“You can’t solve problems with excuses all your life.”
~ Dave Mattson

There are only 6 more Selling Days left in August and 27 remaining in the Quarter!!!

Making excuses for failures protects our egos boy do I know that one better than most. We have all done it and it seems to help, temporarily. But, making excuses has proved costly in the long run because excuses keep us from facing the truth about ourselves. They keep us from going to work and correcting our mistakes, eliminating our weaknesses, developing our talents, and improving our character.

How have you reacted to past failures? Did you rebel, blame others and circumstances beyond your control, avoid facing uncomfortable circumstances, and live in fear that something worse might happen? Did you chalk them up to bad luck? Did you develop resentments? Did you come to believe that you could never overcome difficult obstacles? Oh yea to all of these.

If this is how you reacted like Wayne has, you have permitted less than successful happenings to affect your life destructively, not only at the time they occurred, but you have given them the power to upset you up to this present moment! What you have not overcome in the past remains to plague you in the present. If you are going to point the finger of blame, point it at the person looking back at you in the mirror. Face your failures, analyze them, and develop a way to achieve better outcomes. Problems, once solved, are gone. Excuses, however, will follow you forever and forever.

Go out and have a Great Selling Day and make a difference in at least one person’s life today.

“How important is the touch call to those that you know and do business with?” ~ Dave Mattson ( CEO Sandler Training )

There are only 3 more Selling Days in July and only 47 remaining in the Quarter!!!

I want you to do five touch calls every single day, plan it – do it. In today’s environment, we have to touch our customers as often as we can. We also know that our territories don’t allow us to be face to face every day. So how do we do it? I don’t want you to wait until your rotation to call then every six to eight weeks, instead I want you to do a touch call. Make a list of five customers a day. Here is what I would like you to say and you are probably going to get voice mail which is ok. You are going to call and say, “Hey Bill, its Wayne (you can substitute your name here unless you want to send me your customer) I am just calling to see if there is anything I can do, if there are any issues I can help with.” That is all you have to say. You can expand your touch call, the words don’t matter. The action is reaching out and touching a customer when you are not face to face. A couple things will happen, one they will never call you back, but it is ok because they know that you called. Two, if they do call you back, maybe they just want to talk or they have an issue that they want to share with you. You would be amazed how many touch calls that I have made that have resulted in somebody calling me with a referral. They wouldn’t have thought of it but because they heard my voice, they call me with a referral. The same will happen with you as well or they may call you with an issue that was brewing. That is not bad news, actually. The fact that they called you and said I am glad you called, because we are having an issue with XYZ on our service side. That is good news, because now you can fix it. Place touch calls and watch your sales go through the roof simple but effective so start today. Go out and have a Great Selling Day and make a difference in at least one person’s life today.

“Don’t tell. Why not?” ~ Dave Mattson

There are 7 more Selling Days in July and in the 57 in the Quarter!!!

A good writer knows that if a character gets up in the morning and goes off to work, you don’t always need to know that he awakened, retrieved the newspaper, made coffee, ate breakfast, brushed his teeth, shaved, showered, dressed, and went off to work. You don’t need to discover the process by which it happened unless it’s central to the story. You just need to know that he’s on his way to work. That’s called pacing. It keeps the story moving. While there are times when it is advantageous for your prospect to discover that your product or service addresses a particular need, there are also times when it’s okay to simply tell him. That’s called getting to the point and qualifying. It keeps the selling process moving. There’s a time to sell and a time to tell. Sometimes, the telling facilitates the selling.

Go out and have a Great Selling Day and make a difference in at least on person’s life today.