Trust: The Foundation of all relationships.There are at least 10 components to establishing and nurturing trust. The following posts will dwell on what must take place in order to build the vital foundation to support trust.
The first block in the foundation of trust is:
That’s it.
Your Alliance Team should participate in regular conversations to build a working relationship built upon 10 layers of awareness:
Recognize the opposing forces which may show up in your Advisor Alliance Team as various symptoms:
We will discuss each of these foundations and their oppositions how they are expressed, taught and practiced and how to recognize when there is a breakdown. Stay tuned.
Are you values driven? If you aren't, then what are the chances that your sales force is?
Ask yourself these questions:
Here's an exercise to help you develop a values driven sales culture. Amazingly it takes only a few minutes to start.
Involve each of your sales people and allow them to contribute to the list. This has amazing team building value!
Abundance, Communication, Consistency, Creativity, Discipline, Effectiveness, Gratitude, Honesty, Humility, Imagination, Impact, Integrity, Leadership, Learning, Mastery, Passion, Persistence, Philanthropy, Structure, Systemization, Trust, Accountability, Advancement and promotion, Appreciation, Awareness, Celebrity, Challenging problems, Compassion, Contribution, Cooperation, Curiosity, Decisiveness, Dependability, Determination, Diligence, Discovery, Dreaming, Empathy, Encouragement, Enjoyment, Excellence, Exploration, Focus, Personal development, Personal Growth, Persuasiveness, Problem Solving, Prosperity, Sincerity, Spirituality, Succeed; A will to-, Truth, Vision, Willingness, Acceptance, Accessibility, Accomplishment, Accuracy, Achievement, Acknowledgment, Activeness, Adaptability, Adoration, Adroitness, Adventure, Affection, Affluence, Aggressiveness, Agility, Alertness, All for one & one for all, Altruism, Ambition, Amusement, Anticipation, Approachability, Articulacy, Arts, Assertiveness, Assurance, Attentiveness, Attractiveness, Audacity, Authority, Availability, Awe, Balance, Beauty, being around people who are open and honest, Being the best, Belonging, Benevolence, Bliss, Boldness, Bravery, Brilliance, Buoyancy, Calmness, Camaraderie, Candor, Capability, Care, Carefulness, Caring, Certainty, Challenge, Change, Charity, Charm, Chastity, Cheerfulness, Clarity, Cleanliness, Clear-mindedness, Cleverness, Close relationships, Closeness, Collaboration, Comfort, Commitment, Community, Competence, Competition, Completion, Composure, Concentration, Concern for others, Confidence, Conformity, Congruency, Connection, Consciousness, Content over form, Contentment, Continuity, Continuous improvement, Control, Conviction, Conviviality, Coolness, Coordination, Cordiality, Correctness, Country, Courage, Courtesy, Craftiness, Credibility, Cunning, Customer satisfaction, Daring, Decorum, Deference, Delight, Delight of being, Democracy, Depth, Desire, Devotion, Devoutness, Dexterity, Dignity, Direction, Directness, Discretion, Diversity, Dominance, Drive, Duty, Dynamism, Eagerness, Ease of Use, Ecological awareness, Economic security, Economy, Ecstasy, Education, Efficiency, Elation, Elegance, Endurance, Energy, Entertainment, Enthusiasm, Equality, Ethical practice, Excitement, Exhilaration, Expectancy, Expediency, Experience, Expertise, Expressiveness, Extravagance, Extroversion, Exuberance, Fairness, Faith, Fame, Family, Family feeling, Fascination, Fashion, Fast living, Fearlessness, Ferocity, Fidelity, Fierceness, Financial gain, Financial independence, Firmness, Fitness, Flair, Flexibility, Flow, Fluency, Fortitude, Frankness, Freedom, Friendliness, Friendship, Frugality, Fun, Gallantry, Generosity, Gentility, Giving, Global view, Good will, Goodness, Grace, Gregariousness, Growth, Guidance, Happiness, Hard work, Harmony, Having a family, Health, Heart, Helpfulness, Helping other people, Helping society, Heroism, Holiness, Honor, Hopefulness, Hospitality, Humor, Hygiene, Impartiality, Independence, Industry, Influencing others, Ingenuity, Inner harmony, Inner peace, Innovation, Inquisitiveness, Insightfulness, Inspiration, Intellectual status, Intelligence, Intensity, Intimacy, Intrepidness, Introversion, Intuition, Intuitiveness, Inventiveness, Investing, Involvement, Joy, Judiciousness, Justice, Keenness, Kindness, Knowledge, Liberation, Liberty, Liveliness, Location, Logic, Longevity, Love, love of (patriotism), Loyalty, Majesty, Making a difference, Market position, Maturity, Maximum utilization (of time and resources), Meaning, Meaningful