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Nancy Carter

Welcome to the Sales Made Simple Podcast! I'm your host, Nancy Carter of the Sales Made Simple Podcast, and I've created a basic sales training series for you - someone in a sales position with little to no sales training! Are you in a sales position, but no one has ever taken the time to give you any "official" sales training? Would you like to improve your sales, and your paycheck? Well, you are in the right place, my friend. Welcome to class, where I will go through one new sales skill/technique a week so that you can master the sales game, and provide a better income for yourself and your family. We all have to start somewhere, and I started like you! In sales (for whatever reason) and trying to make it on my own. If had I training like this when I started, I could have gone so much farther faster. So subscribe, set the reminder so know when I publish a new video every week, sit back and let the training begin (from the comfort of your own coach). Thanks for allowing me to help you grow in your sales career.

Are You Coachable?

There are two types of Salespeople – those who are Coachable and those who are Uncoachable.

Are You a Coachable Saleswoman?

Which one are you?

First, let’s talk about coachable salespeople

This has nothing to do with how long you’ve been in sales, because getting better is not just about learning more stuff, it’s about finding a mentor that can help you grow and get better, no matter which phase you are in on the Sales Transformation Road-map.

Coachable people are always looking to get better and increase their sales production.

They’re open to feedback and willing to work on themselves. I will even go so far as to say they encourage feedback! And they evaluate what they could have done better and done differently when things don’t go as planned or expected.

Coachable salespeople have an incentive to change.

They have a strong, compelling why and high aspirations and goals that they want to achieve. This is the biggest sales motivation I have found. When you need motivation, look to your why.

Coachable sales people understand and accept that there may be things that they don’t know yet.

Coachable sales people are willing to do the work, because they have a “whatever it takes” attitude.

Coachable people understand that they can learn from others.

This allows them to reach their goals faster by surrounding yourself with the right people.

And coachable sales people have perseverance and an understanding of how to nurture their own positive attitude and mindset. 

Over my years of private coaching salespeople, I have learned that just having one of these things isn’t enough. You need all of them in place to become more successful.

I think most coaches have a way of knowing who these people are, by asking questions, and assigning homework with deadlines.

The coachable salesperson will almost always see the results for the work they do, because they do the work and are open to receiving the fruits of their labor.

Let’s talk about sales objections for a minute. However, these are not the objections that your prospects give you, because those are relatively easy to get through. You can read more about How To Handle Sales Objections here.

In that episode, I talked about the objections, or excuses, that your prospect gives you. But there is a part 2, the objection to your excuses that you give yourself. Which leads to …

The Uncoachable Salesperson.

The characteristics of uncoachable sales people are:

You don’t like to listen to or follow other people’s advice.

Because you don’t believe that someone else can help you or you don’t want someone in your face telling you what to do.

You don’t want to ask for help, even though you need someone to help you feel your fire so that you can reach your maximum potential.

You think you can figure it out on your own.

After all there is tons of information about selling that you can find in books, listening to podcasts, and watching YouTube videos, right? I call it learning by osmosis – if you inhale enough of it, you are sure to learn something.

Pouring copious amounts of information into your head – then forgetting about it, or even worse, you become overwhelmed so you do nothing.

You already feel you’re the best you can be …

And you’re happy where you are – so why bother changing? You’re already hitting your sales numbers and you don’t see any reason to work any harder. 

My question to this group is, why not reevaluate your personal goals? Are you afraid of dreaming and even thinking even bigger?

You don’t have enough time for coaching.

So you’re just going to work harder, because the way you’re selling isn’t the problem, right?

You really don’t need coaching or a mentor because you are already doing everything right – even if you’re not getting results because of things that you have no control over.

You’re in a very specialized industry, so you don’t feel anyone can help you with exactly what you do.

However, most sales principles carry across industries, and accountability is crucial, no matter how specific the field.

The next one is my favorite, because it’s is how I used to feel before I came to understand there was no one charging in on a beautiful white horse to save me…

You’re waiting for your company to provide you with more sales training.

And pay for it. Even if you have an amazing sales management team that understands and cares about you, they can only do so much to help you. 

So, my question to this group is, why wouldn’t you take control of your own outcomes and destinations? After all, it’s your money and your paycheck, right?

And I have learned, no one is coming to save me – I had to learn that committing to being successful in sales is ultimately my responsibility and no one else’s.

You think you already have what it takes to be successful.

Because you have the desire to help people. And you’re right!! Your prospects don’t want to feel like just another sale.

