Hugh and his redneck alter ego, Toby, talk about the fear of the telephone, especially making contact to ask for an appointment for a sales conversation. Toby, as usual is a really tremendous example of what NOT to do!!
CLICK HERE to register for the Jonathan Manske/Hugh Liddle teleseminar “Don’t Fear The Phone” on April 2, 2014 at 2:00 PM EDT/
Today I received an absolutely wonderful blogpost from the incomparable Seth Godin. So many salespeople still have the tragic habit of “showing up and throwing up” about their product or service rather than asking good, high-yielding, open-ended questions! Seth’s blog is a simple, effective example about how even children can have an effective sales conversation, simply by asking a question that evokes emotion. Here’s an excerpt from that blog.
“I thought I’d share a simple sales approach that in my experience consistently doubles the sales rate for Girl Scouts, at the same time it permits a more natural, humanistic engagement. Most Scouts are taught to memorize a fairly complicated spiel, one that involves introducing themselves, talking in detail about the good work that the Scouts do, and finishing with how the money raised goes for this and for that.
This is difficult work even for a professional, but for a kid talking to an adult, it’s frightening and unlikely to lead to a positive experience. The alternative?
“What’s your favorite kind of Girl Scout cookie?”
In less than ten words, all the Proustian memories of previous cookie experiences are summoned up. In one simple question, the power in the transaction shifts, with the Scout going from supplicant to valued supplier.
(And that’s the universal lesson here: A question that avoids a ‘no’, a question that starts a conversation, a question that opens the door to emotion… those are the questions that build careers and create value.)”
So do these three things if you want to be more successful in YOUR sales:
• Stop doing sales presentations, and start having sales conversations.
• Spend less time talking and spend more time listening to your prospects. Then give them what THEY want.
• Ask questions and offer value statements that evoke emotion in your prospects because buying is always done on an emotional, rather than a logical, basis.
CLICK HERE, and you can have a FREE subscription to Seth Godin’s blog!
This is not good strategy! Going through life in those states of consciousness is not good strategy either.
Positive psychology research shows us that our brains perform significantly better at positive than they do at neutral, negative, or stressed.
Your happy or positive brain is 31% more productive than your negative or neutral brain and 37% better at sales. It seems like the seven dwarfs knew what they were talking about when they told us to whistle while you work.
Being positive and happy increases your intelligence, creativity, resiliency, optimism, sense of well-being, energy level, vitality, and productivity.
So, job #1 should always be ~ get happy!!!
Simple and quick happiness boosters include:
Random acts of kindness
Music, humming, singing
Dancing and moving your body
Open posture ~ throw your arms wide open and look up
Remembering excellent experiences
Get Happy ~ Be Happy ~ Stay Happy
Jonathan writes a wonderful daily blog, titled A Daily Dose of Jonathan. It’s absolutely one of the highlights of my day to open my email in the morning and be treated to a positive message from this incredible human being! You can subscribe to Jonathan’s blog by CLICKING HERE! – Hugh
What can you do when business isn’t going well, you’re struggling financially and your back’s against the wall? Toby and Hugh have some advice for you!
CLICK HERE to apply for your FREE consultation with a Red Cap Sales Coach!
The late, great super-salesman, author and motivational speaker Charlie “Tremendous” Jones used to say that, “Five years from today, you will be the same person that you are today, except for the books you read and the people you meet.” The same quote has also been attributed to the legendary former UCLA basketball coach, John Wooden. Either way, the advice is fabulous, and oh so true. In this day and age of advanced technology, that truth can be expanded to what you listen to and what you watch.
You should be aware of a valuable resource available to you…and it’s absolutely, positively, 100% FREE!! Red Cap Sales Coaching’s Sales Chalk Talk radio program, which airs live every Tuesday night, is a treasure house of advice and information about sales, marketing, business and success. It’s fun, motivational and you’ll learn a ton! Past guests have included folks like, Bob Burg, Tony Alessandra, Scott Zimmerman, Mike Krause, Mark Sanborn, Brian Sullivan, Jonathan Manske and many, many more.
The best part is that you can access every one of the 78 shows and listen to them 24/7, any time that’s convenient for you.
You can CLICK HERE, scroll through the shows and pick the ones that would be most attractive to you and most beneficial to your business. What you’ll find will help make your next 5 years the most successful, productive and profitable years of your life!!
I love motivational stories, and there seem to be so many that come from the world of sports. We often focus on the competition, on the winners and losers, “The thrill of victory and the agony of defeat,” as Wide World of Sports used to say. Every now and again, though, a story comes along that has to do with people helping and supporting others, and to my mind, those are the most powerful stories of all. The most recent one comes from this year’s Winter Olympics in Sochi, Russia. In the cross-country sprint skiing finals this past Tuesday, an extremely rare interaction took place.
Anton Gafarov, one of the Russian skiers, took a nasty fall and broke a ski. It didn’t seem as though he’d be able to continue; certainly he couldn’t win now. Two incredible things happened then! First, Gafarov got up and tried to continue, determined to finish the race, even though he couldn’t win it. And for a moment it seemed that he wouldn’t even be able to finish…that broken ski just wouldn’t allow it.
And that’s when the second part of the story took place. Canadian cross-country ski coach, Justin Wadsworth did something that too seldom happens in sports or in life. He grabbed an extra ski, ran onto the course and helped Gafarov put the ski on. Incredible! A coach from a rival team helping and supporting someone who needed it! They never even communicated with each other verbally. One spoke only Russian, and the other only English. Gafarov finished the race…two full minutes behind the leader, but finished just the same. CLICK HERE to see more pictures!
