A Perfect Sales Call

What constitutes a perfect sales call?

Most of us would be quick to answer, “A perfect sales call is when the buyer says ‘yes’ and signs the order.” We are all hungry for that next sale, the next order, the next new customer. In fact, the vast majority of new businesses that fail do so because of a lack of sales.

So while it would be hard to refute the logic, I think there is more to the perfect sales call than just getting the order. For example, a perfect sales call could be when the prospect says ‘no’ very early in the call. You don’t waste time chasing rainbows, and can move on to the next deal. However, would you really feel a sense of accomplishment if the end result was a no? Probably not.

“What if it all goes right?” – Mendhi Audlin

I love the thought process that goes into the title from Mendhi Audlin’s book. What if it does all go right? Are you enjoying this level of success and personal fulfillment in your selling activities? What does it feel like to have everything go right? In a previous article I talked about the 7 ways that you could be sabotaging your sales efforts. In this article I want to share some thoughts on the perfect sales call and how to make it a reality.

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When SMART Goals Produce Dumb Results

Can SMART goals produce dumb results? The short answer is “yes”. But the better question to ask yourself is, “How can we keep this from happening to us?”

SMART goals are Specific, Measurable, Achievable, Relevant and Time-bound.

The main problem with SMART goals, or goals in general, is that they are just ideas, thoughts or expectations. They generate no energy, no forward motion until you take action. If you make a half-hearted attempt to achieve them, or are not fully committed, then what happens? Poor or (dumb) results are the eventual outcome.

Goal-setting and planning are balance sheet approaches. They offer only a snapshot of what is important to you today, and how to get there from here. However, there is no momentum, no “wood behind the arrow”. Without this momentum being generated and directed, it’s hard to reach the intended target. A P&L approach is what’s required to make them come to life.

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Why Globalize Your Business

If your overarching goal is to build a successful legacy business that will be around long after you are gone. And your horizon plans extend beyond the next 90 days. Then please read on …

In this article I want to share some thoughts on why you should consider globalizing your business, if you are in it for the long haul. So stay with me.

“Globalization is becoming a strategic imperative for survival and growth.”

Whether we choose to acknowledge this fact, or not, it is true for small businesses as well as large, multi-national corporations. I have been writing and speaking off and on about this topic for the past 10+ years. My first book, GLOBALIZATION: America’s Leadership Challenge Ahead, provides an in-depth look at the major challenges we must overcome in the complex, rapidly evolving global society we are all members of.

But I’m getting ahead of myself. Many of you reading this introduction are thinking this does not apply to me. “I’m just a local small business owner and have no current plans to expand globally.” I have spoken to numerous business groups, and heard this comment more times than I can count.

What I’m here to tell you is “there is no such thing as a local small business in today’s global economy”. You’ll understand why I say this as you read further.

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How to Overcome an 8-8 Mindset

No, this is not another fan rant about the Dallas Cowboys lackluster performance on the football field this year. Although there are some similarities we’ll draw upon here. Rather, the article is about you. If you’re a business leader who seems to be stuck in neutral and unable to find the ‘winning formula’ to move to the next level.

None of us grew up with the notion of being average, just being good enough.

Whether it’s in sports, music, grades, business, etc. We have all been ingrained with the notion of being the best in our chosen pursuits. Does this seem realistic? There is nothing wrong with the quest for excellence. However, not everyone can ascend to the top of the pyramid and stay there. Real life just doesn’t work that way. And that’s OK!

Are your expectations aligned with reality?

Let’s talk for a moment about the ‘BIG LIE’. The big lie is what we tell ourselves when we have a bad day, or when things are not going our way. “Things will get better”. They won’t. Things are not going to get better until what? Until we do. In order to consistently achieve success at any level we must take risks, make changes and sacrifice to get there.

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What’s In Your Box?

Several years ago a good friend gave me a copy of the 20th Anniversary Edition of Bob Buford’s book, Half Time®: Moving from Success to Significance. I enjoyed the book so much that it was added to the required reading list for my Business Leaders Forum℠ mastermind program.

Buford believes the second half of your life can be better than the first. But first we need to figure out what we want to do with the rest of our lives. In Half Time®, this transition is described as moving from ‘success to significance’.

While attempting to come up with a strategic plan for himself, Buford was asked a simple question: “What’s in the box?”

The answer to this simple, yet penetrating question will help to determine how successful we are at fulfilling our future life plans. Whether we’re still young adults, have reached the midlife point, or are already into our second half. Let me explain.

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Holiday Cooking Life Lessons

Six years ago ‘The Boys’, my son Daniel and I, decided to take on the task of doing most of the Christmas holiday cooking. It was our way of giving ‘The Girls’, my wife Laura and daughter Melanie, a break to relax and enjoy the holidays. My wild, crazy idea!

NOTE: The photo above includes some of the sweets and “treats” made as part of the holiday cooking marathon.

We had no idea what we were getting ourselves into when we started. But after eleven recipes and 12+ hours of meal preparation, cooking and the clean up, let’s just say we had learned a lot from the experience.

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Do & Don’t Lists for 2020

The holidays are a perfect time for both reflection and renewal. And it’s an excellent time to formulate the list of things you want to accomplish in the New Year.  While enjoying quality time with family and friends, of course. So, let’s get started on our lists.

“The best way to prepare for life is to begin to live.” – Elbert Hubbard

Here are my suggested Top 5 “Do” and Top 5 “Don’t” lists to help us formulate our New Year’s resolutions and goals for 2020.

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Make Your Vision Reality

Each year in Times Square at the stroke of midnight the ball drops officially ushering in a New Year. A time to start anew … new hopes, new dreams, and a new list of New Year’s resolutions, goals and challenges awaits each of us.

Yes, it’s hard to believe the first week of 2020 is fast approaching. So, what’s next for you? Do you have a personal plan to prepare you for success in the New Year? Most importantly …

Do your goals align with your vision?

When I think of the challenges most of us must confront in aligning our goals with our vision, I’m reminded of this quote from Isaac Asimov:

“Life is pleasant. Death is peaceful. It’s the transition that’s troublesome.”

Getting to where we want to go, from where we are today, is the ultimate challenge for most of us. This transition is also the most troublesome. Why? Because it requires us to move away from old habits and traditional thinking to achieve this new reality.

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There Is No Secret Formula

There are no secret potions, magic beans or fairy dust required to meet your goals for 2019 and beyond.

Yes, it is getting close to that time of the year again – the dreaded end of the calendar year. A time when many business owners review their financials and breathe a sigh of relief, or go into full-blown panic mode because the numbers are not there.

So, how are the end-of-year numbers stacking up for your business?

Are you feeling good about all that you and your team have accomplished so far this year, or are you scrambling for a quick fix to try and salvage the final year-end results?

If you are searching for a secret potion, magic beans or fairy dust to supernaturally improve things, then please stop! Review the blog articles I posted titled, It’s Time to “Ante Up”! and Who Wants Customers For Life?. You will find some great tips to help improve your top- and bottom-line performance.

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Growth Through Subtraction

The old adage that “you don’t get bigger by getting smaller” does not always apply in the modern world. In order to thrive in today’s fast-paced global marketplace you must think differently about what is essential to growth, and where and how to invest your time and limited resources.

Big corporations have gotten it wrong for decades. To artificially “pump up” stock prices and appease shareholders and the board of directors, they have historically downsized and reorganized during the fourth quarter to improve short-term financials. However, if you do not make fundamental changes to improve operational performance, this is a “slowly bleed to death” strategy that ultimately leads to disaster.

“When you remove just the right things in just the right way, something very good happens.”—Matthew E. May Continue reading…