Sales trainer shares secrets with women
Lisa Peskin took the stage at the October monthly meeting of the Women’s Business Forum (WBF) with the confidence and assuredness acquired during her 25 years of management and sales performance.
Her business, Business Development University, helps businesspeople develop the tools to fill the sales pipeline professional, and she gave the audience the steps to follow to achieve the same results.
Peskin says no one likes to be sold, “so you should stop selling your stuff.” Instead, she suggests following three rules:
1. Make sure you are doing the right activity to fill your pipeline with clients. Whether referrals, LinkedIn connections or networking make sure the people you connect to will be specifically interested in your product. Too often we “find ourselves ‘putting’ round people into square holes because we don’t have enough people in our pipeline. The right activity will produce the desired results.”
2. Have a good process that will take you through to your goal.
3. Make sure your attitude and motivation are right for turning a contact into a client.
Peskin encourages goal setting – both for the final result and for the activities that will get you there. Consider, she says, thinking in increments to make the individual goal attainable and further you towards the endgame.
Goal setting should be SMART: specific, measurable, attainable, relevant and time-bound. “Wanting to lose 100 pounds is overwhelming,” she says. “Deciding to lose 10 pounds a month is attainable and will eventually take you to and keep you on track for your end goal.”
Peskin closed with a lemon analogy where she encouraged those present to squeeze it dry, getting the most you can out of opportunity. What you discover in assessing the needs of your client should be what you present to them in terms of how you will handle their business.
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