But, I hate to tell you this, but that’s not enough. While wanting to help people is a crucial part of being successful in sales, you need to have a structured and defined sales process that is adaptable for each individual prospect so that you can connect with your prospects, earn in their trust, and build organic relationships.

 Which type of salesperson are you? Coachable or Uncoachable, and why? 

Recent Posts:

5 Ways to Maximize the Potential of Your Existing Sales Opportunities

If you haven’t already read Understanding Your Sales Manager, please make sure you take a few minutes to read that for valuable insights on how to improve your relationship with your sales manager. Today we were talking about 5 ways to take your existing opportunities and maximize your sales opportunities.

5 Ways To Maximize the Potential of Your Existing Sales Opportunities

1. The number of “sales touches” before you can close the sale is growing. 

Have you gotten better at creating relationships with your clients through email and text? Every one of them is a touch that brings you closer to a sale.

I find, especially with email, that it helps me to see if my prospect is interacting with me, or not. I can see if they open my email, how long after I send it they open, and how many times they open it. This is an added benefit provided by using my sales CRM. Paying attention to this metric has helped to maximize my sales opportunities and increase my sales by allowing me to focus my attention on the prospects who are interested and to quickly follow up after I see that an email has been opened. Decision makers are spending more time online than ever before, including checking their emails.

2. In SalesForce’s annual selling report, they outline the importance of having better customer relationships and learning what customers really need. 

Another thing I learned is the importance of creating those long-term relationships with clients and prospects. Those people that look to you to be their main authority or “go to” person in your field, and who call you with their problems, questions, and sales.

You form these relationships by continued contact after a sale. And while it sometimes overlaps into my “off – duty” hours, by having direct access to me through my personal cell phone number, they can text me and reach me relatively quickly and consistently. That goes a long way to make them feel important.

And it is probably my number one secret sauce for maximizing my sales opportunities and being successful and growing my sales. I agree, it’s not for everyone. But in light of all the adversity of the past year, I think the benefit outweighs the input of my extra availability.

In the Salesforce report, 75% of sales reps reported they are connecting with clients on a more personal level. 86% say that they really care about the challenges their customers are facing. 

3. Do you use your CRM to help forecast your sales for this month, and next month? 

How nice would it be to be able to predict your next two months of sales? 

Your upper management is doing it, so why shouldn’t you? When you input and maintain the correct data, you will be able to see which prospects to focus on this month, and if you currently have enough prospects in your pipeline to reach your goals. 

It only takes about 15 minutes a week to update the information in your CRM forecasting report and be intentional in your sales.

You can also look back at last month’s report to make sure that clients you didn’t close last month stay in my pipeline instead of just dropping off. 

Then take a look at next month’s report to see if you can speed up the process for any of those prospects.

4. The two biggest challenges sales reps face when seeking these customer insights is …

• Having enough time 77%, and 

• Figuring out what info is the most valuable 75%. 

Can you find the next 15 to 30 minutes a week to get this info? Especially if you knew that your ROI return on investment, for spending this small amount of time would be 100% and help you increase your sales and create a more predictable income for yourself.

5. Just like we need more time to implement all the info our companies are giving us, your prospects have more information available for them to sort through 

… before they make a buying decision. I agree that it takes more touches, and conversations, to close a sale. The key is to take this knowledge, maximize your sales opportunities and create a systematic sales process that fits into today’s sales timeline.

The good news is, it doesn’t have to take longer. When you understand the current sales process dynamics and you create a system, you can put a plan in place to speed up your follow-up time. Instead of waiting 3 to 7 days before you follow up, make it one to two days. This way even though you have more steps, or touches, you are completing them faster. The more meaningful touches you have, the more trust you will build.

Recents Posts:

How To Create a Better Relationship With Your Sales Manager

Is your company expecting more from you lately? Maybe they’ve raised your quota? Or expect you to have more activities or appointments in your CRM (Customer Relationship Manager)? Do you feel like the micromanaging is out of control?

Create a Better Relationship With Your Sales Manager

Something that I have found helpful, as more and more sales managers manage more and more through CRM,  is to make sure you are communicating with your sales manager other than through your CRM.  Even if you don’t always feel like they’re actually listening to you. 

Is there a prospect you are having a difficult time closing? Is there an important sales conversation you have coming up this week? Why not create a plan in advance and bounce it off your sales manager? 

This helps them to feel involved, allows them to set guidelines around discounts or strategy before you meet with the prospect, and may give you some valuable insights into an idea you hadn’t thought about before.

