Mid – Week Motivational Boosters

November 4th, 2009 No comments

Quote for the week –
“Nowhere can man find a quieter or more untroubled retreat than in his own soul.”  Marcus Aurelius

Tim-bit for the week –
Have patience and relax – Everyone today seems to be in a rush to somewhere else.  They can’t wait to graduate from college, get married, start a new position or career, and get on vacation or home from vacation.  Can’t wait for Friday, Monday, summer, winter or the BIG GAME.  Life is lived in the now.  People who are impatient tend to live in the future. You can not rush the timetable of the universe.  If you try, you will live with frustration, anxiety, and stress. Ultimately things happen when they are ready.

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
 

Selling is not an event

November 3rd, 2009 No comments

Words of wisdom for this week.
 
“Our  belief at the beginning of a doubtful undertaking is the one thing that ensures the successful outcome of the venture.”  William James

One of the biggest problems for many salespeople is not understanding that selling is a process and not an event. Effective selling is not just closing the sale, better prospecting or more effective sales presentations – although, all of these are important in their own way. Effective selling today is blending each of these together in such a way that the prospect trusts, believes and respects you and your organization, and wants and/or needs your product or service to help improve the quality of their life or business enterprise.

For many years, traditional sales training focused on the “close of the sale” as the most important element. Then the 70s and 80s rolled around and the hot topic was prospecting, qualifying and getting to the key decision-makers. Then it was the nineties and consultative selling.  What will the future bring?  Who knows for sure? What we do know now is that to sell successfully is only half of the task – the balance is keeping the business. Organizations spend millions of dollars annually to attract and sell new business. Then they lose it for any number of reasons and have to replace it. So the saga continues.

Selling is about finding good potential prospects that can benefit from your products/services, persuading them to buy from you, and then maintaining positive ongoing relationships with them to ensure repeat, referral business, as well as positive references.

Are you only focusing on any one particular aspect of the sales process as you sell?  Are you weak in any particular area? 

Each element of the process is intricately related to the others.  For example, let’s consider prospecting. If you have a poor prospect, it will be difficult to give a solid sales presentation. It will be impossible to overcome sales objections and closing the sale – forget it. 

How about the attitude issues in the sales process? Let’s say you lack confidence in the quality of your products. That will affect your willingness to find new prospects.  If you do find some, it will impact your ability to give a confident sales presentation.

How about one more? Let’s say you have a fear of rejection. This will impact your willingness to ask questions to qualify your prospects and discuss sales presentation issues that may be perceived as less that ideal. And asking for the order? Well, not in this lifetime.

I am sure you see my point. If you are going to sell successfully, you can’t just improve only one aspect of the sales process. You can’t make up for poor prospecting with clever closes. You can’t make up for poor product knowledge with fancy footwork. You can’t make up for poor presentation skills with quick objection handling.

Selling is not a transaction but building rapport, trust, respect and positive relationships.

Make Some Memories Every Day…
In His service, Tim

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
 

Timbit for the week

October 26th, 2009 No comments

Quote of the week –

“You can overcome anything if you don’t bellyache.”
Bernard Baruch

Timbit for the week –

Losing patience – Patience is the ability to endure waiting, delay, or provocation without becoming annoyed or upset, or to persevere calmly when faced with difficulties. People who lack patience need to be in control at all times. Well I have news for you, that is impossible. Life’s circumstances don’t always happen the way we want them to or when we want them to. Patience says you believe that you will triumph It says, I will overcome. I don’t know how now, but I know I will prevail. I will not let this time or these circumstances win the day.

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
Categories: Timbits Tags: ,
 

Selling is not an Event

October 23rd, 2009 No comments

Words of wisdom for this week.

“Our belief at the beginning of a doubtful undertaking is the one thing that ensures the successful outcome of the venture.” William James

One of the biggest problems for many salespeople is not understanding that selling is a process and not an event. Effective selling is not just closing the sale, better prospecting or more effective sales presentations – although, all of these are important in their own way. Effective selling today is blending each of these together in such a way that the prospect trusts, believes and respects you and your organization, and wants and/or needs your product or service to help improve the quality of their life or business enterprise.

