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.

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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SalesJournal.com Store: “Start with Why: How Great Leaders Inspire Everyone to Take Action”

By Simon Sinek salesjournal              BUY IT NOW!

“A powerful and penetrating exploration of what separates great  companies and great leaders from the rest.” -Polly LaBarre, coauthor of Mavericks at Work

Why are some people and organizations more innovative, more  influential, and more profitable than others? Why do some command  greater loyalty?

In studying the leaders who’ve had the greatest influence in the  world, Simon Sinek discovered that they all think, act, and communicate  in the exact same way-and it’s the complete opposite of what everyone  else does. People like Martin Luther King Jr., Steve Jobs, and the  Wright Brothers might have little in common, but they all started with  why.

Drawing on a wide range of real-life stories, Sinek weaves together  a clear vision of what it truly takes to lead and inspire.

Buy It Now!

Negative Words Are Stealing Your Success and Happiness

By Jeb Blount (SalesGravy.com)

images (1)Words are powerful. The subtle differences in the language and words we use are directly connected to how we feel, our attitude, and ultimately our success. When you use positive language, whether talking to others or, in your own self-talk your outlook tends to become positive. And of course, as in my case, using negative words will have just the opposite effect.

We often forget the impact our words have on the people around us as well. One negative statement by a leader or manager can impact the performance of an entire team. Negative words generate negative feelings in your family and friends. The ripple effect from a single negative conversation can bring you and everyone around you down. Words are powerful because they take feelings of anger, fear, insecurity, and doubt from inside of you and make those feelings tangible and real.

On the other hand, positive words have the reverse effect. Positive words, said out loud, lift you and everyone around you up. Positive words quickly stamp out negative self-talk and change your poor attitude.

In many ways the language we use is tied to the law of attraction which states that we tend to attract or experience that which we think about. In other words, one of the secrets of happiness and success is keeping your mind focused on what you want rather than what you don’t want.

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Build Relationships to Earn Sales

By  (Business 2 Community)

Would you rather purchase from a serious, black-and-white-type salesperson, or one who is easy to talk with and who might also become a good friend?

While that might sound like a dumb question, too many business and salespeople are images (1)afraid to go out of narrowly defined boundaries. They ignore references to personal events such as upcoming family gatherings or tickets to a show.

As a business professional, make it a part of your business development process to get to know your prospective client on a personal level, too. While in conversation, and hearing of a situation non-related to business proper, that event is most likely foremost on their mind. Treat the conversation as confidential. Pose inquiring questions to learn more and respond appropriately. Doing so serves to build the relationship. [...Continue Reading...]

 

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5 Secrets to Great Sales Coaching

By Scott Gruher (Sales Benchmark Index)

images (1)

Your Sales Leaders talk to their people on a regular basis. They hold forecasting calls every other week. Pipeline reviews.  One-on-ones. But something’s missing. Why are good sales people leaving?  This post explores how sales coaching can improve retention.

Do You Really Know Why Good People Leave?

Top reps leave for greener pastures more now than ever in the past.  Your competitors and recruiters are on the prowl. Here are some common excuses Sales Managers make when an ‘A’ player leaves:

  • Our comp plan is broken – comp isn’t always the issue.  It is an enabler, but typically not a solution. 3rd party exit interviews rarely list compensation as the reason for leaving.
  • We hired the wrong person – Why…what happened? Was it truly a hiring mistake, or did you not invest in them?
  • Expectations aren’t realistic – if this is the case, why hasn’t everyone left?  Why are you still there?
  • I am too busy to coach – busy doing what?  Nothing is more important than coaching your team to a higher level

Good Coaching Will Make A Difference – [...Continue Reading...]