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Observe the Calendars of Your Sales Team Members

Now that your calendar is set with recurring actions and appointments, you can start connecting the dots (for yourself) of how that level of organization is contributing to the results you are achieving. 

And you can be the example for your team to follow.
Your example and expertise will allow you to coach your team on HOW to organize their time and HOW to plan for appointments so that they can begin to experience that level of organization for themselves and connect their own dots of struct…

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June is…the beginning of a new season.

It’s summer…and summer traffic is often unpredictable, and customers/clients can be distracted by vacation plans and being away from home.
You might have vacation plans scheduled, too…which means you need to make goal in LESS time.
What? Yes. 
And as we discussed in an earlier post, it’s about the strategy…what is the number you have to hit? How many sales do you have to make at what average sale? And what actions are needed to achieve those sales?
You do this by taking the actions that incr…

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Procrastination

As well as we can plan our time and be vigilant in protecting our time from being unnecessarily taken up by others, there is still a sneaky little gremlin called Procrastination.

Procrastination is sneaky because it looks like taking a break. It looks like being productive when we shift our attention to something that needs attention, but maybe not as much or not right now…especially if it is less important to achieving our goals than what we are currently working on.

It’s good to LOOK for…

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Opportunities for Growth

Imperfections exist, and acknowledging and accepting that fact is helpful in order to move with them and through them. 
When we accept them as part of the package, we can own them without defending, excusing, or avoiding…they just are.

From that point, we can expand our view and ask: How is this habit and behavior affecting me? How does it impact others? What do I gain from it and what does it cost me?

And we can choose new actions. 

If you are in a sales leadership role, and you have …

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Asking for Referrals

I must admit, as a salesperson this is one of my weaker areas. I GET a lot of referral business but it’s not because I ask for it. I can only imagine what would happen if I intentionally asked a happy client to refer me to someone they know who might use my assistance. So, don’t follow my lead on this.

However, I do work with people who are good at this and are generous to share what they do that works, which is what I will share with you.

ALWAYS give two business cards and say: “Here is…

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Thank you notes

Call me old fashioned…no, don’t. Call me gracious and grateful…yes, do.
I have personalized thank you notes (gracias, www.crane.com) that I love to send… and I LOVE to receive thank you notes. And by thank you notes, I mean a handwritten note and envelope. Yes, that kind of thank you note.

A young woman at a seminar recently told me that she doesn’t think thank you notes are genuine…and when I asked her to explain, she said she never received a handwritten one, but rather a thank you email w…

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Structures and Support

“I don’t write goals, but I have them in my head.”  What??
If you’ve heard yourself say that, challenge its efficacy: DID you really achieve the goal? Did you even have one? Or is that something you say to avoid the responsibility of making a commitment and then taking the actions to achieve the goal? 

Some facts about goals: 

  1. You need to write them down. The action of thinking it through and articulating what you want is powerful and part of the process.
  2. Put your goals somewhere that yo…

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Actions Matter

Actions repeated create habits. 
Actions are the only things that create results (not feelings or intentions or circumstances).
I often review goals that have action plans that are ‘insufficient for goal achievement.” What I mean by that is that the actions might have a value of $750K when repeated…which is GREAT…except that the goal is $1.1m. That’s not great. Make sure that the QUANTITY and the QUALITY of your actions are sufficient for the desired results. If you are not on track with your …

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Guardrails #2

To continue with the guardrail conversation… setting boundaries.
A boundary that helps guide the conversation is the ability to say “No.”

Say NO when the client/customer asks for things that cannot be done – either within the current budget or timeframe.
Say NO when the client/customer asks for additions without adding to what they are paying for it. 
Say NO when the client/customer asks you to ‘take it out of your commission’.
Say NO when the client/customer asks you to do something that you know is…

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GRATEFUL GREETING

This is where gratitude matters most…when we welcome clients, customers, and prospects into the showroom and collectively and individually create an environment that is warm and inviting.

Our thinking and conversations internally impact the experience that we create for our ‘guests’ 
and when we understand the impact that we have, we can be responsible for it and be
intentional with it.

What do you do to prepare yourself to be welcoming and grateful to incoming guests?
What do you do to rem…

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