Funsters: Todays Kudos & Encouragement (Thurs 8-5-15)

Good Morning Funsters,

Why do you love sales? Know why I love sales? I mean, besides WalMart, where else do we get to meet such a crazy arrangement of this world’s population? Sales professionals have a tough go sometimes. Either people summarily don't trust us, hang signs in their offices about how they shoot every third sales person (and the second one just left,) and are thought of as a bunch of people that are fast talkers who never know when (or how) to shut up. Sure, though that last one might be truer in some than others.  Well, the truth is that we can find integrity challenges and an over-abundance of gregariousness in practically every occupation, but consider these few reasons why we are just fun people.

It may not feel like it sometimes, but we DO handle stress very well – I have to guess because we are given so many chances to learn that skill. And we know how to get things done. In fact, any sales pro worthy of their position usually has more things to do in a given day than hours to do them in.  There's an old saying that if you want something done, assign the task to a busy person. Need something done? Go find your nearest sales professional.

We have to stay highly motivated, without internal motivation, we will simply not enjoy long-term success. Being around self-motivated people is so much easier than to be around people whose main hobby is to complain about how things are in the world. Self-motivated people may recognize the same "bad things" in the world but instead of complaining about them, we find a way how to solve the problems. Being around problem solvers is much more fun than being around problem regurgitators.

So we put together the above three traits and it becomes obvious that we are the cure for your next get together. No longer will our guests leave our party because of boredom. Sales people, in general, have opinions and have the confidence needed to express them. We are trained in both listening and presentation skills, making us talented debaters. Assemble a group of us together in one room and get ready for some very interesting and animated conversations!

Sell the problem you solve, not the product. – Dan Thompson

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

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Thinkers: Todays Kudos & Encouragement (Weds 8-5-15)

Good Morning Thinkers,

In the beginning, our sales training program was necessary to learn specific sales and closing techniques. After we learn that, our largest obstacles are not sales talent, motivation, or knowledge of techniques. Our largest obstacles, like those overcome by champion athletes, are the internal, mental, and emotional barriers that we face on a daily basis.

Our self-talk is the foundation of our belief system and our belief system determines our attitudes about our success or lack of it in our sales career. Inner thoughts set us up for success or failure.

Our thoughts determine our beliefs and our beliefs develop our attitude, which determines our behaviors and actions. Therefore, negative, pessimistic thoughts will ultimately lead to procrastination and poor sales outcomes. Such thoughts actually convince our mind that we will fail.

Summing it all up, friends, where are our thoughts today? I’d say we’ll do best by filling our minds and meditating on things true, noble, reputable, authentic, compelling, gracious—the best, not the worst; the beautiful, not the ugly; things to praise, not things to curse.

 
Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

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Pre-Closers: Todays Kudos & Encouragement (Tues 8-4-15)

Good Morning Pre-Closers,

Meet & Greet, Wants & Needs, Questions:

The other day, last week or last month, we have all been on an appointment where we went a full 2 hours, walked through all the steps and then found out the “customer” hadn’t even put an offer on the new house yet. They just wanted to know how much new flooring would cost them. Of course we smiled the whole time, but when we got back out to the car, we grabbed our little flogging whip and started whipping away at ourselves.

It makes us wonder sometimes, if the “Empire Man” hadn’t been a sales consulting savant. Maybe he knew what he was talking about when he created the 10 step process. Maybe that’s why “Empire” has been in business for over 55 years and continues to grow annually?  Maybe that’s why every sales guru in every corner of the world says, “Ask Questions!!”

Empire, management and even the chicken crossing the road know that not every appointment is going to be a sale. Part of our professional responsibility is to find out from our customers where they are in the process. What their mind set is, what’s their motivation, maybe even what’s their budget…and if they honestly don’t know those answers, then we give them the answers they need. But they only way we are going to find out is if we “Ask Questions!!”

Remember: ABC – Always be closing. As we are asking questions, we are also throwing in pre closing questions. Most people are looking for Price/Quality/Availability. If I have the best price you find, can I earn your business? If I have the best quality you can find, can I earn your business? If I was available tomorrow for install, can I earn your business? What if I had 2 of those 3, can I earn your business? Which 2 are most important to you? Oh, and did I mention, “Ask Questions!!”

Being defeated is often a temporary condition. Giving up is what makes it permanent. - Marilyn vos Savant

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

Submit a Successful Experience with Me & Empire

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Wagon Painters: Todays Kudos & Encouragement (Sat 8-1-15)

Good Morning Wagon Painters,

If you are in business for yourself, as we are, we must self-promote.  One Idea in self-promotion is too have vinyl signs or put vinyl on our vehicle. That is what I call painting our wagon.  We put so many miles on our cars every day – why not be a mobile billboard?

As you know I've had vinyl on my van for over a year, and have received numerous self gens because of it (avg 1-2 per month).  I only paid about $180 for my vinyl – ONE TIME.  Jason Remillard Is quickly climbing the ladder to self gen-ing Master, and if you haven't seen his truck lately, then you need to. It looks amazing and only cost a one-time fee of about $250. He has already received a couple self gen deals off of it.

Have you looked into how much advertising costs?

Local television stations typically charge from $200 to $1,500 to create a 30-second commercial & anywhere from $2,500 per spot and up.

Billboard advertising costs $800 to create the vinyl & $1-3k/mo rent for a mediocre location.

Newspaper advertising approximately $43.50 per day.

Buy leads from internet – about $25-$50 per lead (& they are sold to 3 other companies)

Facebook/Twitter ads – cheap, but limited to your sphere of influence.

The absolute cheapest way to advertise is talking. Word of mouth. Clover leafing after every appointment and handing out business cards to everyone you meet (about $40 per 500 cards). I met a guy just yesterday that was working for the Shred-It paper company, I opened my mouth and talked, he and his wife want new vinyl for the kitchen – BAMMM!! He has a business card and I have a SG lead.  But when we think about it – the $180 - $250 spent on vinyl for the car is a one-time fee and pays day after day after day. (BTW: I am not talking about the cheesy little magnets we can get free from Vista Prints – although, those are better than nothing)

Nothing except the mint can make money without advertising. - Thomas Babington Macaulay

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

Submit a Successful Experience with Me & Empire

Connect with me online:

Website, Facebook, Twitter, G+, Blog, Yelp Review