We have nothing scheduled at the moment.

The next likely talks will be in mid-to-late July. If you want to catch one, watch for an email notification in one of your newsletters from us or any updates via twitter. You can subscribe to our email newsletter here.

How to help your team to keep from going through the motions
(15 minutes – free)

09.06.11

8 am Eastern | 7 am Central | 5 am Pacific (click here)
11 am Eastern | 10 am Central | 8 am Pacific (click here)
5 pm Eastern | 4 pm Central | 2 pm Pacific (click here)

09.07.11

8 am Eastern | 7 am Central | 5 am Pacific (click here)
11 am Eastern | 10 am Central | 8 am Pacific (click here)
5 pm Eastern | 4 pm Central | 2 pm Pacific (click here)

Sometimes there’s limited space, so please check-in 10 minutes early on the day of the webinar. Please.

At the moment, we’re not archiving these. If you want to catch one but can’t make one, watch for an email notification in one of your newsletters from us or any updates via twitter. You can subscribe to our email newsletter here.

– Benjamin Franklin (1706–1790)
American statesman, scientist, and printer

luck: noun: a force that makes things happen

You want more luck? Be the force that makes it happen…

1. Prepare. Work hard to be ready for the opportunities that are important to you. Research. Practice. Perfect.
2. Be awake. Pay attention to the people, events, and things around you. Evaluate logically and trust your gut instinct.
3. Take action. Put yourself out there. Explore. Be vulnerable. Make contact with people. Take risks.
4. Expect positive results. Optimism improves your chances. If (when) you fail, embrace the lesson and continue on, smarter.

That’s it. Now go be lucky (and sell something).

Get the Be Push Your Luck™ pocket card.

Get the Push Your Luck™ wristband.

__________

Connect with Sam (guy behind this stuff)…

Facebook | LinkedIn | Google+ | Twitter

Copyright © 2010 by Give More Media Inc. This was written by Sam Parker. If you’d like to tell people about it somewhere (e.g., blog, newsletter, Facebook, social media), please reference Sam Parker of JustSell.com as the author and link directly to the article. Excerpts are great but please don’t publish the article in its entirety without advanced written permission (email Sam using the address at the bottom of this page).

Push Your Luck™ is a trademark of Give More Media Inc.

Black
800×600
1024×768
1280×1024
1440×900
1680×1050

White
800×600
1024×768
1280×1024
1440×900
1680×1050

Black
800×600
1024×768
1280×1024
1440×900
1680×1050

White
800×600
1024×768
1280×1024
1440×900
1680×1050

Black
800×600
1024×768
1280×1024
1440×900
1680×1050

White
800×600
1024×768
1280×1024
1440×900
1680×1050

Get printable versions of sales months (for cubes and bulletin boards).

To set a Sales Month wallpaper as your desktop…

1. Choose an image
2. Click on the link that is closest to your screen’s resolution
3. Once it appears in your browser, right click on the image
4. Choose "set as background"

Those are your quarterly sales days of opportunity for 2012 (251 in all… give or take a few here and there depending on where you are).

Roughly 21 days per month. (Put like that, it seems like so few, doesn’t it?)

To lose only two each month to fatigue or a desire to wait for a better day to make the call, would be to lose more than a full month of sales days each year.

Protect your sales days like your money (because that’s what they are).

Get printable sales months.

Should we do more? Of course.

Most of us work extremely hard to bring in new customers and once we do, we’re given an opportunity to begin building a "barrier to entry" for our competitors – a much more enjoyable position than fighting through gatekeepers and prospect apathy.

A quick sales check…

During a typical year, how many non-verbal expressions of gratitude do you and your team give to your important prospects and/ or customers (beyond an email)?
 
What’s the appropriate number? Tough to say, really. It depends on so many different variables (e.g., your margins – what you can afford, the potential future business from the customer and/ or the customer’s colleagues – referrals, what your customer might personally feel is appropriate, etc.).

Start with a handwritten note of thanks – making it a rule rather than the exception (see page X for the 4 basics behind a written thank you – and a couple samples).
 
Then, invest some time outside the money hours (you and/ or your team) in developing some creative ways to show your gratitude year-round. Embrace one of the 8 ideas on page X, or let them inspire you to go even further.