Creating an open-door relationship with your sales manager goes a long way in these days of micromanaging through CRM.

Another newer tool I see with my CRM is automated tasks being completed for me. Because of the better communication between the sales programs I use, I am finding that presentations and sales are logged in for me in my CRM. 

In the most recent Salesforce State of Sales report, a trend I see is that top sales performers are more likely to look at this “interference” for more sales data as having a positive impact on their sales. 

When you change your mindset to understand that these upgrades to sales automation and CRM as a good thing to help you sell more, and you use them to your advantage to help increase your sales, your sales will increase.

Do you feel like your company is implementing more changes faster? 

It’s not your imagination! 71% of sales leaders say they implement changes faster than they did in 2019. It can be a bit overwhelming to keep up with, right? 

I’ve been taking more notes during our weekly meetings, and dating them. I take notes right on my cell phone, and I find I go back and review them more often.

For one, because there’s so much new info every week and

Two, because it changes all the time.

I also see these changes happening right in the sales tools I’m using. My point is that we as salespeople have to learn to be more adaptable and more able to decide what’s important .

Thirdly, does your sales manager review your results with you monthly?

What if you reviewed your results yourself before you had that meeting? If you’re not getting that review every month, you can learn to understand your results yourself and how to use them to improve your own sales.

And, instead of having a one-sided “this is what you did” meeting, you can turn that into a conversation. 

For example, over the past few months, my “activities” have doubled, my appointments have increased 30%, but my closing ratio has not increased in relationship to my efforts. But my average sale amount has increased 10%, ultimately increasing my monthly sales by about 10%

While a sales manager might be confused by this info at first, because I keep an open line of communication, including my current sales cadence and sales process, it all makes sense. 

It takes more touches to close a sale. 

The days of 7 sales touches before you close a sale are gone. I’ve adapted by using more email communication, text, and increasing my follow-up between touch time from 3 to 7 days to 1 to 3 days, resulting in more “meetings” with the same prospect. This helps to build more trust and results in larger sales.

It allows me to have more flexibility in creating my prospect’s experience, while not trying to explain to my manager why my closing ratio has decreased. It hasn’t, I just spend more time nurturing each prospect to make sure I am providing them with the best possible solution tailored to their needs!

In Phase Two of the 5-figure Paycheck Sales Mentorship, there is a module designed to help you create your perfect sales cadence, including a suggested timeline and roadmap to help you move your sales through the pipeline faster. 

Recent Blog Posts:

Females In Sales

Gender Equality In Sales

Being a female in sales for 30 years, I understand the responsibilities of taking care of your family while trying to grow a successful sales career. It can mean a lot of early mornings, late nights, and making decisions that put our families first, even if it’s not the best financial decision for our careers. 

Taking care of your family while working full-time is challenging. Juggling family responsibilities and work hours is not easy. But I realize that one of my biggest struggles as a female in sales was getting my managers to listen to me. To listen not only to my ideas and suggestions, but to listen to what I needed to be successful at home and at work.

I’ve learned to ask for help when I need it, to be very clear about what I need by using exact and concise words and ideas. I’ve learned how to plan my day to get the most out of a workday, and I’ve learned to cut back on using the phrase “I’m sorry” so much.

Do you see a lot of unconscious bias in your companies?

Let me ask you, are most of the higher-ups in your company men? 

According to Vanderbilt University, “unconscious bias is often defined as prejudice or unsupported judgements in favor of or against one thing, person, or group as compared to another, in a way that is usually considered unfair. … As a result of unconscious biases, certain people benefit and other people are penalized.”

The University of California, San Francisco goes on to say that “unconscious biases are social stereotypes about certain groups of people that individuals form outside their own conscious awareness.”

Which means that many companies don’t even realize they are doing this!  The good thing is, with more social awareness and responsibility, many companies are changing and adopting healthier ways. But it’s slow going and it won’t happen overnight.

According to a recent study by Equileap, only 6% of Fortune 500 companies are led by women. A report by Xactly in their State of Gender Equality in Sales states that only 26% of sales leadership roles are women. And according to LinkedIn, only 21% of sales vice presidents are women, yet we represent 39% of the sales force.

I think a lot of the reason why sales has been such a male-dominated industry in the past is because sales people used to be encouraged to be aggressive and pushy. But thankfully, it’s changing. For one, because prospects are much more knowledgeable and informed than they were in the past, and they are looking for salespeople who are more consultative. Someone that will listen to their wants and needs, instead of someone pushing the deal-of-the-day down their throat.

