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Add You - Nicky Pattinson Interview
Although sub prime leads are one of the more popular forms of internet mortgage leads, they can at times be a tough deal to close. Especially if the customer is in foreclosure or has a credit score hovering around 500.Now that the new year is upon us, you may want to consider as one of your new years resolutions to make yourself somewhat of an authority on sub prime.Or at least make the effort to build relationships with the wholesale lenders who specialize in poor credit, foreclosures and bankruptcy buy outs.Once you accomplish this, you will no longer have to feel the pain of being helpless when a potential customer tells you they have a score less than 500 or they are in foreclosure.There are wholesale lenders out there that can help these people, so it would be in your best interest and that of yo
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT.....
As a business leader, you are constantly reading publications, studying their content and consistently reading articles about your competitors. Having heard that what others say about you is weighed more heavily than what you say about yourself, you understand the value of PR. Now, you want to be interviewed and need to know how to be newsworthy and how to hit the PR Jackpot.Select Ideas that Sell. You (or your PR firm) need to devise irresistible ideas. Here are some Leads that Hook Editors:1. “Unique” astounds. Unforgettable people, places, fresh ideas or unique opportunities.2. Success sells. Strategies to increase power, politics, prestige or profits.3. Money talks. The high side and the low side of money. When money is no object, how is value determined? What is low budget, but worthy?4. L
Her ability to instantly build rapport and thoroughly engage people is breathtaking (believe me, I've seen her in action!). Over the past decade she has written multi-million pounds worth of new business and now she's on a path to empower others with her secrets of selling success....
The Interview
DS: What was it that initially inspired you to get into sales?
NP: DESPERATION INSPIRED ME – nothing like being down on yer luck to get those feet DANCING. However, before my ‘demise’ I’d done SOME kind of sales most of my life (hard to be lonely when you meet people fer a LIVING).
DS: Did you experience any fear as you made your first sales call or did it come very naturally to you?
NP: NERVOUS??? OHHHH MY LIFE DAMIEN, that fear came from the CORE of my BEING!!! - or then again, is it like ‘ACTORS ADRENALINE’. Would even the GREAT THEATRICALS be just as electrifying if they didn’t get the jitters a BIT as they stood in the WINGS???
DS: What qualities do you believe make a successful sales professional?
NP: The SAME THING that creates an ANYTHING professional and exceptional ..FOCUS, COURAGE, CLARITY, HONOUR, DREAMS – and giving out an EMOTIONAL INVESTMENT to everyone you ENCOUNTER.
DS: Do you think great sales professionals are born or made?
NP: SALESMEN are probably MADE – but you make that shift YOURSELF, from the INSIDE.
DS: What is the best way to warm up cold calling?
NP: WARM UP COLD CALLING??? - well that is certainly back to giving an EMOTIONAL INVESTMENT. Why should anyone be warm back to YOU if you just treat them as a way to get what YOU WANT??? Like a script to a walking cheque book??? It’s just not like that – the world has CHANGED. ALSO – PLEASE throw the ‘MOGODON’ in the BIN – and chuck away those hideously rigid SALES SCRIPTS!!!
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t end up with exactly what you had in mind – you’ll look back and be amazed at how far you’ve COME!!! Don’t feel bad about approaching someone – most companies will have someone just like YOU at the back door shovelling the coal out. It’s the natural way of distributing wealth – no company must think the CHAIN BREAKS with THEM, because it DOESN’T.
DS: Who's the best salesperson you have encountered and what made them so special?
NP: DEFINITELY JULIAN KYNASTON of PROPAGANDA who gave me my FIRST CHANCE after being on the dole – we could fight like children all the way to and from a meeting, but when we got there we created a RAPPORT and a FUNCTIONAL FAMILY that people just wanted to be PART OF...... Really – I owe him a lot and rang him a couple of weeks ago to say so.
DS: What are the three most important lessons you have learned about selling and business generally?
NP: WELL...... No 1 is WITHOUT DOUBT let there be NO CONFUSION as to your WORTH!!! Personally I am getting a bit pissed off with the way ‘we’ are treated/percieved in the UK. I was with a company in London last week whose telesales people generated 150 million ?s worth of revenue A YEAR. NOW – let’s get real here, that’s just ONE company in ONE CITY. Take us all away and see the economy go for a little DIP THEN EHHH??? Where’s the money going to come from THEN!!! YER – there WOULD be something to WINGE ABOUT if that happened wouldn’t there??? SO COMMAND SOME RESPECT!!! BUT FIRST – WE sometimes need that little fact pointed out to us, because a lot of the people I meet buy into others very false perceptions.
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT..... D
The world’s largest technology trade show -- The Consumer Electronics Show (CES) – held in Las Vegas in January spanned over 1.8 million square feet of space or the equal of 35 football fields. There were over 2,700 trade show exhibitors and more than 140,000 trade show visitors from 130 countries. In fact, the CES is America's largest annual trade show of any kind."The 2007 International CES succeeded beyond our expectations," said Gary Shapiro, president and CEO of Consumer Electronics Association (CEA), the trade group behind the CES. "It had buzz and optimism and attracted the world leaders of the content, technology and services, communications and automobile industries," Shapiro continues.The technology trade show showcased the convergence of broadband, content and consumer electronics. The trade show exhi
DS: What qualities do you believe make a successful sales professional?