There are roughly 250 sales days a year for most people. Each is an opportunity to sell. Each is an opportunity for gratitude.

Be real. Be constant. Begin.

Just Sell®

____________________

4 basics of thank you notes

Be prompt

Write a thank-you note within 72 hours of the event (deal, meeting, dinner, referral, etc.). Procrastination can lead to missing the opportunity altogether.

Be professional

Write your note on quality stationery (or in a quality card) using your best handwriting. Consider getting note cards or stationery professionally printed. They can be imprinted with your company’s name and logo, your name or monogram, or you could print them with a special picture or drawing you’ve created or licensed.

Be specific and brief

Specifically identify the event for which you’re thanking the individual ("Thanks for arranging a meeting with your CEO, Mr. Jones".). Explain how the event or gesture is meaningful to you. Minimize corporate speak and have fun if appropriate given your knowledge of the recipient’s personality ("As you probably know, being referred is so much more enjoyable (for everyone, I think) than the cold call."). Try not to exceed 100 words.

Be real

You might suggest a future business meeting, an informal lunch, or making contact at an upcoming professional event ("Let’s grab lunch at the XYZ Conference next month."). If you have an established relationship, then include a more personal note related to the event prompting the thanks. You might reference a recent personal conversation, mention an upcoming event or recommend a book you know matches the person’s interests, or offer a round of golf at your club ("Come on out to the club with me to show off that new putter."). This shows you value the relationship beyond the gesture.

Sample notes

Dear Tom,

Thanks for selecting ABC for XYZ Inc.’s marketing needs. I appreciate your confidence in our services and the opportunity to further develop the concepts we discussed.

I’ll follow up with you in a couple weeks to get your thoughts on our team’s progress.

In the meantime, please call or email if you need anything at all.

Sincerely,

Max Pitch

____________________

Dear Jennifer,

Thank you so much for the introduction to Bob Jones at XYZ. I appreciate your confidence in our service. Referrals allow us to focus even more on service (which we love).

I’ll see you at the LMN convention in New York next month. Let’s make time for lunch.

Best regards,

Maxine Pitch

P.S. What a great seminar! If we can implement just one of those ideas, then we’ll be on the right track

____________________

8 ideas beyond the note

Keep in mind… these ideas are a starting point. Whether one is fitting depends upon your individual sales world and individual business relationships. Use your best judgment in matching the expression of gratitude, whether it’s periodic or a one-time gesture, to the event and relationship. Above all, make it real and make it about them.

Food

Whether it’s a food basket, pizza, or bagels for an office, food gets noticed (and appreciated) – not only by your primary contacts, but also by their colleagues or families. The "who sent this?" question is sure to follow, giving you and your company an added mention. (one of our personal favorites)

Blank-of-the-month clubs

Clubs that send a particular item (e.g, food, books, music, wine, clothing, etc.) every month are a great way to be sure your contacts are reminded of your gratitude (and relationship) at least once a month without you calling.

Luxury time savers

Time is life’s most valuable commodity. It’s the only thing we can’t get back. Consider a time-saving gift for your most valuable people such as…

• Maid service (for a day or periodically)
• Car detailing (once or on a regular basis)
• Personal assistant services
• Monthly manicures
• Dry cleaning services

Customized items

Hundreds of food, drink, and gift products can be customized with your name, message, or company logo. A couple of unique thoughts include customized M&M candies (http://mymms.com/business) or creating your own customized gift items through CafePress.com (http://www.cafepress.com) or Zazzle.com (http://www.zazzle.com).

Helpful resources specific to a life event or interest

Weddings, becoming a parent, buying a first home, and getting a pet all provide genuine opportunities to express interest in and gratitude toward your most important people. Ideas here might include…

• A book, audio series, or special magazine subscription on parenting for the new mother or father
• A subscription to a blogging service for your contacts who’ve always wanted to write a book
• A bone for the new dog owner
• Home-delivered meal for the person who’s just moved into a new house
• An online class
• A donation to a charity in the name of your contact or your contact’s business

Hobby-related items

Hobby-related gifts ideas are almost endless given the depths a hobby can go. Find items related to your contact’s known hobbies at mainstream stores, or go deeper, looking for rare finds and collectors’ items at places like eBay. Tickets to hobby-related events or classes might also be appreciated (e.g., cooking, design, sports, music, etc.).

