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success-habits

You’re 20 Success Habits Away from Sales Success

“I’m good” was the answered received to the question, “How much sales training have you had?” Jake, a local sales manager called me for advice when he stepped into a new role with a new company. Most of his sales team replied, “I’m good” when he asked the question “How much sales training have you had?” Only 4 out of the 20 on his sales team EVER consistently hit their sales goals. The sales person questioned had less than three years selling and no formal sales training. This sales person was proud of how much she sold over three years, even though she never hit her sales goal. This is not a unique situation. It’s commonplace. I’ve been there too. I call it settling for average…the Death Star of Sales. It’s a self-denial saying, “I’m good.” What you’re really saying is “I don’t want to learn or improve my sales skills. I choose to stay in the comfort of the little box I’ve built. I’ve done just fine and my sales are just fine too.” Hmmm. Really? I’m good. I’m fine. My sales are fine. These are all statements of settling for average. When you’ve convinced yourself, sales are good […]

PEAK PERFORMANCE MINDSET

Have a Peak Performance Mindset to Boost Sales. Here’s How.

Indiana weather is one of those anomalies of nature. The day begins sunny and 73 degrees, and by nightfall it’s dropped to 31 degrees with spitting snow. Weather in Indiana is unpredictable. And you’d think after living in this crazy weather state most of my life, I’d be prepared for the unpredictable weather. The story I tell myself is the 73-degree weather will continue…that’s my hope, even though it’s November! What stories do you continue to tell yourself about the weather, life, your sales goals, your boss, etc? We all do it. Everyone tells and believes the stories they make up in their head to justify, blame, or stay in denial or even worse, cover themselves with their blanket called a comfort zone. 5 Weeks By the time you read this, your sales year will be over in 5 weeks. Some will throw up their hands and say it’s useless, the year’s over and it’s an impossible task to reach year-end goals in 5 weeks. That’s one story. Others will give it the ‘ol college try and plot out how the goal can be reached in 5 short weeks. That’s another story too. Then there are those who have reached their […]

Sales Integrity, Character, Reputation

How’s Your Sales Integrity? Read on to Find Out.

The year was 1999 and Y2K was approaching. Every evening, the news ran another hype broadcast about the horror stories of what could happen when the clock chimes midnight on January 1, 2000. It was reported the national grid could falter leaving the nation without electricity, water, gas, telephone, cable…well you name it. Everything would come to a grinding halt if the Y2K problems weren’t solved. Airplanes flying could crash into each other and corporations could lose all their data. At every water cooler, and business meeting people were talking about it. Corporations around the nation were consumed with fixing the glitch before the glitch happen. No one really knew what would happen at that fatal midnight hour, but everyone was reacting to it as if it were the Apocalypse! One night after work, I stopped by my parents house to check in on them. As I pulled into the driveway, my dad was carrying a carton of bottled water. I didn’t think anything of it, because he often bought bottled water. As I held the front door open for dad, I turned to see 12 cartons of water sitting in his living room! Now that was unusual! Dad heard […]

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Kelcy Quarles, Branding and Sales…YES, there really is a link

The most unlikely thing happened last week or perhaps it seems unlikely only to me. It was around 5:00 pm when I pulled into Walmart to grab a few items. As I usually do, I grabbed the Walmart short cart to push. It’s the same whether I’m shopping for one item or twenty, I like the short cart. To be honest, I use a cart to push my purse through the store. Some people say my purse is so large it could be used as a weapon. Now you know my backup plan. When I shop at Walmart, I also people watch. I guess I’m hoping to catch a glimpse of someone like those pictures you see on Facebook of Walmart shoppers looking…well …ridiculous. That day, I could be one of those people, because as I looked down at myself I realized I still had on my house slippers. No..I wasn’t wearing a robe like Peyton Manning on Sunday mornings. Nevertheless…I’m in Walmart in my Ugg slippers..thank God their Uggs, I thought. Like that made it ok. As I’m moving through the aisles, I spied a tall…correction…very tall young man, looking ripped through his dry fit athletic shirt. Now, I […]

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Out of the Ordinary in Sales Comes the Extraordinary

“Our Perfection does not consist of doing extraordinary things, but to do the ordinary well.” –St. Gabriel Possent Out of the Ordinary in Sales Comes the Extraordinary In pursuit of the extraordinary often the everyday ordinary activities are considered unimportant. There is this prevailing theme to GO BIG or GO HOME. Another one is to hustle 24/7…as if working 16 hour days is a badge of success. You might need to work 16 hour days for a short period of time. You may need to Go Big on a certain project. These examples are the exception rather than the norm.  Doing the ordinary activities to the best of your ability, day in and day out will produce extraordinary results sooner…faster.  Here’s why: In my years coaching sales people of all experience levels, backgrounds and mindsets…I find two distinctions. Those that structure their day for success and those that let the day structure them. Guess which sales person is more successful and producing extraordinary results sooner and faster? Of course, it’s the sales person who structures his/her day. When you arrive at your corporate office or home office, how many times have you checked your smartphone to answer emails, send text […]