For many years, traditional sales training focused on the “close of the sale” as the most important element. Then the 70s and 80s rolled around and the hot topic was prospecting, qualifying and getting to the key decision-makers. Then it was the nineties and consultative selling. What will the next decade bring? Who knows for sure? What we do know now is that to sell successfully is only half of the task – the balance is keeping the business. Organizations spend millions of dollars annually to attract and sell new business. Then they lose it for any number of reasons and have to replace it. So the saga continues.

Selling is about finding good potential prospects that can benefit from your products/services, persuading them to buy from you, and then maintaining positive ongoing relationships with them to ensure repeat, referral business, as well as positive references.

Are you only focusing on any one particular aspect of the sales process as you sell? Are you weak in any particular part?

Each element of the process is intricately related to the others. For example, let’s consider prospecting. If you have a poor prospect, it will be difficult to give a solid sales presentation. It will be impossible to overcome sales objections and closing the sale – forget it.

How about the attitude issues in the sales process? Let’s say you lack confidence in the quality of your products. That will affect your willingness to find new prospects. If you do find some, it will impact your ability to give a confident sales presentation, etc., etc., etc.

How about one more? Let’s say you have a fear of rejection. This will impact your willingness to ask questions to qualify your prospects and discuss sales presentation issues that may be perceived as less that ideal. And asking for the order? Well, not in this lifetime.

I am sure you see my point. If you are going to sell successfully, you can’t just improve only one aspect of the sales process. You can’t make up for poor prospecting with clever closes. You can’t make up for poor product knowledge with fancy footwork. You can’t make up for poor presentation skills with quick objection handling.

Selling is not a single transaction regardless of whether you close the sale after one contact or multiple contacts that take months, but building rapport, trust, respect and a positive connection.

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
 

Mid-Week Motivational Boosters

October 22nd, 2009 No comments

Quote for the week –
“Ruin and recovery are both from within.” Epictetus

Timbit for the week –
Relax – Before this day ends I guarantee life will give you the opportunity to learn something about yourself. A comment I often hear from a wide variety of people is, “if I just learn one thing from this person, seminar or life experience it will be worthwhile. Life is an interesting and fascinating series of events, processes and growth opportunities. It is what happens to us as we plan the outcomes of our life existence. Life is truly a classroom. In a sense class begins the day we are born and ends the day we pass from this world to the next. There are no vacations, recesses and you never graduate. So look at life today as a loving teacher guiding and leading you to the high ground.

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
 

Mid – Week Motivational Boosters

October 21st, 2009 No comments

Quote for the week –
“There is no such thing as failure, only feedback.” – Patrick Porter

Timbit
Lacking courage – Fortitude is the strength of mind that enables a person to encounter danger or bear pain and adversity.  There is physical courage and then there is emotional or psychological courage.  Adversity, problems or failure seldom require physical courage but overcoming them will almost always require emotional courage.  If you lose your courage due to a lack of control over your life and its conditions or the circumstances that present themselves you will ultimately have to admit that you just can&rdsquo;t handle this stuff.

Reading
Transitions, Bridges
Question
What are you avoiding now in your life because you lack the courage to act?


Order Tim’s Best Selling Books and CD’s

Visit Tim’s websites –
www.timconnor.com
www.CorporateDisconnect.com

Copyright: 10/2009 Tim Connor, CSP – Connor Resource Group
REPRINT PERMISSION: Feel free to reprint this article in any publication as long as you give proper credit to the author: Please include all of the following in your credit line: Tim Connor, CSP World renowned Speaker, Trainer and best selling author of 75 titles, Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) – 704-895-1231 (fax) – tim@timconnor.com (email) – www.timconnor.com (Website)

TO HIRE TIM – CONTACT:
Tim Connor, CSP
Speaker, Trainer, Best Selling Author
Box 397 Davidson, N.C. 28036 USA
704-895-1230 (voice) 704-895-1231 (fax)

tim@timconnor.com (email)

www.timconnor.com
www.CorporateDisconnect.com

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
 

How would you define your leadership style?

