Woody Allen once said…
90% of life is just showing up
That might be true for him.
But it aint true in sales.
Just showing up isn't enough.
Sure. You gotta get in the game.
And you gotta ask.
Because if you never ask, then no one will ever say yes.
But in selling, we always have competition.
And usually lots of it.
In every deal, there are lots of losers who just "showed up", and only one winner.
The secret to winning 90% of your deals is knowing the secret truth about every deal.
Here's my Sales Thought for the Week…
You get what you focus on. Every day I make a short focus and action list. I mark only 1-3 items as must-do actions to focus on. The rest are nice to do (and I sometimes get to them as "break-time" from my must-do work). Otherwise I put those off to another day… By focusing on the must-do actions, and keeping those limited to 1-3, I get a LOT of things that I WANT to do, done. This is how you make the reality you desire, one-day at time.
Sell with Pride,
-Shameless Shamus Brown
Questions asked the right way, lead you closer to the sale.
Questions asked the right way, uncover opportunity.
Questions asked the right way, create a bond between you and the prospect based on a belief that you can help you them.
Ask questions the wrong way, and you will accomplish none of this.
What's the wrong way to ask questions?
Well there's one way I know of that can be really damaging…
There's a right time to sell
And there's a wrong time to sell.
The right time to sell is when you have earned the right to sell.
Sounds simple enough.
But lots of people screw this up.
You don't earn the right to sell just because the customer has asked you for information, for a pitch, or a demonstration.
Here's my Sales Thought for the Week…
Be proud of being a salesman! Be proud, because all business activity starts with the sale. Sales IS business. The people who create the products you sell NEED you to get their products to the customer. Without you, there would be no business.
Sell with Pride,
-Shameless Shamus Brown
How do you get more done faster?
Or asked another way, how do you get more done in less time?
Simple answer: Get busier.
People who do more, get more done.
"Uhh, yeah no shit, Shamus."
Seriously though…
There's a saying that goes "If you want to something to get done, give it to a busy person."
In the past 10 years I've learned how to do more "new things" than I did probably in the previous 20 years of my life.
And one of the things I discovered is how much fear and uncertainty slows us down, stops, and even paralyzes people at times.
Here's my Sales Thought for the Week…
Whether you make New Year's Resolutions or not (I Don't), January is a great time to set Motivating and Big Goals for yourself. For most of us the calendar is free from distractions for the next 5-6 months, plenty of time to get some major momentum, and big progress in life and business.
Sell with Pride,
-Shameless Shamus Brown
About a year ago I took a training on how to kill people.
Now it might be easier to call this a self-defense course, a practical martial arts program, or a combat training system.
But the simple fact is, this was a training on how to kill an attacker, when the chips are down, it's him or me, and there is no other option.
The training was designed by a former Naval Warfare Intelligence Officer who was instrumental in creating the modern hand-to-hand combat fighting techniques taught to the Navy SEALs today.
I figured before this training that maybe I was gonna learn a lot of fast punches, kicks, throws, and other Bruce Lee kinda stuff.
But I was wrong…
As I write this on Wednesday, December 28th, there are just 4 days left on the calendar of 2011, and only 3 business days left in the year.
Where did 2011 go?
Before I went to bed last night, I was thinking, how it's already been a few days since I last wrote you.
And then this morning as I looked at the date of my last email, I realized that it was 2 weeks ago.
Aaackkk!
Where did the time go?
Ummm…
Every sale happens in an instant.
Yes, I know it may seem like it takes you hours, days, weeks, even months in some cases to make a sale.
But the sale itself, the buying decision that is, happens in an instant.
Do you know when that moment is?
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