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The Business Resource for Suburban Chicago
Thursday, October 23, 2014 2:55 PM
  • October 24, 2014 marked the 20th anniversary of the formation of my training and development business. I left my last position in the corporate world in May, 1994 and spent the next few months contemplating what to do with the rest of my business life. 
  • Often referred to as pacesetters, companies that have chosen to embrace and engage cloud, analytics, mobile, and social strategies are cleaning the clock of their competitors who have chosen the path of cautious resistance or even abstinence.

     
  • Selling is a rigorous profession that inherently drains energy from any salesperson at a rapid rate. It takes an incredible amount of focus and discipline to be consistently successful and salespeople must learn to recognize when they are running on fumes. 
  • Everyone tells you to meet with the decision-maker — the CEO. However, it seems no one offers any advice on what to say when you get to that meeting, what to do when you get to that meeting, or what to ask when you get to that meeting. 
  • I recently polled a group of salespeople on the part of their job that caused them the most anxiety. They loved making sales calls, however, having to use the phone to initiate them was a monumental issue to them. Making cold calls was the unanimous choice as the behavior they dreaded the most. This has been a consistent message throughout the 20 years I have been training and coaching salespeople. 
  • Every salesperson is looking for the fastest way, the best way, and the easiest way to “close” a sale. More than human nature, for salespeople, closing the sale is both a desire and a need. And the results are totally measurable. Either you win, or you lose. There is no second place in sales. 
  • How is your stress-life? It seems like the number one area I am addressing in coaching today is the reduction of high levels of stress. As peak performing salespeople try to accomplish more in their work day, their stress level seems to increase exponentially. 
  • Ben Franklin sought to cultivate his character by a plan of 13 virtues, which he developed at age 20 (in 1726), and continued to practice in some form for the rest of his life. 
  • Most human beings are “happily unaware” of 90 percent of the activities that happen around them. They perform repetitive tasks such as driving to work or sitting at the same place at the dinner table in a mindless way and eventually make it through another day. These recurring tasks turn into habits that reduce self-awareness over time.   
  • Since my earliest days of personal development study, my mantra has always been stay a student. I attached an affirmation – a strategy – to that the mantra, “learn something new every day.” 
  • I regularly interact with salespeople as I encounter them throughout the day, either in my training classes or in casual conversation. We, inevitably, wind up discussing recent sales successes as all fellow salespersons enjoy talking about “wins.” 
  • All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement. The key word is “part.” The plan or the quota is a small part of the achievement process. 
  • "Selling is a road map to the bank … not a place to get your psychological needs met!" So began one of the most memorable conversations I had with my mentor, David Sandler. Far too many salespeople use their success in sales to boost their self-worth and, unfortunately, those who do become vulnerable to their customers’ and prospects’ manipulation. 
  • When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? I doubt it. You’re too busy trying to sell.

     
  • What’s the “RAP” on you and your business? What do you mean you don’t know? You created it.
     
 
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