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Sell them what they want, give them what they need!

If you’ve been in sales for more than a year - you’ve probably heard this advice more than once.

On the surface, it sounds brilliant. Of course, if you make it easy for people to get what they want they will buy it. 

But what if selling people what they want is actually making it harder for you to succeed in sales? 

The truth is most of us spend a lot of time being unsure about what it is that we want and once we know what it is, solutions are readily abundant.

On top of that, what people really want is simple. Peace. Love. Belonging....

Are you spending as much time and energy keeping your customers as you are winning them?

Imagine for a minute you’re a customer out looking for a product that can help you streamline your sales follow-up. You do a bunch of google research, reach out to multiple vendors, and participate in a few product demos. 

One solution really stands out. Not only because their product is amazing, but because they really seem to care about you. They ask about your kids, they send you a homeschooling survival packet in the mail and are readily available to answer questions throughout the sales process.

You make the decision, sign up for the solution, and then --- radio silence. All of that support and engagement seems to disappear, now that...

Have you ever experienced a time when you couldn’t seem to win a client to save your life? When it seemed like all you were getting were no’s and the rejection started to build on itself and the more pressure you put on yourself - the harder it was to motivate yourself to get out there, see your prospects and win new deals.

If the answer is yes - you’re not alone. We’ve all been there. 

Dr. Seuss said it best - “When you're in a slump, you're not in for much fun.

Un-slumping yourself is not easily done.”

But what if it’s not you you are trying to unslump? 

Un-slumping a team member can be even more challenging than un-slumping yourself.

How do you support and encourage a member of your...

When I first started in medical sales - I was way out of my league. For one, I didn’t have any actual ‘sales’ experience - unless you count selling candy door to door for Campfire when I was 8.

The really intimidating part was that I didn’t have much of a science brain. I mean, I was a communications major at Washington State for pete’s sake. So the thought of talking about complex medical conditions and treatments with people who actually went to medical school was moderately terrifying. 

While 6 months of training might seem like a lot, compared to 4 years of medical school, plus residency and actual patient experience, it felt like I was going in a bit underprepared.

What saved me was rote...

Everyone hates working for a micromanager - but how do you know if you are one?

Take Julie for example - she’s been in sales for 10 years and loved her job, that is until she got a new boss.  All of a sudden, she was getting calls multiple times a day, being asked about every account, every detail of her expense report, and how many calls she was making throughout the week.

After just a few weeks, Julie started to feel like her new boss didn’t trust her and over time she started making sure she was keeping her boss happy instead of focusing on her customers and the bigger picture results. 

Not only did she start to hate her job, but her sales numbers went down well.

You don’t want to be that boss. 

While...

 As a leader, it's your responsibility to help your team to develop resilience.

My “favorites bosses” were the ones who let me coast and didn’t challenge me, but looking back I realize that working for bosses who recognized my talents, but continued to push me to continue to get better, led not only to better results, but more fulfillment. 

Is there something you’ve always wanted to learn like snowboarding on Mt. Bachelor, maybe it’s painting in Italy, but didn’t feel like you had the skills or the know-how?

It’s easy to think the reason you’re not embracing these goals is because of time or money, but when you look deeper, I’m guessing there’s an element of...

5 years ago I decided to become a writer.  It started as a casual hobby. I’d go for a run down by the Columbia River and then I’d write a short story about that run. I’d write about how I struggled but kept going and then eventually found a rhythm. I’d share some insights about how that experience relates to life.

Shakespeare, it was not. 

I mean I was typing words into a document and creating sentences. But my writing didn’t really engage the reader or pack a punch. 

So I signed up for a writing workshop in Taos. I went to that workshop and then another. Then I hired a writing coach. I took some writing classes online from Creative Live and from various copywriters. 

But my writing...

When you have a small team and you need to produce big results, it’s essential that every member of your team is performing at their best.

Training and skill development is one area that can make a dramatic difference in your team’s results – but when you’re small, having the time and the bandwidth to continually train and mentor your team can feel overwhelming.

So, who do you hyper-focus your time and energy in training in a way that will have the biggest impact?

In this episode, we’ll dive into some of the key principles that will help you focus your training efforts for maximum growth. 

I’ve been thinking a lot about how to develop your sales team over time. The framework I’ve been using...

When you have a small but mighty team, everyone matters – and when even one person leaves, it can have a huge impact. 

More often than not on a small team, everyone is doing the work of at least three people, so the ripple effect of someone leaving at a small company is much bigger than at a large company. 

So, how do you keep people happy and engaged, and most importantly, on your team?

In today’s episode of the Sales Fiction Podcast, we’re kicking off the first of a 3-part series on developing your team and keeping them happy. 

There’s a common fear when it comes to investing in your team as a small business owner, and that is that if you spend time and energy developing talent,...

When trying to grow their business, a lot of agency owners are looking to bring on the best talent. Their teams are often devoting a lot of time to recruiting high-performing agents and brokers within their communities. 

It makes sense – if you have great talent, your agency will be successful.

Or will it?

Is talent really what separates great agents from the average? Or is it something else entirely? 

In this episode of the Sales Fiction Podcast, I break down the three key things that separate star performers from average ones, and what you can look for in the hiring process to set your agency up for success in the long term.

If you've been in sales for any amount of time, you've likely heard this a
million...