Selling Skills - How to "Get Lucky" by Controlling Your Actions
Selling Skills - How to "Get Lucky" by Controlling Your Actions
An example of control: you can decide when to give up. Yet most sales tend to be made by the most persistent – not the most gifted. Why do they clinch the greatest number of deals? Because they try harder; and by the time the Prospect is ready to say “yes”, the persistent are the only ones still talking to them!
Key ways to control your own actions:
# Consider occasions where you have been less successful than you wanted to be. Now, make a list of the things you could have said or actions you might have taken to gain a better result. Now, use that list the next time!
# Mentally play back some situations that went wrong because of something you said and did (often inadvertently). Now, stop the tape just before the crucial point. What could you have said or done to achieve the result you wanted? How can you give yourself another chance to do it right this time?
# Are you nervous about an up-coming call or meeting? If so, here’s a radical action to take when preparing. Ask yourself these two key questions: what’s the worst thing that could possibly happen? And, if it did, how can I plan to handle this? Once you’ve answered these two questions, you are ready to handle anything in that situation. And, don’t forget, 99 times out of a hundred the “worst-case scenario” never happens. Therefore, you’ll be asked to deal with something less worrying than those you’ve already learned how to stop worrying about!
# Be willing to “rehearse success”. Often, in preparing for meetings or calls, people only deal with what might go wrong, objections that might be raised etc. and that was covered in the previous point. However, if you want to be lucky, spend as much time rehearsing a successful outcome. Imagine a happy, nodding, smiling Customer – or a smoothly-run meeting. Take time to picture the actions you’ve taken to achieve this. Enjoy the feeling of getting it right. And, play this picture to yourself again and again Now, with optimism, you can cheerfully make that call or chair that meeting
Finally, consider what Langston Coleman said: "Luck is what you have left over after you give 100 percent"
Selling Skills How to Get Lucky by Controlling Your Actions - To learn more about this author, visit Gordon Veniard's Website.
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How many people do you know who hand over the control of part or all of their lives to others? Now, kids have to – until they are old enough to truly look after themselves. But, how many adults do you hear saying things like: “My boss forces me to…” – “I’ve got no choice because xxx wants this done”? Although these folk won’t (or can’t) admit it, they have given over control of part of their lives to someone else. Yet, in reality, they do have a choice e.g. refuse, resign etc. It might simply be a choice they don’t want to contemplate!
An example of control: you can decide when to give up. Yet most sales tend to be made by the most persistent – not the most gifted. Why do they clinch the greatest number of deals? Because they try harder; and by the time the Prospect is ready to say “yes”, the persistent are the only ones still talking to them!
Key ways to control your own actions:
# Consider occasions where you have been less successful than you wanted to be. Now, make a list of the things you could have said or actions you might have taken to gain a better result. Now, use that list the next time!
# Mentally play back some situations that went wrong because of something you said and did (often inadvertently). Now, stop the tape just before the crucial point. What could you have said or done to achieve the result you wanted? How can you give yourself another chance to do it right this time?
# Are you nervous about an up-coming call or meeting? If so, here’s a radical action to take when preparing. Ask yourself these two key questions: what’s the worst thing that could possibly happen? And, if it did, how can I plan to handle this? Once you’ve answered these two questions, you are ready to handle anything in that situation. And, don’t forget, 99 times out of a hundred the “worst-case scenario” never happens. Therefore, you’ll be asked to deal with something less worrying than those you’ve already learned how to stop worrying about!
# Be willing to “rehearse success”. Often, in preparing for meetings or calls, people only deal with what might go wrong, objections that might be raised etc. and that was covered in the previous point. However, if you want to be lucky, spend as much time rehearsing a successful outcome. Imagine a happy, nodding, smiling Customer – or a smoothly-run meeting. Take time to picture the actions you’ve taken to achieve this. Enjoy the feeling of getting it right. And, play this picture to yourself again and again Now, with optimism, you can cheerfully make that call or chair that meeting
Finally, consider what Langston Coleman said: "Luck is what you have left over after you give 100 percent"
Selling Skills How to Get Lucky by Controlling Your Actions - To learn more about this author, visit Gordon Veniard's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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