Category: Sales

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Focus On The Hard

Question Mark

There are many tasks in sales and some you naturally attract you; organizing your desk, preparing your script, going on cold calls, tidying your contact data or schedule . These things are all well and good UNLESS you’re doing them to avoid real work. Ask yourself “What do you dread doing?” Ask yourself , what are the things you find hard to do and then consider that maybe, just maybe that’s where you’re failure lives?

Take a moment and look inward. Do you have any suppressed self-destructive traits or childhood hang-ups that are roadblocks to promoting your dream? Are you putting yourself out of business?  Today, focus on one thing you avoid. Put it on the top of your to do list. Do it right now!

See the world as it is
Focus on the hard
until the hard becomes easy.

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Making the Hard Easy

image
Nothing in the world
is as weak as water.
Yet for dissolving granite mountains
nothing can surpass it.

The soft overcomes the hard;
the easy overcomes the difficult.
Everyone knows this is true,
but few can put it into practice.

Therefore the Master Seller
Remains cool under fire.
Prepared they are ready for all objections.
Because they have stopped avoiding work
their work gets done.

See the world as it is
Focus on the hard
until the hard becomes easy.

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Assessing Failure

Sales professionals come from many backgrounds: accounting, engineering, teaching, corporate America – careers that have not required phoning strangers, shaking hands and smiling when you don’t feel like it. Now you must.

It is not easy to taste success if economic conditions, shortage of money, aggressive, even unethical, competitors, and your own weaknesses conspire to bankrupt you. But if you’re going succeed as a Master Seller it maybe time to stop placing blame on others and focus inward on what you can do to hone your craft. Do you have any suppressed self-destructive traits or long-time hang-ups that are roadblocks to promoting your success? Are you putting yourself out of business?

Right now, ask yourself if there was one thing you could do to improve your success rate, what would that be? Ask yourself What have you been avoiding and putting off? Quick now, what’s the first thing that comes to mind with these questions?

Right now, say it out loud……..

This is awareness.

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Learning from Failure

Poster for LearningA lost sale is a failure
And  an opportunity to learn.
If you blame someone else
Or the circumstance
There is no end to the blame.

Like the seasons
Deals are won and lost.
Make failure the  opportunity to start again,
Yet this time more intelligently.

The Master Seller
Meets their own obligations
Corrects their own mistakes
Doing what they  need to do
Demanding  nothing of others.

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What Would You Do If

Like a flashlight in the dark
The Master Seller sheds light on solutions
When muddled and confused
They ask the buyer 
What would you do 
If you had more time?
What would you do 
If it  was easier to do your job?
What would you do 
With the money this solution would save?

By asking,  the buyer reflects, 
With reflection, comes understanding
With understanding, a decision 
And the decison to purchase.

By asking you receive.  
By questioning, you are  answered. 

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Friends Not Yet Met

Will Rogers, the famous Cowboy humorist  from Oologah Oklahoma once said that strangers are just friends he had not yet met.  This is the view of the Master Seller. The  last post spoke about how we should see strangers as ourselves and not be intimidated or shy in their company.  The hardest part of cold calling is getting over this fear of having the door slammed in your face. And indeed that may happen.  But trust that most folks will treat you well.  And the few times this happens is an opportunity to laugh at how silly people  can be. 

The Master  Seller knows that with rejection comes opportunity.  Being awake to this reality, brings a smile and acceptance. 

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Dropping Something Everyday

John sailing the SnarkWhen first learning sales
every day something is added.
In the practice of Master Selling
every day something is dropped.
Less and less do you need to force things,
until finally you arrive at the no close, close.

True mastery can be gained by listening,
and letting things go their own way.