Sales Skills: Richard Fenton and Andrea Waltz interview - co-authors of Go For No!

Richard Fenton and Andrea Waltz are owners of Courage Crafters, Inc.; creators of authors of Go for No! which reprograms the way people think about failure, rejection, and how they respond to the word NO.

The "go for no" ideas have been embraced by people in a wide variety of industries and organizations including Country Insurance, Labor Ready, American Express, Jennifer Furniture, Juice Plus, Pep Boys, and many, many more. You can Visit them at GoForNo.com.

It's my pleasure to bring you Richard Fenton and Andrea Waltz -- get ready to enhance your selling skills in a big way...

Josh: If you could only share one piece of sales training advice which would help people sell more, what would you tell them?

Richard Fenton & Andrea Waltz: Understand (or, more accurately, remember) what we all knew as children, which is: "No doesn't mean never. No means not yet." The reason the vast majority of salespeople do not succeed is because they simply give up too soon.

It's like the story of the hikers who got caught in the blizzard, only to give up and lay down to die 100 feet from the cabin! The cabin is the 'yes' we're searching for, but we get blinded by sNOw.

Josh: What do you think are the key ingredients needed to become a top sales professional? Do you see any common traits among leading salespeople?

Richard Fenton & Andrea Waltz: There are two, and really only two, key ingredients to being successful in selling. Number One is a high concern for RESULTS; in other words, a burning desire to make the sale. Number Two is a high concern for building RELATIONSHIPS that lead to repeat sales and willing referrals.

Of course there are many skills, strategies and techniques that need to be learned and mastered in order to achieve results and build relationships, but if the salesperson doesn't have those two desires at their core, long-term and sustainable success is extremely unlikely.

Josh: How do you feel about cold calling?

Richard Fenton & Andrea Waltz: Warm calling is better. So if you must cold call, invent a reason for the call to make it as warm as possible.

For example, convert something completely cold like, "I got your name from the internet", to something with a little warmth like, "I was searching the internet for people who fit the profile of our best customers, and I found you." It's not as good as responding to an inquiry or contacting a referral, but it's better than nothing.

Josh: In your opinion, what is the best approach a salesperson can take to prospecting for new clients and or customers?

Richard Fenton & Andrea Waltz: The best approach, hands down, is getting referrals from happy customers. Second is getting referrals from unhappy customers. Third is getting referrals from your dog.

Josh: What forms of motivation work best for inspiring salespeople in your opinion?

Richard Fenton & Andrea Waltz: The key when it comes to motivation is to understand that 'one size doesn't fit all.' All motivation must be personal, targeted to the specific wants, needs, desires and dreams of the individual.

That's why so many well-intended sales contests fall flat; they offer one 'motive' (a trip to Hawaii, for example) which might appeal to 30% of the team, but that leaves 70% who are unmotivated by the reward being offered.

Some people want trips, others want cash; some want to be pulled up on stage and recognized at the annual conference, while others want to be left alone. You can't motivate someone with something they don't want.

Josh: How do you encourage sales referrals?

Richard Fenton & Andrea Waltz: The only referrals that are really worth getting are referrals from TOTALLY THRILLED customers. By definition, a 'customer' is someone who buys... not simply someone you talk to.

So the first step in getting worthwhile referrals is to SELL SOMETHING! Then, THRILL that customer totally and completely with amazing service. Then... and only then... ask that totally thrilled customer who they know who would benefit from the same amazing service you provide.

If you've done your job, they'll fall all over you offering names, numbers, and even to make the calls for you. And, if they don't, perhaps your definition of 'thrilling" isn't thrilling enough.

Josh: Talk to me a bit about the book, 'Go For No!' -- Can you share some ideas from it as well some specific takeaways that sales professionals will learn and be able to apply after reading it?

Richard Fenton & Andrea Waltz: The book is a short (only 80 pages) fable about a copier sales guy who happens to -kind of magically - meet himself 10 years in the future. Both versions of himself. And in doing this he learns that "go for no" is the one strategy that can make him truly successful.

The premise of the book is that most people spend their careers seeking SUCCESS... the YESES... while doing everything within their power to avoid failure... hearing the NO's... a recipe that ensures mediocre performance.

Intentionally increasing your failure rate; and by that we mean intentionally increasing the number of times people say "no" to you is the ultimate strategy for achieving long-lasting and sustainable performance. When you go out of your way to increase the number of NOs you hear, the YESES will show up at your door in greater quantities than you ever could have imagined.

