Selling to C-Suite - 3 Ways to Establish the Kind of Crediblity that gets you Asked Back.

Many of us in B2B sales know how important it is to develop and maintain relationships with CEOs, CFOs, CIOs and the new CDOs (Chief Data Officers) but often many sales people obtain initial access but then to their surprise, never receive a return phone call or email again. What's the best way to make the most of the time you have in front of the C-Level exec? Here are 3 pieces of advice for establishing a good relationship and making a good impression: 1. Bring value to the conversation that the C Level exec can't get from his own staff. Most employees get stuck in their own little Idahos and don't have the outside perspective that you bring to the table. Bring and deliver good market and competitive insights to the meeting. 2. Establish credibility by giving examples of your success with players in recognizable spaces. Talk about the value you delivered without revealing every secret and method of what you did to deliver the solution. Curiosity is a good thing and mentioning specific success with similar organizations accomplishes just that. 3. Be future focused in your conversations. A long time ago in a galaxy far far away I like many of my friends at Xerox learned how to sell by probing for people's problems. Although that always worked just fine, a better approach more suitable for today's economy focuses the conversation on painting a wonderful future for the prospective buyer. Delivering hope and possibility is always a good thing. Want to learn more? Have me in to talk to you about the "Selling to the C-Suite" unique sales training program and I'll bring you the free book pictured above. Check out our website at www.triplewinsales.com or email me at laura@triplewinsales.com. We also have a great sales tip flipboard at: Successful Selling in Today's Economy http://flip.it/LZGXr via @flipboard Here's to great selling!

Three Easy Ways to Build Excellent Rapport

Here are the three easy ways in a nutshell: Be yourself, Be yourself and Be yourself! Authenticity is a one of those words that we read about in books, hear in sales trainings (at least mine!) and use when giving advice. Its when its put into active daily practice that the benefits of adhering to this great way of being really pay off. We are always meeting new people. In business and in life its critical to make that great first impression. Why is it that being your true self is your most important rapport building skill set? Read the three reasons below: 1. Over a year ago, Maureen Ennis and I attended a great leadership summit sponsored by Inc. magazine featuring my old Xerox friend Bill McDermott the current CEO of SAP as keynote. One of the great takeaways from this event was remembering this: Without being authentic, you can never be credible, and without being credible you can't have integrity, and without integrity you can never be a leader. A great leader. One that we aspire to. 2. When you can be yourself in any situation and learn to take yourself not so seriously, you can incorporate self deprecating humor into your conversations. When people are able to laugh at themselves and make themselves more human, people around them instantly feel more comfortable and exude the same confidence. Laughter and comfort are contagious. 3. One of the great things about getting older is that we recognize quickly the kind of people we DON'T want to be around. I don't know about you but I can't take it when people are constantly dishing out "baloney" about themselves or their situation and pontificate endlessly. When you are not worried about putting on airs, you tend to listen more than you speak. Listening...true listening...is one of the greatest ways of building true rapport. Its always better to focus on the other person speaking more than the words coming out of your own mouth. What's your best example of being truly authentic? Let us know or reach out to us at www.triplewinsales.com.

Things to let go of in 2014

My great friend Maureen Ennis of Coleman Ennis Change Management posted this the other day from Mind, Body, Green website (www.mindbodygreen.com) and I thought it was so great I had to repost! I especially love the one about regretting decisions. Lord knows I have a good amount that I question.... Happy New Year and here's to a great year! Here are 20 things to let go of in order to reach unlimited happiness. 1. Let go of all thoughts that don't make you feel empowered and strong. 2. Let go of feeling guilty for doing what you truly want to do. 3. Let go of the fear of the unknown; take one small step and watch the path reveal itself. 4. Let go of regrets; at one point in your life, that “whatever” was exactly what you wanted. 5. Let go of worrying; worrying is like praying for what you don’t want. 6. Let go of blaming anyone for anything; be accountable for your own life. If you don’t like something, you have two choices, accept it or change it. 7. Let go of thinking you are damaged; you matter, and the world needs you just as you are. 8. Let go of thinking your dreams are not important; always follow your heart. 9. Let go of being the “go-to person” for everyone, all the time; stop blowing yourself off and take care of yourself first … because you matter. 10. Let go of thinking everyone else is happier, more successful or better off than you. You are right where you need to be. Your journey is unfolding perfectly for you. 11. Let go of thinking there's a right and wrong way to do things or to see the world. Enjoy the contrast and celebrate the diversity and richness of life. 12. Let go of cheating on your future with your past. It’s time to move on and tell a new story. 13. Let go of thinking you are not where you should be. You are right where you need to be to get to where you want to go, so start asking yourself where you want to go. 14. Let go of anger toward ex lovers and family. We all deserve happiness and love; just because it is over doesn’t mean the love was wrong. 15. Let go of the need to do more and be more; for today, you've done the best you can, and that's enough. 16. Let go of thinking you have to know how to make it happen; we learn the way on the way. 17. Let go of your money woes — make a plan to pay off debt and focus on your abundance. 18. Let go of trying to save or change people. Everyone has her own path, and the best thing you can do is work on yourself and stop focusing on others. 19. Let go of trying to fit in and be accepted by everyone. Your uniqueness is what makes you outstanding. 20. Let go of self-hate. You are not the shape of your body or the number on the scale. Who you are matters, and the world needs you as you are. Celebrate you!

