Category Archives: Loving Life

Authenticity, Dignity, Goals, Loving Life, Performance, Presentation, The Art of Selling, Top Ten Principles of Selling, Winning, Wisdom

Who’s driving the train, anyway?

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Just because you are not the one talking, does not mean you are not guiding the sale!

In fact, it is USUALLY just the OPPOSITE! Guiding the Sale - Who's Driving the Train?

Today a magical and truly wonderful thing happened!

I was in a meeting with an SVP of a Fortune 100 company…and MAN was HE talking. He was so enthusiastic about his company… he was so proud of the work they were doing an new opportunities on the horizon. He loves the brand. He told me everything from the way the founders started out in the Depression…all the way up to the new (and – shall we say – controversial?) CEO they have.

He talked. And he talked. And he talked.

And I ATE IT UP!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I listened to every word as if it were gold — which it turns out — every word was.

When he finally got around to asking me details about what I do and what my company offers, I had everything I needed to know to tell him how we could help. And he had said everything he needed to say, so there wasn’t anything in the background distracting him.

I told (short) stories back about how are companies’ philosophies and directions were aligned.

And HE ATE IT UP!

Know what he said next?

“Send me the contract. We need to get this going right away.”

Guess what I did! I STOPPED SELLING!

I said, “GREAT! Will you be signing it?”

– yes –

Then, I thanked him for his business. Asked him if there was anything else he needed. Said our pleasantries and ske-daddled.

He did the talking. I drove the train. I won the business.  FUN!

Love the talkers UP!

The Irreverent Sales Girl

Irreverence, Loving Life, Performance, Winning, Wisdom

For those of you who bring LOVE to your sales!

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Sales is one of the toughest gigs on the planet. For those of you who bring LOVE to your sales!

What it takes to be really great is LOVE!

Love for your company
Love for your product
Love for your customers
Love for your prospects
Love for your family
Love for your financial well-being
Love for the game

But Loving all these things leaves you WIDE OPEN for heartbreak! 

So, today, for all of you courageous beings who go about their sales with LOVE, I give you this wonderful reminder.

“The heart was made to be broken.” Oscar Wilde

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

It is part of the design of a heart. It is made to be broken and it has the tools to heal. I salute you for your willingness to use your heart to its fullest!

Your success is ensured when you remain willing to put it all on the line, every time!

And, if you ever forget and get really discouraged…come back and see me. We’ll get you fixed up in NO TIME!

Love it ALL UP!

The Irreverent Sales Girl

Dear Irreverent Sales Girl, Irreverence, Loving Life, Performance, Top Ten Principles of Selling, Winning, Wisdom

Dear Irreverent Sales Girl – Ready to GET STARTED!

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Dear Irreverent Sales Girl - Ready to GET STARTED! I got this question today from someone just finishing their insurance exams – ready to rock the world! While *some* of it applies to Insurance, specifically, most of it is spot on for ANYONE who wants to be a great salesperson in any industry.

Thanks for the questions! Keep ’em coming! I will make YOU famous, next!

“Dear Irreverent Sales Girl,

I am just finishing up my insurance exams and I am READY TO GET GOING! Just wanted to learn what you know about selling insurance and getting going quickly!

– Ready to GET STARTED!”

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Dear Ready to GET STARTED!

Congratulations on finishing your exams!

Here are my thoughts on being successful in the Insurance Industry (and most others, too, BTW!)

First: Seek to understand
Second: Recreate what your customer told you so you make sure you have it right
Then: Ask permission to share your ideas.

WARNING: Insurance is powerful. You can certainly help people with it, but you can also seriously HURT people.

If you learn your products all-the-way-through and sell them to people who TRULY benefit, you will be blessed.

(HINT: You will be taught a lot of ways to sell the wrong products for people’s needs. Be careful of this. FIRST look to see where the product is a BAD answer and find the place where the model breaks down – THEN determine if it does work. This requires using your brain, which I imagine you have, since you asked the question!)

I also know that the going can be VERY tough at the beginning.

Network well with estate planning attorneys, accountants, and financial advisors. Show THEM that you know how to use products in their clients’ best interests. Nurture these relationships and refer people to them as often as you can. Look for opportunities to refer people to them. Eventually, ask them what it would take for them to refer to you.

As you build your clientele, focus on designing systems to keep in touch with your clients often. Over-communicate. Check in to make sure that their insurance portfolio is serving their current (and changing) needs. Even if you simply send a mailing once a month with one of your favorite inspirational quotes or pictures, you will be touching their lives with your personal signature brand.

FUN FACT:  82% of insurance salespeople with the top companies quit.

It takes something amazing to be one of the top 18% (earning on average $65,000/year) and something EXTRAORDINARY to be the top 5%, which is where the real wealth happens.

