Latest Articles

16 September 2013

Created: 16 September 2013
Category: /?id=45

CaroleDeLaOsa

 

 

 

Creating a business strategy

By Carole DeLaOsa

The word Strategy comes to us from Greece; it is a high level plan to achieve one or more goals under conditions of uncertainty (courtesy of Wikipedia). Do you have a proven clear strategy? Do you have sufficient resources to achieve your goals?

3 Keys to Strategy in Business:

Vision- Stop having a “job with a view” We are all leaders in our own right, so as you continue to keep working either for yourself or for someone else think abouthow are you part of the vision?

It’s a fact that everyone is in business whether you own it or not. It isn’t just about making more money, or having a big house, or feeling like you have it all together. It could be a combination of these three and your own personal desires or your own vision. That’s what makes your vision personal and gives you a clear picture of what the end result should be. How will you get there?

Strategy

This is the map or the blueprint that you will use to essentially build the business. As you would build a house - you need a blueprint. Do you like where you are? Your decisions and your words have brought you to where you currently reside in life, but many of us find ourselves stuck in energy that doesn’t define where we want to be.So how do you change it? Good question! Back to the vision:

  • Did you write down where you wanted to go?
  • Did you put a timeframe on it?
  • Did you engage someone to build the vision with you?
  • Are you being mentored?


Implementation:

Here is where consistent persistent actionmakes a difference. Here are three areas to implement...then watch what happens:

1. Who will you call today to follow up? You might have just emailed them or left a voicemail, so now is the time to follow up. (NOTE: It takes 7-11 touches before someone engages with you for a sale). Use a different way to contact them. If you sent an email, how about trying a phone call instead,or snail mail? Maybe you have thought of other ways to communicate- if so, I’d love to hear them. Let me know.

2. Where have you been lately? What was the last networking event that you went to? Do you still have the cards on your desk?Pick one and call them. The purpose of the call is to see what you can do for them NOT what they can do for you. When you are focusing on their needs, you position yourself as a business builder. We all have solutions to others business needs, so lets share.

3.Do you have a Call to Action?Not just on your website but on every piece of your marketing. Buy now, Click here, Watch this, Register now. Your goal is for everyone to see your message and THEN take direct action in response to it.

1st Hint: The clearer you are about exactly what you want your client to do, the more likely they will take

the action you want.

2nd Hint- Have only one call to action- any more than that just creates confusion.

Genuine ongoing business building takes time, caring and persistence. What seeds have you planted? A mentor of mine once said “Every seed will not yield a full crop. What it will yield is knowledge that will help you in the future.”

The cycle is meeting, contacting, connecting and staying in touch and you can do this through different venues. Which ones are you using? Which ones will you add? Whatever you decide to do, always remember to be accountable! As you create your plan be sure to share it with someone who will keep you walking the walk not just talking the talk.

Submitted by Carole DeLaOsa

This email address is being protected from spambots. You need JavaScript enabled to view it.

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13 September 2013

Created: 13 September 2013
Category: /?id=45

Bob-Urichuck

Master The Top Ten Characteristics of Successful Sales Professionals

#2 Self Discipline

                  By  Bob Urichuck

In a previous article I shared a list of the top ten characteristics of successful sales professionals. In this article, and future articles, I will outline how to accomplish each of the top ten characteristics through sales techniques, sales tips and where possible, through sales training.

Today the focus will be on the #2 characteristic – Self Discipline. But first you need to understand the meaning of the word “Discipline”.

Discipline is a commitment to the most important person in the world. It means doing what you have to do, even when you don’t want to do it.”

In order to be disciplined, you first need to identify and replace your ineffective habits with appropriate and effective daily behaviors. In turn these practices will quickly become new result-oriented habits which support your personal and professional goals.

Discipline is an effective habit and effective habits lead to effective results.   Conversely, ineffective habits produce ineffective results. Firstly, you must discipline yourself to seek awareness and rid yourself of ineffective habits. Then, by utilizing discipline, replace those ineffective habits with useful and productive ones. By doing so, you can achieve anything you want in life.

Discipline, along with a positive attitude, is within your control. Don’t allow those ineffective habits to control you and your future. Instead, discover how daily discipline will eventually alter any negative habits and change your life for the better. Go ahead and make the decision to lead a disciplined life and reap the benefits.

