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Process

Structures and Support

“I don’t write goals, but I have them in my head.”  What??
If you’ve heard yourself say that, challenge its efficacy: DID you really achieve the goal? Did you even have one? Or is that something you say to avoid the responsibility of making a commitment and then taking the actions to achieve the goal? 

Some facts about goals: 

  1. You need to write them down. The action of thinking it through and articulating what you want is powerful and part of the process.
  2. Put your goals somewhere that yo…

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Actions Matter

Actions repeated create habits. 
Actions are the only things that create results (not feelings or intentions or circumstances).
I often review goals that have action plans that are ‘insufficient for goal achievement.” What I mean by that is that the actions might have a value of $750K when repeated…which is GREAT…except that the goal is $1.1m. That’s not great. Make sure that the QUANTITY and the QUALITY of your actions are sufficient for the desired results. If you are not on track with your …

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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…

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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…

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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…

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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…

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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…

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Asking…enough… Questions

How do you know if you have asked enough questions?
What is it you want to know? And are you asking the questions that will find that out?
As salespeople, we can all expect to learn more and ask better questions as we continue to develop our skills.
One of the clues that you are not asking enough questions is that objections arise when you try to close. What are the objections that consistently come up for you?

Or equally important, do you know where your buyer is in their buying process…

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Asking Confirming Questions

This step leads back to the first blog on this topic…assessing versus assuming.

Confirming questions solidify what was discussed and even decided, by asking a question that removed any doubt. As an example, a salesperson is working with a customer and asks them if there is anyone else who wants to participate in the project…as a way of identifying the decision-maker. The customer says, “I make the decisions about furniture.”

We all know that there are several elements to consider in making…

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Asking Summarizing Questions

Summarizing is a questioning step to see if we are accurate, in alignment, and on track. It’s a good step when the conversation is going on too long, is getting confusing (or going into areas that are less important), or when YOU have gotten distracted by too much time spent or too many details and distractions.

It’s simple: “Let me see if I understand…” then review what has been agreed to. Not every detail, just what has been agreed to.

If there is anything that is outstanding and needs…

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