Daniel Sitter uses a fabulous metaphor about "Baggage" in hurting a salesperson's sales efforts.
Read about it on Daniel's blog.
If you are a salesperson or independent professional or small business owner who sells, you'll want to know what baggage to leave behind and what to take with you.
Patricia Weber
The Sales Reluctance Coach
What is the area of sales of your greatest sales reluctance?
Take this sales survey.
Read more!
Showing posts with label self-improvement. Show all posts
Showing posts with label self-improvement. Show all posts
Tuesday, February 05, 2008
Monday, January 28, 2008
Taking the COLD Out of Cold Calling
My online friend and associate, Wendy Weiss, The Queen of Cold Calling, has a terrific program coming up. She is going to discuss cold calling and how she helps entrepreneurs, business owners and sales professionals – just like you – prospect fearlessly and schedule more new business appointments in less time.
The Cold Calling Free Preview Call is on February 5, 2008.
Prospecting is perhaps the most important skill that entrepreneurs, business owners and sales professionals must master to be truly successful. Let’s face it, without customers you don’t have a business, and without prospecting, you don’t have customers!
In this day and age there are certainly many avenues that one can take to reach prospects. No other avenue, however, is as powerful as the one-on-one, personal, direct connection that you can make with a prospect by having a great telephone conversation.
Outsmart and Outsell the Competition
On the telephone, you can instantly build rapport, gather information, show your expertise and move your sales process forward, all of this while your competition is still trying to get in the door.
Many people, however, struggle with prospecting by phone. The reality is that prospecting can be difficult, but it doesn’t need to be. The good news is that cold calling is a communication skill, and like any communication skill, it can be learned and improved upon. In working with my clients, many of them have practiced new skills and are thrilled to see their results change.
If you struggle with prospecting, you too can see amazing change and terrific improvement in your ability to connect with multiple new prospects on a personal level, and have them agree to sit down and have a further conversation with you.
The Cold Calling Free Preview Call is on February 5, 2008 and details can be found here:
http://www.profcs.com/app/?Clk=2250829
Don’t wait. This preview call is guaranteed to help, right now, regardless of your sales experience or background.
To your success!
Pat Weber
http://www.prostrategies.com
FREE Report: 6 Secrets to Sales Success for Introverts!
Through JAN 31 2008:
Get 2008 Calendar with Top 52 Coaching Thoughts! Read more!
The Cold Calling Free Preview Call is on February 5, 2008.
Prospecting is perhaps the most important skill that entrepreneurs, business owners and sales professionals must master to be truly successful. Let’s face it, without customers you don’t have a business, and without prospecting, you don’t have customers!
In this day and age there are certainly many avenues that one can take to reach prospects. No other avenue, however, is as powerful as the one-on-one, personal, direct connection that you can make with a prospect by having a great telephone conversation.
Outsmart and Outsell the Competition
On the telephone, you can instantly build rapport, gather information, show your expertise and move your sales process forward, all of this while your competition is still trying to get in the door.
Many people, however, struggle with prospecting by phone. The reality is that prospecting can be difficult, but it doesn’t need to be. The good news is that cold calling is a communication skill, and like any communication skill, it can be learned and improved upon. In working with my clients, many of them have practiced new skills and are thrilled to see their results change.
If you struggle with prospecting, you too can see amazing change and terrific improvement in your ability to connect with multiple new prospects on a personal level, and have them agree to sit down and have a further conversation with you.
The Cold Calling Free Preview Call is on February 5, 2008 and details can be found here:
http://www.profcs.com/app/?Clk=2250829
Don’t wait. This preview call is guaranteed to help, right now, regardless of your sales experience or background.
To your success!
Pat Weber
http://www.prostrategies.com
FREE Report: 6 Secrets to Sales Success for Introverts!
Through JAN 31 2008:
Get 2008 Calendar with Top 52 Coaching Thoughts! Read more!
Saturday, October 06, 2007
Intoverts Can't Lead? NO WAY!
INTJ is my Myers Briggs assessment for at least 20 years. Really. In that time I have: lead a sales organization of about 30 salespeople as sales manager; as president lead a women's business owner association with 150 members; as VP of Membership for another women's organization took the lead to get a directory online and I could literally bore you with these leadership roles.
I was reading Introverts versus Extroverts in which the author implies that only extroverts lead. Oh, there is one sentence eluding to that there are introverts who lead, "Some will lead in a realm that will be readily recognized, others will lead in their own quiet way."
I know I wasn't quiet in any sense of the word. Gee. I can remember one of my outside salespeople gifting me with contractor boots and note about "Kick Butt."
I think there are some cases that this is true that an introvert WOULD lead in an unassuming way. But to say that extroverts are going to be recognized as leaders and introverts will lead but not necessarily be known by doing - it's just not true.
What do you think?
Sign up to receive a FREE Report, FREE ezine and FREE Teleclasses from Pat Weber - America’s #1 Coach for Introverts, Shy and Reluctant People Who Sell at http://www.prostrategies.com.
Uncover your personality and #1 selling strategy with quick assessment tools at http://www.prostrategies.com/free/Type_Assess. Read more!
I was reading Introverts versus Extroverts in which the author implies that only extroverts lead. Oh, there is one sentence eluding to that there are introverts who lead, "Some will lead in a realm that will be readily recognized, others will lead in their own quiet way."
I know I wasn't quiet in any sense of the word. Gee. I can remember one of my outside salespeople gifting me with contractor boots and note about "Kick Butt."
I think there are some cases that this is true that an introvert WOULD lead in an unassuming way. But to say that extroverts are going to be recognized as leaders and introverts will lead but not necessarily be known by doing - it's just not true.