Discipline is 100% within your control. Take the first letter in the word Discipline - D and give it the numerical value 4.   Then, take each of the following letters in DISCIPLINE and give each letter its respective numerical value. Add all the letter values and take note that the sum equals 100.   If you want to increase your performance by 100%, then, put discipline in the driver’s seat.

Discipline is an effective habit. Discipline is a complete process which includes personal awareness, desire, determination, recognition and reward.

Personal behaviour is a part of discipline.   Once a meticulous behaviour is recognized and rewarded, it gets repeated. The process is simple. You determine the necessary behaviour or action required to achieve the goal; do it even when you don’t want to; and finally, recognize and reward that behaviour so it will be repeated.

This process is covered in detail in the book “Disciplined for Life, You are the Author of Your Future”.   If you prefer video it is also available through our interactive virtual training, or online training, platform.

Allow me to share a discipline in my life which can serve as an example for you to follow.

Years ago, I realized I am most productive in the morning, and classify myself as a “morning person”. I used to get up at 7am every morning. Then I had a thought. Why not get up one hour earlier and dedicated that hour as the most productive time for the most important person in the world - ME? I wondered about the outcome of this simple change.

Over the next month, I got up at 6am and dedicated one hour to Bob. I called it “Bob time” and my objective was to do something for me that will help me achieve my goals. That hour is quite special for me now and also, very satisfying.   “Bob time” is both my discipline and an effective habit.

Now, here is the secret to making “Bob time” a discipline and an effective habit. When I used to get up at 7am, I immediately enjoyed a cup of coffee.   However, following my decision to begin “Bob time” at 6am, I decided not to have a coffee upon waking, but to wait until “Bob time” ended. My first cup of coffee became my reward for doing what I said I was going to do.

Well, the discipline did not stop there. I believe in physical fitness to maintain good health and well being. Therefore, after my coffee, I venture out for a walk or go skiing, snowshoeing, swimming, etc. for an hour. What do you think my reward is for exercising?

Yes, breakfast! My daily routine begins with a shower, getting dressed and preparing for a keynote, workshop or seminar.   Can you imagine how I feel and how I perform for the remainder of the day, based on all I have accomplished before leaving home?

Well, I always feel wonderful and I am truly satisfied with my performance. I permit myself to do something rewarding just for me. I can, in turn, do something special for you.

Statistics stipulate it takes 21 days to develop a habit. Rest assured, that my “Bob time” discipline and subsequent, reward is a definite habit. And that first cup of coffee tastes better than ever before.

Take the time to reflect on your most productive time of day. Once you determine that time, fully utilize one hour of your most productive time and reward yourself upon completion. In no time, you will be disciplined and will achieve the things you thought were impossible in your life.

Remember, both attitude and discipline are within your control. They are the foundation for on-going self-motivation and personal success. Recognize and reward appropriate behaviours and you will enjoy effective habits and valuable disciplines. You are well on your way to where you want to go.

However, before you can master the behaviors of goal setting and discipline, you must master your attitude. It is of the utmost importance to have a desire to set goals and to be disciplined.

Stay tuned for more sales techniques and tips on how to master the top ten characteristics of successful sales professionals.

Do you want to learn How to Execute the Disciplines of Attracting, Engaging and Empowering the “Buyer Focused” Velocity Selling System, to Up Your Bottom Line? Go to VelocitySelling.com, take a tour, join or make an inquiry on how we can configure the training to your sales team’s needs

Bob Urichuck is an internationally renowned Velocity Selling Specialist.

For the last 15-years he has worked with fortune 500 companies and mid size businesses to inspire, empower and add Sales Velocity to their Bottom Line. Bob is the Author of “Up Your Bottom Line” and “Disciplined for Life

Download your complimentary copy of “The New Economy of Buyers: Why Traditional and Consultative Selling Methods No Longer Work”

 

Sales Velocity. Your Bottom Line. Our Passion

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12 September 2013

Created: 12 September 2013
Category: /?id=45

Dave-Kahle-Publication-Photo

Question and Answer for Sales Leaders

By Dave Kahle

          A.  In about one out of every two seminars that I do, I hear this question.  It springs from a manager's concern for defining what constitutes a "good sales day.”  And sales people want to know so that they have some ammunition to fend off unreasonable expectations of their managers.  So, let me settle the issue once and for all:  I don't know.

          I don't know how many sales calls any particular sales person should make, nor do I have any idea how many calls a class of sales people should make.

          Having said that, I do have some thoughts to share on the subject.

