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In This Issue
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1.
Subscribe
2. Time Management
3. Book Announcement
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Time Management Tip
Place a time limit
Q: How
long does it take to complete a task or project?
A: However
long you allow it to.
As you plan
your day full of activities, appointments and calls to make, make sure
that you are allowing yourself the right amount of time to complete a
task. Give yourself enough time to do it right without rushing. But don’t
give yourself too much time such that you end up procrastinating and
putting it off because you have “plenty of time to do it.”
Estimating
time can be hard because it is hard to plan for interruptions. Be
realistic and think about how much time it would take you to complete a
task if you had absolutely no interruptions and your mind did not wonder
elsewhere while you are on task.
Then add another 30 or 50% to the time and that should give you a
realistic estimate.
Then, as
we have discussed in other articles, do your best to minimize interruptions
and focus exclusively on the task at hand. When you complete the task in less time
than you anticipated, you will have an exhilarating feeling of
accomplishment and feel much better about yourself. This will give you a blast of energy to
tackle the next task, and the next, and the next.
Click here to download
a free time grid to plan and account for your work week!
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Thank You to all of those
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"10 Secrets to
Sales Success" on DVD.
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When
in Doubt, Do It Anyway
This past week I had
an interesting dinner with a client. This is a client that single-handedly
controls many millions of dollars in advertising every year. As we
discussed a new opportunity that has come up, there were many pros and
cons about this new opportunity.
The most interesting
part about this new proposition is that it has never been done before. We
were attempting to create a whole new experience for advertisers and
consumers. Obviously, with such a new venture, there is huge upside, and
with that, a huge opportunity for failure.
So after much
discussion back and forth, I asked about her overall philosophy in
business and entrepreneurship. Her response: “When in doubt, Do it
anyway.”
If you have something
out there where you see opportunity and possible failure, what are you
going to do? I say, go for it. Better to live with the experience of
doing it, than the regret of “what could have been.”
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Closing the
interview
As you know, these articles I write come from my own
life experiences in life. Some are sales related, some are not. However, I
believe all of life’s actions and interactions can relate to sales.
This week I interviewed someone for a sales position. He
handled himself very well. However, as I was going through the interview,
I asked how much he knew about our company. It was obvious in his
expression that he did not know very much. I asked if had a chance to
visit our website, and even though he said he did, I felt that he didn’t.
Two strikes.
As we concluded the interview, we told him that we
would get back to him in a week or so. I did this on purpose to see what
kind of closer he was. To my surprise, he took that as an answer and did
not inquire further. Three strikes.
As long as we are in sales, we will ALWAYS hear, “we’ll
call you in a week or so” or any variation of such. Quite frankly, I expected
him to ask more questions and try to find out more about his real chances
of getting the job.
I expected questions like: “What specific
considerations will you be looking at to make your final decision?” “If I
were to be selected, when would I begin working for you?” “Who else will
be involved in making the final decision?”
If you were interviewing, what would be some of your
closing questions?
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Showing
up is half the battle
I have written about
this many times before. However, it never gets old or out of style, so I will
do it again.
If you want to be
outstanding in the game of sales, you have to become well know in your
business. One of the best ways to do so is to show up in person at the
events where your peers and customers are.
Show up at the
industry events, galas, networking events, breakfasts, lunches, golf
tournaments, happy hours, boards of directors. Anywhere they may be, you
should be there too.
The more they see you
and know you, the more they will like you, and trust you. You will send
the message that you are for real and that you are one of the best in
your industry. Business people want to do business with the movers and
shakers.
Be visible and you
will see increases in your sales.
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