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I have been around long enough to remember and miss its companionship in others. I have lived it and have built a career around it. I wouldn't think about doing anything without it. Still having it today sets me apart - which is great for my colleagues, customers and new sales - but sad, for I have seen what not having it does. I have seen morale eroded,Cheap Greg Lloyd Jersey, customers lost, careers derailed,Cheap Rey Maualuga Jersey, talent wasted, opportunities lost and people not well served. Perhaps you have seen similar outcomes. Sure, it has probably been missing in the business world for quite some time, but the void it has left has become more pronounced in the new economy. So pronounced, in fact, many seem to have forgotten that it was there in the first place - which is a bad way to do business. And its absence hurts. It hurts you and me, your people and my people, your business and my business - no matter what your business is. And when someone approaches you without it, you can tell right away. The kicker is that nobody takes it away from us - we abandon it ourselves, for no good reason. And in doing so we sabotage all that we do - in and out of business. For when we keep it, live it,Cheap Glenn Dorsey Jersey, and make it the backbone of our work we tap into a tremendous upside. We not only enable ourselves, we enable those around us to achieve great things - things far greater than the numbers or goals that are set for us. It can be just what is needed to succeed in business - and life today. Show it,Cheap LaDainian Tomlinson Jersey, use it, and share it: strength and success will follow whether you are the CEO,Cheap Bill Posluszny Jersey, a first week employee, or somewhere in between. I know, because it has been the secret of my success throughout my career. It is so simple and so obvious you may have forgotten about it. If you have, it's not too late to recover it. You really want to - it's that valuable. Trust. I hate to point out the obvious, but I noticed something. Actually, what I noticed is that something is missing: something valuable; something fundamental. Something so important business people ordinarily cannot do without it, although they try. It is often referred to as an intangible, but it is easily recognized when missing. It manifests itself in actions,Cheap Peyton Manning Jersey, and not in words.

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Wonder if you sent an offer of your own back to the sender? Would they delete your e-mail or would they read the offer at all? I think they would probably delete it and ask themselves what just happened?,Cheap Darrell Green Jersey Flooding everyone's email with offers they say is the best way to make a living on the Internet. I disagree and say offer good products at reasonable prices and make a long term business succeed. Bob Callahan I fix my recommendations to links on my blog so if you need specific material then these individuals will provide good material and not flood your e-mail box with junk mail. They will give good information on what you need specifically. A recent product launch landed 139 junk mails in my e-mail box in less than 48 hours what a surprised to me the frequency that received them. Each one detailing how it was the greatest thing since apple pie. I have to look in the mirror and have the opinion that I have did a good job for my client and not just filled my pocket. It will not make me as much on the quick side,Cheap Shaun Alexander Jersey, but the future will probably be much brighter so I choose not to be a part of the can spam marketers. Finding good people you can trust and depend on is hard,Cheap Lance Briggs Jersey, but it will be worth the time. I have friends who I know are making sales on the Internet and enjoy a good life from the Internet and I recommend them from time to time. Before I read another email of the Spammer that insists on flooding my e-mail box with junk I ask is this the only way to get business? Some people just never see the light that he or she will make the money for a little while and after a while they will just become annoying. To the spam salespeople you have been warned,Indianapolis Colts Jerseys! The spammer of the junk e-mails that we have to delete have a diverse perspective on which is annoying and which is not. I have always looked for long term relations with my sales to clients rather than the initial money.

