Sales superstars make quick decisions. On the surface this might seem like a problem. A quick decision does not mean a rash decision. It means when a sales person has gathered enough information on a problem they pull the trigger and take action. An inability to make decisions will prolong the sales process and will often lose the sale. Anything the sales person expects when they are buying, they will tolerate when selling. If a sales person is not a good decision maker and is in the habit of "thinking it over", this sales person will be vulnerable to "think it overs" from prospects. It just makes sense. If the sales person wouldn't decide, why would they expect the prospect to decide? This prolongs the sales cycle and leads to very unclear next steps.
So take stock of your "personal buying cycle." The way you make major financial decisions in your life will dictate your expectations of how your prospects should decide. If you are a comparison shopper, or a research junkie, or a price shopper, you will be expecting these things and thus accept them. Chances are when you hear these objections they will make sense to you and you'll miss an opportunity to tangibly move the sale forward. Research by Dave Kurlan of Objective Management Inc., a sales skills assessment company, suggests that sales people can be 50% more effective if they take the steps necessary to become better decision makers.
Only good decision makers can get other people to make decisions. Certainly don't be rash in your decisions but learn to make quick decisions. You'll begin expecting your prospects to decide quickly as well. Sales Superstars make quick decisions, be a good decision maker.
Thursday, May 19, 2011
Wednesday, May 18, 2011
MAPS
Paradigms are maps in your mind. In selling, it should never be about the destination. That should already be decided. If I do not know where I want to end up, then any road I choose will do. I am not pursuing a destination, I am just out for a drive.
However, if you have your destination (goal) in mind, then you must decide this:
What road or strategy am I going to pursue and implement to reach my destination?
There is more than one road to your intended destination. But only one road will get you there.
Decide on your paradigm and implement it. It is the journey that gets you where you want to end up.
However, if you have your destination (goal) in mind, then you must decide this:
What road or strategy am I going to pursue and implement to reach my destination?
There is more than one road to your intended destination. But only one road will get you there.
Decide on your paradigm and implement it. It is the journey that gets you where you want to end up.
The Physics of Baseball and Selling
Fact:
A baseball thrown 90 miles per hour takes only .483 seconds to reach home plate.
A bat only makes contact with a baseball for .001 seconds. That’s only 1/1000th of a second!
The human eye blinks at a speed of .400 seconds.
According to experts, hitting a baseball thrown at high speeds is the most difficult thing to do in the sports world. The best hitters in baseball say that there is no room for a lack of concentration. You must focus on the ball from the time it leaves the pitcher’s hand until it makes contact with the bat. Things happen so fast, that even taking the time to blink can mean missing everything. It also means that a simple blink of an eye makes you take your focus off of the ball long enough to turn a home run into a strike.
How FOCUSED are you each day? Are you concentrating on the right things? Are you eliminating the “blinks” that can take your focus off of the target? Are you digging in and committing to move people around the bases, as it were? Luckily our career doesn’t require us to do the most difficult things on a daily basis. Our career just requires us to do something. As we approach the end of the month and our next bonus level is within our reach, time is definitely of the essence. It may not necessarily be in milliseconds, but in the life of a Worldpay AE, every second counts.
Skill+Training+CONCENTRATION= Sustained Success
For your joy,
John Davis
A baseball thrown 90 miles per hour takes only .483 seconds to reach home plate.
A bat only makes contact with a baseball for .001 seconds. That’s only 1/1000th of a second!
The human eye blinks at a speed of .400 seconds.
According to experts, hitting a baseball thrown at high speeds is the most difficult thing to do in the sports world. The best hitters in baseball say that there is no room for a lack of concentration. You must focus on the ball from the time it leaves the pitcher’s hand until it makes contact with the bat. Things happen so fast, that even taking the time to blink can mean missing everything. It also means that a simple blink of an eye makes you take your focus off of the ball long enough to turn a home run into a strike.
How FOCUSED are you each day? Are you concentrating on the right things? Are you eliminating the “blinks” that can take your focus off of the target? Are you digging in and committing to move people around the bases, as it were? Luckily our career doesn’t require us to do the most difficult things on a daily basis. Our career just requires us to do something. As we approach the end of the month and our next bonus level is within our reach, time is definitely of the essence. It may not necessarily be in milliseconds, but in the life of a Worldpay AE, every second counts.
Skill+Training+CONCENTRATION= Sustained Success
For your joy,
John Davis
Tuesday, May 18, 2010
Spirit Led
"Quench not the Spirit. Hold fast that which is good..." 1 Thessalonians 5:19, 21
Are we raising a whole generation of young men and women without any sensitivity to the voice of God’s Holy Spirit? I am on record, and I will be as long as I live, that I would rather lose a leg and hobble along throughout the rest of my life than to lose my sensitivity to God and to His voice and to spiritual things!
Oh, how I want to keep that sensitivity within me—within my soul!
I am thinking about a great throng of men and women raised in Christian homes. They have been brought up in Sunday school. They probably cut their first baby tooth on the edge of a hymnbook when the mother was not watching.
Still, to this day, they are not right with God. Some have made a kind of profession but have never been able to delight themselves in the Lord.
The reason? They have lost sensitivity to the message and the voice of God. If the Holy Spirit cannot move something within their beings every day, they are not going to be effective Christians—if they are Christians at all!
Lord, today my heart goes out to mediocre Christians who “know” the truth of the gospel but who have not experienced a personal relationship with You. Lord, will You give them a divine nudge so that they will find delight in truly knowing You?
A.W. Tozer
Are we raising a whole generation of young men and women without any sensitivity to the voice of God’s Holy Spirit? I am on record, and I will be as long as I live, that I would rather lose a leg and hobble along throughout the rest of my life than to lose my sensitivity to God and to His voice and to spiritual things!
