Tim Basa

Your client thinks you’re a sales bobblehead. Plus, the secret to a great date night.

Breaking news: When you’re talking, most of the time the person you are talking to is thinking, so what?

In other words, if what you say does not directly benefit or relate to the person you’re talking to (SURPRIZE) they are checked out!

I know, I know, they are nodding their head, smiling, even saying engaging words like; Yep and uh huh…

But, in reality they are quietly singing that Katy Perry song they heard this morning, daydreaming about plans for the weekend or thinking, "boring."

Too harsh? Perhaps. (Now, I got that dam song in my head. Curse you Katy Perry!)

Ok, back on track. To be a high quality communicator, on sales calls or date night, you need to watch the person you’re talking to. Listen to them and respond appropriately. 

Encourage others to tell you more. Be sincerely interested in them. Relate to their feelings and emotions. Expose their real needs and underlying desires.

Put yourself in the other person’s position. Strive to provide what they really want. 

I promise... your sincerity… will have serious results in business and tonight - date night!  Be your best!

“The Results Are Up To You” - Earnings Disclaimer or Life Disclaimer?

In exchange for a case of Bells Oberon Ale, I reviewed a contract and provided input for a friend of mine who teaches his B2B sales lead generation system to other well intended business owners. 

The earnings disclaimer was outstanding. So I decided to share it on the www.gosellmore.com  blog.   

I think you, well not specifically you. But... anyone who thinks that success (in any endeavor) comes without work, investment and some level of sacrifice can apply it to life too. Read it and tell me what you think.  

Here you go:

“Legal Earnings Disclaimer: The Federal Goverment Requires us to state the obvious. Your results are up to you. As with everything in life nothing is guaranteed except for death and taxes.

As with every business opportunity and chosen endeavor in life; some people do nothing, some do ok, some do well  and some do exceedingly well. Success is dependent on many varying factors. Some that are presently known and some that are unknown.

Any testimonials and examples used are based on exceptional results. They don't apply to the average purchaser and are not intended to represent or guarantee that anyone will achieve the same or similar results.

Some participants will not be successful and therefore MAKE NO MONEY with this system. Each individual's results will vary greatly in accordance to the dedication, motivation and the amount of time and money they invest in the execution of their personal success plan -- as well as many other factors.  

As with any business undertaking, there is an inherent risk of loss of capital and there is no guarantee that you will be successful or earn any money. This system may not be for you. Please read all materials, agreements, notices and disclaimers before purchasing anything to avoid unnecessary disappointment.”

Is Business Casual -- Too Darn Casual?

Business casual environments are great… most of the time. But, sometimes they go too far. In my experience traveling the country, visiting business I’ve learned “casual” is a vague term and can mean anything from shorts and t-shirts to a suit with no tie.

So, based on my observations, I want to offer you some pointers to consider before you go to work:

Sloppy sucks! Sloppy shows you don’t care.
Even if your company culture is casual, you cannot be sloppy.  
Sloppy reflects directly on you as a person and your company. 

Clothes should not look like you picked them up off the floor this morning.
Your clothes should be clean, ironed and fit right.

If you wear shorts, you should look like you’re going to a golf outing.
Pressed shorts and a collared shirt.

If you wear sandals (which I personally think is inappropriate)
I don’t want to see nasty toe nails. So take care of those piggy’s. 

Your favorite sweatshirt is ok. But, it should be clean. Free of stains and fit good.
My 20 year old, stretched out, faded, Grand Valley State sweatshirt is inappropriate for the office.

Shoes should be clean and free from holes.The shoes you mow the lawn in stay home. 
Mix in a shoe shine occasionally (even you ladies) and you will feel like a million bucks.

Chest hair is a gross distraction from your charming personality. Button-up.
Nose hair is worse. Keep it trimmed.
Rogue ear hare peeking out… also not good. Tweeze.

Guys, facial hair should be groomed well or shaved off completely.
There is no in-between here. Unless you’re Ted Nugent.

Jewelry should be seen and not heard. Think simple and professional.
If flashy or noisy like my grandmothers wind chimes  - it’s inappropriate.  

If you can smell yourself, you stink!
Cologne and perfume is inappropriate at the office. It is a distraction.

Dress to feel confident, comfortable and ready for any circumstance that may occur in the office.
What would you want to have on if asked to join a meeting with executives?

What if one of your clients dropped in while because they neighborhood?

If you where leaving the office for a first date, how would you want to look? What would you wear?

Would you be ready, or embarrassed?

Listen, no one is perfect. But, you should be aware of your appearance and strive to be your professional best.

To your success ~ Tim Basa

5 Strategic Sales Techniques I Thought Were Crazy. But, You Must Take Seriously

“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.”
-W. Clement Stone

Early in my sales career, I read the great Zig Ziglars outline of four key attitudes a salesperson can control to close more sales.

I thought they were a little crazy after reading them. But, I was very coachable and wanted to succeed. So, I wrote them down and focused on having a positive attitude. Those attributes helped me to sell more, faster and with a better long-term retention rate. Today, I decided to share those same ideas with you below.

Enjoy the tips:

Positive projection: It is important for a salesperson to "make the sale" first in her own head. You must believe the sale is made so you can guide your prospect into accepting your offer, gradually answering all his questions and objections until he agrees with you--he needs the product or service you are offering.

If you don't believe your customers need what you are selling, why should they buy it? In order to sell anything, you must have already "bought" it in your own mind and life. This allows you to speak powerfully from your personal experience and convinces your prospect he must have it, too.

Assumptive attitude: Don't use an assumptive close too early in your sales relationship with a customer. You will appear aggressive and pushy. You must wait until you have answered your prospect's questions and objections, and then assume that he will buy the product or service you offer.

An assumptive close is typically a question: "When can we get started?" If you are selling services, you might ask your prospect, "Do you prefer to be billed on a weekly or monthly basis?" The more you assume your prospect has already bought your idea, the more effective an assumptive close can be.

Physical action: Get involved with your customer on a physical level. If she talks fast, you should talk faster. If she talks quietly, you should lower your voice and lean in slightly. Mirror your customer's manner without appearing to be a monkey and you will appear more trustworthy.

Involve your customer in touching or holding your product. If you are selling a service, ask her to imagine using it and feeling wonderful.

Enthusiasm: This strategic sales technique should be obvious. An enthusiastic salesperson who passionately believes in the product or service will experience success. Enthusiastic people do not get derailed by questions, objections and rejections, either.

Use these four strategic sales techniques in everything you do and you will experience success and growth.  Be committed to control your attitude, power of positive projection, assumptive attitude and the power of physical action.  Be enthusiastic and committed to the success of your product or service and you will make more sales.

Go Sell More @TimBasa