Category Archives: Winning

Getting an edge on your competition

Crossing the Grand Canyon on a Tight Wire

If you are GRIPPED by the magic of a guy crossing the Grand Canyon on a wire…

Moral of the Story: Mental State is Everything

In June, I resisted posting about Nik Wallenda and his gi-noromously amazing crossing of the Grand Canyon on a tightwire. All the analogies seemed too obvious.

Have you seen it? Watch here:

 

This magnificent feat continues to haunt me and I simply cannot help myself.

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

Three months after the crossing, I will tell you what I saw and what made the difference in my sales.

 

They fall into FOUR categories:

 

Balance (HA! You THINK you know what I am going to say, but you don’t…I promise)
Faith
Glory
Superstition (Surprise!)

 

Balance:
Let us start with this CRAZY idea that our lives need balance. What does that mean, anyway?

 

I mean, OF COURSE, Nik needs balance. (Tight-rope, right?)

 

Obviously!

 

Nik only gets extraordinary balance because he is extraordinarily IMMERSED. His work, his family, his faith, his eating, his sleeping, his friendships – they all live on the wire with him.

 

We ideologize things like Work-Life Balance.

 

Seems to me, that TRULY successful people make work a magical part of their lives. Think of Richard Branson, Bill Gates, Steve Jobs, Brad Pitt & Angelina Jolie, Madonna, the Barefoot Contessa.

 

Now, if your next statement is, “BUT, how is their family life?” Well, we don’t know…

 

Here is what I learned from Nik Wallenda.

 

Faith and Work and Family and Eating and Sleeping are all-encompassed in his daily activities. (Along with all the other areas of life.) He has FOCUS first! FOCUS that it all works!

 

The difference it made in my sales: I became ALL IN! Doing EVERYTHING it takes to make my sales goals!

 

Faith:
This was a HUGE realization for me. If you have viewed the video, you cannot miss that Nik Wallenda was actively and vocally praying to his Lord the entire time. Here is a guy who is a super-star accomplishing an amazing feat – the whole time reminding himself and his Lord that this was NOT about him. It was all inside of his Creator’s will for his life.

 

No matter what you believe about God or religion or anything else, you simply could NOT miss that Nik was accomplishing something never-done-before and that he was giving himself over in Faith – to whatever is truest in his heart.

 

For Salespeople?

 

As salespeople, we give ourselves OVER to create something extraordinary every day. We are often scared, worried, and under-the-gun to produce results. When I give myself over to my Faith that I am destined to live a great life because “someone out there” wants the best for me, my whole work changes.

 

Would it be more fun to say to people, “Hey, look at me. I am Chuck Norris. I never lose. I did this myself!”?

 

YES. That would be more fun, but the second I do that, I fall off of the tightwire to my death. Period!

 

HERE IS WHAT IS INTERESTING!

 

Nik Wallenda could NOT have crossed that wire without extraordinary discipline, training, and support. But, somehow HE knows that – even with all of the mastery – he still needs FAITH in something outside of him.

 

An uncomfortable thing to discuss, but something I want to look at and deal with.

 

The difference it made in my sales: I trust that I am doing my job in honor of something more. My sales means something to me!

 

Glory:
This one shook me to the bone. Nik Wallenda lives his life in glory of something.

 

What I realized was that, mostly I wake up every day and do my life because I did not die overnight.

 

When I saw what Nik was willing to do by giving vocal GLORY to his God with his incredible feats…

 

Do you EVEN comprehend how vulnerable and crazy that is?

 

Almost as vulnerable and crazy as walking across the Grand Canyon on a two-inch wire.

 

I struggle with this one. Perhaps you struggle with something similar.

 

I do know that when I live my life for the Glory of God, things go helluva-better. Scary and beautiful (and scary!)

 

The difference it made in my sales: Everything I do is for the Glory of something bigger than me! I am lit up by my work.

 

Superstition:
This was my FAVORITE! (If you have made it this far).

