Rock and Roll.  Thanks Jeff!!

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Found this funny sales training cartoon today while doing some research for a new sales training program. 

‘Sara, have sales do that thing where profits go up.’ – love that, funny and profound. 

Question for sales professionals: “ What is ‘that thing’ you could do today for your profits to go up? 

Be Progress.

www.DeanLindsay.com

Sales Training Speaker offers Sales Questions for Becoming a Business Attraction Magnet

(Excerpt from The Progress Challenge by Dean Lindsay)

The BAM Dozen: 12 Solid Open-Ended Questions

Please find your own voice when asking these questions.  We must be truly interested in finding a way to help. 

Sales Training Speaker BAM Question 1.  How did you get interested in your line of work?

Sales Training Speaker BAM Question 2.  If a journalist were to write about what’s been happening in your industry over the past six months, what might they write?

Sales Training Speaker BAM Question 3.   I connect with new people all the time; how would I know if someone qualified as a solid contact for you?

Sales Training Speaker BAM Question 4.  How would you define progress for you/your business?

Sales Training Speaker BAM Question 5.  What major shifts do you foresee in your industry? 

Sales Training Speaker BAM Question 6.  Where do you see your greatest challenges?

Sales Training Speaker BAM Question 7.  Why do these challenges persist?

Sales Training Speaker BAM Question 8.  What difficulties will you face if you don’t meet these challenges?

Sales Training Speaker BAM Question 9.  What actions are you taking to overcome these challenges?

Sales Training Speaker BAM Question 10. What results are you expecting?

Sales Training Speaker BAM Question 11. Who is involved in the decision-making process?

Sales Training Speaker BAM Question 12.  If you could solve these challenges, what kind of progress would you make?

 Also, encourage prospects and clients to expand on their answers by asking:

            Sales Training Speaker BAM Bonus Questions

             Would you tell me more about that?

            Could you please elaborate?

            Could you clarify…?

            How so?

            What did you mean when you said…?

Do not ask too many questions or ask them at a rocket-fire clip.  People should not feel they are being interrogated.  Being interrogated is neither attractive nor enjoyable.

Be Progress.

(Excerpt from The Progress Challenge by Dean Lindsay)

Coach Lombardi offered us many many great quotes.  Here are many of my favorites.

“Football is like life – it requires perseverance, self-denial, hard work, sacrifice, dedication and respect for authority.”  - Vince Lombardi Motivational Leadership Quote

“Leaders are made, they are not born. They are made by hard effort, which is the price which all of us must pay to achieve any goal that is worthwhile.” - Vince Lombardi Motivational Leadership Quote-

 “If you aren’t fired with enthusiasm, you will be fired with enthusiasm.” - Vince Lombardi Motivational Leadership Quote

“The leader can never close the gap between himself and the group. If he does, he is no longer what he must be. He must walk a tightrope between the consent he must win and the control he must exert.” - Vince Lombardi Motivational Leadership Quote

 “We would accomplish many more things if we did not think of them as impossible.” - Vince Lombardi Motivational Leadership Quote

“Confidence is contagious. So is lack of confidence.”  - Vince Lombardi Motivational Leadership Quote

“Dictionary is the only place that success comes before work. Hard work is the price we must pay for success. I think you can accomplish anything if you’re willing to pay the price.” - Vince Lombardi Motivational Leadership Quote

“Once you learn to quit, it becomes a habit.” - Vince Lombardi Motivational Leadership Quote

“Fatigue makes cowards of us all.” - Vince Lombardi Motivational Leadership Quote

“I firmly believe that any man’s finest hour, the greatest fulfillment of all that he holds dear, is that moment when he has worked his heart out in a good cause and lies exhausted on the field of battle – victorious.”  - Vince Lombardi Motivational Leadership Quote

  

“Individual commitment to a group effort – that is what makes a team work, a company work, a society work, a civilization work.” - Vince Lombardi Motivational Leadership Quote

Perfection is not attainable, but if we chase perfection we can catch excellence.” - Vince Lombardi Motivational Leadership Quote

“Once you agree upon the price you and your family must pay for success, it enables you to ignore the minor hurts, the opponent’s pressure, and the temporary failures.” - Vince Lombardi Motivational Leadership Quote 

