The Selling Newsletter
A free monthly newsletter of ideas to help make your selling easier.
|These are this month’s newsletters sections.
1. Selling Quote
The Selling Quote for the Month
The statistics are not good about how successful we are at keeping the goals we set for ourselves. (You did set your goals already for this year, didn’t you?) It’s not too late. Take some time to think about what you want, what’s important to you and how you’re going to get there. Think small steps that build to larger accomplishments. And remember, it probably won’t be easy. When several days attack you at once, remember that this too shall pass. My rule of thumb is that if I have more than four truly horrible days a year then I’m doing the wrong job. Then it becomes important to examine how to make changes. Life isn’t easy and selling certainly isn’t one of the easiest jobs in the world. If you love selling and find it rewarding, you know that you can survive those tough days AND reach your goals.
And if you need a little help, plan on coming to the Real-World Selling seminar on February 9 in Dallas. Here’s more information about it.
Good luck this year!
|2. Upcoming Seminar
Sales and Marketing Executives International
Program: Real-World Selling for Out-of-this-World Results
When: 8AM-11AM breakfast served at 7.30AM
For more information: info@BestatSelling.com
5215 N. O’Connor Blvd.
Do you want to be notified of Maura’s upcoming public seminars? Send an email to firstname.lastname@example.org with the subject: Upcoming Seminars and your email address. You’ll get the information about Maura’s public seminars. Programs are held quarterly.
|3. Selling Action Items
Your Best Beginning
With this you will watch your sales success unfold. Without this a salesperson is doomed to fail. What is this? It’sconfidence. As your new year unfolds, Harriet Meyerson, President of The Confidence Center (www.ConfidenceCenter.com) and an expert on building employee morale and personal confidence, can show you the confidence strategies that will improve your selling results.
How to build confidence Meyerson’s simple formula of A-C-T allows the process of building confidence. What prevents people from being confident is that they want to be confident first before they act on something. Confidence comes with experience. So you first need to act. Just by doing you’ll gain experience and your confidence will grow.
You’ll also need courage. It will take courage to act before you have the confidence. Meyerson suggests this technique to build courage. “Pretend you’re an actor in a role. The role is that of a super confident salesperson. You take your fears out of the picture when you act out the role.” She adds another courage strategy, “Think of a time in your life when you have overcome a difficult challenge and felt really confident and proud about what you’ve accomplished. Picture yourself as you were then and have a conversation with that person. The conversation could be, “I can help you with this sales call. Take me with you.” In your mind you are taking to your sales call the person you were during this very confident moment. You’re now not alone and this person is the source of your courage.
T stands for the targets or goals you have. When your work goals mesh with your life goals, you will increase your confidence.
The challenge in sales What does a salesperson do when faced with the customer rejections that challenge confidence? Meyerson advises it might be good to question the people to whom you’re selling. She says, “Get customer feedback. Times change. People’s needs change. You can ask yourself, ‘Is it my presentation? Or the product?’ If you focus on the ‘Nos’ as something personal you may not be getting the whole picture.” Feedback from your customers might show you if you need to try something different with your presentation or develop a new benefit for your product or service.
Motivational materials are especially useful for sales professionals. She recommends having a personal inspirational message― a poem or a quote that is especially meaningful to you. The author’s words will serve as encouragement because you find it meaningful. When you find yourself thinking negatively, reading your personal selections will quickly change your state of mind and get you out of your negative obsessing.
Inoculation Meyerson explains that the cause of most losses in confidence is when you listen to the opinions of others who have their own self doubts. Short of avoiding negative people, she says, “You can acknowledge what they say, but don’t agree with it. Separate from it. You can say, “That’s interesting. Thanks for your opinion.’ But don’t believe their beliefs.”
Harriet Meyerson’s final message is that if there’s just one thing to do to increase confidence it’s to dedicate yourself to lifelong learning. There will always be new challenges and more obstacles to overcome. Lifelong learning will give you the skills and the encouragement you need to become confident. If you wonder how confident you are, you can go to the Confidence Center’s website (www.ConfidenceCenter.com) and take a free confidence assessment. As you become more confident you will find yourself focusing more on your customers and worrying less about yourself. You can be confident that this will increase your selling success.
|4. Selling Tips
1. Make sure you’ve set some goals. This year ask yourself “Are these goals I really want to accomplish?” If they are goals that someone else wants to accomplish, you’re less likely to accomplish them.
|5. Something to Report
I’m always looking for success stories and other tips from sales professionals. Please feel free to email me at email@example.com ideas that have worked for you. To thank you, you’ll receive a free subscription to The Selling E-Letter™, a bi-monthly selling newsletter. ($50 value)
|6. To Subscribe to the Selling Newsletter
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|7. Need an Article for Your Newsletter?
Articles from this newsletter may be used in your free publications or posted on your web when given the following credit:
*Written by Maura Schreier-Fleming, president of [email protected] . (www.BestatSelling.com ). Maura works with business and sales professionals so they can sell more and be more productive at work. She is the author of Real-World Selling for Out-of-this-World Results.
|8. About Maura Schreier-Fleming
Invite Maura to speak at your next conference or sales meeting!Contact: firstname.lastname@example.org
Maura Schreier-Fleming works with business and sales professionals to make it easier to sell more and be more productive at work. Herhttps://cl.extm.us/?fe861d767d6c067a74-fe2610707066037a721174clients want to create long-term client relationships. They include Fujitsu, Fannie Mae and Dr Pepper/7UP. She has an M.S. in Textile Engineering from Georgia Tech and was Mobil Oil’s first female lubrication engineer in the U.S. With over 20 years of sales experience, she teaches the art and science of selling with a unique hands-on perspective and a great deal of real-life insight. She is the author of Real-World Selling for Out-of-this-World Results (a book filled with ideas to make selling easier and more productive. Her business column ‘Selling Strategies’ appears in the Insurance Record magazine. You can contact her for seminars at company or trade association meetings at 972 380 0200 ormailto:info@BestatSelling.com
Privacy: At [email protected] we take privacy issues very seriously. Your information remains with us and will never be sold, shared, or distributed in any manner, for any reason.
|9. Contact Information
1. Our Web site: https://cl.extm.us/?fe841d767d6c067a76-fe2610707066037a721174