It’s better to never set yourself a goal than to keep setting goals you never achieve. Instead set fail proof habit goals and start changing your life. Continue reading
How to set fail-proof habit-based goals and change
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Difference between Business Development Manager (BDM) & Account Managers
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Can a successful salesperson do either of these sales roles? No, as very different people are capable of doing these two jobs properly. Using SIP we can see these differences in capability very clearly but it is not so obvious observing BDM’s and account managers in the wild.
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Are your staff too scared to cold call?
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A illustration of the percentage of the population who can prospect either totally independently or with some systems support versus the vast majority who simply cannot. With SIP it is possible to identify the minority who can prospect before hiring. Continue reading
What’s the number one issue facing sales organisation, managers and owners?
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PLEASE STOP READING RÉSUMÉS – THEY ARE BAD FOR YOUR BUSINESS Résumés or CV’s provide no insight into whether a candidate can sell. SIP will clearly identify their selling capacity even before you met them and show you whether they will fit into your team saving you hundreds of hours in lost recruitment and training time and tens of thousands in lost revenue. Continue reading
Sales training for everyone who touches the customers
Everyone who works for a sales and service organization will eventually have some contact with clients or prospects. So everyone needs the confidence to present your business professionally in a way that will assist the sales process of the official … Continue reading
The Real Purpose of Parenting by Dr Philip Dembo – Maya’s book notes
The following are the notes I took while listening to the audio version of the book. This is not intended to be a comprehensive summary nor is it objective. I hear and write, through the lenses of my current knowledge … Continue reading
3 things that determine sales success
I’ve been helping clients recruit sales staff for over 20 years and am often asked; are great people born or made? Having developed a selling IQ questionnaire I know that it is both, but not either. What I mean is, … Continue reading
Find your teacher
We all have different ways of both explaining and learning things. There is no such thing as better teachers/students. To maximise your learnings focus on finding teachers/explanations who make sense to you. Don’t give up on the topic, or worse, … Continue reading
Think, Believe, do!
How to lead a calm, successful cheerful life – Think, believe, do! By Earl Nightingale The following are the notes I took while watching a speech by Earl Nightingale. The link to the speech is at the end of my … Continue reading
Refusal vs Rejection in Selling
Understanding the difference between being refused and rejected is key to surviving a career in sales Continue reading
Is seeking acceptance crippling your personal and work relationships?
If you are searching for a partner who will ‘accept me as I am’ you are admitting that you do not accept yourself and you need someone else to confirm you are ok. A great relationship has nothing to do … Continue reading
First 20 seconds of cold calling
The highlights of a great training video by Rapid Learning about how to start a cold phone call. Continue reading
Tips for effectively relating to people
A few simple cues and small adjustments in how you relate to others can improve your life, at work or socially. When a group of people are laughing each person looks at the individual he or she likes the most … Continue reading
Sales success is as simple as picking up the phone, isn’t it?
If selling is so easy, then why are you so many salespeople so unhappy? Find out to do to improve your sales or if you should even be in selling. Continue reading
Should I start a trainee Real Estate salesperson at the reception?
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I get asked this question a lot as it seems the best way to ‘ease’ young or inexperienced people into the world of real estate. But why waste their energy if you know from their SIP results that they are capable of prospecting from the first week and becoming profitable members of the sales team within months?
This is a great idea ONLY if it is a busy reception where they have plenty of interaction with the public so they can start evolving their communications and rapport skills. The high-speed variable nature of a busy reception will energies them making them great representatives of your business.
However, in any downtime or if the reception is always quiet, they should NOT be doing real admin/PM work as they will:
1. be bad at it, no matter how often you show them and upset the PM staff
2. get discouraged that they shouldn’t be in RE when what they shouldn’t be is doing detailed admin work and so you will waste their early enthusiasm which often gets people through the barren start-up stage of sales.
3. leave you as they will feel useless, but with a strong EXP score, they will have the courage to leave and find something better. They have poor memories of your business and may harm your reputation as they will become a good salesperson somewhere.
With digital payments and mobile phones, most offices do have very quiet reception desks. In that case, you could have them share reception with someone who is a real admin person and do sales work in the other half of their time, like;
1. Being a leasing officer, ie showing rental property and general making phone calls to set up things for the PM’s. Again, don’t expect them to be good at processing the applications.
