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My Retirement (cont.); Sales 101; Photos For The Week; TFTW

Posted on April 27, 2015 under Retirement 101.

Day 27 And All Is Well

I was (pleasantly) surprised and (extremely) gratified by the  responses (“1000′s”) I received from last week’s ‘retirement’ post;  Nice to know that some of my ramblings periodically hit home and  I was reminded  (by one of my favorite sales people of all time –  you know who you are JK)  that a ‘rusty brain’ is never a good thing.  So I will move forward trying my best to follow the counsel of Missouri’s favorite son: Twenty years from now you will be more disappointed by the things you didn’t do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover.

I do have one epiphany that I  wanted to share.  Retirement forces your to think about your legacy.  Replacing the constant feeling of solving problems (and adding value) is a tough task. I get that feeling from my family of course, but I am concerned about completely falling out of a routine (of any sort).  I am working hard  to not fall into my old habit of reading (a lot) and not doing much; with 168 hours in a week, new (additional) hobbies are a must!  Stay tuned.

Sales 101

For those of you who have chosen to become professional sales people, please find below a couple of easy to execute ideas that (if they become habits) will make a difference in your commi$$ion check$. 

# 1

For 30 days, avoid negative people (can’t get much easier than that); you always have a choice , so choose not to be around them.
# 2

 For 30 days, read something positive right before you go to bed or as soon as you get up. No more ending (or beginning) your day with the local newspaper (“fire destroys family home”, “domestic argument leads to gunshots”) or TV news (“if it bleeds, it leads”). Your options are virtually unlimited: Winners Never Quit, Who Moved My Cheese, Think and Grow Rich, How To Win Friends and Influence People, Chicken Soup for the Soul, or Seven Habits of Highly Effective People. Other excellent choices would be anything from Allen Weiss, Tom Peters, or the gold standard for attitude adjustment purposes – Earl Nightengale; but, the first step in your journey is to find something. So ‘just do it’ for 30 days and see if it doesn’t make a difference.

#3

 The next time someone asks you how you’re doing, instead of saying “fine”, try “Terrific” (even if you have to manipulate your lips with your fingers to get the word out).

Make it a great day and go sell something.

Fascinating Photographs  –   Some Interesting Random Moments In Recent World History.

A boxing match on board the USS Oregon in 1987

An airman being captured by Vietnamese in Truc Bach Lake, Hanoi in 1967.

The airman is John McCain.

 

Martin Luther King, Jr removes a burned cross from his yard in 1960. The boy is his son.

 
Hitler’s bunker  
 The original Ronald McDonald played by Willard
Disneyland employee cafeteria in 1961  
The first McDonalds  
Fidel Castro lays a wreath at the Lincoln Memorial.  
Construction of the Berlin Wall in 1961
Titanic leaves port in 1912.
ENIAC, the first computer ever
Thoughts For The Week
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Craig J. McConnell
President
PrintGrowPro/SalesGrowPro, Inc.
314-753-2802

craigmcconnell49@gmail.com“Making Sales People Memorable”
 

 

Visit my blog @ www.printgrowpro.com

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My “Retirement”; Sales 101; Listening 101; Thoughts For The Week

Posted on April 21, 2015 under Retirement 101.

As many of you already know, I am 21 days into my second attempt at retirement.

And although I am not necessarily one of those people who spent more time deciding where to go to dinner (how hard is it to find a good sports bar?) than determining what they want to do with the rest of their lives, I know myself well enough to know that I can’t afford to take the  approach that Alice in the story from “Alice in Wonderland”  did, in which the cat tells Alice that surely she will get somewhere as long as she walks long enough. It may not be exactly where you wanted to get to, but you certainly get somewhere.”

Since one of the points I always tried to stress with my PrintGrowPro/SalesGrowPro clients was to ‘eat your biggest, ugliest frog’ early in the day, I intend to do everything I can to insure that my  retirement “career” does not become one of planned procrastination or missed opportunities.

That being said, I am going to continue to write my blog (did I hear a collective sigh of relief from my legion of readers?).  Although I no longer need to build my network, promote myself, connect with like-minded people, advertise/brand PGP/SGP, etc., I do need to nurture my personal creativity, gain knowledge and learn,  stay in touch with old and make new friends (we all need community), and if I possibly can, help people learn how to grow and to change (as I do the same).

So as always, thanks for being here, stay tuned for more,  and enjoy.

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  • Image result for pictures of winnie the pooh

“Don’t underestimate the value of Doing Nothing, of just going along, listening to all the things you can’t hear, and not bothering.” ~Pooh’s Little Instruction Book, inspired by A.A. Milne

Sales 101

Empathy is defined by Wikipedia as: “the capacity to recognize or understand another’s state of mind or emotion. It is often characterized as the ability to “put oneself into another’s shoes” or in some way experience the outlook or emotions of another being within oneself.  Empathy does not necessarily imply compassion, or empathic concern because this capacity can be present in context of compassionate or cruel behavior.”

Empathy Drives Sales

Brian Tracy says that if you’re “telling, you’re not selling.’  Great sales people ask great questions and are able to really find out what is really important to their prospects and clients.  The great thing about an emotional competency like empathy is that it can be developed and enhanced.  It just takes practice and has to become a habit.

The really great sales men and women listen, understand what the customer wants, and either give it to her or send her somewhere else where they think they can get it.  That’s empathy; understanding the customer’s needs.  It’s not rocket science, but not everyone can ‘put themselves in the other guys shoes’ every day.

Listening 101

In our louder and louder world, says sound expert Julian Treasure, “We are losing our listening.”

http://www.ted.com/talks/julian_treasure_5_ways_to_listen_better

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Sales 101, Sales Stats & Some Thoughts For The Week

Posted on April 13, 2015 under Thoughts for the Week.

Some Interesting Sales Statistics

48% of sales people NEVER follow up with a prospect.

24% of sales people make a second contact and stop.

12% of sales people only make three contacts and stop.

Only 10% of sales people make more than three contacts.

2% of sales are made on the first contact.

3% of sales are made on the second contact.

5% of sales are made on the third contact.

10% of sales are made on the 4th contact.

80% of sales are made on the 5th to 12th contact.

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‘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 could 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.

Craig J. McConnell
President
PrintGrowPro/SalesGrowPro, Inc.
314-753-2802

craigmcconnell49@gmail.com“Making Sales People Memorable”
 
Visit my blog @ www.printgrowpro.com
 
 
Follow me onTwitter:  http://twitter.com/printgrowpro
 
Grow sales via better prospect management:  www.veritastraining.com

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