Long time!

It's been a long time since I have been able to get on. The email and the computer crashed last week, and I was in Boston. I could not fix anything from there. I never thought that I would be so dependent on this way to communicate. But, my god, it was terrible not to be able to be in touch with anyone. I found myself at a loss why to do, and all I did was call everyone I could think that I needed to reach out to.

The worse thing was that I lost emails for the entire week, and have no idea what that meant in terms of possible sales and follow up. Very bad!

I always ask you what could be learned by all of this: carry two tin cans and some string and it might work???!!!

Good Selling, glad to be be back.

Steve

Tuesday

I was working on another book last night, and came across the taxi story that I ave been telling for a long time.

It is about a taxi driver who was able to figure out how much money he made each day, each week, each month and and each year. The reason; to be able to work only 9 month in a year.

He had this down to a science, where to go on any given day, what the typical fares would be, and the tips. He knew everything there was to know about NYC and his base.

As a sales person you should know your base. How much you make every day, etc. You need this to remind yourself how much each hour cost you when you are not productive.

Have you calculated your earnings, or is your plan just "hope".

Good Selling,

Steve

Value

"There is nothing less valuable than an idea not implemented."

Good Selling,

Steve

H&H

It is hot and humid in New York, the worse kind of weather to be walking around. Of course, I could say that when it is raining, too cold, too hot, too anything!

I went to see a new prospect this afternoon, and the first thing that I noticed was that all the sales people were at their desks...in the middle of the afternoon. When I asked why, the answer was that it was too hot!

I could not believe my ears, that someone actually said that to me! How could any sales person use anything short of the earth falling as a reason not to go out. The problem, as I see it is not really with the rep but with the manager who accepts that as an answer.

I was on three appointments today, and at the first, the executive asked me if he could really 'motivate' his sales force. My answer was no. We might be able to inspire, but not motivate, that has to come from the person themselves. A manager can, though, set the tone of the office and the way in which the reps work. By accepting that it is OK not to go out on calls because it is too hot, sets the wrong tone.

Sorry I haven't written, but so much has been going on here, that I was just off track for the weekend.

Good Selling,

Steve

Something to think about

If you were to leave this place...use the word "die" ...how many boxes would it take to pack your stuff?

For most people it is 1, just 1 box and they are out of here.

Isn't that something to think about?

Good Selling,

Steve