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‘Positive Attitude’

Video

Prospecting Sales Tip #5: 3 Practice Techniques for Better Selling

Proper practice techniques are just one of the many topics I’ll be covering in my 90 minute webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, February 24th, 2011 at 12 Noon EST..

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Video

Prospecting Tips: #1 How Much Rejection Do You Need?

Rejection is just one of the many topics I’ll be covering in my 90 minute webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, February 24th, 2011 at 12 Noon EST.

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Blog

Never Give Up In Down Times

In my last entry, “A Recession Is Coming And I Can’t Wait!,” I wrote that recessions and down economic periods are the best times to do business because most of the competition gives up.

As expected, there were some very good comments. Normally, I would leave it at that; but one of the comments was so good, I wanted to make sure you all got to see it. It’s from a woman named Davida Roth and I think she sums up the prevailing attitude, because she’s on the front lines witnessing it. Here’s what she wrote:

Mr. Greshes

Thank you so much for this article. I am an Independent Consultant with Mary Kay Cosmetics and I’m finding that many Consultants in my area had already started to mentally close the figurative doors of their business due to their fears over the economy. Especially since the purchase of cosmetics and skincare is often made with discretionary/ disposable income and for some women it’s even a luxury purchase.

I didn’t know how to address their concerns and frankly was finding myself getting antsy and anxious every time I even heard a news report on the coming recession. Every "No" that I used to be able to brush off, now seemed to confirm my worse fears. Already, reading and re-reading this article has helped to bolster my flagging confidence and I’ll be able to encourage my sister Consultants as well.

Thank you for taking the time to write this post and of course for sharing it with us.

Does that sum it up or what? First of all, WE ARE NOT IN A RECESSION; and there’s a real good possibility there will not be one, but it doesn’t matter! As you can see from Davida’s comment, it’s our own fears that create these self-fulfilling prophecies.

Do you really believe, even if there is a recession, women will STOP buying cosmetics and skincare products? What about all the millions of women who go to work every day, will they stop wearing make-up or using face cream? Yeah, and I think I’ll stop showering because my water bills are getting too high. Sure, maybe they’ll use less or buy cheaper brands, but with so many salespeople giving up, there will be more business out there for the rest of them.

I’m sure glad my article posted at the exact right time and I was able to help Davida as she was about to succumb to one of the biggest obstacles in the world: negative people!

Don’t let negative people stop you. They’re just looking for an excuse to not have to try as hard. Your efforts to keep doing business while ignoring the nay-sayers are less likely to inspire them than it is to make them try harder to stop you, so as not to make them look bad. Your only solution is to tell them, “Either join me and come along for the ride or get out of my way!"

Blog

Great Salespeople Are Not Rip-Off Artists

Dan Giese has been a professional baseball player since being drafted by the Red Sox in 1999. But until two days ago, when he was called up to the Major Leagues by the San Francisco Giants, he had spent his entire career in the minor leagues.

In 2005, dealing with the frustration of not making it to the big leagues and having to support a family (his wife was pregnant with their first child), Dan Giese quit baseball and went to work selling cars at a Honda dealership in San Diego.

Unfortunately for Dan he found sales even harder than playing ball, which is why he’s back playing ball. However, a big part of Dan’s problem was that he had no conception of what it takes to be a good salesperson, or even what a good salesperson could be. Here’s what he had to say about his experience:

“I think I sold maybe five or six cars in two months, so I was probably going to get fired anyway," he said. "I was telling people, ‘This isn’t a good deal at all.’ Usually Honda buyers are young, like my age, so you know how much money they make. I couldn’t rip them off. I’m just not a salesman, I guess."

There are so many stupid assumptions in that quote, it’s hard to know where to begin. The first thing that jumped out at me was that Dan Giese believes a good salesperson is someone who rips people off. If you’re a regular reader of this blog you know that the most successful salespeople do it on repeat business and referrals. How much repeat and referral business do you think you’d bring in if you were ripping people off?

The second dumb assumption is that “Honda buyers are young, like my age, so you know how much money they make.” It’s obvious that Dan Giese didn’t do his homework (like great salespeople do). Off the top of my head I know three Honda owners who are my age or older (not young) and are in the upper income brackets. And here’s another question: Why does Dan assume that just because these people are young they don’t have very much income? Not everyone is a minor league baseball pitcher, struggling to scrape together a living. Some young people coming out of college make very substantial incomes; just the other day I heard of a hospital that was paying first year nurses $80,000 with a $20,000 signing bonus.

Honda has cars like the Fit and Civic that start at under $15,000. They also have cars like the S2000, Pilot and Ridgeline, which start at around $30,000.

There are far too many salespeople who only sell what THEY can afford, and assume that’s all the client can afford. Maybe, instead of assuming, Dan Giese should have talked to the prospects and asked questions about how much money they have, how much they earn, whether or not they believe their income will be going up in the next couple of years and then put them in a car that fit their income and cash flow. That’s what a great salesperson does.

I hope Mr. Giese works harder at succeeding in baseball than he did at sales. Otherwise his stay in the Major Leagues will be just as short as his time with Honda.

Blog

It’s All About Attitude

Two weeks ago, Linda and I were at the Outer Banks with my best friend Alan and his wife Jean. Their daughter, Sylvia, who will be 25 this year, was with us as well.

Sylvia works for McKinsey and Company, one of the world’s largest and most successful consulting firms. She started working for them a couple of years ago, not too long after graduating from college, with a Bachelor’s Degree in Business as a combination Office Manager/Gal Friday/Meeting Planner/Go-fer.

Whatever needed to be done, Sylvia did. There was no task too small; making sure the kitchen was stocked with food; that there was adequate office supplies; light bookkeeping; even loading, emptying and cleaning out the dishwasher.

Now most college graduates would complain about this. You would probably hear: “I didn’t go to college for four years to clean out a dishwasher.” But what they need to understand is that graduating from college doesn’t really qualify you for anything. It just guarantees for the employer that you can read and write (although some of the writing I’ve seen from college grads would scare the hell out of you).

When a company like McKinsey gives you a shot at getting in the door with an entry level job, you do whatever they ask and do it well, since the best way to get noticed is through your attitude, and that’s what happened to Sylvia.

Just recently, two directors at McKinsey were looking for someone to assist them with the implementation and administration of training programs, including online training. One of the directors had been visiting Sylvia’s office, right outside of Boston, and had noticed how well she did her job. She subsequently told Sylvia’s boss, “We want Sylvia.”

When the director met with Sylvia to tell her about the promotion (and very nice raise), the first thing she told her was, “We love your attitude. You never once complained about cleaning out the dishwasher!”

It doesn’t matter how you start, just get started. Get your foot in the door. There are no small jobs, only small people with lousy attitudes that all the degrees in the world couldn’t overcome.

Remember, you never know who’s looking, you never know what they’re looking for and what will catch their eye. But more often than not your attitude is what’s going to stand out.