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Whenever I conduct seminars and sales workshops around the world, I usually ask the audience if anyone would like to improve his/her time management skills. Without fail, one hundred percent of the hands in the room go up.
One American expert giving help to sales professionals is Hilton Johnson. I've never had the pleasure of meeting him face to face but have been very impressed with his ideas. Hilton used to offer a FREE "Sales Coach" newsletter online. Here are the ten strategies that the Sales Coach recommends. They will help you control your time and your life.
STRATEGY 1: The Twenty Five Thousand Dollar Idea
The late Earl Nightingale used to tell the true story of a large steel company CEO that offered to pay anything within reason to improve efficiency. Charles Schwab, the president and CEO of Bethlehem Steel Corporation, paid $25,000 to that consultant for an idea that was presented to him in just 20 minutes...and Mr. Schwab later said the idea was worth every penny. Here is...
My sister Claudette, a huge Elvis fan, almost died with envy the day I told her about interviewing Elvis. She is his biggest fan and couldn't believe her ears when I told about the day I interviewed The King. Well, I sort of interviewed him. Okay, okay it was only a dream. But I interviewed him in the dream.
As you might know my next book will be entitled, "The Elvis Syndrome: How To Turn Prospects Into Loyal Fans" I have been thinking a lot about the infamous King of Rock and Roll. I think Elvis is someone we can all learn from, especially if we are in sales and marketing. This guy knew how to sell. Let's face it, we should all be so good at what we do to have people talking (and writing articles) about us 40 years after we have died. No, the King does live on!
In my dream the other night, I dreamt that I interviewed the big guy from Memphis. Here's what the King of Rock & Roll had to say about selling.
What is your basic sales philosophy?
Be different! Man, be different.
I once spoke at a management conference for Brian Rowntree, one of the most successful automobile dealers in Canada. Brian’s sincerity, his care and concern for his employees impressed me. I was equally impressed by his sincere desire to give the best possible service to his customers. Brian quoted Carl Sewell from his book Customers For Life. I decided to get a copy. Then, last week I was visiting with Dean Cooke and Martin Slimming at Bantam books, and they gave me a copy.
Listen to what Harvey Mackay, author of Swim With The Sharks had to say about Customers For Life. I quote, “Sewell’s fundamentals are to an entrepreneur what the three R’s are to a teacher. This ingenious book should be required reading.”
Wayne Calloway, former Chairman and C.E.O. for PepsiCo Inc said, "If Carl Sewell’s common sense were more common, we’d have a lot more happy customers and workers in the world. The lessons he has learned selling...
The time is ripe for selling at seminars EVERYWHERE.
Often I will speak to several thousand people on a 2-week tour. A certain percentage will buy at my event, and others will buy later. It would be foolish for me to try to sell those people one-on-one. If you can sell to 1000's in a week, why would you attempt the ancient, out-dated method of one-to-one selling?
Any seminar, workshop, speech, or panel is a great opportunity to:
How To Fill The Room:
Stop Aiming and Start Doing
Research conclusively shows that people must learn to handle time better.
Our own research and that of leading universities from America indicates that sales management correctly assesses a major reason for poor productivity to the lack of time management skills within their sales forces. In particular, procrastination and interruption top the list of personal productivity killers.
Here are some methods being used by major corporation to curb the time problems.
Procrastinate On Procrastination
A doctor turned to his patient and said, "Bill, I have some bad news and some worse news." "Hold on now doctor", said the concerned patient, "I can handle bad news and good news but bad news and worse news?" The doctor asked which one he should share first. Bill wanted the bad news first. "Well", the doctor said sadly, "the results of all the tests are in and you only have 24 hours to live." "What? That's the bad news what...
TURNING YOURSELF ON TO SELF-DISCIPLINE
STRATEGY 1: Master Your Habits
Controlling Bad Habits - That statement is both true and false. True in the sense that before we know it something that we thought we could easily master or control is now much more difficult. It is a false statement because I do not believe any habit is unbreakable. Every habit can be subjected to our control. Controlling bad habits leads the list for ways to save time. This is where we begin in the process of conquering the Operational Success-Blockers. It is the foundation upon which we build solid time management structures. Therefore before the discussion of time-saving tips we need to develop the skill of controlling our habits.
Show me any person with a strong sense of self-control and I'll show you a winner. Conversely, a loser has little control.
The really high achievers in life have a common denominator - they have mastered their habits. Take a look for a minute at the really poor achievers in life;...
Remember, YOU ARE A STAR!
Hey, it's Gerry I'm in Bucharest Romania. My thought of the day has to do with that star. When I saw that star I thought of you. Listen, we're all stars. We may not have developed all stardom qualities yet. We may have let failures squash our star. But really we have to control the inner critic who tends to think we're not good enough, not smart enough, not the right age, not the right gender. Listen, believe me about this: you are a star, and don't ever forget it!
Audio File: Click Here
Dream Big, you never know where you're going to end up!
This is my thought for today: Dream Big! You never know what kind of house you could end up in. This is the house for the president of India, pretty nice digs isn't it? You never know where you're going to end up!
Audio File: Click Here
A Complainer never added anything to the world, except more Complainers!
My thought for today is: Make a deal with yourself that there will be no complaining today. We all have things to complain about. Try a day with no complaining, just let it go. Don't give fuel to it, just let it go. No complaining, that's my challenge for you today!
Audio File: Click Here