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Sell From Strength #36
"Destiny is not a matter of chance - it is a matter of choice"

Some salespeople blame their company, their catalog, their pricing, or their marketplace for their lack of success.

But deep in your inner heart, you know that no outside forces are to blame for your success or lack of it in the sales business. Success doesn't come from the alignment of the planets or the stars.

In selling, we make the choices every week - starting Sunday evenings, and ending late Friday afternoon. We control our DESTINY!

Here's a quick test of your choices. Print this email, and then test yourself. Put a check mark next to any of the following areas where you are not in control. Then indicate what % your annual sales would increase if that area was under control. See if you feel comfortable with your internal attitude towards your career, and your weekly behaviors:

* On Sunday evenings, I choose not to preview my week's behavior and put myself in control before I even approach the starting gate. True____ False____ %____

* I choose to omit some prospecting behavior from my plan and my actions - relying on the comfort of chasing old prospects and servicing clients who don't really need it. True____ False____ %____

* I choose to react to emails before I even start selling work on Mondays, rather than begin with my planned behavior. True____ False____ % ____

* I choose to bail out on sales calls, and leave before being thrown out. Don't take that literally, but recognize that sometimes, you need to make a strong (not hard) close. True____ False____ %____

* I don't bother to count. I don't count prospecting behavior (dials, conversations, meetings), I don't count my wasted time, don't know my closing ratios, or anything. I don't count anything other than gross sales. True____ False____ % ____

* I choose not to review my week on Friday afternoons in search of mistakes I made and lessons I could have learned to improve my efficiency in selling. True____ False____ %____

I could go on, but we've reached the "sixty second read" max I self impose on these. Just ask yourself this: "If just these six things were in control, what would they total in annual sales revenue increase?" What are you going to DO about it?

Don't blame "Destiny" for your results in the wide open field of selling. Review your choices, and choose wisely.

Dan Shanok
TD Sales Enterprises, LLC 
50 Mount Bethel Road
Warren, NJ 07059
908-822-1700
www.tdsales.sandler.com

copyright 2007TD Sales Enterprises, LLC all rights reserved
For more information on TD Sales Enterprises LLC, visit our website at www.tdsales.sandler.com to learn about our next confidence building seminar,
click on "No Guts No Gain"

             
 

CHARLOTTE PUERARI|
Assistant Vice President
Branch Manager

Highland Park Office:
301-303 Raritan Ave.
Highland Park, NJ 08904

Tel. (732) 296-8445
Fax (732) 296-8344


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SIDEBARLaughs

From the court room to the lodge room, gavels are traditionally used - both symbolically and literally - to control and maintain order. UPBEAT NEWS knows about a certain Worshipful Master (Lodge President) Glenn Latshaw  of USS New Jersey Lodge in South Jersey who has had his share of bad luck with his gavel, snapping the head off of not less than 3 during his term of office. 

This prompted a long-time friend and brother Mason to solve the problem by presenting the Worshipful Master with a Fisher-Price toy gavel belonging to the friend's 2-year-old son, Zachary, at a recent open Installation of Officers as a practical joke,  The  multi-colored toy was very sturdy, plus it gave  a  playful squeak with every use.

Well, after everyone had their laughs, and the festivities were winding-down, the Master dutifully presented the toy gavel instead of the actual one to his District Deputy RW William J. Krassen
as part of the honors given to such a person which allows the Lodge to be closed in an abbreviated manner. 

The quick-thinking Deputy ceremoniously received it and then, after his closing remarks, summoned Zack to join him at the podium to retrieve his toy, but not without giving him the opportunity to grasp the handle with the Deputy to help close his Daddy's lodge with a final official squeaky rap!


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