by Jeb Blount, author of PowerPrinciples and host of the Sales Gravy Podcast
I once heard a wise Sales Vice President say that most salespeople are either just starting a new job or thinking about their next one. That may or may not be true however; if you are in sales you can be absolutely certain that sooner or later you will be looking for a new job. In fact the vast majority of Sales Professionals are changing companies every 24 to 36 months.
Sales is brutal. Companies are demanding more of their sales professionals and have less patience for slips in performance. If you are having a tough month or quarter, it will be harder than ever before to recover and keep your job. Add to this reorganizations, reconfigurations, commission policy adjustments, and management changes (recent studies indicate that the average tenure for sales management and leadership positions is only 18 months), and you have a recipe for sales turnover unlike anything we have ever experienced before. Some companies are facing turnover in excess of 100% annually. In today’s business environment, if you are a Sales Professional, you can be virtually certain that sometime in the next few years you will be looking for a job.
So given this information what is your best move now? Here are some tips:
Accept the fact that you will someday be looking for a job. Don’t hide from it. This is truly the most important thing you can do. Once you accept that you will be changing jobs at some point in the future you will more apt to prepare yourself in advance for that eventuality.
Keep your resume up to date at all times. This is surprisingly easy. Of course you must first create a resume. But once you have it on file schedule 15-20 minutes each month to review it, add any new accomplishments, trainings etc… Sadly, most people don’t think about their resume until they really need it and that is the worst time to develop a resume.
Get discovered. Here is the great news: there are not enough talented salespeople to fill the millions of sales jobs available across the globe. Recent surveys have indicated that sales is the most in demand profession worldwide and companies are sparing no expense to find you. The trick is, instead of looking for your next job, to get your next job looking for you. Here is what you do:
• Post your resume on Job Boards (of course we recommend Sales Gravy Jobs) and keep it updated. Most job boards will allow you to hide your personal data which will keep your current employer from spying on you. What is important to understand is that Executive and Corporate Sales recruiters use resume searches as their primary method for finding candidates.
• When an Executive Recruiter calls, call back. I’ve always been appalled at salespeople who ignore the voice mail messages and calls from executive recruiters. It doesn’t cost anything to listen to what they have to say and in the process you have an opportunity to connect with someone who may save your ass in the future when you find yourself on the street. Make sure to keep a file or database of every recruiter who calls, send them updated resumes, and whenever possible help them with candidates who fit their needs. Making a friend of an executive recruiter is one of the best moves you can make.
• Stay in touch. Obviously if you are in sales you know other salespeople. With turnover levels as they are many of the salespeople you know have probably changed jobs several times. Most of the salespeople you work with today won’t be at your company next year. However, most will still be in sales – just somewhere else. Stay in touch with the Sales Professionals you know. Keep up with their names and phone numbers, send them a holiday card, and call them from time to time. Why? Companies are always looking for salespeople and do you know who they ask first? Their current salespeople. You never know when your name might come up.
You can post your resume and GET DISCOVERED for free at http://www.salesgravyjobs.com
If you are a member of the Sales Gravy Community you can upload and update your resume from your private Sales Gravy Desktop.
Tuesday, February 19, 2008
Friday, September 21, 2007
Turn Your Haters Into Motivators
By Jeb Blount, Sales Podcast Host and CEO of Sales Gravy
In one of my favorite sales books, The Hired Gun, author Robert Workman explains that as your success increases so will the distain of people who resent and hate you for your accomplishments. As a top Sales Professional I’m sure you have had to combat and deal with the envy of others. Losers have always been quick to offer up jealousy as a tribute to excellence. Why? Because they wish that they could be like you and know that they never will be.
As an Elite Athlete of the Business World™ you bring in the sales that keep your organization in business. You get up every morning and give 100% of yourself, while the mediocre people in your company are usually only giving 50% themselves. Instead, they spend the remainder of their time playing politics and looking for ways to hinder high-achievers. They work hard to drag you down as a way to build themselves up. This seems illogical and ridiculous to top performers, and many, rather than deal with this insanity, will quietly exit their organizations. Sometimes these stupid games cause you to feel depression, self-doubt and feelings of isolation. But, it doesn’t have to be this way. In fact, with a little bit of focus, you can get the last laugh by turning your haters into your motivators.
Early this year while I was discussing my excitement over my new book PowerPrinciples, with a good friend, he said, with a very serious tone, “Jeb, you know there will be haters.” I brushed off his statement responding naively that I couldn’t understand how anyone would hate me for writing a book. But, to my surprise and disappointment there were haters and on more than one occasion I was forced to overcome obstacles dealt my way by these short-sighted people. Each time this happened I was initially discouraged but then with encouragement from friends, I bounced back more determined than ever. Soon I learned to welcome the ire of my haters. I found that I could channel their hate into motivation. By turning my haters into motivators my drive to succeed became stronger, my joy from accomplishment reached new heights; and, I got the ultimate revenge by achieving my dream.
