Category Archives: Uncategorized

Easy or Difficult?

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Have you ever thought about how easy or difficult it is to do business with your company?

I look at other businesses and items of interest, especially on the internet. Many times I turn away and do not get any information about the company or its products. If before I see the product or service I have to give my contact information or worse, a credit card to see something free — I leave!

Having said that — I started looking at doing business with my company. Is it easy or difficult? My conclusion was that it was difficult. We didn't really make things easy.

So now I am on a quest of making this business easy to get information and do business with us. Not an easy quick task. However, I am continually reviewing our practices and asking — “What makes doing business with us easier?”

Is it easy or difficult to do business with your company? Good luck — !

I am going to make doing business with us easier.

Make 2019 your best year yet!

Sales, Selling — Follow-up?

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Ask a sales person –

“When is the best time to follow-up with XYZ customer?”

“When is the best time to follow-up on a recent quote?

“When is the best time to follow-up on “Blah, Blah, Blah?”

All too often we hear, It’s too early, or I am not sure now is the right time, or I don’t want to bug the Buyer/Customer/Etc.

Have you ever taken the time to think about “Follow-Up” in selling?

Some sales people follow-up too often and disturb/disrupt the potential customer.  It is estimated that you need 7 contacts with potential clients/customers before a transaction happens.

I am self-taught in selling and when I found a really good system I latched on to it.  I have been using the Sandler Selling system for over fifteen years. (I would be happy to provide my contacts to anyone interested.)

A great technique that I learned and use is the Sandler Technique of using an Up-Front Contract with potential customers.

Simply ask the prospect/Client for the next time contact would be appropriate.  Set an exact date and time if possible or get at least a time frame for contact — Then do what was agreed upon!

Too many times I have had sales people working for me or trying to sell to me stop — after the very first call.

Never get caught in this trap —

It’s too soon to call — Now it’s too late the order was let to someone else.

Make 2019 your best year yet!

Daily sales behaviors?

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Daily behaviors completed and measured get results. 

I utilize and require sales people working with me to use a tracking system consisting of 7,500 points per year. I know that if a sales person 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.

Many sales people won't do daily behaviors. Doing and tracking is hard. 

A lot of sales people get little or no training in selling behaviors. I’ve met, hired and fired sales people who are afraid of the accountability a system creates. 

Couple a good behavioral system with consistent on-going training and sales happen. 

The system can actually be set up for the entire year. Think about that. Set up your sales schedule for the next twelve months, do the daily behaviors and watch your income go to where you want it to go and no excuses.

POWERFUL STUFF!

Contact me for more point system information. I'll also direct you to some good sales training to go with it.

Make 2019 your best year yet!

Do you the persistence and determination to be in sales?

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I found the following writeup from a speech made by Calvin Coolidge our 30th President of the United States. Take time and think about this as applied to sales:

PERSISTENCE, DETERMINATION: KEY TO SUCCESS. “Nothing in the world, can take the place of PERSISTENCE and DETERMINATION: Talent will not; nothing is more common, than unsuccessful people with talent. Genius will not; un rewarded genius is almost a proverb.

“Nothing in the world, can take the place of PERSISTENCE and DETERMINATION:

Talent will not; nothing is more common, than unsuccessful people with talent.

Genius will not; un rewarded genius is almost a proverb.

Education will not; the world is full of educated derelicts. PERSISTENCE and DETERMINATION alone, are almost omnipotent. Now I'm not saying you should not get an education, but you can have an education, and be weak inside, and never experience the opportunity that education could have provided for you, because you just didn't have the persistence and determination to make it happen.”

—–Attributed to Calvin Coolidge 30th President of the USA.

Want help in sales? Let's talk!

Make 2020 and 2021 your best years yet!

A sales tracking system completed daily = Sales Success!

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Do you have a sales process and daily system for generating business?  I do!  I have developed and use a sales process involving daily point accumulation.  Diligently follow a selling process and create sales.

Daily point accumulation allows for measurement and tracking of the sales process.  Daily work on this process coupled with good sales training creates a dynamite selling opportunity — almost guaranteed (Some sales people just don’t get it!)

Do you have a process and training to keep your sales group on Track?

Make 2019 your best year yet!

Business with the government?

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Does your company do business with the government?  I did with my last company and have just started with my current company.  There is a very large “RIVER” of bids coming out daily.  Once you figure out what you can sell to the government learn the process and get going.

Many people talk with me about how hard or how easy it is to begin selling to the government.  I have helped several companies get started.  The process is not complicated.  However, it does take consistent effort, daily oversight and certainly work.

If interested — Contact me, let’s talk.

Make 2019 your best year yet!

Do you have a solid process for tracking and following sales?

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As a CEO/President for many years I can attest to the following:

According to the National Sales Executive Association,

  • 12% of sales people only make three contacts and stop
  • Only 10% of sales people make more than three contacts
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the 5th to 12th or more contacts

Sales people need a process, a culture of sales/selling success and on-going training.  I work a daily process for myself. 

We as managers need solid information to see the sales process.  Too many times it is treated as “Magic that just happens”.  I help set up and refine the daily grind of sales measurement.  If interested – Let’s talk!

Make 2019 your best year yet!

A really great book! – The Richest man in Babylon! Get and Read it!

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I have met, listened to and read business and life philosopher Jim Rohn’s advice for many years.  Jim Rohn spoke about and recommended a book: The Richest Man in Babylon by George S. Clason. 

“The secret to personal financial success is believing and practicing the axiom:  Part of all you earn is yours to keep.  Learn to live on less than you make and save the balance for yourself.” (George Clason, 1952). 

Jim Rohn mentioned: “I’ve recommended this book to over 4 million people over the past 40 years with the promise that can help you create financial independence, and probably less than 10 percent have gone out to buy it.  Don’t let that be you!  Go out and find, buy and read this book!”

At one point in my career I committed to giving the book out.  However, after a while I would ask people if they read it – Generally the answer was no.  So, I keep talking about it and like Jim Rohn I urge people to get it.

The book is an easy fast read, packed with ideas for financial success.

Make 2019 your best year yet!  Get the book The Richest Man in Babylon

Are enough contacts made for a sale?

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As a CEO/President for many years I can attest to the following:

According to the National Sales Executive Association,

  • 12% of sales people only make three contacts and stop
  • only 10% of sales people make more than three contacts
  • 2% of sales are made on the first contact
  • 3% of sales are made on the second contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the 5th to 12th or more contacts

Sales people need on-going training, a process and a culture of sales / selling success. 

I work a daily process for myself, interested sales management and sales people.

Let me know your thoughts — 

Want to see more sales info? PTW Lifestyle

Make 2019 your best year yet!

Goals – 3 tips to keep your goals moving for 2019!

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I read that some people already have stopped working on their Goals for year 2019.  Hopefully you have made it easy to see your goals and review them for progress.

Here are 3 tips to keep your goals moving for 2019:

  1. Make sure you have goals written down and easy to find.
  2. Look at your goals daily.  Make time to work on your goals daily, even if you spend a few minutes.
  3. If a goal seems to hard, revise it.  Look at smaller parts of each goal to work on, don’t give up.

 Make 2019 your best year yet!