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Sales Success is Similar to Liking Soccer, for Non-Fans of Soccer

April 19th, 2011 admin No comments

I’m really jazzed about the major sporting events going on this weekend. I’ll be attending the start of the NCAA men’s baseball College World Series here in Omaha, and closely following the U.S. Open golf tournament however and whenever I can.

What’s that…there’s another major sporting event going on? Oh yeah, that World Cup soccer thing.

Calm down, soccer fans worldwide, I’m toying with you. I know that is the biggest sporting event in the world.

However, most guys my age in the U.S, in their 40′s and 50′s, grew up playing baseball, football, and basketball, and many of us also got into watching hockey (congrats Blackhawks!). Then some of us got into golf–some of us much more than others.

I am one of the bigger sports geeks you’ll ever meet. I have spent more time attending, watching, reading and talking about all of those sports than I am proud to admit.

However, with soccer–and I’ll include tennis and NASCAR–there has been zero appeal for me over the years.

But, I can understand they are tremendously popular sports, and have rabid fans.

And right now I am really making an attempt to get into the World Cup. I’m reading everything I can about the teams, players, history, how players are developed worldwide, the importance of soccer to other countries and its citizens, those annoying horns we hear during the games, etc. I watched the end of the US-England game (right after I finished playing 18 holes).

I’m not certain I can ever become an avid fan, but I can respect how others are passionate about this and want to understand and feel where they are coming from.

What does this have to do with sales?

Well, everything. Let me put a spin on it.

You have certain thoughts, interests, beliefs, and knowledge about your products and services, why you think your prospects and customers should buy, and what YOU want to do.

But, most importantly, YOU are not your customer.

In sales, it does not matter what you want. It needs to be all about them.

When you let your interests and desires get in the way, that creates objections. That is, IF you are even able to get to that point, meaning self-interested salespeople often don’t even get the chance to speak with a prospect, since their “all about me” calls, emails, and voice messages are ignored and deleted.

So here’s one of the simplest principles of sales success:

Forget about what YOU want. make it all about them.

Art Sobczak, President of Business By Phone, provides proven ideas, tips, and processes to help salespeople use the phone to prospect, sell and service without morale-killing rejection.  To see word-for-word phrases you can use right now to get to and sell more buyers, and other resources such as books, audios, and seminars, and to get his  FREE weekly TelE-Sales Tips, and access to back issues, go to: http://www.BusinessByPhone.com


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Secrets to Success

April 4th, 2011 admin No comments

Realize your Potential

In order to succeed at anything, you need to see that you have the potential to reach your goals. For example, if you want to be a recording artist but have no singing ability, having success in this field is not likely. However, if you love working on cars and have a real talent for fixing engines and transmissions, and to you, success would mean working for NASCAR, you have potential to learn and achieve that success.

 

Don’t Look Back

Everyone has failures or mistakes from the past. To have success, you need to learn from your past and value those difficult lessons but do not every dwell on the past. Simply move forward and make better, more educated decisions from the lessons learned.

 

Dare to Dream

To succeed, you need to have dreams and aspirations. Be honest with yourself as to what you want out of life and what you want to give of your life. Allow your mind to dream and think big.

 

Don’t Give Up

To reach success, you have to persevere. Even Thomas Edison had to learn this. When he was creating the incandescent light bulb, it took him more than 10,000 times to get it right. Keep striving even when it becomes challenging.

 

Have an Unstoppable Attitude

You need to have determination. With good intentions, there may be a close friend or family member that feels it would be better if you focused your attention in another direction. Uphold your unstoppable attitude, determined to succeed.

 

Stop the Complaining

You might think there is no correlation between complaining and success when in fact there is a connection. When you are spending time complaining about the obstacles you are facing, you are wasting so much time being negative that you are actually loosing chances to move forward. Instead of thinking of challenges as problems, think of them as opportunities.

 

Focus on Something you Like

To increase your chance of succeeding, you should concentrate your efforts on something you enjoy. When you start out, make a list of everything you find interesting. Then in a second column, write down the skills you have in relation to each of those items. This will help you narrow choices down based on interest and skill, which gets you started in the right direction for success.

 

Accept Responsibility

You need to accept responsibility if you make a bad decision or fall behind in your plan. Let us say that you have set some firm milestones that need to be accomplished in order for you to move to the next step. However, you got tired of working hard and took some time to play, which is fine as long as it does not affect your goals. Now months have passed and you are way behind schedule. This delay has closed several doors of opportunities. Who is to blame?

 

Be Happy

A positive mind and happy, upbeat attitude will help you succeed. It has been proven in many studies that a person living in a happy state generally gets much further in just about everything they do. This relates to attitude. Just as bad attitude can pull you down, good attitude and a happy, healthy mind will help you meet your objectives.

