My Favorite Video - Gitomer Style

The time for systems of selling has passed.
The time for sales manipulation has passed.
The time for "finding the pain" has passed
The time for "closing the sale" has way passed.

I wonder if you're using yesterday's approaches to complete today's sales.

How Often Do You Shower?

Over time I've come to learn that I need to cool down when it comes to making important business decisions. Most entrepreneurs are impatient people by nature. But that same desire can turn into your worst enemy if you don't learn how to control it. Lately I've come up with a rule that has helped provide clarity on major business decisions. I call it the "shower rule". Since I do my best thinking in the shower, and I don't have time to take one during the day, I hold off making an instant decision. What I needed was a mechanism I could use to slow myself down, and the shower rule has helped immensely. This way I don't rush into decisions prematurely. My father, Tom Morales, who owns Morales Group, has taught me that real opportunities don't disappear. I guess that comes with age and experience. Thanks Dad for setting a great example.

Gear Doesn't Matter

In business, too many people obsess over tools, software tricks, scaling issues, fancy office space, lavish furniture, and other frivolities instead of what really matters. And what really matters is how to actually get customers and make money. It's not the gear that matters.

It's like all those amateur golfers that think they need expensive clubs. But it's the swing that matters, not the club. Give Tiger a set of cheap clubs and he'll still destroy you. Equipment can be used as a crutch. Everyone doesn't want to put in the hours on the driving range so they spend a ton in the pro shop.

So are you that business owner who spends on gear that doesn't impact the bottom line?

Excerpt taken from the book entitled Rework. Probably the most practical business read in the last two years. Excellent down to earth content. A must read.

Prospecting w/Video Email

Chop Wood, Carry Water

Phil Jackson once used an old Buddist quote, "chop wood, carry water" during a pre game speech in the NBA Finals. To me this meant that you must stick to the basics, work hard, play your role, and not make it more complicated than it has to be. Just like in sales, you generate activity consistently in the marketplace by practicing the fundamentals. Those basics include an early morning networking events, late night homework for a presentation, and following up with a gutsy phone call to a major customer. Those not so sexy moments in our professional careers usually make all the difference in the long run because you've mastered the fundamentals. So the next time to hit a wall, remember to chop wood, and carry water.

"And let us not grow weary, in due time you shall reap a harvest if you don't lose heart" - Galatians 6:9

The One Email Guaranteed to Get You a Response!

Ever had a client or prospect never get back to you?

Because you're in sales, then I know it's happened to you (or is happening with several of your clients or prospects right now!).

If you ever find yourself in a place where you've qualified a prospect, sent information to them on your product or service, and then find that they just won't return your calls or emails, then I've got a guaranteed email that will get you a response.

Subject of your email: "Should I stay or Should I go?"

"_________ While I've tried to reach you, I haven't heard back from you and that tells me one of three things:

1) You've already chosen another company for this and if that's the case please let me know so can I stop bothering you,

2) You're still interested but haven't had the time to get back to me yet

3) You've fallen and can't get up and in that case please let me know and I'll call 911 for you...

Please let me know which one it is because I'm starting to worry...

Thanks in advance and I look forward to hearing back from you."

Is that great or what?? This works on so many levels including using a "Clash" song everyone can relate to in the subject line, to giving them options and an out in case they've decided not to work with you.

And, of course, you give people a reason to smile and that always relieves the pressure from the sales situation.

Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals.

(Note: this email technique was one I learned earlier this week from an Jeffrey Gitomer post featuring Mike Brooks)

Rudy

During my freshman year at Butler University, I decided to transfer programs because I felt I wasn't fulfilling my football potential. The head coach didn't agree with my decision and stated that I'd never play a lick at the division one level.

Fortunately the switch proved beneficial, I started the next three years at Purdue and played on a Big Ten Championship Team with all pro teammates like Drew Brees. Needless to say the Risk - Reward paid off.

My encouragement is to dare yourself, accept the dare, and take the risk. Have you ever taken a risk and succeeded? Didn't it seem like less of a risk after the event was over than before you were willing to take it? Ask yourself why you're avoiding making that high level executive connection that may or break a huge sale. Or why you're fearful to launch a new business idea that would help you pursue a life long dream.

After all, the greatest risk in life is not taking one at all.