We share a method in the book that we call "NO GOALS."

Most of us operate with what are commonly called Yes-Goals... goals for the number of times people say "yes" to us and for how many sales or dollars we need to generate. This approach that we've all been taught to use and follow has a serious flaw.

The flaw is that, once we achieve the goal we tend to divert our attention to other tasks, or reward ourselves for our success. But how do we reward ourselves? By slowing down, by taking time off, or simply getting involved in non-sales oriented tasks like catching up on paperwork!

But there is a better approach that can dramatically increase your performance and that approach is to start setting NO-GOALS instead.

That is, setting a goal for the number of times people do say "no" to you. For example, when we changed to setting "No Goals" in our business, our goal became to have 200 COMPANIES say "NO" to us each month.

And, when someone said YES to us we didn't stop to celebrate... because we had to keep going to get our NO-GOAL!

See the difference? What was amazing is that we found that ANY month in which we hit our no-goal we ended up with more business than we knew what to do with! And whenever we'd experience a lean period we could look back on our calendar and we'd always discover a time that we weren't hitting our no-goals.

And that's the insidious thing about only having YES-Goals. Sometimes they end up limiting our performance rather than driving it upward. But if you stay focused on the behaviors necessary to be successful, in this case, hitting your NO-GOALS... the YESES will come.

-Happy Selling! Josh Hinds :-)
(follow me on: Twitter)

*brought to you by SalesTrainingAdvice.com

Face Your Dragon By Kelley Robertson

I'm a big fan of a Canadian television show called the Dragon's Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding.

This is a great example of selling because the business owners are asking for large amounts of money (from 50-400 thousand dollars).

The smart entrepreneurs get it. The majority don't. The people who get the funding generally have a much stronger approach and are more effective in their appeal.

As a sales professional, you face a dragon when you meet with decision makers in the organizations you prospect and present to.

Your sale may not be worth one hundred thousand dollars but that doesn't diminish the importance of your meeting or presentation.

But, if you don't deliver, your competition might be able to steal the business away from you. Here are five strategies to consider when you face your dragon.

* Be prepared. Too many people in sales think that they can "shoot from the hip" during their presentations. I used to be one of those individual's and although I generated good results, my performance improved when I invested more time planning my strategy and approach.

Preparation starts with researching your prospect so you have an excellent understanding of his or hers business challenges. Most sales people do not do enough research before meeting with their prospect.

In many cases, they expect their prospect to give them information about their company that could easily have been discovered in the company's website or annual report or a quick search on the Internet.

Preparation also includes developing high-quality questions to ask that will help you better position your product, service or solution, determining what materials or props will enhance your meeting, and the approach that will best work with each prospect.

You also need to prepare for questions. See the last point in this article for more information and details.

* Clarify your value proposition. Most sales presentations focus on the seller's product, service or solution. This is one of the biggest mistakes sales people make. They believe that their customer cares about awards, nominations, or the features of their product or service. Wrong!

Your value proposition must focus on your prospect's interests, not yours. Smart sales people concentrate on their prospect's goals and they can clearly articulate the benefit of their offering in terms that relate to their prospect. They discuss solutions in business terminology such as; reduced costs, increased sales, improved morale, faster time to market, etc.

Your value proposition clearly needs to show the business results your product, service or solution achieves. It is not sufficient to say, "We help companies save money." You need to be precise. Exactly how much money can you save n organization? And, can you prove it? That leads us to our next point.

* Give proof. In most cases, the entrepreneurs who succeed in achieving funding from the "Dragons" have a track record of sales. In your case, you need to give proof of your product's ability. One of the best ways to accomplish this is through testimonials.

Risk is a big factor that influences a buyer's decision to do business with you. Do you have case studies and actual testimonials that your prospect can review?

Because sales training is an intangible, I am often asked for references of satisfied clients. I have many I can chose from and give each prospect the names and contact information of current and previous clients so they can contact them directly.

Plus, I adapt each list to meet the needs of each prospect. For example, if I am being asked to conduct a program on negotiating, I give my prospect a list of customers for whom I have conducted a similar program.

* Stay calm. The "Dragons" on the television show are very direct-often blunt-when they ask questions and many of the would-be entrepreneurs get flustered and lose focus.

It is critical to recognize that executives are used to asking tough questions in a direct manner which means you need to be prepared for this. That's part of your initial preparation.

* Anticipate potential objections. If you don't address your prospect's specific needs with your offering, you can count on hearing objections.