NP: The SAME THING that creates an ANYTHING professional and exceptional ..FOCUS, COURAGE, CLARITY, HONOUR, DREAMS – and giving out an EMOTIONAL INVESTMENT to everyone you ENCOUNTER.
DS: Do you think great sales professionals are born or made?
NP: SALESMEN are probably MADE – but you make that shift YOURSELF, from the INSIDE.
DS: What is the best way to warm up cold calling?
NP: WARM UP COLD CALLING??? - well that is certainly back to giving an EMOTIONAL INVESTMENT. Why should anyone be warm back to YOU if you just treat them as a way to get what YOU WANT??? Like a script to a walking cheque book??? It’s just not like that – the world has CHANGED. ALSO – PLEASE throw the ‘MOGODON’ in the BIN – and chuck away those hideously rigid SALES SCRIPTS!!!
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t end up with exactly what you had in mind – you’ll look back and be amazed at how far you’ve COME!!! Don’t feel bad about approaching someone – most companies will have someone just like YOU at the back door shovelling the coal out. It’s the natural way of distributing wealth – no company must think the CHAIN BREAKS with THEM, because it DOESN’T.
DS: Who's the best salesperson you have encountered and what made them so special?
NP: DEFINITELY JULIAN KYNASTON of PROPAGANDA who gave me my FIRST CHANCE after being on the dole – we could fight like children all the way to and from a meeting, but when we got there we created a RAPPORT and a FUNCTIONAL FAMILY that people just wanted to be PART OF...... Really – I owe him a lot and rang him a couple of weeks ago to say so.
DS: What are the three most important lessons you have learned about selling and business generally?
NP: WELL...... No 1 is WITHOUT DOUBT let there be NO CONFUSION as to your WORTH!!! Personally I am getting a bit pissed off with the way ‘we’ are treated/percieved in the UK. I was with a company in London last week whose telesales people generated 150 million ?s worth of revenue A YEAR. NOW – let’s get real here, that’s just ONE company in ONE CITY. Take us all away and see the economy go for a little DIP THEN EHHH??? Where’s the money going to come from THEN!!! YER – there WOULD be something to WINGE ABOUT if that happened wouldn’t there??? SO COMMAND SOME RESPECT!!! BUT FIRST – WE sometimes need that little fact pointed out to us, because a lot of the people I meet buy into others very false perceptions.
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT.....
When it comes to medical billing, one of the most important records for electronic transmission is the CA0 record, which is the record for patient information. This record identifies the patient the services are being billed for. We're going to go over the individual specifications for this record so you will know exactly what is required.CA0 field 1, positions 1 - 3, is the record type, which in this case is the CA0 record. This field must be filled in with CA0 or the whole claim will be rejected.CA0 field 2, positions 4 - 5, is reserved for future use. The funny thing is, this field has been reserved for future use forever. Dollars to donuts it stays that way.CA0 field 3, positions 6 - 22, is the patient ID. This is an ID number that is assigned to each patient by the insurance carrier and it better
DS: What simple and practicle steps can small business owners take to increase their sales performance?
NP: BE VERY FOCUSED and CLEAR as to what kind of clients are going to DEFINE your company. Write them down – put it to paper and keep it at the side of the bed and in your pocket or journal...... LIVE IT!!! and block out all outside influences saying you CAN’T. Most people aren’t successful because they don’t take time to consider what THAT MEANS for THEM. ONCE YOU ARE TRULY SURE – then pick up that fone and BEAT YOUR PATH. Even if you don’t end up with exactly what you had in mind – you’ll look back and be amazed at how far you’ve COME!!! Don’t feel bad about approaching someone – most companies will have someone just like YOU at the back door shovelling the coal out. It’s the natural way of distributing wealth – no company must think the CHAIN BREAKS with THEM, because it DOESN’T.
DS: Who's the best salesperson you have encountered and what made them so special?
NP: DEFINITELY JULIAN KYNASTON of PROPAGANDA who gave me my FIRST CHANCE after being on the dole – we could fight like children all the way to and from a meeting, but when we got there we created a RAPPORT and a FUNCTIONAL FAMILY that people just wanted to be PART OF...... Really – I owe him a lot and rang him a couple of weeks ago to say so.
DS: What are the three most important lessons you have learned about selling and business generally?
NP: WELL...... No 1 is WITHOUT DOUBT let there be NO CONFUSION as to your WORTH!!! Personally I am getting a bit pissed off with the way ‘we’ are treated/percieved in the UK. I was with a company in London last week whose telesales people generated 150 million ?s worth of revenue A YEAR. NOW – let’s get real here, that’s just ONE company in ONE CITY. Take us all away and see the economy go for a little DIP THEN EHHH??? Where’s the money going to come from THEN!!! YER – there WOULD be something to WINGE ABOUT if that happened wouldn’t there??? SO COMMAND SOME RESPECT!!! BUT FIRST – WE sometimes need that little fact pointed out to us, because a lot of the people I meet buy into others very false perceptions.