 

 “People who work together will win, whether it be against complex football defenses, or the problems of modern society.” - Vince Lombardi Motivational Leadership Quote

“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” - Vince Lombardi Motivational Leadership Quote

  

“The harder you work, the harder it is to surrender.” - Vince Lombardi Motivational Leadership Quote

“It’s easy to have faith in yourself and have discipline when you’re a winner, when you’re number one. What you got to have is faith and discipline when you’re not a winner.” - Vince Lombardi Motivational Leadership Quote

  

 “The measure of who we are is what we do with what we have.” - Vince Lombardi Motivational Leadership Quote

“The price of success is hard work, dedication to the job at hand, and the determination that whether we win or lose, we have applied the best of ourselves to the task at hand.” - Vince Lombardi Motivational Leadership Quote

 “We didn’t lose the game; we just ran out of time.” - Vince Lombardi Motivational Leadership Quote

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]]> http://deanlindsay.com/sales-training/motivational-leadership-quotes-vince-lombardi-speaker-dallas/feed/ 0 http://deanlindsay.com/sales-training/how-to-compliment-others-ways/ http://deanlindsay.com/sales-training/how-to-compliment-others-ways/#comments Thu, 02 Dec 2010 14:56:40 +0000 Dean Lindsay http://deanlindsay.com/?p=3473 How to Compliment Others (4.5 Ways)

by Dean Lindsay (Author of The Progress Challenge and Cracking the Networking CODE)

“Everybody likes a compliment.”
– Abraham Lincoln

A sincere compliment is a great way to offer the promise of prestige.  Sincere compliments cost us nothing yet can become priceless for both the giver and receiver.  As Mark Twain wrote, “I can live for two months on a good compliment.”   Also consider that compliments can be used as conversation starters when we add progress based open-ended questions that relate to the compliment.

It takes some confidence to notice good things about others and to tell them about it. Giving people a lift has the power of raising our confidence even further because when we start noticing good things about people, we often start noticing more good things about ourselves also.  But be careful, compliments that are ill-timed or thought to be insincere are likely to have the opposite effect than intended.  Here are four and a half quick tips: 

1.  Practice sincerely complimenting others. 

Start by finding something, however small, to genuinely praise others for.  The more specific the better because it shows the person we truly noticed them. 

2.  Personalize the compliment.

Take the person’s interests into account.  When communicating with someone, be on the alert for traits they value in themselves.  Personalized compliments can go a long way in offering prestige but it’s best not to use them to often on the same person for they might be considered fake.

3.  Share Others’ compliments.

No, I don’t mean bragging about good stuff people have said about you.  I mean share the good stuff you have heard about others.  A weird thing about us humans is that often when we hear bad things we are quick to tell others, but when hear anything nice about somebody else, we often keep it to ourselves.  Bad form humans.  When we hear something nice about someone, we need to share it with the person being complimented.  They are likely to feel prestige from hearing it, and a bit of that Progress lands right on us.

4.  Imply the compliment.

Often, we assume more truth from things we figure out for ourselves, than from facts handed to us.  Try letting the intended recipient use their inner ‘Sherlock Holmes’ by allowing them to deduce the compliment from your comments.  By indirectly complimenting we offer the promise of prestige, while avoiding sounding like a flatterer.  “Wow, you finished college in three years, it took me four and a half” might carry more weight than “You’re smarter and more focused than me”. 

4 ½.  Explain the compliment.

Instead of implying, try the opposite.  Compliments can also become stronger when we share the why behind the compliment. “That color looks good on you because it matches your eyes.”

“If people did not compliment one another there would be little society.”  — Marquis De Vauvenargues

Offer the Promise of Prestige.

Be Progress.

Great to have the Great Zig in Big D!!!

“Success is dependent upon the glands – sweat glands.” - Zig Ziglar Quote

 “When you are tough on yourself, life is going to be infinitely easier on you.” - Zig Ziglar Quote

 “Money won’t make you happy… but everybody wants to find out for themselves.” - Zig Ziglar Quote

“Positive thinking will let you do everything better than negative thinking will.” - Zig Ziglar Quote

 “People don’t buy for logical reasons. They buy for emotional reasons.” - Zig Ziglar Quote

“People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” – Zig Ziglar“Remember that failure is an event, not a person.” - Zig Ziglar Quote

“Sometimes adversity is what you need to face in order to become successful.” - Zig Ziglar Quote

“Statistics suggest that when customers complain, business owners and managers ought to get excited about it. The complaining customer represents a huge opportunity for more business.” - Zig Ziglar Quote

Be Progress.

