Monthly Archives: April 2012


Do you have it? Well you need it.

You have it when:                                 You don’t have it when:

I’ve done that                                        I can do that

Only when you have done it can you share personal experiences. Only when you have done it can you provide evidence that supports what you are saying. Only when you have done it can you show the confidence that you can do it again.

Today there really are not many risk takers on the buying side of sales.  There is always a decision to be made before a transaction takes place.  Think about cold calling – if you walk into a new business unannounced and make a sale you might want to stop by the market and buy a lottery ticket on your way home…because this might be your lucky day!

Credibility is everything and most customers have to trust you before they buy from you.

Now it’s not just that you’ve done it, but who have you done it for.  It’s important that you have a few credibility stories. Be ready to share how others have benefited from having a relationship with you…but don’t stop there because this is where your competition stops.

The greatest credibility is when your customer gets it that you get them. How engaged are you when you ask the questions that discover what your customers greatest needs are and provide them with practical solutions.  Can they trust you understand their business objectives, performance, and their challenges?

Anyone can make claims of a proven track record, experience, support, and satisfied clients.

Incredible credibility comes through diligent preparation and thought-provoking questions.


You are a Salesperson, strike one

You are a “Salesperson” OK that’s one strike against you.  You have to know right upfront that if you are in sales you’re “guilty by association”.

Let us play a game of word association…I say a word and you say the very first word that pops into your mind.

Sales! OK I think I heard you say…pushy, annoying, greedy, aggressive, dishonest, egotistical, and solicitor.

Pretty sure I didn’t hear…resource, expert, professional, solution, caring, value, or partner…but it could have been!

If you think the title change on you business card or the position you reference yourself to the gatekeeper is going to disguise that you’re a salesperson you’re wrong…I know now you’re probably a consultant, adviser, specialist, area or territory manager since it’s harder to find any sales associates or account executives.  

In today’s competitive environment it may be necessary to remove sales from your “title” but don’t misrepresent the role you play within your organization. You are a “Salesperson” and though your clients may have their guards up you have every opportunity to separate yourself from the pack and emerge the leader because of the way you:

Think                                                                                                                                                                                                                                    Act                                                                                                                                                                                                                                       Talk                                                                                                                                                                                                                                  Listen                                                                                                                                                                                                                                   and Perform


Don’t ever shy away from who and what you are. Most products and services sold remain simple and straightforward. It’s your unique talents that make you ideal for your role.

5, 7, 10, or 20 Great Tips!

Wait is it Great Tips or is it Secrets, or wait maybe it is Ideas…well anyway you get the point…it seems like we as experts always come up with 5, 10, 20, and if not it’s lucky #7 or that even dozen #12 when it comes to the grandest of sharing the ways to success.

Just last month I shared the blog “6 Habits of True Strategic Thinkers” that I had read.  Now I’m a bit baffled why the author couldn’t have thought of one more habit or could he not have eliminated a habit after all they can’t all be equally as important – one has to be the weakest of the 6. 

In my personal email today I got one from Linkedin that provided me the link to Forbes “10 Communication Secrets of Great Leaders”, “5 Ways to Determine If Your Communication Style is Hurting Your Career”, and “Bernanke’s 5 Lessons for Business Leaders”.

I wonder if Steven Covey’s “7 Habits of Highly Effective People” would have sold several million less books if he had stopped at 6 habits. Even God settled on 10 with the “10 Commandments”.  I also noticed that a lot of sales trainers are willing to share “FREE” 10 or 20 cold calling secrets on their websites.

OK enough of my rambling about numbers. I’m a big fan of the ONE (1) Best Strategy, Idea, or Tip. We are space and time fillers  by nature and ONE hardly seems to ever be enough! In addition to Plan A we always want plan B, C, D, and E.  Share with me your #1 idea and you have my attention.  You will save me time and I might even remember it days, weeks, months, or years later!