October 19th, 2009 No comments

Words of wisdom for this week.
  
“The real leader has no need to lead – he is content to point the way.”  Henry Miller

Leadership can be such a nebulous subject. There are many ways to define it and describe it but after all is said and done leadership is not a position but a mindset, a philosophy and a set of attitudes.  Leaders are everywhere and in every type of business and then there are those businesses that seem to be void of any degree of effective leadership in the management ranks.  These organizations tend to be stuck in a heavy micro-management or dysfunctional outdated approach to growing an organization profitably.

Entire books have been written on this simple yet complex subject.  There are five day seminars on leadership that just scratch the surface and there are more management gurus than we could ever need everywhere you look theses days.  If all of these are true, then why are there organizations that lack a clear and focused leadership style?  One word folks, arrogance.

We all have personal blind spots, those traits that we have or don&rdsquo;t have or think we have when we don&rdsquo;t.  A blind spot is nothing more than blurred vision when it comes to viewing reality.  Want to know what kind of a leader you are, just ask your employees.  But why wait?  Why not a little introspection or self-analysis before any of your leadership flaws takes their toll on the future success, health and wealth of your business.

Your management style regardless of how you would describe or define it is the driving force in your business.  If you are failing, look in the mirror.  If you are succeeding, look in the mirror but don&rdsquo;t take the credit.  If you are uncertain as to what to do next or what direction to head do you think this might be having a direct impact on your employee&rdsquo;s performance and productivity?  If you are losing money, look in the mirror and if profits are off the chart, look in the mirror, but again don&rdsquo;t take the credit.

Leadership is not about things but people, not about activities but vision not about results but focus and not about money but service.  Leadership ultimately will define you as a manager not your ability to recruit, coach, train or any other management role.  Leadership is why you are doing what you are doing and not how.  It is about why people follow you and not what they do.  It is about sharing a dream and not counting pennies or looking over people&rdsquo;s shoulders every minute of every day.

I&rdsquo;ll leave you with a few simple questions.  Is your leadership style trusting and empowering?  Is it showing people the path ahead and inspiring them to follow it even if they don&rdsquo;t know where it leads?  Is it grounded in integrity and openness?  And, is it allowing employees to utilize their talent, ability, skills and attitudes in everyone&rdsquo;s best interests?
Make Some Memories Every Day…

In His service, Tim


Order Tim’s Best Selling Books and CD’s

Visit Tim’s websites –
www.timconnor.com
www.CorporateDisconnect.com

My latest book, Why Are Women Always Right? is one of my favorites of all the books I have written to date. I know you would enjoy it. To order your autographed copy just click here.

Call me if you want to discuss hiring me for a custom in-house sales
or management/leadership seminar or motivational keynote for your next meeting or conference. I still have openings in my 2009 schedule.

If you are planning a retreat or strategic planning event this year, give me a call. I’ll help you bring reality, effectiveness and accountability to the process.

Copyright: 10/2009 Tim Connor, CSP – Connor Resource Group
REPRINT PERMISSION: Feel free to reprint this article in any publication as long as you give proper credit to the author: Please include all of the following in your credit line: Tim Connor, CSP World renowned Speaker, Trainer and best selling author of 75 titles, Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) – 704-895-1231 (fax) – tim@timconnor.com (email) – www.timconnor.com (Website)

TO HIRE TIM – CONTACT:
Tim Connor, CSP
Speaker, Trainer, Best Selling Author
Box 397 Davidson, N.C. 28036 USA
704-895-1230 (voice) 704-895-1231 (fax)

tim@timconnor.com (email)

www.timconnor.com
www.CorporateDisconnect.com

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn
 

Problem or project?

October 12th, 2009 1 comment

Feel free to forward this tip to friends, co-workers, employees, customers or relatives who you feel might enjoy it or benefit from it. To subscribe to Tim’s weekly tips on line go to: www.timconnor.com.

