I know, it sounds like this is a commercial for me. It's not. It's my advice to you about something I've seen work for Salespeople and Business people for the over 18 years that I've been in the Coaching profession. I've also seen the difference in my production when I've had a Coach and when I haven't.
When you read this post, read it from a place of possibility as to what's possible for you by using what you're reading. When you read it from that place, rather than I'm trying to get you to hire me, you will get SO much more out of it. Then if you see value in what you've read and don't see me as a possibility as your Coach, go out and find another Coach. Just get one so you can use what you'll get from them to increase your productivity and effectiveness toward your goals.
What's the benefit of having a Coach? I'll tell you what I've seen and what my clients have told me over the years regarding the benefits. First, you have two people working on the same thing; your goals. When two are working together, the POWER to create expands dramatically. Individually, you're Powerful and your Coach is Powerful, yet when you bring those two Powers together working on your goals, you expand that Power exponentially. The Coach's only agenda should be that you attain your goals. When that is in place you have both you and the Coach with the same agenda, you attaining your goals.
Another aspect of what makes Coaching so effective is the accountability factor that is in place. You will make commitments to your Coach regarding the actions you will take toward your goals between Coaching appointments. By you having your Coach knowing and holding you to what you committed to will most likely have you taking more actions toward your goals. THE MORE ACTIONS TAKEN TOWARD YOUR GOALS, THE MORE OF YOUR GOALS YOU WILL ATTAIN!
Another benefit of having a Professional Coach is they can see things that you perhaps can't see. Sometimes we're blind to our own actions. By having a Coach to have you see and correct something that may not be working for you will have you be more effective in attaining your goals.
All these and MANY more benefits of using a Professional Coach makes it a GREAT investment for you, not a cost. Your Coach shouldn't cost you anything in your sales career, they should be one of the BEST investments you make in you career.
TRY IT YOU'LL LIKE IT!
Saturday, January 30, 2010
Tuesday, January 26, 2010
The Art of Scheduling!
How many times have you gotten to the end of your day, and asked yourself: "What did I accomplish today that I wanted to accomplish?" If the answer to that question isn't to your liking more often than not, it's probably because of your scheduling practices or perhaps the lack of scheduling.
One of the most important tools you can use as a Sales Person or Business Owner is EFFECTIVE scheduling. Scheduling is the road map you will use to get to your destination (Increased Income)!
If you're not using some type of scheduling tool, it's time to start. Whether it's paper or electronic, it NEEDS to be done and done consistently.
The day before (my favorite time) or the morning of, before you start your day you NEED to list the 6 most important items that you NEED to do to increase your income, either for that day or for the future. Once you've listed them you NEED to prioritize them in order of importance toward the increase of income. You then NEED to schedule them in your appointment book "AS IF" they were appointments. For example: If you have on your list to call 3 past clients for the purpose of resigning and/or getting referrals, you NEED to schedule that activity at a particular time that you will call them, 10-11 AM, 1-2 PM or whatever. If you have prospecting calls to make, and you better have, you NEED to schedule the time to make them.
Once these activities are in your calender, you NEED to hold them as an appointment, just like you would hold the importance of a meeting you have scheduled with someone. These items if listed properly, are probably the most important appointments you have throughout the day, as they are the items that are going to keep you continuously moving toward and attaining your goals.
Everything you deem as important on your list NEEDS to be plugged in as an appointment. I can't stress that enough! Then, all you have to do is open your schedule and you will be taking MORE of the actions that will have you attain your sales goals. When you take MORE actions toward your goals you will create MORE of your goals.
Start today to practice this method of effective scheduling and COMMIT to have it be a part of your daily activities and you will get good at being in CONTROL of your day, rather than having your day be in CONTROL of you!
PS If there are any topics you would like me to cover, let me know and I'll make a point of giving my input on the subject.
One of the most important tools you can use as a Sales Person or Business Owner is EFFECTIVE scheduling. Scheduling is the road map you will use to get to your destination (Increased Income)!
If you're not using some type of scheduling tool, it's time to start. Whether it's paper or electronic, it NEEDS to be done and done consistently.
