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The Business Resource for Suburban Chicago
Tuesday, July 22, 2014 2:20 AM
  • How is your stress-life? It seems like the number one area I am addressing in coaching today is the reduction of high levels of stress. As peak performing salespeople try to accomplish more in their work day, their stress level seems to increase exponentially. 
  • Ben Franklin sought to cultivate his character by a plan of 13 virtues, which he developed at age 20 (in 1726), and continued to practice in some form for the rest of his life. 
  • Most human beings are “happily unaware” of 90 percent of the activities that happen around them. They perform repetitive tasks such as driving to work or sitting at the same place at the dinner table in a mindless way and eventually make it through another day. These recurring tasks turn into habits that reduce self-awareness over time.   
  • Since my earliest days of personal development study, my mantra has always been stay a student. I attached an affirmation – a strategy – to that the mantra, “learn something new every day.” 
  • I regularly interact with salespeople as I encounter them throughout the day, either in my training classes or in casual conversation. We, inevitably, wind up discussing recent sales successes as all fellow salespersons enjoy talking about “wins.” 
  • All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement. The key word is “part.” The plan or the quota is a small part of the achievement process. 
  • "Selling is a road map to the bank … not a place to get your psychological needs met!" So began one of the most memorable conversations I had with my mentor, David Sandler. Far too many salespeople use their success in sales to boost their self-worth and, unfortunately, those who do become vulnerable to their customers’ and prospects’ manipulation. 
  • When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? I doubt it. You’re too busy trying to sell.

  • What’s the “RAP” on you and your business? What do you mean you don’t know? You created it.
  • I have had a passionate love affair with baseball ever since I was very young.  Almost 20 years ago, I founded my training and development business and quickly recognized the connection between performing as an outstanding baseball player and excelling in sales. 
  • What makes a “top performer” a top performer? If you hold interviews with the most successful salespeople in the world, and ask them “why are you successful?” they’ll give you their take on it, but it will not be the right answer. 
  • A business owner called me last week and asked me if I would be willing to conduct a phone skills training workshop for his sales team. He explained he had listened to the phone calls of a couple of his salespeople and was appalled at what he heard. 
  • All outside salespeople have “windshield time” — the time you spend behind the wheel, or in some form of transportation, going to and from appointments. 
  • The first month of 2014 is flying by and, no doubt, hard lessons are being experienced by salespeople all over the country. I believe all high performers charged into the New Year’s selling arena hungry to plunge in with vim and vigor! They have sought out prospecting targets and have committed to a sales process designed to close business in the shortest period of time. 
  • As you may know, I’m a regular flyer. About 200 flights a year. Mostly on major airlines, but because I’m more interested in flying nonstop than getting travel miles or points, I take whatever airline is most convenient for my schedule. 

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