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT.....
When you create advertising for small businesses, consider both the life cycle of your product or service along with customer buying habits.Today, both sellers and buyers alike want fast results. You should recognize that the actual process of turning your prospects into customers still takes time. Buying cycle times may be shorter today, but the process still exists. People often buy according to their past purchasing habits and patterns. These habits can be hard to change.Classic marketing theory details the life cycle of a product or service as(1) introduction,(2) growth,(3) maturity,(4) decline, and(5) phase-out.In other words: when it's(1) New,(2) Rapidly Accepted,(3) The Industry Standard,(4) Fading, and(5) Hard to Find.<
DS: Who's the best salesperson you have encountered and what made them so special?
NP: DEFINITELY JULIAN KYNASTON of PROPAGANDA who gave me my FIRST CHANCE after being on the dole – we could fight like children all the way to and from a meeting, but when we got there we created a RAPPORT and a FUNCTIONAL FAMILY that people just wanted to be PART OF...... Really – I owe him a lot and rang him a couple of weeks ago to say so.
DS: What are the three most important lessons you have learned about selling and business generally?
NP: WELL...... No 1 is WITHOUT DOUBT let there be NO CONFUSION as to your WORTH!!! Personally I am getting a bit pissed off with the way ‘we’ are treated/percieved in the UK. I was with a company in London last week whose telesales people generated 150 million ?s worth of revenue A YEAR. NOW – let’s get real here, that’s just ONE company in ONE CITY. Take us all away and see the economy go for a little DIP THEN EHHH??? Where’s the money going to come from THEN!!! YER – there WOULD be something to WINGE ABOUT if that happened wouldn’t there??? SO COMMAND SOME RESPECT!!! BUT FIRST – WE sometimes need that little fact pointed out to us, because a lot of the people I meet buy into others very false perceptions.
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT.....
Though not mandatory, yet certification is taken up by some Mystery Shoppers who have a deep interest in the profession and want to have an edge over thousands of other Mystery Shoppers. The Certification program is aimed towards improving your performance as a Mystery Shopper. You might be very good at it, but the certification makes an even better Mystery Shopper out of you!The program offers education to both, existing and newbie Mystery Shoppers, raising the level of your caliber and fine tuning you according to the needs of the industry. The program provides you with the know how of Mystery Shopping. It covers many important aspects of Mystery Shopping such as how to go about applying to companies, how to get good assignments for yourself, tips and techniques on evaluation, submitting relevant and comprehensible repo
NO. 2 Read a couple of good body language books – and always make sure you look FANTASTIC. A decision is made on you within the FIRST 4 SECONDS – (so no more wobbly lipstick Nicky). Create your OWN PERSONAL BRAND and have a ‘WAY’ or a ‘CALLING CARD’ and be the one and only .......... YOU.
No. 3) THE HARDEST FER ME – I’m RUBBISH AT IT..... DO YER BILLING ON TIME!!! (that too is self worth, and a part of it that I’ve only just WOKEN UP TO!!!).
DS: What's the number one book you would recommend to aspiring sales professionals?
NP: JOE VITALE – THE ATTRACTOR FACTOR BY WILEY........ ALWAYS has me jumpin’ up and down.
DS: What memorable mistakes, if any, have you made in sales? What did you learn from them and how can they be avoided?
NP: HOW LONG HAVE WE GOT??? - I STILL make mistakes.... But the greatest mistake of them ALL is to not move on from it, don’t allow it to CONSUME YOU. In the scheme of things, you would have to make a million mistakes a year to stop you getting to where you want to END UP if you’re SURE ENOUGH. The ‘NAME CHIP’ in my head is FULL THO – I did a seminar a month ago and had to ask one of the (fabulous) guys what the name of their COMPANY WAS!!!.....(Thank God I had the character to carry it OFF).
DS: What are the best and worst things about being in sales?
NP: BEST – the ADVENTURE...... Honest, LORD OF THE RINGS has NOTHING on this. WORST..... It can be LONELY, that’s why we all STICK TOGETHER.
DS: Are there any other thoughts, insights, or advice for aspiring sales professionals that you'd like to add?
NP: YES!!! get so unshakeably strong inside that there is no negotiation as to the outcome of your life. GET UP AT 6:30 and read a couple of chapters of an inspirational book, then exercise with your mind visualising and your heart feeling all those new business opportunities filling up your diary. When we sleep, our energy becomes stagnant and has to be re-calibrated in the morning or we never feel ‘PUT TOGETHER’. MOST SALES are aspirational – you have to bring this into every phone call and meeting you do. SO, whether you want more plumbing business, to sell more newspapers, cars, accountancy services or what the HELL......YOU have to feel it FIRST.THEN – you become a MASTER/ADVANCED STORY TELLER to get your pitch across and BINGO – you stand out in a world. In business ALL AREAS are now SATURATED. BUT saturated with MEDIOCRITY most of the time. If you’re reading this – you’re already being tugged by the rope that will yank you out of the HOLE .....so come on DO IT!!! DO IT!!! DO IT!!!
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