High Income Selling Strategies-5 Rules To Govern Your Behavior And Actions In The Sales Cycle–For High Performers

Everyone wants to earn more, but few are willing to change their behavior to do so. In fact, my experience tells me that most aren’t.
Yet, in my 19 years of work with the high sales achiever, I find that those people are different and worth examining. Most of them operate with a different set of rules about selling and the pursuit of new business. These new rules help govern their behavior and actions in the sales cycle. I have over 25 rules that I’ve documented, but here are the top five for you to consider:

1. Define what you want to attract.
High sales achievers are very specific about what they want to attract, both in terms of financial outcomes and business relationships. The Universe has an interesting way of delivering to you exactly what you order, so be specific on your order when you place it. The Universe doesn’t respond well to, “I just want to make more money.”

2. Bring up what scares you.
Most sales executive fears are an illusion. The worst thing we can do with fear is to ignore it. That feeling of fear is trying to tell you something and what it’s telling you is, act on it. If you’re in a sales process and you feel some fear about bringing up a difficult subject, then that’s exactly what you should discuss. Reveal what you feel.
3. Never coerce.

It’s been my privilege to work with some extremely high achievers in the profession of business-to-business sales. One thing I find about them is that they are ‘detached from outcomes.’ They spend no time “convincing, persuading, and defending.” And they spend little time trying to coerce prospects into their way of thinking. When you, a marketing and sales professional, begin to encroach on your prospect’s freedom, you become the pain and they’ll get rid of you. Tell people upfront “it’s alright if you decide this is not a fit at this time, let me know and I’ll be gone.” But do that upfront. That way you’re not 18 months into the process when you hear ‘no.’

4. Think “Process.”
The greatest businesses in the world have the greatest processes in the world. So why should a sales professional be any different? Of all the processes that the high sales achiever has, the most important one is the sales process. A great sales process is one where you can, in a step-by-step fashion, lead people from beginning to end with the constant understanding that some people will qualify “out of the process” and you can move on. Not only should you have a process, but you should also be indignant about the prospect’s adherence to it. (Here’s one of my favorite secrets: Great sales processes are better for the prospect because it helps them identify their problem quicker and create a better solution.) If you feel your sales process is only in your best interest, then you’ve got the wrong process.

5. Think ‘Leverage.’
One way to leverage your strengths is to hire other people and train them to do the things you don’t want to do. But as sales professionals–even as high achieving sellers — you might not have the latitude to go hire staff. But what you can leverage is “current relationships.” High achievers never make cold calls. Why would they? They have learned the power of referral marketing. They find a way to use their current client/network relationships to bring them new, ideal clients.
This is not as simple as “give me ten people you know, so that I can go make a sales call to them.” It is a thoughtful, strategic way to generate enough goodwill with your clients that they beg you to get them introduce you to their friends and associates. A great referral program doesn’t work if you’re not thinking “leverage.”

Sales Tactics Explained

The Merriam Webster dictionary defines “tactics” as ”the art or skill of employing available means to accomplish an end”. That being said, what are sales tactics? Employing available means to make a sale sounds like a good definition to me. So to employ sales tactics let’s start with what available means you have, most importantly your winning personality and eagerness to make your product fit your prospect. Do we necessarily have to have all the gadgets and fancy accoutrement’s to make a sale? The short answer is no. It all goes back to the fact that people do business with people and you must first sell yourself. So let’s refine our tactics to our personal presentation and how we handle prospects.

The first tactic is always be positive. People are like animals in a way, they can sense uneasiness and fear, throw that out before you start your day. Second guessing yourself is waste of time that could be better used in front of an interested buyer. Make sure that grin you’re trying to maintain isn’t a quarter inch deep, it has to originate from the center and move outward. No one likes doing business with a negative person, it taints the deal and future relations ships.

The second tactic that comes to mind for me if follow up. After you’ve given that rock star sales pitch don’t forget to call back and ask for the business if you didn’t close right away. Most savvy customers don’t make impulse buys. If you aren’t following up then the key reason why your widget is better than any other may never surface. Follow up and make sure you ask the client if they have any additional informational needs.