work, Meekness, Mellowness, Merit, Meticulousness, Mindfulness, Modesty, Money, Motivation, Mysteriousness, Nature, Neatness, Nerve, Non-violence, Obedience, Open-mindedness, Openness, Optimism, Order, orderliness, Organization, Originality, Outlandishness, Outrageousness, Peace, Perceptiveness, Perfection, Perfection (e.g. of details), Perkiness, Perseverance, Physical challenge, Piety, Playfulness, Pleasantness, Pleasure, Poise, Polish, Popularity, Positive attitude, Potency, Power, Practicality, Pragmatism, Precision, Preparedness, Presence, Preservation, Privacy, Pro-activity, Professionalism, Progress, Prudence, Public service, Punctuality, Purity, Quality of what I take part in, Quality of work, Quality relationships, quietude, Realism, Reason, Reasonableness, Recognition, Recreation, Refinement, Reflection, Regularity , Relaxation, Reliability, Religion, Religiousness, Reputation, Resilience, Resolution, Resolve, Resourcefulness, Respect, Respect for others, Responsibility, Responsiveness, Rest, Restraint, Results-oriented, Reverence, Richness, Rigor, Romance, Rule of Law, Sacredness, Sacrifice, Safety, Sagacity, Saintliness, Sanguine, Satisfaction, Satisfying others, Security, Self-control, Self-givingness, Self-reliance, Self-respect, Selflessness, Sensitivity, Sensuality, Serenity, Service, Sexuality, Sharing, Shrewdness, Significance, Silence, Silliness, Simplicity, Skill, Skillfulness, Solidarity, Solitude, Sophistication, Soundness, Speed, Spirit, Spirit in life (using), Spontaneity, Spunk, Stability, Standardization, Status, Stealth, Stillness, Strength, Success, Supervising others, Support, Supremacy, Surprise, Sympathy, Synergy, Teamwork, Temperance, Thankfulness, Thoroughness, Thoughtfulness, Thrift, Tidiness, Time freedom, Timeliness, Tolerance, Tradition, Traditionalism, Tranquility, Transcendence, Trustworthiness, Understanding, Unflappability, Uniqueness, Unity, Usefulness, Utility, Valor, Variety, Victory, Vigor, Virtue, Vitality, Vivacity, Warmth, Watchfulness, Wealth, Willfulness, Willingness, Winning, Wisdom, Wittiness, Wonder, Work under pressure, Work with others, Working alone, Youthfulness, Zeal
What would you add to the list?
Your biggest competitor isn’t other companies.
Seth Godin makes the great observation that promotion misses the bullseye without personal belief and pride in the service or product.
80% of the mail and promotion I get (and 98% of the ads) fall into this
category. The enthusiasm of commerce, not of belief and pride.
The Oxford American Dictionary defines promotion as, "activity that supports or provides active encouragement for the furtherance of a cause, venture or aim."
Have you ever said, "I can sell anything if I believe in it?" Technique and activity are equally important but sterile without passionate conviction.
If you lack faith in your selling abilities or your company’s services or products, what do you to bring forth the conviction which delivers the sale?
Need a prayer? Discover The 10 Big Breakthroughs in a Salesperson’s Life and learn what I know — Automatic Appointments is the best to double your sales activities with ideal prospects.
Photo credit: JDillon
Even old dogs can learn new tricks.
As a big proponent of adult learning, especially for sales people, I’ve recommitted to a particular training program after a rewarding hiatus. On returning, I met some new attendees — some new to selling, some new to the training, and some who claim to have been attending this particular brand of training for 30 years.
It’s fun to watch each person interact and participate. I get to learn about their learning styles, their personalities, their sales and social skills, and their learning skills.
It’s funny how more-learned people (and I’ve been guilty of this, too) are sometimes actually less able to receive than the new or less educated.
Are you a skilled learner?
Photo Credit: About Sailing (Ronn)
At the start of most workdays, I exchange with a colleague a list of people, things and situations for which I’m grateful. This morning, he said, "There’s nothing right now I’d rather do." What could be better than to be self-employed, the president of his destiny, to joyfully speak with owners and business leaders on how he can help them and their businesses? How did he arrive at this present decision?
"When I started listing my other employment alternatives, I discovered I’ve got it better than most people."
In other words, after looking at his choices, he decided he has a great job and intentionally focuses on what he loves about his chosen purpose.
What do you love?
In a refreshing interview with blogger, Jocelyn, at the Teen Book Review, and literary agent, Kate Schafer of KT Literary, Kate talks about what she loves about her job. When you decided to come master of your career and income, do you remember the hope Kate shares about her present experience?
