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Category: Sales
The most important component in a successful close
Have you ever seen a situation where a big deal is ready to close and things fall through in the “11th hour”? It happens way too often. Why? Yes, we could have been weak and ineffective in our closing techniques. Even if we are the worlds best closer, we would have a tough time closing if we have not understood up front exactly what the prospect wants and why they want it.
The Secret that Top Performers Know
In his book, “Five Secrets I Learned from Millionaires”, author Paul Evans talks about “Winning in the margins.” It is based on the concept that profitable activity works best when done with consistency, and the most incremental difference can add up to big success.
Want more revenue?…Be an “A” student
Yesterday, I was talking to a client who wanted to increase his income growth rate. He had been operating on the classic maxim, “If you want to earn more, increase the amount of time you spend in direct conversation with qualified prospects”. This rule had served him well so far. Now, he wanted more.
Our Reputation: The platform that our success is built on
“It’s never crowded in the extra mile”
-Zig Ziglar
In a Business Week interview in November, 2012, Apple CEO Tim Cook talked about the success of Apple. He mentioned how Apple’s reputation and relationship with its customers was their most prized asset. He knows what he is talking about. A good business knows how to create and keep customers. They also know that a sterling reputation is vital.
And Ego Strength…The Backbone of Execution
In the early 50’s, a young fellow named Sydney Poitier came from Jamaica to New York City. His goal was to be a great actor. Over the next 20 years, he achieved that goal. Getting there wasn’t a cinch.
As Mr. Poitier approached agents, directors, and producers, he was consistently met with scorn and ridicule. He now claims that one of his key secrets of success came every time he got knocked down and humiliated: When these things happened, he got tougher.
In his book, “The Happiness Advantage”, psychologist Shawn Achor talked about the habit of “Falling up”. Like Sydney Poitier, this means that whenever we encounter setbacks and crises, we pick ourselves up and get back in the ring with even more gusto. All high achievers have this quality.
In 1995, Met Life hired behavioral psychologist Martin Seligman to help them with their sales staff. Reps were underperforming and the turnover was high and costly. Dr. Seligman decided to make the key hiring criteria be the candidate’s strength and resilience in attitude. As a result of this experiment, they discovered that the optimist outsold the pessimist by 40%!
When we are planning to succeed, we need the right mental programming. Here are some questions we can ask ourselves when we hit these “bumps in the road”.
- What happened?
- What is my interpretation of what happened? Is it positive? If not, what are some positives I can learn from this?
- Is this event part of a pattern, or is this an isolated event?
- What is the problem (No Blame, and make sure you are not just giving a symptom)
- What are some possible solutions?
- What is the best solution?
- How can I begin implementation?
These questions can lead us to a winning attitude and better ego strength. We can do this, or we can be a victim. In the words of the late Steven Covey, “Act or be acted upon”