Thirdly, send out thank you notes even if it’s as simple as an email. Most people appreciate thoughtfulness and are moved by it. Don’t kid yourself, someone helped you make every sales you’ve ever sold. Making prospects into fans is one certain way of earning business. Always show some appreciation for opportunities you didn’t have.

These are only a few sales tactics but don’t forget to look at the tools that are always available. Your laptop or smart phone can help you be more efficient but ultimately it can only multiply the force you’re willing to exert towards your sales goals.

Three Things A Sales Professional Must Avoid

We all know there some things you just don’t do as a sales person. Customers aren’t in the habit of being forgiving especially before the sales person has been able to establish a strong relationship. Even after you’ve been become a household name in a client’s business there some faux pas that are hard to recover from. Here are three major actions to avoid:

Cell Phone Ringers
Back in the day when I owned a good size company and had sales people rolling through my office daily, cell phone ringers made me crazy. As soon as I heard a cell phone ring my attention was gone. Now it may seem petty but this was my office and my time. To me it doesn’t take much effort to turn your ringer to vibrate. The salesperson already had a hill to climb because I didn’t have time for whatever they were selling in the first place, and I had little interest in buying unless I was going to be “wowed”. Keeping the attention of your audience is critical and cell phone ringers can rob you of that quickly

Looking Like A Ragamuffin
Maybe it’s unfair to rate the value of the product on appearance of it’s representative but we all do it. I can’t understand why businesses allow their sales representatives to visit prospects or customers looking like a rag bag. Don’t visit a customer dressed like you can’t afford your own product. Muddy shoes and wrinkles will shut down your target quicker than anything. Your credibility has a lot to do with first impressions regardless of how great you’re product is or how brilliant you might be. A rough appearance can make many clients uncomfortable. Make sure you don’t look homeless or hungry, it’s never a good sign if a customer feels like they need to feed you or lock the door when you arrive.


Talking About Religion or Politics
If you want to shoot yourself in the foot as soon as you get out of the gate, bring up political opinions or talk about your church. Now chit chat is critical in building a relationship with a client but keep it general and away from hot button issues initially. If a customer brings up their political stance or religious following, be polite and change the subject quickly. Never, never, never bring either of these topics up yourself. We all know you have an opinion but you are there to sell a product not your religious or political agenda. Keep Pandora’s box closed and steer clear of these topics.

3 Ways To Make Your Sales Team More Effective

As business owners and sales managers we are constantly looking for new ways to motivate our teams toward greater levels of success. Many times our answers are simple and don’t require much more than changing the way we think about problems and our assets in the field.


Support For The Troops. Feeling like you’re alone in the trenches in never a positive scenario for salespeople. Sure the job may require travel and long hours of working alone but that doesn’t mean that some level of support from home base isn’t appreciated.


Supervisors many times lose the perspective of sales professionals operating in the field. While management has a methodology of its own, a good leader puts themselves themselves in the shoes of their charges and doesn’t forget how it feels to walk in them. Just as people buy from people, people will follow and produce for people they respect. A manager who seems out of touch with the realities of making a certain quota will have sales professionals who excel when they are ahead but fall on their faces when they are in a slump.


It’s never a bad idea for managers to make regular contact with their sales team and offer assistance. Even if no support is needed the psychological effect of the offer being made can have a profound effect on team members. In the end, if a sales professional feels like they have the support of their managers then many times they will come to them for solutions with problem before they are uncorrectable. Business is about problems, fixing them before you damage the customer relationship is what successful business is about.


Tools That Work. There are tons of gadgets, apps, and tools out there that all proclaim they will make sales easier or volumes higher. The first rule however is to make sure you have the basic equipment, reporting procedures, as well as the right people who know how to use them.