FINALLY, (and it should probably be first). Always be on time. Always send a hand-written thank you note. No one can beat you if you keep this at the heart and soul of what you do.

Insurance can be a beautiful career, because clients who stay with you will pay their premiums over-and-over and your influence and resources will grow. Take care to build a solid foundation and the rest will take care of itself over time.

AVOID ROOKIE MISTAKE NUMBER FIVE…Never spend your commissions until your client is outside of their right-to-rescind period (30 days?). If they rescind, you owe the money back!

Love it UP!

The Irreverent Sales Girl

NOW FROM OUR READERS:

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Authenticity, Buyers, Creativity, Dignity, Irreverence, Loving Life, Performance, Winning

What to do when you get kicked “down” the chain

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What to do when you get kicked down the chainToday I had a meeting lined up with the head of the department who buys what I sell.

20 minutes before our meeting, she sent an email saying that she can’t make the meeting, but her employee (who she said is COMPLETLY involved with their programs) would be there instead.

Know how I responded?

I emailed back (cc: all)  “PERFECT! I am delighted to meet with Samantha…she is just the right person to take a look.”

(HINT: Always leave people knowing that everything is NO PROBLEM and JUST RIGHT – even though you may feel disappointed).

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Actually, NOW, I had a HUGE advantage

I was talking with the person who USES my competitor’s product on a day-to-day basis. SHE is more familiar with the PAIN than anyone else in the company. I can develop this person to be a real fly-in-the-ointment of her managers if she wants to switch to our products.

BUT, Beware!

I didn’t assume a single thing about the sale. I started from scratch.

First, I laid out for Samantha why her manager had wanted to meet with me and why her manager had put it on the calendar.

THEN, I turned the focus completely to her. I asked Samantha what HER expectation of the meeting was. I asked her what, if anything, she knew about my company. I asked her what she did and what her role was (don’t pretend that your search on LinkedIn or her title tells you a single bit – ask THEM.)

And of course, the MAGIC questions:

“What would be the best use of YOUR time on this call? What do YOU want to see?”

The world opened up!

Samantha told me EVERYTHING she was dealing with as the end-user of our competitor’s product and EXACTLY what she wanted from our time. It was delicious. And, she felt important. Because she is.

The meeting went EXCEPTIONALLY well. Because Samantha felt like it was a big deal that I’d gotten kicked down the chain, she gave me everything I wanted to know about her company’s pain points.

She left the call EXCITED and wanting to hear more.

Now, what I’ll do…

I will now call Samantha’s boss and tell her how great is was that she put me in touch with the perfect resource. I will summarize our call and WE ARE FURTHER ALONG than we would have been, otherwise.

Never forget the power of RECIPROCATION

Samantha’s boss turned the tables on me. And I was GREAT with her. And, I was GREAT with her trusted-employee. Now, she owes ME graciousness. It works like a charm.

Believe me, I am 10 times more likely to close this deal than I was when I woke up this morning.

I NOW  have an internal advocate, a decision-maker who “owes” me and more information about what they are REALLY dealing with than I would have EVER gotten in the meeting I thought we were going to have.

MORAL OF THE STORY: Your job is to always be great with everyone and everything. The rest will sort itself out!

Pretty easy, right?

Love ’em UP!

The Irreverent Sales Girl

Dear Irreverent Sales Girl, Irreverence, Loving Life, The Art of Selling

Dear Irreverent Sales Girl – What is the most rewarding aspect of the sales profession?

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Dear Irreverent Sales Girl - What is the most rewarding aspect of the sales profession? I got this question today from a dear and generous Jesse:

Dear Irreverent Sales Girl:

“What is the most rewarding aspect of the sales profession for you, Irreverent Sales Girl?”

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Dear Jesse,

I laughed out loud for quite some time when I read your question. I will make this an article on my blog.

The most rewarding aspect? Just one?

First, you should know that I hate sales! (hee hee) It’s got a bad rap. Imagine the cocktail party…”What do you do?” …”I am a salesperson”…Watch them shift uncomfortably, look for the door, and get the *Blank* out of there!

Yet, it is MUCH more honest than “I am an Entrepreneur”, which sounds good, but makes me want to throw up on people.

So, more than one answer:

1)      Sales requires ALL of you. Every aspect. You can never all-the-way win – so you never stop growing. Terribly uncomfortable. Terribly rewarding.

2)      Unlimited income potential.

3)      Autonomy.

4)      I like being accountable for my company’s success, without having to run a company.

5)      When it works, I connect with amazing people.

6)      I am only as good as my last sale. The re-set button happens as soon as the deal is closed. GAME ON!

7)      Finding out how good and how terrible I am – all at the same time.

