Schedule for the week

This is a busy week for me. Tomorrow I get up at the great time of 3am to fly to LA. I will be there for three days. I have a sales meeting as soon as I get off the plane, and then one right afterwards. Another meeting on Tuesday and then one in SD on Wednesday. I will fly back Thursday.

Just thought I would let you know that traveling is back, I had been off the road for the past three weeks, but it is time to get back into the swing of it.

Sometimes I get tired, too, of the pressures of every day selling. A woman asked me if I was retired the other day, and I guess I DO look my age!!!!

Good selling,

Steve

Five new things

There are five items that I think are important for a sales person to remember. Here we go:

1. Always be as positive as you can be, every day, no matter what happens.

2. Be prepared for every objection that a prospect can throw at you. There should be no surprises in sales.

3. Carry business cards with you, ALWAYS. You don't know how many times I have asked for cards after hours, and people just look at me like I have 2 heads. I always have my card why don't they have one too?

4. Take each and every sale personally. It is the way that you make your money. This thing about "rejection" is full of crap. It hurts when someone says NO to you. At least it does to me.

5. No one ever gets up saying they will be stupid for the day. We all make mistakes. Its OK. Just learn from them.

Good selling,

Steve

It is Wednesday, over the hump!

Thank you all for attending the on line seminar that I just completed. There were at least people from overseas as well as the us on the line. It was great.

I am always happiest when I get to Wednesday. Its like the hump is over and now we wind down. The problem today is that I am so wound up because of the webinar that it is hard to come down. Everything went well, and we had great participation! Can not tell you how much that means to me. Also, more and more people are finding their way to here, and I am getting off line comments. Do not be afraid to leave a comment or two here.

selling is great but remember:
prospect like there is no tomorrow
know your stuff
be prepared for anything, it will happen
be nice
do something kind today and maybe tomorrow, too
take some time to think about what you have accomplished, you have done allot
call someone that you want to do business with and just tell them that!
take a breather, enjoy it, its not that serious all the time


Good selling, Steve

contact us at www.dei-sales.com

Long time, thanks for hanging in

I am back. As I mentioned before there has been a lot of activity lately. We just landed another deal where I will be going to RUSSIA to work with one of the largest investment banks there. It should be very interesting.

I hope that your business is going well, and that the prospecting that you did months ago is paying off big time. And, don't forget that you need to prospect every day.

The new book that I am working on, "How to Beat the Born Sales Person" is about half way though, and I will let you know when it is done. It should be in the store next spring.

Most of the ideas that I get for the books comes from other sales people. If you have a suggestion, let me know, and who knows! it could end up in a book.

As busy as we are here, there is still time to relax and check what we are doing. Maybe a good idea is for you to take a little time and go over your activity for the last few months, and check that you have been working effectively.

Stay focused, and good selling,

Steve

Turned out really well

Friday was an excellent day. I traveled to another city and began the process to get another sale. What is significant about this is that I KNOW it will not happen over night, and as a result, the beginning is what it is all about.

"What is he saying" you are asking.

Since I know that this sale will take awhile, I am not looking at this immediately. There is a lot of work to be done. But at the same time, I have to work on other deals to fill in. Now, mind you, I really thing this a big chance of closing. And, there are sales people that I know would count on the "one big one". Do not make that mistake. If this fails it will not be the end of the world for me.

Now, what do you think I am saying? LOL

Good selling,

Steve

Closed the deal

It seems that all the activity is starting to pay off. Closed a deal yesterday today. Everyone here is getting more appointments, which will turn into sales. The key here is to remember the sales cycle and take into consideration that anything started today, will not happen until the end of the cycle. YOU need to remember that, too.

Good Selling,

Steve

Networking

I have been asked if any of the networking groups are worth while. Anyone have an opinion about BNI?

Good Selling, Steve

Too Cocky???

A sales rep called me today to tell me how he lost a sale. His story is simple, and I know that most of can think of times that we have done the same thing. He was just too cocky!

He went into the meeting underestimating the level of professionalism of the group, and as a result he said, he talked down to them. Now mind you, he did not think that he did that, and if he did, he did not do it on purpose. But the feedback that he got was just that. The seven people in the room felt that he minimized them, and none were too happy about that.

When I asked him why he thought that happened, he said that he thought that he had the sale.

Just a reminder, no matter what, don't count on anything until the deal has been signed. And for the love of Pete, don't be too cocky about anything.

Good Selling,

Steve

End of summer

It is the end of the summer, and I feel that i need to point that out!!!??? Seriously, this is the time of the year when you should be able to predict how the year will end.

However, there is still time to beef up your sales by 1. closing any pending deals, and 2. by prospecting.

Too many sales people will let the next month ride, saying that people are really not ready to buy, which is far from the truth. People are back at their desks and business is going full steam. The economy is moving along at a pretty good pace. Despite the mortgage problems, the over all situation is good.

Make it priority, today, to reach out to people you have not talked to each summer. Find a reason to contact them, use the "idea" concept that I have written about before.

Look, I have the same problems everyone does, so while it seems easy for me to tell you to sell, I feel the same way, sometimes. Lets go!

Good selling,


Steve

Labor Day weekend

This has always been one of the most productive weekends that I have all year. For one thing, there is no business to be done today, tomorrow or Monday. It is a really day off on Monday, and there is nothing to prepare for the first day of the week.

What to do, what to do?

For me that answer is clear, sometime this holiday I will take a look at my notes and contacts for the past 9 months and evaluate what, if anything I could have done differently. This means be really, really, really honest with myself.

Then, I go through my business cards, outlook contacts, our CRM and come up with a list of people that I should call. I will put this on legal sized paper, and begin the process this weekend. Yes, this weekend. I know that I will not get anyone in, yet everyone I know has voice mail. I will leave messages, and they will be returned.

With Outlook, I can send emails to the people that I want to contact, and just tell them that I thinking of them which is true.

I will get emails back.

Finally, I will think about my existing clients and come to some conclusion how I can help them do better. Maybe there will be an idea or two that will come to mind. If so, I will suggest it. We have a new product, in fact, that might lend itself to some of these customers.

And when I am done, I will relax. After all I deserve it now.

Good selling, Steve

By the way check out the the new listing in Myspace! and Linked.