Once those items are squared away only then can you look at perform and efficiency enhancing tools. Imagine having a team of ten sales professionals who all have company provided vehicles that never start. Before you worry about giving them a lap top that will allow them to work from the field, a good maintenance and repair program needs to be implemented to get in the field. If your reporting process is done completely through Microsoft Excel Spreadsheets, you need to make sure that everyone has the necessary programs and know-how to utilize the report. You might this think this is all common sense but I can assure you it’s not.


Many organizations run despite having the Kool-Aid® and no sugar but how much better could they operate with everything in place? Nothing frustrates a sales professional more than having the “sales” portion of their job inhibited by their tools or their team. A race horse wants to run and a sales person wants to sell, anything that interrupts that needs to be fixed immediately.


Coaching While It’s Relevant. We’ve all heard the old saying, “a stitch in time save nine” and it’s incredibly relevant in sales. The time to correct a problem is before it ever occurs, unfortunately many managers miss the signs of breakage in the process. In sales customers solve their problems by finding someone else to take care of their needs. You have few chances the earn the trust and admiration of a prospect so when you have it you must capitalize on it.


When your sales person walks away without the deal, sure you can review why they didn’t win but could you have better prepared in the first place? As managers and sales people, we know when someone is ready for the field and when they aren’t. I know many prescribe to the sink or swim mentality but this is just an excuse to avoid coaching. You don’t send a soldier to war not knowing where the safety switch is located. Coaching should be a regular item on any sales team’s agenda. With regular coaching/training sales professionals get not only the coaching they may need but an opportunity to look at their tactics from another angle. Perspective is incredibly important to sales professionals and being able to see it from another’s point of view.


Evaluate your sales people during coaching sessions and under stand their professional needs. Once a an area is identified that needs improvement, work towards a proactive training program with input from the sales person. Solutions are easily proposed but sometimes difficult to implement and maintain. You must get buy-in from your sales professionals and coaching sessions are a great opportunity to get just that.


Nothing about selling or managing sales people is automatic. It just makes sense to evaluate your team, their tools and methods to ensure consistent success. That’s why they call ii “managing” and not just “manage”.

2011年跳槽后第一天上班

在家休息了两天，虽然没做什么，就是逛逛街，看看电影，唱唱K，但已经让我休息够，养足了精神。来到办公室，跟每一个人热情的打招呼，今天的第一天上班，我稍微的打扮了一下，装着Formal上班！


　　在工作中，不管你有多顺利，多开心，但总有一些人或事情，会影响你的心情。我们要学会调整自己的心情，要让自己开心一些，这样才可以气到她们。不见风雨怎么见彩虹啊！我要加油！不要生气！


　　虽然有些事不是想象中的那么好，但我们一定要学会坚强，一定要开心微笑着，不要认输，因为你并不比别人差到哪里去，我们都是一样，坚持！让瞧不起你的人都哭去吧！

这个世界上最残忍的一句话 ---> [我们再也回不去]

        你最爱的，往往没有选择你；最爱你的，往往不是你最爱的；而最长久的，偏偏不是你最爱也不是最爱你的，只是在最适合的时间出现的那个人。


　　其实，我很累了，我习惯假装坚强，习惯了一个人面对所有，我不知道自己到底想怎么样。有时候我可以很开心的和每个人说话，可以很放肆的，可是却没有人知道，那不过是伪装，很刻意的伪装；我可以让自己很快乐很快乐，可是却找不到快乐的源头，只是傻笑。


　　能够慢慢培养的不是爱情，而是习惯。能够随着时间得到的，不是感情而是感动。所以爱是一瞬间的礼物，有就有，没有就没有。但反过来说，爱和婚姻实际并不是一回事情，并不是所有的爱情都要结婚的，也不是所有婚姻都有爱情的。


　　遇见了心爱的人，可以说是幸运的，无论结局怎样，都可以说是幸福的。白头到老，固然很好，如果分手，或者为爱情伤心，也都很幸福，因为，毕竟爱过……


　　生活，是用来经营的，而不是用来计较的；感情，是用来维系的，而不是用来考验的；爱人，是用来疼爱的，而不是用来伤害的；金钱，是用来享受的，而不是用来衡量的；谎言，是用来击破的，而不是用来粉饰的；信任，是用来沉淀的，而不是用来挑战的。


