By Jeff Shore
I don’t know what’s on your list of discomforts but I’ll share one of my own: networking. Just don’t dig it. Never have.
But it’s even worse than that: people who excel at networking kinda irk me. Jealousy, I suspect.
Perfect example: I was speaking at the International Builder’s Show and I was walking the trade show floor with my marketing director (and networking goddess) Cassandra Grauer. It seemed like she knew every other person we saw… “Cassandra!” “Melanie!” (kiss, kiss).
I marveled at her connections and incredulously asked, “How do you know all these people?” Cassandra replied, “Well, I …
By Tibor Shanto
Many adhere to the saying that goes “perception is reality”, no arguing that, but for sales professionals the mantra needs to be “Expectations are reality”. Regular sales people let their perceptions dictate their reality, and are often limited by their own perceptions, those of their buyers’, and of course the perceptions they glean from the pundits’. As a result they often settle for things they perceive, rather than achieving the things they can do given the right expectations.
I was working with a reps last week, helping him be more effective on the phone in the process of setting …
By Jeff Shore
Here’s the scene:
It’s the Monday morning sales meeting and 20 professionals are listening to a suit drone on about an administrative issue. You’ve been at this meeting, right? The kind of meeting that causes you to consider faking a cerebral hemorrhage just to have an excuse to leave?
You’re actively daydreaming (planning a vacation, thinking about lunch, wondering what stupid stunt Miley Cyrus will pull next) when the manager says, “OK, time for some objections training. Here’s the scenario: the customer is thinking about a purchase decision but at the last minute says to you, ‘I’d like to move …
By Robert Terson
Things happen in life; we call them events. You can line up ten different people and ask for their take on a particular event, and you’re going to get ten different reactions, which proves that Shakespeare was right when he said, “There is nothing either good or bad, but thinking makes it so.” In other words, my friends, it is never the event itself that matters; it is how you interpret the event that matters, how you view the event from your own personal, filtered perspective.
For example, when you get an objection from a prospect, is it an …
By Jeff Shore
A client of mine presented a difficult but common challenge this week:
“We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”
Her statement is based on the idea that a consistent flow of new prospects should translate into a steady stream of new sales. Oh, that it were so easy. The problem is that prospects and buyers are two different animals, and they are driven by two different motivations.
If you want to solve this riddle you need to burn this fact into your brain:
Pain Creates …
By David Tovey
“We are actors . . . we’re the opposite of people.”
~Tom Stoppard, Playwright
I’ve spent thousands of hours with business owners, salespeople and professionals who seem to change their persona when it’s “time to sell.” They go from being the normal person they usually are (the one their mom, partners and kids would recognise) and transform into some sort of selling machine. They take a deep breath, as if steeling themselves for battle, put on their jacket and say things like “Ok, let’s do this!”
They then hit the phone or go to selling meetings behaving like they think salespeople should …
I value the unexpected. I don’t want to be like every other salesperson I’ve ever met. I want to stand out in a way that is truly uncommon. Dan Waldschmidt is the king of the uncommon. In this One-on-One, I sat down with Dan and we talked about what makes a sales person unique, how we challenge the norm, and how we make bold decisions every day.
Dan Waldschmidt is a business strategist and a very popular speaker. Dan and his team help companies all over the world arrive at business-changing breakthrough ideas by moving past outdated conventional wisdom, social peer …
By Jeff Shore
I got a really cool handwritten note today from someone stating their appreciation for…
No wait, it wasn’t today. Maybe it was last week. No, I would have kept that and I certainly would have remembered. Was it the week before, or the week before that, or…?
Okay, I confess: I seriously cannot remember the last time I received a hand-written note other than a brief comment alongside a signature in a greeting card. A note where someone sat down with some blank paper and actually wrote something directly to me…forget it. That’s ancient history.
The handwritten note used to be …
I love the phrase that starts every episode of Star Trek: “…their continuing mission: to boldly go where no one has gone before.” It’s not enough to just go where no one has gone before. They want to boldly go. That’s what makes the show so interesting.
What would happen to you if you didn’t just go to work, but you boldly went to work? What if you not only lived your life, but you boldly lived your life? Sometimes the people who make the greatest difference in the world are the ones who do the ordinary things with boldness.
Would boldness make what you do on a daily …
By Jeff Shore
“We must all suffer from one of two pains:
the pain of discipline or the pain of regret.
The difference is discipline weighs ounces
while regret weighs tons.”
I was speaking at a leadership conference this last week when I did something stupid. (That statement will not come as a huge surprise to those who know me.) I caught my finger in a door while standing next to a client. The pain was excruciating and I recoiled quickly.
Then I did something odd: I assured the client that I was just fine and that it wasn’t that big of a deal. My …