When you work in Sales, you must act as a “guide” to your clients and ensure you’re demonstrating the skills and attitude they require to trust you. Developing the foundation for a long-lasting, solid relationship is crucial and sets the tone for the interactions you have with your clients; these simple tips will help you grow a strong connection with the people you do business with.
When you meet with clients, encourage them to speak openly about their challenges, needs, and concerns. Ask leading, open-ended questions that tease out every detail of every problem as well as their perceived implications. You can’t earn your client’s trust and serve as their guide without first knowing where they think they need to go. Listen and be patient. You’ll soon get your chance to shine!
On the mountain, guides are masters of planning and preparation. The same is true in sales. Carefully map out all of your questions well in advance of the meeting. Make sure they address every individual’s specific concerns, roles, and responsibilities. But don’t stop there. Practice your questions so you can focus on listening, not speaking. Take careful notes. Make the meeting count.
In Conquering the Seven Summits of Sales, Susan Ershler recommends you spend time acknowledging your client’s perceptions and initially show restraint in expressing your own ideas, although you may be nearly ready to explode with proposed solutions! In doing so, you’re establishing the groundwork for a sturdy relationship based on mutual trust.
Are you ready to take the first step toward your own summit of achievement?
If so, take out two blank three-by-five inch cards. Stop and think for a moment. What would be the greatest personal achievement you could possibly imagine for yourself? What would be the greatest professional achievement? Write down both of them on one of the cards. This is your Vision Card. Think big and get ready to live your dream. Continue reading “3 Cards that Can Make or Break Your Success”
You recently graduated with your BA or MBA, you’ve applied for your dream job (or any job), and—hurrah—you’re hired! Congratulations. Now what?
When you’re starting out in business, the world is your oyster. But an oyster is no good without know-how: You must learn the rules of how, when and where to eat your oyster, you must have the tools to open the shell, the good sense to season it properly, and the leadership ability to show others where to find their own oysters. Continue reading “9 Tips for Young People in Business to Start Strong and Achieve Success!”
Don’t fool yourself. Afternoon fatigue is not necessarily caused by a lack of caffeine. It’s caused by the debilitating load that’s been on your back since you first scribbled down your “to do” list that morning. You’ve been hauling around an anchor all day. Your heaviest, most difficult tasks are still right there, lying at the bottom of your pack.
In climbing, there’s no ambiguity about the need to travel light. The more weight you carry, the harder your journey will be. In business, this takes on another meaning. Continue reading “The truth behind the afternoon slump. Understanding THIS principle can reenergize you.”
Once you have the vision, the drive, and you understand what you need to do in order to meet your goals, you need to assess where you are and create a plan to get where you want to go.
Self-assessment can be a tricky business. We discovered this when—in the early stages of planning our Seven Summits campaign—Phil turned to us and said, “you don’t even know if you can physically go that high.” What did that mean? Of course we could go high! We worked out every day. We had climbed smaller mountains. We would work really, really hard! Continue reading “How to get the business results you want—every single time.”
When you are working toward a new venture or a new goal, the principles of early success are straightforward and easily grasped.
These principles apply when you are training to summit one of the highest peaks in the world, or leading a new team, or trying to achieve a new goal in your workplace. As a leadership speaker, I teach these principles to managers and sales teams in Fortune 500 companies across the nation—and when they work, believe me, success is inevitable. Continue reading “Four key lessons that equal business success”
If you’re looking for a great read, check out this list by Business Insider: http://bit.ly/BestBillionaireBooks
And if you’re looking to improve your results in any business, Conquering The Seven Summits of Sales is a great place to start: http://amzn.to/1QjlY9G
Continue reading “21 Books By Billionaires That Will Teach You How To Run The World”
As you continue to climb, be careful to avoid the pitfalls of arrogance and complacency. Becoming a guide is just the first step in a never-ending process.
Quote from Conquering the Seven Summits of Sales: http://amzn.to/1QjlY9G
Well-rounded people truly make the best employees. I know from my speaking engagements that employers love employees that have passion and show commitment to achievements outside of the office. Working out gives us time to step away and think of ways to solve our business challenges that will help achieve success.
I write about my own personal epiphany as I climbed Mt. Rainier with Phil in ‘Together On Top of the World’ http://amzn.to/1Or5zTl