| Dear
Iris,
Hello, This is the second of our newly formatted e-zine. We thank
all of you for your positive responses and remarks about our first
one. We hope to bring you tips, ideas and a bit of inspiration, for
increasing your business, making more contacts and taking yourself
and your business to the next level.
| Your Personal Commercial |
 |
| What is your answer when someone asks you, "What do you
do"? If you're like most people, you just wing it when you
respond. However, a well worded and carefully delivered
response can move relationships forward.
In his book, 'Make it Happen before Lunch', Stephan
Schiffman offers three points to consider when delivering your
personal commercial. a. Is it short enough to deliver in 30
seconds? b. Is it casual enough to be delivered
conversationally and not as a 'hard sell'? c.Does it focus
specifically on how you add value to other people's days?
Practice your commercial until you can recite it easily if
awakened from a deep sleep. It has to come across naturally,
seem spontaneous, and above all else, be true. It must explain
exactly what you do without apology or hesitation; it must be
delivered with a smile. |
| Think BIG |
|
 Successful people believe in themselves and they
visualize themselves as being successful. They never let
failure or adversity stop them. If you can see yourself
accomplishing something, then you can accomplish it. Your
actions, thoughts and even the way others see you is
determined in large part by how you perceive yourself in your
subconscious mind.
So, before every sale, visualize yourself: a.Hitting it
off with the person you are meeting b. Coming across as
knowledgeable and informative & c. Getting the sale!
Remember, you will rarely ever exceed your own expectations of
yourself, so it is important to see yourself achieving
success. |
| Travel Tips: Use Your Time
Wisely |
|
 Effectively handling your time on the road can turn a
sales rep from a road wearier to a road warrior. Here are a
few travel tops for using your time on the road wisely.
1. Plan your days early and
often-- Effective territory management means planning
your day of sales calls well in advance. Review the map; you
should know days, even weeks in advance what areas you will be
in.
2. Stay on Course-- As you look over your
day, ideally the night before, try to estimate how long you
want to spend on each call and how long you'll have in
between. Of course, you need to be flexible, but as much as
possible, stick to your schedule.
3. Rate Your Customers--How much time you
allocate to individual prospects should depend on how 'hot'
they are. Divide your leads into categories of A, B, & C.
Then make sure that you're not going out of your way for a C
customer or giving too little time to an A customer.
4.Talk to Peers-- Territory management may
not be a hot topic of conversation but co-workers and others
in the sales field may have terrific tips to help you squeeze
the most out of the time you spend on the road.
|
| Progress |
|
| I studied the lives of great
men and famous women and I found that the men and women who
got to the top were those who did the jobs they had in hand
with everything they had of energy and enthusiasm. --Harry
Truman
People 2 People Gatherings is sponsoring a look at the
Sauber SellMORE system at a network gathering on May 20, 2004.
For details, contact Gloria Goldman, Director of People 2
People at 410-997-3838 or gloria@peopletopeople.biz to reserve
your space today.
| |
| Spring is in the Air |
 |
| This is the time of the year I love the most. It's the
time when our mother earth is renewing and regenerating
herself. The last vestiges of Winter are dying off and all of
nature is coming back to life from its dormant state. The buds
are starting to pop up through the dirt, the birds are
singing, the trees are once again becoming green.
We too, are experiencing this time of renewal and
rejuvenation. We can choose today to re-create ourselves as
all we want to be. Today, you can choose something new and
different than anything you've done before. Whether it is a
new sales technique, a new idea for organization or choosing
to renew old acquaintances or patch up a damaged relationship.
This is true in our personal lives, but it is also true of
our professional lives. Is there someone you should have
connected with months ago and just didn't? Maybe today you
should give him/her a call. When spring is in the air, people
just seem to be in better spirits. Perhaps today is the day to
call that prospect you've been avoiding.
Do it now; don't delay. You won't regret it.
Sauber & Associates,
LLC |
|
