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PGP|SGP BestPractices – Remembering Names #1

Posted on July 30, 2010 under PGP|SGP BestPractices.

How good are you at remembering names?

I’m not  great , but, for one simple reason,  I am a lot better than I used to be:  I make  remembering names a priority every day (it has become a habit).

That being said, every now and then,  as a PrintGrowProBESTPRACTICE, I’m going to share with you the ‘tricks’ I use to help me remember names ( I’d love to know what works for you); here’s #1.

This one is almost too simple, but I feel strongly that one of the reasons we  fail to remember names is because we do not make a conscious effort at it (see, I warned you it was simple). When somebody tells you his/her name, by reflex you reply with a “nice to meet you” while your mind is  busy judging the person’s appearance, worrying about what you’re going to say, or processing some other information. Consequently, your short-term memory registers the person’s name briefly and discards it before long.  Commit to pay attention to the person’s name and deposit it in your longer-term memory and then, at the earliest opportunity, write it down or add it to your Blackberry with some sort of visual to insure you’ll remember it.  Our brain can remember pictures a lot better than letters.

If that doesn’t work, try doing what Paul Reiser does:  “I don’t remember names, I remember faces. You should be introduced by the face. Whatever it is you remember about that person. ‘Big Nose, Short Pants, come here a second. This is my friend, Hawaiian Shirt, Bad Haircut.”

Additional tips to follow along with a ’name remembering trick’ I learned recently from a young woman who works at a Krispy Kreme  down the street from one of my clients here in St. Louis.

Have a great weekend!!!!!

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Thought For The Week

Posted on July 25, 2010 under Thoughts for the Week.

Have you ever known a truly successful person who wasn’t passionate about life in general?

These are the people you want to be around; not the ones who hate change, focus on the negative, or work overtime to be a disruption.

Your success is never going to just happen (think spontaneous combustion);  you ‘gotta’ set yourself on fire! 

Make it a great week!

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10 Bits of Advice From Albert Einstein

Posted on July 21, 2010 under PGP|SGP BestPractices.

10 Bits of Advice from Albert Einstein:

 1)    Follow Your Curiosity
   “I have no special talent. I am only passionately curious.”

What piques your curiosity? I am curious as to what causes one person to succeed while another person fails; this is why I’ve spent years studying success. What are you most curious about? The pursuit of your curiosity is the secret to your success.

2)   Perseverance is Priceless
   “It’s not that I’m so smart; it’s just that I stay with problems longer.”

Through perseverance the turtle reached the ark. Are you willing to persevere until you get to your intended destination? They say the entire value of the postage stamp consist in its ability to stick to something until it gets there. Be like the postage stamp; finish the race that you’ve started!

3)  Focus on the Present
  “Any man who can drive safely while kissing a pretty girl is simply not giving the kiss the attention it deserves.”

My father always says you cannot ride two horses at the same time. I like to say, you can do anything, but not everything. Learn to be present where you are; give your all to whatever you’re currently doing.
Focused energy is power, and it’s the difference between success and failure.

4)   The Imagination is Powerful
  “Imagination is everything. It is the preview of life’s coming attractions. Imagination is more important than knowledge.”

Are you using your imagination daily? Einstein said the imagination is more important than knowledge! Your imagination pre-plays your future. Einstein went on to say, “The true sign of intelligence is not knowledge, but imagination.” Are you exercising your “imagination muscles” daily, don’t let something as powerful as your imagination lie dormant.

5)   Make Mistakes
  “A person who never made a mistake never tried anything new.”

Never be afraid of making a mistake. A mistake is not a failure. Mistakes can make you better, smarter and faster, if you utilize them properly. Discover the power of making mistakes. I’ve said this before, and I’ll say it again, if you want to succeed, triple the amount of mistakes that you make.

6)   Live in the Moment
  “I never think of the future – it comes soon enough.”

The only way to properly address your future is to be as present as possible “in the present.”
You cannot “presently” change yesterday or tomorrow, so it’s of supreme importance that you dedicate all of your efforts to “right now.” It’s the only time that matters, it’s the only time there is.

7)   Create Value
  “Strive not to be a success, but rather to be of value.”

Don’t waste your time trying to be successful, spend your time creating value. If you’re valuable, then you will attract success.
Discover the talents and gifts that you possess, learn how to offer those talents and gifts in a way that most benefits others.
Labor to be valuable and success will chase you down.

8)    Don’t Expect Different Results
  “Insanity: doing the same thing over and over again and expecting different results.”

You can’t keep doing the same thing everyday and expect different results. In other words, you can’t keep doing the same workout routine and expect to look differently. 
 In order for your life to change, you must change, to the degree that you change your actions and your thinking is to the degree that your life will change.

9)   Knowledge Comes From Experience
  “Information is not knowledge. The only source of knowledge is experience.”

Knowledge comes from experience. You can discuss a task, but discussion will only give you a philosophical understanding of it; you must experience the task first hand to “know it.” What’s the lesson? Get experience! Don’t spend your time hiding behind speculative information, go out there and do it, and you will have gained priceless knowledge.

