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What is Your Relationship to Organization?
As a natural list maker, it still surprises me when I work with someone who relies solely on a daily to-do list and doesn’t use a calendar. Is that you?
A daily to-do list is an insufficient structure for organizing actions in time. They are good vehicles for prioritizing results per day…but using them exclusively fosters high stress and a narrow perspective…which is why I encourage using a calendar with at least a weekly view. It encourages a wider vision of the time allowed and the best tim…
June is…a good practice month.
It’s hard to imagine that less sales traffic would be a good thing…and yet it can be.
If traffic is off, you can spend more time with each opportunity and increase the chance to close and to close for bigger tickets.
What makes the difference is intention.
Intention to focus on creating an outcome with each and every opportunity. The intention is to sell it or schedule it. Not to sell it or follow up… to sell it or schedule it.
If you notice that you are not scheduling at least 20% of your…
Tuition or Commission?
Tuition or Commission?
It’s that simple…
Either you write it up now and get commission…or you make an appointment to sell it later.
Those are commission producing actions and results.
OR you DON’T get the sale or the appointment…and you LEARN something from it.
You learn something about yourself. You learn what you could have done or done differently.
For that outcome you need to want to get something from this interaction with…
PerformNow and One by One
If you are a regular reader, you know that I have a commitment to sales managers and how they effectively execute their job and elevate their team performance. My “Sell it or Schedule it” has a sales manager training component and I easily spend as much time training and coaching sales managers as I spend training and coaching salespeople.
It’s with that commitment that I have joined forces with David and Wayne McMahon and their PerformNow Sales Manager Performance Groups. There are…
The Final PR Word
P R
For Sales Professionals, everywhere…..
This is the last of four blogs in the series on PR words. How did the last blog about the buyer’s PRocess impact what you know about where your client/customer is in their decision making…and what you are able to complete and achieve with them today? Our final P R word is….
PRoduct(s)
- Based on what we have learned about their problem, what matters most to them, and where they are in their process, what are the best product solutions for them?
- H…
Respecting Time by Making Appointments
As part of organizing actions in time, establish pre-arranged appointment times for when they work best for YOU (scheduled at lower opportunity times for other, harder-to-control actions). Use the repeat feature on your calendar so that you hold those times week after week. When you offer an appointment time that is agreed to, send a calendar invitation that can be accepted and ‘saved for this event only’ from the series…leaving that spot open next week at the same time. Increase the opportuni…
Opportunities for Growth
Imperfections exist, and acknowledging and accepting that fact is helpful in order to move with them and through them.
When we accept them as part of the package, we can own them without defending, excusing, or avoiding…they just are.
From that point, we can expand our view and ask: How is this habit and behavior affecting me? How does it impact others? What do I gain from it and what does it cost me?
And we can choose new actions.
If you are in a sales leadership role, and you have …
Asking for Referrals
I must admit, as a salesperson this is one of my weaker areas. I GET a lot of referral business but it’s not because I ask for it. I can only imagine what would happen if I intentionally asked a happy client to refer me to someone they know who might use my assistance. So, don’t follow my lead on this.
However, I do work with people who are good at this and are generous to share what they do that works, which is what I will share with you.
ALWAYS give two business cards and say: “Here is…
Calling After Delivery
In home furnishings retail showrooms, we have done a poor job with this area; it is an industry shortcoming!
We even have a name for this action: a can of worms that shouldn’t be opened. Seriously. We treat it as something to be avoided at all costs.
And yet, I assert that we could raise our revenues by 10-15% with this action ALONE. And to do that, we need to align our expectations with what is likely to happen and upgrade our skill of managing it when it does.
What does that mean?
Ex…
Thank you notes
Call me old fashioned…no, don’t. Call me gracious and grateful…yes, do.
I have personalized thank you notes (gracias, www.crane.com) that I love to send… and I LOVE to receive thank you notes. And by thank you notes, I mean a handwritten note and envelope. Yes, that kind of thank you note.
A young woman at a seminar recently told me that she doesn’t think thank you notes are genuine…and when I asked her to explain, she said she never received a handwritten one, but rather a thank you email w…
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