,Cheap Derrick Burgess Jersey This is part of the "working smarter" mindset that salespeople seem to understand and appreciate. As a survey from Right Management and LinkedIn have confirmed, fewer than half of workers leave their desk to eat lunch. There is another major part of my daily routine -- lunch in the office. I almost never go out to lunch...not with a Realtor, lender or loan originator. That is because lunch is for losers, which sounds extreme but is actually a very solid concept. If our originators aren't able to take a call at their desk, it goes directly to their cell phone, which they are encouraged to answer right away. I have two desk phones, a BlackBerry and another cell phone, and all are usually ringing throughout the day. I understand that many people may still think the Lunch is for Losers attitude is too harsh and closely associated with a boiler room operation, so I am willing to soften it somewhat to Salespeople Who Take the Regular Lunch Hour are Losers...of Additional Income. My work day has significantly changed during the past 10 years - more e-mails,Cheap Dez Bryant Jersey, calls, and people to manage and fewer hours spent directly with customers. However, one of the constants is my focus on accomplishing a great deal every day. The morning commute to work enables me to get some of my "to do" list done and helps put me in the best working mindset. I think most salespeople could benefit from a self-motivational pep talk so that they look forward to the day, rather than dread the tasks they face. As I leave for home each evening I look forward to the following day. On the drive home, I reflect on what I and our entire company have accomplished and what we have to look forward to. I never want to lose that enthusiasm. I have a well-deserved reputation for carrying on multiple phone conversations simultaneously. Unlike others, my company eschews the use of voice mail. My belief is that if the phone has rung three times, it has rung two times too many. People shopping for a product or service typically do not want to wait for a call-back; they will find another salesperson who can offer the same item. Of course, I understand that salespeople do need to leave their offices. While we encourage customers to visit our offices, obviously this isn't always possible. Our customer service pledge ensures that we will meet with them at their home or office. In addition, many salespeople develop their initial base by being "on the road" to meet with clients. Once at the office, I close the door on my personal issues-a needed plumbing repair, weekend plans, and other potential distractions-to concentrate on my mission of closing more transactions and helping manage the company. As soon as I sit down, I'll begin taking calls from a wide variety of people: anxious clients, prospects, lenders,Cheap Garrett Hartley Jersey, Realtors and my own salespeople and support staff. Throughout the day I juggle a myriad of management tasks along with my own sales activity. While I now spend only about 40 percent of my day on personal sales, it remains the part about which I am most passionate. Making sales enables me to stay connected to the lifeblood of the company. I especially enjoy talking with prospects who challenge me with a series of objections or questions before we reach an agreement. Of course, I also have assistants to help manage incoming calls,Cheap Karl Mecklenburg Jersey, but the point is that I strive to get client's answers and address their concerns immediately, rather than having a long list of return calls. It is a more efficient use of time and also impresses customers when they think you are handling their issue right away. My time management system is simpler than most. Every evening I make a handwritten list of what I want to accomplish the following day,Cheap Willis McGahee Jersey, often waking up late at night to add a few new items. I review the daily assignments on my 45-minute ride to work, while also talking to clients,Cheap New York Jets Jerseys, assistants and business partners. Other studies have emphasized the importance of getting away from your desk during the work day. However, there are other ways to do so-such as long coffee breaks or a walk around the office building-without being absent during the valuable lunch hour. When I am speaking with a customer or lender and another phone rings, I will ask the first caller if they want me to call them back or if they can hold for a minute; they usually want to wait. Then I will see if I can briefly help the second caller or ask them to hold or wait for a return call; and then return to the initial conversation. Frequently I will have three to five calls under way at the same time; my record is 11 simultaneous conversations.

Sure, you may be able to come up with a great business proposal, but is that enough for the client to award your firm the project? It may be,Cheap Paul Posluszny Jersey, but don't count on it. Any client worth their salt is going to want more than that to go on, especially if they haven't worked with you before. Of course a client will want to confirm your qualifications. If the proposal project requires certain technical skills,Cheap Chris Williams Jersey, like the ability to build a first-class website, you'll need to produce evidence of successful websites your people have constructed. If the project involves the design of a new building,NFL Camouflage Realtree Jerseys, the client will want to see other buildings designed by you and your staff. Whatever the skills you profess to have, the client needs confirmation. And then there are the intangibles. What if the project runs into trouble, either from the client's side or that of the vendor? Can we count on you to be flexible enough to get the job done? Will you hire additional staff or take whatever steps are necessary to hold up your end? Will your staff go that extra mile for us? To summarize this article, a client wants a vendor they can totally depend on; one that ensures open and transparent communication at all times; one whose attitude is that we will do whatever it takes, within reason,Cheap Brandon Jacobs Jersey, to ensure that the project is successfully completed; one committed to the client's business being their top priority. With that assurance in hand, the client can give a business project the green light. Qualified is one thing; but can your firm do the work at this time? Do you have the staff to handle the job? What if you are exceptionally busy? Could you even take on one more job? No client wants their project in third place because you're too busy, or you can't get the people you need. It serves neither the supplier nor the client; better to resign the contract or decline to bid if it places the client in jeopardy. And what about your sub-contractors? What assurance can you give that they will perform as expected? In some ways, and as important,LaDainian Tomlinson charger Jersey, the client will want to study case histories of projects you've done, how you went about them,Cheap John Matuszak Jersey, and the reactions from those you did the work for. Was the work performed to a high standard? In particular, the client will want to know what went wrong, how you coped with it and the lessons you learned. In some ways both qualifications and case histories are the easy things. You wouldn't be bidding on a proposal unless you were confident that you were qualified to do the work. This brings us to relationships. It's critical to us to have a solid working relationship with the successful bidder. That means full and open communication. Can we expect that from you? And can we get access to your people when necessary, so there's never an issue of communication not working?

