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Thought for the Week

Posted on November 29, 2010 under Thoughts for the Week.

The word of the week is  —  COMPETENCE.

Knowing that we all admire competent people (think Wayne Gretzky, Bill Gates, Josh Groban, Steve Jobs, Albert Pujols, Warren Buffet, Dustin Hoffman), do you ever consider your own personal level of (sales) competence?

The great thing about this particular quality is that no matter your current level of  competence, if you’re willing to make the effort and get out of your comfort zone, anyone can  develop, cultivate, and achieve a higher level.

*keep improving, learning, and growing; always ask ‘why?’+**

*don’t just show up daily, come ready to play!  No matter how you’re feeling that day, give it your very best

*always do more than is expected of you; don’t accept ‘just good enough’

*follow through; performing consistently at a high level is never an accident  and it is always a choice - it is a result of execution, effort, direction, and a sense of purpose

Thought for the Week #1

“What people say, what people do, and what they say they do are entirely different things.”.  - Margaret Mead, Anthropologist

Thought for the Week #2

“The society which scorns excellence in plumbing because plumbing is a humble activity and tolerates shoddiness in philosophy because it is an exaulted activity will have neither good plumbing nor good philosophy.  Neither its pipes nor its theories will hold water.”  ——John Gardner

Thanks for following my blog and remember:  be authentic (people can spot a fake a mile away), watch you mouth (your subconscious could be listening), create opportunities (don’t wait for them), it’s not about you (it’s always about them), and finally: pay it forward.

“”Great selling is a process artfully done.”  

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+the person who knows how will always have a job; the person who knows why, will always be the boss

**from Qualities of a Leader by John Maxwell.

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Thought(s) for the Week

Posted on November 21, 2010 under Thoughts for the Week.


“Talent without discipline is like an octopus on roller skates.  There’s plenty of movement, but you never know if it’s going to be forward, backwards, or sideways.”  -H. Jackson Brown, Jr.


“The first and best victory is to conquer self.”  -Plato

 Think back on last week  –  did you do anything to grow and improve yourself (as a sales professional)?  Or, did you determine that next week would be a better time to begin that process.  Like our friend the octopus in the TFTW, if you know you have talent, and you’ve seen lots of activity and motion - but no concrete results - you need to look long and hard at your self-discipline and work habits.  You’re never going to achieve and sustain success without self-discipline.

A nursery in Canada displays this sign on it’s wall:  “The best time to plant a tree is 25 years ago…………..the second best time is today.”  Plant a ‘self-discipline’ tree today.*

Stay focused, but flexible; If you accept it, it becomes acceptable;  Always act like you’ve done it before; Be firm, but fair; avoid shoulda, woulda, coulda; make it a great week, pay it forward and remember:  just because you can…….doesn’t mean you should.

Thanks for following my blog.

“”Great selling is a process artfully done.”  

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*from Qualities of a Leader by John Maxwell.

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Attitude Adjuster

Posted on November 17, 2010 under Attitude Adjusters.

Enjoy —  

“”Great selling is a process artfully done.”  

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Sales 101 and Thought for the Week

Posted on November 14, 2010 under Sales 101, Thoughts for the Week.

Thought for the Week

“Self discipline is the ability to make yourself do what you should do, when you should do it, whether you feel like it or not.”  ***

Sales 101

How would you rate yourself when it comes to self discipline?  Do you ever try to work a little harder, start the day a little earlier, or stay at ‘it’ a little longer?

Have you ever raised the bar on yourself?

Do you adhere to the adage:  only you can motivate you!   Or are you waiting for someone to come along to ‘rescue’ you?

Very few people** can work entirely without supervision? Are you one of them?

Here are 6 keys*you can use to determine where you fall on the self discipline chart.+

–I have trained myself to make good use of my time

–I have studied myself, know my strengths, and build on them.

–I know the priorities of my work.

–I give my time to people who produce results.

–I make decisions quickly with limited information.

–I take action whenever possible.

Those of you who worked with me in Oberlin, Ohio, will recognize a final TFTW from William Feather:  “If we don’t discipline ourselves, the world will do it for us.”

 Make it a great week, always give more than you get, pay it forward, remember that referrals = increased commission dollars (ask for them), believe in yourself (and others will too), be reminded that one good definition of success is laying your head on the pillow at night with your integrity uncompromised, and  remember:  drama drains —  stay away from ‘drama kings and queens’.

“”Great selling is a process artfully done.”

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**studies say less than 2%

***Elbert Hubbard

*John C. Maxwell

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Sales 101 and a Thought for the Week

Posted on November 8, 2010 under Sales 101, Thoughts for the Week.

Sales 101

Selling is an art and a science; selling is quantitative and qualitative.

Even if you were born a ‘sales natural’, you need a system and you need to know your numbers and ratios (more info on this next week).

Ask yourself as you head into the office today:  do I have any kind of system and plan for the next 5 days or am I going to be  taking the Christopher Columbus approach to selling?*  You could get away with this approach if you were an explorer back in 1492, but not if you are a professional sales person in 2010.

Here’s this week’s Thought for the Week (any idea who the author is?):

“Be systematic.  Men and women should be systematic in their business.  A person who does business by rule, having a time and place for everything, doing his or her work promptly, will accomplish twice as much, with half the trouble, as he who does it carelessly and slipshod.  By introducing a system into all your transactions, doing one thing at a time, always meeting appointments with punctuality, you find leisure for pastime and recreation.  Whereas the men and women who only do half of one thing and then turn to something else and half does that will have his business at loose ends and will never know when his day’s work is done, for it will never be done.”**

So remember, nobody pays us to take orders.  Your sales skills are developed over time, not overnight and only by creating good sales habits can you increase your commissions.

A selling system should be simple and easy for you to implement.

Here is a simple question to ask yourself this morning:  Who is your number one prospect?  (Who are your top 5 prospects is an even better question.)  This is a client who, if you were to close them, would make a substantial change in you sales career. Do you have a plan of action for making them your customer?  Are you committed to sell them or die trying?

Special note: if you can’t aswer the above question(s) immediately and with confidence, you’re in trouble.

Do good, pay it forward, know that just because you can doesn’t mean you should, and remember:  failure to pay attention to the small things will cause you to lose the big ones.

“”Great selling is a process artfully done.”

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*when Mr. Columbus left Spain, he didn’t know where he was going; when he got to the New World, he didn’t know where he was; and when he reported back to Queen Isabella, he didn’t know where he had been

**P.T. Barnum

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Posted on November 5, 2010 under TGIF.

 From the moment I picked your book up until I laid it down, I was convulsed with laughter. Someday I intend reading it.

Getting older is no problem. You just have to live long enough.

Humor is reason gone mad.

I didn’t like the play, but then I saw it under adverse conditions – the curtain was up.

I don’t care to belong to a club that accepts people like me as members.

I find television very educating. Every time somebody turns on the set, I go into the other room and read a book.

Never underestimate the power of giving, do good, pay it forward, always be moving forward (don’t look back), and remember, when you delegate, make sure you don’t abdicate  -  your input and insights are still going to be needed.

“”Great selling is a process artfully done.”

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