Three PowerPrinciples for Turning Your Haters into Motivators
Keep Good Company: Your relationships have a direct impact on your belief system and attitude. Surround yourself with high achievers. When others try to pull you down your high achieving peers will support and encourage you to break through the hurt and win again.
Protect Your Belief System: As losers work to tear you down, your belief system may take a hit. You may even begin to doubt yourself and your abilities. A strong belief system is vital for success in sales. Make sure that you are listening to inspiration programs in your car, that you take time for prayer and contemplation and that you manage your self-talk.
Don’t Get Even - Get Better: When someone hurts you it is human nature to want to get even. Your body fills with energy and adrenalin for revenge. Take advantage of that gift of energy to invest in yourself to get better, stronger and become even more powerful in your skills. Remember, achievement is the ultimate revenge.
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In one of my favorite sales books, The Hired Gun, author Robert Workman explains that as your success increases so will the distain of people who resent and hate you for your accomplishments. As a top Sales Professional I’m sure you have had to combat and deal with the envy of others. Losers have always been quick to offer up jealousy as a tribute to excellence. Why? Because they wish that they could be like you and know that they never will be.
As an Elite Athlete of the Business World™ you bring in the sales that keep your organization in business. You get up every morning and give 100% of yourself, while the mediocre people in your company are usually only giving 50% themselves. Instead, they spend the remainder of their time playing politics and looking for ways to hinder high-achievers. They work hard to drag you down as a way to build themselves up. This seems illogical and ridiculous to top performers, and many, rather than deal with this insanity, will quietly exit their organizations. Sometimes these stupid games cause you to feel depression, self-doubt and feelings of isolation. But, it doesn’t have to be this way. In fact, with a little bit of focus, you can get the last laugh by turning your haters into your motivators.
Early this year while I was discussing my excitement over my new book PowerPrinciples, with a good friend, he said, with a very serious tone, “Jeb, you know there will be haters.” I brushed off his statement responding naively that I couldn’t understand how anyone would hate me for writing a book. But, to my surprise and disappointment there were haters and on more than one occasion I was forced to overcome obstacles dealt my way by these short-sighted people. Each time this happened I was initially discouraged but then with encouragement from friends, I bounced back more determined than ever. Soon I learned to welcome the ire of my haters. I found that I could channel their hate into motivation. By turning my haters into motivators my drive to succeed became stronger, my joy from accomplishment reached new heights; and, I got the ultimate revenge by achieving my dream.
Three PowerPrinciples for Turning Your Haters into Motivators
Keep Good Company: Your relationships have a direct impact on your belief system and attitude. Surround yourself with high achievers. When others try to pull you down your high achieving peers will support and encourage you to break through the hurt and win again.
Protect Your Belief System: As losers work to tear you down, your belief system may take a hit. You may even begin to doubt yourself and your abilities. A strong belief system is vital for success in sales. Make sure that you are listening to inspiration programs in your car, that you take time for prayer and contemplation and that you manage your self-talk.
Don’t Get Even - Get Better: When someone hurts you it is human nature to want to get even. Your body fills with energy and adrenalin for revenge. Take advantage of that gift of energy to invest in yourself to get better, stronger and become even more powerful in your skills. Remember, achievement is the ultimate revenge.
Jeb Blount is the author of PowerPrinciples and the CEO of SalesGravy.com, the fastest growing international networking community for the Sales Profession. Jeb is also the host of the top ranked Sales Gravy Podcast.
Take the next step in your Sales Career and join The Sales Gravy Nation today!
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Tuesday, September 4, 2007
The Lost Art of the Handwritten Note
By Cyndi Gundy and Jeb Blount
We’ve all experienced this moment. We pick up the stack of mail the postman just delivered. We scan the bills, flip through the pre-approved credit cards and mortgage offers and then we see it. There it is, in all its glory: the Holy Grail of snail mail - the handwritten note.
It’s the real thing. Blue cursive writing, a familiar name in the upper left hand corner, and a genuine, postage stamp! We smile with anticipation as we slowly open the envelope and pull out the handwritten note card.
Dr, Donald Clifton in his best selling book, How Full is Your Bucket ,said “Each of us has an invisible bucket. It is constantly emptied or filled, depending on what others say or do to us. When our bucket is full, we feel great.” That little note card tells us that someone was thinking about us – that they care about us. It feels great and for a moment we feel special and our bucket is full.
Technology and the speed of communication in the 21st century have made the personal handwritten note, a dying art. Most of us have to think really hard to remember the last time we got one. But this is good news for high performing Sales Professionals. You see, in this void, your simple, handwritten note will stand out. Your customers will remember you. Your friends will appreciate you, and the people in your network will feel more connected to you.
They will associate you with the good feeling they received when they pulled your note out of their stack of junk mail. And that association is powerful because it translates into customer retention, long-term relationships, increased sales, and ultimately more money in your pocket.
My good friend and master networker Paul James says that a handwritten note is a small touch that makes a big impact. I’ve often heard him remind others that in sales the little things count. With just a little extra effort, you will connect with future prospects, strengthen your business network, and build stronger personal relationships. When you send a short, handwritten note, you tell the recipient that they are important and you create a positive emotional experience that they will not forget.
Four PowerPrinciples for Gaining the Winning Edge with Handwritten Notes
Be Prepared: Develop the habit of carrying note cards and stamps with you at all times. Set a goal of sending 2-3 handwritten notes each day.
Time is of the Essence: Handwritten notes should be sent within 24 hours if you are thanking the recipient for something specific. Make it a habit to send a handwritten, thank you note after every meeting with a customer or prospect. Write the note before your next appointment and drop your notes in the mail box at the end of the day.
Ping Your Network: Develop a correspondence schedule, ensuring customers, friends, and your network are “touched” several times each year. Don’t forget to include your business card with your note. In fact, include two, one for your customer to keep and one to pass along.
Get Personalized Note Cards: Go to your local printer and invest in stationary with your name on it. You don’t have to break the bank to get a quality print job. Keep it simple. Use good paper, a conservative font, with your name engraved in black ink, and don’t forget the envelopes. Your unique, personalized notes will send the message that you have a commitment to excellence in everything you do.
In Jeb Blount’s new book PowerPrinciples he shows you the 5 Immutable Principles for Success in the 21st Century. Click here to get your copy now.
More resources for hand written notes:
The Art of the Handwritten Note: A Guide to Reclaiming Civilized Communication
The Sales Gravy Book Store
We’ve all experienced this moment. We pick up the stack of mail the postman just delivered. We scan the bills, flip through the pre-approved credit cards and mortgage offers and then we see it. There it is, in all its glory: the Holy Grail of snail mail - the handwritten note.
It’s the real thing. Blue cursive writing, a familiar name in the upper left hand corner, and a genuine, postage stamp! We smile with anticipation as we slowly open the envelope and pull out the handwritten note card.
Dr, Donald Clifton in his best selling book, How Full is Your Bucket ,said “Each of us has an invisible bucket. It is constantly emptied or filled, depending on what others say or do to us. When our bucket is full, we feel great.” That little note card tells us that someone was thinking about us – that they care about us. It feels great and for a moment we feel special and our bucket is full.
Technology and the speed of communication in the 21st century have made the personal handwritten note, a dying art. Most of us have to think really hard to remember the last time we got one. But this is good news for high performing Sales Professionals. You see, in this void, your simple, handwritten note will stand out. Your customers will remember you. Your friends will appreciate you, and the people in your network will feel more connected to you.
They will associate you with the good feeling they received when they pulled your note out of their stack of junk mail. And that association is powerful because it translates into customer retention, long-term relationships, increased sales, and ultimately more money in your pocket.
My good friend and master networker Paul James says that a handwritten note is a small touch that makes a big impact. I’ve often heard him remind others that in sales the little things count. With just a little extra effort, you will connect with future prospects, strengthen your business network, and build stronger personal relationships. When you send a short, handwritten note, you tell the recipient that they are important and you create a positive emotional experience that they will not forget.
Four PowerPrinciples for Gaining the Winning Edge with Handwritten Notes
Be Prepared: Develop the habit of carrying note cards and stamps with you at all times. Set a goal of sending 2-3 handwritten notes each day.
Time is of the Essence: Handwritten notes should be sent within 24 hours if you are thanking the recipient for something specific. Make it a habit to send a handwritten, thank you note after every meeting with a customer or prospect. Write the note before your next appointment and drop your notes in the mail box at the end of the day.
Ping Your Network: Develop a correspondence schedule, ensuring customers, friends, and your network are “touched” several times each year. Don’t forget to include your business card with your note. In fact, include two, one for your customer to keep and one to pass along.
Get Personalized Note Cards: Go to your local printer and invest in stationary with your name on it. You don’t have to break the bank to get a quality print job. Keep it simple. Use good paper, a conservative font, with your name engraved in black ink, and don’t forget the envelopes. Your unique, personalized notes will send the message that you have a commitment to excellence in everything you do.
In Jeb Blount’s new book PowerPrinciples he shows you the 5 Immutable Principles for Success in the 21st Century. Click here to get your copy now.
More resources for hand written notes:
The Art of the Handwritten Note: A Guide to Reclaiming Civilized Communication
The Sales Gravy Book Store
Saturday, August 18, 2007
Cold Calling - Nobody Likes It, Get Over It!
Face the facts. The vast majority of Sales Professionals despise and hate cold calling in all of it’s various forms: telephone, knocking on doors, direct mail, email, etc… Why?
That answer is easy: Cold Calling comes with a ton of rejection and rejection sucks! We are not supposed to take it personally but, despite all of the gurus and sales trainers who tell us not to take rejection in sales personally, most of us do. Then, we do what ever we can to avoid Cold Calling which for many of us has a negative impact on our career and income.
You can run but you can’t hide. At some point in your career you will be required to cold call. When you are new in your sales career Cold Calling will be your main mechanism for reaching out to potential customers and prospects. However, as you spend more time in your territory, over the years, Cold Calling will become a smaller part of your overall efforts to keep your sales pipeline full.
New Rep in New Territory = Lots of Cold Calling
Tenured Rep in New Territory = Lots of Cold Calling
Tenured Rep in Established Territory = Minimal Cold Calling
Regarless of your situation the one thing to remember is that Prospecting is about balance. If all you do is Cold Call or all you do is Network with Referrals you sub-optimize your sales funnel. A balanced approach in prospecting, utilizing several methodologies, is kind of like having a diversified investment portfolio. It keeps you from putting all of your prospecting eggs in one basket which optimizes your effectiveness in keeping your pipeline full and your commission checks huge.
Recently I ran across this series of Podcasts on Cold Calling that I found interesting:
http://coldcallingpodcast.com/MP3/CCP001_Introduction.mp3
http://coldcallingpodcast.com/MP3/CCP002_Direct_Numbers.mp3
http://coldcallingpodcast.com/MP3/CCP003_Working_Practices.mp3
http://coldcallingpodcast.com/MP3/CCP004_Dealing_With_Rejection.mp3
http://coldcallingpodcast.com/MP3/CCP005_Voicemail_and_Email.mp3
http://coldcallingpodcast.com/MP3/CCP006_Your_Opening_Pitch.mp3
Here are a few more resources your may want to check out:
Cold Calling Techniques: (That Really Work!) (Cold Calling Techniques)
Selling to Big Companies
The Complete Idiot’s Guide to Cold Calling (The Complete Idiot’s Guide)
Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
I’d Rather Have a Root Canal Than Do Cold Calling
That answer is easy: Cold Calling comes with a ton of rejection and rejection sucks! We are not supposed to take it personally but, despite all of the gurus and sales trainers who tell us not to take rejection in sales personally, most of us do. Then, we do what ever we can to avoid Cold Calling which for many of us has a negative impact on our career and income.
You can run but you can’t hide. At some point in your career you will be required to cold call. When you are new in your sales career Cold Calling will be your main mechanism for reaching out to potential customers and prospects. However, as you spend more time in your territory, over the years, Cold Calling will become a smaller part of your overall efforts to keep your sales pipeline full.
New Rep in New Territory = Lots of Cold Calling
Tenured Rep in New Territory = Lots of Cold Calling
Tenured Rep in Established Territory = Minimal Cold Calling
Regarless of your situation the one thing to remember is that Prospecting is about balance. If all you do is Cold Call or all you do is Network with Referrals you sub-optimize your sales funnel. A balanced approach in prospecting, utilizing several methodologies, is kind of like having a diversified investment portfolio. It keeps you from putting all of your prospecting eggs in one basket which optimizes your effectiveness in keeping your pipeline full and your commission checks huge.
Recently I ran across this series of Podcasts on Cold Calling that I found interesting:
http://coldcallingpodcast.com/MP3/CCP001_Introduction.mp3
http://coldcallingpodcast.com/MP3/CCP002_Direct_Numbers.mp3
http://coldcallingpodcast.com/MP3/CCP003_Working_Practices.mp3
http://coldcallingpodcast.com/MP3/CCP004_Dealing_With_Rejection.mp3
http://coldcallingpodcast.com/MP3/CCP005_Voicemail_and_Email.mp3
http://coldcallingpodcast.com/MP3/CCP006_Your_Opening_Pitch.mp3
Here are a few more resources your may want to check out:
Cold Calling Techniques: (That Really Work!) (Cold Calling Techniques)
Selling to Big Companies
The Complete Idiot’s Guide to Cold Calling (The Complete Idiot’s Guide)
Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
I’d Rather Have a Root Canal Than Do Cold Calling
Saturday, August 11, 2007
Traits of Highly Effective Sales Professionals
By Jeb Blount and Mary "B" Battaglia GRI, CRS
Have you ever noticed how some people seem to live a charmed life and others seem to have a dark cloud over their head all the time? I think we all know people like that. It has amazed me how those who think their life is tough, usually do have a continual series of bad circumstances or bad luck....but is it "bad luck" or are they creating the life they have? Of course, it works both ways; if you anticipate good things, they seem to happen.
This goes back to principles that I have heard throughout my life:
What you can conceive and believe, you can achieve.
Whether you think you can, or think you can't... either way, you are right.
What goes around comes around!
If you work hard, it will pay off.
Ask and you shall receive.
You will attract to you the things you identify yourself with.
I'm sure you can think of others, but here's my point. All the productive salespeople I have known have used beliefs like the ones above to form the foundation on which they build success.
Hard Choices
In the current real estate market agents are faced with a choice. Believe that they control their own destiny or believe that they have no control. For most it is easier to do the later. Everyday, faced with more bad news, many agents take the easy way out and just pack up and go home believing that they are the victims of bad luck and bad timing.
Top agents understand and believe that they control the future with the activity they do today. In their mind they can see success and they believe in themselves. And by the way, even in a down market they are still getting listings and still closing deals.
The choice to take control of your own destiny requires, faith, fortitude, and discipline. It will mean stepping beyond your comfort zone. However, the rewards are great and soon, your small leaps of faith turn into huge strides towards success.
Four PowerPrincples of High Performing Sales Professionals
Visualize Your Success: Top Sales Professional can visualize their success; they see it taste it, and touch it as if it were already there. They expect great things to happen and they believe that they will succeed, even in the face of set backs.
No Excuses: Top Sales Professionals consistently do the activities necessary to win. They are willing to do what less successful salespeople refuse to do.
See The Big Picture: High performing Sales Professionals know that they won't close every deal. They don't get side-tracked by small set-backs. Instead they stay focused on the big picture and have resolute belief that consistent activity over time leads to success.
Fanatical Prospecting: Highly successful Sales Professionals prospect relentlessly, and regularly. They never stop! They understand that prospecting excellence makes 90% of their problems disappear. With a fanatical focus on prospecting they've learned that competitors don't matter, timing doesn't matter and market down turns don't matter because they are complete control of their own future.
Jeb Blount is the award winning author of PowerPrinciples: Do you have the winning edge? and CEO of SalesGravy.com, The #1 Resource on the Web for Sales Professionals.
Have you ever noticed how some people seem to live a charmed life and others seem to have a dark cloud over their head all the time? I think we all know people like that. It has amazed me how those who think their life is tough, usually do have a continual series of bad circumstances or bad luck....but is it "bad luck" or are they creating the life they have? Of course, it works both ways; if you anticipate good things, they seem to happen.
This goes back to principles that I have heard throughout my life:
What you can conceive and believe, you can achieve.
Whether you think you can, or think you can't... either way, you are right.
What goes around comes around!
If you work hard, it will pay off.
Ask and you shall receive.
You will attract to you the things you identify yourself with.
I'm sure you can think of others, but here's my point. All the productive salespeople I have known have used beliefs like the ones above to form the foundation on which they build success.
Hard Choices
In the current real estate market agents are faced with a choice. Believe that they control their own destiny or believe that they have no control. For most it is easier to do the later. Everyday, faced with more bad news, many agents take the easy way out and just pack up and go home believing that they are the victims of bad luck and bad timing.
Top agents understand and believe that they control the future with the activity they do today. In their mind they can see success and they believe in themselves. And by the way, even in a down market they are still getting listings and still closing deals.
The choice to take control of your own destiny requires, faith, fortitude, and discipline. It will mean stepping beyond your comfort zone. However, the rewards are great and soon, your small leaps of faith turn into huge strides towards success.
Four PowerPrincples of High Performing Sales Professionals
Visualize Your Success: Top Sales Professional can visualize their success; they see it taste it, and touch it as if it were already there. They expect great things to happen and they believe that they will succeed, even in the face of set backs.
No Excuses: Top Sales Professionals consistently do the activities necessary to win. They are willing to do what less successful salespeople refuse to do.
See The Big Picture: High performing Sales Professionals know that they won't close every deal. They don't get side-tracked by small set-backs. Instead they stay focused on the big picture and have resolute belief that consistent activity over time leads to success.
Fanatical Prospecting: Highly successful Sales Professionals prospect relentlessly, and regularly. They never stop! They understand that prospecting excellence makes 90% of their problems disappear. With a fanatical focus on prospecting they've learned that competitors don't matter, timing doesn't matter and market down turns don't matter because they are complete control of their own future.
Jeb Blount is the award winning author of PowerPrinciples: Do you have the winning edge? and CEO of SalesGravy.com, The #1 Resource on the Web for Sales Professionals.
Wednesday, July 25, 2007
People Buy You: The Power of Confidence
By Jeb Blount
PowerPrinciples: Do You Have The Winning Edge?
Far too many salespeople believe that features and benefits, price, presentation, and marketing materials are the most important parts of selling. Unfortunately, none of these things close sales. Even if you sell the best products in your industry, at the best price, from the most reputable firm, you will never be successful if you cannot get your customers to like, trust and believe in you. In other words, to be successful in sales you must first get your customers to buy you.
One of the most important, and sometimes over looked, keys to getting people to buy you, is your confidence. Just think about it, do you enjoy being around people who lack confidence? Neither do your prospects and customers. We like to be around and associated with confident people because confident people look like successful people.
Your aptitude for developing confidence plays a critical role in your sales career. Unfortunately, as you well know, confidence is a complicated emotion involving many internal and external influences. Regardless, you can learn to develop and maintain confidence. However, it won't be easy and there will be many ups and downs. In fact, at times you will feel like you are in a catch 22. For example, if you are in a sales slump your confidence will naturally erode even though you will be required to regain your confidence to have any chance of emerging from your slump.
The good news for you is that you have the power inside of you right now to develop confidence, even if you don't feel particularly confident at this moment. The process of improving or building your confidence is as simple as your choices. You choose what to believe about yourself. You choose how you will approach your sales calls. You choose to invest in your mind, body and spirit. And, you make your career choices.
Just remember, people form relationships with other people, not products and services and people want to build relationships with people they like. When you are confident, when you hold your shoulders high and your chin up, and when your customers and prospects perceive that you have the ability to solve their problems, your pockets will quickly fill with gold.
Three PowerPrinciples for Building Confidence
Invest in Mind: It is a fact that we feel most confident when we have gained the knowledge and developed the skills to be effective in our sales career. Build your knowledge with 15 minutes of professional reading each day. Improve your skills by attending every training your company provides and going to outside seminars. And, even if you don't know everything don't be afraid to "fake it til' you make it."
Make a Change: Don't like your job, your product, your company or your industry? It is difficult to have confidence when you don't believe in your product or you don't believe your company can back up your promises. It is difficult to find confidence when you are in a sales job that doesn't fit your talents or you are in an industry that doesn't excite you. Perhaps it is time to make a career change or in some cases an attitude change.
Manage Your Beliefs: What do you believe about yourself and your ability to succeed? It is easy to find out. Just listen to your self-talk. You talk to yourself constantly. If you are saying things to yourself that are eroding your confidence you've got problems and you've got to stop. Find a coach or a friend who will help pump you up. Read inspirational books. Listen to inspirational audio programs. Pray. Get away from negative people. Do whatever works and what ever it takes to change your conversation with yourself and you will be amazed at how your confidence builds and your career prospers.
Have sales guestions? ASK THE COACH!
PowerPrinciples: Do You Have The Winning Edge?
Far too many salespeople believe that features and benefits, price, presentation, and marketing materials are the most important parts of selling. Unfortunately, none of these things close sales. Even if you sell the best products in your industry, at the best price, from the most reputable firm, you will never be successful if you cannot get your customers to like, trust and believe in you. In other words, to be successful in sales you must first get your customers to buy you.
One of the most important, and sometimes over looked, keys to getting people to buy you, is your confidence. Just think about it, do you enjoy being around people who lack confidence? Neither do your prospects and customers. We like to be around and associated with confident people because confident people look like successful people.
Your aptitude for developing confidence plays a critical role in your sales career. Unfortunately, as you well know, confidence is a complicated emotion involving many internal and external influences. Regardless, you can learn to develop and maintain confidence. However, it won't be easy and there will be many ups and downs. In fact, at times you will feel like you are in a catch 22. For example, if you are in a sales slump your confidence will naturally erode even though you will be required to regain your confidence to have any chance of emerging from your slump.
The good news for you is that you have the power inside of you right now to develop confidence, even if you don't feel particularly confident at this moment. The process of improving or building your confidence is as simple as your choices. You choose what to believe about yourself. You choose how you will approach your sales calls. You choose to invest in your mind, body and spirit. And, you make your career choices.
Just remember, people form relationships with other people, not products and services and people want to build relationships with people they like. When you are confident, when you hold your shoulders high and your chin up, and when your customers and prospects perceive that you have the ability to solve their problems, your pockets will quickly fill with gold.
Three PowerPrinciples for Building Confidence
Invest in Mind: It is a fact that we feel most confident when we have gained the knowledge and developed the skills to be effective in our sales career. Build your knowledge with 15 minutes of professional reading each day. Improve your skills by attending every training your company provides and going to outside seminars. And, even if you don't know everything don't be afraid to "fake it til' you make it."
Make a Change: Don't like your job, your product, your company or your industry? It is difficult to have confidence when you don't believe in your product or you don't believe your company can back up your promises. It is difficult to find confidence when you are in a sales job that doesn't fit your talents or you are in an industry that doesn't excite you. Perhaps it is time to make a career change or in some cases an attitude change.
Manage Your Beliefs: What do you believe about yourself and your ability to succeed? It is easy to find out. Just listen to your self-talk. You talk to yourself constantly. If you are saying things to yourself that are eroding your confidence you've got problems and you've got to stop. Find a coach or a friend who will help pump you up. Read inspirational books. Listen to inspirational audio programs. Pray. Get away from negative people. Do whatever works and what ever it takes to change your conversation with yourself and you will be amazed at how your confidence builds and your career prospers.
Have sales guestions? ASK THE COACH!
Wednesday, July 18, 2007
Invest in Your Mind
By Jeb Blount
Ghandi said, “We should live as if we will die tomorrow and learn as if we will live forever.” I’ve observed that Sales Professionals who continually exercise their intellect are happier, more motivated and much more successful than their peers. They take advantage of every training program their company offers and are always the first people standing in line when there is an opportunity to learn something new. They invest their own money in seminars and workshops to keep their skills updated and sharp. They subscribe to weekly e-zines, trade magazines, and sales publications to stay current on the trends impacting their profession. These Sales Professionals understand that by investing in the mind, they acquire the knowledge and skills required to outpace their competitors.
Almost everyone I talk to tells me that they want to be seen as one of the top performers in their company or industry, that they want to earn more money and that they want to feel more successful.
And, I always respond, that if this is what they truly want, they will need to increase their knowledge in order to become and expert at their craft and that reading is the fastest and most powerful means of increasing their knowledge.
There are thousands upon thousands of books and articles on the art and science of sales, personal development and leadership. I’m positive that at least some of these books sit on your bookshelf but have never been read. Do you desire to read them? Sure you do, you bought them with every intention of reading them, but you never have. It’s not easy to find time to read when you have a full time sales career, a family, friends, and all of the obligations of life. The thing is, when you don’t take time for professional reading, you quickly fall behind your competitors and ultimately give away your Winning Edge.
The problem for most of us though is that we look at all of those books and get overwhelmed. We think to ourselves, “How in the world will I ever get to them all? It’s just too much!” Then, because we are overwhelmed, we procrastinate.
As a Sales Manager, I discovered that there was a strong correlation between reading and sales success. Usually when I had a rep who was failing, I’d also find that they were doing no professional reading. One of my Sales Professionals, Jim, had the talent, skill and desire to be a superstar, but his numbers were suffering and he was losing confidence in himself.
I called Jim into my office and we discussed his predicament. Jim developed a detailed plan to get out of his slump. His plan included 15 minutes of professional reading each morning before he started his day. The results were off the charts. Jim won the top sales award that quarter and ended the year #1 on the team. He was subsequently promoted to Sales Manager, and then to Director of Sales. I spoke to Jim recently and he told me that he continues his reading routine today. He has become one of the leading and most knowledgeable professionals in his industry. He is viewed by his organization and the people who work for him as an expert. By reading just 15 minutes a day, Jim has read hundreds of books on sales, leadership, and business.
You see, Jim has learned that the secret to overcoming reading procrastination is to break reading into small doses. Just 15 to 30 minutes of professional reading daily will have an amazing impact on your life and your income. It is as easy as picking a time of day that makes sense for your schedule, block it out on your calendar, and keeping this appointment with yourself.
Fifteen minutes a day of professional reading adds up fast. Most people who make a commitment to this practice are shocked at how many books they go through. When I speak to groups I’ll often walk through the math just to make this point. Here’s how it works:
There are 52 weeks in a year. Assuming that we only do our professional reading on week days, and that we take two weeks off for vacation, we are left with 250 days for professional reading. If we multiply 250 days by 15 minutes that gives us 3,750 minutes or roughly 62.5 hours of professional reading in a year. Now, the average business or personal development book on the market today take’s the average reader about three hours to read. When we do the math (62.5/ 3) we determine that over the course of a year, when you read just fifteen minutes a day, you will read approximately 21 professional books.
For most, this is an astounding number of books. At every PowerPrinciples seminar, without fail, someone will yell out, “I haven’t read twenty-one books in my life!” Just look around you, the most successful people you know, the highest earners and the people we consider to experts in our society all read daily. And the reason why, is that everything you ever need to know about anything is contained in a book. Everything! If you want to out wit your competitors, improve your income, gain success with your investments or become an expert at all you have to do is read.
Reading just fifteen minutes a day will change your life. Over the years it will add up to a college education many times over. Get started today. Grab a piece of paper and write down five books you will commit to reading this year.
If you would like to get a list of some of my favorite books just end an email to jeb@salesgravy.com
Jeb Blount is the award winning Author of "PowerPrinciples", CEO of SalesGravy.com and produces the #1 Ranked Sales Podcast in the world.
Pick up your copy of PowerPrinciples today.
Ghandi said, “We should live as if we will die tomorrow and learn as if we will live forever.” I’ve observed that Sales Professionals who continually exercise their intellect are happier, more motivated and much more successful than their peers. They take advantage of every training program their company offers and are always the first people standing in line when there is an opportunity to learn something new. They invest their own money in seminars and workshops to keep their skills updated and sharp. They subscribe to weekly e-zines, trade magazines, and sales publications to stay current on the trends impacting their profession. These Sales Professionals understand that by investing in the mind, they acquire the knowledge and skills required to outpace their competitors.
Almost everyone I talk to tells me that they want to be seen as one of the top performers in their company or industry, that they want to earn more money and that they want to feel more successful.
And, I always respond, that if this is what they truly want, they will need to increase their knowledge in order to become and expert at their craft and that reading is the fastest and most powerful means of increasing their knowledge.
There are thousands upon thousands of books and articles on the art and science of sales, personal development and leadership. I’m positive that at least some of these books sit on your bookshelf but have never been read. Do you desire to read them? Sure you do, you bought them with every intention of reading them, but you never have. It’s not easy to find time to read when you have a full time sales career, a family, friends, and all of the obligations of life. The thing is, when you don’t take time for professional reading, you quickly fall behind your competitors and ultimately give away your Winning Edge.
The problem for most of us though is that we look at all of those books and get overwhelmed. We think to ourselves, “How in the world will I ever get to them all? It’s just too much!” Then, because we are overwhelmed, we procrastinate.
As a Sales Manager, I discovered that there was a strong correlation between reading and sales success. Usually when I had a rep who was failing, I’d also find that they were doing no professional reading. One of my Sales Professionals, Jim, had the talent, skill and desire to be a superstar, but his numbers were suffering and he was losing confidence in himself.
I called Jim into my office and we discussed his predicament. Jim developed a detailed plan to get out of his slump. His plan included 15 minutes of professional reading each morning before he started his day. The results were off the charts. Jim won the top sales award that quarter and ended the year #1 on the team. He was subsequently promoted to Sales Manager, and then to Director of Sales. I spoke to Jim recently and he told me that he continues his reading routine today. He has become one of the leading and most knowledgeable professionals in his industry. He is viewed by his organization and the people who work for him as an expert. By reading just 15 minutes a day, Jim has read hundreds of books on sales, leadership, and business.
You see, Jim has learned that the secret to overcoming reading procrastination is to break reading into small doses. Just 15 to 30 minutes of professional reading daily will have an amazing impact on your life and your income. It is as easy as picking a time of day that makes sense for your schedule, block it out on your calendar, and keeping this appointment with yourself.
Fifteen minutes a day of professional reading adds up fast. Most people who make a commitment to this practice are shocked at how many books they go through. When I speak to groups I’ll often walk through the math just to make this point. Here’s how it works:
There are 52 weeks in a year. Assuming that we only do our professional reading on week days, and that we take two weeks off for vacation, we are left with 250 days for professional reading. If we multiply 250 days by 15 minutes that gives us 3,750 minutes or roughly 62.5 hours of professional reading in a year. Now, the average business or personal development book on the market today take’s the average reader about three hours to read. When we do the math (62.5/ 3) we determine that over the course of a year, when you read just fifteen minutes a day, you will read approximately 21 professional books.
For most, this is an astounding number of books. At every PowerPrinciples seminar, without fail, someone will yell out, “I haven’t read twenty-one books in my life!” Just look around you, the most successful people you know, the highest earners and the people we consider to experts in our society all read daily. And the reason why, is that everything you ever need to know about anything is contained in a book. Everything! If you want to out wit your competitors, improve your income, gain success with your investments or become an expert at all you have to do is read.
Reading just fifteen minutes a day will change your life. Over the years it will add up to a college education many times over. Get started today. Grab a piece of paper and write down five books you will commit to reading this year.
If you would like to get a list of some of my favorite books just end an email to jeb@salesgravy.com
Jeb Blount is the award winning Author of "PowerPrinciples", CEO of SalesGravy.com and produces the #1 Ranked Sales Podcast in the world.
Pick up your copy of PowerPrinciples today.
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