–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.)

–Friedrich Nietzsche (1844–1900)
German philosopher

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Sales evaluation…

Do your actions…

1. create a positive buzz about you and your work?
2. make others want you as a part of their team?
3. make your employer cringe at the thought of losing you to a competitor?
4. make your customers excited about referring you to their colleagues?

You want your actions to scream value without the need for you to say a word. This is where you want to be – with those in your company and industry – and with those to whom you’re selling.

This is what creates true economic and job security – the value you and your team create for others.

This is care (what it’s all about).

When you have the opportunity over the next few days, set a reminder to review these four questions at the end of each month. Then, give yourself a little (objective) attention by reviewing them and creating an action plan to improve in each area where you feel you should.

Easier said than done… still needs to be done.

Dig deeper and learn the 6 fundamentals of sales value (SalesTough #8).

–Paulo Coelho (1947 – )
Brazilian writer

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Sales thought…

Comfort. Risk. Both are enjoyable.

One we strive to create. One we try to minimize.

One can make us lazy. One can make us stronger.

When did you last risk failure? When did you last leave your comfort zone?

212 challenge… Step out of your comfort zone once more each week and create over 50 additional opportunities for excitement, challenge and possibility each year. This is what life’s about.

It’s been said that youth is wasted on the young. By taking risks, we assure life isn’t wasted on the living.

(from the book, 212° the extra degree® — 3.5-minute video version here)

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Today’s quote is from Coelho’s modern classic, The Alchemist — a great little parable about following one’s dreams — an inspiration to millions of people (including your Just Sell cofounders).

–Mary Pickford (1892–1979)
Canadian actress
Co-founder of United Artists

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Sales resilience…

resilience: noun: an ability to recover from or adjust easily to misfortune or change (from Merriam-Webster)

We all fail from time-to-time (our doing, someone else’s doing, something else’s doing, a combination of each). It’s life.

To be resilient…

1. Focus on results. Embrace the fact that results are what we’re all really after. Effort and attempts are great first steps, but we need to act with commitment to delivering (just like we want people to do for us).
2. Make lessons of failures. Minimize the tendency to make a failure or mistake anything more than a lesson on how not to do something. We need to learn from our mistakes and truly accept them as tuition for succeeding later. And yes… Our mistakes might put us in a bind at times and have some uncomfortable consequences but again, that’s real life.
3. Continue on. Smarter.
4. Reinforce. Support each other (and ourselves) by continually reminding and encouraging one another to deliver on the first three points.

That’s it. Let’s practice it more.

Encourage resilience and email this reminder to someone.

–William Shakespeare (1564–1616)
English playwright and poet

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Sales push…

What life are you waiting for…

to…

• wake up
• do your work
• take the risk
• make the call
• bounce back
• make contact
• give more
• enjoy more
• encourage more
• be patient
• listen more
• close more
• care

This is that sign you’re looking for.

Be SalesTough and Just Sell.

"Look around, leaves are brown
And the sky is a hazy shade of winter."

Paul Simon (1941 – )
American music artist

(tic toc)

–Miguel de Cervantes (1547–1616)
Spanish writer

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Sales resilience…

resilience: noun: an ability to recover from or adjust easily to misfortune or change (from Merriam-Webster)

We all fail from time-to-time (our doing, someone else’s doing, something else’s doing, a combination of each). It’s life.

To be resilient…

1. Remember and embrace the fact that results are what we’re all really after. Effort and attempts are great first steps but we need to act with commitment to delivering (just like we want people to do for us).
2. Minimize our tendency to make a failure or mistake anything more than a lesson on how not to do something – to learn from our mistakes and truly accept them as tuition for succeeding later. And yes… Our mistakes might put us in a bind at times and have some uncomfortable consequences but again, that’s real life.
3. Continue on… smarter.
4. Support each other (and ourselves) by continually reminding and encouraging one another to deliver on the first three.

That’s it. Let’s practice it more.

(4 points: Results-focused. Failures are lessons. Continue on. Reinforce.)

Encourage resilience and email this reminder to someone.

–Susan B. Anthony (1820–1906)
American activist for women’s suffrage

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Sales check…

How long has it been since you tried something new in your sales process? Is there something you’d like to do or push on a little more than you’re currently comfortable doing?

Remember… If you never fail, you’re never pushing it. (and that’s not okay)

Set a risk goal per week or month and make sure you hit it.

(one benefit of risking failure? success)

And remember…

You have to cross the line every once in a while to know where it is.

Need a little more inspiration? Here’s 4.5 minutes of Jordan letting us know what love is. Great even if you’re not a basketball fan.

Got a favorite? Email us.