Oh, how I want to keep that sensitivity within me—within my soul!
I am thinking about a great throng of men and women raised in Christian homes. They have been brought up in Sunday school. They probably cut their first baby tooth on the edge of a hymnbook when the mother was not watching.
Still, to this day, they are not right with God. Some have made a kind of profession but have never been able to delight themselves in the Lord.
The reason? They have lost sensitivity to the message and the voice of God. If the Holy Spirit cannot move something within their beings every day, they are not going to be effective Christians—if they are Christians at all!
Lord, today my heart goes out to mediocre Christians who “know” the truth of the gospel but who have not experienced a personal relationship with You. Lord, will You give them a divine nudge so that they will find delight in truly knowing You?
A.W. Tozer
Monday, May 10, 2010
Top Ten#2- Sober...minded
One of the most seminal thoughts God has given to me over the past several years is that there is a vast difference between being sober and sober-minded. When I have shared this in groups or with individuals, inevitably many look at me like a calf looking at a new gate...the distant stare of "what do you mean?" Sober, in the current cultural language of our society, is taken to mean that one is free from intoxicating substances or liquids for a period of time...say, a week...or month...or year. Like someone who is freed from a kidnapper, they use this word to say that they are not currently participating in the lifestyle that has held them hostage.
However, for many who have never been held captive by such vices, there is still a sense in which they live an intoxicating and addicted life. They never move past being enamored with the intoxications of this world...or their hurts...or their greed...or their laziness. They continue to look at the world through a "me-centered" lense, and wonder why they are not growing or moving forward.
God is teaching me that He has always called each of us to live sober-minded...that is to live a God centered life where we constantly examine our spiritual and emotional mindset in light of His Word, relying on His grace. Many I have known look at those who have struggled with the vices of physical and chemical addiction with a air of judgement (wondering why they just cant get it together and straighten up) all the while allowing their own lives to not be under the direction of God through His Spirit.
However, for many who have never been held captive by such vices, there is still a sense in which they live an intoxicating and addicted life. They never move past being enamored with the intoxications of this world...or their hurts...or their greed...or their laziness. They continue to look at the world through a "me-centered" lense, and wonder why they are not growing or moving forward.
God is teaching me that He has always called each of us to live sober-minded...that is to live a God centered life where we constantly examine our spiritual and emotional mindset in light of His Word, relying on His grace. Many I have known look at those who have struggled with the vices of physical and chemical addiction with a air of judgement (wondering why they just cant get it together and straighten up) all the while allowing their own lives to not be under the direction of God through His Spirit.
Wednesday, March 3, 2010
Change
Many of my desires to change have a dual nature to them. On the one hand, I want to change because I know I should (rational). On the other hand, I don't want to change because I am emotionally tied to the course of action that needs to be changed. Here in lies the conflict of why I have a hard time starting new good habits and why I have an equally difficult time stopping menacing bad habits. I have begun to see that the two distinct facets of changing anything are rooted in both rational thought and emotional thought. Really sustaining significant life change happens when both the rational part of me and the emotional part of me agree. The emotional part of any change is the elephant. The rational part is the rider.
1.If an elephant (emotion) does want to move, but the rider thinks they should move....nothing is going to happen. Translated: My good habit or resolution loses power even though it makes sense.
2. If the elephant wants to move, but the rider doesn't want to...they are moving anyway. Translated: Bad habits are sticking around, regardless of the how much I know I should change.
3. The elephant and the rider want to move- Somehow both the desire of the rider and the strength of the elephant have meshed into a single powerful unit, and they begin to make progress.
The key to change then is to find a way to examine the emotional moorings that keep me tied to my habits. It also explains why people who are not very emotional (or have spent their lives burying their emotions as irrelevant) can make hard and fast changes very quickly.
1.If an elephant (emotion) does want to move, but the rider thinks they should move....nothing is going to happen. Translated: My good habit or resolution loses power even though it makes sense.
2. If the elephant wants to move, but the rider doesn't want to...they are moving anyway. Translated: Bad habits are sticking around, regardless of the how much I know I should change.
3. The elephant and the rider want to move- Somehow both the desire of the rider and the strength of the elephant have meshed into a single powerful unit, and they begin to make progress.
The key to change then is to find a way to examine the emotional moorings that keep me tied to my habits. It also explains why people who are not very emotional (or have spent their lives burying their emotions as irrelevant) can make hard and fast changes very quickly.
Wednesday, February 10, 2010
On Pride and Ego
This is a great prayer:
My Lord GodI have no idea where I am going.I do not see the road ahead of me.I cannot know for certain where it will end. Nor do I really know myself,and the fact that I think I am following your will does not mean that I am actually doing so. But I believe that my desire to please you does in fact please you. And I hope that I have that desire in all that I am doing. I hope that I will never do anything apart from that desire. And I know that if I do this you will lead me by the right road though I may know nothing about it. Therefore will I trust you always though I may seem to be lost and in the shadow of death. I will not fear, for you are ever with me, and you will never leave me to face my perils alone.- Thomas Merton (1915-1968)
Amen. JD
My Lord GodI have no idea where I am going.I do not see the road ahead of me.I cannot know for certain where it will end. Nor do I really know myself,and the fact that I think I am following your will does not mean that I am actually doing so. But I believe that my desire to please you does in fact please you. And I hope that I have that desire in all that I am doing. I hope that I will never do anything apart from that desire. And I know that if I do this you will lead me by the right road though I may know nothing about it. Therefore will I trust you always though I may seem to be lost and in the shadow of death. I will not fear, for you are ever with me, and you will never leave me to face my perils alone.- Thomas Merton (1915-1968)
Amen. JD
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