Do what you cherish and the money will follow. If you aren’t feeling the love right now, immediately list what you appreciate about your talents, activities and the joys in your job. Then, write a list of what you’d rather be doing and then decide on how you can get it within your present situation or get another job.
Commiting with all your power and energy to your purpose as a salesperson, an agent, an advisor, is a breakthrough in your career. To discover other breakthroughs and learn how to have them, order the remarkable FREE report, "The 10 Big Breakthroughs in a Salespersons Life."
Did I tell you, I’m loaded? Flush. Uptown is my front yard. Rich is in my middle name (close enough).
I am outrageously, exuberantly replete. And so are you.
Yes, it does
Imagine you are worth $100,000,000,000.
Really? OK, now, write it down and remember that it is.
How do you feel?
Now, what was it that you feared?
Why?
How do you know what you want, today?
As I do every morning in a 7 to 10 minute phone conversation, I have already shared with another business owner what I’m grateful for this morning and about 5 to 7 affirmations. Here’s some examples: 
Why don’t you join me? 8:15 AM EST. Send me an email to alliancescience at ownershelp.com with your name and number. We’ll chat for 2 minutes so you understand what to expect and I’ll give you the conference number. Is that what you want?
Does your prospect community expect "more information" before they decide to engage at any level with you? When I hear that question, I immediately ask, "what information are you looking for?" Typically, there’s a stammer and the ol’ "well, like a brochure or something?" to which I immediately reply, "what questions or concerns do you have so I know what information to send you?" knowing that my job is to address their concerns or politely highlight and question their indifference instead of allowing them to take me off the scent to cast a paper net. I know that their inability to decide or understand why we’re speaking for the time being constitutes a, "no," and any information from me will only give them evidence to support their rationale.
Marketing bellwether, Seth Godin, turns our heads again with the question, "I think if you’re remarkable, amazing or just plain spectacular, you probably shouldn’t have a resume at all." Speaking in a parable about job seekers, he continues:
If you don’t have a resume, what do you have?
To which I decipher into sales and marketing context to mean if you’re remarkable, amazing or just plain spectacular, you probably shouldn’t have a marketing brochure but instead:
Being ordinary doesn’t get you the sale. Doing what others may do does not make you stand out.
Great jobs, world class jobs, jobs people kill for… those jobs don’t get filled by people emailing in resumes. Ever.
In other words, great clients, world class accounts, customers your competition would kill for aren’t awarded to people who follow-up with brochures or information about themselves.
What would your sales look like if you had an agent, like a headhunter, providing the testimonials and making the introductions, even setting the appointments with your new prospects? Here’s a whitepaper so compelling and insightful that you will have no choice but to follow-up. :^)
Ever struggle with staying motivated? If you told the truth and you have a Sales Manager, what does he or she do to help you or hurt you?
Tracking sales activity and projection data is absolutely necessary for the executive and sales management teams, it does little motivate the sales team. Managing sales talent is harder than selling or trying to dig yourself out of a sales slump.
Certainly, sales people need to be aware of their opportunities and activity numbers to focus and improve and stretch. What creates the activity and resulting sales is the salesperson’s motives and purpose. Every minute decision and subsequent action humans take is based on expected pain or gain.
Julia Marrocco on the Pumping Mental Iron Group Blog lists several good ideas to keep moral and focus on what you and your hunters want. I’ve summarized some of her comments to support 6 powerful ways I’ve discovered to keep a team inspired.
The best place to start at anytime of the day to reset attitudes is with gratitude. Start by you and your team listing what you have, like, and appreciate about yourselves and each other.
As a trainer who teaches sales people to set appointments for each other, the challenge for most clients to consistently keep a high level of daily activity is constant.
Amazingly, when even a marginal sales person learns how to strategically promote an Advisor Alliance partner’s services, the pyschological blocks of fear of rejection and lack of credibilty go away. In fact, the process of "selling" as in, "convincing someone to want or need your services and agree to move forward," is erased. When initiated properly, the process of simply setting appointments for other salespeople is easy. Prospects simply say, "yes."
Learn how to triple the number of referral appointments with no extra time or work. Ask for the FREE, career changing report, "The 10 Big Breakthroughs in a Sales Person’s Life."
Selling is a solo sport, at least up until now. Automatic Appointments is a collaborative community of like-minded selling professionals who systematically qualify prospects and set appointments for their prospects with another Strategic Advisor Alliance Partner.
Automatic Appointments was founded by Rick Dassler - Salesman, Entrepreneur and soon-to-be-author based out of Northern Virginia, USA.
You can join us by participating in free and paid training events found on the Events page under the MENU tab.
