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If The “Dog Whisperer” Was Your Sales Manager
Controlling Toxic Behavior
In this day and age of hundreds of TV channels to watch as well as internet videos, I have found a particular show that I run across every now and then. I must say that this television series really fascinates my wife Julie and I. The show that I am talking about is called the “Dog Whisperer” and it features a gentleman whose name is Cesar Millan. This man who has a such a “magic touch” with our canine friends came, from humble beginnings growing up in Mexico before he eventually transformed into the mega-star he is today. He counts people like Will Smith and Jada Pinkett Smith as some of his closest friends.
Each week Cesar faces a seemingly out of control dog whose owners have given up on trying to train their pet and cannot cope any longer with this “toxic” behavior. These dogs are driving every one crazy, except one person. An that person is Cesar.
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Using Fear As a Barometer
Using Fear as a Barometer
Fear can disable the best of us. Many times the fear we face in service and sales situations start to make us create assumptions that lead us to dysfunctional behaviors. Sometimes the fear begins with finding a huge problem that the customer didn’t expect on a typical call. The problem is viewed as small or routine by the client but after you diagnose the whole system you find the problem is bigger than anyone anticipated. The fear that the client may think you are trying to sell them something they don’t need may paralyze some into covering up the problem instead of solving it.
Indeed service or sales people who fear things like the economy, high prices, their ability to sell, close or handle objections usually blame the fear itself which stops them in their tracks, instead of trying to sculpt an effective response to it.
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Great Sales Results Reside In The State Of “Now”
Living In the State Of Now
Most of the struggles that sales professionals have stem from the fear inside to take action at the critical time when it is needed. Fail to ask the tough questions about your competitor, the buyers expectation of pricing or even why people think they need your service and you will certainly crash and burn at the end. Or at best you will leave with a whimper instead of trying to help your buyer through objections they may have.
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9 Ways To Bust Any Sales Slump
What Is a Professional?
The difference between a REAL professional in any occupation and those who aspire to this status is not the talent level or even any of their great achievements.
The main difference in my opinion are the times when they struggle or find themselves in a slump. The true professional does not lose their enthusiasm when faced with a setback or challenge. On days when the normal person would rather call in sick, the professional shows up and gives the same effort they would give on their best days. What then do professionals do when they go into a slump or suffer a poor performance? They always go back to the fundamentals and remember the little things that mean a lot when the pressure is on.
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Weak Words Kill Sales
What Is Confidence?
Wikipedia describes confidence as “A state of being certain, either that a hypothesis or prediction is correct, or that a chosen course of action is the best or most effective given the circumstances.”
What is the value of confidence in your sales approach? It’s huge. If a customer doesn’t think you believe in either your diagnosis of the issues as well as the solutions you have created, they will not purchase from you. In essence, the first person who must be sold is YOU the service or sales person. You must believe in what you are telling a client or they will se right through you. I was recently doing a ride-a-long observation in the field with a service tech and what I witnessed was a pathetic string of verbal fumbling.
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FREE E-book: Business Case For Sales Training
Selling To Beancounters
I received a desperate sounding phone call last week from a sales manager at a service company in the mid-west. He informed me that he thought our material was great and that he wanted to send several techs to one of our upcoming Total Immersion Summits and 5-Week after coaching experience.
There Was One Problem
When he tried to raise the prospect of investing in sales training for the techs, sales people and himself the CFO of the company gave a host of reasons why they could NOT possibly invest in such a program at this time.
He called me to ask if their was a “business case” for sales training that he could present to the owner of the company to convince him that the “Bean Counter” was a bit off in his thinking. I then thought about it for a few hours and came up with this e-book below. Enjoy it and use it by all means to sell your company’s bean counter on this important message.
Click Below To Instantly download the Free E-Book
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Your Economy Improves When Your Sales Do
Your Personal Economy
What can you do to bust your personal recession? One thing for sure is that the economy always improves whenever a good service or sales person shows up at the door. The same is true of your personal economy. It always gets better when we create better results. Yes there are stories of carnage in the contracting industry with record numbers of businesses failing. But there is one thing to remember. This truth is undeniable. That truth is that a sale is never lost. It just goes to your competitor.
Because of this truth, ironically there are a few contractors who have grown enormously when they grab this seemingly “lost” sale. That’s right. When you lose an opportunity to capture a customer, you not only lose the customer and the money but your competitor is fueled by getting the immediate dollar and the long term relationship. A relationship that if managed correctly can result in between $30,000 to $50,000 in opportunity over the next 5 to 7 years.
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