10)   Learn the Rules and Then Play Better
   “You have to learn the rules of the game. And then you have to play better than anyone else.”

To put it all in simple terms, there are two things that you must do. The first thing you must do is to learn the rules of the game that you’re playing. It doesn’t sound exciting, but it’s vital. Secondly, you must commit to play the game better than anyone else. If you can do these two things, success will be yours!

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Thought(s) for the Week

Posted on July 18, 2010 under Thoughts for the Week.

True leaders are not those who strive to be first, but those who are first to strive, and who give their all for the success of the team.  True leaders are first to see the need, envision the plan, and empower the team for action.  By the strength of the leader’s commitment, the power of the team is unleashed.

Be a leader; even if it isn’t in your job description.


Thoughts on Sales 269-282

  • If you think you already know it all, you will be perpetually ignorant.
  • The ways you connect with your clients may change, but the need to communicate never will.
  • Have you worked on your personal brand today?
  • The odds of you becoming an overnight success are slim and none; be persistent.
  • Do you spend so much time making things perfect that you never get anything done?  Re-think that one.
  • What is the most productive thing you can do for your career today?  Just do it (first).
  • Be passionate about what you do.
  • Take care of Nature.
  • Think like a CEO, even if you aren’t one.
  • Be grateful everyday.
  • You need to learn faster than your competitors

    Your attitude determines your actions.  You aren’t what you think you are.  What you think, you are.

    Make it a great week, live simply, eat healthy, speak kindly, pay it forward, be unique, and remember:  we tend to become what the most important person in our life thinks we will become.


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    PGP|SGP BestPractices 107

    Posted on July 16, 2010 under PGP|SGP BestPractices.

    “Successful people ask better questions, and as a result, they get better answers.”   -Tony Robbins

    OK, so you’ve developed and adhered to your prospecting plan religiously. You’ve worked your way through the gate keeper. You’ve avoided voice mail hell. You’ve actually gotten the prospect on the phone, established some rapport, qualified him, gotten some personal information, uncovered some pain and he has indicated a willingness to take some time to talk with you. You’ve successfully set up that all important ‘face to face’ meeting. You’ve brushed your teeth, shined your shoes, brushed the lint off your shoulders, checked your ’gig’ line, made sure you have business cards, and you’re sitting down in front of the prospect.

    Now what???????????

    When you are in these early stages of the relationship it’s imperative that you  have 10-15 good questions prepared, written down, and ready to go. All great sales people are smart and smart sales people ask smart questions.  The quality of your questions will dictate the quality of the relationship.

    Remember: you’re looking for pain and problems.

    When I get a decision maker on the phone, here are some of the questions I ask; the goal being to get my prospect to think about his current situation and perhaps uncover some pain.

    *How successful is your sales team in converting cold calls into face to face meetings?  How do you measure their success ratios?

    *What are you doing to insure the professional development of your sales team? How do you measure their progress?

    *What percentage of your sales team made their numbers in 2009? How much new business did they develop?

    *Are there things you are doing differently in 2010?

    Below are some questions ( that I actually downloaded from sales training sites on the internet) that I feel you would want to avoid at all costs. See if you agree.

    *Would you like some information on our company and what we do? (“Sure!  I collect corporate literature as a hobby.”)

    *If you thought our company could help you improve efficiency and quality at the same time, would you want to know more? (“Say what?”)

    *Can you tell me a little bit about your business? (“Absolutely! I’ve been waiting all day for a pefect stanger to call and  ask me that question.”)

    *Can I quote on some of your upcoming projects? (!#@$%^&^%$#$%)(*&^%%!) 

    Have a great weekend, make sure you prepare next week’s prospecting plan before heading home today, and don’t forget  –  the answer to any question you never ask is always going to be ‘no’. 



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    Attitude Adjuster

    Posted on July 14, 2010 under Attitude Adjusters.

    There once was a woman who woke up one morning, looked in the mirror,And noticed she had only three hairs on her head.’Well,’ she said, ‘I think I’ll braid my hair today.’ So she did and she had a wonderful day.

    The next day she woke up, looked in the mirror And saw that she had only two hairs on her head.’H-M-M,’ she said, ‘I think I’ll part my hair down the middle today.’
    So she did and she had a grand day.

    The next day she woke up, looked in the mirror and noticed That she had only one hair on her head. ‘Well,’ she said, ‘today I’m going to wear my hair in a pony tail.’
    So she did, and she had a fun, fun day.

    The next day she woke up, looked in the mirror and Noticed that there wasn’t a single hair on her head. ‘YAY!’ she exclaimed. ‘I don’t have to fix my hair today!

    Be kinder than necessary, For everyone you meet is fighting some kind of battle.
    Live simply,
    Love generously,
    Care deeply,
    Speak kindly,
    Life isn’t about waiting for the storm to pass……………………………………………It’s about learning to dance in the rain. 

    It’s not what you gather, but what you scatter that tells what kind of life you have lived.

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    Thought for the Week

    Posted on July 12, 2010 under Thoughts for the Week.