Weekly Sales Tips

From: Tim Connor,CSP Celebrating 38 years serving clients worldwide in 22 countries. Tim is the best selling author of numerous best selling books including – Soft Sell and 81 Challenges Smart Managers Face Today. His business mission is to help his clients increase their sales and improve their management focus, direction and effectiveness.

No. – 349 – Problem or project?

Words of wisdom for this week.

“A positive attitude may not solve all your problems but it will annoy enough people to make it worth the effort.” Herm Albright

In one of my favorite books, Eric Butterworth discusses the topic of seeing problems not as to be solved, avoided or stressed over but as projects to be tackled or completed. I love this analogy because one of the biggest challenges for salespeople is to see their challenges not as something to overcome but as something to be solved.

Problems will always be present in your career and the more successful you become, I’ll bet the more problems you have. Solving problems only invites a “problem mindset”. Why not turn off that switch and start seeing your problems in an entirely new way?

Problems are defined as – a difficult situation, matter, or person. I like to define a project as – something you have undertaken willingly with the desire of learning, growing or accomplishing something. Let me give you a few examples of some sales problems where you can, if you choose, see them in a completely new way.

You have a new version or application of your products or services and after their introduction you are experiencing nothing but after sales problems with the customers who have purchased these. Your phone is ringing off the hook with upset, angry, frustrated and stressed customers who want resolution – now. What can you do? How can you see this as a project rather than a problem? First of all if you expected that there would be no problems with this new introduction you are a bit naïve. Secondly there have been and always will be challenges with any new version, generation or upgrade of any product. And thirdly, how you sold this is a major issue. If you told the customer that they would have no problems, well, you might want to reconsider your approach. Why not, conduct an after sales audit or analysis of the results and outcomes of this new product. Why not take a pro-active approach rather than a reactive one. This is a project and not a problem mindset.

How about another example?

You have to give a presentation to a group of customers on a new product and you have never done this before. You are uncomfortable in front of groups. You are not up to speed on all of the ramifications of this new product and your competitor has a similar product that is less expensive. Management expects you to hit a home run with this presentation and your very career could rest on this presentation’s outcome. Got the picture?

A problem, right? Wrong, a project. Why not see this as part of your learning curve on how to re-tool your selling style to give more of these types of presentations rather than the way you have to date – one prospect at a time? Why not use this opportunity to develop a thorough action plan and strategy not just for this presentation but for all of the ones that will follow. Why not see this process as just part of your evolving career in a new direction rather than something to just get out of the way or behind you.
Problem or project – you decide.

Make Some Memories Every Day…

In His service, Tim

Order Tim’s Best Selling Books and CD’s

Visit Tim’s websites –
www.timconnor.com
www.CorporateDisconnect.com

My latest book, Why Are Women Always Right? is one of my favorites of all the books I have written to date. I know you would enjoy it. To order your autographed copy just click here.

Call me if you want to discuss hiring me for a custom in-house sales
or management/leadership seminar or motivational keynote for your next meeting or conference. I still have openings in my 2009 schedule.

If you are planning a retreat or strategic planning event this year, give me a call. I’ll help you bring reality, effectiveness and accountability to the process.

Copyright: 10/2009 Tim Connor, CSP – Connor Resource Group
REPRINT PERMISSION: Feel free to reprint this article in any publication as long as you give proper credit to the author: Please include all of the following in your credit line: Tim Connor, CSP World renowned Speaker, Trainer and best selling author of 75 titles, Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) – 704-895-1231 (fax) – tim@timconnor.com (email) – www.timconnor.com (Website)

TO HIRE TIM – CONTACT:
Tim Connor, CSP
Speaker, Trainer, Best Selling Author
Box 397 Davidson, N.C. 28036 USA
704-895-1230 (voice) 704-895-1231 (fax)

tim@timconnor.com (email)

www.timconnor.com
www.CorporateDisconnect.com

Tim Connor, CSP World renowned Speaker, Trainer and best selling author of over 80 titles. Box 397, Davidson, N.C. 28036 USA, 704-895-1230 (voice) tim@timconnor.com (email) - www.timconnor.com (Website) Why not connect with me on: FaceBook/LinkedIn