Category Archives: Sales

Listening for Success

Listening for Success

In episode 52 of Fresh Tracks I speak with communication expert Leslie Shore on the topic of listening for success. The truth is we can ALL be better listeners and it’s important to recognize this in order to continue to expand your communication skills. Did you know there are things you can do to help the person you are speaking with listen better so they are more likely to hear what you have to say? There are things you say and do as a speaker to invite people to open up (or shut down) and they are more likely to listen to you. Leslie shares that our goal as speakers is to learn how to speak in a way that matches the person listening.

Ready to cut some Fresh Tracks but scared to share with your loved ones? Leslie teaches us how to discuss touchy topics in a way that is less likely to make the listener shut down. “Honey I’m quitting my job and starting a new business” has been known to bring up a few listening barriers as folks embark on their Fresh Tracks journey! Listen in on this week’s show to get the scoop!

Show Notes:

1:40 – Tips for finding out what may be preventing YOU from listening
4:30 – Learning to listen with your critical brain rather than letting your emotions taking over
7:30 – How to speak so people open up and are more likely to hear you
10:10 – How to communicate something touchy in a way that doesn’t shut your partner down
15:30 – Choosing to listen to ourselves (our mind chatter) or not
19:00 – Can you listen too hard?
21:40 – Boundaries and listening. Not setting boundaries will drain you fast!
25:30 – Changing the ground rules when we cut Fresh Tracks and how to work with it

About Leslie Shore

Professor Leslie Shore is a communications expert. As the owner of the consultancy Listen to Succeed, Leslie has worked with corporations, nonprofits, entrepreneurs, health professionals, and educational institutions to up-level their intra-personal and inter-personal communication skills. Her book, Listen to Succeed: How to identify and overcome barriers to effective listening, is currently used in four universities and in businesses and non-profits throughout the United States and Canada.

www.ListenToSucceed.com

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Selling in a Skirt

In episode 44 of Fresh Tracks I speak with author, iHeart radio show host and sales expert Judy Hoberman about sales. Judy shares insights on her brand, Selling in a Skirt, and teaches in-depth on her S.K.I.R.T philosophy. There is no getting away from sales as an entrepreneur, yet many of us struggle because we don’t feel comfortable selling or we feel we aren’t being in integrity with ourselves by ‘selling’ to others. Judy busts those ancient sales myths and that yucky salesy feeling and shares how bringing some old fashioned relationship building to the conversation changes everything.

Don’t let ‘the triangle’ intimidate you, it’s not in Bermuda – Judy’s simple ‘strategic triangle’ will help everyone that suffers from bright shiny object syndrome stay on track when new opportunities present themselves! From being realistic in your goal setting to creating a one-page business plan, Judy helps simplify making money and connecting with clients on this week’s show!

Show Notes:
2:10 – Why selling the selling in a skirt philosophy is important for everyone
5:10 – Distinction between being interested vs interesting
7:00 – Why you need to build relationships before you need them
13:45 – The biggest mistake entrepreneurs make and how to avoid it
16:30 – The role of the strategic triangle
20:00 – The one page business plan – how to simplify getting started
25:0 – Judy’s #1 sales tip everyone must embrace to authentically sell
28:30 – Why women struggle with selling and relationship building
32:40 – The most important part of the selling process

judy and foxAbout Judy
Judy Hoberman, President of Selling In A Skirt is here to help you take the negativity out of selling. Her 30 years in sales has given her both the knowledge and sense of humor about the gender differences that we should all understand and embrace instead of feeling unable to communicate.

Judy is the author of “Selling In A Skirt”, “Famous Isn’t Enough” and “Pure Wealth”, business books for Professional Women, Sales Executives and Entrepreneurs. She is the host of a weekly radio show on The Women 4 Women Network/iHeart Radio called Selling In A Skirt and is also featured as “The Gender Expert” on Fox News Radio.
Her mission…to help women live the S.K.I.R.T. philosophy-Standing Out, Keys to Success, Inspiring Others, Results Oriented and Time Management…all while having fun.

www.sellinginaskirt.com/special/offer

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Lemonade Stand Selling

In episode 41 of Fresh Tracks I speak with author, speaker, and radio show host Diane Helbig on the topic of sales. Author of the book Lemonade Stand Selling, Diane shares best practices for understanding what sales is really about…matching a solution to a problem and how to be authentic when selling. Sales is quite simply unavoidable when you own your own business. On the show we discuss what your job really is when you are in a sales conversation. It’s quite simply discovery. Have you not sold before or feel uncomfortable selling? Diane shares with us the best place to get started learning how to sell as well how to determine your value. Knowing who values you and what you have to offer is a key component to successfully serving others.

Do you complicate sales with head games, fear and psychology? I know I have! We read books, become stressed for money, and aren’t able to relax and be our true selves in sales conversations because we are trying so hard. Diane provides tips for breaking through some of these nervous and unsupportive habits and discusses how to be our true selves when selling. We also delve into networking during our talk. Making networking worth your while and some best questions to ask are just a sampling of what we review.

Show Notes

1:55 – The secret truth the best sales people know…sales isn’t about selling
5:20 – Steps in traditional sales training that you need to avoid at all costs
7:35 – What sales is REALLY about
10:40 – Tools you can use to know your value when you are selling yourself
13:10 – What lemonade stand selling is all about
17:20 – Networking effectively and how to prepare yourself
22:50 – Choosing the best networking events even when you are uncomfortable
31:00 – Crafting your 30 second introduction

Diane headshotDiane Helbig is an international business and leadership change agent, author, speaker, and radio show host. As president of Seize This Day, Diane helps businesses and organizations operate more constructively and profitably.

