Archives for April 2010

Turn a “No” into a win – The top thing you can do!

April 20, 2010 2 Comments

It’s a little known secret that embracing the word “no” can be one of the top factors in bringing in more sales.

Pop Quiz – When someone flat out tells you “no”,  you:

a) bluntly tell them to get lost;

b) politely excuse yourself while mentally noting to call block them; or

c) Use your Iphone for a purpose that it was not intended to get them to leave you alone.

Yes, we all know how annoying someone “pushy” can be.  But check your own energy.  If you’re not ready to hear a “no”, it’s not OK for you to ask.  It’s one of the easiest points to forget in sales.   But giving your leads the full right to say “no” allows you to convert them into a possible friend.  And guess where most of your leads come from?

“No” does not mean you have lost.  Preserve your prospects and be happy with hearing the word “no”.  Consider these people as possible future allies and friends that are part of the winning team around you.

Leading from behind. The courage to be the first to follow…

April 2, 2010 4 Comments

A man starts dancing on a beach.   He dances as though no one is watching.  Some smile.  Some look away embarrassed.  One man joins in.

Have you ever reflected on the importance of that first follower?

“The first follower is what transforms a loan nut into a leader!”  Derek Sivers says.

Derek has a great video which illustrates how word of mouth epidemics spread.  The importance of the first few followers is something that we often under estimate.  Without them, word of mouth epidemics simply do not happen.

Be someone who supports those loan nuts trying to change the world!  The importance of your role may be over looked by many.   But that one person will remember and be grateful.

If you’re a fan of Malcolm Gladwell’s “The Tipping Point”  (or even if you’re not) you’ll LOVE Derek Sivers’ TED video.