Featured

7 New Ways to Productivity

Productivity Improvement Starts with Improving Your Awareness The first step in improving your daily results (work and personal) is to become more of your time and how you’re using it. That will

Read More
7 New Ways to Productivity

BECOMING A “CAN’T MISS”

BECOMING A “CAN’T MISS” SALES PROFESSIONAL Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring

Read More
BECOMING A “CAN’T MISS” SALES PROFESSIONAL

The Ten Tips of Christmas

TIP ONE – How to Increase Your Analytical or Strategic Thinking The faster you go, the less control you will feel. Here are ten steps you can take to become a more analytic or strategic thinker:

Read More
The Ten Tips of Christmas

Ten Ways to Get Things Done Without Auth

In today’s business environment it seems like having influence is becoming more and more important. Without influence it’s difficult to accomplish what you really need to get done. It coul

Read More
Ten Ways to Get Things Done Without Authority Using Influence

Ten Ways to Increase Your Emotional Inte

So the key to emotional intelligence is to develop your awareness of your emotions, then understand them, then how to manage them. Once you master this then you can better recognize and understand oth

Read More
Ten Ways to Increase Your Emotional Intelligence

BECOMING A “CAN’T MISS” SALES PROFESSIONAL

0
by on August 21, 2018 at 10:00 am

BECOMING A “CAN’T MISS” SALES PROFESSIONAL

Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring attitude, and some reasonable social skills, and I would label you a “can’t miss” salesperson.” Now take those qualities and tie them to a product you believe in and with which you are compatible, and you’re on your way!

STARTING YOUR DAY

The discipline we all need is attainable. Specifically, look at the benefits of starting your day at the proper time, with your plan already, on a regular basis, and you will be inclined to do what is best. When people (prospects and clients) are energetic, and just getting their day started, they’re obviously in a more optimistic and responsive frame of mind. In addition, these sales result from the fact that salespeople are also more excited and motivated about what they are doing.

RESEARCH

In Zig Ziglar’s book he proposes this for you to think about:

  • 70% of all sales are made between 7 a.m. and 1 p.m.
  • 20% between 1 p.m. and 4 p.m.
  • 10% after 4 p.m.

Discipline and organization make a big difference in sales. If you’re going to make it big, the odds are good that you’re going to make it early!

Many have calculated…

That less than two hours of working time is actually spent in the sales process. The rest of the time is spent responding to emails, taking care of administrative details, updating Salesforce or whatever CRM is being used, handling urgent requests, preparing proposals, meetings, conference calls, and travel time.

BECOMING “TIME CONSCIOUS”

Zig Ziglar proposes that top producers are “time conscious” and how to allocate the use of their time each day to produce the maximum results. They even turn their travel time into productive time. Quote, “Sales professionals don’t count time; they make time count.” The fact is that most salespeople spend too much of their time doing nonproductive tasks, activities that do not directly generate business.

DEVELOPING “TIME CONSCIOUSNESS” AND DISCIPLINE

My definition of “time conscious” is, “There’s a time and a place for every activity in your day.” Using the timeframes Zig proposed above, this discipline would look like this:

  • 7 a.m. – 1 p.m. – Selling activities (try to defer non-sales requests to the afternoon and “batch” them)
  • 1 p.m. – 4 p.m. – Activities that do not directly generate business (emails, proposals, requests that you previously deferred, etc.)
  • After 4 p.m. – Organize for tomorrow (update your CRM and identify who you’re going to call on, what you’re going to say, in what order)

Tip: Always ask yourself, “Is this something I truly need to handle right away?”

For more strategies see our course, The Path to Becoming a Highly Effective Sales Professional.

 

 

, , , ,

Ten Ways to Increase Your Emotional Intelligence

0
by on February 6, 2018 at 12:09 pm

So the key to emotional intelligence is to develop your awareness of your emotions, then understand them, then how to manage them. Once you master this then you can better recognize and understand other’s emotions. We can then use this information to better manage ourselves, more effectively handle social situations, and improve the quality of our decisions.

EQ or emotional quotient is defined as a measure of a person’s adequacy in such areas as self-awareness, empathy, and dealing sensitively with other people. It is a factor in almost everything you say and do each day. It is now recognized as the most accurate determinate in performance (work and personal) as well as leadership excellence.

The good news is the EQ can be improved which will ultimately improve your performance and results. It is very difficult to excel in performance without EQ.  There is a high correlation between high EQ and Pay (performance.)

Here are ten ways you can quickly boost your EQ:

  1. Keep a Diary. A great way to get an accurate gauge of yourself is to keep a diary. Start by writing down what happened to you during the day, how it made you feel, and how you dealt with it. This will make you more aware of what you’re doing and will highlight where problems might be coming from.
  2. Analyze Your Decisions Before You Make Them. Before you make a decision, seek clarity. Determine the difference between your emotional responses and well thought out decisions with sound reasoning. By putting emotional and strategic thinking side by side you will slow down and devise a less emotional response to a situation.
  3. Improve Your Listening Skills. Practice by listening to what someone says then ask a question to confirm you understood what they said. Validate
  4. Greet People by His or Her First Name. Greeting someone by name is one of the most basic and effective social awareness strategies you can adopt. You are on a more personal basis. Learn a new person’s name each week and practice it until it’s in your memory.
  5. Resist the temptation to say or do the first thing that pops into your head. Pause when agitated. Self-management is all about managing your emotional reaction to people and events. Perceived as cool in crisis situations.
  6. Get rid of negative talk. Talk positively about yourself.
  7. Improve your empathy be becoming more aware of the needs and feelings of others. Use questions to find out more about other people and what they are feeling, and feedback to clarify that you have correctly understood their feelings.
  8. Work on building a relationship with different types of people (even those you don’t particularly like.) The stronger the bond or connection the easier it is to influence that person or convey your key points.
  9. Do an Honest Self-Evaluation. What are your weaknesses? What areas could you work on to make yourself a better person?
  10. Seek to Discover the Source of an Emotion. Emotions have reasons. In today’s fast-paced environment we often aren’t aware of our emotions or more especially their root causes. Take the time to notice an emotion and then try to discover its root cause. The more you understand your emotional responses the easier it will be to control or manage them.

Try these and let me know what your experience was and if they were helpful. Start today!

, , , , ,

Contact Us

Zeigler Learning LLC
15825 Northstone Dr.
Huntersville, NC 28078

Toll Free: 1-800-835-6839

Email: KZeigler@KZTraining.com