category Archives: Performance

How to perform – reliably

3 Compelling Reasons to Break Up – NOW!

The song says “Breaking up is hard to do!” And, it certainly can be.

Let’s Break UP!

But, here is how breaking up will free you up!

A very dear friend of mine. A tippy-top producer who has earned a penthouse overlooking one of the most famous (and expensive) avenues in America, shared this recent story with me.

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

Her pipeline has been a teensy bit stagnant of late. So, she took a BOLD ACTION. She carefully crafted a gracious break-up script and shared it with her prospects who were just not getting back to her.

Generously, she has agreed to let me share her message and her results.  Here is the message she left for her prospects with whom she had met, but received no activity:
Wanna see the script?

You deserve an answer! (Dealing with the brush-off)

I was in a meeting the other day with the EXECUTIVE VICE PRESIDENT of a Fortune 500 company.

THE GUY!

And his entire team. In attendance, the CMO, the COO, the CTO, the C-Suite is there (no CEO, but come on!)

We have brought in some fire power, too, from my company.

We have the right solution.

So, I write an email to “follow up” and I get the answer:

“resource planning is going to be a major issue in moving forward. I have talked to “Joe Schmo” who you met at our meeting and he will let me know when we can engage”

The ultimate brush-off, right?

The Brush Off

 

 

 

 

 

 

But, here’s the deal. I brought in a good solution with all my fire power. I was invested. I wanted something in return! So, I took my best shot.

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

I responded:

Continue reading You deserve an answer! (Dealing with the brush-off)

Do you KNOW who you REALLY are?

I can’t help myself. Jim Keenan wrote the most brilliant article on Forbes.com about finding the perfect sales person.Jim-Keenan-300x300

I think you will love it!

Bottom line: “Who cares about what people have done? The only thing we should be focusing on is: Can they do what we need them to do? What we need to get done?”

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

If you can answer that, then YOU are the killer candidate!

Read his more-than-awesome-post here: http://www.forbes.com/sites/jimkeenan/2014/09/02/why-youre-missing-out-on-the-best-sales-people/

And then, remember who you REALLY are, get ahold of Jim Keenan, and CRUSH IT!

Love yourself UP!

The Irreverent Sales Girl

 

 

 

 

 

 

 

To Play or Not to Play – 3 sane steps to deal with RFPs

RFP ImageIt is a dark and stormy evening.

I am tired.

I have been on the road for two weeks.

I just received a Request For Proposal (RFP) from a GIANT company who I have never spoken to. What do I do?

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

OK. This may be a “bit” dramatic. Still, you’ve been there, right?

The first thing I want you to do is…breathe…

Now, let’s take a look.

Salespeople have been trained to create physical and emotional reactions from their buyers. We know them as “finding the pain points”, “creating urgency”, “challenging assumptions”, etc.

Buyers at big companies have been trained to do the same thing to you. Continue reading To Play or Not to Play – 3 sane steps to deal with RFPs

For the sheer love!

Do you have ANY idea how tough it is to be a salesperson?

(If you are NOT a salesperson, you may be thinking, “Well, then DON’T be a salesperson if it’s so tough!)

Really? It’s also tough to be an engineer, a mom, a business owner, a neurosurgeon, an astronaut. Should we not do those, too? Of course we should!

This is to all you sales pros, who go out and make it happen for their companies, day-after-day, sometimes really getting KICKED in the TEETH, you deserve a bit better than an ordinary post, don’t you?

Super Salesperson

Let’s shift the focus a bit, shall we?

Sales can be quite magical! (ting)

After all, who HASN’T bought a great pair of shoes from Zappos?

OR, who DIDN’T try the chocolate mousse after all because the waiter was being so fantastic with them all evening?

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

When we have a great buying experience, with a delightful salesperson, WE HAVE A GREAT TIME!

So, where did sales go wrong?

Hard to say for sure, but there were some bad apples that ruined it for everyone. RIGHT?

Let me create a whole new world for you. Do you have a minute?

Great salespeople love three things:

Making a difference for their customer
Making a difference for their family
Making a difference for their company

Am I wrong?

You might want to jump in and say, “Making a difference for their own wallet” and you wouldn’t be wrong. Some do!

But, they only get to make a difference for their own wallet if you are consistently a customer.

When was the last time YOU put yourself at risk in a conversation? Really at risk?

Did it go well?

Sometimes it doesn’t go well for salespeople and we feel embarrassed, or defeated, or upset.

And then, we get up and do it again.

Why?

Because we know it makes a difference.

For our customers, our family, and our community.

Without sales, the economy comes to a dead halt.

You must transact with people to make life work.

For salespeople…Keep getting better and more empathetic! Be responsible for how people relate to you and be great with them!

For buyers…Give salespeople a break! Imagine they want you to get what you want.

Let’s go and love ’em ALL UP!

The Irreverent Sales Girl

 

Here’s a quote to start your week!

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/

Lose the pronouns!

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!

Let’s Go All The Way!

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!

VaVaVaVoom Interview! Success is NOT for the weak of heart!

BE WARNED!

You are about to read an extraordinary interview that might REALLY shake you up!

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

If you are committed to being successful – you may have found books and conferences on success intriguing, but they don’t  get you there…Dan upsets that applecart!

BEWARE – Dan’s message can be confronting. It is the TRUTH about what it takes to be a top performer. Not a guide on how to shortcut your way to the top.

(Notice how that hasn’t worked for you?)

If you can handle the truth, READ ON!

I can handle the truth

How to make sure your prospect is listening!

Get your prospect's attention!“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