Sales 101: It’s Only A Voice Mail Greeting (not!)
Posted on February 20, 2012 under Sales 101.
Those of you who have worked with me know that I am somewhat maniacal when it comes to stressing the importance of having a good voice mail message (on your mobile device and at the office).
In many cases, we’re talking about the first (and last?) impression you make on some one you have never met before. You need to be good and you need to be ’on’ your game.
Listen you your current voice mail message and ask yourself: ‘would I call me back?” or is my VM message sending my callers to the competition?
Check out this video from KUTV2News
Here are some basics:
*start with a script, practice it, record it, listen to it, re-record if you don’t like it
*speak clearly and slowly and keep it under 25 seconds (40-50 words)
*BE ENTHUSIASTIC, ENERGETIC, and POSITIVE
*be friendly
*be creative and ‘cool’ and funny (if it’s consistent with who you are); Google it if you need assistance
*always let the caller know when they can expect to hear back from you
*change the message weekly
GOAL: make your voice mail message so unique that someone might tell someone else to call you just to hear your message.
Voice mail messages that say “I’m just like all the other sales people out there“:
“You’ve reached in sales. Leave me a message.”
“I’m in a mandatory company meeting. Please leave a message at the tone.”
“Hey, this is Craig. Talk to me.”
“I’m either away from my desk or on my phone. Please leave a message.”
“It’s Monday, I’ll be in meetings all morning and in and out of the office most of the week.”
If you’re truly a unique sales person who brings value to your customers, you need a VM message that sets you apart from the crowd.
Make it a great week, always be memorable, pay it forward and remember to smile more often.
Happy President’s Day!!!
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Sales 101: Thoughts on Procrastination
Posted on February 9, 2012 under Sales 101.
The Perils of Procrastination.
Missouri’s favorite son said that if the first thing you have to do each morning is eat a live frog, there is a high likelihood that that is going to be the worst thing that happens to you all day.
What is procrastination?
Simply put, procrastination is putting off things that you should be focusing on right now, in favor of doing something that is more pleasurable or that you’re just more comfortable doing.
Or, as Napoleon Hill put it: “Procrastination is the bad habit of putting off until the day after tomorrow what should have been done the day before yesterday.”
No big deal right? WRONG!!!!!!!
Procrastination creates stress and is a health risk.
Procrastination is a career killer.
Procrastination creates resentment and guilt.
Procrastination results in missed opportunities and frenzied work hours.
Procrastination is not a problem of time management or poor planning, but of poor habits and lack of discipline.
Since there will always be however, more things to do than you can ever get to, the goal has got to be to procrastinate well, or as Brian Tracy calls it, to “procrastination creatively.”
Being a creative procrastinator can change your life. The trick is to procrastinate on small stuff – the things that are not going to impact your career in a positive (or negative) way. Always plan your day in advance and isolate your big tasks and pursue them to completion.
What are some causes of procrastination? How about stress, being overwhelmed, laziness, lack of motivation, lack of discipline, the need to be a perfectionist, or lack of skill?
A quick fix, rah-rah seminar or self help book isn’t going to stop you from procrastinating and you can be certain that you’re not going to outgrow the problem. If you want to change, You have to take the initiative. The avoidance of procrastination has got to become a habit.
Habits, good and bad, make you who you are; the key is to control them and to change them.
Want to avoid procrastination? 1) focus on it daily for 28 days 2) write an affirmation (“I am not a procrastinator!”) on a 3 x 5 card and read it day and night 3) control your self talk and keep it positive 4) write it down (see #2) 5) remember, there will never be enough time to do everything, but there will always be time to do the most important things 6) create a daily ‘to do’ list and discipline yourself to work continually on the life changing, career changing activities on your list first.
Make it a great week, always be memorable, pay it forward and remember: ‘procrastination make easy things hard, and hard things harder.”*
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
*Mason Cooley
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Thought(s) for the Week & Sales 101
Posted on January 8, 2012 under Sales 101, Thoughts for the Week.
Sales 101: Who’s the competition?
Okay all you professional sales people out there, who is your competition?
What do you think? Company A? Company B?
WRONG!!!!
Your real competition is the status quo.
Always remember, unless you can get people to change what they are currently doing i.e. get them to change their habits, your chances of you earning their business are slim and none.
People don’t need to change what they are currrently doing. Why? Because what they are currently doing makes perfect sense to them. How do you know? Because whatever it is, they are still doing it.
Most sales people are not confident enough (or smart enough?) to ask questions that challenge the status quo. Instead the jump right into their product benefit regurgitation.
“Tell me Mr. Jones, why are you still with Company ABCD?” is an example of a status quo challenging question.