(an excerpt from The Progress Challenge by Dean Lindsay)

The business of sales is the business of attraction.  We are attracted to products, services, ideas, and people that we trust can help us progress.  Everyone profits when sales professionals focus on being progress, and being progress turns sales professionals into Business Attraction Magnets. 

The great Dottie Walters, one of the founders of the National Speakers Association, shared with me many years ago that the word sales comes from the Scandinavian root word meaning to serve.  Soak that in…to serve. 

If we just made that little shift in our own thinking about that word sales, think of how many more people we could serve with our products, services, ideas, and contacts. (Not to mention our smiles and solid listening skills.)  To sell is to serve.  To serve is to Be Progress. 

The days of the “Surefire Closing Statement” and the “Glad-handing Slick Salesman” are thankfully long gone. 

Today it is imperative for Progress Agents to truly get to know their prospects and help prospects get to know them. Selling is therefore a state of mind more than a series of steps.  It is a dance, a buzz, a willingness to be involved, to connect, to attract.  Those of us who make our careers selling are, by and large, outgoing, caring, and driven.  We want to help others progress.  We believe we can make a difference, that we can help.  Being progress puts wind in our sails and in our sales.

Becoming a Business Attraction Magnet is about trust.  The customer has a need, or a step they desire to take. They must trust we can meet that need and help them take that step.  Customers and prospects need to trust our belief in ourselves, in our companies, and in our products and services. 

More on being a BAM! – Business Attraction Magnet is upcoming posts.

Be Progress.

Sales Training Article – Be a BAM!! Becoming a Business Attraction Magnet is an excerpt from The Progress Challenge by Dean Lindsay

(an excerpt from The Progress Challenge by Dean Lindsay)

Structure is vital for becoming a Business Attraction Magnet.  Solid self-management (formerly known as time management) leads to higher productivity and reduced stress.  Our desks need to be workstations, not storage space.  We must be able to quickly locate important information.  Being well organized shows a respect for time (ours and our customers’).

Looking sharp is also part of solid organization.  If we can’t get ourselves together well enough to look presentable, how are we going to be able to help someone else see us as together enough to handle their challenges?  Plus, how we present ourselves shouts volumes about how we feel about ourselves and our work.  Becoming a Business Attraction Magnet takes preparation.  Unfortunately, far too many of us invest more energy in planning our weekends, or even what we’ll have for dinner, than we do our opportunities to be progress for prospects and customers.

Don’t believe anyone who says sales is “just a numbers game.”  Sales is a Progress-based Impressions Game – a Proof-of-Progress Game – The Ultimate Game of Trust.

Sure, the more contacts you make the better your odds – but you may also be blowing your chances for many potential relationships, not to mention time (yours and the prospect’s), by rushing through the process half-cocked with an indifferent attitude.  The worst time to think of what you’re going to say is as it’s coming out of your mouth.

Be Progress.

Motivational Sales Training Tip – Respect Time and Structure is an excerpt from The Progress Challenge by Dean Lindsay

Here are Seven Quotes from one of my mentors, the great Tom Hopkins!!

“You begin by always expecting good things to happen.” — Tom Hopkins - Sales Training Expert

“Do what you fear most and you control fear.” — Tom Hopkins - Sales Training Expert

“Getting in touch with your true self must be your first priority.” — Tom Hopkins  - Sales Training Expert

“I am not judged by the number of times I fail, but by the number of times I succeed; and the number of times I succeed is in direct proportion to the number of times I can fail and keep on trying.” — Tom Hopkins - Sales Training Expert

“I never see failure as failure, but only as the game I must play and win.” — Tom Hopkins - Sales Training Expert

“Repeat anything often enough and it will start to become you.” — Tom Hopkins - Sales Training Expert

“You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset.” — Tom Hopkins - Sales Training Expert