8)      Finding out how selfish and how generous I am – all at the same time.

9)      It is always a new day.

10)   It feeds my mental illness – I MUST BE THE BEST – UGH!

 

What about you? What  is the most rewarding aspect of the sales profession for you, Jesse?  (Comments welcome – not ONLY from Jesse!)

Love it ALL UP!

The Irreverent Sales Girl

Authenticity, Goals, Irreverence, Loving Life, Performance, The Art of Selling, Winning, Wisdom

People are either amazing or they suck!

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And mostly it depends on how I THINK about them! People are either amazing or they suck

When I take a call from someone who is a pain. They become a pain.

When I take a call from someone who is great — and they are working through concerns that are important to them. They become great people who are dealing with real concerns.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

When I take a call from someone I love. They become someone I love even more.

Can you get the common denominator?

How I THINK about someone is who they become. Period.

Look for yourself. Where are you pre-assigning how a person is based on how YOU THINK about them? Can you CHANGE the way you think about them? (HINT: The answer is either “Yes” or “It’s worth a shot”)

This is not a woo-woo conversation. This is your bottom line. This is your profitability.

If you THINK people are great, they will become great for you, and MUCH more likely to do business with you.

Love the way you THINK UP!

The Irreverent Sales Girl

Authenticity, Dignity, Loving Life, Performance, Self Care, Winning, Wisdom

A smile beats a cheerleader? What?

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I was in a Zumba class today. HI-larious! A smile beats a cheerleader? What?

My second class ever. I am TERRIBLE.

Yes, I actually tried out to be a cheerleader in high school. So glad it is not on tape.

I am the EPITOME of no co-ordination or rhythm. You will never see a video, but I assure you, it is disturbing on many levels.

YET, Tonight…

I was in my second Zumba class EVER.

Practically everyone in the class knows the moves. I don’t.

Practically everyone in the class is 500 times more coordinated than I am. Oh geez!

BUT,

I thanked the Instructor at the end of the class. Wanna know what SHE said?

“You were the best one in the class tonight.”

What, what?

YEP!

She said, “Everytime I looked around, YOU had the biggest smile on your face.”

I said, “I couldn’t get one move right.”

She said, (WAIT FOR IT) “Are you kidding? You totally nailed it! Only two classes?”

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

MORAL OF THE STORY…

Play full out with a big, fat smile on your face and no one will know that you are terrified inside! It’s not the dancing that matters, it is how you play!

Go play!

Love ’em UP!

The Irreverent Sales Girl

Authenticity, Dignity, Goals, Irreverence, Loving Life, Performance, Self Care, Winning, Wisdom

You will NEVER change, but…

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you can grow!

Loved this article from Jen Kim at Psychology Today: http://m.psychologytoday.com/blog/valley-girl-brain/201307/why-we-are-the-way-we-are

It reminds me. I struggle all the time with things that I’m s’posed to be. Don’t YOU? And it just gets in my way. When I let myself just swing out and be me…the world pays attention! Pretense is dropped. Connections are made. (And I close hella more deals!)

What happens when you STOP TRYING TO CHANGE and you just allow yourself to grow instead? You will never change, but...

What would happen to your sales if you just took yourself as you are and delighted your customers?

What would happen to your family if you just swung out and be’d (yes, be’d is now a word) yourself?

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Imagine the Ferrari that is driving down the street wishing it could just be that solid family car, the Volvo. Ridiculous, right? (Example stolen from The Landmark Forum). While the Volvo is wishing it could be the sexy, sleek, and sought-after ride that the Ferrrari is! HI-larious!

As Marie Forleo says, “Keep going for your dreams because the world needs the gift that ONLY YOU HAVE!” (www.marieforleo.com)

Love yourself UP!  (And the world will, too!)

The Irreverent Sales Girl

Authenticity, Creativity, Dignity, Irreverence, Loving Life, Performance, Winning, Wisdom

How low do you go?

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Reading the title, youHow low do you go? might think I mean price… I do not.

I am talking about technology today. Sometimes HIGH technology thrusts you forward. Sometimes the lowest technology keeps you connected.

Here’s the thing about technology… it ONLY works if it is working for you.

We find ourselves in a world of INCREDIBLE tools.. tools that will explode us to the top of the sales world, if only we can use them well.

Some of us are ACES at breaking through with new tools (read: www.DanWaldschmit.com, or even, Nancy Nardin http://www.smartsellingtools.com/about.html). Dan and Nancy are  MASTERS at quickly assessing new tools and applying them.

ME?

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I’m a bit low-tech.

Yet, I am ALWAYS NUMBER ONE in sales!

All I am saying here is USE WHAT WORKS!