Keep in mind, the answer to every question you never ask is always going to be ‘no’.
In order to improve your results you need to start selling differently ‘today than you did yesterday.’
Thanks for being here, smile a lot, and never forget that you alone are responsible for your own self esteem.
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Sales 101 & Thought(s) for the Week
Posted on January 2, 2012 under Sales 101, Thoughts for the Week.
Sales 101
1) Less than 4% of all adults have written goals.
2) 80% of the 4% achieve their objectives; <15% of people with no written goals achieve their objectives.
Going into 2012, are you in the 4% or the 96%?
Too many of us work hard, but get no where. Why? Because we haven’t spent enough time thinking about what they want actually want to achieve out of life i.e. they haven’t set formal written goals.
As Yogi said: “If you don’t know where you’re going, you’ll end up someplace else.”
Goal setting is about living in the future and since only you can motivate you, your goals turn your visions into realities.
For the process to be successful your goals 1) have to be measurable 2) you have to impose deadlines 3) they have to be written 4) and they have to be put where you can see them and read them morning and night.
A final thought (from Jim Rohn): “I find it fascinating that most people plan their vacations with better care then they plan their lives. Perhaps it’s because escape is easier then change.”
Will 2012 really be different for you or, will the new year be just more of the same?
Thoughts for the Week
Thanks for being here and remember: change is never easy, but without it, we end up living our lives in the past. Happy New Year!!!!
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Sales 101: A Coach? Me? No Way!
Posted on December 20, 2011 under Sales 101.
Lots of famous athletes,Fortune 500 CEOs, and entertainers have coaches. Tiger Woods has a coach. Madonna and Lady Gaga have coaches. Michael Phelps has a coach. Sergey Brin and Larry Page have coaches. Meryl Streep has a coach.
You?
Professional athletes and performers are really only on the ‘stage’ for short amounts of time. Professional sales people however have to be ‘on’ 25/8. We are so busy reacting to clients’ needs, responding to texts, phone calls, and emails that we almost never make the time to plan, to think, to strategize, or re-energize.
Money Makers
Have you ever stopped to identify the things that make you money?* How much time do you spend on a daily basis on these activities? Enough? What would be the impact on your income if you doubled the amount spent doing them?
If you can’t figure this out on your own, you need a coach.
Who Is Holding You Accountable For Doing The “RIGHT’ Things?
Do you have someone who is asking you the hard questions? Who is making you do the things you don’t enjoy? Who is helping you improve the areas where you’re weak?
If the answer is no, you may need a coach.
If you really want to grow your business in 2012, consider finding a coach, a consultant, a friend, a significant other who will force you out of your comfort zone.
Thought for the Week
Thanks for being here, smile a lot, and never forget that you alone are responsible for your own self esteem.
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Thought(s) for the Week (& a sales tip or two)
Posted on December 4, 2011 under Sales 101, Thoughts for the Week.
Sales/Life Tips For Consideration………………….
*The first step is the most important. You can’t finish what you don’t start.
*Networking 101: there is always an alumni group.
*Networking 102: keeping a Rolodex is a lot like getting dressed in the morning. It doesn’t matter so much how you do it, it just matters that you do it.**
*It may not be your fault, but to succeed make it your responsibility.
*Make sure you’re a profit center and not overhead.
*People fall down. Winners get up. Gold medal winners just get up faster.
*A hug rather than a handshake should end every conversation with a TRUE client.
*Send a plant to your customer’s open house; it still works.
*The answer to any question you never ask is always going to be ‘no’.
Thanks for being here and remember: it’s up to us to build our own self esteem; so think positive and act accordingly – even if you have to fake it.
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Thought(s) for the Week (and a ‘Sales Tip’ or two)
Posted on November 27, 2011 under Sales 101, Thoughts for the Week.
Sales Tips 136, 137, 138, etc. etc.
*Don’t let the urgent outweigh what is really important in life.
*Lack of action implies acceptance.
*Your personal image is your ‘calling card’ to success. You are ‘on’ and in view of potential clients 24/7.
*Honest feedback is a gift. It can reveal a need for improvement that you might not have recognized.
*Know your competition and what makes you unique.
*No matter how high tech you get, nothing will replace your people skills.
And to close, a Havey Mackay’s networking tip of the week: “I don’t know what I’ll be doing a year from now, but what ever it is undoubtedly will be based on the contacts I make (and maintain) today.
Thanks for being here; have a super week and always remember: it’s up to you to build your own self esteem.
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Sales 101: Self Confidence Can Be Learned
Posted on November 18, 2011 under Sales 101.
I talked last week about Stuart Smalley (aka Senator Al Franken, Minnesota) and how he immortalized his version of ‘self talk’ on Saturday Night Live (see Sales 101: How Good Is Your Self Talk?)