 

No Shortcuts

An old cliché states, “Anything worth doing is worth doing well.” This should be your motto. When you want to succeed, you cannot afford to take shortcuts. Taking shortcuts leads to imperfection and inadequacies. Always strive for the best, even if it requires a little more time and effort.

 

Have Courage

Depending on what your specific success is, it may take courage to arrive at your desired destination. For example, if you have a dream of being a writer and to you, that is success, but according to your long line of family members who have all gone on to be doctors, the only success in their minds is if you follow down the medical path. This means you will have to have courage to stand up for what you believe and desire to do, even if it means disappointing family.

 

Be Excited to Learn

Referring back to the analogy of Edison, when asked about his failures by a young boy, Edison commented, “Young man, I didn’t fail 9,999 times, I discovered 9,999 ways not to invent the light bulb.” As you work toward your specific success, always enjoy opportunities to learn, even if it takes longer than you think it should.

 

Share your Success

Although this may be more at the end of the process, it is important. When you finally do reach your success, use your experience to teach, guide, and mentor others so that they too might succeed.

 

Seek Input

Whatever your idea of success, conduct a “sanity check” throughout the process of reaching your goal. This should be done with someone you trust and who is themselves successful. Ask them to provide honest feedback about your success and as you move through different milestones, bounce concerns or new ideas off them to help keep you on the right track.

 

Be a Good Listener

To succeed, you need to learn how to listen first. Pay attention to other people who have enjoyed successes in their life, attend seminars given by people that can motivate and encourage, or be open to hearing that a particular idea is not a good one. Good listening takes time to learn but in the end, it will be your greatest tool.

 

Be Proactive

While it may take time to learn how to identify ways to avoid obstacles or failures, get into the habit of tackling problems before they arise. This will help you avoid wasting precious time on your road to success.

 

Stay Motivated

When striving for the big goal of success, it is critical to stay motivated. Find inspiring and motivational tapes, seminars, books, movies; whatever you are able to get your hands on. When you start to feel a little down and out and doubt starts to creep in, turn to these motivational tools to help you keep on track. A few excellent motivators include Tony Robbins, Norman Vincent Peale, Jim Rohn, Zig Ziglar, and Les Brown.

 

Give Yourself a Break

While being determined is important, do not be so hard on yourself that you become critical of every move you make. Give yourself some room to make mistakes and be flexible with you. That does not mean you can miss goals but it does mean that if you do, you find out how to avoid that from happening again and then get back to work.

 

Be Passionate

Fall in love with what your success. Okay, although that sounds funny, you need to have an intimate passion with your interest. You can do this regardless of what your success is. By having passion for what you are doing and driving toward, you will automatically put more effort into it. Passion is a good thing as long as it does not become an obsession.

 

Don’t Settle

If you have a goal of becoming a world-famous chef and you know you have both desire and skill, do not just settle to become a short order cook at your local family ­style restaurant. While that may be good training ground, do not allow yourself to lose sight of your ultimate goal.

 

No Excuses

Many famous actors, music artists, inventors, etc., had special challenges ranging from learning disabilities to physical disabilities. Take Beethoven for example. He was born deaf yet he went on to be one of the world’s greatest composers or Joni Erickson who was paralyzed from the neck down yet she learned to paint with her mouth. Today, her paintings are famous around the world and worth millions. If you are faced with a special challenge of your own, while you may have to adjust things from time to time, do not use excuses. If you want something bad enough, there is a way!

 

Getting Past Fear of Failure

Being afraid of failure is a normal emotion for every person on the planet. How you get past that fear is the determining factor between failing and succeeding. You can do that by setting realistic goals and then examining those goals on occasion to do any necessary realignment. Above all, believe in yourself and the desire burning within.

 

Patience and Dues

Succeeding takes time. A goal worth setting will take time to achieve. Be patient with yourself, the people around you, and the process it takes to become successful, also referred to as “paying your dues.” Just like the chef scenario, it takes time to be a master chef. Pay your dues by learning and working your way up the ladder to success.

 

Good Time / Resource Management

Being successful also means keeping to a schedule. In addition, you need to learn how much is too much. Good time and resource management will help you ensure that you use your time wisely and that you are not adding third portions onto a plate still overflowing with seconds.

 

Attitude

Putting yourself in the right attitude for success should be at the top of your list. Staying positive and surrounding yourself with friends, that share a positive attitude will help you succeed. Do not allow negative thoughts to slip into your mind. Attend motivational seminars and find ways to enjoy life. A good attitude will allow you to turn any bad situation into a learning experience. You have heard the saying, “The glass is either half-full or half-empty.” You need to adopt the attitude that life is half­ full. The result is that you will feel better, have more energy, and have a much higher opportunity for success.

