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Selling By Intuition

Posted on: May 14th, 2011 by Beth Heilman

Intuition. What is it exactly and how can you apply it to your sales career? The dictionary.com definition of intuition is

noun
1. direct perception of truth, fact, etc., independent of any reasoning process; immediate apprehension.
2. a fact, truth, etc., perceived in this way.
3. a keen and quick insight.

I define it as an inner “knowing”. In other words it’s not a head knowledge, but a “heart knowledge“.

Selling By Intuition

Selling By Intuition

Have you ever been working with a customer and they were saying all the right things, agreeing that what you have to offer is perfect for them and you’re thinking to yourself ka-ching…payday!! But, something deep inside you is saying that something’s “out”, something’s not quite right. Intuition…

You keep going, you proceed with your best close. They follow through and make the purchase only to call you the next day and cancel. Rats!! So close…but were you really?

Were you listening to them with your head or listening with your heart during the sales process? There is a difference.

Even if you tell yourself you don’t have a good intuition, you really do. Everyone does, some folks have just developed it more than others; that’s all.

So how do you develop your “sales intuition”? First, you have to acknowledge that you have it (you do).

Second, think of a time when there was something you “just knew”

Maybe you were driving on the way to an appointment and all of a sudden you got the urge to turn left instead of turning right like you always do. At first you’re curious why the urge to make a detour was so strong, then you may get aggravated that now your trip is going to take longer. Later you find out there was a traffic accident on the route you were planning to take and traffic was backed up for hours.  Taking the detour meant you made it to your appointment on time. Hmmm…

Maybe it’s a phone call you know you need to make. You’ve been thinking of the person you had to call and then, brrrringgg.

The phone rings and it’s that person you were thinking of on the other end. Spooky? No. Intuition? Yes.

So how do you apply intuition in your sales career?

When you’re asking your customer what their wants and needs are, listen for the answers with your heart and not your head.

What I mean by that is, do the answers they’re giving you “feel” right? Do the words they’re saying, the tone of their voice and their body language all match up? Is there a real connection and flow to the interaction?

If so, great. Keep moving forward to the close.

If not, relax. Be patient, ask more questions, trust your intuition (your inner voice) and really listen. You know if what you have to offer is right for them and if it is, they do too. When you’re being your authentic self and letting your intuition guide you, you’ll always do what’s in the best interest of your customer (and you).

Develop your sales intuition muscle and sales success will naturally follow.

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Motivation And Momentum: The Keys To Reaching your Goals

Posted on: December 10th, 2010 by Beth Heilman

One of the most difficult parts of goal achievement is simply getting started.  It’s easy enough to dream and plan, but many people get stuck in this phase indefinitely and avoid taking action.  Planning and dreaming might make you feel like you’re doing something about your goals, but if you never actually take a step forward you’ll never achieve them.  In order to see measurable progress, you have to step out of your comfort zones and take action.

Keep Moving Forward

When you finally do gather your courage and begin moving forward, what usually happens?  You realize it’s WAY harder than you thought it would be, right?  It feels like you’re trying to run uphill.  You keep tripping over obstacles, facing setbacks and delays, dealing with fear and anxiety, and fighting a daily battle to stay motivated.

It’s during this difficult phase that most people give up.  They decide that “it isn’t meant to be” right now, so they set their dream aside and vow to try again later.  Or worse, they resign themselves to a mediocre life because they don’t believe they have what it takes to succeed.  They’ve “failed,” so they’re not going to try any more.

Have you done this?  Most people have!

However, this doesn’t have to be the end of the story.  You can pick up your dreams, dust them off and try again.  But this time you should know about a little something called Momentum.

You see, the difficult phase I just described is what happens at the beginning when you’re trying to gain momentum.  Most people quit during this phase because they think it’s ALWAYS going to be this hard.  What they don’t realize is that every effort they put toward the achievement of their goals will build on the previous efforts.  With every step forward the process gets easier and easier.  Finally, they’ve put so much energy and effort into the process that momentum begins to take over.  Suddenly they realize that they don’t have to push so hard to keep moving forward.  It becomes fun . . . even easy to achieve their goal.

This same experience can be yours!  All you have to do is keep moving forward.  Keep working toward your dreams and never quit.  Momentum WILL take over eventually!

If you want to get momentum working even more quickly for you there are a few ways to do it, but they can be summed up in one sentence:

Be willing to work harder, faster and take bigger risks than you have in the past.