To name a few examples, people floating along the DeNial River mistakenly believe that And finally, we suggest that you look at new methods, applications, markets, and ways to achieve success. This time period demands that individuals, organizations and companies take their games to a different level. Expecting the same results by utilizing the same methods is a recipe for extreme angst, stress and fatigue. Acknowledging change, seeking new opportunities, and leveraging your strengths inside these new opportunities, will make you and your company a true beneficiary of this new generation. Living on the DeNial River will render you powerless. Once we acknowledge that the DeNial is the second biggest river in America...we are then in position to move in a more positive direction. I am reminded of the quote attributed to James A. Garfield "the truth will set you free, but first it will make you miserable." Each of us has to realize that we live in a changing world...and that we have a responsibility to change in order to align with it. There have been countless books written on the importance of adjusting our mental roadmaps to be in alignment with the physical realities of our present day society. A few of my favorites are; Our Iceberg is Melting, The World is Flat, and Who Moved My Cheese. All of these books point to the fact that our world as we know it...has changed. Those who adjust to this change will survive. Those who leverage this change will thrive. Those who fail to acknowledge this change will float away on the DeNial River. There is a river that divides our country, and it's not the mighty Mississippi. It's the river of DeNial and it has the power to keep us from moving forward. Many of us continue to hold onto the set of beliefs that once brought success. But given today's economy, those same beliefs may now cause us to miss the truth, and prevent us from achieving our goals. Third, align with other people and organizations that have placed themselves in the natural flow of our new economic climate. Aligning with others who are paddling like crazy against today's current is going to wear you out in a hurry. Conversely, aligning with people, companies and organizations that have adjusted to this new mainstream will expedite your success and ensure that you or your company reaches its full potential. But addressing present day reality and seeing to it that you make the most of the opportunities that exist inside this ever-changing economy will benefit you for years to come. In the words of Harry S. Dent it is time for you to "reset your sails" so you can take advantage of the winds of change and navigate the largest river in America....the River of Accountability. What can each of us do to leverage this change to our advantage? Our economy is the same as the economy of our parents and grandparents; Our present society has the same norms and values it once had; Existing legislation and regulations will guide our institutions, governments and regulatory bodies to overcome today's challenges and opportunities; We can manage our personal investments the same as we have always done in past years; and We can succeed by simply running our businesses the same as past years. First, look around you and ask yourself this question. How have the changes over the last 12 months affected me personally? This "personal inventory of change" will awaken your thinking and make you realize that not only you...but every person in your sphere of family, friends and colleagues has been impacted in some way. We realize all of you have already experienced, to a degree, this reality check...but we are asking you to examine this in more detail and look for the "not so obvious" implications of all this change. Fourth, with your DeNial blinders off...you are now in position to see the opportunities that exist around you -- albeit they may look different and may even have a new set of metrics, norms and values that measure levels of success. For instance, society,Jacksonville Jaguars Jerseys, families and companies may place an equal or greater emphasis on maintaining a secure financial position, than securing personal possessions and driving business growth for growth sake. Economic disruption has placed a higher emphasis on having financial reserves to weather storms. More today than ever, life and business are not a constant, inclined upward path to infinite success. Second,Cheap Chad Pennington Jersey, with the reality of the above...you are now in a position to seek opportunities inside the present social/economic climate. Ask yourself,Cheap Andre Tippett Jersey, am I headed in the right direction, with the right people, the right associates,Cheap Ricky Williams Jersey, the right suppliers? Acknowledging change, examining the personal implications to you or your company,Cheap Leon Washington Jersey, and mentally exploring the alternatives are foundational to moving forward in an altered direction. Mind you, we are saying altered direction...we are not advocating for letting go with both hands to get a better grip. Although there is much that is right about our society, country,Cheap Anthony Munoz Jersey, government, businesses and our personal lives, the present day climate dictates that we adapt. Those who make modifications will be the real beneficiaries for years to come. Some may ask, why use the word beneficiaries? Doesn't that word imply somebody has died in order for others to benefit? Exactly! We are now living in a new generation and those who acknowledge the passing of the last societal/economic generation will be in a position to be true beneficiaries of change.

