Archive for passion

Overcome Your Fear Of Sales And Selling

Fear stops you just when you need to take that next step.
The one that is going to make a difference in your business and your bank account.

For most of us, the fear comes from two very real places.

The fear of rejection – that someone will confirm that our work, our stuff isn’t good enough.
Secondly, the fear that we’ll offend or be seen as pushy, self-promoting and greedy.

But what if you shifted your lens ever so slightly?

Can you for a moment, embrace the possibility that what you fear isn’t really sales or selling at all?
I’m not saying your fear isn’t real.
I’m not telling you to just get over it (as if that ever works) or ignore it and do it anyway.
What I’m asking is for you to be willing to look at the issue with a new perspective.

I decided to check with a few experts on the subject.

I asked them to define sales and selling.
Here is what they had to say.

Seth Godin

“The salesperson’s job: Help people overcome their fear so they can commit to something they’ll end up glad they invested in.” Taken from his post titled: Selling vs. Inviting
Seth Godin has written thirteen books that have been translated into more than thirty languages. Every one has been a bestseller.

Carol Roth

“Sales has evolved: it used to mean trying to convince someone that they needed your product or service.  Nowadays sales (or at least effective sales) is about listening to customers or potential customers and educating them on how you can meet their needs and pain points.”
New York Times best selling author of The Entrepreneur Equation. Carol Roth has worked with hundreds of companies on all aspects of business and financial strategy.

Tom Hopkins

“Professionally using a person’s desire to own the benefits of your product, then blending your sincere desire to serve them in order to help that person make a decision that’s truly good for them.”
Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike.

Pamela Slim

“Sales is delivering a solution you are passionate about to a customer who finds it the perfect resolution to her problem.”
Pamela Slim is a seasoned coach and writer who helps frustrated employees in corporate jobs break out and start their own business.

Bob Burg

“I’ve heard a number of definitions of sales, and many are excellent. So, while mine is far from the only definition, it would be: Sales: “Helping someone to own what they want, need or desire.”
Co-author of the national bestseller, The Go-Giver, Bob shares information on topics vital to the success of today’s business person.

Steve Kloyda

“If you had the cure for cancer, how many cancer patients would you approach each day and ask to purchase your cure? As many as you could! Sales is real simple. Identify a problem and provide a solution. A professional sales person helps a prospect or customer make a decision that is good for them and always leaves that person better than they found them.”
Founder of The Prospecting Expert, Steve helps his clients attract more prospects, retain more clients, and drive more sales.

James Clear

“You can’t make anyone take a certain action, but you can make it much easier. That’s what sales and “selling” is all about. In my experience, there are two pieces to the sales puzzle. First, you need to make it known that you’re selling something. Interestingly, the first part is the one that drives most people away because it makes them feel “awkward” or “scammy” to push a product or service. But the reason the feel that way is because they don’t understand the second part of sales, which is the psychological piece. You need to understand the psychology of buying a product in order to sell it. You need to get to know your customer, get inside their head, discover their problems, needs, and desires. If you do that, then you’ll realize all of the ways you can help you customer by selling to them and you’ll help them realize the benefits as well. That means more sales for you and more benefit for the customers — all while sleeping soundly at night.”
James runs the Passive Panda website making it easier for you to earn more money every day.

The common thread?

Selling isn’t something you do TO someone, it’s something you do FOR them!

Each definition mentions the customers best interest.
Selling includes things like listening, serving, solving.
Shifting to that perspective opens the possibility of helping not pushing; conversations instead of convincing, being a welcome resource.

Here’s my definition.

“Making an offer and giving someone the chance to say yes!”

Now, it’s your turn. How can embracing a new definition of sales help you? Leave your comments below.

What You Do Today Matters SoundAdvice Sound Bite

There Is No Someday:

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Today’s Sound Bite is inspired by a conversation I had with Sandi Amorim of Deva Coaching. Today is my someday!

Kid Rock and Marianne Williamson Tell You Why You’re An Expert

You know what you know.

You’ve spent the better part of your adult life learning and sharpening your skills. Time, talent and energy invested bring you to where you are today. Why is it then, you are so reluctant to claim it?

Expert Defined: A person with special knowledge or ability who performs skillfully

That’s you. That’s me. You’re an expert at what you do; what you know. You bring your special style and flavor along with your knowledge, experience and skill. It’s time to quit hiding. Being modest and doesn’t mean denying who you are and what you know.

As Kid Rock says:  ”It’s aint’ braggin’ m*therf*cker if you back it up.”

I know you can back it up and then some!

You downplay your expertise. Sometimes out of modesty, but sometimes because you don’t want to draw the line in the sand, take a stand and say “This is who I am, what I’m good at and why you should care.
The why you should care, is the most important part (of course) but you have to be clear about the who and the what if you want anyone else to care about the why.

One final distinction:

Being an expert doesn’t mean you know every single last thing there is to know in your field. It doesn’t mean that you are the worlds best or most qualified person in your area of expertise. Skills and knowledge and abilities are not absolutes. There is no zero sum game to win.

Another’s expert-ness can’t diminish yours.

You know what you know. You’re good at what you do and what you have to offer has value. It’s time you let us all know!

I’ll start. I’m the sales chick. I love sales and selling. All of it makes me happy. The strategy, and of course the tactical “doing” part. I’m good at it and I know how to teach others to be good at it too. Making a sale is great. Landing a new client who is thrilled = awesome. Know what’s even better? Having someone who thought they couldn’t sell, learn to do it and get the awesome feeling that comes from making a difference, doing what you love.

