12Apr/070

Speaking in Public…Hillary Clinton is No Bill Clinton

As a professional speaker I was enthralled by an interesting column by Kathleen Parker this week. It dealt with Hillary Clinton (her politics aside) and what a totally insensitive and ineffectual speaker she is.

The title? The Rev. Hillary Has A Tin Ear! The column goes at great length to describe how Hillary “panders – badly – to her audiences.” It goes on further to say she even tried a “fake southern accent” and that she doesn’t understand “tone, voice and cadence.” Again, politics aside, I agree with Ms. Parker.

Marshall McLuhan was right so many years ago when he said that “the medium is the message.” How does that relate to you? Salespeople, no matter what they sell, can’t pander, be grating or lack the proper tone, voice or cadence. Be aware of and sensitive to that.

Ultimately, this flaw might get in the way of Hillary’s Presidential aspirations. I guarantee that it will also get in the way of your sale if you’re not careful.

Submitted by: bill
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Filed under: Sales Presentations No Comments
19Mar/070

Sales Training Minute Solution: Motivation

Truths:

  • Motivation is an inside job.
  • All people are motivated - some to stay in bed!
  • It is easier to demotivate somebody than it is to create an environment where someone can be motivated.
  • All change is self-driven - universal driving force: "I've had it."


Solution:

  • Set your own sales goals/objectives - realistic, achievable, exciting, believable ones!
  • Realize the importance of execution - motivation is frustration without a plan.
  • Motivation is always fueled by "belief" - belief in yourself, your product/service, company, mission, results and benefits your customers enjoy, etc.
  • Learn to visualize the end result of your efforts and this will fuel your enthusiasm.
  • Remember that enthusiasm comes from the Greek "Entheos" - "God-like within."
  • Master the arts of visualization, affirmations, graphic representation.
  • Expand your belief system by experiencing success in small, doable steps.

Is it that simple? Yes, it is.

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15Mar/070

Planning for Success…It’s Not An Accident

A plan tells you what to do while a schedule merely tells you when to do it. And there is a big, big difference between the two. Here are some tips on planning:

Ask yourself these questions as you begin to plan:

  • What must happen?
  • What is the sequence in which each must be accomplished?
  • How long will each take?

An example:

I) I need to open five new accounts in my territory.

II) #1 Identify likely prospects.
     #2 Conduct research on prospects.
     #3 Determine method for contacting them.
     #4 Execute contact plan.
     #5 Make appropriate sales calls on qualified prospect.
     #6 Execute sales process/close sales.
     #7 Invoice, service and vertically integrate new accounts.

III) #1 3 Days
      #2 4 Days
      #3 1 Day
      #4 3 Weeks+
      #5 1 Week
      #6 6-12 Months
      #7 1 Month Following Sale

Now, you are prepared to fill in your schedule as to exactly when you will implement each phase of your plan. The problem? Lots of people simply schedule a whole series of events – day-by-day, minute-by-minute, and unfortunately, the activities never tie into any longer range strategy. Learn to “invert” your thinking and you’ll be much better off for it.

Submitted by: bill
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Filed under: Time Management No Comments
7Mar/071

It’s All About Who Coaches You to Your Success

On February 23, 2007 I experienced a great honor. For lots of people, the honor I received is no big deal at all. But it is to me. I was inducted into my high school’s Athletic Hall of Fame. It’s 44 years after my graduation – but it’s probably more appreciated now than ever before.

At Woodbury High School (N.J.) football was a big, big deal. Attendance at each game was 6,000+, it consumed the town and our team won 32 of 36 games (with 2 ties) during the time I played. I was, perhaps, no better than an average player, but I had a coach who brought out the best in me, no matter how limited my talent was.

Jim Combs was a World War II Veteran who played briefly for the Redskins and was a great player in college. He demanded the best and gave his best every day and in every way.

I learned discipline, hard work, commitment, accountability, preparation, execution, humility, physical and mental toughness, goal setting and lots, lots more from Jim Combs.

I was truly, truly humbled on February 23rd. However, more than that, I was thankful that I had Jim Combs in my life. Who have you had in your life, who’s made that much difference in you? Thank them before it’s too late. Here’s another question. Is there someone for whom you have been a guiding light? Keep in touch. Don’t let the beacon burn out. I still hear from Jim Combs. And it still brightens my life. He’s a hero to me and lots of others.

Submitted by: bill
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Filed under: Sales Motivation 1 Comment
2Mar/070

The Power of Enthusiasm and Belief

Enthusiasm is critical for success in any endeavor. Whether it is to pick up the phone and make one more call after being rejected, recovering from a difficult illness, resurrecting a relationship, handling a disgruntled customer or anything else, enthusiasm is essential.

Each of us really do need to get excited about your job and your life. Then it's all about progress and achievement; but how do you get inspired to achieve some apparently overwhelming task?

I really believe that real winning enthusiasm comes from a combination of two deep inner convictions.

#1 Being Captivated by an Ideal

Here's the issue. Enthusiasm does not exist in the absence of a deep conviction that a task (whatever task it is) is worthy of your absolute best effort. It's the belief that something is worth living and even dying for that causes a person to lay it all on the line, to risk everything, and to suffer untold agony without even a complaint.

Do you want to see your career - and life - really take off? Commit yourself completely to the deepest urge within you and lose yourself in your deepest passion. Whatever that passion might be. Making a difference, moving a cause forward, gaining great recognition, achieving financial independence, etc. It may make little difference to anyone else what it is - as long as it is a positive and worthwhile dream for you.

#2 The Deep, Heartfelt Belief That You Can Achieve It

This belief building process is, perhaps, the most overlooked component of anyone's success pattern. It is also the most critical component behind sustained action. It's easy to start movement toward something. However, sustaining that positive movement or motion is quite another.

Do you, for example, really believe (I mean really) that you can accomplish a series of tasks that lead to a successful outcome? In his fabulous book, Man's Search for Meaning, Dr. Viktor Frankl made this point clear.

As a prisoner in a Nazi detention camp during World War II, he saw thousands of his fellow prisoners die from a full range of diseases and mistreatment while he, and a small number of others, survived. His premise was that those who survived had a greater reason to do so - plus they really, really believed that they would.

Compare your situation to his. I'll bet you have no prison guards who are trying to harm (or even kill) you, you can, likely, get 3 meals a day and have hope for the future.

It's really simple:

      1. Be enthusiastic.
      2. Believe you can accomplish those things you're most enthusiastic about.

Submitted by: bill
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