          Why do I not know how many sales calls a person should make?  Because of all the variables.  For example, if you are brand new in your territory, you should make more calls than someone who is well established.  If you have a compact geographical area, you should make more calls than someone who has a large, rural area.  If you carry 20,000 items, you should make fewer calls than someone who sells three lines.  If you sell a non-technical commodity product, you should make more calls than someone selling a highly technical piece of capital equipment.  And so it goes.  The variables that define your specific situation dictate how many sales calls you should make.

          One of the reasons this question comes up has to do with a typical manager's concern with making sure that the sales person is working hard enough in order to be successful.  I prefer to think in two alternate ways instead of thinking about the number of sales calls.

          First, how many hours should a sales person work?  The most recent survey I've seen indicated that the average sales person works about 49 hours a week.  That seems like a good standard to me.  Sales is not an 8:30 to 4:30, 40-hour a week job.  I've never worked just 40 hours.  So, let's say that a good work week for a field sales person is around 45 – 50 hours.

          Now, rather than look at how many sales calls should be made in that time frame, I'm more concerned that the sales person is using those 45 – 50 hours most effectively.  To me, it's ultimately about the quality of the sales calls rather than the quantity.  There is a relationship between the two.  The greater the quality of the sales call, the fewer calls are possible.  The lesser the quality of the call, the more calls can be made.  I suppose that a sales person could make 100 calls in the course of a week, if each of those calls were in and out in five minutes.  But would they be worthwhile?  Probably not.

          If the sales person had created powerful business relationships with all the key people in an account, if the sales person spent time understanding the customer at deeper levels (see my 'peeling the onion' analogy), if the sales person created and presented creative proposals, if the sales person helped orchestrate the implementation to a new product, if the sales person leveraged his/her relationships into more and more opportunities within an account – in other words, if the sales person was good at what he/she does – that takes time.

          You can see that the real issue is the quality, not the quantity, of the sales call.  So, everything else being equal, I'd prefer that the sales person make fewer rather than more sales calls.

          I'd also want the sales person to be guided by all the principles of good sales time management that I describe in my sales time management book.  Stay out of the office, make cold-blooded business decisions about which customers to invest in, nurture helpful relationships, stay balanced, etc.

          When a sales person works a sufficient quantity of time, and works in an effective way, producing high quality sales calls, then that sales person is working in such a way as to be successful.

          Those are the more important issues:

                1. quantity of time,

                2. effective decisions,

                3. quality sales calls.

          I'm really going to recommend that you invest in my book, 11 Secrets of Time Management for Salespeople to take this to the next level.

          Hope that helps!

To read the expanded version of this article, visit http://www.davekahle.com/qa/howmany.htm

Dave Kahle is one of the world's leading sales authorities. He's written ten books, presented in 47 states and ten countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations.  Sign up for his free weekly Ezine.  Check out our Sales Resource Center for 455 sales training programs for every sales person at every level.

You may contact Dave at The DaCo Corporation, PO Box 523, Comstock Park, MI  49321, or This email address is being protected from spambots. You need JavaScript enabled to view it.

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11 September 2013

Created: 11 September 2013
Category: /?id=45
Since I was young I always thought in “Black or White” or “All or Nothing” only to find out later in life it’s a very common issue and a common way of thinking. It unconsciously made me stuck (what is this suppose to actually mean). I now find it happens when I’m coaching clients. When we look at the world through this “Black or White” thinking filter its called Cognitive Distortion. Cognitive Distortions are when we focus on particular aspects of an experience (often the ‘negative’ ones, all or nothing thinking) and ignore or discount other aspects – thereby misrepresenting” our view of the world. “Black or White” thinking is a see-saw of “success or failure”, “stay or go” “my way or nothing”. The thoughts that come up sound like: “I didn’t make my sales figures this month- Guess, it’s time to quit!I hate my boss, so now I have to get a new job” This thinking leaves only two possibilities; stay or go. It doesn’t consider that this was a short month and many people were out of the office, creating an opportunity to have a fabulous next month. Or talking to someone to see if some aspects of your role could change-or find a different role in the same company. Understand, Black or White thinking can be helpful. It forces us to make decisions when we’ve been dragging our tail. When a client remains stuck it is often that neither option is distasteful enough to change and stuck you are. Here is where a “Grey” world that is full of options, ideas and possibilities can make a huge difference and change in thinking. In a Grey world of thinking here are some questions to shift your thinking. 1. Think of someone you truly respect/admire. How might they look differently at this situation? 2. Chat with someone to determine :What other possibilities/ideas that you haven’t thought of yet? 3. At the end of the day, What is it that you really, really want? It would be helpful to be clear about your desired outcome. If you’re unhappy about not making enough sales this month, perhaps reworking your sales pitch and involving the top sales person to assist you could be an option. If you hate your boss, it might really be you want appreciation and recognition with flex hours thrown in. Even though it is unconscious thinking, staying stuck and staying still is a choice. One that can hold you back. Submitted by Carole DeLaOsa www.Transition4you.com Read more:

06 September 2013

Created: 06 September 2013
Category: /?id=45

CaroleDeLaOsa

  

  

After reading Marshall Goldsmiths “Leaders Make Values Visible”, his article reminded to review where my thoughts and practice were with my own business values and here is where I encourage you to revisit yours.

“Ultimately, our actions will say much more to clients about our values and our leadership skills than our words ever can. If our actions are wise, no one will care if the words on the wall are not perfect” Marshall Goldsmith

Many offices and desks have some sort of inspirational words either on their walls or framed words on their desks with the hope that those beside ourselves will read. In the corporate world I know they held hope that when great words were seen and read that great behavior would follow. Having said that, what does your corporate credo say? I imagine you want there to be a clear correlation between the ‘words on the wall’ and your actions.

It is very clear that corporations and individuals try to use the latest “buzzwords” in hopes of being congruent in both speech and actions. For example, how often have you seen the words “customer satisfaction," and "customer delight” on the company’s literature when you take your car in to be serviced? I know I have a pen proclaiming “the customer is always right” from my local shop.

I happen to love words and strive often to increase my vocabulary. What I have found in companies I have worked with or researched, is many times there is almost no correlation between the words on the wall and the behavior of its leadership team. As Marshall says: "Every company wants integrity,respect for people, quality, customer satisfaction, innovation, and "return for shareholders." Sometimes companies get creative and toss in something about "community" or "suppliers." I’ve seen many of the same messages lose their meaning because, unfortunately, behavior doesn’t follow the Corporate mindset; leaving the words to quickly lose their real meaning to employees.

Attempting to combining one's values and ethics in one place and putting it out there for the world to see can be a challenging experience.

What are values? Your values are the things that you believe are important in the way you live and work. They should determine your priorities, and deep down they're probably the measures you use to tell if your life is turning out the way you want it to.(1)

When the things that you do and the way you behave match your values, life is usually good – you're satisfied and content. But when they don't align, that's when things feel... wrong. This can be a real source of unhappiness. This is why making a conscious effort to identify your values is so important.


What are Ethics?Also known as moral philosophy, ethics seek to resolve questions dealing with human morality—concepts such as good and evil, right and wrong, virtue and vice, justice and crime. (2)

Businesses that have been found to do the best job of living their values work to develop an ethical environment in which employees can thrive and that can be seen in the way they handle and address their clients. I agree with Marshall that the real cause of success- or failure- is always the people not the words.

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05 September 2013

Created: 05 September 2013
Category: /?id=45

MichaelLuckmanDesire without expectation is nothing more than wishful thinking.  The vast majority of people wish positive but expect negative.  (Your Name) expect only positive things to flow to you. ~A Born Rich Affirmation

Please, let me first define what an affirmation is: According to Scott Armstrong of the Boulder Coaching Academy, "Affirmations, really, are simple. They are you being in conscious control of your thoughts. They are short, powerful statements. When you say them or think them or even hear them, they become the thoughts that create your reality. Affirmations, then, are your conscious thoughts."

Often when I ask the Universe for what I want to manifest in my life I often use the word desire. For example: If I'm asking for a perfect day I'll say; Infinite Spirit, my desire is for a perfect day today. A day where everything comes my way and where everything goes my way. Or, Infinite Spirit, I desire to write a magnificent blog. One that touches and inspires every person who reads it.

To just desire this perfect day or magnificent blog is wishful thinking. For a desire to become reality requires that it be backed-up by expectation. Meaning, I must have faith that the day I ask for will indeed be the day I receive, or the blog I wrote will inspire the people I wanted it to. Expectation is that faith.