 

Be Thankful

You need to be thankful for not only your accomplishments but also your failures. Having a grateful attitude is important. It will help you stay humble, which in turn, will help you continue striving for the ultimate in success.

 

Keep a Journal

As you work hard to reach success, regardless of what you consider that success to be, you need to be able to see your accomplishments. Start a journal and track every thing you have conquered. When you feel discouraged or frustrated, reflect on what you have achieved, and rejuvenate yourself.

 

Rewards

When children do something great, parents will reward them with something nice, whether a kind word of encouragement or a new toy. When people do well in their job, they get raises. As you surpass your milestones, reward yourself. Treat yourself to something nice – a new dress, a new fishing pole, whatever you like, be sure to award yourself for a job well done.

 

Make the Best of Each Day

Try to live every day as though it were your last. Make the most of every day and accomplish something. Even if it is something small, every baby step adds up to a huge success in the end.

 

Make the Process and Adventure

You should look at every angle of your journey as an exciting adventure. When you think of your childhood years, you loved investigating the unknown. Carry this with you as you strive toward success. Anticipate the excitement of each accomplishment – make it a real adventure.

 

Don’t Neglect Things

Especially when things are small and do not appear to have a major impact on the big picture, you need to ensure you follow through and complete your tasks. Those little things can quickly add up to a big mess if not taken care of in a timely and efficient manner.

 

Offer Praise

If you have people helping you out, whether on a volunteer basis or a full-time employee, always offer praise. These people are an important part of your success and by providing praise and support; in return, they will show dedication and work hard to help you reach your goal.

 

Accept Responsibility

You and you alone are responsible for your success. While you will have help in many instances, the bottom line is that you are responsible. You need to be surrounded by the right people, working with the right investors, going about meeting your success in the right way. It is you that will make the choices and therefore, your responsibility to make the right choices. In other words, your desire for success must always be greater that any obstacle that stands in your way.

 

Be Open to Improvement

Sometimes, people get into the habit of thinking they have the answers needed. You need to accept that you do not have all the answers and more importantly, be open to recommendations from other people. That does not mean you have to agree or even follow those suggestions, but it does mean to listen. You never know when someone will have an idea that will make things easier and more functional, ultimately helping you arrive at your goal more efficiently.

 

Participate

If attending seminars or lectures that will help you get ahead, if there is the opportunity, participate by asking questions or making valid points. Participation is a great way to remember what is being taught.

 

Be Serious

Take your efforts to success seriously. Success is a serious thing and it takes serious dedication. You have to have the mindset that this is not going to be all play, at least not in the beginning.

 

Don’t Make Quick Decisions

When things in your plan need to change, unless necessary, do not make quick decisions. Just as it took time to plan in the beginning, it will take time to change. You want to make sure you are making the right decisions when changes come up. Do your research just as you did in the beginning and then make educated choices.

 

Avoid Stress

When you strive to be successful, stress is a natural part of the process. Do everything you can to avoid stress. Adding in unnecessary stress into the equation will take focus away from accomplishing your goals. You can listen to relaxing tapes, get a professional massage, take a walk, or whatever helps you to relax. When you start feeling overwhelmed, stop, change direction, and avoid stress. The only thing stress accomplishes is draining your think power and creativity.

 

Be Logical

Okay, you may be thinking that logic itself is logical. However, being logic in many cases means having some level of analytical ability. Regardless of the way you think, find the logic in it. This will help you think and plan clearly and honestly.

 

Give 100% Effort

If you are going to succeed, you have to be able to get through tough times. You will have to rise to challenges and not quit. You have to plan to go the extra mile and make personal sacrifices. Succeeding means giving 100% effort. Stay focused while keeping your performance on a consistent basis.

 

Understand your Goal

A great challenge is to prove to yourself that you can do it. One of the ways to prove this to you is to take on responsibility. If your goal for success involves opening a restaurant, work in a restaurant as a server to get a perspective of all the jobs involved to make the restaurant a success. Understand the entire business from the ground up.

 

Appreciate Life

Do not burn any bridges in life. Appreciate life, people, everything around you. Learn as much as you can from every person you meet. Do not turn people away just because you do not agree with them. You never know, the very people you turn away may be the very people that come to your rescue during a time of difficulty.

 

Just Do It

Okay, so Nike coined that phrase but it is so accurate. Quit putting things off and just do it. If you want it bad enough, go for it!

 

Graham Harris

Resume Writer and Editor

graham@jiffyresumes.com

http://www.facebook.com/people/Graham-Harris/100001621695406

JiffyResumes.com

 


Article from articlesbase.com

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