 

Nik Wallenda was in an interview with a reporter who said something like: “I don’t want to jinx anything, but…”

 

Nik’s response was, “You can’t jinx anything. I am not superstitious. I can’t afford to be superstitious.”

 

In other words, Nik can ONLY deal with what is so. He knows that if he wears the same socks twice in a row, it does not impact wind patterns. He prepares himself for as many wind patterns as possible and learns deeply in his cells how he will respond.

 

He knows that the shoes he wears have the traction he needs, so he wears them. He does not wear the “lucky” shoes.

 

This has MASSIVELY changed my sales life.

 

I notice SO many superstitions in my sales.  “I will call this person a ‘future client’ and not a ‘prospect’.” “I will say ‘when’ I win this deal instead of ‘if’ I win this deal.”

 

The difference this made in my sales: I look at the numbers. What did I ACTUALLY do today to move my sales forward? What actually happened? What actually needs to happen next?

 

AND THE BEST THING!

 

The best thing I learned from Nik Wallenda is that his MENTAL STATE is everything!

 

So is yours.

 

Love your mental state UP!

 

The Irreverent Sales Girl

 

 

 

 

 

 

 

When they don’t respond!

Sometimes you will reach out to people and they will not respond.

I want you to remember three things:

1) Every now and then, you will not connect with people where they are now. They WANT to get back to you, but you are not front-burner. Keep connecting. Unabashedly. It takes 7 contacts to get a response. Don’t stop at the first.

2) It normally takes 7 – 10 meaningful touches to connect with your person. Don’t give up after the first touch.

3) People are busy and want messages that will help them deal with what THEY are dealing with today. You will never be able to predict what they are dealing with today, so rely on the 7-10 touch rule.

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

OOOPS! I promised THREE THINGS, but they all boil down to one thing. 7 – 10 touches is the key!

Keep playing – especially if YOU are convinced you have a good solution.

Those who ONLY play the “low-hanging fruit” are destined for a life of desperation.

Play the BIG game.

Love ’em ALL UP!

The Irreverent Sales GirlWhen they don't respond

From an Irreverent Mixologist

From the Traveling Elixir Fixer, a brilliant quote: From an Irreverent Bar Tender

“I don’t care what you believe, just behave yourself!”

(via And yes, you should become her fan! https://www.facebook.com/TravelingElixirFixer)

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

Love ’em ALL UP!

The Irreverent Sales Girl

Let’s revisit this “Know, Like & Trust” thing, shall we?

I hear ALL THE TIME…”People do business with people they Know, Like & Trust” from sales trainers and sales experts.Common Sense

Here’s what I wanna know…

WHY IS THIS A REVELATION?

People go to prom with people they know, like & trust.
People travel great distances at great expense to visit people they know, like & trust.
People like to give gifts to people they know, like & trust.
Let’s face it, people like to hang out with DOGS they know, like & trust.

It’s pretty common sense, isn’t it?

SO I CHALLENGE YOU…

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

If it is some kind of revelation to you that people do business with people they know, like & trust, WHERE ELSE are you not bringing common sense to your sales?

Things like:

People do business with people who deliver excellent service
People do business with people who have a sterling reputation
People do business with people they hold on a pedastal
People do business with people who do what they say they are going to do
People do business with people who have similar values
People do business with people who ….. I mean, we could keep going here, couldn’t we?

BUT THE BIGGER QUESTION IS: 

If learning that “People do Business with People they Know, Like & Trust” is a revelation to you, then what is going on with your sales? 

Do you not believe in what you sell?
Do you not believe that your customer needs what you sell?
Are your goals different from that of your customer?
Are you trying to meet quotas instead of make a difference with people?

And here is my favorite…

~DO YOU THINK DOING BUSINESS IS DIFFERENT THAN DOING LIFE? ~

This week, I want you to bring common sense to your business. (Sorry, this will require actual THINKING)

FIRST:
Are you doing the work that you know you should do to connect with the people who need what you sell?

