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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

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BECOMING A “CAN’T MISS” SALES PROFESSIONAL

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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

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Ten Ways to Get Things Done Without Authority Using Influence

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BECOMING A “CAN’T MISS” SALES PROFESSIONAL

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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.

 

 

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Ten Ways to Get Things Done Without Authority Using Influence

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by on February 13, 2018 at 11:30 am

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 could be to get more funds for your department to getting help completing a project you’re working on. You could be a Vice President or an Individual Contributor. Here are ten suggestions to improve and increase your influence (especially when you don’t have the authority.)

  1. Make Your Conversations More Positive The more people admire you the more influence you will have. People find positive people more likable and tend to admire those who can be positive even in negative situations. Here are two ways to be perceived as a positive person:
    • Try to find something positive about every negative situation.
    • How could this situation be improved? Instead of being perceived as a complainer, be perceived as a “solution provider.”
  2. Stay in the Moment  We often worry about the future or obsess about the past. This allows fear, worry, and negativity to grow. It’s easier to be positive when you stay in the present. Give the attitude of making the most of every day
  3. Demonstrate Your Knowledge and Expertise Every Chance You Get  This is an important communication skill as actual knowledge. When communicating your knowledge and expertise it’s important how you convey it. Be positive, humble, and confident.
  4. Develop Expertise  The more expertise you have and can demonstrate, the greater your credibility. Choose a single area that is fundamentally important to your role and develop an expert knowledge of that area.
  5. Be Transparent  People trust what they can see. You inspire trust when you talk openly about your intentions, values, and goals.  Self-disclosure, when you reveal information about yourself to others, is an important part of transparency.
  6. Identify What Matters Most to the Person You Want to Influence  If you pay attention, you should be able to hear or see the things that this person values most. Understand the person you are trying to influence’s world and understand how he or she is judged. This is the most important step in influencing.
  7. Assume Everyone is a Potential Ally When you need something from someone who has no formal obligation to cooperate, begin by assessing whether you could form an alliance by discovering where there might be overlapping interests.
  8. Treat Others the Way You Want to Be Treated  Try to be an example to others. Be a positive influence to all around you. Help others without them having to even ask. Offer a helping hand. It is better to give than receive goes a long way in how you are perceived by others. Offer to listen when he/she needs to vent, be a friend. Encourage friends and peers when they are down or have had a bad day.
  9. Become Flexible and Willing to Adapt  Employers actively seek out those who can adapt to changing circumstances and environments, and embrace new ideas, who are enterprising, resourceful and adaptable.
  10. Stay in the Moment  We often worry about the future or obsess about the past. This allows fear, worry, and negativity to grow. It’s easier to be positive when you stay in the present. Give the attitude of making the most of every day.

These Ten Tips are based on our course, Getting Things Done Without Authority Using Influence. http://kztraining.com/getting-great-results-without-authority-using-influence

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Zeigler Learning LLC
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Email: KZeigler@KZTraining.com