I’m going to share with you some things I learned as a female in sales that I believe will help you.

Don’t be afraid of self-promotion. 

We as women believe that our accomplishments should speak for themselves, including when we are being considered for higher positions. However, if we don’t speak up and share what we have achieved, how will anyone ever know? There is no room for meekness in sales – speak up and be heard.

As a female in sales, I often feel underestimated in my knowledge and sometimes being seen as weak …

because I am more soft-spoken and don’t push issues unless I feel they’re really important. I don’t walk around telling people how important I am, I just do my job. And my focused intention of selling and staying away from drama has sometimes made me feel some people look at me as weak. 

I think this happens to a lot of women, especially in sales. I’m not a man, and I won’t act like one. As a woman, I have different qualities to bring to a sale, such as my intuitiveness, my ability to authentically nuture a relationship, and my ability to create a conversation with the prospect to help them get the best result for them. Allow your natural tendencies as a woman to shine through. And don’t underestimate us.

One thing that I would recommend for any woman starting out on any type of sales is to find a mentor.

Having another woman you can talk to who can help you learn and grow is invaluable. Someone to help you not only grow your sales, but to help you move up the ladder into management, and to listen to your own personal struggles as a female in sales.

I am blessed to have many female mentors throughout my career, both paid and unpaid. Women who cared enough to teach me basic time management skills, help me become business savvy, and who taught me how to stand up for myself when necessary. When to speak up, and when to back down. Just like with your children, learn to pick your battles.

Unfortunately, as females in sales in 2021, something we still are seeing is degrading or derogatory comments and behavior towards us.

This recently happened to me while I was being clear in stating what I thought of a inappropriate comment someone had made. And the response to me was, “I think you’re being overly sensitive”. Intuitive yes, … sensitive, no. No one has ever described me as being sensitive. Especially as a Northerner living in the South. Unless it’s a response to my calling out an inappropriate comment.

A commission only pay scale is an equalizing factor.

I love that most sales jobs pay based on results. The more you sell, the more you get paid, right? It’s the same for men and women. 

What specific challenges do you as a woman have in your sales career? 

Leave your answer in the comments below.

Recent Blogs Posts:

3 Tips for How to Improve Your Virtual Sales Presentations

How to Improve Your Virtual Sales Presentations

There are lots of similarities between business-to-consumer sales and online sales, as I found out last year when suddenly Zoom calls were all the rage and my two worlds collided.

I’d already been using Zoom, Calendly appointment scheduling and email marketing strategies for my Made Simple Business Learning sales coaching, so it was an easy transition, but some of us are still struggling and perfecting our virtual and online sales calls.

I thought since we are still doing virtual sales presentations a year later, and will probably continue them moving forward even after the covid-19 epidemic is over, it would be a good time to revisit them again, and share with you my observations and give you my favorite hacks to improve your virtual sales calls.

Let me just say this, way back in August of 2020, before covid-19, when I had the Sales Made Simple Facebook group, I was encouraging people to just “going live” because even back then I knew this was going to be so important in sales.

I had the advantage, with my Facebook group, Instagram videos, and a few virtual events, of feeling comfortable with the “live” part of being on video.

Going live and virtual sales calls have so many similarities, and your success in either is based on preparation and practice.

Let’s talk about preparing for your virtual sales presentations.

Know what you want to say or discuss. Will you need to do a screen share? Or maybe even turn your presentation over to someone else? Can you do that comfortably and seamlessly – barring any gremlin tech glitches like the internet going out?

1. Start your virtual sales meeting off right.

Get into the virtual room 10 minutes before your prospect. Or, at the very minimum, have something on your screen that shows your prospect that they are in the right place.

 And please make sure you are in the right room you invited them to.

These tips sound so basic. But I can’t tell you how many meetings I’ve been invited to where I got on their video on time, and no one was in the room – for another 5 minutes. I had no idea if I was in the right room.

 Was it me? No, it was them.

 Make things as easy as possible for your prospects, because things are tough enough right now, aren’t they?

You may even want to text or email the link to your prospect again, 5 or 10 minutes before the meeting so they don’t have to search for it. The easier you can make this process for them, the more likely you are to close the sale.

On the virtual sales meetings that I’ve attended as a prospect where the host showed up late, the salesperson was lucky I patiently stayed on, even though I wasn’t even sure if I was in the right place.

2. Familiarize yourself with the tech.

If you need to share your screen, make sure you have each tab you need to share already opened up on your computer before you start the meeting. You are the professional, so be professional.