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We may feel pressure that a family really needs to buy our products, or that you really need the commission. Focusing on those will make our motivations apparent and people will run. Our focus needs to be on doing enough appointments, and enough of them will buy our products and pay us commission. If your business is good enough, valuable enough,Cheap Lavar Arrington Jersey, and important enough,Cheap Haloti Ngata Jersey, when you talk to people,Cheap Emmanuel Sanders Jersey, 70% of them will say yes to something. On the other hand, if you were to ask people right away to become your client, you will get almost 100% of them saying no. When we call people, one fear we have is, "I don't want to put this person in an odd position. I don't want them to feel pressured or obligated. I don't want to ruin my relationship with them." Well, there is a good chance of that happening if your outcome is to get something from them. Remember, your outcome is to just tell them your story, run the numbers, and let things take care of themselves. Take it one step at a time and separate yourself from outcome. Doing this will put your clients at ease. Because they will feel no pressure to buy something from you,Cheap Kevin Smith Jersey, they are actually more likely to do so. It is important to note that removing pressure does not mean the removal of the sense of urgency. For other business topics, visit our Business Blog. Every sales situation is different, and there are many different business models out there. One thing that is constant, however, is that we all have numbers we run by. As soon as we learn what our numbers are, the sooner we can turn our focus on them and away from the end goal. If we know that one out of every ten people will schedule an appointment with us, then we have no need to worry about the other nine not becoming clients right then and there. Just focus on setting the appointment. One hundred calls will mean ten appointments, which will mean a certain number of clients. You hear in sales training everywhere that selling is a numbers game. If it is truly a numbers game,Cheap Kyle Orton Jersey, then our task must be to simply run the numbers,Cheap Troy Aikman Jersey, and let the chips fall where they may. The best approach when speaking to someone is to focus on the next step, not the ultimate end goal. If we worked as a financial advisor and were hoping to make someone a client, to focus on that end goal would be disastrous. Separate yourself from this outcome and instead, focus on getting an appointment with them. If you do this right, they will feel that it doesn't matter if they become clients or not, all that is going to happen is an appointment.