Anticipate these obstacles and determine what you will do or say to move past them.

Here is a tip that will help you respond more effectively to objections: Rather than respond immediately, restate the prospect's question. This gives you an additional moment or two to think of your response. However, if you have planned your approach, you will not be caught off-guard by these objections.

Close more sales by applying these five strategies when you have to face your dragons.

By the way, one of the best presentations I saw on this show was a 19 year-old student who asked for (and got) 1.25 million dollars. He was well prepared, delivered a great presentation, and was ready for the objections. He not only faced the dragons, he slayed them!

(c) 2008 Kelley Robertson. All rights reserved.
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Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter available at his website. Visit KelleyRobertson.com. He is also the author of "The Secrets of Power Selling" and "Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. Learn more about Zig Ziglar's Secrets of Closing The Sale.

*brought to you by SalesTrainingAdvice.com

How Would Your Customers Rate Your Service? By John Boe

Rendering exceptional customer service is both a responsibility and a smart business decision. Unfortunately, far too many salespeople view customer service as an administrative burden that takes them away from making a sale.

The truth is, providing quality customer service presents tremendous opportunities for cross-selling, up selling and generating additional referrals.

Dick Cavett once said, "It's a rare person who wants to hear what he doesn't want to hear." If your clients were given a customer satisfaction survey, how would they rate the level of service they are receiving from you? Customer feedback consistently points to the fact that the little things make a big difference.

Quality customer service is typically defined in terms of attention to detail and responsiveness. Not surprisingly, the top two customer complaints with regards to customer expectations are unreturned phone calls and a failure to keep promises and commitments.

Successful salespeople place great value on developing lifetime relationships with their customers and always "go the extra mile" when providing service. In today's competitive marketplace, they are aware that their customers are aggressively prospected and their loyalty cannot be taken for granted.

Could you use a few more referrals? "Go the extra mile" when providing service and turn the customers you serve into advocates to help you promote your business. Your referrals and follow on business are in direct proportion to the quality and quantity of service you render on a daily basis.

When a customer begins a relationship with you, he or she brings to the table specific expectations. These expectations are primarily based on their past experiences as well as their perceptions of you, your product, and your company. It's critically important to take the time to ask open-ended questions and clarify what your customer expects. If they have false or unrealistic expectations, be clear with them upfront on the process and work with them to manage outcomes and set reasonable timelines.

How can you be sure that you customers are satisfied with your service? Just ask them. When it comes to customer service, perception is reality. Service is not defined by what you think it is, but rather how your customers perceive its value. Knowing more about your customer's needs and expectations will allow you to customize the service you provide. If you don't already have a customer service feedback system in place, establish one to monitor how your customers perceive the service you provide.

When it comes to impressing your customers, it's the personal touch that really makes the difference. Stay in contact and keep good records. Take the time to jot down notes from meetings and phone calls making certain to record all relevant information. Maintain a written record of service. This is especially helpful when clients are reassigned. It's a good idea to setup a suspense system to track important contact dates such as client review calls and birthdays. Consider sending a personal note or an article of interest every six months.

Relationship building and follow on service are critical components for promoting both customer retention and revenue growth. Salespeople that fail to implement an effective customer service program actually do a disservice to their customers and unknowingly, leave the backdoor open to their competitors. If you do it right, sales and service blend seamlessly and you will exceed your customers' expectations!
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John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.JohnBoe.com or call (877)725-3750. John's newsletter is available on his website.

-What are your thoughts? Can you share some of the "little things" you do during and after the sale to make your customers experience a positive one?

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What Customers Hate About You By Kelley Robertson

Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.

1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer has stated as being important.

I remember an interaction with a couple of salespeople a few years ago. One of them asked some great questions to learn more about my particular situation. However, his counterpart did not listen to my responses, and as a result, his solution did not address my business challenges and buying requirements. In fact, his presentation was so far off base, I abruptly called an end to the meeting. Time is a precious commodity for people and when you don't listen you disrespect your prospect.

2. Talking too much. It still amazes me how many salespeople think that telling is selling. I see this in virtually every type of sales environment from B2B to B2C to Retail. My personal belief is that your prospect or customer should do most of the talking in a sales conversation. Sales people react to this idea by saying, "But if they're doing all the talking how can I sell my product?" The key is to let your customer do enough talking so that you can properly present a solution to their problem or situation.

