By k | January 4, 2017 - 6:00 am - Posted in Sales

Almost every saleswoman
has been or will be
called pushy.

Seth Godin
shares

“We call someone pushy
when they are trying harder
for forward motion
than we are.

We call them pushy
when they have more at stake,
or more to gain,
than we think we do.”

Pushy is subjective.
What I think is pushy,
another person wouldn’t consider pushy.
For some people,
ANY action that encroaches
on their personal bubble
is being ‘pushy.’

If you are in sales
or marketing
or, heck, want anything in life,
you WILL be called pushy.

Find peace with this.
Figure out a response.
(My favorite is
“YES, I do want this.”)
Don’t let this label stop you.

By k | December 22, 2016 - 6:00 am - Posted in Sales

Yesterday,
we talked about
how people are selfish.
They go into deals,
even business deals,
with personal agendas.

The thing is…
unless there’s huge personal incentive
to deviate from these agendas,
they won’t budge on them.
Ever.

People are unlikely
to take action
that will personally harm them
physically, financially, emotionally.

Donald Trump,
for example,
will never increase his own taxes.
He has been fairly open
with his investments
and he won’t take actions
to harm them.
He might be unpredictable
in other ways
but he will be predictable
in that.

When you’re building your business,
ensure that either
your business helps your associates
achieve their personal agendas
or
you give them
sufficient personal incentives
to craft a new personal agenda.

By k | December 21, 2016 - 6:00 am - Posted in Sales

I’m selfish.
Most people are
the same way.

I might do things
that benefit others,
like giving to charity,
but that’s
because giving to charity
makes me feel good.

When I get into
any business relationship,
any partnership,
any selling situation,
the first thing
I try to figure out
is why the other person
would be interested
in that relationship/product/service.
What does that person
personally want?

She might be buying
for her company,
might want the best product
at the cheapest price
or the best service
or the most innovative product,
but
she has a personal agenda also.

Maybe she wants to look
like a cut throat negotiator.
Maybe she wants to land
a huge deal
to impress her boss.
Maybe she wants to delegate
her workload
so she can focus
on a side project.

Once I figure out
what she personally wants,
I can predict her actions.
I can better frame
my offer to make her happy.
I know what she’ll do.

Figure out
what the other person
personally wants.

By k | December 9, 2016 - 6:00 am - Posted in Sales

Like listens to like.
Like buys from like.
That’s why it is great
to have diversity on our sales teams.

Kevin Munger
used bots to study
how profile pics/names/posts
can influence other people’s behavior,
in this case,
racist tweets.
He shares

“I found that it is possible
to cause people
to use less harassing language.
This change seems to be most likely
when both individuals
share a social identity.
Unsurprisingly,
high status people are also more likely
to cause a change.

Many people are already engaged
in sanctioning bad behavior online,
but they sometimes do so in a way
that can backfire.
If people call out bad behavior
in a way that emphasizes
the social distance between themselves
and the person they’re calling out,
my research suggests
that the sanctioning is
less likely to be effective.”

Emphasize how you’re the same
as your customers,
not how different you are.

By k | December 4, 2016 - 6:00 am - Posted in Sales

I’m a master at acing interviews.
My number one trick?
I try to ensure
the interviewer does
most of the talking.

People feel good
when they talk a lot.
They feel intelligent.
They feel appreciated.
They feel listened to.

I once had an interview
in which I said less than 30 words.
That was it.
The interviewer talked the rest of the time.

I was offered the job.

Ruthi Byrne,
Founder of
Zinn, Graves & Field Inc.,
shares

“Be a good listener.
If you’re talking,
you’re not selling.
People like to hear their own voice,
so let them talk.
And when you do speak,
synthesize your thoughts.
Do not ramble.
Speak in sound bites.
It’s the way we remember things.”

Allow others to talk.
They will love you for it.

By k | November 21, 2016 - 6:00 am - Posted in Sales

There are a dozen or so
key influencers
in one of the niches
I play in.
When I entered this niche,
I courted them.
I basically hand picked them
as customers,
catering to their tastes.