I want continue this discussion today and talk about a natural end result of positive self talk - self confidence. Self confidence is extremely important in all aspects of our lives, but if you’re in sales, it’s a must.
Self confident people inspire confidence in others: their clients, their prospects, their peers, their friends, their family.
Your self confidence (or lack of same) can manifest itself in many ways: how you act, how you speak, your body language, your posture, etc.
We’ll talk about things you can do to learn how to improve your self confidence in some post Thanksgiving posts, but for today, I just want you to answer the following questions just to get an early guage on where your self confidence meter falls.
1) Do you wait for others to congratulate you on your accomplishments? Or are you constantly ‘blowing your own horn’ to as many people as possible as often as you can?
2) Do you admit your mistakes? Or do you prioritize finding ways to cover up and fix a problem before anyone notices?
3) Are you willing to take risks, to push yourself a little harder to achieve better things? Or, do you always stay in your comfort zone and avoid risks at all cost?
4) Do you always try to do what’s right? Or, is your behavior dictated by what others may say or think?
5) Do you accept compliments graciously (“Thanks; I worked hard on that; appreciate you noticing.”)? Or, do you just dismiss any compliment you may receive (“No big deal; anyone could have done it.”)?
Your answers to these questions will say a lot about you and your self confidence. Remember: Low self confidence can be frighteningly destructive, and since we are responsible for building our own self esteem, remind yourself daily: “I”m good enough. I”m smart enough. And gosh darn it, people like me.”
Thanks for being here; have a super weekend!
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Sales 101: How Good is Your Self Talk?
Posted on November 10, 2011 under Sales 101.
“If you don’t like something, change it. If you can’t change it, change your attitude.” – Maya Angelou
“Attitude is a little thing that makes a big difference.” -Winston Churchill
“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.” -W. Clement Stone
“You cannot control what happens to you, but you can control your attitude toward what happens to you, and in that, you will be mastering change rather than allowing it to master you.” -Brian Tracy
I am not a scientist, but like every other author, self-help guru, motivational speaker, and life coach out there, I too believe that it’s all about attitude and in almost all cases, how we think determines how we act and how we feel.
Unless we learn how to change the way we think, we will never be able to change the way we live (and sell).
Unfortuately, for most of us, once we make up our minds on something, we become blind to other options; we are unable to see other possibilities. Your mind just blocks ‘stuff’ out. We become locked in our ‘comfort zones’ and end up making decisions based upon old ‘tapes’ and past personal histories.
Developing the habit of changing the way you think and learning to function outside of your comfort zones can be critical to your sales success.
How do you even start?
Well, you start by recognizing that it is not somebody else’s job to make us feel good about ourselves; we are responsible for our own self concept.
Take a quick look at this classic clip from SNL.
In the world of psycholinguistics, what Stuart was doing as he stared at himself in the mirror is called self talk.
Self talk is simply “you” evaluating or assessing “you”. It’s how you react to somebody else’s evaluation of your performance. It’s how you react to your own evaluation of your own performance.
Self talk is you building your own self concept; it’s you making a statement of ‘fact’ to yourself. It’s things you tell yourself every day that affirm that you are as cool as you think you are.
*I am always memorable.
*I give, with no expectation of receiving anything in return.
*I always look for the good in other people.
*I’m the friendliest, most helpful, most knowledgable sales person in the room.
*I am a great listener and can make a difference.
*I avoid arguments, don’t use sarcasm and am never mean.
*I am great at remembering peoples’ names.
Self Talk – give it a try; you’ll be pleasantly surprised; here’s one more:
“I am very lucky; I love life; and am confident about the future.”
Thanks for being here and remember: it’s up to us to build our own self esteem; so think positive and act accordingly – even if you have to fake it.
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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Sales 101: Time Managment Questions
Posted on October 28, 2011 under Sales 101.
As a sales “pro”, make sure you ask yourself the following questions on a regular basis?
1) How much of my day is spent actually selling - contacting and meeting with prospects?
2) What are my most productive selling hours?
3) Am I turning off my computer (and phone) at certain times in the morning and in the afternoon to insure that I have time to THINK and PLAN and SELL?
4) What changes do I need to make to my daily ‘to do’ list to insure that I spend more of my time selling (vs. doing paperwork or being in a customer service role)?
Be memorable, have a great weekend, be truthful about how much time you are REALLY spending in front of prospects, and as we have been saying here in St. Louis since the end of August: never, never never give up!
Thanks for being here.
Craig McConnell, President, PrintGrowPro/SalesGrowPro
“Great selling is a process artfully done.”
Follow me on Twitter – http://twitter.com/printgrowpro
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