The fourth Wednesday of every April is Administrative Professional Day. It used to be called Secretaries Day. But to be politically correct, the name was changed to better match the employee base.

The Brooks Group decided we would spend a week celebrating our support staff and their unbelievably important role for our sales team. Each day they received a special gift of some type. Most gifts included food of some sort- usually not of the healthy variety – along with other great gifts. It was a great week to recognize the best of the best!

On Wednesday, the official Administrative Professional Day, we offered a great lunch along with entertainment - a fabulous magician named Tim Dumas from Raleigh, NC.

What a total pleasure to watch a skillful talent reveal his art to a delighted staff. His ease of performance and engaging manner with our employees was such a gift. He has the knack for picking the most unlikely participant to do things you’d never believe they’d do…but they just simply do it for Tim! I don’t know if it’s Tim’s charming, persuasive ways or if it is pure peer pressure -but they always perform for him.

And, here is proof! You must check out one of our programmers, Alan Sharpe - yep, an IT guy - doing magic! It’s a bit called “Fantasy Magician.” Tim is standing behind Alan with Tim’s hands extended through the a cape that Alan is wearing. Watch Alan’s face as well as his magical hands. A star is born! Kudos to Alan for being such a good sport.

**Click the “Play” button twice to start the video**

In a time when the world is full of stress we often feel there’s not much to laugh about. But then something special happens in your life to remind you of the precious gift of laughter. Thanks Tim, for sharing!

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Hello Mr./Ms. Salesperson:

Still acting like selling is filling the air with as much data as you can? Still believing your prospects want to hear all of your knowledge? Continue to rely on product knowledge as your selling process? Seeing marginal results even though you’re cold calling constantly? On prospects who have no idea who you are or where you came from? Or why you’re here?

Starting or (continuing) to feel like this “selling” stuff ain’t fun? Guess what? You’re right!! Because you’re not selling! You’re peddling! You’re that stereo typical product dumper everybody dreads. You’re selling’s favorite bad example we love to ridicule. Wake up!

Think how you buy. Think how you feel when someone in sales acts like you. Ask yourself. Would you cheerfully and readily buy from “you”? Be honest.

Now that you’ve begun asking questions – you might just have potential in the selling world.

Richard D.

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I was recently in the market to buy a new home, and I must have looked at 50 different houses over the course of four months. Of course, I also met dozens of very nice real estate salespeople who couldn’t wait to tell me all the great features and benefits of their listings.

Then… it happened. As we approached a newly-constructed home, the real estate agent introduced herself and said, “Before I show you the house, do you mind if I ask you a couple of questions about what you are looking for in a home?”

I was stunned! She went on to say, “That way I may be able to save you some time by recommending where you should be looking, if this is not the right home for you.”

Wow! I mean WOW!! In a sea of real estate salespeople eager to sell me one of their listings, I found a true real estate professional who was more interested in what I wanted.
I couldn’t resist; I told her I was a sales consultant and praised her for the way she conducted the sale. I asked her this question, “Where did you learn to sell that way?” She smiled and said she had a mentor who taught her how to sell. She’s been one of the top performers in her market year after year.

This is the one real estate professional out of thirty who truly “gets it.” That translates to only 3%– and sadly, it’s a statistic that’s reflective of all industries, not just real estate.
What about you? Are you in the 3% that “gets it,” or in the 97% that doesn’t?

Sales Truth #29: “The best way to serve your own interest is to put the needs and desires of your customer first!” (Bill Brooks, The Universal Sales Truths)

Sales Truth #31: “To be a value resource for your prospect, you must first discover what your prospect perceives as value!” (Bill Brooks, The Universal Sales Truths)

Sales Management Truth # 64: “Salespeople are looking for role models. One of these role models should be their sales manager.” (Bill Brooks, The Universal Sales Management Truths)

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The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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