　　不甘心只是朋友！很多的感情，都因为一厢情愿，最后连朋友都当不成了。一些本来很好的友情，最后却因为对方的一句喜欢你，如果你没有反应，这一段友情似乎也难以维持下去了。表白了之后不是成了男女朋友，要不就连朋友都当不成了。然而你可能永远都不甘心只是朋友。


　　当你快乐的时候沙滩上有四行脚印；当你伤悲的时候沙滩上有两行脚印。因为当你快乐时我陪着你，当你悲伤的时候我背着你，所以你要快乐，否则我会很累。


　　有些事不愿发生，却不得不接受；有些人不可失去，却不得不放手。有时候，我们等的不是什么人、什么事，我们等的是时间，等时间，让自己改变。


　　有时候不是不懂，只是不想懂；有时候不是不知道，只是不想说出来；有时候不是不明白，而是明白了也不知道该怎么做，于是就保持了沉默。


　　两个人在一起久了，就象左手和右手，即使不再相爱也会选择相守，因为放弃这么多年的时光需要很大的勇气。也许生命中会出现你爱的人，但那终归是过客，你还是会牵着你的左手或者右手一直走下。幸福有时候真的与爱情无关。


　　不要认为后面还有更好的，因为现在拥有的就是最好的；不要认为还年轻可以晚些结婚，爱情是不等年龄的；不要因为距离太远而放弃，爱情是可以和你一起坐火车的；不要因为对方不富裕而放弃，只要不是无能的人，彼此鼓励可以让你们富足的；不要因为外人反对而放弃，幸福是靠自己内心来感受的。


　　那一瞬间，你终于发现，那曾深爱过的人，早在告别的那天，已消失在这个世界。心中的爱和思念，都只是属于自己曾经拥有过的纪念。我想，有些事情是可以遗忘的，有些事情是可以记念的，有些事情能够心甘情愿，有些事情一直无能为力，爱你是我的劫难。


　　其实不管你爱过多少人，不管你爱的多么快乐或痛苦，到最后你不是学会了怎样去爱而是学会了怎样爱自己。


　　人是无法在快乐中成长的。快乐使人肤浅，我们在痛苦中成长，蜕变才会更了解人生。


　　女孩子并不在乎你有没有钱，她在乎的是你会不会发奋努力改变现状；女孩子并不在乎与你一起生活会遇到困难，她在乎的是你会不会迎难而上；女孩子并不在乎你有多浪漫，她在乎的是能不能从生活的点滴中感受到你的爱；女孩子并不在乎你现在的境况如何，她在乎的是你能不能让她看到你们的未来……


　　我想，如果你有那么一点点喜欢我，就一点点，我也会有勇气去争取，可是我也不知道怎么去分辨，生怕，或许，我以为的表示也只是自己的自作多情，这样的自己就会显得那么的渺小而力不从心。当对某人放进了感情，那么在他面前，你就像个神经病，会惶恐，不安，患得患失……


　　没有过不去的事情，只有过不去的心情。确实是这样，很多事情我们之所以过不去是因为我们心里放不下，比如被欺骗了报复放不下，被讽刺了怨恨放不下，被批评了面子放不下。大部分人都只在乎事情本身并沉迷于事情带来的不愉快的心情。其实只要把心情变一下，世界就完全不同了。


　　男人对女人的伤害，不一定是他爱上了别人，而是在她有所期待的时候让她失望，在她脆弱的时候没有给她应有的安慰。


　　把自己当自己，此语最为重要。人生最大的敌人，不是别人，而是自己，战胜了自己，便攻无不克、战无不胜。把自己当自己，就是要求自己不要和自己过不去，别为一个小小的职位、一份微薄的报酬，甚至是他人一些闲言碎语，一个不屑的眼神而怒发冲冠，要以平静淡泊的心态去面对种种荣辱得失和情仇恩怨。


