Quite simply this is the backbone and epitome of what groundupSALES is all about. Whether your trying to lose 20lbs, own a Ferrari, be the next "it" celebrity, or trying to make ONE sale. Find your desired outcome then "fuh getta bout itttt!"
Research the process. Understand the process. Trust the process. Commit to the process.
DV
Have you ever been waiting for that prospect to call you back? Or had the "that sounds great, let me check my schedule" experience a customer gives you? C'mon you knowww the feeling. We've ALL been there! In your head your just like "dude I'm a human being, work with me here just give me something...No is better than nothing, right? Ha!
Here are TWO ways to stay in control and keep the process moving along.
Check back in Monday and Tuesday as I break down these two "keep the ball in your court" tips further.
DV
To Sell Is Human: The Surprising Truth About Moving Others by Daniel Pink
What I like best: The United States alone has approximately 50 million people listing "sales person" as their profession - quite amazing, indeed. Interestingly that is not enough for Pink as he suggests and backs with evidence that in today's society we're all in sales now! "Physicians sell patients on a remedy. Lawyers sell juries on a verdict. Teachers sell students the value of paying attention in class. Entrepreneurs woo funders, writers sweet-talk producers, coaches cajole players. Whatever our profession, we deliver presentations to fellow employees and make pitches to new clients. We try to convince the boss to loosen up a few dollars from the budget or possible the human resources department to add more vacation days," says Pink. A great book to shed light on a fresh approach to getting what you want - attunement, buoyancy, and clarity - Pink's way.
Best Quote: "The purpose of a pitch isn't necessarily to move others to immediately adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you."
DV
PS - I must note the BIGGEST reason I picked this booked up was due to the admiration I have for Daniel Pink's previous book DRIVE - must read!
Selling with the fear of no being a response is no way to sell at all. We should embrace the NO and despise the NOTHING response. How many times have you left a sales process open ended with hope, no real response at all or simply just to avoid that painful word no? For me too many times to count, ha!
No's are good because they give you a great opportunity to learn, they give you an opportunity to understand your pitfalls, they give a definitive end to THAT process, and they lead to YES's!
Nothing's are bad because they lead you on, they waste your time, they crush your energy, and they prevent you from engaging a new process with the same customer or prospect.
We ask our customers and prospects to be honest with us yet we neglect being honest with ourselves. Consider this next time you say to yourself, "oh yeahh, my pipeline is FULL."
Embrace the No. Despise the Nothing.
DV
Do you ever feel guilty about not going to the gym? Having one too many drinks? Eating that additional brownie? Spending in excess on a purchase? Or not even showing up? I know the feeling stinks but don't worry, you are not alone. We ALL experience setbacks, but the difference is in the VIEW!
Checkout the quote below. I pulled it directly from my upcoming audio groundupSALES!
DV
When the latest issue came out of my favorite magazine SUCCESS I was super pumped because I love the cover star, Michael Strahan. He is a super bowl champion, NFL Hall of Fame inductee, current host of Live! With Kelly and Michael, and bestselling author - Wake Up Happy: The Dream Big, Win Big Guide to Transforming Your Life. Quite a remarkable career but interestingly enough Michael is best known for something else.
Check the cover below. What is the first thing you notice? C'mon, your staring right at it...the GIANT gap between his two front teeth! He has used this imperfection to help define his personality and market himself as the Michael the world knows him as today. Truly admirable! What is that one unique quality in you? Don't shy away from it. Lean into it. Embrace it. Use it.
It is UNIQUE to you and is your BEST ally in a noisy world!
DV
Have you ever said to yourself - ah, well I'll just try it, might as well, right? I know I have! Tisk, tisk, tisk BUT after years of "toe dipping" I realized this important concept.
If you take something on then make sure you COMMIT yourself to that something otherwise you're selling yourself short, period. The WORST feeling! When you sign up for business endeavors, relationships - romantic, friendships, business - or even simple everyday tasks it is now your RESPONSIBILITY and OBLIGATION to perform your best.
I know accountability on a Saturday boo, boring! Haha - I get it, I get it. Look have that cocktail tonight, party with your friends and live in the moment - please do! Just remember now it's your DUTY to be present and perform your best.
DV
Never Eat Alone by Keith Ferrazzi
What I like best: If you want to learn how to meet and engage people from colleagues to celebrities this is the book for you. At it's core It is more than just a networking book, it is a RELATIONSHIP book. Keith contends that the true difference maker for the highly successful is the power of relationships BUT they didn't always have those relationships. They had to build them! Highlighting giving before receiving as the end all be all. "Real networking is about finding ways to make OTHER people more successful...by giving your time and expertise and sharing them freely, the pie gets bigger for everybody," says Ferrazzi.
At times you he has you wondering if he really does some of things he ACTUALLY suggests! However you quickly realize he is not kidding, ha! He truly embraces vulnerability which is something to absolutely admire.
Best Quote: "Today's most valuable currency is social capital, defined as the information, expertise, trust, and total value that exist in the relationships that you have and social networks to which you belong."
DV
In the legendary sales movie Glengarry Glen Ross, Blake (Alec Baldwin) is famous for teaching his young constituents to "always be closing." Seems like a great idea, right? Maybe, BUT I'm not crazy about the tension "closing" puts on a relationship so I prescribe to the ALWAYS BE REMINDING method.
Always be reminding means you continually REMIND your customers why they do business with you through your words, actions, and solutions. They regularly need to know and feel why they're YOUR customer.
It means you consistently REMIND your prospects why they should be doing business with you through your words, actions, and solutions. It means always be reminding EVERYONE of your character and value(s.) Don't forget about your loved ones they too need constant reminders of why they LOVE you - they're your support system!
Reassurance is comforting. Comfort is good for relationships. Relationships are good for sales.
Happy Selling!
DV
Lastly let's dig into the 3rd and final tip from - 3 Massive Ways to Improve The Way You Wake Up Tomorrow - prepare each day prior to going to bed. The trick is not to wait until morning - it's too late. Spend time listing EVERYTHING you need to do on a small sheet of paper. This is the mornings ULTIMATE stress relief.
Wake up with an actual plan NOT an assumed plan. (Oh I'll try to get to this today - No, no, no, you will get to it today because it's planned that you will!)
Provides tremendous amounts of certainty for what's a head tomorrow.
Enables you to sleep better.
Allows you to perform better.
Gives you a quantifiable tool for that days progress.
Number 5 is HUGE because I believe progress to be the single biggest motivating factor for getting s**t done - consistently! Weight loss, yes's in sales, you name it - progress is what it's all about baby!
"By failing to prepare, you are preparing to fail" - Benjamin Franklin
