Blog

practice

GRATEFUL FOLLOW-UP

For many salespeople (including myself) follow-up is the weakest skill. It takes scheduling, organizing, and consistent action for follow up to be effective. It takes doing things you don’t want to do. It takes failing – a lot! – and trying again. It takes rigorous evaluation and measurement to improve and build the follow-up muscle. And it never, ever ends.

Whether cold or warm calls, managing web leads or referrals, follow-up is a skill and a practice of patience and persistence. It will ALWA…

Read more…

GRATEFUL SOLUTIONS

Consider the skill it takes to collaborate with a client/customer to find a solution that they can say ‘yes’ to. That skill takes practice to develop and a belief that the practice will enhance the interaction and the outcome. And that the practice of collaboration and problem-solving will lead to more effective outcomes.

If you are achieving that, it is because you chose to try something different… and were willing to be uncomfortable with the process (and yet trust it!) so that you could produc…

Read more…

GRATEFUL THINKING

In the season of Thanksgiving, I thought it might be helpful to bring gratitude to every element of the sales process and to see where we can expand our effectiveness. And since thoughts impact words and words impact deeds, it’s a great place to start.

Grateful thinking is a process and a practice that starts with prompts and reminders to begin building the practice. Personally, I notice that when I let my practice and structure lapse, my thinking follows, and I am not ‘operating’ from a place of…

Read more…

Practice – the rewards

I need to bring the topic back around to selling.

Ah, the practice of selling. It is a practice. There are so many elements: the practice of setting goals, the practice of connecting with strangers, the practice of asking discovery questions, the practice of presenting solutions to customer priorities, the practice of handling objections, the practice of asking for a commitment, the practice of being silent and still, the practice of follow up and outreach, the practice of organizing your bus…

Read more…

Practice – the resistance

There are times when I am writing or teaching or coaching that I need to check my “Imposter Syndrome.” Maybe it’s the syndrome or maybe it’s that I really don’t do what I am preaching at the level that my communication would indicate.

That’s how it is for me with practice. I must recognize my resistance and manage it, which includes accepting it as part of MY process of practice. Even when I want something, my ego will resist the actions needed to achieve what I want. And it’s sneaky.

I s…

Read more…

Practice - the practice

It sounds funny…but practice is a practice. Medicine is a practice…as are yoga and meditation.

Practice practicing. Some of that is thinking of practice as a repetition to develop a skill. Or through practice, to develop an understanding of the nature of practice…the emotions that are part of it, the stages to be experienced, the discomfort and awkwardness that is PART of the practice and of development.

Practice allows us to build a relationship to discomfort so that we can see it for w…

Read more…

Practice – the concept

Most of us would agree that to achieve excellence or to be good at something, we have to practice. Right?

We may have natural talent in an area of interest, but talent alone will only get us so far. To go beyond our innate skills, we’ve got to practice.

Conceptually, practice equates with something of interest. To invest the time to practice, we would need the desire to improve…to learn beyond what we know…to discover and expand our limits…to experience ourselves beyond who we know oursel…

Read more…

Who you gonna call?

Do you have your customers and prospects in a CRM or accessible and organized format?
Are your contacts stored somewhere that you can get to easily?

If you aren’t using a CRM program, you can get by with putting your contacts in Outlook or in an Excel or Google spreadsheet. You probably have systems in your computer (or the company does) that you can use to get started, so ask before you take on building something that might already be in existence.

For trade showrooms, begin to organize your…

Read more…

New Year’s....are you ready?

I hope you have made good use of this month to reflect on the past year and start to put pen to paper to create the new one. 

Have you completed your goals for this year? Did you make them 12-month goals or did you try to achieve them by Thanksgiving so that you can enjoy the holidays stress-free, with your loved ones?

  • What did you learn from this year that you don’t want to repeat next year? 
  • What new challenges await you? 
  • What are the areas you want to develop – business skills? Tec…

Read more…

GRATITUDE and CHALLENGES

It doesn’t take much effort to be grateful for the easy stuff…and we can forget even then.

It’s harder to be grateful for things that didn’t go the way we wanted them to go.

It’s harder to be grateful for the adversity itself and what the opportunity can teach us; a subtler more – dare I say evolved – experience of gratitude that for me that requires practice and effort. It takes work.

I have a solid practice of saying “thank you!” when I am happy with the results (I always say thank you when…

Read more…