The day before (my favorite time) or the morning of, before you start your day you NEED to list the 6 most important items that you NEED to do to increase your income, either for that day or for the future. Once you've listed them you NEED to prioritize them in order of importance toward the increase of income. You then NEED to schedule them in your appointment book "AS IF" they were appointments. For example: If you have on your list to call 3 past clients for the purpose of resigning and/or getting referrals, you NEED to schedule that activity at a particular time that you will call them, 10-11 AM, 1-2 PM or whatever. If you have prospecting calls to make, and you better have, you NEED to schedule the time to make them.
Once these activities are in your calender, you NEED to hold them as an appointment, just like you would hold the importance of a meeting you have scheduled with someone. These items if listed properly, are probably the most important appointments you have throughout the day, as they are the items that are going to keep you continuously moving toward and attaining your goals.
Everything you deem as important on your list NEEDS to be plugged in as an appointment. I can't stress that enough! Then, all you have to do is open your schedule and you will be taking MORE of the actions that will have you attain your sales goals. When you take MORE actions toward your goals you will create MORE of your goals.
Start today to practice this method of effective scheduling and COMMIT to have it be a part of your daily activities and you will get good at being in CONTROL of your day, rather than having your day be in CONTROL of you!
PS If there are any topics you would like me to cover, let me know and I'll make a point of giving my input on the subject.
Monday, January 4, 2010
Sales is not a dirty word!
How often have you heard or even thought of Sales as something that could be construed as negative? Over the years you have probably formed an opinion of Sales or Sales People, and some of them might be negative opinions. Opinions like: "Sales People are not ethical. They only think of themselves. You can't trust them. They don't have my best interest at heart, etc." If that's what your conversation is about sales and you're in sales you probably are creating a quandary. A quandary is when you want to attain something and another thought or conversation is pulling you in the opposite direction of that something you want to attain; it creates a state of perplexity or uncertainty. For example: If you are in Sales and you have a negative conversation or outlook on sales, you will always have something pulling at you that will diminish your Power to attain your goals.
These quandaries are not usually conscious to us, they are usually unconscious to us, yet they are debilitating us from operating at 100% of our Power. Another example could be that you think others have the same negative reaction to Sales People and that puts you in an inferior position (unconsciously) when you are interacting with these people. Especially if your PERCEIVED thought of negative as relating to sales or sales person lines up with your negative PERCEIVED thought of what you think another has about sales or sales person.
Can we overcome this quandary situation? Of course we can! Just as we can overcome ANY of the situations in our career that are not working for us. Not working meaning, they get in the way or hinder our SUCCESS. How we overcome this quandary situation is to create a NEW definition of Sales or Sales Person. The old definition (Negative) moved you away from creating your goals. We NEED to "make up" definitions or meanings that are Positive (moves you toward your goals).
From here on in I want you to have a NEW definition of Sales, Enrollment or Sales Person. The new definition is: "A Sales Person helps others get what they want for their HIGHEST good." Not our highest good, their highest good. You NEED to keep telling yourself, over and over again that what you do is for THEIR highest good and you NEED to make sure you are doing the best for them, and your sales will multiply tremendously and the number of people you are assisting with your product or service will multiply tremendously.
These quandaries are not usually conscious to us, they are usually unconscious to us, yet they are debilitating us from operating at 100% of our Power. Another example could be that you think others have the same negative reaction to Sales People and that puts you in an inferior position (unconsciously) when you are interacting with these people. Especially if your PERCEIVED thought of negative as relating to sales or sales person lines up with your negative PERCEIVED thought of what you think another has about sales or sales person.
Can we overcome this quandary situation? Of course we can! Just as we can overcome ANY of the situations in our career that are not working for us. Not working meaning, they get in the way or hinder our SUCCESS. How we overcome this quandary situation is to create a NEW definition of Sales or Sales Person. The old definition (Negative) moved you away from creating your goals. We NEED to "make up" definitions or meanings that are Positive (moves you toward your goals).
From here on in I want you to have a NEW definition of Sales, Enrollment or Sales Person. The new definition is: "A Sales Person helps others get what they want for their HIGHEST good." Not our highest good, their highest good. You NEED to keep telling yourself, over and over again that what you do is for THEIR highest good and you NEED to make sure you are doing the best for them, and your sales will multiply tremendously and the number of people you are assisting with your product or service will multiply tremendously.
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