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“ INSANITY: doing the same thing over and over and expecting a different result.” ~ Albert Einstein

“ HABITS” “ We are what we repeatedly do. Excellence then is not an act, but a habit.” - Aristotle “ Habits are cobwebs at first, heavy cables at last.” -Chinese Proverb “ Good habits, once established are just as hard to break as bad ones.” -Robert Puller “ Bad habits are like a comfortable bed, easy to get into, hard to get out of.” -Benjamin Franklin “ Excellence is not a singular act, but a habit. You are what you repeatedly do.” --_______(?)

“ Walking the Walk” 1. Our success in work (and life) is tied directly to the habits (good and bad) we develop. 2. Habits (good and bad) are learnable through practice and repetition, practice and repetition, practice and repetition (28 consecutive days to develop a good one). 3. Once a skill/habit locks into your subconscious mind it becomes a permanent part of your behavior. 4. Once it becomes a habit, it becomes both automatic and easy to do . 5. Since all of us already know much of what we need to do to be successful, the challenge is : ‘ talking the talk ’ and ‘ walking the walk’, ‘ gittin ‘r dun’, just doing it , or just forcing ourselves out of our personal comfort zones

The True Sales ‘PRO” 1. Able to make and keep unconditional commitments. Too often that word unconditional is not in the average salesperson's realm of comprehension. 2. They have written personal goals and clear plans to achieve them. ( >2% ) 3. They are A-Player competent - not just possessing the skills to succeed in sales, but the willingness to execute those skills day-in and day-out. 4. They take full responsibility for meeting their targets. In fact, they find ways to exceed those targets - despite the adversity and obstacles. 5. They are grounded in an effective sales methodology that enables them to control the sales process . They are a student of sales.

The True Sales ‘PRO” #2 1. Smart 2. Self Starters 3. Great Communicators 4. See Sales As A Career (live to sell vs. selling to live) Know How To REALLY Listen 6. Computer Literate

The True Sales ‘PRO” #3 Life Long Learners Really Make Helping Others A Priority (with no expectation of receiving anything in return) Committed To Perpetual Improvement

“ Saw Sharpener” Options* *Doing Nothing - Not Really An Option ($0) *Hire A Personal Life Coach (@ $125/hour) *Attend Motivational ‘Rah Rah’ Seminars ($300-$500) *Enroll In A Selling Systems Program ($1500+) *Have the personal discipline to do whatever it takes to make sure you are a better sales person in April than you were in March; better on Tuesday than you were on Monday, etc. etc. *That’s what you’re doing by being with me this AM ($0) *from Mr. Covey’s Seven Habits

Selling Is it an art? Is it a science?

Great selling is a process artfully done.

No sales, no money. Know sales, know money

Prospecting *prospecting is the life blood of any sales professional *today’s prospecting efforts = tomorrow’s commission dollars *prospecting has to be scheduled like you would a client lunch, a visit to the doctor, etc. *sporadic prospecting doesn’t work *prospecting trumps the other sales skills

Hunter or Farmer? Which are you? How do you spend your time? you? How do you spend your time? Page 5

Poll Question #1 Assuming a 40 hour work week, what percentage of your time should you be spending managing your existing book of business vs. prospecting for new business? 1) 80% - 20% (8 hours) 2) 50% - 50% (20 hours) 3) 20% - 80% (32 hours) 4) ‘never thought about it’ 5) 99% - 1% (40 minutes)

Do you have a prospecting plan or do you look at prospecting the way Columbus looked at exploring?

What Activities Comprise A Prospecting Plan? *Google/Bing/Yahoo/etc. – know more about your prospects and your competition than they know about themselves *Read local newspapers, business magazines, and trade journals *Personal Mailings – letters, HAND WRITTEN thank you notes, birthday cards, etc. *Personal Email Campaigns *Personal Mailing Campaigns *Corporate Mailings & Email Campaigns *Touch Points -- PrintGrowProTAKEAWAY *Traditional Networking (school, church, volunteer activities, civic functions) *Trade shows that visit your town *4 MORE ‘BIGGEES’

The 3 Foot Rule – Execute It Daily *get way out of your comfort zone *smile, make eye contact, and say ‘hi’ to everyone

Referrals *Have you asked for any in the last 7 days?

#1 – Practice #2 – Have Fun!!! #3 – Be Prepared/Scripted #4 – Expect to Win #5 - Keep Notes of Who, What, Why, etc. #6 – Keep A Journal On How You Perform #7 – Always Have Good Questions Ready #8 – See #1 (5Ps – Perfect Practice Prevents Poor Performance)

Hi5 MetaCafe DIGG ASmallWorld Plaxo NING LinkedIn YouTube FlickR Twitter MySpace StumbleUpon Facebook WordPress (personal blogs) Color

Social Media is the new cold calling -video-

LinkedIn Personal Blog Twitter YouTube Account

It’s no longer only who you know; it’s who knows you.

TAKEAWAY #1 *Plan every day in advance *Make prospecting a part of every day *Always work from a written “to do” list *Schedule prospecting the same way you would lunch with a client *Make your list the night before the workday ahead *Daily, Weekly, Monthly, Yearly *The first 10% of time you spend planning your work before you begin can save you up to 90% of the time once you get started.

TAKEAWAY #2 Read Something! “ The Go Giver” Bob Burg

TAKEAWAY #3 Google Yourself Monthly

TAKEAWAY #4 *Call Yourself *Listen To Your Voice Mail Message *Would You Call You Back? *Friendly – Positive – Enthusiastic?

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