Start the Year Off Right: New Sales Ideas to Try This Quarter –

Posted: January 17, 2020 at 1:41 pm

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Did you make any New Years resolutions this year? If you didnt, why not consider a few new approaches in your selling instead of making resolutions? Here are a few sales ideas to consider so you can start the year off right.

A recent study published in the British Medical Journal found that clinical articles involving a male first or last author were more likely to present research findings positively in titles and abstracts compared with articles in which both the first and last author were women. As a result, the studies authored by men received about 10% more citations than the studies authored by women.

Did you know that citations are used for hiring and promotion decisions? Women scientists are not promoting themselves as well as men and suffer as a result.

I would imagine that business and sales are no different than the medical arena with men also making more sweeping claims about their work and women doing so less often.

However, theres one very obvious area I notice a discrepancy between men and women taking credit: when they receive compliments. Ive observed that women tend to minimize the compliments they get. They will say, Its nothing or No problem.

Ladies: You work just as hard as men do. Please acknowledge compliments with a Thanks for noticing or It was my pleasure. By graciously accepting the compliment you strengthen the compliment by acknowledging you did something special. Refuting a compliment hurts you because you are disputing what the speaker says. Dont do that!

I believe its much easier to criticize than it is to be complimentary. After all, isnt it easier to spot whats going wrong instead of seeing all that is going right? Part of what youre selling is your attitude. Who would prefer to buy from a complaining, negative know-it-all? While thats an extreme description, think about how you are perceived by others. Are you known for your positive attitude? Or are you known for your Debbie Downer persona?

This year, why not hold your tongue instead of complaining? Remember that criticism is a complaint whether you perceive it that way or not. Catch yourself when all you have to contribute is something negative. And even if you start offering a negative critique, its not too late to pull back. You can stop yourself with Oh, never mind.

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Im not saying to ignore all faults. What I am saying is you need to think about an attitude adjustment if all your comments are about small, insignificant items that only you have noticed that need improvement.

Ill never forget a sales call I made with a newly hired salesperson. The customer was engaged in the sales conversation, and I thought the salesperson was doing a good job answering questions. But there were a few questions the customer asked that made me curious about why he was asking them. At this point, my colleague should have asked, in a non-threatening way, why the customer was asking those specific questions, but he didnt. However, that wasnt his biggest error.

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Start the Year Off Right: New Sales Ideas to Try This Quarter -

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January 17th, 2020 at 1:41 pm

Posted in Sales Training