–Eugéne Delacroix (1798–1863)
French artist

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Sales tech tip…

Get specific address information and phone numbers sent to your cell phone or personal device by text messaging Google – perfect for those last minute "I forgot the number/ address" moments on the way to a sales call or when setting up dinner reservations with an important client (or figuring out who else you might see if an appointment cancels or runs shorter than expected).

Here’s how…

1. Set up Google in the contacts list of your device in the same way you add a friend
2. Add Google’s number as 466453 (you can do this each time without adding it to your contact list, as well)
3. Type in the name of the business or person on which you want the information, the city, and the state and send it as a text message (sometimes just the zip code will do – even part of a name or a misspelling will work at times)
4. Within 5-10 seconds (this is our experience), if the information is available, it’ll be sent back to your device

Absolutely wonderful. Learn more or tip off your most important people (clients, colleagues, family) by forwarding this email.

(If you’ve not seen it (4 minutes), Louis CK will have you laughing here about our challenge with being astonished – well-earned break only.)

–Kim Clijsters (1983 – )
Belgian professional tennis player
2-time U.S. Open champion

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Sales truth…

You don’t know everything.

You do know that, don’t you?

Continual learning is a basic necessity to professional improvement and in many cases it’s other people who will help you get there.

But only if you’re coachable. Are you?

To be coachable means to be…

• Approachable
• Attentive
• Receptive
• Curious
• Objective
• Trusting
• Shapeable
• Confident

It means you must listen with the intent to learn rather than to show what you know – exactly the type of listening required in the sales process. (be no ego)

Get more insight and a quick 8-point check on your coachability.

(The 2010 U.S. Open Tennis Tournament begins today. Clijsters is the defending champion. Tons of ways to stay in the loop over the next two weeks.)

If you know a principal or teacher who might like to present this to their students, please forward this to them. They can pick up a copy of the slides and the script at http://www.GiveMore.com/cross. If they’d like to show this narrated version to a group of students, they can purchase it here.

We also have versions for colleges, coaches, and companies/organizations.

(Read the original essay here.)

Sales leaders: If you’d like to present this to your people, you can pick up a copy of the slides and the script at http://www.GiveMore.com/cross. If you’d like to show this narrated version to a group of people, you can purchase it here.

We also have versions for colleges, coaches, and schools (high and middle).

Know a student who could use the message? Send them to this version.

(Read the original essay here.)

–Martin Luther King, Jr. (1929–1968)
American civil rights leader
Nobel Peace Prize winner

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Sales inspiration…

Martin Luther King lived for just over 39 years.

He traveled over six million miles, spoke on over 2500 occasions, became an icon for civil rights, was the youngest Time magazine Man of the Year (35), and won the 1964 Nobel Peace Prize.

When you have some time (outside the money hours, of course), enjoy his "I Have a Dream" speech (he was 34 when he delivered it at the Lincoln Memorial… unreal), read his Nobel Prize acceptance, or listen to this quick audio clip from his Drum Major Instinct sermon for a little inspiration (full text of the speech).

(Tomorrow’s the 47th anniversary of King’s delivery of "I Have a Dream" at the Lincoln Memorial in Washington D.C.)

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I’ve been loving King’s book "Strength to Love" recently. If you’re a fan, I highly recommend it.

Martin Luther King lived for just over 39 years.

He traveled over six million miles, spoke on over 2500 occasions, became an icon for civil rights, was the youngest Time magazine Man of the Year (35), and won the 1964 Nobel Peace Prize.

He was 34 when he delivered the speech above (unreal).

When you have some time (outside the money hours, of course), enjoy his Nobel Prize acceptance, or listen to this quick audio clip from his Drum Major Instinct sermon for a little inspiration (full text of the speech).

–St. Francis de Sales (1567–1622)
French bishop and writer

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Sales list…

What are the most common "drag you down, get in the way of success" thoughts?

• Defeatist (accepting, expecting, or being resigned to defeat)
• Cynical (contemptuously distrustful of human nature and motives)
• Vindictive (seeking revenge)
• Blame/ Fault (who cares? what are we going to do now?)
• Wishful (do what you can to influence the deal and keep moving)
• Self-pity (get over yourself… complain less… especially to yourself)

Get the complete list (5 more) and a printable reminder.

(Some definitions provided by Merriam-Webster. Most popular thoughts provided by your JustSell team. They’re not our thoughts, you understand. We have friends with these thoughts.)

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Are you and your team asking the right questions? Here are the top 30 open-ended questions in sales.

–Colin Powell (1937 – )
former U.S. Secretary of State

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Sales thought…

There’s nothing more powerful to the salesday than enthusiasm. It excites everyone to positive action…

• you
• your team
• your prospect
• the new customer you just brought on board
• the internal department responsible for the delivery of what you just sold
• the receptionist who talks with your prospects and customers first

As you work with your people today (and tomorrow) your level of enthusiasm will impact all of them (one way or the other). What do you want your impact to be?

TGIS: Thank God it’s Smonday

(Smonday: the first sales day of the week for a Smover — one who
smiles & moves)

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If you have 2 minutes… Inspiring enthusiasm from my boys.

And this one from Nike is a favorite of mine too… better for Smorning people than late risers. (Get up 15 minutes earlier each day and get 90 waking hours back every year in time… MMMMM)

–Victoria Holt (1906–1993)
British writer

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Sales encouragement…

complainless: (adj.) 1. to be free of complaints 2. a pleasure to be around

Your words move others. Your words move you.

Let yours send everyone in the right direction.

Here’s how to be "ComplainLess"…

1. Be aware. Recognize your typical paths to complaining – what (who) sparks your tendency to gripe. Minimize your exposure to them (eliminating those ‘sparks’ altogether may not always be realistic or the best thing). Know that your grumbling is a complete waste of energy.
2. Be thankful. Regularly reflect on all the good in your life (people, opportunities, things). Understand and enjoy how lucky you really are. Be entitled to nothing.
3. Pause before you begin. Clip a complaint as you feel it coming. Put a smile or thoughtful statement in its path. Blame no one. Blame nothing.
4. Be accountable. Focus on solving problems rather than having them (especially with prospects and customers). Set the example for others and recommit when you slip. Care for yourself and create a positive habit.

Simple. More enjoyable for everyone. SalesTough.

(get the ComplainLess card)

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If you’ve not seen it, on a well-earned break, here’s a hilarious 4.5 minute video clip that speaks to the being "ComplainLess" (from comedian Louis CK on Late Night with Conan O’Brien).

Let it help you be more amazed (and maybe pass it along to those who could use a gentle reminder that in many cases, we’re luckier than we think).

For a different twist on complaints, here are 3 minutes from Monty Python’s classic sketch, Four Yorkshiremen.

–Franklin Delano Roosevelt (1882–1945)
32nd president of the United States

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Sales inspiration…

Remember… We are The Economy. (That includes you.)

Continued recovery depends on the work we do today… regardless of difficulty.

The US Navy SEALS have a creed they live by in their work. A few of our favorite lines are…

• The lives of my teammates and the success of the mission depend on me… (individual accountability)
• If knocked down, I will get back up, every time. (resilience)
• In the worst of conditions, the legacy of my teammates steadies my resolve and silently guides my every deed. (purpose)
• By wearing the Trident I accept the responsibility of my chosen profession and way of life. It is a privilege that I must earn every day. (commitment)

What if we all had a Trident for our work – something that says we truly accept the responsibility for our chosen profession – and we did it?

You up for it?

(the entire creed with a printable version)

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Do you have your JustSell Closing Checklist (includes 11 closing sample statements)?