| |
| |
|
Sales Information |
|
Are You a Winner or Whiner?
I've found that winners say "I choose to." Whiners, on the other hand, say "I have to." Let me explain. On a plane, I mentioned to the executive next to me that I'm a professional development consultant and speaker. She smiled, gave me a knowing nod, and before the wheels were up revealed her "pain." She launched into telling me about her demanding and exhausting work responsibilities. She said things such as, "I have to leave home at 6:30 every morning to beat the traffic." "I have to go to Germany next month on business." "I have to attend a daily mini-meeting with the VP of Marketing." She prefaced all of her duties with "I have to." I shook my head. "No wonder you feel over-stressed!" I exclaimed. "Your motor's running full speed but your parking break is on!" I recommended she release the brake. "You are a closeted whiner," I said. "Viewing your work as a series of burdens is holding you back. Empower yourself by changing your perspective. Quit using the victim phrase 'I have to." Replace it with 'I choose to,' 'I get to,' or by just stating the facts." "For example, saying 'I choose to leave at 6:30 to avoid the traffic' means you are making a quality choice about making your commute easier. Saying 'I get to go to Germany' affirms your company's appreciation of your special skills -- plus you are fortunate to get to go on an adventure most people will never experience. Stating 'I meet daily with the VP of Marketing' clarifies your duties and signifies you are a key person whose observations and opinions are so valued the VP gives up part of her day to hear what you have to say. Making these phrase changes subconsciously signals you're in control of where your time and energy go. That makes you a winner not a whiner." She thought a moment, smiled broadly and said, "I feel the difference already. I'm going to quit saying 'I have to'." To keep yourself in the winner's circle, it's smart to ditch the whiner phrase, "I have to," unless you want to signal the listener you're being forced to do something against your will. Victims say "I have to." Winners are smart to say "I choose to." Doug Smart is the co-author of the book, "Sell Smarter." He is a sales consultant, professional speaker, and host of the daily motivational radio show, "Smarter by the Minute." For more information, email Doug@GrowYourSales.org.Copyright 2005 by Doug Smart
MORE RESOURCES: Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting |
|
|
|
RELATED ARTICLES
Ten FAST Ways to Sell Your Products Always give a reason for the sale for credibility. 1. If I Wanted To Sell For A Living, I Would Of Majored In It In College By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I become a salesperson"?Why do people go into sales? Here are some reasons people have given to me and sales managers when they apply for a sales position:? I don't know what else to do in life, so I might as well sell.? I'm tired of my present job of (you fill in the blank), so I guess I'll go into sales; anybody can do it. Do You Want to Know the 8 Tips to Selling More Products? So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if it's counter sales or door-to-door. The Relationship Between Colour & Sales Make no mistake that emotions are the driving force behind sales, and customers making buying decisions can be influenced through visual elements towards a particular behaviour or emotion that will encourage more sales.Not convinced? Have you noticed that a lot of restaurants are decorated in/heavily feature reds and/or oranges? Still not convinced?Pizza HutFrankie & BennysBurger KingLittle ChefTGI FridayBella Pasta (one of the few to focus on Orange rather than red)These major players understand the psychology behind colour and its relationship to marketing which dictates that red and orange specifically encourage restaurant patrons to eat faster; thus yes you guessed it - increasing sales within the same period of time. Powerful Words Hi,I'd like to discuss the most powerful words you can use during the selling process.Quote: Words are the most powerful drug used by mankind. Focus on a Trade - Not a Discount Smart buyers will always ask for a better price. Unfortunately, too many sales people and business owners automatically think that reducing their price is the most effective way to respond to this request. 7 Strategies for Writing Fundraising Letters Writing fundraising letters can be an effective way to request donations to a charitable cause. Letters are used for a variety of purposes and can be sent to a large number of people or a select few. Hate Follow-Up Phone Calls To Hot Prospects Who Won't Call You Back? Stop Calling! We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these follow-ups, some very fine prospects who are ready to buy now are flying under our radar. Selling Services Selling a service isn't the same as selling a product. Your prospect is buying an intangible. Quotations Tell... Proposals Sell! The traditional "Quotation" was originally devised during the Industrial Revolution of the 1850's and has changed little to the present day. It is a totally Dickensian format and absolutely out of date in a situation where supply so completely outstrips demand. Challenge Yourself!!! Evaluate Your Selling Skills! This evaluation is not for the "weak-kneed". Real questions to determine Real skills for Real world sales. Great Telephone Skills Having good telephone skills is crucial as the call may be the catalyst for a prospective sale or provide vital counseling for a member of public. However, since both parties may not see each other face-to-face, a telephone conversation may not lead to favourable results; on the flip side, it may lead to unintended misunderstanding. Create a Magic Connection with Clients, Leads, and Business Associates Part II Part I of this article explored how strategies of Neuro-Linguistic Programing (NLP) can be used to gain instant rapport with clients, leads, and business associates, and more specifically, how to use physiology, matching and mirroring, to create instant magic communications.Now, how can tonality and words establish rapport?TONALITYWhile physiology accounts for 55% of communication among humans, tonality accounts for 38%. What Should I Charge? People ask me, "What should I charge?"I say, "Ask your clients."If they are respectable professionals you want as clients, they will be honest with you and give you a fair price based on their experience, their need, and their ability to pay. Using Emotion for Persuasion The other day, I received the last issue of a business magazine before my subscription runs out. Now, I like this magazine, but I'm swamped with reading matter so I won't renew. 3 Ways To Sell and Have Fun Doing It There are many ways to sell and have fun doing it, but some times we really need to step outside the box and do something a little different if not drastic.Listed below are the three fun and exciting ways to take that giant leap and start having fun selling your product!? The Sidewalk Sale? Supermarkets? Block PartyThe Sidewalk SaleIf you are looking to put a big push on your production and obtain a lot of applications in one day, then the sidewalk sale is the way to go!Exactly what is the sidewalk sale?Keep reading. How To Take The Right Steps To Increase Your Selling Results Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single phone call. Business is Great; I'm Just Not Selling Anything! Awhile back you had a great idea. An idea that you thought could make you a decent income, with very little effort. Dress as Though You Mean Business Could casual Friday be undermining your leadership ability?One of the cool things about working in a home office is that you can do business in torn jeans and a T-shirt because no one sees you but the dog. And Sparky believes in you no matter what you wear. How To Set Goals and Achieve Them We use only 5% of God's given potential, 95% of them is not used. Why not tap the 95% of our Creative Intelligence and achieve our desired goals.
|
| home | site map | contact us |