3. Lack of knowledge. In today's information- rich world, there is no reason for a salesperson to lack knowledge about the products and services they sell. I was recently impressed by the person who gave us an estimate on a new roof for our house. He knew his products and was able to speak intelligently about them and the differences between each.

I know that the life-cycles of many products are very short and that many companies introduce new products at an alarming rate. However, if you don't know enough about your products, you are going to lose your customer's respect, and in all likelihood, the sale. Do yourself a favor and invest the necessary time learning about your products and services.

4. Lack of follow-up. Many sales people say they will do something and fail to follow through. This ranges from promising to get information to taking care of a problem or concern. Many people use this as a barometer before they make a final buying decision. Here's how.

A potential customer asks for a particular piece of information and the sales person promises to deliver it by a certain date. The deadline passes and the prospect has to call and remind the salesperson. Because the sale has not been finalized, warning signals sound in the customer's mind. After all, if the sales person is this slow to respond before the sale is made (the courting stage), how long will it take him to respond after the sale?

Lack of follow up results in lost sales. A person contacts two or three companies about a particular item or project. All three submit a quote but only one makes the effort to follow up. Who is more likely going to get the sale?

5. Lying. "I don't care about the customer and I'll tell them anything I have to in order to get the sale." Believe it or not, I heard this comment from a participant in one of my sales training workshops. Unfortunately, the number of sales people who lie or intentionally mislead their customers is staggering.

This behavior includes; overstating the capabilities of your product, stretching the truth, or giving people the wrong information. Almost everyone has bought a product from someone who was less than truthful, and as a result, has become more skeptical with their buying decisions.

6. Failing to understand their needs. This is an extension of the first two reasons customers dislike salespeople. When a sales rep talks too much and listens too little, they don't get a full understanding of their prospect's situation. I have worked and interacted with thousands of sales people over the years, both as a trainer and a buyer. I can state without hesitation, that a mere twenty percent of them actually take the time to understand their customer's needs, situation, concerns, etc. And it's this group of individuals who are the most successful.

7. Refusal to take 'no' for an answer. Almost everyone in sales knows the importance of persistence. However, there is a fine line between persistence and stalking. While you shouldn't drop your efforts after the first 'no', it is critical to recognize that you won't gain anything by pressuring people. In many cases, the reason someone says 'no' is because they don't see the value in your product/service or because they are not a highly qualified prospect.

Sales is an honorable profession. Stand out from your competition by avoiding these behaviours.

(c) 2008 Kelley Robertson -- All rights reserved.

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Kelley Robertson is a professional speaker and trainer on sales, negotiating, customer service, and employee motivation. Receive a copy of "100 Ways to Increase Your Sales" by subscribing to his free newsletter available at his website. Visit KelleyRobertson.com. He is also the author of "The Secrets of Power Selling" and "Stop, Ask & Listen-Proven Sales Techniques to Turn Browsers into Buyers." For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.

-Do you ever find yourself doing any of the things listed above? Be honest with yourself in answering that question. If so, what can you do differently? What types of controls can you put into place which will help you?


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Six Secret Sales Weapons By Lydia Ramsey

If you are involved in sales, and who isn't, you know the terms, techniques and tips for attracting potential customers, creating the desire to buy, gaining trust, closing the deal and maintaining relationship.

Each step in the process is critical to the desired outcome: productive and profitable customer relationships.

Acquiring a new customer costs more than five times as much as keeping an existing customer. Research validates the data, but good old common sense tells you this is true.

While you or your manager is spending time teaching salesmanship, one topic frequently overlooked is business etiquette, an array of skills that can set you and your product or services apart from your competition.

I refer to business etiquette as your "secret sales weapon" because it is not included in most sales training and because it can be the one element that distinguishes you from your competition. A number of ways to use your secret weapon are:

1. Begin before you leave home. Start your day by dressing for the activities on your calendar. If they range from business casual to business professional, you need a change of clothing along the way. It is always easier to take off rather than add on. For both men and women, wearing a jacket takes business dress up a notch. Removing it allows you to blend in to a relaxed environment. Dress in a professional manner that meets your customers' expectations.

2. Prepare for the inevitable first impression. Each day is filled with first impressions that will last forever in the memory of those you meet. There is never a day that you can let down your guard regarding your attire, your grooming or your attitude. You have no idea whom you will meet, where and when. Don't spoil an opportunity.

3. Practice listening skills. Successful sales people are adept at conversation. They love to talk. Many forget that being a good conversationalist means being a good listener as well. Paying attention to what your customers have to say allows you to understand their needs and gives you the advantage for closing the sale and continuing the relationship.