The reason why momentum can be delayed sometimes is because many people take very tentative steps toward their goals.  They’re afraid to really give it their all, so they hold back much of the energy and power they could be devoting toward their goal.  Even if they’re not aware of it, they may feel more comfortable working at a slower pace, so they avoid taking big risks and instead take baby steps.

There’s not a thing wrong with this approach if it suits you!  However, if you want to make faster progress and build momentum quickly, think about taking bigger steps and giving your full energy and focus toward making it happen.  By doing so, you’ll push through the difficult beginning and find yourself coasting before you know it.

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Laid-off, Downsized and Unemployed-Reinventing Yourself in Today’s Crazy Economy

Posted on: November 8th, 2010 by Beth Heilman

Time To Reinvent YourselfThese days you can’t turn on the news, open a newspaper or surf the internet without getting bombarded with headlines warning of impending doom for the economy. Now, don’t get me wrong, as a country we’re in a mess financially. Just the housing crisis alone is enough to make you want to stay in bed and pull the covers over your head. Unfortunately, that won’t keep the power on or a roof over your head.

If you’re fortunate enough to still be gainfully employed, count your blessings. For those of you (and I’m talking about myself here, too) that have been on the other side of the bosses desk when those dreaded words came..”Your position is being eliminated”, there is life after a J-O-B.

Let me tell you briefly what happened to me. I was in the real estate industry for nearly 17 years as a New Home Sales Agent. Worked for a builder, had great insurance, paid my dues by studying the industry and working my way up through the ranks. It was pretty darned comfortable. Life was good during the boom a few years ago. We had people waiting on lists to get houses. Talk about having a captive audience.

Then as things started to cool off and all the crazy loans started to go bad, those of us on the front lines could see what was coming. Unfortunately some of the major mortgage companies and builders were too busy counting their profits to notice and refused to scale back. The result is what you see on the news today, foreclosures, businesses closing and a lot of hard-working people out of work. I was one of those people.

What’s a person to do when the rug gets pulled out from under you in this goofy economy? There’s several things actually, but short of doing anything illegal or immoral(I’m smiling as I write that), take a good hard look at your strengths, talents and passions and reinvent yourself.

What do I mean by that? You know you have things you’re good at and enjoy doing that would translate very well into another line of work, possibly even your own business. The only limits are your imagination. And these days, the internet makes it possible to reach people you never would have met otherwise. It’s a home based business persons dream come true.

Here are just a few ideas:

Are you good at administrative and organizational stuff? How about being a Virtual Assistant? A V.A. is someone who works from home, but who sets appointments, sends emails, and does all the tasks of an assistant who works in an office, but you do it from home (and save on gas and dry cleaning bills)

Are you an animal person? How about making a video (or writing an e-book) on how to train that stubborn puppy dog? THen, make it available online.

A coffee or tea lover? How about producing a video on making the perfect cup of tea and then include it with every purchase from the wonderful tea company you represent? All that can be done online.

Into Health and Nutrition? Start a blog on all the tips and tricks you’ve learned over the years. There are some wonderful network marketing companies in the Health and Nutrition field you could represent. Find a product you can really be passionate about. You can help folks stay healthy and build your own business in what’s projected to be a $1 trillion industry.

Those are just a fraction of what can be done. Let your mind wander. Allow yourself to dream and before you know it, your perfect opportunity will present itself. You’ve heard the saying that when life gives you lemons, make lemonade? Your lemonade will be when you realize that the one security you have in these crazy times is you. There’s an unlimited number of possibilities available to you when you do a little soul-searching and start to think “outside the box”. Forgive the cliche, but it’s true.

Don’t let Wall Street, the evening news or your old boss have control over you or your finances anymore. That lay-off may have been a blessing in disguise when you use it as an opportunity to find your passion, live your dreams and earn a living that you never thought possible. Then, unless you want to, you’ll never have to work a J-O-B again.

Have you or anyone you know had the proverbial job rug pulled out from under them? Leave a comment and let me know how you’re doing and what you’ve done to overcome “pink slip shock”.

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The Ultimate Empowerment?…Action!!

Posted on: October 6th, 2010 by Beth Heilman

Have you ever been stuck in a rut of inertia before? Then you probably know the sense of helplessness that takes over your life. You want your life to change, you want your situation to improve…big time, but you feel powerless to do anything about it. You may find yourself constantly making plans to improve your life, but never quite get around to taking action because it seems so overwhelming and intimidating.

