Joseph on Better Listening

“If you’re going to help a man, you want to know something about him, don’t you?”

–Joseph to Clarence, Angel Second Class

from the film, It’s a Wonderful Life (1946)

Sales questions…

The key to learning more about a prospect, customer, or colleague is asking more open-ended questions (questions that cannot be answered by a yes or no) and then listening – really listening – with complete attention.

No leading. No prompting. No interrupting. (You can do it.)

Get some more insight and a list of the top 30 open-ended questions from JustSell. Then, put together a small group and practice delivering the questions to one another (while also practicing your listening).

Stanton on Owning It

“Nothing strengthens the judgment and quickens the conscience like individual responsibility.”

–Elizabeth Cady Stanton (1815–1902)
American activist, writer and editor

Sales math…

If you’re not earning the income you’d like to earn, ask yourself…

“Am I working like someone who makes $X thousand a year… someone who makes roughly $Y every money hour* of the day?”

Are you valuing your time at that level? If not, who will?

  • $50,000 = $25 every money hour
  • $75,000 = $37 every money hour
  • $100,000 = $50 every money hour (almost $1 a minute)
  • $120,000 = $60 every money hour ($1 a minute)
  • $150,000 = $75 every money hour
  • $200,000 = $100 every money hour
  • $250,000 = $125 every money hour (more than $2 a minute)

Greater than $250,000 = You probably don’t need the reminder. (“Rich enough not to waste time.”)

*money hours: hours during the sales day where you can talk with prospects and customers

(email this math)

Get up 10 minutes earlier each day and get back 60 hours each year. Be inspired on this by one of my favorites from Nike.

__________

Leaders: Join Sam (co-founder of JustSell.com) in a short talk on Thursday morning on how to keep your team from going through the motions in 2011.

Keller on Being Bold

“Avoiding danger is no safer in
the long run than outright exposure. The fearful are caught as often as
the bold.”

–Helen Keller (1880–1968)
American humanitarian
advocate for the deaf and blind

Email this quote

Sales push…

Take action.

Make the call (contact).
Ask the (real) questions.
Seek out the objections (the truth).
Close.

Don’t waste a moment going through the motions. (no gomos)

You’re in sales. Everyone depends on you.

(If you’ve not seen it or need a reminder, 1 minute from Nike…
excusing us not.)