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'The obvious gut reaction answer is …both. However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?” And, you know, I have never been able to answer that question. I honestly don’t know that there is a RIGHT answer to the question I’ve posed today, but if you held a gun to my head and demanded an answer – not that you would have to go to that extreme to get an answer from me – I would have to say start with the behaviors.
'When’s the last time you read a book on sales? When’s the last time you found a new blog on sales or business? When’s the last time your refused to accept “no,” because you knew the other person was wrong? When’s the last time you helped out a fellow team member? When’s the last time you created a new process that helped you do your job better?
'As I have written before, I grew up on a farm in Hammonton, NJ., the Blueberry Capital of the World. As a matter of fact, come this next Monday, I was born there 60 years ago at 7:14am on a Wednesday morning at the Esposito Home (A small, privately-run hospital). When growing up on a farm, it is beneficial to learn how to use certain tools. Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a trac
'My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” For the life of me, I had no idea what he was talking about then…and I still didn’t know what he meant until many years later. Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?
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'Well…I already blew my goal to blog every day that I work in December. That happened when I failed to do so yesterday, December 1 st. But, I didn’t blow my commitment to making phone calls to prospects every day I work in December. As a rainmaker for Anthony Cole Training Group , I have a responsibility to keep an active pipeline of prospects. I made a choice.
'Occasionally, maybe 3 or 4 times since I started blogging, I write about something that is bigger than managing sales people, sales growth, sales coaching or selling. Something happens that is meaningful to me and I feel compelled to write about it. Maybe it’s my way of dealing with the event. Often, the event is when someone in my life (or our lives) is lost.
'Some sales people lie but don’t believe they do. They lie to make a sale. They lie to get you to buy what they want you to buy. They lie to promote their agenda, not yours. They don’t believe they lie because they don’t give you false information. They don’t blatantly tell you a lie. They don’t tell you something that is straight up not true and so because the don’t directly lie; they’ve convinced themselves they aren’t lying.
'Some sales people lie but don’t believe they do. They lie to make a sale. They lie to get you to buy what they want you to buy. They lie to promote their agenda, not yours. They don’t believe they lie because they don’t give you false information. They don’t blatantly tell you a lie. They don’t tell you something that is straight up not true and so because the don’t directly lie; they’ve convinced themselves they aren’t lying.
'You may not like it. It may not seem fair at times, but at the end of the day, production is the name of the game. Production is what we bring to the table, it’s our contribution to the business pot-luck. Production is our input, it’s our way of adding to the bigger picture, it’s our way of making a difference. But when we stop producing, not only are we not adding to the pie, we’re taking away.
'The title of this post is a double entendre. Dang, my s**t is good. 1) The first part of the double entendre “Hey look at me.” I’m on Social Sales Hour #sshour with @rachelloumiller and Brian Fanzo ( @isocialfanz ) we’re breaking down personal branding and why it’s important. 2) And the other half of the double entendre, “hey look at me” is regarding personal brand and the importance of standing out.
'There is only one first impression you need to make as a sales person. It’s the impression you can deliver value. Any other impression is immaterial. The next time you meet a buyer for the first time, you’re only goal should be to get the buyer to say, Man that person was impressive, they could make a serious impact on my organization. You can make other impressions.
'I know, right? Who wouldn’t want to amp up their sales? Sales is a tough business. I’ve long argued on this blog the importance of deliberate learning to becoming a badass. My boy Andy Paul, author of Zero-Time selling has come out with another book; Amp Up Your Sales, Powerful Strategies That Move Your Customers to Make Fast, Favorable Decisions.
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