Today we are mourning the loss of Comedian Joan Rivers.
For the the past 50 years she entertained and at times offended audiences. The reason she was a sales superstar is because she achieved success by implementing the same strategies top producers and entrepreneurs use to succeed. They are:
1. Never Take NO For an Answer: Joan was hired and fired many times. People said she could not succeed and had no reason being on stage. She never let that stop her. She relied on her inner strength and confidence to keep going out there day in and day out to make a difference. Sometimes she succeeded and sometimes she failed. But, As we stand here today we can all agree her life was a tremendous success!
POINT: Never let rejection stop you or deter you from achieving your life’s goals. Continue Reading Why Joan Rivers Was a Sales Superstar
The ALS Ice Bucket Challenge has gone viral and is sweeping the country and the world by storm. Actors, athletes, journalists and people of all professions are pouring buckets with cold water and ice over their heads. And they love it!!!
It all started when friends of Boston College Baseball Captain Pete Frates, who is suffering from ALS, asked their friends and family to pour ice water over them to create awareness for ALS.
The challenge is if you do pour the ice-cold water over yourself, you then have the experience and right to challenge your friends, colleagues and family. You get to call people out by name. How fun is that? Continue Reading EXPERIENCES SELL – JUST ASK ALS
What would life be like if you truly felt rejection as being a gift? It would dramatically improve your lifestyle and success. Why? Because rejection forces us to see what we are doing wrong and make adjustments to get better results.
Consider rejection as being a measuring stick. It merely is a signal that our efforts are falling short of the desired outcomes. If we can program our brains to think this way, we will eliminate all of the emotional nonsense that stops us dead in our tracks. Misplaced emotion is simply allowing assumptions, most of which are false, to rule our lives and force us to make decisions based on wrong information. Continue Reading Rejection is Truly A Gift
Yesterday I walked into the hardware store to buy something and as I was standing on line at the checkout counter, I noticed how the clocks for sale hanging on the wall were all set to the time of 10:10am.
I was amazed they all had the same time and asked the clerk how that was possible. She did not understand the question and started telling me the correct time was 3:00pm. A gentleman standing behind me said that is done on purpose. He said when you look at the frame of a clock and it is set to either 10:10am or 2:10pm, the frame between the clock hands resembles a smile. So the watch manufacturers and clock manufacturers purposely set all of their new time pieces to either 10:10am or 2:10pm to psychologically get you into a good frame (smiling) which then helps them sell more time pieces.
Just for kicks, I googled new watches and below is a picture from Zappos. Bingo- they are all set to 10:10am.
Continue Reading A Smile is Time’s Best Selling Tool
What would you do if a client of yours told you one day they found a place to live through another real estate agent, after you have spent countless hours trying to find the right fit for this client?
This happened to a good friend of mine who is a residential real estate agent in New York. When the client called with the news, she responded in a way most agents would have not. She congratulated the buyer, agreed the location was a good fit for him and his family, and offered her assistance if he should ever need it.
The client responded by saying “the contract is not yet signed and if you have anything you believe I should see to please call”. She did call with four other suggestions. He wanted to look at two of them and one of those is the house he actually bought. Continue Reading Emotions That Kill the Sale
In the CEO Bestselling Book Lead, Sell Or Get Out of the Way, I talk about the 7 Traits of highly Effective Sellers. Since the book was released, I have been able to cull these 7 traits into three mindsets that have literally blown the roof off for my clients in terms of the sales results they have achieved (see video Testimonials). The three mindsets are:
1. Creation vs Competition
2. Openings vs. Closings
3. Team vs. Lone Ranger
In Creation vs. Competition, we talk about focusing only on creating better results for clients vs what the competition is doing. Those that create results are often in the driver’s seat with the competition behind them. Those focusing on the competition are not distancing themselves but rather creating similar clones with little differentiation. Jobs did not create a cell phone juggernaut with the iPhone by trying to beat Blackberry. He had his engineers look at their phones and asked them what would you like to see different and let¹s make it happen. Continue Reading Three Mindsets to Double, Triple and Quadruple Your Sales
Your level of influence will increase with your employees, customers and personal relationships when you can articulate your ideas in the shortest amount of time with clarity. When it takes too long to get people’s attention their interest wanes and you lose the opportunity for captive listening.
There are several reasons why people use too many words and their thoughts are not crisp or clear. Here are the top three culprits: Continue Reading #1 Presentation Tip to Increase Sales and Influence
Working for a major computer manufacturer in 1988, I became frustrated with my distributor reps for not being able to close the leads I gave them. So frustrated that I asked the manager of a local branch if I could come in to do some sales training with his people. He asked me “how fast can you get here?” So on a Thursday night I brought in a few pizzas and spent three hours training his reps on how to close business.
The results were phenomenal! His reps started selling more of the entire product line carried from all manufacturers. And, when it came to buying my category of products, which manufacturer got the business? My company! Why? Because I went the extra step and helped those reps become more successful.
By helping those reps increase their sales success, I had something my competitors did not have, MIND SHARE!!! And because I had Mind Share, my market share increased exponentially. Continue Reading Grow Your Market Share with Mind Share
Apple has enjoyed its biggest opening sales weekend ever for an iPhone. According to industry publications, Apple claims it sold a combined total 9 million units of the iPhone 5S (the more expensive model) and the iPhone 5C (the lower end model). Yet, of the two, the iPhone 5S is outselling the iPhone 5C by a ratio of 3-1. Why are Apple’s sales the best ever for this release and why are people choosing the more expensive model?
Continue Reading Why Is The Apple 5S the Fastest Selling iPhone Ever?
The key to making effective presentations and influencing others to action is engaging your audiences emotionally and relevantly. This means employing the art of story telling.
For a story to be effective, it must be interesting and grab people’s attention. It has to be relevant to the audience with the point being clear and simple. Finally, there must be an application of the point so the audience members can see how it will positively impact them. This goes for any presentation you are giving whether it is a sales presentation or a leader giving a speech to her organization. Continue Reading Sell More and Lead Effectively Through Authentic Stories