　　三件让人幸福的事情：有人爱，有事做，有所期待。有人爱，不仅仅是被人爱，而且有主动爱别人爱世界的能力；有事做，让每一天充实，事情没有大小，只有你爱不爱做；有所期待，生活就有希望，人不怕卑微，就怕失去希望，期待明天，期待阳光，人就会从卑微中站起来拥抱蓝天。


　　面对，不一定最难过。孤独，不一定不快乐。得到，不一定能长久。失去，不一定不再拥有。不要因为寂寞而错爱，不要因为错爱而寂寞一生。


　　不要评价别人容貌因为他不靠你吃饭，不要评价别人的德行因为你未必有他高尚，不要评价别人家庭因为那和你无关。总之，不要评价任何人哪怕是你的家人。


　　回不去的地方叫故乡，到不了的地方叫远方，多少人就这样，一直在路上。


　　人生有很多事，需要忍；人生有很多欲，需要忍；人生有很多情，需要忍；人生有很多苦，需要忍；人生有许多痛，需要忍；人生有很多话，需要忍。人生有很多气，需要忍。忍，有时是环境和机遇对人性的社会要求，有时则是心灵深处对人性魔邪的一种自律。


　　时间，让深的东西越来越深，让浅的东西越来越浅。看的淡一点，伤的就会少一点，时间过了，爱情淡了，也就散了。别等不该等的人，别伤不该伤的心。我们真的要过了很久很久，才能够明白，自己真正怀念的，到底是怎样的人，怎样的事。


　　不要等到了一个笑容，才面露慈善；不要等被爱了，才去爱；不要等到寂寞了，才明白朋友的价值；不要等到一份最好的工作，才要开始工作；不要等拥有许多，才开始分享；不要等别人受伤了，才乞求原谅；不要等分开了，才想到挽回。不要等待，因为，你不知道等待需要花费多少的时间。


　　不要乱花钱因为明天你就可能失业，不要趾高气扬因为明天你就可能失势，不要吹嘘爱情因为明天你就可能失恋，不要委屈自己因为明天你就可能死去。


　　这个世界上最残忍的一句话，不是对不起，也不是我恨你，而是，我们再也回不去。就是这样再简单不过的一句话，生生的将两个原本亲密的人隔为疏离。没有经历过的人，永远都不会明白，那是怎样的一种切肤之痛。


　　爱你的人，你不爱他；你爱的人，他不爱你；两情相悦，那么到底能不能在一起了？我想是可以的，因为世间必有真情在。

你怎么舍得我难过

对你的思念是一天又一天,孤单的我还是没有改变,

美丽的梦何时才能出现,亲爱的你好想再见你一面.

秋天的风一阵阵地吹过,想起了去年的这个时候,

你的心到底在想些什么,为什么留下这个结局让我承受.

最爱你的人是我,你怎么舍得我难过,

在我最需要你的时候没有一句话就走,

最爱你的人是我,你怎么舍得我难过,

对你付出了这么多你却没有感动过.

对你的思念一天一天又一天，想你的心始终没有停下过，对你的爱始终没有磨灭过，一夜一夜又一夜，总是一个人彻夜难眠，不知道这时候的你在做些什么，想些什么？现在的你好么，身体好么，你的一切的都好么，这是我最关心的。电话一遍一遍又一遍的拨通，可到最后总是无人接听，短信一个一个又一个的发，可始终没有回应，我知道你是在故意逃避我，我知道我知道我知道！！！


在这多无眠的夜里想起以前我们好多好多的回忆，第一次看见你时的眼神，第一次小心接近你时候的表情，第一次触摸你手时你的动作，第一次听你对我说你要我的时心心跳的感觉，第一次和你身体接触的时候，第一次走进站台转身看你，我依依不舍离开的时候，第一次在转身离开为你落泪的时候。