I know things happen that are out of our control – do the things you can control. If you aren’t sure if you understand screen share, ask a manager or friend to do it with you, before your meeting. Pretend they are the prospect, and quickly run through your presentation process, share the screen when you need to, until you feel comfortable with it.

You really don’t want to add any extra stress for yourself to deal with during your sales presentation. But if something doesn’t work quite right, during your presentation, that’s okay. Just keep moving forward as best as you can. At least your prospect knows they’re in the right room.

Personally, though, I can tell the difference between a tech glitch and someone that didn’t prepare.

On a quick side note – my daughter, who is not in sales, had to quickly move to online teaching back last year. She hated it at first, but now she’s really good at it and loves it. If you don’t think virtual video selling works for you, maybe it’s just because you’re not comfortable with it, like my daughter at first. I helped her practice and prepare, even though we live 2 hours away from each other. She was forced, by circumstance, to go virtual if she wanted to keep working.

Are you limiting your sales opportunities, or losing sales opportunities because you’re not as comfortable as you need to be on a virtual sales presentation? Many people don’t like something because they aren’t good at it. If this is you, step outside of your comfort zone and figure it out, because it really is limiting your sales opportunities.

3. Your background and lighting.

If you want to see how you look to your prospects, hop on a zoom call meeting with yourself, and hit record. 

Then watch the recording. Is your background clean and uncluttered? It doesn’t have to be picture perfect. But if you find you are doing a lot of virtual video calls, find the best spot to set up, and do it there all the time. It may be a corner of your office or your home.

If you are using a laptop or an iPad, you have the benefit of being able to move. Whereas if you are on a desktop, just clean up the area behind you. Some programs allow you to get around this by creating a background screen, and some companies may even provide a background screen.

I’m not talking about a physical screen, although if you’re really fancy you can buy a green screen and create any background you want. I’m talking about a setting on the program you’re using for your virtual call. You don’t know unless you ask. And the more professional, knowledgeable, and confident you are in presenting virtually, the more confidence your prospects will find in you and your presentation.

I also want to talk about lighting. There are lights you can invest in, like a ring light, for about $85. But if you don’t want the bulkiness, or the expense, you can get a smaller one for about $35 that is easy to move around, or even to attach to your phone. Remember to practice your virtual call and recording. The point is, there are things you can easily do to give your prospects confidence that they are working with a professional.

I would also recommend being completely dressed, top and bottom. No pj bottoms or sweatpants, in case you need to leave your screen and go get something. It happens. While your prospect may get a chuckle, they will also know you’re only half in. You need to be all in to get the best results.

So there you have it, three simple hacks to help you with your virtual sales calls. Sometimes the little things make the biggest difference.

Here’s a bonus tip for when you are able to meet with the prospect face-to- face. Because one question you are all telling me lately is, “it’s so hard to understand what they are really thinking behind a mask”.

Is mask-wearing throwing you off your sales game?

Back in episode 19 of the Sales Made Simple podcast, I talked about body language and nonverbal communication skills. You can read my blog article here – How to use non-verbal communication skills to increase your sales. 

I share eight different types of nonverbal communication skills that I use everyday to better understand my prospects – and only one in eight was about facial expressions!

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Recent Blog Posts:

Increase Your Listening Intelligence and Increase Your Sales

Increase Your Sales With Listening Intelligence
Your Listening Intelligence

We’ve talked about how important listening is in sales, and you know I like to study Neuroscience in sales – more specifically behavioral neuroscience and how the brain affects buying behavior.

Today we are going to put the two together as we look about the four listening styles or listening preferences to see

How to increase your listening intelligence.

You probably already know that two people can listen to the same thing and hear two different things. Just like you have your own personal communication style, you also have your own listening style – you’re listening filters. What you focus on and what you filter out during the sales conversation with a prospect.

How well you are able to pay attention to this information is called your listening intelligence.

Just like your communication style or your negotiation style is an unconscious decision, meaning you do it automatically, your listening style is the same. You do it without even realizing what you are doing.

You know you can improve your communication and negotiation styles by bringing them into your conscious mind and taking time to learn about them. You can improve your listening skills the same way. Train your brain to work in a way that it is not used to and using this awareness of your behavior to get the new results from yourself that you want.

I have not created a quiz to help determine your listening style, but you can take the quizzes to learn your communication style and your negotiation style by clicking here. If I do add a What’s Your Listening Style Quiz, you will be able to find it in the self-assessment quiz area.

