Newsletter Archive

Abundance, Optimism and Power Hours

Each spring (is it finally here?) we take a good look at the state of our motivation.  How are we feeling about ourselves and the business climate right now?  Scarcity and Fear are in the news as usual.  The job of the newscaster is to keep us tuned in to the negative and they’re really quite..

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Setting Aims

We were reminded recently about sending out a reminder on this topic.  This is one of those things that we start doing and then for some reason it can drop off.

What are your aims, your objectives for your next meeting with your prospect, agent, your boss, client, colleagues, etc.?  As usual,..

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Appointments = Receivables

We recently completed a study for several clients and have concluded again that the single most important factor that will lead to success in sales is APPOINTMENTS.

We have heard and engaged in debates that product, relationships, sales techniques, qualification, pricing, etc. are the keys..

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Calendar Management

Here’s a radical concept, we’ve noticed that the most successful sales professionals are no longer in the sales business.  They’ve made the leap and took on a new profession, a new direction in their careers – they are in Calendar Management business.

For the last few years we’ve..

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Course Corrections

So, any course corrections needed for next year / next quarter / next month / today?

Here are some ideas to consider: 

Focus on emails only three times per day – early, middle and late – that’s it.
Contact at least one former client or lost prospect per week.
..

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Do The Work

Those of you who have had any experience with our work know that often we bring up the topic of Resistance.  The best example we have to offer is resistance to Goal Setting.  This resistance is so pervasive that we’ve concluded that it is a natural part of the goal setting process.  Another way..

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Energy

This month we wanted to share an article published in one of our favorite magazines – Selling Power.  The author, Kim Wright Wiley, offers a number of ideas on energy.  Many of us have lost sight of the fact that our bodies are closely tied to ourselves; we really are joined at the hip! ..

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Goal Diffusion

Want a strategic competitive advantage?  Reduce Goal Diffusion.

This is a career threatening condition that results in goal suppression and physical burn out – other than that, you’re fine.

The first order of business is to gratefully acknowledge the enormous contribution made by..

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Goal Setting – NOT!

As promised, our topic for this month is “How to Overcome Why You Won’t Set Goals!”

Here is a sampling of the top ten reasons we’ve actually heard (or thought) about not setting goals:
10. I have no time for this.
9. Now I’ll have to actually do something!
8. What..

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Green Eggs and Ham

The Best Sales Book Ever!
This month’s newsletter begins with a personal story.  Going way back into the last century, 1982 to be precise, I was working with one of the most successful new business producers on the planet.  When I say working, I mean that I carried his bags and did practically..

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How to Make an Appointment – Part 1 of 2

True story:

So, I place a telephone call to a prospect, actually get to the right person and after a short discussion, I ask for an appointment.

Prospect response: “An appointment?  How’s never!”

My response: “Never works for me but Tuesday at 10 is better”

Prospect..

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How to Make an Appointment – Part 2 of 2

True story:

So, after I place a few telephone calls to a prospect, I actually got to the right person and said the following:

“Could you please transfer me to voice mail, I don’t know what to say!”

Prospect response: “(laughter) I get it, I can’t reach anyone either!”

Does..

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Linkedin – Jan Wallen

We’re modifying our approach regarding the Sales Coach Newsletter this year.  Quite frankly, after 19 years of monthly publications, we’re running out of topics!!

So, we’ve asked some friends of ours in the sales business if they would be contributors to our monthly offering.  But first..

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Lost Accounts and Unsuccessful Proposals

Are Lost Accounts and Unsuccessful Proposals part of your sales plan?

In our work with clients over the years, we’ve always recommended that sales organizations identify the specific characteristics of prospective targeted accounts, lead sources and industry segments.  For example:  revenue..

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Overcoming Objections

Recently stated at a webcast by a sales consultant:

Objections are a natural part of the sales process
They only occur 100% of the time
And only at the beginning, middle and end of the sales cycle.

I then added “Embrace them”.

I don’t know about you, but..

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Prospects Delay Decisions

We thought it might be helpful to re-visit this topic.  Watch out for some radical ideas.

Prospects delay their buying decisions – a natural law?  It happens just about 100% of the time.  We really wish things were different but in our experience, the sales process gets stalled for a variety..

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Call Reluctance – Role Rejection and Referral Aversion

What might be blocking us from making outbound contacts or even “working the room” at a conference or networking event?

Test yourself right now – can you think of a prospect, client, agent, underwriter or family member that you’ve been meaning to contact this week – and haven’t..

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Sales and Social Media

This might sound like the lazy way out but here goes.  I was writing an article on this topic and as luck would have it, the timing of this newsletter coincides with a series of articles appearing in our favorite sales magazine – Selling Power.  So, here are the links – these are written way..

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Sales Q & A

Two themes for this month’s installment:
Theme 1: Power Hours (again) – we’re seeing some real traction developing with this concept.  The basic idea is to devote one hour per week where everyone is making outbound contacts.  Something like Thursday morning from 10 to 11.  No exceptions,..

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Second Place

We recently worked with several producers who were frustrated and disappointed that they were getting “their unfair share of second place”.

We used this opportunity to conduct some case studies that revealed some interesting common factors, a pattern of activities and even some false beliefs.

Here..

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Summertime Prospecting

“Summertime and the Livin’ is Easy” by Ira Gershwin

Our Summertime offering is back!!  We checked the archives and found that the first time we wrote about this topic was in July of 2001!  Looks like the issue is still relevant.

But first an idea, why not set up a Summertime..

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Ten Questions You Must Ask

As mentioned last month, we’ve modified our approach regarding the Sales Coach Newsletter this year.  Quite frankly, after 19 years of monthly publications, we’re running out of topics!!

So, we’ve asked some friends of ours in the sales business if they would be contributors to our monthly..

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Top Ten Sales Habits

A sign posted on the office wall of a sales consultant:

“Follow a regular practice of outbound contact even when on a plateau (or in a ditch)”

 

Even the most accomplished underwriting professional, can find themselves backing off from their usual game plan because they..

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The Top Ten Sales Process Breakdowns

One of our missions is to keep our newsletters upbeat, so here’s an attempt with what can be a difficult message.  In our years of working with sales professionals and their organizations, we’ve noted a number of areas where breakdowns in the sales process are consistent.  Not quite 100% of..

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Leading Indicators

For some reason, we’re in a totally serious mood this month, maybe it’s this wonderful winter weather – who knows, who cares?  So here goes:

A critical component quite necessary for achieving your Annual Sales Goals is the tracking of your activity levels.  We are asking you to focus..

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Call Reluctance – Yielder and Over-Preparer

We’ve not focused on Call and Contact Reluctance for some time, so here goes.

The first order of business is to gratefully acknowledge the enormous contribution made by George Dudley and Shannon Goodson and their team at Behavioral Sciences Research Press.  They transformed the careers of..

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