Maya Angelou famously said; “People will remember how you made them feel”. That is awesome news for you as a sales professional. Because - you get to influence how your client feels about you. The way you get to influence it is what you talk about and how you talk about it. You can make your client feel good about you by making your client feel good. Start the conversations with by talking about what is going well. Get your client to talk about where she is seeing success. Get your client to talk about a big opportunity. Get your client to talk about a big win. Conversely, You can make your client feel icky about you by making your client feel icky. Start the conversations by talking about what is going wrong. Get your client to talk about a big loss. Get your client to talk about a big problem. Get your client to talk about a big pain. Even worse, Don’t give your client a chance to talk at all because you have so much to say. In the world of sales, it is important to be able to solve problems. We also get to create opportunities for our clients to do what they do - better. I’m not saying don’t talk about what’s wrong. What I am saying is; “be aware of how you start the conversation”. That sets the tone for the whole conversation. When you client feels good about you, she’ll want you to do both. Help her do what she does better and solve problems. Please remember, you have the opportunity to influence how your client feels about you. Whenever you can, give them a reason to feel good. Because, it’s good for business. Thank you. #getwhatyouwant #getwuw #connection #sales For more information, you can go to longraham.com. contact: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

People want to work with - people that are easy to work with. One of the best ways to be easy to work with is; BE NICE. As sales professionals, we sometimes forget to be nice. We forget because you are trying to remember what to say. We forget because you are trying to “find the pain”. We forget because the dog pooped on the floor and you had to clean it up. Now you’re running late. So, how can you remember to be nice? By using two of the most powerful phrases in the English language. “Please and Thank you”. Say “please” when you ask for something. Say “thank you” when you get it. What’s great about Please and Thank You is you can practice using it everywhere. You can practice with your friends and family. You can practice at the grocery store. You can practice at a restaurant. The more you practice, the better you get. It becomes muscle memory, mental muscle memory. Using please and thank you reminds you to be nice. When you are nice, you are easier to work with. When you are easier to work with, you get more opportunities to work with your client. The more opportunities you get to work with your client, the more business you do with that client. So, “please” remember to be nice. Because, it’s good for business. Thank you. #getwhatyouwant #getwuw #connection #sales For more information, you can go to longraham.com. contact: https://www.longraham.com email: lon@longraham.com Phone: 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Happy New Year! It’s goal season. When the calendar turns to a New Year, a lot of people use this time to set new goals. The good news is; some people accomplish those new goals. One statistic shows the number is as high as 8%. Yep, 8% of the people who set a new year’s goal actually accomplish it. The not so good news is; most people don’t accomplish those new goals. Most people fall into the 92% category of not accomplishing that new goal. If you struggle accomplishing your new goals, there is hope for you. If you can say “yes” to these two questions, then you have a chance. 1) Is it a goal you want and not a goal someone else wants for you? 2) Are you willing to use a different approach this year? If you can say yes to both questions, you have a chance. Now that you are ready to do it differently, here’s how. Identify someone who is doing what you want to do and connect with that person. You can call, email and use social media to connect. When you connect with that person, tell them: 1) You admire what they are doing and how they do it, 2) You aspire to do it too. 3) Then, ask for their advice. When you approach it this way, most people will help you get it. Because someone helped them accomplish it too. This approach will show you the way, increase your stakes and gets someone else invested in the outcome too. A word of caution when using this approach. Make sure you like the way they’re doing it. Because they are going to tell you how they did it. This approach works for professional and personal goals. I know this works because it has worked for me numerous times. In fact, it’s how I quit dipping snuff after 20 years and multiple failed attempts. I connected with someone who had already quit, and he helped me quit too. Now that you know the way, go connect with the person doing what you want to do. You’ll both be glad you did. Happy New Year. Here’s to you accomplishing your new goal in 2022! #getwhatyouwant #getwuw #connection #sales To find out more, you can go to longraham.com. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connection #getwuw #adversity #conqueradversity #connect #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

As you transition from an on-line world to in-person again, where is your attention? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. You’ve spent so much time during the last 15 months looking at the computer and focused on what is behind you. You’ve created this beautiful picture behind you and keep looking at it. What you are doing is looking in rear view mirror. Now, it’s time to literally and figuratively get behind the wheel again. Are you going to look at what’s ahead or continue looking at what’s behind you? Because you are so used to looking at a screen and seeing your background, it may be difficult to stop looking in the rear-view mirror. It can feel awkward going to in person meetings, seeing clients and colleagues. In person activities require that we look in front of us through the windshield. Learning to look forward again can be uncomfortable. It will definitely require practice because You are moving from a 2D world to a 3D world and your senses will be on overload. It is a lot like going back to the time when you got your learner’s permit. You had to have someone in the car with you, riding shotgun. You can do the same thing now. If you aren’t completely comfortable getting back out in the world on your own, get someone to go with you. Get someone to ride shotgun. Ask a Sales Manager, colleague or team member to join you. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: We learned that the world of on-line meetings has merit. We also learned that the on-line world has limitations. Your clients will want to see you in person again. They’ll want to re-establish a personal connection. The only way to make that kind of progress is to look ahead and move forward. You’ll have to start looking through the windshield again, instead of the rear-view mirror. It can be uncomfortable. It will take work and practice to get comfortable again. The work is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

