Friday, January 29, 2016

Sales Detectives: Todays Kudos & Encouragement (Friday 1-29-16)

Good Morning Detectives,
If you’re working hard, but aren’t consistently generating enough sales and getting referrals, chances are it’s a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport.

Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or the largest company.

Unfortunately, far too many salespeople unintentionally sabotage their chances of making a sale by skipping the "small talk" and getting right down to business. On the surface, this approach might appear to be an effective use of time, but it's a huge mistake that will cost tons of money over the long haul! 

Successful salespeople have a knack for making people feel important. They understand the value of building trust and rapport early on in the selling process. For you see, it really doesn’t matter how knowledgeable you are about your product line or how many closing techniques you have mastered, unless you earn your prospect’s trust and confidence you are not going to make the sale period.
Once you have established trust and rapport with your prospect, you actually have the hard part behind you and can anticipate making the sale.

Here are six proven tips to help you build rapport and quickly warm up your next prospect:
  1. Look for common ground and points of mutual interest. Good topics include children's activities, sporting events, hobbies, vacation plans and the old standby, the weather. Obviously, you want to stay away from any topics that might be controversial or polarizing such as politics or religion.
  2. Pay attention and listen like a homicide detective. Take notes and ask open-ended questions to gain information and get your prospect talking.
  3. Use open body language, smile frequently and maintain good eye contact.
  4. Listen more than you talk. Keep the focus of attention on your prospect and not on yourself.
  5. Avoid the temptation of interrupting your prospect when he or she is speaking.
  6. Match your prospect's rate of speech and voice tone. If you speak quickly and your prospect speaks slowly, it's up to you to make the adjustment.

Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
Connect with me online:

Thursday, January 28, 2016

Best Watchmaker EVER: Todays Kudos & Encouragement (Thursday 1-28-16)

Good Morning Go-Getters,
So I was thinking this AM (uh-oh)…


Disneyland opened in 1955 and they have done 1 thing and done it brilliantly for over 60 years – Theme Park/Entertainment. Everything they do builds on their name and business model.


Empire Today was founded in 1959 and they have done 1 thing and done it brilliantly for over 56 years – Flooring. Everything they do builds on their name brand and business model.

There are 1000 other examples of successful companies that do 1 thing and do it brilliantly. That should be a business model for us to consider. What is our business? What do we do? And what does it take to do it brilliantly? Those are not rhetorical questions – think about them, come up with your own answers. We do not need an MBA from The Wharton School of Business ( as some are happy to remind us they have) to be a success at this business. We just need to follow in the footsteps of those who are successful. Learn what they do, focus on how to do that ourselves. Anybody can pretend to be a talking head and TELL us what to do, but the real learning, the real teaching comes from those who are successfully doing it. 

 If we want to be the best damn watch maker in the world, then we need to watch, emulate, learn and copy what they do!! Take your life and your business seriously and make it what you want it to be!!

Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
Connect with me online:

Wednesday, January 20, 2016

Sales is like Farming: Floors By Tomorrow: Todays Kudos & Encouragement (Wed 1-20-16)

Sow the Seeds of Your Successful Business: Think Like a Farmer

Marketing like a farmerWhen you talk about marketing, the conversation inevitably turns to “conversion.”
There’s something about that word that bugs me.
When people talk about converting prospects to customers, I get the impression they think it’s like flipping a switch.
You know, one minute someone knows nothing about your business and then click, suddenly they’re a customer!
They make conversion sound like an instantaneous event. In reality, conversion is a lot more like farming. It’s a nurturing process that leads people from:
  • hearing about your business to …
  • a first transaction to …
  • doing repeat business with you to …
  • recommending your offerings to …
  • helping plant the seeds for new customer relationships.
But how exactly does conversion happen?
Read on to learn the five-step process you can use to sow the seeds of a successful business, farmer style.

The Crucial Middle

The conversion conversation so often leaves out the middle part of the process, which is where the magic happens.
Prospects go through stages. Your job is to nurture them like a plant as they move from seed, to seedling, to healthy, full-grown, productive, and alive.
Let’s walk through how it works from the very beginning.

1. Start by Planting a Seed

Start your marketing with a seed of interestThe goal of this first step is to get the attention of your prospect, who may know nothing about your company. You want to get on their radar screens, and create awareness about your business.
At this stage, prospects are nowhere near ready to do business with you.
You simply want to make them aware that your business exists, and plant the seeds for a future relationship.

2. Add Information to Grow Your Seedling

Nurture prospects with informationWant to continue to grow the relationship with your prospect? Try adding valuable information to the mix.
The prospect seed you planted is now sending out one or two tenuous roots, looking for more information. Give them plenty of things to choose from!
Offer resources they find useful. Become an authority in your field by creating:
  • Buying guides
  • Audio interviews with well-known experts in your field
  • Worksheets
  • White papers
  • How-to videos and product demonstrations
  • Online knowledge banks
  • An FAQ page
  • An auto responder series delivered by email
  • A self-evaluation quiz
This is important: offer this information for free, but ask for an email address in exchange so you have a way to keep in touch and nurture your prospects.

