Archive for July, 2015

Don’t ‘TRUMP’ the Competition

July 27, 2015

Trump Fires GOP

Whether you are following politics or not, you most certainly have heard of Donald Trump, now GOP presidential candidate. You may also have read about some of the names Trump has been calling other candidates. For example, Trump has called Gov. Jeb Bush a “jackass”, and he also called Sen. Lindsey Graham an “idiot”. For the record, Trump hasn’t has many nice things to say about anyone, especially those he’s running against. That’s a big mistake!

You probably realize that bashing and demeaning your competitors is no way to conduct yourself in business. It’s unprofessional under any circumstances. When you bash, or ’Trump’ the competition, you only make yourself look bad, and you come off as being desperate for the business. When you appear desperate for the business, your sales prospect begins to wonder why. When sales prospects wonder why you sound desperate, they tend to stay with their current supplier? Is that really what you want?

Never have a bad word to say about your competitor no matter what, and no matter how it may pain you to do so. Take the emotion out of the picture. You lose bonus points with prospects when you sound desperate for the business and say bad things about your competitor. I suggest you stick to the business points, and put your competitive advantages across in ways that don’t demean your competitor, but serve to elevate the quality and value of your offering compared to others. Keep it professional and maintain a level head and you won’t ‘Trump up’ your business.


Talking Yourself into ‘Sales Depression’?

July 17, 2015

depressionYou choose to feel the way you do! You might not think so, but it’s true. For example, if you look out the window on a Monday morning and find that it’s raining, and realize that you now have to wait in the rain for the bus, YOU DECIDE at that moment how you feel – probably lousy!

Disappointment in sales, and with business in general, is completely unavoidable. I bet we could all write a book filled with those ‘let down’ incidents that made us wonder why we chose sales as a profession. It’s how we react, or better yet, how we DECIDE to think and feel that determines whether or not we can chase away the ‘blues’ and move on to the next sales call.

The issue is that every time you face disappointment you CHOOSE how you feel about it, and how long you are going to ‘carry that weight’. You can actually talk your way into feeling depressed if you give yourself enough reminders about how crappy things are. Do you hear that little voice in your head too?

My advice to you is to catch yourself every time you start focusing on the negative and making a conscious DECISION to feel awful. STOP right there! Realize that YOU, and YOU alone are DECIDING to feel lousy.
Here’s an important note – If you DECIDE to feel lousy, then you can also DECIDE to not feel lousy. You have the power to control how you feel and what to do about it.
So… STOP listening to that little voice inside your head that tries endlessly to talk you into feeling depressed. Turn down the volume on the negative and amplify the positive. If you CHOOSE how you feel, then why not CHOOSE to feel positive every chance you get?