Entertainment

Online movie memberships with Netflix or Blockbuster provide a great regular reminder of your gratitude (or just a DVD of a favorite movie mentioned). Other ideas include…

• Tickets to sporting or musical events
• Gift certificates to a local restaurant
•  iTunes gift cards
•  iPod shuffle w/ several songs preloaded
• Satellite radio unit with an annual subscription

Real business or real leads

The holy grail. Enough said.

 
Now go sell something.~>

Connect with Sam (guy behind this stuff)…

Facebook | LinkedIn | Google+ | Twitter

It’s getting to the point where Tuesdays are the new week. (Wednesday is hump day, Thursdays are almost Fridays, Fridays are practically the weekend and Mondays… They’re for ramping up.)

It’s time for a little luksa (it’s Polish for “let us kick some @$$”… not really… just an acronym we made up).

Could you spark a little positive revolution and help someone break out of the TGIF mentality (or yourself if it applies)? Could you help inspire a “let’s kick some @$$” Monday morning start to the week?

Wouldn’t both be more fun (and profitable)? How about just starting it at home?

Connect with Sam (guy behind this stuff)…

Facebook | LinkedIn | Google+ | Twitter

Warren Buffett (1930 – )
American  businessman and philanthropist

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 mistake anything more than a lesson on how not to do something. We need to learn from our experiences and accept them as tuition for future success. 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.

Get the Be Resilient pocket card.

Connect with Sam (guy behind this stuff)…

Facebook | LinkedIn | Google+ | Twitter

__________

Copyright © 2010 by Give More Media Inc. This was written by Sam Parker. If you’d like to tell people about it somewhere (e.g., blog, newsletter, Facebook, social media), please reference Sam Parker of JustSell.com as the author and link directly to the article. Excerpts are great but please don’t publish the article in its entirety without advanced written permission (email Sam using the address at the bottom of this page).

No money.
No timeline for implementation.
No perceived urgency, no need, or other pressing priorities.

Whatever the reason, you know you should invest your time elsewhere.

You need a clean exit – an exit that’ll allow you to move on without offending the prospect, while also leaving the door open for future contact initiated by them or you.

Invest some time outside the money hours* (on your own or with your team) in creating a couple of solid and polite exit statements for those difficult sales situations where you know you can better serve elsewhere (at least for now).

A professional and courteous exit will help you create good will and plant seeds among people who may one day become qualified prospects. And remember – you reap what you sow.

*money hours: the hours in a sales day where one can talk with prospects and/ or customers… the most valuable hours of the day

____________________

Sample exit statements…

“At the moment, I’m not sure we can provide enough value to you but I’d like to keep in touch should things change. May I keep in touch periodically?”

“That sounds like an exciting project. We may be a little early in our discussions given all of your priorities. May I give you a call in two months?”

“Wow, you really have your hands full at the moment. Perhaps we should talk again in a few months and let you focus on these other priorities. May I add you to our company newsletter?”

(Get these exits with the Qualifying Guide.)

Now go sell something.~>

The last thing we want to do is annoy them.

It’s never our intent. But our intent doesn’t matter.

What we do matters.

Here are the sales facts…

They don’t like it when…

• we’re pushy
• we call too much
• we’re "just checking in"
• we’re unprepared
• we’re disrespectful of their time
• we keep calling if they say they’re not interested
• we don’t respond fast enough
• we appear not to understand them, their industry, their situations, and their challenges
• we don’t work in their interest
• we don’t listen
• we don’t know about our own products/ services
• we’re rude, arrogant, or inattentive
• we’re vague or unclear
• they’re made to feel like they’re interrupting us
• we seem like we’re "just trying to sell them something"

And, they can’t stand it when we won’t take no for an answer.

What do they like?

A return on their investment (to get more, to save more, to look good, to feel good, to be loved).

That’s it.

Anything else and we’re wasting their time (and ours).

Don’t be sales dumb. Be SalesBright.

(Managers: One way to be sure you and your team avoid annoying)

Get the Listen > Talk Wristband

Now go sell something.~>

Connect with Sam (guy behind this stuff)…

Facebook | LinkedIn | Google+ | Twitter