What if you learned to listen to the kind of questions the buyer asked, and you changed your sales conversation from talking about the big picture results to how you can support the prospect by solving a problem and making them a “hero”?

Bringing the message to them on a more relatable level. Same message, better result.

Just like we as salespeople “filter” incoming audio information, so do our prospects … and our clients.

If you were able to figure out your prospects’ filters, by listening to the questions and answers from them, what do you think might happen to the number of sales you close?

We go into our sales meetings with an agenda, the information we plan to relay to our prospect. Sometimes this information may be what you think is important, and you will share it in the way you would want to hear it. 

What if you delivered the same information, but in a way that your prospect would prefer to hear it? Yes, it takes a bit of tweaking on your part, for every different prospect. That is what your sales conversation is all about.

“Most people do not listen with the intent to understand; they listen with the intent to reply.”

Stephen R. Covey

Having an outline of talking points (your systematic process), using the information you learn from your prospect and giving them a customized presentation design just for them – to help them get the results they want in a way that makes sense to them.

This is how you can give the same sales presentation with the same touch points to every prospect, every time, without becoming boring, mundane and rote. Doesn’t that make sense to you?

That is why I look forward to every sales conversation. Because while being the same – they are all different. Based on the personality, background, communication style, and listening style of each one of your unique prospects!

That was a mouthful! 

Let’s see what these listening preferences or filters are.

As you read this, I’d like you to focus on ways you can tweak the way you might present to each listening style so you can better communicate with them, and understand what they are really saying to you. 

I’m going to share with you not only what words or messages each style is likely to pay attention to, but also what each style is likely to miss, and how to recognize each type.

The last listening style is a little different, and it explains my style, although I try to only use this around my friends from the Northeast, because many Southerners find this style rude.

The first style is connective listening.

This type of listener focuses on how the information you are giving them will support others, rather than the effect of what you were saying we’ll have on them. Because of this “relational” perspective, you may find this type of person focusing more on trying to connect with you rather than what you were saying, missing some of the facts and details. 

They are socially intuitive and may pick up on some small details and how it will help or harm others.

Preference number two is reflective listening.

These people focus on what’s in it for them. Have you ever heard of WIFT, (What’s In It For Them), missing the overall big picture. You’ve met this prospect, I’m sure. 

Where it almost feels they aren’t even paying attention to you. But it’s actually quite the opposite. They are taking your information and internally processing it to decide if what you were saying will work for them or not.

Listening preference number three is analytical listening. 

This style focuses on facts and measurable data – very precise – no gray areas allowed. 

They are not interested in opinions or feelings, focusing on results and facts. They want concrete facts and may appear as emotionally disconnected.

The fourth listening preference style is conceptual listening. 

These people are creatives that like to brainstorm ideas and like to think outside of the box, offering suggestions that others may not have considered. While considering all the options, it can be challenging to get them to focus and consider one solution. They are also not very good at listening to details. They filter in concepts and possibilities, and filter out details.

And the fifth listening perference style is called the “Cooperative Overlapper”.

These are people that have a tendency to jump in before the other person is done, which in many circles can be perceived as rude or dismissive – BUT, according to Deborah Tannen, a Georgetown University Professor of Linguistics, cooperative overlapping occurs when the listener starts talking along with the speaker. This is not to cut the speaker off, but to validate or show that they are engaged in what the first speaker is saying.

Other names for this style of listening are “enthusiastic listenership” or “participatory listenership”.

This actually makes perfect sense to me, being originally from the New Jersey/New York area.

However, living in the South, my style, instead of being appreciated by the speaker often has the opposite effect. I’ve learned the hard way that my being an enthusiastic listener can fluster the speaker, disrupt the flow of conversation, and may even be viewed as a sign of disrespect. Talk about being misunderstood!

I’ve had to learn to tone down my enthusiastic participation to simple head nods.

My point is, that when you learn to recognize and understand the different conversation and listening styles due to ethnicity, culture or personality, you will. have more control over how you are coming across to others.

Here are some questions you can ask to make sure you understand exactly which listening style your prospect is using. 

All of these are all great questions, but you don’t want to use them all in one sitting. Use them situationally depending on the conversation. 

Do you have a pen and paper ready?

• Could you tell me more about that?

• I’ve noticed that … Then summarize back a feature of their listening style. For example: I’ve noticed that you like facts or that you care a lot about other people…thereby confirming their listening preference and how they want you to present to them.

• What I’m hearing is …?