You would crack up if you saw my sales tools. A whiteboard of checklists and an Excel spreadsheet.

Today, in technology, I am a fan of:

The Smartphone: (I can answer emails immediately from my phone)
LinkedIn (I can do very quick research)
Google and Google Alerts (obvious)

Here’s where I win, though – EVERY TIME

I know what works for me and I do it RELENTLESSLY.

1) I am on time
2) I send hand-written Thank You notes (a rarity)
3) I track my activity

Of course, I do not ignore the new tools, I want to learn more. I just can’t be DISTRACTED by every little thing that rears it’s new head. Can you?

My question is: Are you trying to make new technology work for you OR are you making sure YOUR tools work?

There is room for all of it!

Love your sales UP!

The Irreverent Sales Girl

 

 

Authenticity, Buyers, Creativity, Customer Service, Dear Irreverent Sales Girl, Dignity, Loving Life, Performance, Winning

Dear Irreverent Sales Girl – from “Call Me in Six Months”

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I received a question today from a reader (please send me YOUR questions, they will likely be published and you will become famous!)The 3 Simple Ways to Set Yourself Up For A Sale In The Future

Here is what this entrepreneur asked:

QUESTION:

“Dear Irreverent Sales Girl,

I have developed a software product that is designed for sole-practitioner-business-coaches. It is so popular that 2-3 times a month I get approached by organizations who really like it but need a more enterprise-wide solution (i.e. teams of coaches).

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I have plans for expanding my product to offer an enterprise version, but it’s still months off and it would be irresponsible to make any solid promises regarding specific timelines. I explain as much during phone calls, and my candor regarding how I don’t have anything to sell them right now is always appreciated.  We always end on a sort of “Great, we’ll be back in touch” or “keep us posted” note.

 

I can’t help but think I could be doing things a lot better for cultivating a connection for a sale down the road, when I DO have a product ready for them

 

.
What can I do to make the best of genuine interest now for an offering I will have later?

 

~ Call Me in Six Months”

Brilliant Question!

ANSWER:

Dear Call Me in Six Months:

First, let me commend you on a few things that you have done very, very right!

* You have created a product that is useful to your marketplace. Kudos!

* You are discovering a new niche (and possibly one with more money to spend!)

* You are telling the TRUTH and gaining credibility

* You are taking the time to develop what will WORK, rather than trying to kluge (yes, that is a word) a product just to sell it now – when you know it will not live up to your standards or theirs.

What is funny is that you gave yourself your own answer – in your sign-off … I will end with that revelation in answer #3. Let’s talk through the 3 simple ways to set yourself up for a sale in the future.

The 3 Simple Ways To Set Yourself Up For A Sale In The Future

#1:  Schedule an hour with the person to do an informational call. You have a crazy advantage here. You have NOTHING to sell , so there will be no pressure. Make sure this is a call that is SEPARATE from the one in which you have gained their trust by telling them you don’t have what they need … right now. If they are serious, they will commit the time.

On this call, get the answers to the following questions:

* What, specifically interests YOU about the software?

* What challenges are you dealing with that you think the software will solve?

* How are you addressing those challenges now?

* What goals do you have currently that you think the software can help you achieve?

* When you see our enterprise solution … and you like it … who else helps decide if you will buy it?

* Are you familiar with how your company buys a product like this and how does that process go?

* What other solutions are you considering right now?

* Do you have budget for this kind of solution, or would it help you to start getting the costs associated with the software, so that you can build it into your budget for the future?

* Schedule a call for six months from now – see #3 below

#2: Set up a reminder for yourself to contact that person once-every-three-weeks. Keep yourself top-of-mind, but not pesty!

The customer will remember that you care. Each contact should be to either:

* Celebrate advances in the development of your enterprise solution

* Ask them how they are doing against the goals you discussed in the first conversation

* Both of the above

#3: Ask them to schedule a call with you for six months from now (see how you answered your own question!). This will accomplish the following:

* It will push you to be ready with an enterprise-wide solution

* It will demonstrate that the customer is truly interested (if they won’t commit to a conversation in the future, they are only vaguely interested)

* It will (in many circumstances) save you from trying to track them down again when you are “ready” (remember, priorities change, but when people put something on the calendar – it makes them think differently about their relationship with you – they are more invested.)

If you are TRULY ambitious…

Create an “Under Construction” newsletter – or some such thing – that you send out to tell people about you, your company, your successes, and what is coming next!

Most of all, of course, keep a database of these marvelous people with detailed notes about your interactions.

SO, “Call Me in Six Months”, I am delighted you asked.

Let’s ask other readers: What do you think “Call Me in Six Months” should do? I can’t wait to hear your answers!

Love ’em UP!

The Irreverent Sales Girl