Now, I’m not one of those guys who doesn’t think winning is important. Of course it is, in every area of life. It’s just that winning doesn’t have to be at the expense of giving others help and support when needed.
What’s the application to business and sales? I often see seminars and webinars with titles like “Crush Your Competition” or “Smash Your Competitors”. So many businesses tout their “secret’ techniques or formulas that nobody else knows about as part of their value statement. And I think What if I supported and lifted up my competitors and shared information with them instead? I have a goal to change the world’s attitude toward sales and salespeople. One estimate I read is that there are around 21 million salespeople in the world…and that doesn’t necessarily include every business owner, who also sells! Now maybe I’m being pessimistic, but I just don’t think I have enough time to get to all of them! So why try to “crush my competition,” when they can help me spread the word and reach my goal? There’s no scarcity of prospects in the world!
So let’s be on the lookout every day for ways in which we can come to the assistance of our competitors, give them a helping hand or a word of encouragement, share our wealth of resources and knowledge with them. Collaboration instead of competition. It could make all of us wealthy, and it’d be a lot more fun too!
Are you constantly bamboozled by the number of social media networks that you “should” be using to promote your business? Being spoiled for choice is not necessarily a good thing… in fact it’s a terrible thing. Having too many choices is psychologically proven to be very confusing for the average human brain. I, myself, am very average when it comes to coping with too many choices. I first discovered this when I went spear fishing with a snorkel and mask in the crystal clear, fish laden waters off the coast of New Zealand.
Please bear with me, this post is not actually about fishing; it’s all about making the best decisions for your business at any point in time.
When you fish with a snorkel and a spear, “time” is very precious, you only have so much time underwater before your breath runs out. If you don’t come back to the surface and regroup, you will actually drown.
Your breath could be seen as a metaphor for your businesses cash flow here. Unless you catch a fish (hook a client, or sell a product) in a set period of time, you are going to have to return to the surface and catch your breath or your business will soon cease to exist. Am I being overly dramatic?
Marketing your business is a serious activity, your time is limited and so firstly you must dive where the fish are. Secondly, in this noisy online world, it is imperative that you know exactly what kind fish you are after. Let me expand upon this metaphor by continuing my story.
I consider myself a good swimmer and I was a reasonable aim (Reasonable = like Billy the Kid) with my Hawaiian sling (a spear with a giant rubber band on the end of it) BUT there were two separate situations where I found it impossible to spear any fish.
1. When I dived in the wrong area.
Here there were either no fish at all, or the fish were very small and undersized. As an aside, it is actually dangerous to fish in these areas because they are often hunting grounds for sharks. Oh, how the “internet gurus” love to also hunt in these areas where the fish are small and they can swallow a multitude of gullible fish with a single gulp.
How often with our marketing online do we invest our limited resource (our finite breath) by fishing in an area where there are no fish or the fish (potential clients) are either too small to provide the required return on your investment?
Don’t hunt in these areas with your marketing lest you go broke or wish to be thought of as a shark.
2. When there were too many fish.
I know it sounds crazy but a school of fish does confuse a predator AND too many choices for marketing can be very bad news for an entrepreneur or business owner.
I discovered that I was a terrible spear fisherman when the water was richly laden with fish. As I dived down deep through the crystal blue ocean and the water around me danced with fish of all shapes and sizes and I simply couldn’t choose my target.
The fear and greed paradigm took over. Which fish was bigger? (Greed) What if I missed out on this to good to be true opportunity and had to return to surface empty handed and embarrassed? (Fear) It seemed impossible to miss in water so rich with fish, but I did miss — every time.
Is this happening to you with your business, are your marketing choices so rich that you are either too distracted to choose a target or are you too afraid to even aim and shoot?
The Best Way To Market Your Business
Conversely, I speared my best and biggest fish when I was in a calm area of the ocean trolling the surface with stealth; my mind was clear and relaxed and I was enjoying the warmth of the water. I wasn’t anxious and I wasn’t greedy, I was simply enjoying the process, doing what I loved.
That is when I saw him from the surface, a big fat Red Moki grazing on weed, happy in his habitat, oblivious to my prowling eye. I had chosen my spot based on where I knew the kind of fish that I was after lived.
At this point I must stop and say that this is where the spear fishing metaphor completely breaks down AS your prospective clients or customers should never be seen as victims, objects of prey or even prospects for that matter. They are in fact people just like ourselves, people for whom we are looking to work with and add value. They are potential partners in a fair and equal exchange and should be treated as such.
Anyway, back to the bottom of the ocean and there sat Big Red, filling his face, totally unaware of my presence. I tucked my hips, kicked my fins and surged down through the water, then, bada bing, bada boom! I had a big fish on the end of my spear. I returned victoriously to the surface with dinner for the evening.
How Do You Deal With All The Marketing Choices Facing Your Business?
Great marketing online or offline always involves limiting your choices. And limiting choices always involves making decisions before you even hit the water.
Understand this, it is an imperative that you restrict your social media marketing to the places where you will have the greatest effect, to the hot spots where your people live, breathe and feed.
Don’t say yes to every social network, in fact say “no” to most of them AND watch the pathway towards your marketing goals become clearer every day.
About Geoff Talbot: Geoff Talbot is the founder of a Creative Blog called Seven Sentences.com. He loves writing words that encourage creative people. You can CLICK HERE to subscribe to Geoff’s blog!