Some people are just connectable. I happen to be one of them. I like meeting people; I like helping people and I’m not afraid to ask others for help. There’s not room for a big ego when it comes to sales success.
The easiest way to smooth an introduction to a prospective client is through a mutual connection. If you are lucky enough to find you have a connection to someone you need to call, ask for an introduction.
Yesterday I asked for such a favor, and the recipient of my request sent a very…
Continue
Added by Melanie Morris on May 19, 2009 at 11:07pm —
No Comments
I’m a firm believer that in order to serve, you have to have a full cup. The best sellers see themselves as servers and seek to meet the needs of others. It’s far harder to do this if your own needs are not met first.
In Outliers, Malcom Gladwell discusses the environmental factors in success. Among them is the foundation provided by great parents and if you are among the lucky to have come from great parents, be sure to take the time to honor them and be grateful.
You have some time to prepar…
Continue
Added by Melanie Morris on May 17, 2009 at 12:10pm —
No Comments
“If I don’t have it, you don’t want it.” This was spoken by a fellow attendee at the eWomen’s Network meeting today.
Isn’t that terrific to be so sure of your product offering to say, if I don’t have it, you don’t want it. Man that’s powerful.
There are a lot of ways to respond to a customer that says they want a lower price, a different grade, or somehow they seek something that you know to be inferior to what you provide. You have a choice. You can match price, but that’s no sign of customer…
Continue
Added by Melanie Morris on May 17, 2009 at 12:09pm —
No Comments
I’ve spent the past 21 years in the same position, with the same company, in the same office. Despite title ascension, I’ve done pretty much the same thing for over two decades in the same location. This circumstance has a way of making one feel like they know all the answers. This type of thinking will bury a salesperson faster than just about any other bad practice.
One of the key elements to being a successful seller is the ability to always keep listening, learning and see the world through…
Continue
Added by Melanie Morris on May 9, 2009 at 4:53pm —
No Comments
Recently I had a networking attempt backfire on me miserably. How could this happen? I reach out to new people every single day, either by phone or in person and this rarely happens. But this incident left a lasting impression and it was my fault, although I didn’t think so at the time.
Having recently accepted a new position in a field I never heard of a month ago, with a high risk compensation structure (all commission), I’ve been anxious to validate the choice I’ve made. In my haste to be co…
Continue
Added by Melanie Morris on April 26, 2009 at 11:07pm —
No Comments
Recently I had a networking attempt backfire on me miserably. How could this happen? I reach out to new people every single day, either by phone or in person and this rarely happens. But this incident left a lasting impression and it was my fault, although I didn’t think so at the time.
Having recently accepted a new position in a field I never heard of a month ago, with a high risk compensation structure (all commission), I’ve been anxious to validate the choice I’ve made. In my haste to be co…
Continue
Added by Melanie Morris on April 26, 2009 at 11:06pm —
No Comments
After just completing Jeffrey Gitomer’s Little Red Book of Selling, I wanted to share what I found to be most valuable reading. It ends with a list of the top ten qualities of a very successful salesperson, in her opinion. Here are my favorites from that list:
Have a contagious positive attitude. Whatever attitude you have will be contagious, so make sure it is a positive one.
Be excited about the prospect of helping others. No one wants to be sold, but everyone likes to buy. Work to see what’…
Continue
Added by Melanie Morris on April 10, 2009 at 9:37pm —
No Comments
A man’s mental attitude in respect to defeat is the factor of major importance in determining whether he rides with the tides of fortune on the success side of the River of Life or is swept to the failure side by circumstances of misfortune. Source: Napoleon Hill
What does this mean? More tritely stated, what doesn’t kill us makes us stronger.
If you are unemployed and are spending your time visiting career networking groups to any degree, chances are you keep hearing about the importance of m…
Continue
Added by Melanie Morris on April 10, 2009 at 5:27pm —
No Comments
High trusters are not naive, but rather have an intelligence that permits them to distinguish between the trustworthy and the untrustworthy. The low trusters do not trust others because they do not have this capacity, and play it safe by saying no to everyone. Their social life is poorer. A certain degree of suspicion is healthy and wise. But when it forms part of our character, becomes our worldview and turns into muscular tension, then it becomes a hindrance. Source: The Power of Kindness
I’v…
Continue
Added by Melanie Morris on April 1, 2009 at 2:29pm —
No Comments
Yesterday I attended a career networking meeting. I was a first timer. This was an invitation only group, so I was there as a trial member. When I arrived, I enthusiastically greeted the leader, thanked him for allowing me to attend and said I was glad to be there. He responded by saying, “No you’re not.” “Actually”, I replied “I am.”
This was an opportunity to meet a roomful of new professional contacts. Who knew what might be waiting for me in that room? Maybe a new friend. Maybe a great new…
Continue
Added by Melanie Morris on April 1, 2009 at 2:26pm —
No Comments
This sales philosophy was recently recommended to me so I made it a goal to find out what Spin Selling is. Spin Selling is most effective in large ticket sales. The four key elements refer to the type of questions asked during the sales process: Situation, Problem, Implication and Need-Payoff.
Situation questions are necessary, but must be put to limited use because they risk boring the customer. Green sellers ask more situation questions. Examples: do you make buying decisions? what are your a…
Continue
Added by Melanie Morris on April 1, 2009 at 2:25pm —
No Comments
My current occupation is looking for employment. I’m a professional networker. Can I call myself a professional when I’m not getting paid to do this?
I’ve never had more fun than what I am experiencing right now by talking to new people every day. Cold calling? No problem. You’re a CEO? No problem. You’re a sales guy? No problem. You just started working there and don’t know where the pencils are yet? No problem. Everyone can be a valuable asset to your professional network, if only you open yo…
Continue
Added by Melanie Morris on April 1, 2009 at 2:23pm —
No Comments