What do you think?
Sign up to receive a FREE Report, FREE ezine and FREE Teleclasses from Pat Weber - America’s #1 Coach for Introverts, Shy and Reluctant People Who Sell at http://www.prostrategies.com.
Uncover your personality and #1 selling strategy with quick assessment tools at http://www.prostrategies.com/free/Type_Assess. Read more!
Thursday, October 04, 2007
Self-Talk to Sales Success for Introverts
As introverts we spend a good deal of time in our own heads. Do you listen to your self-talk? What is your self-talk saying? How is your self-talk serving you? If your self-talk is more negative, and sounds like a snake’s rattle, it will scare you off from moving forward. This is poisonous thinking for people who are salespeople.
Most of us have reoccurring thought patterns which we repeat over and over again. Research shows that these repetitive thoughts create a neural pathway in our brain. If you have heard the term ‘limiting beliefs’, then you know it is negative self-talk over time that does this to your brain. The good news is that you can change the pathway.
Having a positive outlook and self-talk is a must have for salespeople. Yet, how is this possible if you are in a slump, just lost a customer or find yourself reluctant to even follow-up? How do you move away from the snake’s rattle?
Negative self-talk affects your emotions, which in turn affects your actions, and in the end can limit your sales performance.
Listen to yourself. Have you ever said something like “I don’t have what it takes”, “I didn’t deserve that sale anyway”, or “Why can’t I succeed?” The first part to change that neural pathway and shake off the snakes rattle is to recognize what you are saying to yourself, in particular what you say repeatedly.
Change your focus. Have an opposite and positive affirmation to replace the negative. Replace the thought “I don’t have what it takes,” with “I’m learning what works.” Instead of saying “I didn’t deserve that sale,” rephrase it to “I can learn from that experience.” The key is to say something to yourself that moves you in a more positive direction.
Challenge your thinking. You might want to ask yourself, “Is this thought beneficial to me now? What is underlying this negativity? How is it helping me? Or is it?” You want to be easy with yourself yet challenge the relevancy and benefit of such thinking.
James Lane Allen (1849 –1925), an American novelist, is credited with saying, “You are today where your thoughts have brought you; you will be tomorrow where your thoughts take you.” You could reframe Allen’s quotation with “Your sales results today, are where your thoughts today have brought you. Your sales results will be tomorrow where your thoughts take you.” Where do you want your sales results to be?
Put It Into Action:
- What one thought, one self-talk phrase, can you identify right now which you believe is the most negative one for you?
- What one thing can you plan do to when you next hear this negative self-talk? (Hint: Decide on an action that moves you to the total opposite thought.)
- Once you have a more positive thought in place of this working in your self-talk, what will that mean for you? Stay focused on this benefit for you.
Want more ideas for being the best introvert in business you can be?
Sign up to receive a FREE Report, FREE ezine and FREE Teleclasses from Pat Weber - America’s #1 Coach for Introverts, Shy and Reluctant People Who Sell at http://www.prostrategies.com.
Uncover your personality and #1 selling strategy with quick assessment tools at http://www.prostrategies.com/free/Type_Assess. Read more!
Most of us have reoccurring thought patterns which we repeat over and over again. Research shows that these repetitive thoughts create a neural pathway in our brain. If you have heard the term ‘limiting beliefs’, then you know it is negative self-talk over time that does this to your brain. The good news is that you can change the pathway.
Having a positive outlook and self-talk is a must have for salespeople. Yet, how is this possible if you are in a slump, just lost a customer or find yourself reluctant to even follow-up? How do you move away from the snake’s rattle?
Negative self-talk affects your emotions, which in turn affects your actions, and in the end can limit your sales performance.
Listen to yourself. Have you ever said something like “I don’t have what it takes”, “I didn’t deserve that sale anyway”, or “Why can’t I succeed?” The first part to change that neural pathway and shake off the snakes rattle is to recognize what you are saying to yourself, in particular what you say repeatedly.
Change your focus. Have an opposite and positive affirmation to replace the negative. Replace the thought “I don’t have what it takes,” with “I’m learning what works.” Instead of saying “I didn’t deserve that sale,” rephrase it to “I can learn from that experience.” The key is to say something to yourself that moves you in a more positive direction.
Challenge your thinking. You might want to ask yourself, “Is this thought beneficial to me now? What is underlying this negativity? How is it helping me? Or is it?” You want to be easy with yourself yet challenge the relevancy and benefit of such thinking.
James Lane Allen (1849 –1925), an American novelist, is credited with saying, “You are today where your thoughts have brought you; you will be tomorrow where your thoughts take you.” You could reframe Allen’s quotation with “Your sales results today, are where your thoughts today have brought you. Your sales results will be tomorrow where your thoughts take you.” Where do you want your sales results to be?
Put It Into Action:
- What one thought, one self-talk phrase, can you identify right now which you believe is the most negative one for you?
- What one thing can you plan do to when you next hear this negative self-talk? (Hint: Decide on an action that moves you to the total opposite thought.)
- Once you have a more positive thought in place of this working in your self-talk, what will that mean for you? Stay focused on this benefit for you.
Want more ideas for being the best introvert in business you can be?
Sign up to receive a FREE Report, FREE ezine and FREE Teleclasses from Pat Weber - America’s #1 Coach for Introverts, Shy and Reluctant People Who Sell at http://www.prostrategies.com.
Uncover your personality and #1 selling strategy with quick assessment tools at http://www.prostrategies.com/free/Type_Assess. Read more!
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