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

May 13, 2013 by 2 Comments

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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Filed Under: Overcoming Objections, Productivity, Sales Tagged With: , , , , , , , , ,

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

May 1, 2013 by Leave a Comment

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.

cta-gitomer-1

Filed Under: Attitude, Productivity, Success Tagged With: , , , , , , , , ,

Are You Always Right or Wrong? Probably Right. Too Bad.

April 15, 2013 by Leave a Comment

Why do salespeople always have to be right?

Why do customer service people always have to be right?

 

When a customer calls and has a question, a concern, a complaint, or needs an answer, the first words out of your mouth set the tone for the transaction. And these words lay the foundation for the future of the relationship.

 

The bad news is: more than 90 percent of the people that respond, either in sales or service, don’t give an answer; they give an excuse. The only good news inside that bad news is that 80 percent of the 90 percent is your competition. So all we have to do is fix the 10 percent-which happens to be you.

 

MAJOR CLUE: No one is interested in your excuse. Not your customer, not your boss, not your mother, not your teacher, not your children. No one wants to hear your excuse. All they want is friendly, helpful answers.

 

If you just begin the conversation in response to your customer with my three words, “Oh that’s horrible” followed by, “I hate when that happens, but you’re in luck because I’m the best person to handle that. Here’s what we are going to do…” all would be wonderful.

 

Should you apologize? Yes, if the situation warrants it, but the customer is one billion times more interested in the solution and the outcome than in the apology. In fact, the apology means nothing if it’s not followed with an action or a solution that resolves the situation, completely. And if you want to keep the customer, resolve the situation memorably.

cta-gitomer-2

Filed Under: Attitude, Customer Loyalty, Sales Tagged With: , , , , , , , , ,

The mile between satisfied and loyal. The EXTRA mile.

February 3, 2013 by Leave a Comment

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Have you ever heard the phrase, He went the extra mile?

 

I want to talk to you about the “extra mile” in a way that you might understand it and use it to build customer loyalty.

 

The extra mile is an action or an expression that sparks a WOW! in the mind of the customer or a co-worker. It’s an unexpected deed. But before an extra mile is ever walked or executed, it has to be an attitude and a mindset from the extra miler.

 

I want to talk about where the extra mile comes from, where extra mile stories are created and how powerful they are, and how those extra mile stories create the foundation for a company that goes from good, to great, to world class — using the power and the strength of internal and external loyalty, combined with doing the right thing — no, let me say, doing the best thing for your fellow associates, your customers, and yourself.

 

The extra mile comes from YOU. And extra mile stories come from you — based on your ability to react, respond, recover, and add plus one using your best skills in time of need.

 

The interesting part about the extra mile is that it usually begins when something goes wrong or is in urgent need of attention. The weather. The service call. The broken equipment. The inventory. The delivery. Co-worker needs. Customer needs. Or when incidents or accidents occur that are beyond your control when they happen — but in your control in the way that you respond to them, and the way you react to them.

 

The underlying element in the extra mile is your prevailing attitude at the moment an extra mile opportunity shows up. If you’re in a bad mood, or a down mood, based on other things that have happened throughout your day, the odds are, when an opportunity arises to turn something bad into something great, you won’t even see it. You’ll look at it as “one more thing in a bad day.”

 

Let’s get one thing straight: Bad days are self-inflicted. You give them to yourself. And it’s likely when you give them to yourself; you’re also giving them to others. In order for an extra mile incident to occur, and an extra mile story to blossom, YOU, the most important person in the world, must be mentally prepared to make it occur and make it blossom.

 

And as with all of my lists, there’s a .5 — and the extra mile measurement .5 is “AM I DOING MY BEST?” That’s not just the question you have to ask yourself — that is the mantra by which you guide your career and your life.

 

Doing your best and having the right attitude is the only way the extra mile process works. It works because you make it work. It happens because you make it happen.

 

I’m going to make you a promise: There’s one extra mile story in you every week. Your job is to recognize it, document it, learn from it, and get into the personal habit of being an extra mile person. Once you do this, you won’t have to tell your own extra mile story — people will begin to tell them about you.

 

Customer loyalty comes about when you take loyal actions on behalf of the customer. It’s not the everyday things – it’s the everyday things done BEST. And when you combine “best every day” with “extra mile whenever possible” you have the formula for loyalty.

 

The secret has already been revealed twice in this column, but I want to be certain you get it. Best actions and extra mile actions are only possible when your mindset and attitude are set on positive.

 

All things are possible in your life and in your career, if you will only dedicate yourself to the continuing process of thinking you’re best, being your best, and going the extra mile.

Filed Under: Attitude, Customer Loyalty, Success Tagged With: , , , , , , , ,

What are they saying about you?

January 9, 2013 by Leave a Comment

When you’re done speaking with a customer, that’s when they start talking about you and they’re going to say one of five things about you after that transaction is over. Something great, something good, nothing, something bad or something real bad. And the most interesting part of that formula is: you choose exactly what that customer will say, by your words, by your actions, by your deeds.

So now the BIG question is what are you willing to do?

Customer Satisfaction is Worthless, Customer Loyalty is Priceless

 

Filed Under: Customer Loyalty, My Books, Sales Tagged With: , , , , , , , , ,

20.5 Attitude Gems For You To Read And Study

August 30, 2012 by 3 Comments

Here are 20.5 attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process:

1. Change your input to change your attitude. If you seek a positive mind and a positive attitude, you MUST expose yourself to positive information and hang around positive people. If you want to achieve positive, you have to surround yourself with it and live with it.