• Let me make sure I understand…

• Let’s make sure I’m hearing you correctly …

• Let’s make sure we’re on the same page …

With the last 4 questions, you are summarizing back to them what you think they told you. This will show your prospects that you understand them and what their desires are.  Here is your chance to get back on track before you give them a proposal.

When you increase your listening intelligence, you’ll be better able to understand what you pick up on in a conversation, as well as what you tend to miss or even shut out.

Use your listening intelligence to recognize the listening preference of your prospects. Then adapt your style to their listening preference, so that you can keep your prospect engaged in the conversation. And give them what they need to make a decision to work with you.

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How To Turn Your Sales Aspirations Into Your Reality

Turn Your Sales Aspirations Into Your Reality

While goals are actionable and measurable with specific time frames, aspirations are the things that you want – like financial security and losing weight. 

When you think about your aspirations, it’s your time to daydream to be able to think about all the things you want and only admit in your wildest, craziest dreams. You’re not looking to produce any tangible results. You’re just daydreaming.

A goal is something that you plan to accomplish within a specific period of time. Goals are concrete.

Aspirations are a strong desire to achieve something. They are more abstract and less measurable. Your deepest desires. Even if we don’t quite make it, we’re still moving forward. Aiming for something so high that fills a mental and emotional necessity and gives us the purpose of why we do what we do or want what we want.

They keep us moving in our day-to-day daily experiences. Aspirations give us hope.

But without a plan followed by effort and commitment, aspirations are rarely achieved. 

You might have aspirations you aren’t even aware of. For example, are you working hard to create a career in the hopes of giving your family a better life filled with opportunity? Do you feel driven to work too hard? Ask yourself why you’re working so hard.

Take some time to think about the kind of person you want to be.

It doesn’t have to be a “Reach for the Stars” aspiration. What you aspire to do may not seem like a big deal to others but it’s really important to you. Aspiration should, however, reflect what we want. When you have a compelling reason to do something, your level of commitment and attention is much greater than when they are just giving some unexplained goal to achieve.

I am a goal-oriented person. Meaning, I like to know exactly where I’m going and what I need to do in order to get there. 

People who are determined don’t find success by accident.

Instead they have trained themselves to always think and troubleshoot before they undertake projects or pursue specific causes.

They’ve created resources, including many ways to cope with uncertainty and negativity, goal-setting strategies and alternative courses of action when they run into roadblocks and face challenges. They don’t quit, they just find a new approach to reaching their goals.

If you find your original goal is unattainable for you even, after breaking it down into smaller steps like we talked about here, then evaluate and set a new goal that is better for you. Or figure out how to get the extra help you need to reach your original goal.

Aspirations defy logic.

You may not see the specific task to achieve it. You just know it’s important to you and that you want to find a way to reach it. When you can envision what would make you happy, you can begin to see more clearly what you want to do and have. Then you can begin to turn these aspirations into a purpose or goals. Set specific steps that you can take to get what you want for less effort than if you were completely unaware of what your purpose was.

Behaviors consistent with your purpose will require less effort to pursue than if you were completely unaware of what your purpose is. 

A good way to do this is to identify one to three things that you want to improve in your life. Then you set the goals to make it happen. When you begin to set these goals, you are taking the first step into aligning in your aspirations and turning your dreams into a reality. 

Jodi Picoult in Handle With Care wrote,

“I wondered about the explorers who sailed their ships to the end of the world. How terrified they must have been when they risked falling over the edge. How amazed to discover instead places they had only seen in their dreams”.

Which of your aspirations do you need change into goals?

Goals with aspirational qualities are ones that get people excited about doing something to achieve a significant achievement.

● Is your aspiration beneficial to you? 

● Is it sustainable? 

● Is it feasible? 

How do you turn aspirations into goals?

Begin with the end in mind. Create a picture in your mind by which you examine everything in your life. What it means to you. What really matters to you. By keeping the end in mind, you will ensure that whatever you do will align with your overall purpose.

Visualization is what allows us to prepare an idea. Even though it’s just an idea, It helps you to see different possibilities, and how different decisions can lead to different outcomes. 

It uses the power of imagination to help you make changes in your life and drive you towards your purpose. It helps you to shape your character, circumstances, and habits, as well as to attract opportunities and the right people into your life.

Here’s how to align your aspirations:

Write down the things in your life that are important to you. 

✨ What are you good at? 

✨ What things do you enjoy? 

✨ What things don’t you enjoy?

✨ Three to five years from now, what do you want to be doing?

✨ What would you have liked to achieve?