Now here is where most people trip up. They ask their higher power for what they want, but a little voice in the back of their mind whispers to them, "You can ask for it all you want but you probably won't get it." And when they don't receive what they asked for they believe that the Universe has conspired against them. When in reality they really didn't fully expect it in the first place.

Here is the formula: Ask + Faith + Expectation = Whatever You Desire

With Love,

Michael
To purchase Michael's best selling book, Overpowering Fear - Defeating the #1 Challenge in Sales and Life: www.OverpoweringFear.com/book.html
To contact Michael:
This email address is being protected from spambots. You need JavaScript enabled to view it. This email address is being protected from spambots. You need JavaScript enabled to view it.
 
Read More of Michael's Blogs at:  www.OverpoweringFear.com/blog.html
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04 September 2013

Created: 04 September 2013
Category: /?id=45

 

How effective are voice mails?

Many sales people struggle with the decision as to whether   they should leave a voice mail message or not. In a consultative sales   environment, once you have identified your ideal client profile and you   havedeveloped the most effective messaging   the question is not whether you should leave a voice mail or not. The challenge is to   craft a message that is concise, short and relevant while still personal.

The main objective is to be heard. Whether somebody   picks up the phone or your phone attempt goes into voice mail, there is only   a couple of seconds you have to get your prospect's attention. Your message should always be   tailored to meet their needs, it is not an   opportunity to pitch your service or product. Every phone interaction is an   interruption of their day. Unless you have something to offer that will make   their life easier, they will not pay attention. Remember, nobody   wants to be sold to, so the more you talk about the challenges   that your audiences might face, the higher the likelihood that they will   listen.

Be courteous and   respectful

Be relevant

Hi, I am calling you from XYZ company to   see if you want to talk to us about our superior accounting system. Our   clients love our solution and we pride ourselves in having the best customer   service in the industry. Maybe we can set-up a time to talk so I can tell you   more about our system. Please call me at xxx-xxx-xxxx.

Hi, my name is xxxx xxxx and I am   calling from XYZ company. We work with companies in your industry to   help them streamline   their financial transactions to optimize resources and monitor cash flow. I also sent you an   email, but will follow up with another message to determine if you are   interested in a conversation. I will call you again If I don't hear back   before end of week.

Be personal

  1. is more personal. For example, ifgot an Out of Office reply to your e-mail the previous week you could make   mention of it. "I saw that you   were out of the office last week, so you probably didn't have the time to   review my e-mail".

Don't take yourself   too seriously

Practice

  1. your voice mail will sound , leave oneyourself or a friend and listen to it or have them critique it. It's a   powerful exercise. And remember, never say anything that you don't mean or   you are not comfortable with, it comes through in your voice.   Authenticity goes a long way, especially in sales.

   

             
   

             

   
   

About Monika D'Agostino

   


   
I am the Chief Consultative Sales Officer of the     Consultative Sales Academy. My goal is to help companies and individuals     grow their business through a mindful, consultative sales approach. My     background was not in sales and to this day I believe that it has worked to     my advantage. I learned the ropes by copying things that I liked and     avoiding approaches that I disliked. The secret to my success is humor,     tenacity and perseverance and following a Consultative Sales Process!
   
    You can reach me at: This email address is being protected from spambots. You need JavaScript enabled to view it.    
    or call me at: 203 299 1645
   
    Find me on LinkedIn at:
 http://www.linkedin.com/in/monikadago

   
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30 August 2013

Created: 30 August 2013
Category: /?id=45

author-Jeffrey GitomerUsing Instagram is not an option; it’s an opportunity!

QUESTION: Why did Facebook pay one billion dollars for Instagram?

ANSWER: So that instead of worrying about how many people joined Instagram (and abandoned Facebook), they could brag about it.

Are you on Instagram? I am. All of my family is. ALL of my family is. Daughters, granddaughters, in-laws, outlaws. All of them. All of my close friends are too. And a few hundred other people I don’t know, who looked me up or found me through a hash tag. Are you on?

Do you post on Instagram? I do. Almost every day. Why? Because I take pictures on my iPhone that I believe are worth sharing. That’s what Instagram is all about.

With more that 130 million “users” Instagram is what’s new and what’s next. If you doubt it, ask yourself why Facebook bought a company – that never made a dime of profit – for a billion dollars.

I’m certain that in a Facebook research-marketing lab someplace in Silicone Valley they’re talking about Instaface or Facegram.

Instagram is an app of the future. It’s really only useable on mobile and tablet devices. But it makes sense because mobile is where you take pictures.