2. Prospecting for either sales or management
3. Out doorknocking and expanding the database for the business. If they did two half days a week that could be hundreds of new contacts over a few months and get them into great prospecting habits for when they are ready to be in sales.
If you have hired using SIP, no matter their age or background, they will take to selling, including cold calling, with minimal angst and be productive members of your sales team within months.
The what why and how of getting into action and the myth of motivation
Feeling stuck? Yearning for more motivation as if this is something we can directly increase like adding fuel to a petrol tank. But it is not how good we feel, but how well we plan that will start and sustain activity. No matter how excited you feel about your goals, it is impossible to stay in action without clarity about the what, why and how of doing. Continue reading
How delving into misery can create more joy in your life
Why staying in your misery is the first step to happiness. While your filled with pain and fear your brain will struggle fitting lovely positive new stuff in anywhere. Until you clear the horrible stuff, no amount of ‘positive’ thinking can help, as these thoughts have nothing to latch on to. Continue reading
How to become who you want to be
What we say to ourselves is often an echo of what other people said to us that we accepted as true. It is hard to let go of a belief unless you have some evidence that it is wrong. To get this evidence, sometimes you need to learn new skills first. Continue reading
Sell it to me!
Learn how to be part of your prospects buying journey and build trust before they need to make the real decision Continue reading
Success means staying on one path
Imagine, research, decide and persist. The path to success is simple but not easy. Continue reading
4 Tips On How to Raise Venture Capital By Topher Morrison
Most business owners falsely assume that investment potential is based on having an innovative product or service. However, we have all seen the craziest business opportunities get funding on Shark Tank solely because of the leader in the business. … Continue reading
5 ways SIP shields you from poor recruitment
When we think of poor recruitment outcomes it is easy to imagine the financial loss on salaries, resources and training that hiring the wrong person costs you. But there are real issues from even interviewing the wrong ones that can have a subtle but potentially more devastating effect on your business. Find out how SIP can shield from all of these. Continue reading
Dan Pink: The puzzle of motivation, a summary
There is a mismatch between what science knows and what business does. Science knows that the 20th century tiered financial rewards do not improve performance and can even destroy creativity. The secret to high-performance is that unseen intrinsic drive– the drive to … Continue reading
A Positive Mental Attitude is key to success
“Sales are contingent on the attitude of the salesman – not the attitude of the prospect ” William Clement Stone (May 4, 1902 – September 3, 2002) Author of the book ‘Success Through a Positive Mental Attitude’ 1960 Stone is … Continue reading
Coffee powering your health
Coffee the power food? Did you know that a cup of espresso coffee has 23 times the potassium of a banana? But NO SUGAR, how cool is that! TOTALLY weird as this sounds, I nearly died from lack of coffee in … Continue reading
A new life in a heart beat
I loved this saying: “Your life becomes the thing you have decided it shall be.” by Raymond Charles Barker I couldn’t agree more. Everyday we all tell ourselves things that define our lives. We think: ‘I’m too old/young for that … Continue reading
The absolute power of NO
Learning to effectively say ‘no’ without flinching or thinking it was damaging my relationships is a lesson that took me many years to get. Maybe I’m a slow learner? Maybe it’s my female instinct to value relationships above myself. It … Continue reading
Greatness is a team act
“We are, each of us, angels with only one wing, and we can only fly embracing each other.” – Luciano Decrescenzo Like me Luciano must have believed it is too hard to achieve greatness alone. The focus on the individual genius in business, the … Continue reading
Could you have a career in real estate sales?
Ever dreamed of a job in the country’s highest paying industry? Why not a professional career within your own community that can give you a six figure income after 2-3 years and where it is possible to break through the … Continue reading
How To Series Episode 6: How to Sell
Many of us get into selling entirely by accident and many of us are petrified of being sold to. But selling is just a conversation – it is as simple as that. But selling is a conversation with a purpose; … Continue reading
How To Series Episode 5: How to Close the Sale
Selling is a conversation. At the end of which, somebody gets to make a decision. At the end, we close. How do you know when that conversation is at its end? Some training programs will say, close, close, close. Close … Continue reading
How To Series Episode 4: How to Build Trust
It’s a fundamental process in human interaction whether you’re building a relationship or trying to sell a product, and the process is exactly the same. In the Emotions in Selling program we spoke a lot about the mechanisms of fear … Continue reading
How To Series Episode 3: How Resumes are Killing your Business
Recruiting sales people is the trickiest part of your company. Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people … Continue reading