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5 Simple Things to Do Right Now if You Feel Stuck in Life
10 Amazing Leadership Lessons From Design Thinking
4 Actionable Steps to Elevate Your Charisma
4 Simple Tips to Help You Raise the Bar Higher This Year
4 Lessons You Can Learn From the Founder of Walmart, Sam Walton
3 Powerful Ways to Stay Motivated While Building Your Startup
Qualities Of A Brilliant Salesperson Who Actually Closes Deals.
5 Neuroplasticity Exercises the Top 3% of the Happy and Successful Do
No Mess, No Clutter For 4 Weeks.
How to Get Better at Anything by Using This Self Encouragement Practice
I hear one particular story being repeated over and over again in the startup world. See if you’ve heard it before. A friend tells me how excited he is about a new business idea. He’s talked to several potential customers who seem really interested, and he’s even contracted folks in the industry to help him build a prototype. (more…)
I’ve spent the last ten years analyzing sales people and what separates the good, from the uninspiring, worn out, no good sales person that is toxic to any sales culture.
I’ve also worked in sales for a long time myself. These qualities are what have worked for many other high performing sales people I’ve worked with and me.
Here are the qualities of a brilliant salesperson:
They’re humble as F*#K.
They’re not the person trying to tear everyone else down.
They don’t think they’re the best.
They want to train the junior sales people.
They aspire to be a leader.
Humble salespeople do all of these things because they know that if they didn’t have access to those same tools, they’d never be where they are. Bragging is ugly and eventually, it will reflect in your sales performance.
No salesperson is ever going to be on top of the leaderboard forever.
That’s why it pays to be humble in sales.
They get that relationship is everything.
If someone doesn’t like you, they probably aren’t buying from you. We all buy from people we like.
A relationship with a client is built with the following tools:
– And Rapport
If you nail those three tools, then you’ll have a genuine relationship with the client. A relationship is another word for trust. Once you’re trusted, you’ll get all the business.
“All the snake oil salesman in the world can’t take a client from you when you are the most trusted sales person they are dealing with”
They worship the power of referrals.
The religion of a salesperson who knows their craft is one word: referrals.
Referrals come from doing a good job and delivering on what you say you will. That quality is so rare and that’s why many salespeople don’t get referrals. If you want to compound your results, you must do your best to over deliver.
This doesn’t mean underselling so that you can deliver what the client actually paid for; over delivering is delivering more value than should normally be expected from the same product or service in the marketplace.
They have gone all in on social media.
Everyone Google’s everyone nowadays.
“If a customer Googles you and you appear nowhere, then you become a commodity. Unfortunately, that translates to a heavy bias towards price”
When someone looks you up, they should see a professional social media profile like LinkedIn, they should see at the very least some content from you about your industry, and some reviews or references from people you’ve previously sold too.
A strong social media presence allows brilliant salespeople to have warm prospects approach them rather than having to go looking for them. A brilliant salesperson can turn a “Hi, how are you Tim Bob?” into a “Yes let’s meet next week for coffee to discuss X business opportunity.”
They take the complex and make it simple.
That’s why we fell in love with Apple. They took hundreds of menus and turned them into a few beautiful app icons. Life is complex enough and a brilliant salesperson can help us take a load off by giving advice to us in easy to understand language.
This method of communication requires the “less is more approach,” no acronyms, no industry jargon and a step-by-step process that can easily be followed.
They tailor to the audience.
Corporate pitch? Better put a suit on.
Seeing a new, cool, funky startup? Probably best to wear a t-shirt and take a backpack.
First-time users of the product or service? Stick to the why and 2-3 useful takeaways.
They capture your attention.
Not by using PowerPoint decks, closing techniques and fancy catch phrases: by using their infectious personality and sense that they care about the needs of the customer.
They avoid overthinking.
It’s easy to procrastinate in sales and try and predict every move that a customer will make. In the end, the client will use mostly emotion to make a decision. Quit trying to overthink the outcome of a business opportunity and focus on going all in.
Give it everything you have and then if you lose the sale, it’s all gravy. Move on to the next business opportunity.
They make actual decisions.
Sales is hard which is why there are incentives. If it were easy, we’d all have the job title of “sales.”
Sales requires many consecutive and challenging decisions one after another. You have to convince not only the customer, but also the internal stakeholders such as the product and operational areas.
This process is a series of lots of small decisions that match the urgency of your customer. If you take too long, you lose the sale. If you overpromise, you’ll burn the client. If you don’t offer a competitive price, they may go elsewhere.
All of these are decisions and brilliant salespeople make them daily, and do so efficiently.
They always use deadlines.
Without a date to work too, we all get lost in the busy trap. Either you become too busy or the client does. This is not about hard sell techniques or fake offers that expire. If you can genuinely help your client, then you should want them to have that benefit as quickly as possible.
They are aware of their ego.