Take a look at mine @jeffreygitomer

Here’s what Instagram offers to your social media mix:

It’s instant. Shoot the photo, minor edit, short description, add the people you’re with and or the location the photo was taken, and post it.

It takes less time than other social media. Not just for you, but for everyone else you’re connected to.

People typically post positive things. They “like” it, and they can say a few words.

No drama. Facebook is a soap opera. Instagram is a happy place.

It’s a document of your daily life. In a light and non-time-consuming way.

It’s personal. Family sees family. Friends see friends. And you are able to stay in touch with family friends in a personal way. KEY: Invite your family and friends to join you.

• It’s available to others. Your business friends and close customers can get a glimpse of your personal side without all the Facebook crap and your past life.

• You don’t have to be a writer, just a smartphone user. Very few words are needed – just photos and short videos.

• There’s a chance to be “liked.” For your photos, your travels, your creativity, your career, your achievements, your cute kids, your passions, and your family.

• There’s a chance to comment. And you can send words of praise to those you follow.

• There’s a chance to acknowledge others. When you appear in a photo with others or want to send them a message.

• It’s fun. It is by far, my favorite of the social media options.

YOU MUST: Get your parents, kids, close relatives, and friends involved to “share” the sprit of Instagram.

IT’S NOT A TREND, IT’S A MOVEMENT: Kids are ON IT, and ALL OVER IT. My grandchildren have all but abandoned Facebook in favor of Instagram.

 

NOTE: I just texted Morgan, my 15-year-old granddaughter, and asked her when her last post on Facebook was. “September 16, 2012” (Almost a year ago – and she was on it every hour before then). Last post on Instagram? “Yesterday.” Morgan has 447 followers (knows most of them), is following 272 people, and has posted 584 photos. She is the future of Instagram – and Facebook knows it.

WAKE UP – Microsoft Word still thinks the word Instagram is a misspelling. Sad.

 

WANT MORE FOLLOWERS? Besides your inner circle of people and family, if you want more followers, take great photos and #hashtag key words and places of interest when you post a photo or video. Others go searching for those words and places, find you, and (some) will follow you.

Here are a few more things about Instagram that will help you learn more and take full advantage of the opportunity:

• Hashtag (#) search for a few things you love, and find a few people to follow that have similar interests. I follow people who photograph Paris. It has led me to other amazing photographers.

• Be authentic – post your own photos.

• Study the experts. There are hundreds of them on Instagram.

Do it. If you’re already doing it, improve and expand your doing. It’s an easy way to share joy, memories, and passions. Oh, and it’s FREE.

 

Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His forthcoming book, 21.5 Unbreakable Laws of Selling, will be available September 3rd, and will feature a national public seminar tour.  Get the details at www.gitomer.com. It will lead you to more information about training and seminars, or email him personally at This email address is being protected from spambots. You need JavaScript enabled to view it. " target="_blank"> This email address is being protected from spambots. You need JavaScript enabled to view it. .

© 2013 All Rights Reserved. Don’t even think about reproducing this document

without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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13 August 2013

Created: 13 August 2013
Category: /?id=45

CaroleDeLaOsaAs entrepreneurs, we believe our idea or new business venture is going to work. But then we let our fears come in and rob us of our success. Here are three insights that can help you stay on track when starting a new business.

Let me ask you- If you knew you couldn’t fail- Would you do it? Of course, you would! We all would but then we let the fears come in and rob us of our Success! Here are 3 insights that would help you in determining if starting a new business is the right decision for you.

  1. Find the “right” business for you. You will be dedicating time and effort to it every day, so it’s better to love it. What is your Passion? It’s critical to your success. It may be a business selling products, because you like them, or the latest technology that you can teach. Many businesses are an outgrowth of a hobby or interest. Thank about products and services you feel strongly about and how might you incorporate them into your professional life..

  2. Educate yourself. Success magazine points out that “74 percent of all self-made millionaires in America today made their fortune by building their own successful businesses. Some of these never owned a business previously. What does this mean? Anyone can be successful! Learn what you need to know and apply it as you go.

  3. Believe in yourself. You are your most valuable asset. Your energy, passion, imagination, discipline, character, guts and gumption. There has never been a better time to achieve financial independence by starting your own business. Remember anything that anyone else has done, and especially something that millions of others have done, you can do as well, and perhaps even better. Better because you can piggyback on their knowledge. Your business will be a mirror of your character and ability telling the world who you really are. There are no limits, except for the ones you place on you.