    “Don’t equate making mistakes with being a mistake. There is no such thing as a successful person who has not failed or made mistakes, there are successful people who made mistakes and changed their lives or performance in response to them, and so got it right the next time. They viewed mistakes as warnings rather than signs of hopeless inadequacy. Never making a mistake means never living life to the full.”  —Steve Jobs

    Sales Reminders 262-268

  • FAILURE is not a four letter word.
  • When you’re done for the day, make one more call.  The difference in your results will amaze you.
  • Never apologize for who you are or the decisions you have made.
  • Remember:  this too shall pass.
  • FEAR is a four letter word.
  • Self worth = net worth.

    When you meet someone for the first time (regardless of who it is), your goal should be to make that person feel like the most important person you have ever encountered.  Listen to them;  smile;  make eye contact (and keep it); ask questions that ‘prove’ you’re listening; don’t interrupt; be sincere; and last, but certainly not least –  remember their name.  That will enable you to make a great second impression.

    Thanks for your ongoing support; have a great week, pay it forward and go sell something.
    Be kinder than necessary,
    For everyone you meet is fighting some kind of battle.
    Live simply,
    Love generously,
    Care deeply,
    Speak kindly,
    And pray continually.
    Life isn’t about waiting for the storm to pass…

    It’s about learning to dance in the rain.
    It’s not what you gather, but what you scatter that tells what kind of life you have lived.
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    PGP|SGP BestPractices 106

    Posted on July 8, 2010 under PGP|SGP BestPractices.

    ‘Paper Touch Points’

    ‘Paper touch points’ should be an intergral part of your personal branding (along with voice mail message(s), weekly email tips, Facebook, LINKEDIN, hand written thank you notes, Twitter, etc., etc., etc.)

    A ‘paper touch point’  is simply another way to get in front of and stay in front of your client and/or prospect.

    Since, depending upon how good you are, the number of contacts you will have to initiate before you are able to set up that first crucial ’face to face’ meeting can be somewhere between 6 and 10*,  you had  better employ creative tools (think ‘paper touch points’) other than just the telephone, or you’ll be lost forever in the deep, dark abyss of voice mail.

    Here’s the  very simple concept (that you can begin to implement tomorrow):  on a daily basis,  peruse your local paper for articles that pertain to your industry or ( if you want to be even more impactful) for articles that would be of special  interest to your clients or prospects.    Cut ‘em out, make a copy, attach your business card, and stick it in a #10 envelope.  Keep a file of what you find for future use; make looking for ‘paper touch points’ a part of your prospecting plan. 

    Better yet,  subscribe to the New York Times and/or the Wall Street Journal -  making sure you are covering blue and red states .   If the subscription cost isn’t in your budget, take a look at the paper while you’re waiting for your $5 latte at Starbucks; or if you live close to a library, you could head there after work every so often and review past issues. 

    WARNING:  make sure you keep track of what you send and to whom.

    Will a link to the article attached to an email accomplish similar results?  Perhaps, but this is not nearly as memorable as something from the USPS; and remember, you want to always be working on creating your personal brand.  YOU have to be memorable.

    If you have a client whose son plays little league baseball, perhaps an article about the dangers of metal bats.  If you have a propect with a teenage son, a ZITS strip from the comics.  Or, for the client with a daughter heading off to college, an article on the Greek system.

    Rocket science?  Far from it.

    Brain surgery?  I don’t think so.

    Time consuming?  Hardly.

    Memorable?  Absolutely.

    TGIF; enjoy the weekend.

    *I am partial to 13:  the number of times Sam I Am asks for the order in the Dr. Seuss classic Green Eggs and Ham.

    **By the way, if you’re not in sales, sending out’ paper touch points’  is just a nice thing to do (and a good way to keep in touch and maintain your network).

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    Thought for the Week

    Posted on July 5, 2010 under Thoughts for the Week.

    Don’t Quit

    When things go wrong, as they sometimes will,

    When the road you’re trudging seems all uphill,

    When the funds are low and the debts are high,

    And you want to smile, but you have to sigh,

    When care is pressing you down a bit

    Rest if you must, but don’t you quit.

    For life is queer with its twists and turns,

    As every one of us sometimes learns,

    And many a failure turns about,

    When he might have won if he’d just stuck it out.

    Success is just failure turned inside out,

    The silver tint of clouds of doubt.

    And you never can tell how close you are,

    It may be near when it seems so far.

    So stick to the fight when you’re hardest hit,

    It’s when things seem worst, that you must not quit.



    Sales Reminders 253-261

  • Gossip is destructive; defend the absent.
  • Spend time every day nurturing your network.
  • Asking  (good) questions gives you control.
  • Assume nothing.
  • When you are in front of a prospect, always put yourself in his ‘shoes’.
  • All play and no work does not work; when you work hard, you earn the right to play.
  • Emulate the winners, not the also rans.
  • Never handle administrative duties during prime selling time.
  • Establish an exercise routine; it’s as important to your overall well being.

    It’s a short week, make every day count.  

    Ask yourself constantly:  is what I am  doing right now, the most valuable use of my time?

    Make it a great day and go out and sell something.

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