It's not about the solution - until it is.,Cheap Fred Jackson Jersey Buying Facilitation® will help you enter the conversation to help buyers uncover their approach to being excellent. After all, if they have no road map to thinking it all through, it will end up being a long,Chad Pennington dolphin Jersey, messy process that will seriously bias the timing of the purchase. But you can help guide them through all of the ins and outs of making the necessary decisions and getting the right people on board. But most likely, it just took them quite a while to recognize all of the folks who needed to be on the Buying Decision Team and once they were all on board, the criteria for choosing a solution shifted. The choice of the actual solution is the very last thing the buyer does: until or unless there is appropriate buy-in and everyone who touches the new solution knows how to implement,Carolina Panthers Jerseys, and all change management criteria have been met,Cheap Bart Starr Jersey, and everyone on the Buying Decision Team has similar buying criteria, they won't buy - regardless of how friendly you are, or how well your solution meshes with their need. Think about making a purchase yourself. Well before you hand over your money, you've had to make internal decisions. Do you need X right now? Do you need to do Y first? How will your family be involved? How will your behaviors change - and how much change are you willing to take on? Do you wait until a new version comes out? Do you need to have a handover or integration or learning curve between the old and new... and how will that get done? When do you have the time to research, change,Cheap John Abraham Jersey, discuss? Who do you want to get ideas/input from? Here are some criteria buyers will need to figure out as they move through their solution selection process: Whatever the truth is, we'll never know how buyers choose one solution over another so long as we're using the sales model alone. Without adding some Buying Facilitation® components,Cheap Tony Scheffler Jersey, sellers have a tough time becoming part of the change management process that buyers must manage to not only implement the solution, but actually define their criteria for selection. Generally, when we meet a prospect, they haven't figured out all of the above because all of the right people aren't on board yet to lend their voices to what a solution would need to be for their jobs. Until they do, they can't buy - regardless of how well our solution matches the need they discuss with us. Yes, it's a different skill and focus than just using sales alone. But would you rather sell? or have someone buy? How do you plan on helping your prospects think through all of the issues they'll need to manage prior to being able to use your solution? How will you enter the conversation once you realize that a prospect's need and your solution are the last things you discuss? Not stupid. Didn't lie. No emotional decision making. Maybe the need shifted, or the two new members of the Buying Decision Team added buying criteria, or they were able to get a partial solution from a current vendor. What happened? Are they stupid? Did they lie to you? Are they making an emotional decision? BUYING CRITERIA have all people who will touch the solution defined their criteria for what they achieve from a new solution? do they know how they will implement the solution and ensure the new and old will work together? how will they prioritize the timing and resource for bringing in a new solution? how will a new solution effect their job description, their relationships, their daily responsibilities and activities? Your solution matches the buyer's need perfectly. You like them, they like you, you've had coffee/a meal/a powerful meeting or two. They talk about implementation and how they need to add your other product next year. And then they buy from someone else. Or not at all.

The answer lies in a lead tracking and sales lead management system where an existing database of clients is consistently monitored for potential business and value added services. Every business has information on their clients,Cheap Bart Starr Jersey, but it is often scattered among disconnected databases, personal emails,Cheap Bruce Matthews Jersey, and spreadsheets. What's missing is a system that allows companies to consolidate this information, evaluate it and consistently act upon it. The problem is not one of lacking potential clients but rather the lack of an efficient sales tracking system to nurture them. Sales lead tracking software and sales lead management software can take the hard work out of the follow up process. By keeping track of buying behaviors, past projects, customer feedback, customer profiles, queries and interests, you can focus your efforts on your most important clients. It just makes sense, better lead management means more sales. Coming back to the original problem of losing track of long-term sales opportunities,Cheap Steve Smith Jersey, while the sales organization knows the importance of keeping tabs on sales leads they have no incentive to focus on anything long term. Sales reps are measured and compensated on short-term results. They know that many sales leads can be converted into potential clients but they earn a living on what they sell today. A sales lead management system solves the problem of short-term focus by keeping track of customers and nurturing them until they're ready to buy. If you still haven't tried lead tracking software and sales lead management software, don't you think it's about time you gave it a try? In today's business environment tracking sales leads helps convert more leads into sales. However, sales people like to be where the action is: making sales rather than tracking leads. Once a sales lead tracking system is introduced to the sales organization it becomes a critical component to increasing sales. The lead management system is where the action is. According to a recent survey,Cheap George Blanda Jersey, businesses are able to find prospective clients,Cheap Adrian Peterson Jersey, but during the sales process most leads aren't followed up on. Many businesses are losing out on significant business potential because of the lack of follow up. The question is: what are you doing to insure you aren't losing business because of lack of follow up on your sales leads? That is why more businesses are turning to sales lead tracking - a vital part of Customer Relationship Management. The role of lead tracking is to consolidate, maintain,Cheap Jon Beason Jersey, assess and manage sales leads. By evaluating sales leads and the needs of potential clients, you can determine which deserve more sales resources. You can identify those leads that are occupying your resources without adequate return. The idea is to allocate fewer resources on prospects that are further out in the sales cycle.