BK’s Daily Sales Tips

Ribbit, Ribbit

I LOVE FROGS… several years ago, motivational speaker Brian Tracy published an amazing little book focusing on Time Management. He called it "Eat That Frog". It revealed "21 great ways to stop procrastinating and get more done in less time". One of the most popular / unpopular ideas revolved around… (get ready)… eating a live frog. UGH!!! Let [...]

The Guilt Trip

THE GUILT TRIP… everybody goes through periods of feeling guilty because "I just can't seem to get all the stuff done I wanted to". Then you start to beat yourself up for what you perceive to be underachievement. "I was supposed to go here, I was supposed to do this, I was supposed to talk to so-and-so, etc. [...]

Get Out Your Hammer!

No FutureShock

PREDICT THE FUTURE… good news…you have a crystal ball! There is a great expression in Sales that says the following: "If you want to know how you did today, check your bank balance in 90 days". Most Sales transactions have a predictable period from start to finish. Regardless of your business environment, for the majority [...]

JENET’S STORY…NO MORE SCRIPTS!

CONVERSATIONS NOT SCRIPTS… here’s a blinding flash of the obvious for you… Salespeople don’t like to use scripts! A quick analysis:   The Downside to Scripts – “they don’t sound like me, they’re not natural, I don’t like memorizing, etc.”   The Upside to Scripts – “they keep me on track, they shorten my appointment [...]

FSBO WISDOM

DECIDE IF YOU WANT THEM…there are always lots of home owners out there who think they can do your job better than you can. The fact is that 90% of all "for sale by owners" who sell…ultimately involve a Real Estate Salesperson. In a high majority of cases they pay a commission anyway. The bottom line is [...]

NEARSIGHTED OR FARSIGHTED?

USE THE RIGHT GLASSES… there was an unfortunate story in the news recently about a gift being unused that started out with all the right intentions. A group of schoolchildren had collected a significant amount of money and purchased eyeglasses to be sent to a third world country. Several months later it was learned that [...]

SUPERSTAR OR JUST OK?

THE BIG SECRET… I was conducting a Mastermind Session the other day for a group of newer Salespeople who had been in the sales business for anywhere from 3-36 months. Lots of good questions and an abundance of common sense issues being put on the table. Near the end of the two hours a great [...]

SPEEDING UP

YOUR “CLOCK SPEED”… the term clock speed is used in the computer industry. Also called clock rate, it is defined as “the speed at which a microprocessor executes instructions". Sounds rather boring but when you connect it to the Sales Business it gets a lot more interesting. It’s easy to equate this term to success. Simply put, it is how [...]

CHANGE THE CHANNEL

USING THE REMOTE… believe it or not, when television first became popular, there was no such thing as changing channels using a “remote controller”. You had a maximum of 12 channels and if you didn’t like what you were watching, you had to get up out of your chair and turn the dial to another [...]