Archive for February, 2008

Bob Hope for Sales Pros…

Friday, February 22nd, 2008

The Scottish caddies are great. One old fellow at St. Andrews told me, “I had a golfer who was so lousy he threw his clubs into the water. Then he dived in himself. I thought he was going to drown, but I remembered he couldn’t keep his head down long enough.”

Are you “keeping your head down” during your selling day?

This is all about focus and attending the right things at the proper time.

You get a prospect who wants to chat about the latest sports news, or dress styles or the weather. What to do?

Answer with a smile and move the conversation right to business. Be creative and smooth; “Yes, that was a great game. We have our own game to play in the business world as well, don’t we? You have your company to grow, to defeat the competition. I’m my company’s role player to grow and win business for them.” And you’re right back on track, head down, hitting straight and true to the center of the green.

That will keep you on and in the green. You make more money by keeping your focus.

Sales Reps, Clean up Your Act!

Thursday, February 21st, 2008

When I’ve managed sales teams, and in my coaching practice, I talk about how nutrition can affect performance.

So eating healthy and getting exercise AND GETTING REST is not just good advice from Mom. Here are a couple rules which will be expanded upon in a future book, or in my keynote, if you have a sales event and want to open it with humor and smart ideas for your team.

1) The WORST foods in the world are french fries and donuts. Anytime you eat something that is fried through and through your body cannot break it down, that is, digest it, unless you could get your internal temperature up to 300+ degrees and liquefy the oil which crystallized in the food. Don’t eat them, ever.

2) You eat for FUEL first, not for FUN. Be smart about what you put into your body and you’ll live longer and healthier. You know it’s true, so stop rationalizing about deserving and rewarding and all that crap. When you’re in fantastic shape, reward yourself with something fun (bad) once a week, but stop this ONCE A DAY garbage.

3) Get exercise at least 3 times a week, but 5 would be better. No excuses here! You can exercise in front of the TV (yes, that would be getting stronger while getting stupider) .

4) Rest and recovery are critical for your body’s health. Think of it as a wavy line – speeding up, working hard, slowing down, cooling off. So you can go hard, as long as you rest well and often. Hey interesting coincidence – a wavy line on a heart machine indicates health. A flat line indicates death.

5) Everyone should know that, more often than not, disease centers on your flawed digestive process. Food that doesn’t get used in the body sits there and not only turns to fat, but sticks in your intestines and ferments, leaching toxins into your body. So here comes the “Clean up Your ACT!” advice…

Go do a good intestinal cleanse. It’s the FIRST thing anyone should do that wants to get truly healthy. The program I’ve had tons of people do (friends as well as business relationships) is a two week program. You don’t have to fast (stop eating). The first week you just take some herbal pills with dinner. That’s easy enough, right? The second week you take some powder in water, 5-6 times a day. This powder sticks to the bad stuff in your intestines and eventually pries it off the walls of your intestines and it leaves by, well you get the picture – your normal process of elimination. Sounds a bit disgusting, but you’re rather have that junk in your toilet than in your body.

By the way, the best resource for great cleanse products and related natural treatments is Health Freedom Resources: I use them for treating myself, my wife and my kids – phenomenal results without drugs!

Anyway, you won’t believe what a good cleanse does to your energy and health.

So sales reps, clean up your act!

Stop playing with your health and energy and discover how well you will sell when you’re physically stronger.

February 14th for Sales Reps

Thursday, February 14th, 2008

You might have read this story before, but it bears repeating, the sales tip is new and you could use the laughs…

I’m newly married and Valentine’s Day is creeping up. What do I do? Well, everything I stand for in selling is about standing out from everyone else.

So I thought everyone gets roses, I’ll be different and get something truly unique. My Princess Bride will be overjoyed at my creativity.

But what would I do? Then it hit me. Remember Venus – Goddess of Love from mythology? I’ll do something related to Venus.

So I got her a plant – a Venus Flytrap.

You know, they’re the little plants that slam shut on insects when they crawl into them. Digestive juices begin to dissolve the little bugs which end up as plant food.

Then I felt bad at the store buying them, they were so inexpensive.

But I felt better by getting her two.

Gotta be honest, it didn’t go over very well.

But I realized later what I was doing was perfect from a salesperson’s perspective. It just wasn’t the wisest thing to do with my wife.

Our job is to distinguish ourselves from everyone else who sells. So I resisted roses because I wanted to stand out in my gift-giving.

Well I now know that I’ve already “sold” my bride on me. She “bought” the day she said yes to “Will you marry me?” And she proved there was no buyer’s remorse when she said “I do.”

But you do still have to separate yourself from other sales reps. How are you doing that? Get creative and have fun. And please let me know what you come up with.