4. Learn how your customers prefer to communicate. The best way to do this is to ask, "How do you want me to contact you?" Some like e-mail; others opt for the phone; and a surprising number of people favor good old-fashioned face-to-face interaction. What works for you may turn off your customer?

5. Follow up. After your arranged meeting or chance encounter, reconnect with your customer. Your responsiveness will not only help seal the deal, but insure a continuing relationship. A short phone call or brief e-mail is an immediate affirmation of your agreement. The handwritten thank you note that you send afterwards requires little time, but takes the relationship to a different level.

6. Offer service after the sale. Check to see if your customer is happy with your product or service. If there is the slightest hint of dissatisfaction, handle it immediately without excuse. Letting customers know that their satisfaction is your highest priority will have them coming back again and again. Not only that, a contented customer will spread the word almost as fast as the unhappy customer.

Using business etiquette skills as your secret sales weapon won't cost you a dime. Your only expenditure is the time it will take to listen and learn about your customers, to honor their preferences and to follow up with courtesy and respect.

(c) 2008, Lydia Ramsey. All rights reserved.
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Lydia Ramsey is a business etiquette expert, professional speaker, corporate trainer and author. Learn from Lydia by reading the latest edition of her widely acclaimed book, "Manners That Sell" available at http://www.mannersthatsell.com.

-Is there anything you would like to add on this topic?

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... This powerful series of timeless sales messages will help you close more sales today as you build a career for tomorrow! You'll learn step by step over 100 specific closes and over 700 questions that lead the prospect to the decision table... Learn more about Zig Ziglar's Secrets of Closing The Sale.

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Strategic Selling Tips By Drew Stevens

Athletes Practice, Students Practice, Musicians Practice, Business Professionals Should Practice Strategic Selling Professionals Must Practice. If you tire of working so hard and not achieving, business performance perhaps now is the time to treat your profession like an athlete. Start thinking like an athlete so that you have the inside track for your profession. Here is a new seven-step formula to create your success.

Strategic account professionals lack a methodology to remain on track with clients. They like any professional need a global positioning system to comprehend the relationship, the pipeline, and the close. Similar to how an athlete practices to achieve success here is a method for strategic success.

P – Prepare Competitive Intelligence
Customers no longer desire focus on product they want to understand results. The only method to augment this issue is the creation of a client competitive intelligence program. Employ the use of investigative tools that promote the client’s organizational comprehension, industry knowledge and even competitive trends and pressures. A sincere understanding of client issues assists in promoting a brawny relationship.

R – Relationships
The differentiation lies here. Clients today deserve and desire a trusting guided relationship with their account manager. Clients know more about the products and services you sell then you do. A new process is required, movement from product presentations to value. Clients need to understand the impact your offering has with their need and how quickly it assists.

A – Alliances
Strategic selling professionals require alliances. The network one builds provides useful insight into client account activity. The myriad of networks sellers use to remain visible, insightful and competitive provides client value.

C – Customer Loyalty
Eighty percent of most organizations believe they deliver exemplary customer service. Ironically, less then 20 percent do. According to research by consultancy Bain and Company, only 8 percent of companies really deliver on customer service.

In fact, U.S. corporations lose half their customers every five years. Loyal customers become adjuncts to the marketing department. Make certain your organization invests in programs that promote customer loyalty. It makes strategic selling much easier.

T – Tools promoting value
There are too many barriers to selling. The best professionals learn to strategically view accounts as trusted partners to lessen impediments. Avatars return calls quickly, communicate account issues inter-departmentally, and decrease silos and bureaucracy. When clients obtain information wherever, whenever and however, their representatives are value results from service, expediency, and commitment.

I – Invest in Technology
Technology is about connectivity. We all feel overwhelmed by the largess of email and voice mail. However, technology provides the competitive advantage of maintaining customer connections. Preserve clients with proper communication. The best rule of thumb once or twice per month either telephonically or directly.

C – Competitive Differentiation
Differentiation stems from doing things the competition does not. However, you cannot design a strategic program if you do not understand the competitive field. Conduct homework to discern competitive characteristics. Develop useful methods designed around client need. Most importantly, focus on the result and the client outcome, NOT on your organizational outcome- that is client value.

E – Evaluation
Exemplars for strategic selling constantly evaluate programs. Great strategists employ a team of advisors that understands issues, refrains from tactics and asks great questions. Seek new answers to old issues and produce better outcomes.

