Start looking beyond the problem you are experiencing and begin looking for the opportunity instead of dwelling on the negative.
Adopting a PMA – Positive Mental Attitude – will force you to look for the positive in everything negative that happens.
Changing Your Outlook Will Change the Outcome
Jun 17, 2024 by Leave a Comment
Start looking beyond the problem you are experiencing and begin looking for the opportunity instead of dwelling on the negative.
Adopting a PMA – Positive Mental Attitude – will force you to look for the positive in everything negative that happens.
We Must Accept Finite Disappointment, But Never Lose Infinite Hope
Apr 8, 2024 by Leave a Comment
Sales Tip #689 From The Sales Doctor
“We Must Accept Finite Disappointment, But Never Lose Infinite Hope”
When I saw this quote from Dr. Martin Luther King Jr., I was reminded that there is more disappointment in sales than success – unless you have a 100% Close Rate.
It’s been said that you will get a “no” a minimum of 3-5 times before you get a “yes”, with the average close rate across all industries only being 20-30%.
So, learn from your disappointment, but never lose hope. Remain pleasantly persistent in your pursuit to gain commitment.
Roadblocks
Mar 11, 2024 by Leave a Comment
Sales Tip #680 From The Sales Doctor
Roadblocks
If you were on your way to a sales call and you came to a roadblock would you pull over, call the office, and tell them you can’t get you your appointment? No! You would figure out an alternate route to get there.
So why am I still hearing that I never received a response from my call, email, or text?
If those methods don’t work get creative and try something else. Become pleasantly persistent!
Heart Sell, Not Hard Sell!
Feb 19, 2024 by Leave a Comment
Sales Tip #678 From The Sales Doctor
Heart Sell, Not Hard Sell!
Recently, I read an article by Wura Alese entitled: It’s Not Hard Sell, It’s Heart sell.
It reminded me of the old saying “people don’t want to be sold, but they do like do buy”.
Your objective should not be telling, nor aggressively pursuing the sale. Put the needs of the customer first by asking questions and actively listening. The sale will take care of itself.
Remember! It’s heart sell, not hard sell!
No One Can Ride Your Back Unless It’s Bent! -Dr. Martin Luther King Jr.
Feb 12, 2024 by Leave a Comment
Sales Tip #677 From The Sales Doctor
No One Can ride Your Back Unless It’s Bent! -Dr. Martin Luther King Jr.
The riding metaphor means someone else can’t have power over you (ride you like an animal) if you are standing tall and proud. If people are beaten down, or feel they are, their backs are figuratively bent and therefore other people can exploit their weakness.
Remember that people will only do to you what you let them get away with. So stand tall and proud!
WYSIWYG
Feb 5, 2024 by Leave a Comment
Sales Tip #676 From The Sales Doctor
WYSIWYG
In the early 1980s the phrase “what you see is what you get”
was abbreviated to “WYSIWYG” (pronounced wuzzywig) by computer users who sought a term to describe software that accurately reflects the appearance of the finished product.
This phrase can also be applied to a person’s attitude. If all you see is negativity you will miss the opportunity.
Stop Assuming the Worst!
Jan 29, 2024 by Leave a Comment
Sales Tip #674 From The Sales Doctor
Stop Assuming the Worst!
A negative assumption is believing that something is true, real, or certain even though it is not tested, proven or a fact. Therefore, it blocks our ability to think clearly, limits or stops our actions and efforts in the right direction.
If you are going to assume anything, do it with a positive assumptive mindset instead of a negative one.
Remember! whether you think you can or you cannot, you are correct.
Follow-Up Questions Provide Clarity!
Jan 22, 2024 by Leave a Comment
Sales Tip #674 From The Sales Doctor
Follow-up Questions Provide Clarity!
Follow-up questions are used to unearth more profound insights into previously provided information.
In other words they are questions you ask to expand or clarify an answer to information you’ve been given.
I’ve always been told that it’s never the first question that provides you with enough information to respond. Get clarity first, then you can provide a customized solution.
The Juice Isn’t Worth the Squeeze!
Jan 15, 2024 by Leave a Comment
Sales Tip #673 From The Sales Doctor
The Juice Isn’t Worth the Squeeze
This phrase is an idiom that means the potential reward is not worth the effort to claim it. Essentially, it suggests that the outcome or reward is not worth the investment.
When you look back over 2023 are there areas where you spent a lot of effort for a middling return? This is a great time to reflect so you can eliminate those time-wasters in 2024.
If You Want To Go Fast, Go Alone. If You Want To Go Far, Go Together
Jan 8, 2024 by Leave a Comment
If You Want To Go Fast, Go Alone. If You Want To Go Far, Go Together.
When you work alone you have the luxury of not having to wait for anyone’s approval to get things done quickly.
But how far can you get in life working alone? Going far requires the support of others.
We are always better together!