Choose a different path, the path where there are no limits.Dream big, be audacious, think outside of the box, think off the page, engage with a buddy and percolate ideas, bounce them back and forth. Only you hold you back. Now’s your time to let your brilliance shine. You already have all you need to get started, now go for it!

Carole DeLaOsa, Transition4You
Effecting Change by Conscious Choice

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30 July 2013

Created: 30 July 2013
Category: /?id=45

author-Jeffrey GitomerDear Jeffrey, I sell copiers in NYC, and this year I finished as the number one rep in the nation. I truly believe that would not have been possible had it not been for your Little Red Book of Selling. I do have a question and would greatly appreciate your advice. Recently I have been noticing a high turnover of people (including executives) at my accounts. When this happens it’s almost like the reset button has been pressed and the replacements have no allegiance to me or my service and are usually unaware as to how hard I’ve worked to earn their company’s business. How should I conduct myself when I know there is a new person in a company I have to work with? Is there a specific process I should follow? Thank you in advance.  -Dan

Common problem. Uncommon answer to follow.

Loss of key contact (the person that buys from you) happens often in business, and most salespeople (not you of course) are totally unprepared for it.

There are two variations to this scenario:

1. Someone is promoted from within.

If you've done your homework, built multiple relationships within your customer's company, and you know the replacement, then you should be fine. If you don’t know him, you have to scramble and start over.

2. Someone was hired from the outside.

This is basically a start over situation and all the answers you need are stated below.

There are 5.5 specific things you can do to prevent a total tragedy. NONE OF THEM are options.

1. Start with prevention.

This is a major point of understanding: You have to ask yourself, “What would happen, what would I do, if all my prime contacts left tomorrow?” Begin to plan and act from there.

2. Then ask yourself…

How is the purchase made? Discover the chain of purchase, and know everyone who impacts purchase. Add them to your CRM notes.

Who’s the boss? Get to know the boss and make sure they know your value.

Who are the users? Talk to and meet with the people that USE your product or service. They are not the ones who purchase, but they can play a major role in the decision to purchase. And they tell the real story of quality and service response.

Who else is influenced by or involved with your product? When you meet, add others from the inside. Get to know co-workers.

3. Meet the key decision-maker outside the office AT LEAST monthly.

Coffee at 7:30AM will build the personal relationship.

4. Get known and recognized.

Your weekly email about office productivity, communication, and morale will get passed around if it's valuable – even forwarded to other professionals in other companies. And when you visit the customer, they’ll recognize you as “you’re the guy who…” smiling as they say it!

5. Build reputation across the company.

Know everyone, but more important, have everyone know you – not just know you as a person, but as a person of value.

5.5 Gather video comments after every service call and delivery.

Post them where anyone can view them. Your blog, YouTube channel, Facebook business page and weekly e-zine are a great start.

If all of this seems like hard work, it pales by comparison to the work you’ll have to do if you’re unprepared after the fact.

Okay, so the new person starts. Did the departing person tell you or was it a surprise? If the old person told you in advance, that’s a sign your relationship was strong. If the relationship was really strong, the departing person will put you on a preferred list of recommended vendors. If you’re blind-sided by the news, that’s a report card, too.

Let’s take worst-case scenario – new person, no history with you, bringing HIS or HER contacts, connections, and vendors:

1. Introduce yourself and offer help acclimating. Gain access.

2. Have coffee with them ASAP – get the personal relationship in gear. Share the history. Ask for their wisdom, their experience, and their goals.

3. Print your CRM history and present it to the new person so they can see your relationship and your value. (All of a sudden, CRM diligence can have an impact.)

4. Enlist others to speak on your behalf.

5. Follow ALL the ideas above.

5.5 Find the person who left. They represent the best possible NEW customer.

The key to having a new person in charge of your future sales is to be ready. It’s a simple rule of “the more the more.”

The more mature and solid a value-based relationship has been built with the key contact AND the rest of the company, the more likely it will be that the new person will continue doing business with you.


Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. He just published two new sales books, available exclusively on Amazon’s Kindle, Win Now! and The Sale Re-Defined. They will change the way you think and sell. His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at   This email address is being protected from spambots. You need JavaScript enabled to view it. .


© 2013 All Rights Reserved. Don’t even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer. 704/333-1112

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