Similar to an athlete seeking to gain a competitive advantage, you too must seek the inside track. Clients today are more discretionary. Ensure your success with proper relationships that enable competitive advantage, insight, and availability and watch your goals become reality.

(c) 2008. Drew J. Stevens. All rights reserved.
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Drew Stevens is known as the Sales Strategist. He helps individuals accelerate business growth. If you desire to dramatically accelerate your growth sign up for Drew's free Sell Well Kit at www.DrewStevensConsulting.com/freestuff.

-Is there anything you would like to add on this topic that might be helpful? Leaving a comment below is a great way to share your thoughts with your fellow sales professionals.

Sponsor Message: Stay motivated to sell with Josh Hinds' motivational booklet, Why Perfect Timing is a Myth: Tips for Staying Inspired and Motivated Day in and Day out! Order your copy today!

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How To Sell in a Poor Economy By Drew Stevens

So, if the economy is down, why is there so much spending? While I do not suggest you ignore the issues, however, media outlets seeking viewers contrive much of the news. Selling professionals need ignore these unnecessary distractions and simply sell. Stop getting distracted and stop listening to the negative. You must find methods that provide the inside track and get your sales into 5th gear.

Put Selling into 5th Gear...

The largest singular issue with selling in a difficult economy is change. There is change in buying power, change in budgets, even change in decision criteria. However, what has not changed, are goals, annual commitments and a desire to excel.

I am willing to bet that you believe that the economy is holding you back from quota. I am willing to believe that stress is increasing. How bad do you think the economy really is? Do you believe the economy is why you cannot sell anything? Well, here is some interesting information for you.

• Halloween spending this year is $6 Billion.
• Christmas spending on the Internet will increase by 22%
• According to a recent CNN report, Americans save only 1% of their income.
• Review your interstates and local roads; notice all the new automobiles.
• American football stadiums are still selling to capacity crowds.
• Fast food and restaurant capacity has decreased only marginally; people still go out to eat!
• Beer and liquor products are holding up well.
• Seven of every ten firms are holding an annual holiday party!

So, if the economy is down, why is there so much spending? While I do not suggest you ignore the issues, however, media outlets seeking viewers contrive much of the news. Selling professionals need ignore these unnecessary distractions and simply sell. Stop getting distracted and stop listening to the negative. You must find methods that provide the inside track and get your sales into 5th gear.

The following are items you influence to take you from worst to first!

Do not – watch the news and ponder the negative. Rather discover trends that enable you to assist clients. Look at trends that buck recessionary trends. This time of year, there are budgets that still require spending.

Do not – hover around negative people. They only make you negative. Rather discover new associations that build your business. Find networking clubs and associations seeking positive volunteers.

Do not – listen to rumor. Rather only, act on information that proves to be factual. Review statistics and seek honest information sources.

Do not- waste time with unnecessary meetings. Rather, understand objectives and agendas before you attend. Your precious time needs to be spent selling.

Do not – waste time. With extra time yielded by canceled appointments, discover methods to improve your craft. Attend a class or read a book that provides professional improvement.

Do not – sweat the small stuff. You will gain some additional canceled engagements and letters of intent. Do not focus on the negative hold onto relationships for future growth and opportunities.

Do not – treat non-paying and terminating clients badly. Research proves that 40% of every selling situation is based on customer service. The world is flat and the world is small, your present non-pay might become a future long-term prospective client.

Do not – look for the gloom but the gold. The New Year, the new President brings change. Change provides new opportunity. Change provides light in what appears dark.

The current economic issue will eventually become coffee table conversation. Change provides renewal and growth. Within the next several years, growth returns and these issues are past experiences.

To maintain perspective and gain the inside track you need to operate in 5th gear. While your competitors downshift to first gear congruent with economic trends, now is the time to press down on the pedal and accelerate past the competition. Begin doing things the others don’t.

(c) 2008. Drew J. Stevens. All rights reserved.
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Drew Stevens is known as the Sales Strategist. He helps individuals accelerate business growth. If you desire to dramatically accelerate your growth sign up for Drew’s free Sell Well Kit at www.DrewStevensConsulting.com/freestuff.

-Do you have any other ideas you would like to share on this topic?

Sponsor Message: Secrets of Closing The Sale By Zig Ziglar ... Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how to sales program. This powerful series of timeless sales messages will help you close more sales today as you build a career for tomorrow! Learn more about Zig Ziglar's Secrets of Closing The Sale.

*brought to you by SalesTrainingAdvice.com