As Stephen Covey said in the 7 Habits of Highly Effective People,

“All things are created twice. First mentally, then physically. The key to creativity is to begin with the end in mind, with a vision and a blueprint of the desired results”.

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How and Why to Set Sales Goals

How and Why to Set Sales Goals

What type of goals should you be setting to be successful in your sales?

I believe that the reason that so many sales women don’t set goals is because they aren’t sure what goals to set. Or know what to do with these goals once they set them.

Everyone says set goals, right? But what does that, or should that really mean? Let’s pick it apart and break it down.

There are three types of goals we’re going to talk about. Long-term goals, mid-term goals, and short-term goals.

First long-term goals.

By long-term I mean five years or more in the future. Maybe a new home you want to buy, or helping your kids while they’re in college… Moving up the ladder in your company. Long-term goals give you something to strive for and add meaning to your life. They’re necessary for self improvement. To keep you focused on the things you need to do to get where you want to go.

Long-term goals provide you with a vision and a direction. In the 7 Habits of Highly Effective People, Stephen Covey wrote about the principles we use to make decisions. He compared it to a compass. When you create your goals based on your principles, you’re using your internal compass to make decisions about your life and work and your future. This allows you to make your choices with greater intention and purpose. It connects you with the reasons you make your decisions, and gives you a stronger purpose and drive. When you know your long-term goals, you will be able to determine the steps you need to take to achieve your goals.

You should set clear, measurable goals with specific steps and actions and deadlines. Then you can complete them to get the outcomes you desire. Kind of like a road map with stops along the way to help you get to your final destination. Long-term goals allow you to see things that are possible for you. Then determine what will be required for you to get there. Once you make these decisions, your subconscious can help direct you to these goals – if you keep reminding yourself and directing your brain as to what your goals are.

Another way of saying this is, write your long-term goals down, and look at them often. Without long-term goals in place, you may wander through life with no clear direction – and never realize your true potential.

The second type of goal is mid-term goals.

Within two to five years, like buying a new car or paying off credit card debt, or buying a home. When you think about these goals, you are able to take an inventory of where you are now – your finances and your relationships. Depending on where you are in your life, you will be able to set the steps in place and determine the time it will take to reach some.

Mid-term goals are the checkpoints on your way to reaching your long-term goals.

Then there are your short-term goals.

These are the ones I talk about the most, because they are the goals you can set and do right now to take control of your situation. Like setting your personal monthly sales goal and writing out the actions you need to do every day to reach that goal. Once you achieve your short-term goals, your medium term goals will be easier to obtain.

Think of short-term goals as the building blocks to achieving the larger goals you want in your life. So it’s important that your short-term goals enhance and are in alignment with your long-term goals.

In sales, your short-term goals might look like this.

• Reaching your sales target every month

• Working backwards to create the steps she will need to take to reach the goal.

• Creating your daily action steps, like how many calls, emails and texts you will need to have completed each day to set the appointments you need to reach your monthly sales goals.

Don’t forget accountability.

The reason I’ve added the accountability & mentoring aspect to the 5-Figure Paycheck Membership Program is because, according to the Association for Talent Development (formerly the American Society for Training and Development) 65% of people complete a goal if they ask someone to hold them accountable to their goals. And 95% successfully met their goals when they discussed their progress and success with that accountability partner.

Usually in life, the things we want don’t just happen because we hope they will. It takes hard work and planning to make them a reality. Living with intention and purpose.

The best way to figure out your long-term, midterm and short-term goals is to ask yourself, what do I want my life to look like in 5, 3 or 1 year? Write down your answers and set your priorities for each one of your answers.

Use your short-term goals to reach your medium term goals and ultimately your long-term goals. When you have to find your long-term goals, it is easier to say that you’re mid and short-term goals and align them so that you become daily intentional in your actions and why you want to achieve each type of goal. 

Will this guarantee you results? Obviously, I can’t guarantee that, the only way to get results is to take action. I’ll provide all the accountability, support and encouragement but you have to put in the work.

When you set specific goals for yourself, understand why these goals are important to you, and prioritize the importance of these goals, you will be able to reach your goals faster, and be able to work towards them without losing traction. Even if you occasionally don’t reach a short-term goal.

It will also give you direction in what to do on a daily, weekly and monthly basis to continue to move closer to your goals. As you start to see results, it will prove to you that you can accomplish your goals when you have the right strategy in place.

No matter what types of goals you have, it’s hard to achieve them if you don’t have some basic steps to set your goals the right way. I’ve designed the Ultimate Goal-Setting Guide to give you the tools you need to achieve all of your goals.

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