Just Ship It: By Rocco De Leo

I read a lot of books and listen to a lot of podcasts on Business, Marketing, and simply getting stuff done. A common line among successful entrepenurs and "go getters" is that they figured out how to "ship it". I'm not sure who coined "ship it"- I think it's Seth Godin- hope it's not copy write protected..."Shipping" simply means delivering a finished product. I'm "shipping" this blog. I sat on it for several years. I'll do it later, when I have more time...Big LOL on that one! Just Get R Done! Stop promising, or dreaming, Ship It! So it's not the well researched academic style blog I sought it out to be, but I'm doing and shipping it. Whatever your thing is, get out of your own way, get it done and "ship it". The universe has a funny way of paying back those that ship. A dream or an idea stuck in your head is nothing unless its shipped. Good luck and Good Selling!

DO You Care? By Rocco De Leo

"How was your weekend? Oh nice! Can you?..."How many times have you had this happen to you?Don't ask the question if you don't care or don't have time to hear an answer. Nothing is worse than getting someone to open up, and immediately shutting them down by not listening or moving the topic to your agenda. Trust me, they won't open up again. Take some time to get to know people. Let them know you care. It's interesting how many people simply don't care. If you take the time to actually care, you'll find yourself getting past gatekeepers, getting more done, getting that key information, and going through the day with a smile on your face. Remember that everyone has a story they are dying to tell. Listen...care...and good selling.

Do you Click? By Rocco De Leo

As a salesperson, not much ranks higher in importance than the ability to quickly "click" with a multitude of people. A high level of technical knowledge is useless if no one is listening. Ori and Rom Brafman in their Bestseller "Click", write of several important traits. The three traits that seem to resonate the most to me are vulnerability, proximity, and similarity. With sincerity, these traits, used in context will open many doors that "spin selling" leaves shut.

Becoming vulnerable tells your counterpart that you trust them. Usually, that tells his/her psyche that you are trustworthy. Being vulnerable doesn't mean having a good cry with someone. Be human, show them who you are. Slow down with the sales pitch.

The old adage in real estate "location, location, location", is huge in sales. People click with those around them. If you are out of site, you are out of mind. Make sure you are close to those you need to be close with. When you are ate business dinners, networking events, or conventions, proximity is key to the ROI you will gain. Know your players, and make sure you are close to them.

Finally, similarity is a sure "clicker". People tend to buy from people they trust. People are more apt to trust people with similarities. This can be an alma matter, hometown, interests, etc. Find out who you are selling to, and learn about them. With Facebook, Twitter, Google, Linkdin, etc, there is no excuse to be in the dark. If you take away one, and only one thing from this blog, please make it this: be sincere about your similarities. If you hate folk art, don't fake it. People are multifaceted, you should be able to find something. If you find this to be on ongoing problem, you may be in serious need of some hobbies.

Thanks to the Brafman's for a great read! Read the book and enjoy good selling!