As a speaker and workshop facilitator Diane merges energy and enthusiasm with rich content. Her goal is to leave her audience with actionable steps as well as the excitement to implement those steps. Diane has expertise in small business, sales, social media, networking, and leadership. She brings over 20 years of small business management and sales to her coaching.

Diane is the author of Lemonade Stand Selling and Expert Insights, and the host of Accelerate Your Business Growth Radio show. She is also a Solution Provider and Authorized Local Expert for Constant Contact. Diane is the founder of Business Opportunity Network, a group coaching/referral sharing program.

Diane is a Council of Smaller Enterprises board member, Member of the NSBA Leadership Council, and a member of the Advisory Board for the American Institute of Sales, Marketing and Management.

Top 5 Tips to Gain More Media Exposure

In episode 39 of Fresh Tracks entrepreneur, publicist, and publisher of Strictly Marketing Magazine Kerry Heaps shares her insights on how you can grow your business with publicity. Kerry shares that experience with the media is a journey and you don’t usually start at the top! There are, however, some places where it’s easiest to get started and build your experience and confidence. Kerry shares the 5 steps everyone should follow when building their brand with publicity.

Finding media to feature you can easily become a major time suck! Kerry shares several best practices to help you make the most of your time and make the experience good for both you and the media outlet. The goal of publicity is not just to get interviewed or to have your article/blog post picked up. The goal is leads and have business results. Kerry shares insider secrets to getting the most from each interview you do – and even provides tips on how to get asked to come back!

Show Notes
2:20 – Best place to get started
4:40 – How to come up with topics to speak on
7:50 — The best way to approach a journalist
11:00 – Should you have a call to action when you are interviewed?
13:45 – The most time consuming part of publicity
19:15 – When it’s appropriate to follow-up, and when it’s definitely not
23:00 – The best types of media for most of us to start with
27:45 – The number one thing you can do to set yourself apart from others
32:00 – How to genuinely build a relationship with the media
34:00 – What you absolutely must have on your website to succeed

Kerry Heaps headshotAbout Kerry Heaps
Kerry Heaps is the Founder and President of Kerry’s Network, Inc., a marketing organization that provides Business-to-Business Marketing services. She is also the host of Strictly Marketing Talk Radio and publisher of Strictly Marketing Magazine. The magazine has recently spun off an online community for Strictly Women in Marketing, for Women (and Men) looking to gain more media exposure. Kerry also has part ownership in other businesses in the fashion and beauty industry. Her passion is to help other Entrepreneurs with their marketing efforts to continue their dream of running a successful business.

Kerry has an extensive background in Sales, Networking, Recruiting, and Training. She is a former Model who specialized in Trade Show and Print work. She is also an experienced judge on the beauty pageant circuit. Kerry has interviewed celebrities such as Co-Host of Shark Tank, Barbara Corcoran, Author Larry Winget, Former Miss West Virginia and QVC Talk Show host, Kim Parrish and many more successful business entrepreneurs.

Strictly Women in Marketing (SWIM) http://www.strictlywomeninmarketing.wildapricot.org
Strictly Marketing Magazine & Talk Radio: http://www.strictlymarketingmagazine.com

Episode 15 – Selling More in Today’s Economy

Episode 15 – Fresh Tracker Bob Burg, co-author of the international bestseller, The Go-Giver, talks about shifting your focus from “getting to giving”. He tells us the results are far from just nice…it’s also very financially profitable!

When you can take your focus off yourself and shift it onto how you can be an asset of value to other people, you’ll plant seeds of goodwill — of great will — that will come back to you many, many times over. And, not because of some magical, mystical type of thinking, but because it makes absolutely practical sense.

Are you wondering if this isn’t more feel-goody, new-agey stuff that doesn’t work in the real-world?” Or, even, “Sure, maybe when the economy is good, but now we have to fight for everything we get.”

In other words, isn’t what he’s saying simply naive?

Actually, not only is it not naive, it’s quite practical. And, again…for very concrete reasons that you’ll learn, benefit from, and most likely utilize for the rest of your life. Bob has built his business, and shows others how to build theirs, based on one overriding, foundational principle: “All things being equal, people will do business with, and refer business to, those people they know, like and trust.”

Tune into this week’s episode and enjoy this entertaining and humorous, but very to-the-point guest who will add exceptional value to your business; and to your life. And, always remember, “You cannot control ‘The’ Economy, but you can absolutely control ‘Your’ economy.

3:10 – The difference shifting your focus from getting to giving can make in your profits.
6:22 – How giving vs getting affects sales
8:33 – Why the most valuable gift you have to offer is yourself, authentically
11:06 – Two kinds of value we all have
13:50 – Difference between price and value
17:10 – Your income is determined by how many people you serve – law of compensation
20:45 – The Golden Rule of Business every entrepreneur must know
23:27 – Why giving and receiving are two sides of the same coin

About Bob Burg
BobBurgHRHeadshotBob Burg is a sought-after speaker at company leadership and sales conferences. He regularly addresses audiences ranging in size from 50 to 16,000. He has shared the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes and political leaders including a former United States President.
He is coauthor of the international bestseller, The Go-Giver and Go-Givers Sell More and author of Endless Referrals and numerous other books (more than a million copies sold in total). The Go-Giver has been translated into 21 languages.

Bob is an advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. He is also an unapologetic animal fanatic, and serves as Vice President of the Board of Directors of Furry Friends Adoption & Clinic in his town of Jupiter, Florida.
www.Burg.com