April 27th, 2011
We’re back with another installment in our ongoing series called the “Psychology of Sales,” and this time our topic is the mindset of success. It’s true – the most successful people all have something in common: they have trained their minds to focus on success.
Think about it, have you ever met a truly successful person who spent all their time focusing on problems, complaints, or what wasn’t working? Odds are, the most successful people you’ve met are focused on much more positive things: their goals or desired outcome, the action steps necessary to get there, problem solving, creating win-win scenarios, and much more.
 We’re talking about more than just positive thinking or a good attitude – we’re talking about cultivating the mindset of success. This means surrounding themselves with positive people and masterminding with winners — people who are focused and connected. Additionally, most successful people do not allow themselves to be subjected to a lot of negative communication. Instead, they prefer to watch positive, uplifting films and television, and read personal development or motivational books and magazines.
Put simply, successful people eat, breathe, speak, hear and surround themselves with: success.
Additionally, successful people typically feel fairly neutral about failure. They understand that some failures are inevitable, and that failure is part of learning. When they fail, they don’t need to be ashamed or fall into a deep depression, they simply realize that they just found one of the ways that won’t work, and now they can look for a way that will work.
So how can you cultivate this mindset of success? Here are some tips:
1. Start a media fast. It’s true – the vast majority of media content is negative in nature, especially the news. Try putting yourself on a media diet for just one month – no news, newspapers, gossip magazines, horror movies – nothing that falls outside of the “motivational media” description
2. Read inspiring or uplifting books and materials. Check out the “personal development” section of your local library or bookstore. If that’s too far outside your comfort zone, stick with motivational biographies and non-fiction.
3. Set some powerful goals. Check out earlier posts on this blog for powerful goal-setting tips.
4. Start a mastermind group. Find a handful of likeminded individuals who are also committed to their own success and meet on a regular basis to discuss ideas and help each other be successful.
5. Focus on success. Imagine what it will be like when you’ve already achieved your goal, and focus on your own imminent success.
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April 1st, 2011
This month, we continue our ongoing series on the Psychology of Sales, and this time, we address a core underlying issue: personal integrity.
But what does personal integrity have to do with succeeding in sales, you ask? Excellent question!
 You have likely met (at some point in your lifetime as a consumer) the kind of sales person who made your skin crawl. Whether they smiled too much, came across as fake or sleazy, or just weren’t likeable for some reason you “couldn’t quite put your finger on,” you did not want to spend any more time than necessary with this kind of sales rep. On the other hand, you may have had the pleasure of meeting the kind of sales rep who made you feel as though he/she genuinely cared about your problem and authentically wanted to solve it. You may have instantly felt a sense of trust, comfort, or ease with this kind of sales person.
In many cases, the sales professional who instantly comes across as trustworthy and honest is the one who possesses a high level of personal integrity.
According to Wikipedia’s definition, integrity refers to a “perceived consistency of actions, values, methods, measures, principles, expectations and outcome.” Personal integrity refers to this same level of consistency and congruency within a specific individual.
When a salesperson practices consistency of actions and values, it means that a sales rep who values honesty will speak, act and conduct business accordingly. Now can you see why you instantly feel at ease and trusting of certain sales professionals, but not of others? It has everything to do with their personal integrity.
But how can an individual sales person increase their level of personal integrity? This is certainly easier said than done. Increasing one’s personal integrity involves bringing consistency and congruency into all areas of life.
Some examples might include:
- keeping your car and home neat and clean
- practicing honesty in all your communications and relationships
- not stealing office supplies
- etc.
Can you see how these appear to have nothing to do with sales per se (it is unlikely that a prospect would ever see a sales person’s home), but have everything to do with maintaining a high level of consistency and congruency across the board.
It is not possible to maintain personal integrity part of the time. In other words, you can’t be honest and forthcoming in your job, but not your personal relationships, and expect to maintain personal integrity. It’s about demonstrating consistency across the board (especially when no one is watching).
Truly great sales personnel are always striving to improve themselves and raise their level of personal integrity.
Likewise, the best sales professionals know that audiovisuals can make or break a sales presentation. For your next major client pitch, why not rent a projector from Projector123.com? Our professional grade rental projectors are easy to set up and really take your presentation the extra mile with high quality outputs, total portability, and a sleek and streamlined appearance. Click here now to rent a projector today.
December 6th, 2010
Here we conclude with part two of this Psychology of Sales installment on creating a sense of urgency to close more sales.