If yes (and be honest with yourself about that one),

THEN:
Who are the people that “should” be doing business with you?
Why?
Do they know about you?
Do they agree that they need something that you offer?

Reach out to THEM. Be clear, simple, concise. Offer them something yummy!

Go be a great human being. Period. THEN, see what shows up!

Love ’em UP! (And the rest will follow)

The Irreverent Sales Girl

Who’s driving the train, anyway?

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

Solve THIS dilemma for me, won’t you?

This is just SO BAD! Solve THIS dilemma for me, won't you?

What would you have done?

So, I’m traveling on business last week visiting clients and prospects. On the road!

I SCORED a 25-minute meeting with a SENIOR VICE PRESIDENT of a Fortune 50 company – from a COLD CALL. A big deal!

Here’s the rub!

The day before the meeting, his assistant emails and tells me that their offices have recently moved and they are now located 20 minutes away from the meeting I have right before this opportunity. (They used to be two blocks away). I CANNOT reschedule the meeting I have before this one. It is a critical event.

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

No problem! I get into action!

I set the address in my GPS ahead of time. No fumbling in the car on my way out. Set. Done!

I keep my parking ticket in the front of my purse with the credit card right next to it – ready to pay and get out of there quickly!

I gas up the car.

I tell the client I am meeting right before my BIG OPPORTUNITY  (already a good friend) that I have to cut out of our meeting a 1/2 hour early to give myself a good hour to get 20 minutes down the road. They’re fine with that.

I have an hour to go 20 minutes and be relaxed, confident, and prepared for this BIG DEAL meeting.

And then, the MAYHEM happens.

The parking machine doesn’t work – so I can’t pay to get out of the garage. But, it doesn’t TELL me it is out of order. It just keeps acting like I’m doing it wrong. Finally, I give up and run to the car.

There is a LIVE parking attendant at the gate! YAY!

But, he can’t take my money for the ticket. I have to fill out a form.

Even though I tell this lovely parking attendant that I am in a terrible hurry, he must check the form and then enter a bunch of information into the computer before he will let go the gate. HE is not in a hurry, just me!

I’m still fine. Still time.

THEN, BAM!

Huge traffic snarl – with cops called out to direct traffic.

It is now 25 minutes until my meeting and I am STUCK! Solidly stuck in traffic that is NOT moving!

There is NO WAY I am getting to my BIG DEAL MEETING on time – and the meeting was ONLY for 25 minutes anyway.

(Remembering that hindsight is 20/20 and I could have done better setting myself up….)

WHAT SHOULD I DO NOW?

I really want to hear. And, then I’ll share with you what I did.

Love it ALL UP!

The Irreverent Sales Girl

For those of you who bring LOVE to your sales!

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

When the “I’s” DON’T have it!

When the "I's" DON'T have it! Wanna send a powerful email? As a follow up? Or as a  first-contact? Or an initial call?

Leave the “I’s” aside! 

We often want to send messages (or phone messages) that start with “I” or “MY”

EXAMPLES:

I enjoyed our time together”

I thought of something interesting after we met…”

I wanted to thank you!”

My experience shows that…”

NO! 

Your emails that start with “I” or “My” are not ENGAGING to your customer who cares about…wait for it….THEM! HA!

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

So, let’s design communications that deal with THEM (which is who they care about). 

Examples: 

YOUR insights today were compelling…let’s set aside time so I can learn more about them”

YOU have clearly thought your options through, and I want to learn more”.

YOUR time is valuable and I am grateful for the time we spent together. YOUR insights on our next steps are appreciated! What’s next?”

Look at all of your emails and phone messages. Eliminate as many sentences that you can that begin with “I”. (This includes “It” and “If”. )

“I’s” turn people OFF.

Engage THEM!

Love your peeps UP!

The Irreverent Sales Girl

Dear Irreverent Sales Girl – Ready to GET STARTED!

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

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