On this week’s audio post, I want you to evaluate who you spend most of your time with. Are you surrounding yourself with people that you admire and look up to? The people you choose to be around are a direct reflection of who you will become. The rule is, you are the average of the 5 people you spend the most time with.
That’s the number one question we ask ourselves silently, isn’t it? Do I matter? Sometimes we ask it as in ‘Does my life matter?’ More often, its circumstantial. “Do I matter in this particular area of life?”
I received an email from a blog reader this week that was most touching. Here is an excerpt:
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Bill,
Thanks for all the content publishing you do. It really helps.
I took a job last year as a sales person for a highly technical service. And I’m lost. I don’t feel like my expertise can measure up to my client’s expertise in what I’m selling. And I don’t think it ever will.
I’m thinking about changing professions. Either get out of sales. Or get out of this industry. I just don’t feel like I matter much when I’m calling on these high-powered doctors.
What should I do?
Becca,
San Francisco, CA
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It struck a nerve with me. How often have I felt like my work doesn’t matter? Lots. Read more
“You’ll either be part of your own plan or part of someone else’s plan.”
There is very little Agenda making going on, yet it is one of the most important parts of the Sales Process. An Agenda should include what you would like to accomplish as well as what the prospect would like to accomplish. Make place on your agenda for their agenda.
It seems like making another’s acquaintance is the ultimate in the beginning of the lead generation process. We can get really wrapped up in social media, LinkedIn, and all the other clever technologies but how does one make an acquaintance?
That is the question I’ll deal with in today’s audio tip.
I’ve been in three sales meetings in the last month where this very simple approach wasn’t used – and it caused the meeting to be ‘less than’ what it could have been. When you hear what it is, you’ll be shocked that not everyone does this. But even if you do it, I give you a couple of other ideas on how to make it even better!
We talk a lot about “pain and possibilities” as a formula for selling. And how we must, before we propose, know a little about their buying issues.
But there is more. In this audio, Bill reviews the 5 Human Needs that each of us have – yes, even our prospects. Or should I say, especially our prospects. Listen in as he reviews this and use it in your world beginning immediately!
