Jeffrey Answers a Question about Business Etiquette | Real World Sales Tips

“Your challenge is to lead your prospects so they will follow you – and turn into customers.” ~Jeffrey Gitomer, author of The Sale Re-defined

Resilience | The Lost Secret of Leadership

Every poor performance is an opportunity for encouragement. Every great performance is an opportunity to reward and celebrate.
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Jeffrey Gitomer’s Deal of the Week #602 – Sales Revival CD Set

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Jeffrey Gitomer’s Deal of the Week – Network With No Fear!

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Make a Sale on Monday. It Does Wonders for Your Week.

If you’re looking for consistency in selling performance, try these steps. You won’t believe how lucky you start to get.

Monday. How you do on the first day of the week sets the tone for the rest of it. And how you do on Monday is based entirely on how smart you worked last week. If you are disciplined enough to follow these methods, you won’t believe the difference it will make in your week and your productivity.

1. Make a sale first thing Monday morning… Set an appointment for early Monday morning you are confident will buy. It makes you feel great to capture a sale to start your week. Sets you in motion and gives you a mental boost to work harder (and make another one).
NOTE WELL: Since there are a lot of companies having sales meetings on Monday AM, you’re as productive as you can be with an appointment. You can start making sales calls after 10am. (If time permits you can also try a few calls before 8am. Lots of decision makers are early risers.)
2. Learn something new… Listen to a training CD in your car or at home (or both), and instead of listening to the same old news or music, try to feed your head with new knowledge that will help you make that first sale. When you learn a new technique on the way to an appointment, you can try it out in minutes.
3. Make at least 5 appointments for the rest of the week… Why not have a Monday full of success and positive anticipation. It’s up to you. Pick up the phone and work at it.
4. Work like hell all week.

Friday. How you do on the last day sets the tone for next week. Most people slack off. If you work intensely on Friday, it will ensure success next week and give you good reason to have a great weekend.
5. Learn something new… Continuing your sales education throughout the week on a regularly scheduled basis is as important to your success as any other aspect of sales, but make sure you listen on Friday morning.
6. Make a sale on Friday afternoon… Schedule a close for Friday afternoon… nothing like ending the week on a positive note.
7. Confirm and solidify your Monday appointment on Friday… If you worked hard the last four days, you’ve already set your “Monday AM make–a–sale” appointment. Call the prospect on Friday and confirm it.
8. Make at least 5 appointments for next week… Why not guarantee yourself a full schedule next week? Spend your weekend relaxing instead of worrying about how few appointments you have. Make this commitment to yourself: I won’t leave work on Friday until I have 5 appointments and I’ve have set my Monday appointment/sale.
8.5 The secret to a great week is to use Monday as a springboard. The bigger secret is to trigger it by making a “sale” call on Monday. The biggest secret is you having enough qualified prospects in your pipeline to make that Monday sale possible. Keep your sales pipeline full. PREPARE for your success or it won’t occur.

Sounds simple. Make appointments, listen to CD’s, make sales. It is simple. It just isn’t easy. But if you work intensely, you can do it. I can make one promise to you… follow these guidelines and you’ll have sales consistency (you’ll also earn money).

Now you know the secret. I’ve given you the answer. The question is what will you DO with the answer.

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Getting ready to think! Are you ready? What are you thinking?

Here are 8.5 personal insights that will help you achieve some original thought, reaffirm some existing thought, and maybe even get rid of a few unwanted thoughts…

1. Identify your NOW feeling and state of mind. What’s up? Happy? Sad? Afraid? Mad? It’s important that your mind at least be in “neutral” before you start the thinking process, and the more the needle leans toward happy and positive, the more productive and rewarding the thinking time will be.
2. Wake up and write. It doesn’t matter what it is, just write whatever comes to mind. Don’t force yourself to do it, just let words flow. As you think, capture your words.
3. Mentally go back to the house you grew up and picture yourself in each room one at a time. Stories will begin to pop into your head about what happened. Pick the fun ones and document them. This may even prompt you to call some people you love that you haven’t been in touch with recently.
4. Don’t write about your goals – focus on things you would like to achieve. Write a bucket list of places you must go before you die. Go online and find pictures of each one of them and paste it next to the place you want to go. Make it real. Going to India may be a place you want to visit, but putting a picture of the Taj Mahal makes it more real. After you have listed all the places, jot down a few things you MUST do. Maybe it’s run a marathon, or go to the library more often. Whatever it is, or they are, commit to it (or them) in writing. Add to the lists regularly.
5. Find a quiet place where you can be alone to write. Starbucks is not the best place. A park is better. I spend a lot of my time in parks and by water. Something about the sound of wind or the sound of the water is calming. Just an added note: I do not listen to music while I write, but if I did I would listen to light jazz or classical.
6. Don’t let your thoughts get away. Rather than dwell on them, write down the key words so you don’t forget. Thoughts are fleeting. If you wait one minute and then go back to it, it’s gone.
7. Write your biography. Just a short history of where you grew up, who you are, and what you did. Two or three paragraphs.
8. Write down what you love about work, what you hate about work, and what you wish were different at work. From that list (especially what you hate about it) you will begin to generate a few ideas. Write them down immediately and then let them sit for a day. Don’t just write the idea, write everything you are thinking about it. I refer to it as a brain dump. Having written more than 1,000 articles, they often come from frustration, not just ideas. And when I first think of them, I immediately write everything down that’s in my head, not in sentence format – just the ideas and words so I capture the thought and can go back and fill it inlater.
8.5 Write everything down at the end of your day. Before you go to bed at night clear your mind so you can dream and wake up with answers. You do this by writing your thoughts, your to-dos, your challenges, and maybe even your hopes and fearsbefore you go to bed. Once it’s written, you can forget about it. This will allow you to sleep like a baby and wake up with an uncluttered mind.

Please take advantage of your personal time. It will pass quickly. Try to invest as much of it as you can FOR YOURSELF. I’ll be doing the same.

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Jeffrey Gitomer’s First Live Webinar of 2013!

You have to take pride in your achievements and your accomplishments. That pride, that ownership, and that responsibility will lead you to the next achievement.

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Jeffrey Gitomer Speaks About Napoleon Hill’s Think and Grow Rich

“The man who fears poverty will never be rich.” – Napoleon Hill

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Closing the Sale | The Definitive Answers You Won’t Like

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Jeffrey Answers a Questions about Sales Compensation | Real World Sales Wisdom

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Instead of figuring out how to change (reduce) compensation plans as a disincentive and morale breaker to all, why not invest in a sales meeting and a celebration to reward those who have achieved at the highest level, and challenge those in the audience that they too can win these awards next year if they decide to dedicate the time and effort to do so.

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