Wednesday, December 29, 2010

Do it Now

To be clear: I am not suggesting that every crazy thought that pops into your head should be acted upon immediately. I am suggesting, quite strongly in fact, that every crazy, and not so crazy, thought that pops into your head be very quickly examined and then, if validated, acted upon immediately. That's what the exceptional ones do. They act. They act thoughtfully and immediately. They table neither thought and research nor action.

Picture the mother lioness on a hunt. She doesn't go roaring after the first gazelle she sees no matter the distance. She measures the distance, vs. relative speeds; hers and the gazelle's. Once calibrated she creeps silently to close the gap...and then...she pounces! She makes her move. She determinedly acts to achieve her objectives, to serve her cubs. What she doesn't do because it's dinner time and her job is to provide it, say to herself, "you know, this is going to be a toughie. That gazelle looks quick. Maybe I'll go get my nails sharpened first and go after the next one." An average lioness might do that, but not a great one.

There are four homes on our street. Two of the four got their mail yesterday. The two that didn't hadn't shoveled a path to their mailbox after the "blizzard." The other guy is a top go-getter executive.

There's nothing great sellers would rather do than help as many people further their goals as possible. Procrastination, distraction and a lack of serious intent are maladies they don't suffer. Idea > Action. Prospect > Action.

They Do it Now!

Great Selling!

Happy to answer questions.

Love Your Work and Work Tirelessly
Communicate Honestly and Fearlessly
Serve, Don't Sell

Thursday, December 2, 2010

Re-building a Bridge is Really Tough Work

So...great sellers don't burn any.

The more sales calls you make today, the more people will tick you off. It's math. If you make ten sales calls a day and on average three of the clients (or target clients) get your goat; were you to up the number of calls to fifteen, one point five more (or the owner and his receptionist, to whom you are forbidden to show this post) will get Billy. The "tell" of an average seller after an unpleasant sales call is his exit speech and or posture by way of which he believes he is retaining his dignity. "The failure is all yours Mr. Buyer," is the communication. "No skin off my back!"

"You certainly are right young man, I'm so sorry. Come back real soon," says the buyer to himself.

Not! As my kids say.

Alternatively, the great seller says to himself, even better to his buyer, "I wish I had been more effective at getting you to try and let me help you. I know I can. I'll give us both a chance to reflect and try it again soon. You have a great day." Now when this sales star tries again, the call for the appointment goes something like this:

"Mr. Jones, remember me, the guy that bored you to death two Thursdays ago when we talked about..blah, blah? Well, I think I know how I failed you by so poorly communicating how I may help you. Can you risk another ten minutes? I'll bring the coffee. Tomorrow at nine OK?"

"Nine's tough. Can you do 8:30? And forget the coffee. We always have a fresh pot going."

Hey you can keep crossing the bridges to greater and greater success, or burn them. Your call.

Great Selling!

Love your Work and Work Tirelessly
Communicate Honestly and Fearlessly
Serve, Don't Sell
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Let me know if you need help.