 Make an Offer
Depending on the nature of your sales position, your company, your product and your industry, the urgent offer may already be handled for you. For example, if your product is popular as a gift, then you may find it much easier to sell during holiday season (Christmas, Valentine’s Day, etc.) In some cases, the company may create the incentive (limited time offer, one-time-only offer, limited quantity available, bonuses available now, buy one get one free, free or discounted shipping today, operators are standing by, refer a friend today and get something extra, etc.) You can create a sense of urgency by making an offer that will not last, and this can provide the incentive your prospect needs to take action today.
Take Advantage of the Season
For example, if you’re in B-to-B sales, right now (the end of the year) is the perfect time to remind people that their purchase may be tax-deductible. Businesses often justify making necessary purchases and expenditures right now because they can take the tax write-off for the current year.
For a sales professional, this is an excellent way to create a sense of urgency and take advantage of what might otherwise be a slow time of year. However, be careful to phrase your recommendation in such a way that you are not giving advice that you’re not qualified to give! Business owners and operators should always be advised to check with their accounting professionals for specifics with regards to tax laws.
Get Creative
Finally, you can always offer something “extra” to your clients if it helps you close a deal. That might include something you provide on your own expense: treating them for lunch, giving a nominal gift card, a tank of gas, etc. If you use this method, check to ensure that:
1) you are offering a mere token to “sweeten the deal”
2) you are not crossing into any moral or ethical “gray areas”
3) you are offering a gift or incentive that makes sense (preferably related to the sale itself, and a cost to you that is minor in comparison to your commission from the sale)
4) you are not breaking any laws or codes of ethics
5) you are able to deliver what you promise (for example, don’t promise something that is out of your control, such as expedited delivery or additional features at no cost)
6) you are in compliance with your company’s policies and procedures (ask your employer if you’re not certain)
Have fun creating a sense of urgency and closing more sales. In the meantime, why not rent a projector from Projector123.com for your next sales presentation? Remember, a picture is worth 1,000 words. Click here to get your rental projector right now.
December 3rd, 2010
In this post, we continue our ongoing series on the “Psychology of Sales.” This week’s topic is essential for an effective closing strategy: creating a sense of urgency. Let’s explore some powerful ways to do just that.
 Push the “Pain” Button
The absolute best sales professionals don’t just sell, they solve problems. Which means the first step is finding out what the customer needs. While relaying this to you, you can listen for their pain button – high employee turnover, the need for speed, expensive customer returns, etc. – your job is to show them how your product or service can satisfy their need and remove their pain. That is how you nail the sale. If you’ve demonstrated how you can satisfy that need, but the customer still is reluctant to buy today (or wants to think about it, or sleep on it, or get back with you in a month or two, or whatever), then you can push their pain button. For example, consider this conversation summary:
Client has just explained: Our surveys have shown us that when the showroom gets dirty, our sales drop a bit. But the shop vacs we’ve used in the past don’t last very long, and when they break, it takes two weeks for us to get repair or replacement. I feel like I keep throwing good money after bad.
Sales Rep selling high quality shop vacs explains: We can definitely help you, because our shop vacs outperform all other shop vacs in the industry, and we offer extended maintenance plans that can provide you with a temporary replacement unit, should one of our units needs repairs. That would completely solve your current problem of a dirty showroom every time one of your existing shop vacs breaks down.
Client: OK, this sounds like a good idea. I’ll get back to you in a few weeks.
Sales Rep: Sure, that’s no problem. Now, just to be clear – all of your old shop vacs are working perfectly right now, right? I’d hate to see your showroom get dirty again and your sales drop, while you’re waiting to get back to me – especially at this time of year.
Now the client isn’t thinking about the expense of new shop vacs – instead, he’s weighing whether or not he can afford an impending drop in sales. Before he can respond, the sales rep might say:
“You know, we can have this paperwork wrapped up in a matter of minutes, and I can get the new shop vacs to you within 5 days. So what do you say we preserve your sales and make sure that showroom stays spic and span?”
One of the best ways to put your most professional foot forward in any sales presentation is with a rental projector from Projector123.com. Click here to reserve your projector today.
November 12th, 2010
Here is our final installment of the three-part series on keeping sales staff motivated during the holiday season. If you’ve already started implementing our simple suggestions, you may have already noticed an improvement in the morale and performance of your sales staff (in which case, be sure to post a comment and let us know so we can celebrate with you!) This final installment will help you “seal the deal” to ensure that you meet your end of year targets.