Take Action Now

Although taking action can be intimidating and even a little frightening, it can also empower you! If you learn to take action effectively, it can provide the fuel to keep you moving forward toward a more fulfilling and much happier life. Do this and you’ll realize that there was never anything to fear in the first place. By taking positive action you’ll never feel stuck again!

Here are three simple steps that show you how to get started:

1) First, understand that your life is the way it is right now because of your hesitation to take action! This is important, because you’ll understand the importance of moving forward no matter how anxious it makes you feel at first.

Then, decide on one action to take to get the ball rolling. Think about your life right now, and ask yourself which situations you want to change first. You might choose your career, relationships, health, financial situation, or anything else that makes you feel powerless and stuck. Then think about one simple action you can take to inspire some positive change. It doesn’t have to be a huge action, just SOMETHING to start building momentum.

2) Once you’ve decided on your action step, take that step no matter what! This may seem incredibly difficult or even scary, but remember that most often the things you fear are not going to happen. In fact, you may not even have a clear reason for feeling scared – you’re just afraid of the “unknown”. Give yourself a pep talk or push yourself in any way you have to in order to move forward at least a little bit. After you take that first step, be sure to let go of any expectations of the things that may happen because of it, and allow yourself to feel great simply because you did something about it!

3) Lather, rinse and repeat 🙂 Seriously…repeat with the same step, and/or others. Once you’ve taken one step forward, keep pushing yourself to take more and more. Consider this: Even if you take a hundred small steps in a month, you’ll be putting forth positive effort to make changes in your life. You can’t help but bring about better circumstances!

The good news is that taking action quickly begins to build momentum. Just as chronic non-action can create a cycle of negativity and stagnation over time, being proactive can create a positive cycle that continues to grow! The more you do it, the easier it gets! Eventually it seems almost effortless – and you continue to empower and strengthen yourself with every step you take.

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Social Media Levels The Playing Field For Small Business

Posted on: September 30th, 2010 by Beth Heilman

It used to be, and not that long ago, that to be successful in a home based business you got the word out by making a list, calling your list, getting rejected by most of those people on your list, and then once you’d burned through that list, the next step would be buying leads that more times than not would cost much and produce little. Today there’s a much better way.Social Media Marketing

Now with Web 2.0 where people all over the world can interact with each other in the blink of an eye, and the social networking sites like Facebook and MySpace, even the beginning home business owner can create the same amount of exposure for their business as the big guys.

There are so many different ways to promote your business online and the really cool thing is that you can choose the methods that you like the best. Let’s talk about just a few of them.

Social Networking Sites– Unless someone has just flown in from a remote deserted island, nearly everyone has heard of sites like Facebook and MySpace. They aren’t just for teenagers sharing music anymore. The big thing to remember though is that there is an etiquette when talking to folks on these social sites.

Imagine being at a huge party, are you going to go up to everyone you meet for the first time and say “Hi, my name is Al. I represent the most awesome, super-duper advanced mega product and you just have to buy it.  As a matter of fact, it’s so good that if you don’t buy it, your life will go down the toilet.”

Obviously I’m exagerating, but I’ve been on Facebook and MySpace for nearly a year and let me tell ya, those people are out there. Don’t be one of them. I had one guy make a comment on my Facebook status (status is kind of an update on what you’re doing at the moment like, Beth is… getting ready to make another blog post) because I’d mentioned I was needing some coffee and he was pitching me on his no caffeine energy drink.  Not exactly a great first impression, besides, I love my caffeine.

Websites and blogs– It used to be that to put a website online, you had to be a techy in the computer department. Thank heaven that’s not the case anymore. Now it’s possible to build an entire online business presence without knowing any computer mumbo-jumbo geeky stuff. This blog is a great example of how easy it is to reach people online. You can literally be reaching new customers and business builders within minutes.

Online Advertising– I know what you’re thinking. Advertising, lots of money, no budget, can’t do it. Yes, you can. Did you know you can advertise for free on websites like Traffic Swarm (a traffic exchange site), CraigsListWalmart (yes, Walmart) and many others? There are also low budget places like ezines (electronic magazines), paid website ads and when you’ve gotten a little experience, pay-per-click ads on Google and MSN. (I’ll be doing training on that in the near future)

Bottom line is, you can do it. The very cool thing is that marketing online virtually eliminates rejection because you’re talking to the people who want to talk to you, and who want what you have to offer.

What a great way to build your business. How do you use social media in your business? Do you use social media in your marketing? Please leave a comment and let me know what’s working for you 🙂

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