Leadership: Why Trying To Be Liked Can Kill Happiness and Success

(SalesWise)

Do you want to be liked?

Most of us do. But wanting to be liked by everyone can have a chilling effect on your happiness and success.

As an example, I don’t believe leaders need to behave like arrogant jerks to be SJPsuccessful. But many are so afraid of being disliked that they err on the opposite end, unwilling to make unpopular decisions or have difficult conversations.

When the need to be liked trumps your best efforts as a leader, you’re not doing anyone any favors.

Sales training coach Nicki Weiss, of SalesWise.com shares two common fears that hold leaders back.

Changing the Sales Conversation: Connect, Collaborate, and Close

SalesJournal Store: BUY IT NOW! 

Changing the Sales Conversation: Connect, Collaborate, and Close
By Linda Richardson

CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY’S HYPER-DIGITAL SJPWORLD

In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying–and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation.

A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win.

Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn:

  • Futuring to prepare for and anticipate customer needs
  • Heat-mapping to use insights to focus and engage customers
  • Value-tracking to connect your solutions to business outcomes and ROI
  • Phasing to use sales process to forecast accurately and close
  • Linking to reassert heart and trust into your sales conversations

 

Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it.

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Too Many Salespeople Are Not Listening

 By : Stu Schlackman (SalesGravy)SJP

The person who talks the most has the least control. Asking questions puts you in control of the conversation because it gives you the opportunity to go to a deeper level and gain better insights into the customer’s situation. Understanding customer needs makes it possible for you to recommend the best solutions and paves the way for them to choose you and your solution.


In Sales, It’s Not About You

Have you ever had a sales call turn out differently than you expected?

Several years ago I was on what I thought was one of the worst sales calls of my life. I walked into the prospects office, introduced myself and before I could sit down, he started to talk. I listened, nodded when I agreed and then listened more. One hour later, I asked my first question, “What is your biggest challenge going into the New Year?” He responded. Forty minutes later the meeting adjourned.

I felt terrible.

I never expressed my thoughts, concerns and ideas on what type of training would be appropriate for his sales team. One week later he called and said he loved our meeting and wanted to book the training for next month. WOW! Are you kidding me? And I thought I hadn’t done anything right in that meeting.

But, maybe I did.

In the book Power Questions by Andrew Sobel and Jerold Panas, the authors say that in sales, “it’s not about you. If you do all the talking, you learn nothing about the person. If you do all the talking, you’re in the spotlight. If you do all the talking, you don’t empower the other person.” The authors continue by saying, “Your job is not to listen and respond. Your job is to gain information and create a vibrant dialogue. That’s an important distinction. Tell me more is the magic key to open up the next layer of the other person’s thinking and experiences.”

Tell me more is key.

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Wine at the Business Dinner…

By Ed Cowdrey (The Sales Manager’s Guide to Sanity)

The 7 C’s of Wine at the Business Dinner

Business dinners with co-workers and customers can be a daunting experience. You and your team will be judged on your professionalism, candor, etiquette, and good manners.  The wine list can be even more daunting, but it does not have to be.

Whether you have hosted hundreds of business dinners or never hosted one before, the etiquette, traditions, and other mysteries of the wine list usually divide us into one of two groups: one, pass me the wine list please, or two, please pass the wine list to someone else.

The rules are not as simple as they used to be. Who gets the wine at a business dinner can be based on a number of factors including who is hosting the dinner, who is the “ranking” attendee, or simply who knows about wine.

SJP

If you end up with the wine list or think you might, here are some ways to pull off the experience. These are the basics. If you already know a fair amount about wine, these will be good reminders. If you know a little about wine, these should be of help and may unlock some of the unknowns you have questioned in the past. If you know nothing about wine, the seven C’s should start you on the road to knowledge. Remember, there is nothing wrong with saying to your guests “you know, I really enjoy wine, but would love for someone else to do the honors.” It is almost guaranteed that someone will gladly raise their hand.

Here are The “Seven C’s” to follow.

Ways To Be Highly Organized In Sales

By (Tactical Sales Training Blog)

How do you become incredibly successful in Sales? You get highly organized to the point you are obsessed with it. Being organized means you know where you are going, how you’re getting there and when you plan to do it. Are you organized?

Endless scribbles and note taking mixed in with an “I’ll update the CRM later” attitude and you’ve got a recipe for Sales disaster. The last thing you need is your Sales Team being clueless as to who they’re speaking with or why they are speaking to them.

If you’re a Sales Manager, emphasize the need to be highly organized, even paranoid of failure if it means everyone adopts the need to be organized.

Play out the worst case scenario to the team and see who starts to question or double check their approach, chances are most will but it’ll save a lot of embarrassment and wasted time with the customer.

SJP

Here are 12 ways to become highly organized

Deepak Chopra Shares 7 Insights to Double Sales Productivity

By  (Salesforce Blog)

Perhaps, you start early, work late, and check email on weekends – but still don’t have the level of results you planned to achieve.  It may not be your work ethic that’s holding you back. It could be your state of well-being.

SJPAt last year’s DreamforceDeepak Chopra revealed key insights on the past, present and future of well-being and its relationship to performance.

Here are seven teachings from the talk and his books plus ways to leverage these learnings to increase sales productivity.

 

Improve Your Sales With This Change of Habit

By  (Inc.Com)

One Habit That Will Immediately Improve Your Sales

SJPBusinesspeople probably spend more time trying to learn about how to improve their sales performance than they do on any other subject. The reason is clear–if you can’t sell effectively, you won’t stay in business, no matter how well you’re doing in every other area.

Most sales advice out there focuses on how to close deals–what to say, ways to follow up, when to pull back, and so on. But if you look at the best salespeople of the 21st century, you’ll find they have one commonality in their behavior that has nothing to with the techniques they use to get prospects to open their checkbooks.

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