When presenting your product to a client, are you presenting what your client should buy or what you think he would buy? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. At some point in our sales career, we are all guilty of short selling to a client. Then, we get burned. It is at that point that you should commit to yourself, - “I’ll never do it again.” The reality of it is, we should never do it in the first place. Here is what I mean: You prepare a presentation or a proposal for a client. As you are going through it, you negotiate with yourself about whether or not the client really needs the complete solution. You justify short selling to the client in any number of ways. The client doesn’t really need all of it, or will he buy all of it? What you are really saying is, “If I am buying it, I can get away with not having certain products.” What you are really doing, is shopping with your wallet. Example - Story about a selling surgical instrumentation to a client based on what I thought they would by instead of based on what they should buy. What I did was submit a proposal based on what I thought they would buy, instead of what they should buy. Learn from me, before you get burned and have to learn from your own experience. Present the solution that is best for your client. The solution that will make your client’s business most productive and profitable. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Your client needs you and your products to be more productive and profitable Remember to present your products in terms of what is best for your client’s needs Also remember, you are not buying the product with your money – your wallet When you present with your wallet in mind, you are in effect punishing your client Your client can’t win in the major leagues with Double A talent. Give your client the best chance to win. Your client is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. ------------------------- To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Value drives your client’s buying decision. Question is, “what value”? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. When we talk in terms of value: The first thought is usually the value of your product. If your product offers enough value, your client will buy it. Another way to assess value is in terms of representation. In terms of you. If you bring enough value, the client will buy the product from you. If a client can buy what you offer from anyone, Why should he buy it from you? Because - you offer more value. There are a lot of ways you can offer value to your client. You can offer value by: Being likable interested available adaptable consistent reliable sincere and by being credible – which also means believable The best part of this list is you can control every characteristic on it. Your client wants to buy from the sales professional that demonstrates these characteristics. If you demonstrate these characteristics, the client will want to buy from you. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Value drives your client’s buying decision. One type of value comes from your product. The second type of value comes from you, which is totally within your control. Give your client a reason to buy the product from you and he will. It does take some work. If you do it right, the work is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Success in sales requires an exchange. What are you willing to exchange? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. When we think of an exchange, We usually think of it in terms of an exchange between the company and the client. While that is true, it is also an exchange you make with yourself to earn success. The question is, what are you willing to exchange with yourself to get what you want in sales? The number one exchange you make with yourself is time. You exchange personal time for time you spend on your business. It includes time with your client and preparing for the time you spend with your client. You exchange effort and energy. It means you are putting effort and energy toward your business and client instead of yourself. You exchange comfort. It does require doing something different that is often outside of your comfort zone. You exchange value. You exchange all of the things above, time, effort and comfort for the value you get in return. Lastly, you have to ask yourself are you exchanging values? Are you exchanging what matters most to you? Ethics, morals and conscience? If you are, you are going to far. Exchanging values is a short term gain for long term consequences. If you are exchanging values for sales. It is time to reassess what matters most to you. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Determine what you want and are willing to exchange with yourself to get it. Then, go do it and stick to it. It does take some work. If you do it right, the work it takes is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

Desirability = opportunity. It is true about products and people. Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. A product is desirable for any number of reasons: Performance, appeal and availability are a few reasons. What’s even more important about desirability is how it applies to you as a sales professional. It is important to have base skill set. This is your ability. The more time you spend in sales, the better you get. Increasing your ability will increase your performance. What determines your success the most though - is your desirability. If you are likeable and easy to work with, your client is going to want you around. The more you are around your client, the more opportunity you will have with that client. If you are difficult to work with and act like a jerk, your client isn’t going to want you around. The less you are around your client, the less opportunity you will have with that client. If you’ve gone out to eat enough times, you’ve experienced it and you know: Good food + great service = great experience Great food + poor service = poor experience Great food + great service = Amazing experience Story about Morton’s in Richmond VA The good news for you as a sales professional is - you control the experience, your desirability. If you want to learn more about how to “get what you want” in sales, go to longraham.com. For now, I’ll get out of here on this: Desirability = opportunity. It is true about products and people. A client will accept an average product if you are great to work with. A client will dismiss a great product if you are difficult to work with. Control what you can control. Create a great experience for your client. It will increase your desirability which increases your opportunity. It does take some work. The work it takes is worth it. And remember, you and your business are worth it too. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales

What is the cost of what you are doing? And is it worth it? Hello, I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. There is a concept called “opportunity cost” This concept describes the cost of what you are giving up in exchange for what you are doing. The way to know if what you are doing is worth it is to start by determining “what you want” What you want is your value scale If you are a sales professional – one thing you want is more sales. If you want more sales, you have to spend more time with people that can buy from you Even in the world we live in today, where technology makes us accessible all the time, There is a finite amount of time when your client is available Knowing that, are you making the most of that finite time? Or - are you doing something else? Back to the concept of opportunity cost. How are you spending your time? What is the cost of what you are doing? And, is it worth it? If you are spending time with your client when he is available, the answer is yes – it is worth it If you are doing paperwork instead of spending time with your client – the answer is probably no The beauty of it is this, you get to choose how to spend your time You also get to determine the value of your time. Decide what you want and determine if what you are doing is getting you closer to getting it If it is, your opportunity cost is low If it isn’t, your opportunity cost is high. If you are a sales professional and want to talk about how to “get what you want” in sales, go to longraham.com, schedule a call. For now, I’ll get out of here on this: Determine what you want – it becomes your scale to measure opportunity cost If what you’re doing is getting you closer to what you want, the opportunity cost is low If what you’re doing isn’t getting you closer to what you want, the cost is high Constantly ask yourself if what you are doing is the best use of your time Make adjustments as appropriate And remember, you and your business are worth it. I’m Lon Graham talking with sales professionals about: How To “Get What You Want” in Sales. Thank you. To find out more, you can go to longraham.com and schedule a consultation. contact: https://www.longraham.com 703 727-6228 #getwhatyouwant #sales #connect #getwuw #adversity #conqueradversity #connection #goal #choose #commit #celebrate #impact #youareworthit #worthit #b2bsales