7 Things Successful Women Never Do

This applies to men and women alike: 7 Things Successful Women Never Do

Today I will:
- Conquer my fears
- Itemize my accomplishments
- Move past mistakes

Source: Business Women Experts

SiriusDecisions' Demand Waterfall

A Compliment in Chicago

"Peaks and valleys." At the peak, you have the best view of the valleys.

Six years ago, I waited tables at Red Lobster in Poughkeepsie, New York. It was the third restaurant I worked at since entering the workforce at the ripe acceptable age of 16.

If you have never worked in the restaurant industry, let me share a quick summary of my experience: every good day trumps every bad day, and every good table of guests makes the worst all the more bearable.

There were times when a table of six would run me to death. More biscuits. Sweet tea. Ranch dressing. I fulfilled requests with an urgent haste, but the $1 tip did little to show respect for the to and fro of someone making $2.15 an hour (this wage was permissible in 2010 and may even still be).

Today I sat in a restaurant in Chicago O'Hare airport. My waitress was a familiar stranger. I knew her face, but it was the first time we met.

The vertigo of a peak had me visiting a valley. I was scrawling out reminders to myself to be kind, to appreciate, to compliment, because these are the actions often forgotten en route to the top.

I wrote something very simple on my receipt, "Thank you - you have a beautiful smile!"

The public consciousness was at play, because my waitress thought the man who told her to smile was the one who left the note.

As she was wrapping up her shift, her remaining words included the word "beautiful" many times.

"Have a beautiful weekend!"
"Have a beautiful stay!"
"Thank you, and have a beautiful time."

Future self: remember to compliment. You will make more than one person's day.

REMEMBER!

Don't let your foot off of the gas pedal!

#killermonth

So about time management....

Handing Objections (Sales Hacker)

There are really only 5 main approaches or “techniques” on how to handle objections:

1. Feel/Felt/Found – “I totally understand how you feel about that, many clients have felt the same way. What they found was after seeing a demo and realizing the value they were able to justify the additional price.” (just don’t actually say the words ‘feel’, ‘felt’, ‘found’ or you’ll sound like an idiot to someone who knows it).
2. Reprioritization – “I understand price is an issue but is it more important than the time you’ll get back to focus on other areas?”
3. Clarification – “What do you mean you don’t have budget?”
4. Justification – “Let me tell you what you get for that $20,000 and why we charge what we do.”
5. Preemptive Strike – “Most companies I speak with get sticker shock when they see the price. Let me tell you why most of them still move forward with us.” 

Source: Sales Hacker

Why BANT Could Be Hurting Your SaaS Sales

Early on in the sales process your client is still in discovery mode, this is an ideal time to ask: “Is this one of the top initiatives at your company?” And “Where does this rank?” And “Do you see this priority changing over time?” Ask, “Is this a Nice-to-have, a Need-to-have, or a Must-have?”

Source: SalesHacker