Ego is the enemy. If you think you’re some hot shot sales person, your prospective clients will run. Too much confidence and an inflated ego are usually a mask of a salesperson who’s covering something up. In other words, someone who lies for a living.
Humbleness, kindness and humility are how a brilliant salesperson attracts customers. Too much ego does the opposite.
They use discipline to their advantage.
As I said, sales is hard work. To be good at it, you need to be disciplined.
You can’t help everyone.
You only have so much time to prospect.
You have to make the calls, respond to emails and see clients to make target.
If you don’t do the basics, you can’t be a brilliant salesperson. Kobe Bryant put in the hours to become a great basketballer. He went to the gym, did the practice shots and ran until he passed out. Phone calls, emails and prospecting meetings are the exercises used in the sales world.
The more you do the exercises and stick to the plan, the closer you’ll get to Kobe’s success in the basketball world. We’re lazy by nature though, so discipline is key in sales.
Too many salespeople talk your head off but don’t actually listen. Listening in sales is how you understand the customer and deliver a message that will allow them to make a buying decision. You’ll learn more from listening than talking. Phenomenal salespeople recognize this.
If you want to increase your productivity and learn some more valuable life hacks, then join my private mailing list on timdenning.net
Neuroplasticity means you will no more have to wake up each morning with the dread of having to start a new day of which you already know the outcome. For decades, it’s been the same routine, you get up with negative feelings that your day will turnout just like the day before full of stress and discontent. (more…)
Today is a special anniversary. It’s been four weeks of no mess and no clutter. A few of my work colleagues were fascinated by this achievement when I told them and asked me to write about it.
The process to get there was grueling. It made me sick, it was stressful and it was hard. It was worth every second though and it can help everyone reading this.
Here’s what I learned:
The past no longer has to haunt me.
After two weeks, I realized that I had let go of the ex-girlfriends, failed startups and memories that held no significance in my life. Throwing out junk and decluttering helps you deal with the past.
You may think you have dealt with the past but the objects that are left over are the last remaining bits that must be dealt with.
There’s something so freeing about letting go and dealing with your past. It creates space for you to excel in the future and empty your mind. No longer will a dumb pair of socks that your ex-partner bought, remind you of the way they complained about you all the time.
I saved money and lots of it.
It’s only been four weeks and my bank account is thanking me for the tidy up. Now that I know what I have, I can stop buying more batteries, screwdrivers and stationary that I already have.
“Once you’ve lived without clutter, you become like a prison guard, guarding your home against possessions you’ll never use”
This results in fewer purchases and my debit card thanks me.
I was spending hundreds of dollars every year buying things that I might use on a rainy day in a few years. That rainy day came often, yet I never used the items I was stockpiling.
Thanks to these little changes, I now have more money to invest in stocks and my new startup.
You quit letting other people’s junk become your burden.
People die and leave you stuff.
People move countries and leave you stuff.
People ask you to look after their stuff.
People give you stuff that you’re too scared to throw out in case they find out and get upset with you.
You can’t keep letting other people’s possessions become your burden. Set yourself free and let go of possessions regardless of where they came from or who will care. It’s the only way to declutter.
It’s obvious what I can live without.
Now that more than 50% of my possessions are in either charity bins or at the recycling center, I now know what I can live without. Here’s what I was wrong about.
– I thought I needed coconut oil. It turns out that I hate the taste and haven’t used it for two years. Throwing it away reminded me that I could live without it.
– I thought I needed fifteen different pyjama tops. It turns out I only ever wear three of them. The other twelve pairs are not my size and remind me of my old body which I’m not proud of.
– I thought I needed tons of bedding and as it turns out, I rotate the same few doona covers and sheets because they have bright colors that make me happy. The black and grey ones are depressing and I subconsciously never choose to use them.
– I thought I needed to buy in bulk. It turns out I don’t have the room and it feels better to live in a decluttered environment. Buying in bulk was only making the retailers rich, and me sad.
I’m surrounded by objects that make me happy.
That’s the result of having no mess and decluttering. Items that you keep (only keep the stuff that brings you joy) are now all around you. Everywhere I now look, I see useful possessions that get used and make me happy.
Decluttering allowed me to have more of what I love, and less of what I don’t. Being happy is a decision.
“It takes lots of small decisions about what to throw out, to get to a point where your limited number of possessions can bring you joy”
I also know everything I have now because I have so few possessions. This makes me happy.
My life is now organized.
Being organized is a massive time saver. No longer do I need to go on the equivalent of a twelve day Easter Egg Hunt to find a belt I want to wear. It’s now either the black one or the brown one.
This feeling of being organized is addictive and if you do one big tidy up, and you don’t stop until its done, you’ll never go back to your messy ways.
Being organized equals time, which equals money baby!
P.S – Before you send me an email full of rage over how simple I make this all sound, try it for yourself. Take a risk. Embrace the fear. I’m not the only one who has decluttered. There are thousands of us on the Internet that you can look up who’ve had the exact same experience.