3. Nurture Your Young Plant with Consistency

Grow their interest with follow-upHere’s the crucial middle point.
This is the part of the process where many people give up: don’t do it! Your efforts will pay off soon.
At this point, you want to prove that your business is trustworthy by following up consistently over time. Continue to add water, sun and nutrients in the form of information, follow-up and responsiveness to inquiries.
This is where your ongoing marketing efforts — those few minutes you put in every single day — will pay off.
Because this is where the click really happens. This is where you see action, and your prospect becomes a first-time customer.

4. Care For Your Full-Grown Plant with Great Customer Service

Marketing efforts bear fruitFinally, you can see the results of your efforts. Your seed has grown into a plant that’s fully mature and ready to interact with your brand as a customer.
In order to keep that relationship alive and flourishing, you need to have a system in place for after the sale. How will you follow-up with your customers? How will you make sure you’re meeting their needs? What will you do about problems?
It’s not enough to get a first sale. You have to keep your customers happy over time, so you can enjoy the fifth and last step.

5. Show Gratitude for the Fruits of Your Relationship

Show gratitude to current customersIn the final stage of the farmer-style marketing process, you continue to nurture your customer relationship over time, and it bears more fruit.
Your current customers become repeat buyers. They “seed” new prospects for your business by recommending your company through testimonials and word of mouth.
Show your gratitude for helping your spread the message. Send thank you notes, offer discounts, bake a cake! Get creative about making your current customers feel appreciated.

Start Planting Now to Reap Rewards

You can’t go from a seed of interest into harvesting the fruits of the customer relationship overnight. Building that relationship takes time, patience and effort. Start planting the seeds now so you can count on healthy conversions in the future.

Question of the Week

Have you discovered a particularly effective way to thank customers for their business? I’d love to hear about it! Will you share it in the comments?

Saturday, January 16, 2016

Love Generators: Todays Kudos & Encouragement (Saturday 1-16-16)

Good Morning Love Generators,

If you knew you could get 1 lead for every 10 people you talked to, how many people would you talk to? If you knew 1 out of 4 of those leads would buy something (Self Gen), now how many people would you talk to?

Generating the lead is a numbers game, selling the deal is a relationship (fall in LOVE people) ….

Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
Connect with me online:

Friday, January 8, 2016

Excitables: Todays Kudos & Encouragement (Friday 1-8-16)

Good Morning Excitables,
So who is excited for next Tuesdays office meeting? There is going to be some super cool info shared!! Oh, speaking of excitement … I was just reading last night (never mind where I found the article)

Did you know excitement begins in the brain just like any other emotion. Excitement is a condition of physiological arousal. When a person is excited, their emotions become more powerful and can affect their decision-making abilities. Excited people are more likely to make a decision -- any decision (even a bad one). Excitement leads to impulsivity.

I’ve mentioned before that for a customer to buy easily, they need to have a strong felt need. Now, it’s nice and dandy if it already exists on a silver platter, but sometimes we need to nudge those strong emotions along. This is part of the art of persuasion in sales, and has been since … well, forever! Creating excitement is an important part of that combination.

Here Are A Few Rules for Building Excitement:

It’s gotta be real.  Promote only what is authentic about our product and service. If it doesn’t do it, then don’t even think about saying it.  It’s tempting to create excitement by saying lots of nice things, but if none of them are true, then we’re shooting ourselves in the foot.

Target what matters.  Sometimes there just isn’t enough thought given during the wants/needs to what our customers problem really is. If we want to create excitement, we’ve got to talk about (duh!) what will excite them.  And I don’t mean what *we* think will excite them,  I mean what will *actually* excite them.

Make them feel like part of a select club.  Being part of something is a basic human need.  Being a part of the over 2 million happiest flooring customers in the world is a super cool thing!!

Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
Connect with me online:

Thursday, January 7, 2016

Motivators: Todays Kudos & Encouragement (Thursday 1-7-16)

Good Morning Motivators!!

Motivation is an AWESOME thing. Did you know that motivation comes from within? There is not a whole lot I can do or say that will actually motivate you. Any motivation you glean from these K&E’s starts inside each one of us. We MUST have the ability to get and stay motivated. About a year ago, I decided one thing I needed to do each morning to motivate myself is read or watch motivational material. That soon evolved into wanting to share with all you guys/gals.  You see, THAT is the power of motivation, it makes us want to share.

Sometimes I think we are more than salesmen, I think we are AMAZING sharesmen. We share our knowledge, or insight, our opinions, our excitement and ultimately our help in filling out our customers paperwork with them. So if any of us have “Lost that Loving Feeling” (Thank you Righteous Brothers for getting that stuck in my head this AM), then we need to re-motivate. We must remember who/what we are doing this for (God, Family, Global Domination) and re-motive, re-animate and re-get out there and share the LOVE!!

Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
Connect with me online: