The Eagle Blog: McKinsey's thoughts on jerks!

Hi Everyone,

Please read Kevin Dee's The Eagle Blog: McKinsey's thoughts on jerks! I downloaded the report Kevin mentions and look forward to reading it this weekend. His posting has inspired me to create a "no jerks in sales" day to ban nasty sellers and their techniques from our profession.

Remember, in sales, Nice Guys (and girls) finish first.

Dedicated to increasing your sales,

Colleen

Podcast on referrals

I recently recorded a podcast for www.saleopedia.com that has been receiving a great response. I'm not sure if you are a salesopedia subscriber so I thought I would forward you the link directly. (You should sign up for their newsletter, it's great!)

http://www.salesopedia.com/content/view/956/1/

In this podcast I discuss the advantages of referred leads versus cold calling, supporting my position with the hard sales numbers you really should know. I address why we don't ask for referrals, when and how to ask for a referrals, and I share specific tips on asking for referrals that actually work. You will also hear about my 'Advocacy Program' designed to manage your referral network more efficiently.

Be sure to listen to the podcast and start immediately applying the concepts during your sales day - everyday!

http://www.salesopedia.com/content/view/956/1/

Dedicated to increasing your sales,
Colleen

How many friends do you have?

Hi There,

Smart sales pros know that the size of your network is directly proportional to the size of your net worth. Networking, meeting new people, and contacts should be a daily part of your sales activity. Check out Harvard Business Review Online for a great posting about the power of networks.

While your at it....if you are a subscriber and want to "friend" me on facebook Go ahead. Just be sure to send me an email so I know who you are! I am always looking to expand my network and so should you.

Dedicated to increasing your sales,

Colleen

Another month of lukewarm sales?

Hi Sales Bloggers!

I wanted to let you know about a special offer presented to me from my publisher at Salesdog because I know you want to sell more -- a lot more. AND I don't want you to suffer through another month of lukewarm sales. You can learn what really works -- and what doesn't -- from North America's leading sales experts."Top Dog Sales Secrets" is a no-nonsense, high-energy, information-packed book that will teach you exactly how the top pros are selling more -- right now! Every day!

Click here to get started http://www.salesdog.com

Here's what readers are saying:
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"Top Dog Sales Secrets is a veritable "field guide" for anyone battling in the world of professional selling." – Mark J. Dougherty, Director, Financial Services, Co-Star

"An absolute must read for anyone wanting to improve their sales performance."– John Hetzler, Northeast U.S. & Canada Sales Manager, Hexion Specialty ChemicalsIt's your choice.

Get your copy of Top Dog Sales Secrets and watch your sales soar.

Dedicated to increasing your sales,

Colleen

P.S. When you send for your copy today, you'll also receive these three powerful bonus sales tools compliments of the publisher:

1. "Attracting More Customers: How to Create an Irresistible Elevator Speech" e-book (a $19.95 value) from sales strategist Jill Konrath of Selling to Big Companies

2. Special Report: "The Top 10 Voice Mail Blunders and what you can do to avoid them" (a $16.95 value) from telesales guru Jim Domanski of Teleconcepts Consulting

3. "Handling Objections" a 30-page workbook (a $6.99 value) by "The Growth Coach" Dave Kahle

Beating Procrastination

Accomplishing profitable sales often means overcoming our innate human need for immediate gratification and focus on tasks that have long term results.

Procrastination happens because we spend time trying to convince ourselves that the sales task will be excessively painful. The desire for most sales people to put off cold calling is driven from the believe that we will "suffer" painful rejection by making calls.

(NOTE: I chose to believe that not making sales and hence not getting paid is more painfull than not making calls.....)

However, the rewards of getting what you want, and accomplishing your goals - financial and personal make the pain, and the present moment sacrifice well worth the hassle.

Nando Pelusi PH.D (clinical psychologist) offers these suggestions for fighting procrastination:

1. Start Small. My yoga teacher used to push us by stating, "you can do anything, hold any pose for 2 minutes". He was right, AND the same applies to any business task you are currently avoiding. Use the 15 minute mark as a time frame. Make calls for 15 minutes, non stop with no interaction. You can do anything for 15 minutes. In most cases you will build such a strong momentum that you will continue at the task until its completed.
2. Challenge Yourself. Dispute the idea that you "can't do it" Often we learn by trial and error. And if you take a long range view, you'll find that you can do something you once perceived as difficult.
3. Keep Tabs. Write out your goals daily. You're most likely to stick to your plans if you monitor your progress towards your goal on a regular basis
4. Commit to others. Game theory in business calls this "Credible Threat". The idea is that if you tell others what you are attempting, you are more like to accomplish the task. The intrinsic motivation provided by others will make you more conscientious about getting it done.
5. Accept Incremental Progress. Dispute the idea that you need comfort and immediate reward. Getting rid of those ideas can refocus you on your long term goal.
6. Reward yourself. What gets rewarded gets repeated! Relax after a period of sustained effort. Professional athletes know that in order to play their best when it counts, they need to rest their bodies some of the time. In order for you to be at your emotional best, you need to rest your brain once in a while too.

Dedicated to increasing your sales,

Colleen

Motorcycle Momma's...and all that

Today is full of marketing and sales gems This just in from Cristi Cooke at Majority Marketing:

"According to the July 25th, 2007 article in the New York Times, Harley Davidson has identified the women’s market as their fastest growing segment and is investing heavily in capitalizing on it. According to the article, women will spend about $300 million on Harley bikes this year in the United States, not including accessories, riding gear and clothes. The article quotes Jerry G. Wilke, Harley-Davidson’s vice president for customer relationships and product planning: “the opportunities to cater to women are endless, and we will continue to do more.”

...considering I am a Harley woman I say "Ahem to that!"

what are you doing in your business to ensure you recognize all fast growing demographic segments. It might not be women, it could be overseas, Hispanic or youth. Every quarter you should reassess where you business is coming from and ensure you are addresses segments that might be growing. Ask yourself: How can I capitalize on this growth?

Dedicated to increasing your sales,

Colleen

I couldn't resist this story from HBR on line today.....

"Mattel has just launched its biggest new Barbie product since My Scene, an unsuccessful attempt to catch up with Bratz, in 2002. The new 4.5-inch doll (complete with interchangeable outfits) doubles as an MP3 music player, but more importantly is a device that, when plugged into a PC, provides instant access to the BarbieGirls.com website. The site is a virtual world where girls can create their own personalized avatar, play games, shop, chat, and even design their own apartment. "

Interactive Barbie....I guess rather than using your own imagination from now on you can have the computer create it for you!

Creativity and imagination are cornerstones of a great sales performance. Don't sacrfice developing yours....

Colleen