July 2008

Thursday, July 3, 2008

Opportunity
"There was never a day that did not bring its own opportunity for doing good that never could have been done before, and never can be again." W. H. Burleigh"What is it called?" asked a visitor in an art studio, as he was shown among many sculptures. He had singled out one with winged feet and a face concealed by hair. "Opportunity," replied the sculptor. "Why is the face hidden?" the visitor asked. "Because people seldom know Opportunity when it comes to them." "Why are there wings on the feet?" "Because Opportunity is soon gone, and once gone, cannot be overtaken."Preparation is the key for being ready to recognize and take advantage of Opportunities that come your way. It is said that "The victories of life are won, not in the fields or in the markets where the ultimate struggles take place, but in the obscure and forgotten hours of preparation. Victory lies within our grasp, long before the hours of final test come."In selling, like all professions, spectacular results are always preceded by unspectacular preparation. It is a matter of becoming so good, so competent in your selling job that you actually force opportunities in your direction. The outstanding salespeople we have known are those who see their work as an Opportunity for personal growth and development. They prepare themselves for all the Opportunities that surround them every day. They are people of action who realize that indecision is the epitaph on the tomb of Opportunity.Opportunities! Every selling life is full of them. Every meeting is an Opportunity. Every bit of knowledge gained is an Opportunity. Every prospect is an Opportunity. Every interview is an Opportunity. Every client is an Opportunity. Every proof of a client's confidence in you, and every single sale is an Opportunity. Every day for the professional salesperson is an Opportunity.Make the most of every day's Opportunities and you'll make the most of yourself.
Posted by CTIbpo at 9:10 PM

You Can't Argue With The Films
"You cannot run away from a weakness. You must sometimes fight it out or perish; and if that be so, why not NOW, and where you stand." Robert Louis StevensonWhen you lose a sale, don't blame the prospect; don't blame your sales manager; don't knock your competition; don't complain about your product - but rather take a good look at your mental attitude and your sales technique.One time we heard Bill Glass say, "I remember my 12 years as a pro. When I would make mistakes in games, I would begin immediately to dread 'film day.' After the game was over Sunday afternoon and until we studied the films on Tuesday, I spent a lot of time wondering how I would look in the films. When I knew I made mistakes, I struggled with what my excuse would be when questioned by the coaches as to why I failed to do my job."On film day all the coaches and players would meet in a large room with one end covered by a huge screen. As the game films were run, there you were in living color, life-size and every move you made was clear for everyone to see. Suppose I missed a tackle, the coach would say, 'Bill, was that you that missed that tackle?' Invariably my answer was 'Yes Sir.' I found it always better to make no excuses but to simply admit to my mistake. There it was in living color for everyone to see."If a player tells himself or the coaches that he is thinking right and preparing right, mentally and physically, for a game, but plays poorly, then it is obvious that he is not spending enough time with the fundamentals. You will play exactly as you think, prepare and practice. The same is true in selling -- your results will reflect your attitude, your preparation and how you practiced.Just like the films don't lie, neither do your sales results. They record exactly the way you performed for the week, month or year. Over a long period of time your sales results will be in exact proportion to your sales performance.Football players can't argue with the films. Salespeople can't argue with results!How are you looking on Film Day?
Posted by CTIbpo at 9:04 PM

The Situation is the Boss
"Selling is a business of dips, dives, diversions, changes, adaptations, and rolling with the punches. If we know that, why not make these detours work for us instead of destroying our energy?" Burt Meisel, CLUStudy the word PLAN. To us, it's always meant: Prepare Logically -- Adapt Needfully. In other words, make thoughtful, definite plans. Then, adapt and modify those plans as the situation might require.Great salespeople, like effective performers in all walks of life, are those who are organized, flexible, and adaptable. They size up situations and, when the occasion demands, they quickly, effectively and confidently alter their original course and go to "Plan B." In the Navy, this kind of adaptability is referred to as "changing the course." In the Boy Scout training, it's called "improvising." In football, it's "calling an audible." In selling, it's adapting the prepared agenda to meet the need. In other words, the situation is the boss.In every sales encounter, you must learn to adjust and adapt. When the prospect starts making objections and offering resistance, "call an audible" -- adjust and adapt. Display flexibility. Move ahead to achieve your goal - another satisfied customer.Remember that in order to be able to adapt needfully, you must be prepared. Ad-libs are for amateurs. Preparation will give you the confidence to adapt, should the situation require it.Prepare Logically -- Adapt Needfully!
Posted by CTIbpo at 9:01 PM

Sell Courageously
"Compared to what we ought to be, we are only half awake. The average individual performs far below potential. We possess power of various sorts that we habitually fail to use." William JamesAfter Dr. David Livingstone had begun his now famous missionary work in Africa, a certain group wrote the great pioneer and asked: "Have you found a good road to where you are? If so, please advise. We'd like to send others to assist you."Dr. Livingstone sent this reply: "If you have those who will come only if they know there is a good road, I don't want them. I want individuals who are strong and courageous -- those who will come if there is no road at all!"What a lesson in courage - especially for salespeople!Courage is performing the task that would be easier not to do. Courage is accepting the responsibilities when it would be more comfortable not to accept. It's moving out on faith, when you know full well the risks and the pitfalls that will challenge you. It's marching ahead, blazing a new trail where there are no roads, and sometimes no maps to guide you.Remember these truths:"Courage is knowing what not to fear." Socrates"One man with courage makes a majority." Andrew JacksonSell courageously!
Posted by CTIbpo at 8:58 PM