rapport-sales-1

The Rapport Key to Qualifying Prospects

Rapport is often a misunderstood component during the sales process. It’s become sales babble that’s frankly overused. And most sales professionals build rapport the same way. Thus the prospect knows exactly what you’ll say and do, the minute you call him or sit down across from him. Yes…it’s become that old and predictable. Be different and here’s how! The Rapport Key to Qualifying Prospects Rapport is more than commenting on the prospects family pictures displayed across the office wall or trying to connect by looking for one thing that you and the prospect have in common. I know…we’ve all been taught to do this. AND every sales person that steps into the prospects office does the same thing. Rapport is very important for qualifying prospects. Without it, your prospect will simply refuse to open up. That’s why rapport building is one of the key components in qualifying prospects. RAPPORT: The Sales Definition “To capture and keep someone’s attention and interest, on a conscious and unconscious level.” When creating rapport, the unconscious message that’s being sent is “I care about you.” “I’m just like you.” Rapport is created when people associate with other people of the same commonality. For example, couples […]

4-seconds-that-it

4 Seconds to Establish You’re Worth Listening To as a Sales Professional

That’s right! 4 Seconds…That’s It! Scientist believe that our decision making process has been hard wired into our brain since the cave man days. When faced with danger stand your ground and fight or run as hard as you can, away from danger. Prospects may have the same fight or flight reaction when having a close encounter of the salesperson kind! Just like the caveman, the prospect’s brain reacts just as quickly. As a salesperson, you have exactly 4 seconds to make a good impression when cold calling a prospect. 4 SECONDS…That’s It! You may be asking yourself, what can I do in only 4 seconds to make a positive impression so the prospect doesn’t hang up. ESTABLISH YOU’RE WORTH LISTENING TO AS A SALES PROFESSIONAL. Here are the 3 characteristics you’ll need in order to be perceived as a Sales Professional worth listening too. You’re sharp as a razor You’re enthusiastic You’re an expert in your industry How can you establish this in 4 seconds….easily. Think back at a time when you were in a business meeting. In strolls the top producer. She’s enters with confidence, (sharp as a razor). A broad smile on her face as she enthusiastically […]

Sell the problem you solve

Sell the Problem You Solve Not Your Product.

“When you sell a man a book you don’t sell just twelve ounces of paper and ink and glue – you sell him a whole new life. Love and friendship and humour and ships at sea by night – there’s all heaven and earth in a book, a real book.” – Christopher Morley “Don’t sell life insurance. Sell what life insurance can do.” – Ben Feldman “It isn’t that they can’t see the solution. It’s that they can’t see the problem.” – G K Chesterton Sell the Problem You Solve Not Your Product. What do the above quotes have in common? The focus is on selling the solution instead of selling a product. And what do most salespeople lead with? A presentation focused on their product. It’s not the sales persons fault. It’s more than likely forced upon them by their employer. BUT… what do salespeople do during a presentation….most of the talking, instead of listening. A high performance salesperson asks good, pointed questions (probing) to uncover problems and needs. In the classic sales presentation, the salesperson actually listens 65% of the time and talks only 35% of the time. The vast majority of salespeople talk 80% of the time and only listen 20% […]

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Why My Pantyhose are in a Twist. Closed Mindsets.

I hate a closed mindset. If you resist trying something new, this article is for you. I’m ok if you ask my advice and I suggest something you’ve already tried and it didn’t work. Kudos to you for trying. What I can’t stand is when you ask my advice, have never tried it but you’re convinced it won’t work… for you. That’s being closed-minded. That’s Why My Pantyhose are in a Twist. Closed Mindsets.  Every week, I receive phone calls, emails or social media messages, asking different “what if” or “how to” questions from sales people. And there’s always one in the bunch that has a closed mind to every suggestion. When I ask back.. ”Have you ever tried this” the answer is NO. Then I follow with, “have you ever heard of this suggestion” and the answer is NO. BUT YET the next thing I hear is… ”But Christine, my situation is different.” Dude…we all think our situations are different, special and like no one else. You’re living in a closed mindset. As a kid, I’d try whatever anyone suggested when I wanted to succeed at something. I played trumpet. Lived for trumpet. Loved playing trumpet. My private teacher was […]

social-media

Social Media. Should You? Read Before You Dismiss This Article.

Before you dismiss this article on social media as one you don’t need to read…think again…because this article applies to you. I hear from so many people… “I don’t need to do social media..I’m not _____” (fill in the blank)…you know the lame story you tell yourself. Why am I on Youtube, LinkedIn, Instagram, Twitter and Facebook? It may surprise you as to why. And it may also surprise you to learn; I’ve been on social media for only a couple of years. But I’m glad I finally came around. It took me two years to learn what I now know about LinkedIn, YouTube, Twitter, & Instagram. I’m still learning about Facebook. I haven’t cracked that nut yet…but I will. So why spend so much of my time learning social media? Because it’s another tool I can use in my business to gain exposure. I don’t sell…I tell a story. Here’s the Social Media Scoop! Social media is not a get rich quick strategy that so many 20 year olds with no real experience claim they can teach. Yes, the snake oil salesman is younger and in different clothes selling their gimmicks. Those that got on the social media bandwagon […]