“The Sales Moment; Issue #185″

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In spite of the broad use of smart phones to communicate, you would have to live like a hermit to avoid communicating with people face-to-face. An important aspect of effective communication is being fully present.

“I believe in being fully present.”
“That means you should be with the person you’re with.” …
“I am talking to you. I am thinking about you.” – Mitch Albom, Tuesdays With Morrie

My buddy Dan Miller mentioned on his 48 Days Online Radio Podcast that he has people comment about how he gives them his full attention when he speaks to them. He makes them feel like the only person in the room.

Recently a person asked me a question and immediately began looking at their phone and texting. When they raised their eyes, they did not make eye contact. They let their eyes roam around the room. I intentionally stopped talking. After a few moments, he looked at me and said, “I’m listening.”

Nothing about his body language made me feel like he was listening and it was very disrespectful.

A good example of being fully present is Jimmy Fallon who recently took over the helm of The Tonight Show from Jay Leno. His undivided attention and enthusiasm for the people he interviews is a model we can learn from.

Being fully present requires you to maintain eye contact, listen intently, and genuinely care about what is being said. It takes practice and intentionality. You must make a conscious effort for this to become a habit.

To be interesting, be interested. Ask questions that the other person will enjoy answering. Encourage them to talk about themselves and their accomplishments. ~Dale Carnegie

Have a great week!

 

 

Season Five, Episode Seventeen

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Pierce Marrs and Steve Hayes are back to recap Season Five, Episode Seventeen.., Join  Daymond, Barbara, Kevin, Mark and Robert to review:

- Moberi Smoothies
- Spy Escape & Evasion
- DDP Yoga
- Southern Culture Foods
- An update on The Game Face Company

Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

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You can contact Pierce and Steve or comment by going to the “About Page”.  Or Call and leave a question or audio feedback at 615-59-COACH or 615-592-6224.

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“The Sales Moment; Issue #184″

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I recently had the opportunity to chat with the owner of a large privately head corporation. I complimented him on his understanding of how to motivate a large sales team. He has many loyal salespeople that have made a sizeable income for several years and contributed greatly to the success of his company.

I told him how I had experienced many sales managers and business owners who did not understand the powerful role a successful, motivated sales team can be to a company. More importantly, how easy a salesperson can be de-motivated by their tactics.

In one comparison, two companies that were competitors in the same industry that started nearly the same year showed a significant difference in gross volume after many years in business. As a matter of fact, the company that embraced a well-paid, motivated sales force had grown at ten times the rate of the other company.

As we discussed the various business styles of other companies, the business owner’s demeanor became very serious and he said:

“The connection between our salespeople and our customers is the most important relationship of our business. Without that connection, I do not have a company.”

He has proven that taking the ceiling off of a salesperson’s income, creating a competitive environment, setting goals and genuine recognition can create a very successful, profitable company.

The more income a salesperson earns, the more profitable the company becomes.

In this case, a rising tide does raise all boats.

Have a great week!

 

 

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