Getting people to Stop and Take Notice

I'm in Lake Tahoe with my family for Christmas break and the other day I took a long ride around the lake, which is astonishingly beautiful, to find a particular ski shop. On the way there I was looking at the beautiful scenery but then something caught my eye - a sign on a small building that said "Living Out Loud". I couldn't help but wonder what that was but I was going about 40 miles per hour and didn't want to slow down on that windy road. I made sure on my way back however to stop and take notice. It was a small company with the sign "Living Out Loud....www.livingoutloud.com". What a cool name for a company! I just loved that!! As soon as I got home I went on to my computer to check it out. To no surprise it is a coaching/motivational company and I am definitely going to look more into them when I return to NJ. This made me stop and think. It is so important to create those "Wow" moments. As busy as I was this Christmas season, I did stop and watch the West Jet Christmas miracle video a few times because I loved it. I stopped and noticed. I actually tear'ed up! If you haven't watched it yet, click here to see it! It also made me think of how many people stopped and took notice and had great conversations with us on the campaign trail this past fall, when Shelly Aberson of ANW Inc in Westfield designed a cool pack of gum with our campaign sign as a cover. If you haven't worked with Shelly you should check out her website at www.anwinc.com. The gum wasn't nearly as expensive as the West Jet video and it certainly wasn't as large as an effort as re-naming a company, but it was impactful. It made people stop and take notice. Now is the time for new strategies, new ideas and new creativity. There's a new year in front of us. A blank slate. Let's come up with at least one stop and take notice initiative.....I am starting to think already of mine!! Happy New Year!!

A Compassionate Leader

I just read this great article about being a compassionate leader and if you have the desire to be one, then you should look at your mom. How true! I'm at the age where a lot of my friends have kids in school full time and after years/decades of not working... they have a strong desire to re-enter the work force. Often they find its not that easy and often come to me for advice. This article gives credence to what I've always told them! There is no better career training than being a mom! Who else is better at multi-tasking, focusing on the issues, leading a crowd and getting results, day in and day out. Being a compassionate leader is critical in today's economy because top talent is in demand and employer loyalty is at an all time low. How often have we worked for someone who we would work weekends for....stay late on the friday before Memorial Day for.....take three airplane connections for....just because we didn't want to let them down and wanted to make them proud. Tom Anthony, this means you!! :) Here's the article. Take a quick read and tell me what you think! "Want to be a Compassionate Leader?"

Being Impulsive

Being impulsive has always served me well. I detest lingering over decisions, weighing all the pros and cons and doing analysis. Recently, however, this has bit me in the butt. In the middle of January, I bought a dog on an impulse. Within 48 hours I decided to get a dog, found one and brought it home. This has proven to be one of the most challenging experiences of my adult life. Having a new puppy with all of its associated responsiblities was more than I can ever imagine. It nearly brought me to the brink of a nervous breakdown. Today I started to reflect.......why have I been so impulsive my whole life? Springing into action is always a good thing. Not having a thought out plan first is usually not. I usually put alot of planning into my work and customer life. Why don't I do it with my personal life? Is this a characteristic of salespeople everywhere? Again after much reflection, I think it may be. Weigh in on this. Let me know if you think salespeople by nature are personally impuslive. Oh and by the way did I mention that I may be running for NJ Assembly. Something 48 hours ago that wasn't even on my radar? Let me know what you think about impulsiveness and sales techniques. Have a great March! Visit us at www.triplewinsales.com

Treating Prospects like Potential Suitors

I've often told people that I treat my customers/prospects like my men. . .meaning I always play hard to get. Its worked for me for 22 plus years. . . yet I never realized there was a science to it until I received Brian Tracy's latest newsletter (yes I'm a huge fan of his thanks to one of my greatest friends/colleages of all times - Ned Beaver)! Remember when approaching new prospective clients that its all in the attitude. Everyone wants to be with a winner. So be one! From Brian Tracy's newsletter: As a salesperson, the first thing you need to do, is view yourself as a consultant. One particular self-image attribute, possessed by high-achieving salespeople, is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer. There are four strategies that effective people use to become the best in their industry. Strategy #1 The first strategy is the “approach.” Effective salespeople approach people as “clients.” They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal. Strategy #2 The second strategy is to ask Questions and listen carefully. Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer’s situation so that they can make intelligent recommendations based on what the customer really wants and needs. Strategy #3 Third, you must become an expert in your field. As consultants, the people who become most successful are those that recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they are offering. They have excellent product knowledge which their clients can sense, and which gives both their clients and themselves greater confidence throughout the sales conversation. Strategy #4 Fourth, you must be able to differentiate yourself from your competitors. Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true. More info: Contact Triple Win Sales to Put these Strategies to Work!