You only have 6 seconds to make a strong first impression!

When calling a new prospect, or anybody for that matter, you only have a few seconds to connect and stay on the call.

Tell them your name. Ask if they can talk for a short time. Tell them why you are calling.

When telling why you are calling — Try and make your “Why” so that they want to listen more. This is tricky and will take practice.

I always try and find out if they use or have need of my type products. If they do not, I usually ask if they know someone who does. This asking for a referral so early in the process, especially if you know you are not getting anywhere with this person is hard. However, I have found that if I make 25 calls and all are not good, but I get one name, I am one more potential person closer to a sale.

Get started doing this, practice, practice, practice and you will find your courage building. Many people know you are looking for business and many will be kind enough to help your success.

Does your Salesforce demonstrate daily consistent behaviors for sales success?

Daily behaviors completed and measured get results!

I have utilized and required salespeople to use a tracking system consisting of 7,500 points per year. I know that if a salesperson does the behaviors consistent with Prospecting, Telephone, Email, and Face-to-Face customer contact at a rate of about 33 points on average for 230 working days per year, can bring in $3,000,000+ in sales bookings for the company. It is a proven process. It works. A lot of salespeople get little or no training in selling behaviors. 

I’ve met, hired, and fired salespeople who are afraid of the accountability a system creates.  Couple a good behavioral system with consistent on-going training and sales happen. 

POWERFUL STUFF! #behaviors #habits #success

Covid, Social distancing, and now in for weather. Stay safe, stay warm and be Happy!

Today we are all faced with Covid, Social distancing, and now in the Dallas, Fort Worth area – Weather. We as many parts of the country are experiencing record cold and snow. Another reason to stay in, stay safe and stay warm.

I read about things Happy People DON'T do and thought this would be a good time to share the following (Unfortunately, I can't find the original author):

  • Happy people take responsibility and don't blame others for their problems.
  • Happy people stay away from using negative language.
  • Happy people don't overreact to the present moment when something bad happens,
  • Happy people don't feel trapped by current circumstances.
  • Happy people diversify. They don't focus on a single passion or relationship.
  • Happy people don't dwell on past failures.
  • Happy people don't spend more time than necessary around unhappy people.
  • Happy people don't procrastinate.

I hope this gives some food for thought. Have a great day, stay safe, stay warm, and be HAPPY!