Archive for November, 2012

Grow: Always in All Ways!

November 26th, 2012
By Shirleen Von Hoffmann Sales and Business Development Coach for Sales Team Coaches Copyright 2012

I was talking to a Client the other day and talking about their training programs that have seemed to be put on the shelves, since the market has picked up.  The Client is now meeting sales goals and busy with the details of having deals in the hopper, so that is what is discussed now at their Sales Meetings.  Deals in process and the status of those deals. Although that is important, this is amazing to me.

So if we take this picture and use a different business it would be like San Francisco Giants winning the World Series and stopping all of their training prior to starting the next season.  Can you imagine any sports team, baseball, basketball, golf; any Actor, any Doctor, any Dentist not practicing their trade and constantly honing their skills?  Can you imagine a World Series Pitcher not practicing everyday?  I can tell you they would not be at the World Series.  So why do we, in Sales, think we can relax our coaching and training programs whenever it gets busy?

Are our egos that big?

Do we really think there is nothing more to talk about than just increased Sales?  It’s my opinion that in a time of sales is WHEN you need skill-sets.

When you are winning, you have about two seconds to bask in the glory and then it’s back to figuring out ways to stay on top.  Figuring out ways to maximize your Sales People and your Sales.

Training and Coaching brings about challenge and provoking thought.  It challenges what you do each day and what you think you believe.  It challenges your everyday moves and makes you think of better ways to do business.  Training and Coaching isn’t just about getting the prospect, it’s about all of that and so much more.  There are so many steps to a sale.

Coaching and training has a role in ANY business and in all market busy or slow.  The skill-sets needed just change from market to market.

Coaching and training is the inspiration for the Sales Person who wants to be the best.  It’s the one thing that makes them think and grow.  When you grow, you become better and better, making you more and more money.  Never miss an opportunity to grow your skills and welcome the opportunities presented to you by your Manager.  It’s up to you to know what you  need to polish and practice until you have it mastered, like any other professional.

Happy Selling



The difference between “Holding”and “Hounding” a prospect

November 14th, 2012
by Shirleen Von Hoffmann Business Development and Sales Coach for Sales Team Coaches and Home Builders Edge  Copyright 2012

The difference between hounding a prospect and holding the interest of a prospect is night and day.  In one scenario prospects want to get away from you and be on their own, in another; prospects want to be with you and hear what you have to say.

I had a recent experience with a sales person when looking for a new car where the initial and only visit involved a fake, vacant sales presentation, where you just wanted to get away from this person.  Then afterward he just kept calling me, over and over not really impressing me with his attempts to follow up.  He ultimately came off as a stalker and ended up annoying me.  Finally he gave up.  I so wanted to coach him and give him the advice I am going to give to you now, in this article.

The mistakes that occurred in this scenario were many and occurred right from the start of his sales presentation. Here are a few… 

  • He came across like a typical bad “Car Sales Person”, you know the one I am talking about, the one you want to walk or run away from.
  • He didn’t build real rapport with me.
  • He didn’t find out my buying goals or motivations he talked only about his product and price.
  • He didn’t discover my hot buttons or my must haves.
  • He didn’t build rapport so I didn’t care about him either.
  • Without rapport, his follow up fell on deaf ears plus and had no traction with me.
  • Even without rapport, his follow up was weak it provided no value to me.  He hounded me instead of offering something up that might perk my interest.

Here are the six fixes I would give him to take him from “Hounding me” to “Holding me.”

» More: The difference between “Holding”and “Hounding” a prospect

Don’t let your Doubt overcome your Desire

November 11th, 2012

William Shakespeare once wrote:  “Our doubts are traitors and make us lose the good we oft might win by fearing to attempt.” 

Doubts are like computer viruses that actually cause the files of possibility to crash.  When we start looking at everything that might go wrong, we then fear to attempt our desires.
Pay attention to any thoughts that could be made of doubt and release them.  They have no power and take away your power and desires.  Only allow and give power to progressive, positive thought and desires that fill you with joy!
Your doubts will not have their way with you today.  Your progressive thoughts and desires will  prevail.

My prayer for our country…Happy Voting!

November 6th, 2012

By Ernest Holmes 

Believing in the Divine Destiny of the United States of America and in the preservation of liberty, security and self-expression for all, I offer this, my prayer for my country:

I know that Divine Intelligence governs the destiny of the United States of America, directing the thought and the activity of all who guide its affairs.

I know that success, prosperity and happiness are the gifts of freedom and the Divine heritage of everyone in this country; that they are now operating in the affairs of every individual in this country.

I know that Divine Guidance enlightens the collective mind of the people of this country, causing it to know that economic security may come to all without the loss of either personal freedom or individual self-expression. I know that no one can believe or be led to believe that personal freedom must be surrendered in order to insure economic security for all.

The All-knowing Mind contains the answer to every problem which confronts this country. I know that every leader in this country is now directed by this All-knowing Mind and has the knowledge of a complete solution to every problem. Each is impelled to act upon this knowledge to the end that abundance, security and peace shall come to all.

And I know that this Spiritual Democracy shall endure, guaranteeing to everyone in this country personal liberty, happiness and self-expression.

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