They then promoted my books,
sharing them
with their followers.

Clay Trainum,
co-founder of
Autumn Olive Farms,
did the same thing
with his first customers.

“We were looking
for compatibility
and menu price points
that would match the fact
that our products are never going to be
inexpensive.
It made sense to sit at home
and do that leg work
versus driving to DC
to stay in hotels and
hoof it up and down the streets.”

Consider hand picking
your first few customers
to give your product or service
the best chance for success
and sales-driving buzz.

By k | November 16, 2016 - 6:00 am - Posted in Sales

Like many online shoppers,
I shop via the internet
because I’m super busy.
Super busy people
get interrupted.
They get distracted.
They have emergencies.

One of the features
I LOVE on online stores
is, if I’m interrupted
in the middle of shopping
and I don’t check out,
these stores will send me
reminders.

Mike Trevino,
Founder of
Indigenous Software,
shares

“For customers
who were browsing products,
does your e-commerce platform
allow you to see
if they got stuck at the shopping cart?

Maybe they just need
a little reminder.
Many platforms can auto-send
cart abandonment emails,
inviting customers to return
and complete their purchase.”

If you have an online store,
ensure you send reminders
if shoppers don’t check out
properly.
Your customers will thank you.

By k | November 12, 2016 - 6:00 am - Posted in Sales

There are no easy sales.
Almost every big sale you make
will have speed bumps,
times in the sale
where everything goes wrong
and you think
the sale is lost.

You will be depressed,
frustrated, angry,
in the depths of despair.

This is when
your loved ones,
the folks who support you,
can make a big difference.

They can remind you
there are no easy sales,
that this is a speed bump
you will get over,
that you have other sales
in the funnel,
that you HAVE this,
you can deal with this situation.
They can give you
the optimism
that every salesperson requires
to make a sale.

If they are new to supporting you
in sales,
these loved ones will likely need
to be coached
(as you needed to be coached
when you took on a new role).

Our natural reaction
is to dwell in the depths of despair
with our loved ones.
This isn’t helpful.

To help you,
as a salesperson,
our loved ones need training.
They need to learn
how to do the opposite
of what their instincts
tell them to do.

When you feel able
(i.e. semi-rational),
tell them what you need to hear,
give them the tools
they will require
to support you.
Then remind them
from time to time
because they will relapse.
It takes time
to learn this new skill.

Supporting a salesperson
isn’t something
people are born to do.
Coach your loved ones.

By k | November 9, 2016 - 6:00 am - Posted in Sales

I have a romance novel
(a product)
that isn’t for everyone.
So I tell people exactly this.
“This story isn’t for everyone.
If you are sensitive to X,
consider reading another one
of my stories.”

I thought this warning
would decrease sales.
This story is my number one best seller.

Tim Berry,
Founder of
Palo Alto Software,
shares

“I learned to say
“No, that’s not what I do.”
And I discovered that
saying no
gave me credibility.

Some potential clients would then
ask more about what I did do.
And some would call me back later
for what I did do.

I saw selling as
first listening to what my prospect needed,
then matching that—or not—
to what I could deliver.”

If your service or product
isn’t right for the prospect,
tell her.
Say ‘no’ to that sale.

By k | November 7, 2016 - 6:00 am - Posted in Sales

I sell more books
when I’m super excited
about the book
and super excited
about sharing it
with readers.

Readers feel that excitement
and they want a part of it.

So before I craft promo
or attend an event
or speak to readers,
I get myself pumped up
about the book I’m selling.
Sometimes I’ll get help
from loved ones
(this is one great way
loved ones can contribute
to our business building).

Seth Godin
shares

“We can’t be
on our toes
all the time.
It’s too exhausting,
and we can’t keep it up.

But what happens
if we decide,
everyone in this room,
right here and right now,
at least for a little while,
that we’ll act as if
it’s the first time,
or the last time,
or our best shot?

What would happen
if we all got on our toes,
together?
Just for a little while?

That’s when
big things happen.”

Get excited about
whatever you’re doing
or marketing
or selling.