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure.
It is our light, not our darkness that most frightens us.
We ask ourselves, Who am I to be brilliant, gorgeous, talented, fabulous?
Actually, who are you not to be? You are a child of God.
Your playing small does not serve the world.
There is nothing enlightened about shrinking so that other people won’t feel insecure around you.
We are all meant to shine, as children do.
We were born to make manifest the glory of God that is within us.
It’s not just in some of us; it’s in everyone.
And as we let our own light shine, we unconsciously give other people permission to do the same.
As we are liberated from our own fear, our presence automatically liberates others.”
Marianne Williamson from her book A Return To Love: Reflections On The Principles of “A Course In Miracles”

It’s Your Turn Now! Time to claim your expert-ness in the comments!

Kid Rock lyrics from the song Cocky.

Coming Soon: Back to Business Boot Camp

  

I mentioned in another post that I’m in an exercise class that’s “boot-camp” style.  The goal is to really push yourself physically, and see results quickly.  It’s also meant to be diverse and mix things up so you are always working different muscles, balance, flexibility and core strength all at once.  

  It’s hard.  But I love it. 

  The best part is that I just show up.  Yes, once I’m there I do the work – but I don’t have to plan it, or figure it out or keep track of upper body/lower body/strength training/cardio… you get the idea.  Someone else does.  They provide the plan of action and I execute – as best I can. 

   I’ve decided to put my sales training modules into a concentrated “Back to Business Boot Camp” that will start in a few weeks.  Let me know if you’d like info.  I’m excited to put everything together and I know you’ll love the step by step instructions that you can implement for your own quick results.

Bootcamp Life Lessons

 

 I just started a workout program this past week.  It’s a high intensity bootcamp style class with an instructor who really makes me push myself.  For those of you who don’t know me well, I am in serious need of this type of fitness instruction.  On a fitness scale of 1 to 10 I’d rate myself a 3.  I can jog slowly for a mile or so and I’m coordinated enough to not fall over or trip on the stairs, but that’s about it. 

  It wasn’t always this way, but that really doesn’t matter now.  What matters is what I decide to do today. 

  In the class - they are at 5 AM, did I mention that part?  Just getting up and being there on time is a big win for me – there are others who are in much better shape, older, younger, men and women. 

  After class on Friday a nice guy I that I met the day before came up and said he was glad to see I came back (I think I looked really pathetic at the end of class on Thursday)  He began to relay his story.  He started working out 9 months ago and has lost over 100 pounds.  Looking at this super fit guy you’d never guess he’d been heavy. 

  The best part was that he wanted to encourage me.  He gave me some advice about what worked for him.  He told me not to worry about what I couldn’t do in the class (and there’s alot) and not to compare myself to others.  He also said I can do more than I think I can.  Like so many things in life, results come with persistence and a willingness to put in the time to master new skills. 

  So what do you want to master?  Where can you push yourself?  What have you mastered lately?  It’s nice to share!

Help! I Need Your Sales Story

 

 

 I love sales.  And moving.  And beets.  I know that makes me a little strange.  I have been involved in sales of some type since 1989 (i started very young) and for the first few years I seriously couldn’t understand why everyone didn’t want my job.  I was a B2B rep for a computer supplies company, commission only, calling on businesses in the Columbus OH area and I loved it.  I thought then (and kind of still do) that everyone should be in sales.

For the past 18 months, I’ve been doing sales training and one on one consulting.  I love that too.  It’s really cool to help someone develop their sales skills and see results.  Then they go from hating (or fearing) sales to loving it too.  Nothing is better than making the sale (and collecting fees/payment) for your work.  

If you are lucky, you love your work and the paycheck is second to or equal with your passion for the services your offer, or the products you create.   Think of the people who are helped by you and your company.  Whose life is better for having worked with you or purchased your product?  How did it impact your customer?

Those are the stories that make a sales person.  Tell that story, help me understand that part of your business.  Learn to share that side of your marketing. 

What stands in your way?

Follow Friday – 4 Ladies And A Good Cause!

Today’s edition has 4 great ladies and a charitable organization that deserves your support!  Have a great weekend and let me know who you think I should follow!

@TeresaCleveland – Teresa is the genius behind www.empoweredawareness.com.   She’s likely to be tweeting about others or connecting 2 people who should get to know one another.  Teresa is a natural at that!  She’s a great friend and you’ll enjoy getting to know her too.  It’s easy to pick up on her positive energy.

@LibbyGi - Libby Gierach is Hilliard Chamber of Commerce president (Hilliard OH)  - and knows everyone in central Ohio I think!  She’s lots of fun and really interesting to talk to.  Libby has a great sense of humor and is likley to be tweeting about something going on around town or acknowledging the accomplishments of others.  You’ll learn about lots of other great people when you follow her.

@CherylHarrison – Cheryl Harrison – a self proclaimed good idea is really fun to follow.  She’s a real social media expert (in the best sort of way I assure you)  but even better – she’s fun!  She inspired me with her fast friends project that I totally copied. (with her permission of course!)  Cheryl tweets about it all; life, work, hobbies and observations of all types of SM happenings.

@startupbiztalk – Cheryl Isaac – She’s a force! A newly published author and a great business women – Cheryl knows how to help and inspire others.  She’s all about empowering entrepreneurs to take those first steps and get it right. I’ve learned about some great resources from Cheryl’s tweets.  Check her out.

@Kinder Key This is a fundraising auxilliary of Nationwide Children’s Hospital.  I am involved with this organization and want to let more people know about the heart center.  We raise funds with 2 annual events and would love to have other ladies in the Columbus area join our efforts.  It’s a little work and a lot of fun for a good cause.

So that’s it for this week.  Love to know who you reccomend!  Have a wonderful weekend.