Tag Archives: sales

Getting to 100

…is when something special happens.

100 calls and you’ll overcome the fear of rejection.

100 ‘hello’s’ later, you’ll forget the thought of ever avoiding self introductions.

100 workouts and the burn is welcomed (I recall from memory, not current experience).

100 speeches from now the stage turns comfy.

1 is good.

99 more and they will call you ‘Lucky’.

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The Right Time

You may have the right product or the right idea and you may even have a scenario for what you perceive to be as the right place, but if it isn’t the right time for the person on the other side of the exchange, chances are there will not be an exchange.

And that’s ok.

So the proper focus and goals for our days should not be to maneuver scripts and dialogues to get people from a place of not being to buy to being ready to buy, but simply to love, serve, and clothe our relationships in The Golden Rule.

You can’t create the right time for people buy something or buy into you, but you can love and serve in the meantime until the time is right for them.

If you’ve done so, rest assured, the knock at the door will come soon.

A purchase is the byproduct of trust and trust is the byproduct of love and service.

Here’s the deal…there isn’t an hour, moment, or day where love and service aren’t welcomed. For such things, it’s always the right place and the right time.

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In the midst of your product, service, or brand transaction careful with your choice of words. Even though, you know the lingo and how it works – the customer may not.

For instance…

Today, the Realtor should have only one song streaming in his car while his clients are riding with him…INTEREST RATES WILL NEVER BE THIS LOW AGAIN. He should play that song over and over and over. And he should not just say they are 3.75% fixed over 30 years – that doesn’t mean much to most people. He should paint the picture of what rates were just a few years ago, and show the difference in monthly payments and interest saved. Like the blog at I’m A Happy Buyer.

The financial advisor should probably stay away from his opinion of the “T-Bill” and simply advise us with historical charts of different fund performance, potential dividend performance, and tax benefits when we hand him our dollar. GDP is not on our radar when we’re talking about retirement and college tuition.

The car salesman, for most people, should abandon words like torque, hemi, and maybe even MPG. Just show us what THIS car will cost compared THAT car to fill up once gas hit $5.00 gallon. We’ll make the call from there.

Or what about beer? At the ball park the only word associated with the brew that the consumer is concerned with is cold. This is not the time to discuss born on dates, filtering, and calories. Not the case at an upper end micro-brewery in Boston. The consumer there is very beechwood and hops conscious, so it’s ok to go there with him.

The higher price of poker becomes in the transaction the more basic the vocabulary should be. The fancier your words, the more we feel we’re being sold not served. Simple wins in sales, so be careful with your gibberish.

Put another way – We’re not impressed when you know a lot…we’re impressed when we walk away knowing a lot more than when we came to you.

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