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21 07, 2015

Does it Matter if Your Salespeople are Loveable?

By |2017-03-03T12:06:52-05:00July 21st, 2015|Categories: Blog, Sales, Success|Tags: , , , , |0 Comments

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What makes a salesperson lovable?

What makes a salesperson lovable?

You probably know how to buy the right products and what time of the  year customers are likely to buy. You probably even run ads to drive customers into your business and think you’re good at it. But what about your salespeople? Are they lovable?

If so, why are these things happening in your business?

Sales people are complaining about prices. “We could sell more if your prices were as low as our competitors.”

They don’t really push for the sales, or call customers back. “I don’t want to turn customers off.”

“I can’t reach that quota; we don’t have enough customers.”

“Why don’t you advertise more?”

Our competitors are stealing our customers. “How can they give stuff away?”

So who is leading your crew? The only people in command are your managers.  Managers need to know what problems their salespeople face and then train them to overcome these problems or hire someone. Why do so many take the easy way out and think that product knowledge is the answer to all of their company problems?

One thing l know hasn’t changed; customers still fall in love with people not products. Despite this fact, businesses spend little on making their sales force “loveable” and confident.

Seven  to make your salespeople more ‘loveable and confident.’

The better people feel about themselves, the better they will be at their jobs. If you don’t feel good about yourself, you won’t learn and will lack in confidence. Find out what’s really bothering your salespeople and come up with the answers.

Train in areas that are causing the most problems. Not sure about overcoming objections? Train it and get your best salespeople to share their secrets.

Help them love what they do. Provide an atmosphere of support and learning. If people feel like they’re achieving, it’s likely they will love what they do.

Teach them how to use their time wisely. Some activities will bring in customers, and some things are just a waste of time. Sending notes to customers has high values, playing Candy Crush probably doesn’t.

Set a good example, or play ‘follow the leader.’ Managers need to be focused, supportive and always thinking how they can help people feel  fulfilled. Being positive and achieving goes a long way.

Encourage creativity; everyone has their own brand of creativity. Find ways to make it happen in all of your staff. There are fun games that encourage people to think differently. Once you play the game, tie the results back to their jobs.

Discuss the price of success. Success is not something that just happens. It takes years of preparation and learning.  While you’re making this happen, other things need to be put aside. Everyone will have to decide what’s most important.

Malcolm Gladwell  talks about the 10,000 hours to become an overnight success.

Being happy with you is the first step in being  lovable.

Lisbeth has been helping businesses build “lovable” relationships with their staff and their customers for over 20 years. To have her speak at your business or  develop a training program for your managers and staff–reach her at Lcalandrino@nycap.rr.com. Or call/text at 518-495-5380.

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22 12, 2012

Is Success What You Really Want? 11 Top Reads to Keep You Motivated in 2013

By |2017-03-03T12:07:02-05:00December 22nd, 2012|Categories: Blog, Success|Tags: , , , , , , , , , , , , , , , |1 Comment

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With the New Year around the corner, I start thinking, how will I continue to motivate myself to take on the tasks ahead.  The next statement is always, what are the tasks?

My friend, The Growth Coach,  John Stahl,  l told me not to let work get in the way.

Interesting thought.Work that really doesn’t make a difference?

I find that having a yearly plan helps me stay focused and show results. If you don’t do some soul searching, life will just drag you along, and you’ll become part of someone else’s success plan.

With the New Year around the corner, “we can all use a little prodding” to get us to success and more out of life. And who doesn’t want more out of life? Here’s my list of what I call “the read and re-read.” I’m also addicted to pod casts, listening to them every night before I go to sleep. Of course, I fall asleep in the middle but maybe my subconscious is getting it.

 

  1.  Excuse Me, Your Life is Waiting, by Lynn Grabhorn. She calls her life journey “the physics of thought.”  The book is easy to read and gives us another link on how to get more out of life. Her theory is that we get what we want through feelings, not necessarily because of planning and sweating. The book helps you understand how your feelings can help or hurt you. Personally, I think it’s worth owning, underlining and reading it again
  2. The Four Agreements: A Practical Guide to Personal Freedom by Miguel Ruiz This is an old book, but it too is super—easy read and it makes you want to call Miguel up and have a conversation. His best advice,  “Whatever happens around you, don’t take it personally. Nothing other people do is because of you. It is because of themselves.”  How many times a day do we take things personally? You can sign up for his Academy of Awareness which is very cool.
  3. Are you Ready to Succeed, by Srikumar S. Rao. This is another personal favorite. The book has readings, , exercises and lessons to help you reconstruct and improve your professional world. This has lots of ideas on “getting unstuck.”
  4. 212, The Extra Degree, by Sam Parker. The premise: at 211 degrees water is just hot. At 212 degrees, it becomes steam and is powerful enough to move a locomotive. Who can argue with this? The tiny book will keep you captivated and wanting to read it over again. Tapes are also available.  Read it out loud to anyone who will listen.
  5. Outliers,” by Malcolm Gladwell. This has to be one of the best books I’ve read. Based on the premise of when you were born, where you were born and what was going on in society had a huge effect on you. It made me look deeper into  my own life and how lucky I was to miss attending the first grade by one year! You’ll love this. If you can’t  get enough of Malcolm, I can’t,  start listening to Malcolm’s pod casts. Freakonomics.
  6. The Myth of the Entrepreneur by Michael Gerber. This is a quick with great insight. If you haven’t read it and own a business, go get it. This is definitely a reread.
  7. The Great Wing, by Dr.Louis Tartaglia. I just ordered 21 of these for a customer service class I’ve been teaching; it’s the kind of book you can’t’ put down. Gomer is a baby goose in the midst of learning how to survive the great yearly migration. Somewhere  in our lives, all of us have “bellied up to the bar” and done something we haven’t wanted to do. Fellow trainers Lou, Sam and I created a workshop for the board of directors at the Toledo Opera Company. It was a blast with everyone yelling, “flock yes.” A great parable and you will feel for Gomer’s struggle.
  8. Build from Scratch,  How a Couple of Regular Guys Grew The Home Depot from Nothing to $30 Billion, by Bernie Marcus and Arthur Blank. A true life story about never giving up and those that believed.  Will there ever be another story like this?
  9. The Thank You Economy, by Gary Vaynerchuk. Who will win the customers? Not the rich guy but the guy who can show the customer how much he’s loved. A little longer read but really good.
  10.  What the Most Successful People Do on the Weekends: A Short Guild to Making the Most of  Your Days, by  Laura Vanderkam. No,  they’re probably not watching television but they’re staying away from their inbox and have a plan. Check this out.
  11. Abundance, by Peter Diamandis. The world is better than it looks and has plenty of opportunities. Get to this book fast.

What are you reading? I know Dan Alcorn must have a couple of good suggestions. Let us know your ‘good reads.’ Happy New Year.

Lisbeth Calandrino helps businesses build loyal customer relationships through customer service and sales training. she can be reached at redhotcusotmerservice@nycap.rr.com.

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