The Gift of GAB with Conor Cunneen #247

Today we have a little bit of blarney and inspiration from our guest Conor Cunneen who joins us in the Sales Babble studio. Conor is an Irishman happily exiled in Chicago, where he says the Guinness is great, the natives are friendly and he has been force fed more corned beef than he ever had in Ireland! In this episode Conor shares with us the Gift of GAB, Goals, Attitude and Behaviors all sales people should aspire too.

Goals Attitude and Behavior

Conor believes that people only buy from sellers who they share a relationship. Relationships are the one true differentiators for sellers in a world of commodities. Conor believes sellers need to build their personal brand through their gift of gab. In this case, GAB is an acronym for goals, attitude and behavior.

Goals

Create a clear macro goal. Answer the following “What do I want to be famous for?”
Create intentional micro goals using CHAPS.
- C– Compliment people to build better relationships – 1 person/day Anthony Trollope — ‘A small daily task, if it be really daily, will beat the labours of a spasmodic Hercules.’
- H – Hear the words “THANK YOU”.
- A – Address people by their name
- P – Positive – Create an aura using positive words and phrases – amazing brilliant cheerful friendly, create a brand experience
- S -Smile – Set a micro goal of “putting” a smile on their face. The first thing on your agenda should be a joke.

Attitude

Be at the table, when you’re at the table – have the right attitude when dealing with your customers. Your success is based on customer support. Great sales people build relationships with everyone in the organization. This is how you get people to go the extra yard.
When things go wrong, ask yourself “What is the attitude you want your attitude to be?” Before the meeting, ask the question, then live that attitude.

Behavior

What people say about you IS your brand.
Consider United Airlines tag “The Friendly Skies” yet people frame the company in the negative press they (and sometimes rightly) receive.
Write down three words you want people to say about you when you leave the room. If you know what you want them to say, you know the behavior to make that happen.

How to Find Conor Cunneen

Conor’s goal is to be all over the web like a rash. Google him and he will pop up EVERYWHERE!

https://irishmanspeaks.com/
https://twitter.com/IrishmanSpeaks
https://www.linkedin.com/in/irishmanspeaks/

Free giveaways – Conor is giving away three of his books. Click the Babble Me button to enter the contest and I’ll pick out three winners

Selling Mindset

Let’s keep the conversation going. Here are other great episodes on having the RIGHT selling mindset. Listen now!