Get the Buy-In
Sure, we’re talking about sales here, but it’s also important to focus on a different kind of buy-in: specifically, we mean getting full support from your staff. You’ll produce the greatest results when you have commitments and buy-in from your sales staff – especially your team leaders and key personnel.
You may have noticed that leaders emerge in any group – sometimes “from the ranks” and not necessarily from those in possession of a leadership role or title. Thought leaders are those who can easily influence others in their surroundings, and you’ll certainly want the thought leaders on your sales team to be fully on board with your end of year targets.
Whenever possible, poll your top producers and thought leaders for creative ideas, suggestions, etc., to get front-line input on what needs to happen in order to hit those final month goals. Your sales people who are “in the trenches” every day will have a much different perspective than you and other business leaders, and can make significant contributions to problem-solving initiatives.
Go Cherry-Picking
Don’t be afraid to approach your best customers with a proposal for additional goods or services, or to increase their 2011 contracts. These are clients who are already sold on you, your company and your product, and it’s a proven fact that people who buy from you once are highly likely to buy from you again. This form of “cherry picking” can definitely boost your end-of-year numbers.
It’s never too late to order a rental projector from Projector123.com. Whether you’d like to show some pizzazz during the company holiday party or awards banquet, or you’d simply prefer to wow a potential client during an upcoming sales presentation, a rental projector from Projector123.com can make a world of difference. Click here to rent your projector today.
November 10th, 2010
Welcome back to part two of our three-part segment on keeping your sales staff motivated during this holiday season. In this post, we’ll explore some simple, yet key tips you can use to keep your sales staff at top production.
Keep Your Finger on the Pulse
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It’s easy to get distracted with your own holiday planning, as well as wrapping end of year numbers and strategic planning for the coming year. But this is the time of year when it’s most essential to keep a close eye on numbers and performance, staying in close contact with your front line sales force, to ensure they stay on track and completely focused on closing year-end sales. It definitely pays to stay in frequent communication with your sales staff during this final two-month push.
If you’ve got front-line managers or team leaders, you’ll want to be close communication with those key personnel, ensuring that they are staying in frequent touch with their team as well. You will find great benefit in getting these team leaders on board, and you may even consider a special incentive for the team leaders with the highest performing team during this end-of-year sprint.
Of course, you’ll want to exercise restraint here – employees and sales staff who feel micro-managed typically do not perform as well as those who feel a sense of autonomy and independence. You’ll want to stay informed and be supportive, but without being pushy or intrusive.
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November 8th, 2010
It’s that time of year again – time for celebrating, staying up late, exchanging gifts and pleasantries, and pretty much focusing on anything and everything except work. Sounds like fun unless you’re a business owner with a sales staff to motivate. Fortunately, we’ve compiled some tips and tricks for keeping your sales staff motivated and focused all through the holiday season.
Make Things Interesting
Haven’t you ever noticed that things really start to get interesting when there’s a potential prize (or risk of loss) at stake? The sales industry is no different – it’s a well-known fact that sales staff tend to perform best during a sales contest, or when some other incentive is up for grabs. The trick is to choose the right motivator for your sales staff – choosing the wrong incentive won’t make much difference in terms of performance. If you’re not sure, consider what’s worked in the past, or poll your sales staff for ideas. Sometimes it can be as simple as bragging rights, or a special privilege…other times, money or tangible prizes (and end-of-year performance bonus, a trip, or other valuable prize such as an iPad) speak the loudest.
 But a contest or sales incentive isn’t the only way to make things interesting. You can liven up office life with harmless practical jokes, lively music, fun or silly activities, sales rallies, pep talks, clean jokes and much more. When you elevate the mood of the work environment, your employees perform better (as long as they are still provided ample time and environmental conditions to actually get their work done). Keep things interesting at work, and notice how attendance and morale both improve dramatically (and sales will naturally follow suit).
The next installment in this series might be a few days away, but now is the perfect time to rent a projector from Projector123.com. We can help you close more sales at your key presentations, as well as helping you boost morale around the office, or provide a unique source of entertainment at this year’s company party. Click here to rent a projector now.
November 1st, 2010
Today we continue our ongoing series on the Psychology of Sales. This month’s topic is a biggie: goal setting. If you’ve been in the sales industry any reasonable amount of time, you’ve likely been exposed to goal setting, and may already use this valuable practice. However, you might be surprised to learn that many people are using goal setting strategies improperly (or ineffectively), thereby producing results that fall short of their true potential. In this installment, we’ll look at strategic tips for powerful goal setting.
