Sales by 5 Blog

How You Respond to "Thank You" Can Sell or Unsell!

If someone gives you a sincere "thank you," do you typically respond with one of the following statements?

• "No problem."
• "It's just my job."
• "Don't mention it."

If you do, then STOP - you are unselling!  Humans are wired to follow the law of reciprocity.  This means people don't take without wanting to give back.  When you respond with one of the answers above, you are throwing the law of reciprocity away!  Try responding with a statement like:

• "It was my pleasure.  You would do the same for me."
• "You are most welcome.  This is what long-term partners do for each other."

Responding this way sells you - it cements the law of reciprocity in the mind of the person that thanked you.  Go brand yourself as high value, then let the law of reciprocity do the rest.

Learn more about Dr. Robert Cialdini, the law of reciprocity and others here.

A Good Attitude vs A Remarkable Attitude

If you ask most people, they would probably tell you they have a good attitude...and they're probably right.  The difference between good and great can really by understood when things don't work out as planned or when you feel someone has wronged you.  These are the situations that truly speak to your character and your attitude.  Do you rise above and still have a great attitude or does all the goodness quickly fade?  These situations allow you to either brand yourself as having a great attitude or one that is just good.  And guess what? a good attitude is salt and pepper.

What does this have to do with sales? E-V-E-R-Y-T-H-I-N-G

We are alike...but different.

In many ways, we're alike. However, one little difference, makes a BIG difference.

The little difference is...ATTITUDE.

Attitudes are truly contagious. Is mine worth catching?

The Power of "I'm Sorry" & "I Forgive You"

Today, tragically, a friend accidentally hit and killed Chester, Erik's family dog with his car.  This evening he came by and apologized to the family.  Erik's daughter, Devyn, gave him something he needed - forgiveness.  An amazing feat for a seven year old who just lost a member of the family.  She probably didn't realize the new seed of peace she planted for everyone.

Have you hurt or demotivated an employee, team member, client or vendor?  Maybe you've been on the receiving end instead.  Take the opportunity to say "I'm sorry" or "I forgive you" quickly and genuinely.  Even in the most unfortunate cases, new opportunities for hope, peace and rebuilt relationships can sprout.

Farewell Chester, you brought happiness and joy to all those you touched during your special life.

Is the Face of Your Company a Hidden Hero?

Today it hit me! Kya has been with us just over a month and by absorbing our culture and asking many questions, she is our new star at SalesBy5! She recently learned about a customer of ours who had an employee that was a real hero - Willie. Willie's manager, Kim, told us the story of what he had done, on his own, to solve a large problem at an office building - working late into the night with no request to work past 5 PM. Willie not only did this, but did it with his awesome attitude and a smile. The tenants entering their offices the next day were unaware of any problem, all thanks to Willie being the company hero.

Kya heard me tell the story to all of us at SalesBy5, then found a opportunity to nominate Willie for a Hidden Hero award through the national organization City Year. Willie was awarded the Hidden Hero for 2008.  The point? Willie is the face of the company yet he doesn't own it, manage or run it. He is a building engineer and he is not average! Willie is loved by the tenants and his attitude is contagious to the people that work with him.

People quit people and people are hired by people; companies merely exist. What can you do to make sure your "faces" are the shining stars in your company?

Update: Seth Godin and team have set up a lens to celebrate your heroes for charity!

How Are You Branding Yourself?

We all have a personal brand. Using you natural strengths is the best branding message you can convey!

I love it when I meet people and they own a BlackBerry.  I never let them walk away without offering to install Viigo (a fantastic Mobile RSS reader), Google Maps and Beyond 411.  Typically, they are shocked that these amazing applications are free.  I've often received emails a few days later thanking me!  I don't charge for this service, it's a free prize inside for knowing Salesby5.  It brands me and our company as tech-savvy and high value. 

The value I give is not forced, it is something I must do. It's received as a gift, but really it is my gift to be able to share. What are you doing to share your strengths, your brand, your value?

Tell us in the comments what you do to gain mindshare as high value.

The Value of One Improvement a Day

What if you decided to make one improvement a day in your life?  Maybe you compliment a co-worker for looking great when they do or inspire someone to make a positive change in their life when they think no one cares.  If you spend 4 minutes a day doing this, you will have spent a full 24 hours inspiring people in one year.  YOU be the one who starts the snowball of great things for yourself and others.  See how the world changes around you, then come back to tell us in the comments.

Check out a great video called 212 – the extra degree for more.

Does Your Website Sell?

The future of websites that sell is now! They have videos that show real see, feel, touch experience and instead of actors, the videos have your people in them. This builds real credibility and real reason to believe that you can do what you say you can do!

Too many words is clutter. Making it as close to a warm experience where you feel great and truly understand the benefit you will receive for your time, effort and money is key. How is your site? What video or presentation do you have that truly sells your staff, company, and brand?  Send us a link and we will give you a SalesBy5 evaluation at no charge if you get 3 people signed up on this blog!

How Did You Measure Up Today?

I focus and judge myself on how many people I inspired that day. Some people think I sell. How do you measure yourself?

Company Legends Develop a Strong Culture

Have you caught an employee doing something outstanding today?  Don't keep it a secret!  Tell everyone in the company and make it a habit to talk about these  stories.  Celebrate when someone goes above and beyond!  Tie these stories to a core value.  Doing this develops a culture where people look for the opportunity to do something great more frequently.  But the best part, you are internally branding “outstanding” or “what can we do for this customer to make them say wow?”

It’s simple but not easy! Every day at SalesBy5 we pay attention to everyone that we come in contact with. We office in a great building with hundreds of people. The amazing thing is that we feel we have had an impact on these people who are not our clients in the last few years. Our purpose as a company is to inspire others. We take that very seriously and we measure it.  We have a giant wall of fame with mentions of us inspiring others. How does that have anything to do with increasing sales for companies and organizations? Everything! See our next blog on why it matters and what not to do.