2. You were born to win. But, “You must plan to win, prepare to win, and expect to win.” (A famous Zig Ziglar quote.)

3. “The will to win is nothing without the will to prepare to win.” (A [famous coach] Vince Lombardi quote.)

4. You will get whatever you want if you help enough people get whatever they want. A quote that many claim to have said. It doesn’t matter who said it – just live it.

5. Make every day as productive as the day before you go on vacation. That’s a day that EVERYTHING gets done.

6. Ignore people who tell you, “You can’t.” (Except your boss.) People will try to discourage you for feae that you will pass them. Don’t let it happen.

7. “If you have nothing nice to say, say nothing.” (A famous quote said by your mother.)

8. Don’t dwell on (whine about) the problem; concentrate on the solution. Resolve how you can; don’t lament why you can’t.

9. Forgive and go forward. Grudge blocks positive. Until you clear the past, you are destined to repeat it.

10. Self-talk equals self-performance. Look at any athlete. Self-talk is a crucial part of expected positive performance.

11. What is the picture you have of yourself? That is what you will become. Spend 15 minutes a day focusing on a positive picture.

12. You will hear the word “No” 116,000 times in your lifetime. (Maybe more.) Try converting to just 1,000 of them to “Yes!” and the world is your oyster.

13. What you do off the job determines what you are likely to do on the job. Uh oh.

14. Strengthen your weaknesses and strengthen your strengths at the same time. Combine positive with negative for better personal development results.

15. Failure is an event, not a person. Think of failure as “it,” not “me.”

16. It’s not what happens to you; it’s what you do with what happens to you. Sound familiar? Attitude manifests itself in your RESPONSE to events.

17. Every obstacle presents an opportunity, if you’re looking for it. “Revel” and “lament” are choices. Your choices.

18. Hard work makes luck. Nothing affects positive circumstance and results more than hard work.

19. How many of your problems are cured with ten grand? (A question a famous father [my dad] once asked me as I lamented my problems.) If money makes your problems go away, attitude can make them go away as well.

20. It’s not what you say, it’s how you say it. The tone of your verbiage determines the atmosphere of your environment.

20.5 Resign your position as general manager of the universe. Don’t try to solve (butt into) other people’s problems until YOU are problem free.

Attitude gems lead to attitude AHA!s – those single moments in time where something happens, or someone says something, and suddenly you get it – suddenly you scream AHA!

Filed Under: Attitude, General, Sales, Success Tagged With: , , , , , , , , , , , , , , ,

Sign Up For My ‘Presentation Domination’ Webinar: Wednesday, July 25th

July 23, 2012 by Leave a Comment

Pitches and presentations are the fastest way to turn off a potential customer from wanting to buy, unless you learn how to convey true value. It never ceases to amaze me how many salespeople only present a contrived sales pitch or worse, forget to focus on the message that matters: how the customer will profit from doing business with you.

Presentation Domination is all about engaging and persuading in a compelling manner that will make it easy for your customers to write you a check!

In this one-of-a-kind webinar, you will learn:

  • What to say and how to say it
  • How to connect your dialogue with your slideshow
  • To eliminate your boring sales pitch and replace it with a presentation conversation
  • Why speaking in value, profit, and differentiation terms leads to more sales

Sign up now → → → http://bit.ly/GitomerWebinars.

Filed Under: Attitude, Customer Loyalty, General, Jeffrey Webinar, My Books, Presenting, Sales Tagged With: , , , , , , ,

An Answer To A Question on Hiring Philosophy

July 10, 2012 by Leave a Comment

I recently received a question about hiring philosophy from a man named David. I wanted to take some time to share both the question and my answer with you here:

Want to receive more tips from me about hiring, sales, leadership, and other business topics? Click the image below to sign up for my weekly ezine:

Filed Under: Attitude, Customer Loyalty, General, Sales Tagged With: , , , , ,

Got Ebooks? (Last Chance)

June 20, 2012 by Leave a Comment

REALITY: Too many of your emails are never opened. Too many of your emails never get responses. Too few opens and responses means your personal brand is weak.

You can allow these realities to hold you and your sales back, or you can do something about it!

RESOLVE: Start sending emails that rock, instead of emails that suck (like the ones you’ve been sending)! Sign up for a no cost trial of my customer WOW–ing email program Ace of Sales with promo code: EBOOKS by Monday, June 25th.

After you sign up, we’ll send you Three Brand New Ebooks from Andy Horner, my webinar architect and Ace of Sales CEO, that will give you fresh ideas to get more opens and responses, build your brand, and make sales.

Get these new ebooks today!
Sign up for Ace of Sales now!

Three Brand New Ebooks (see a preview)
• Get Responses! 10 Tips to an Irresistible Email
• Open Sesame! Subject Line Magic
• Killer Personal Brand! Create Yours in 3 Steps

Go for it,
Jeffrey

Filed Under: My Books, Sales Tagged With: , , , , , ,

Year of The Webinar: Don’t Miss Out!

June 11, 2012 by Leave a Comment

2012 is the Year of the Webinar. I want to invite you to sign up. When you do, you’ll not only have access to each upcoming live webinar, but you’ll also be able to watch all the previous recorded webinars that you missed. It’s a lot of value. And it’s meant for you. To sign up, click on the image below:

Learn more about it by watching the video below:

Want a better idea of what the webinars are like? Watch this excerpt:

Sign up now: http://bit.ly/LjYYW1

Filed Under: Attitude, Customer Loyalty, General, Jeffrey Webinar, Sales Tagged With: , , , ,
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