Be Specific
All too often, a person may set a goal that is not specific or measurable, thereby making it not only difficult to hit the goal, but to know when it’s been achieved. For example, if you’ve ever set a goal to “be healthy” or gain “financial freedom” it’s unlikely that you actually achieved this goal, because it’s far too vague to focus on as an end result. If you did desire to improve your health, you could pick a specific benchmark to measure, such as the distance you can run, or lowering your cholesterol to a number under __ (some specified number), or being able to climb three flights of stairs without becoming winded, etc.
Set Goals and Targets (and Know the Difference)
A mistake made by many sales professionals involves setting targets and mistaking them for goals. A target is a task or a to-do item to achieve; a milestone or marker en route to a bigger goal. A goal is an end result, and one that inspires and drives you. For example, you might have a goal to buy a brand new BMW, and you might set specific sales targets to get you there. Setting targets without a goal is like trying to win a race when you’re blindfolded. If you can’t see where you are, and you don’t have measuring points to check your progress, you have no idea whether or not you’re winning (or even close to the finish line). Your targets should support your goal.
Infuse Passion and Emotion
Your goals should excite you; they should light you up and inspire you to press onward. Never set goals to “get by,” get out of debt, or pay your mortgage. Assume that you can achieve what you need, plus a whole lot more. Focusing on your passions is what will keep you going when the going gets tough, and it keeps you from getting bogged down in life’s “have-tos”. What are you most passionate about? It might include material possessions like clothes, a car, or a new house, or it might include intangibles such as vacations, time spent with family, or being fit and healthy. You might be passionate about contributing to a particular organization or community. Whatever excites you most is what you should focus on when setting goals.
If you’ve got a specific sales challenge you’d like assistance with, post a comment here and we’ll do our best to address it in an upcoming post. In the meantime, put your best, most professional foot forward at your next sales presentation with a rental projector from Projector123.com. Our high quality rental projectors will ensure that you create the most polished, effective presentation possible. Click here to learn more now.
October 22nd, 2010
As we come fully into this final quarter of 2010, the main focus is on a final end-of-year push to hit annual targets for the year. If you’re already feeling the pressure of this push, here are some tips for helping you achieve even the loftiest of goals.
 Take Ownership
One of the trickiest parts of being pushed to hit goals is that the goals aren’t necessarily your own. Pressures trickle down from upper management and executive levels who may not have a realistic handle on what kinds of pressures you’re dealing with out in the trenches (and furthermore, they may not be entirely willing to listen when you attempt to convey such stresses!)
In many cases, it pays to engage in open conversation with your superiors to explain what you believe is attainable, and why they current goals may not be feasible. If nothing shifts as a result of such dialogue, then the key is to take ownership – even though these may not be the goals you would have set for yourself. Push hard and do your best to hit the targets, and it will be much easier if you take ownership of the goals instead of blaming upper management for pushing them upon you.
Begin with the End in Mind
Stephen Covey, author of the international bestselling book, “The Seven Habits of Highly Effective People” invites us to begin with the end in mind. In other words, imagine what it will be like once you have achieved these high goals, and hit your sales targets. Will you get a raise? Will you win company awards? Will you earn a promotion? What will your earnings be as a result of all these commissions on sales? Will the company’s position be improved in the marketplace? Covey’s research shows that people who begin with the end in mind are far more likely to achieve their goals – and stay motivated through the tough spots – than those who omit this simple step. Keep your eyes on the prize and you will find it far easier to persevere.
Track Your Progress
It is a fact: whatever we measure will improve. Your company may have some measurement tools in place, which you may or may not find useful. Don’t be afraid to create your own measurement tools to track your personal progress. Use whatever seems most helpful to you – celebrate wins and create a strategy for minimizing losses. Focus on the positive in your tracking and measure, measure, measure. Be sure to share your progress with your superiors, but only if you believe it will elicit encouragement (as opposed to, “That’s fine, but what about the rest? We’ve really got to crank it now.”) Remember that upper management has their own stressors, and you can keep your head down and your focus sharp and when you track your progress you will find that you soon start to progress even more!
Stay in Action
Avoid procrastination, stay in action and keep yourself focused. When you combine all these tactics, you’ve got a winning strategy for achieving even the most outrageous of goals.
For your next sales presentation or corporate meeting, remember to rent a projector from Projector123.com. We’ve got the fastest, easiest online ordering system, highest customer satisfaction, and a total hassle-free experience. Rentals including round-trip shipping start as low as $129 per rental. Click here now to get started.
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