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An off kilter look at sales tips & tricks for telesales professionals

Issue 33: Alphabet & Math Edition

What is most important to your sales success?
 
A B C D E F G H I J K L M N O P Q R S T U V W X Y Z is represented as: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26. 
  • then...
    H-A-R-D-W-O-R-K
    8+1+18+4+23+15+18+11 = 98%

  • and...
    K-N-O-W-L-E-D-G-E
    11+14+15+23+12+5+4+7+5 = 96%

  • but....
    A-T-T-I-T-U-D-E
    1+20+20+9+20+21+4+5 = 100%

  • AND.....
    D-I-S-C-I-P-L-I-N-E
    4+9+19+3+9+16+12+9+14+5=100%
When I saw this I stopped what I was doing and drafted this month’s newsletter.
 
This math of the alphabet makes a silly seeming but valid case for attitude & discipline above hard work or knowledge.

H-A-R-D-W-O-R-K
 
Don’t get me wrong – I’ve already talked about effort and action with you in the past. I’m not saying that hard work isn’t important… rather there are a couple of things that are just a little more important.
 
K-N-O-W-L-E-D-G-E
 
To often we are sucked into believing that unless we KNOW everything about the 3 Ps of selling we can’t be successful:
  • Product
  • Prospect
  • Process
I have to say that although expertise is critical long term, lack of expertise isn’t a reason NOT to start!
 
You’ll be amazed at how forgiving even the busiest people will be as long as you remember the following rules (I’d call them laws but we aren’t’ talking about gravity):
  1. Know what you know & what you don’t
  2. NEVER pretend you know something you don’t
  3. Always find out the answer & get back with the prospect
Easy enough right? Then why in sales do many people not want to make a sales call until they know absolutely everything about it all?
 
It may be fear of failure, or even a huge discomfort about not knowing everything (especially when at their last job they did know absolutely everything), sometimes it is merely an excuse to not do anything.
 
Today – take a moment and figure out what your reason is because without doing something, you’ll never learn what you need to know to develop expertise.
 
A-T-T-I-T-U-D-E
 
As for attitude, I always fall back on Charles Swindoll who said it better than I ever could:
 
The longer I live, the more I realize the impact of attitude on life.
 
Attitude, to me, is more important than facts.
It is more important than the past,
than education,
than money,
than circumstances,
than failures,
than successes,
than what other people think or say or do.
 
It is more important than appearance, giftedness or skill. It will make or break a company... a church... a home.
 
The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day.
We cannot change our past...
We cannot change the fact that people will act in a certain way.
We cannot change the inevitable.
 
The only thing we can do is play on the one string we have, and that is our attitude... I am convinced that life is 10% what happens to me and 90% how I react to it.
 
And so it is with you... we are in charge of our attitudes.

 
D-I-S-C-I-P-L-I-N-E
 
Interestingly, I’d put discipline in the same category as work ethic; something hard to determine if someone else has – but you can see the results.
 
Talent without discipline is like an octopus on roller skates. There's plenty of movement, but you never know if it's going to be forward, backwards, or sideways."
~ H. Jackson Brown, Jr.
 
Discipline is not only having a sense of purpose (although that is the first part of it). It is combining knowing where you’re going with making sure all of your activity and effort moves you in that direction.
 
Now for me the craziest thing about this whole newsletter is that it started off with something I can’t imagine taking the time to do….
 
A B C D E F G H I J K L M N O P Q R S T U V W X Y Z is represented as: 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26. 

Converting words into math AND then figuring out something that was meaningful from it.
 
For me, that combines hard work, knowledge, attitude, and discipline.
Sometimes in life’s randomness we see something that strikes us as significant, important, and incredible. For me it usually doesn’t happen on facebook!
 
Today someone ‘shared’ something, then I clicked there, then I found the alphabet & math stuff you’ll see in today’s issue.
 
For more check out Sharing our quotes on facebook.


An
UpYourTeleSales.com
Reminder

Join us for Sales Coaching over Coffee with your host Lynn Hidy, on the Amazing Women of Power internet radio network Upcoming Schedule:
  • Jan 19 Interview w/Craig Elias of Shift Selling
  • Jan 26 Fast Track your Prospecting
  • Feb 2 Interview w/Andrea Waltz author of Go for the No

TeleSales Twist

The funny thing about knowledge in telesales is that the inside salesperson’s prospects & customers are a unique blend of forgiving WITH demanding.
 
Forgiving because they are taught to believe the inside salesperson is part of a broader team of people who WILL know the answers they need.
 
Demandingbecause when you’re inside you have the entire internet at your disposal PLUS that broader team of people behind you.
 
Make sure you keep these two states in balance by knowing who your resources are and where to go to find information on your own.
 
It is always better to get them an answer (if it’s an easy questions) while they are still on the phone – or you may find yourself stuck in voicemail jail after you’ve done the research.


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Lynn Hidy, founder of UpYourTeleSales.com, is the specialist at creating profitable telesales sales people and organizations. She knows you can make six figures over the phone - she does it! Working with Lynn you will learn to create a phone experience where they will forget you aren't actually having a cup of coffee together.

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