Deal Makers: Today's Kudos & Encouragement (7-25-15)

Good Morning Deal Makers,

So I was reading some highlights from Donald Trump’s book, "The Art Of The Deal". You gotta love the Donald. $10+ Billion dollars later, he might know things on how to make a deal!! Here are 16 highlights, that if we take a minute to consider, might just be the insight/motivation we need to help our mindset when selling to our customers.

• Thinking big is the first step to success.

• In life, the most important thing is to love what you’re doing. That’s the only way you can be really good at it.

• It’s about the motivation of wanting to go to the office on Monday mornings over the motivation of going home on Friday evening that determines the satisfaction you derive out of work.

• Do anything within the legal bonds to succeed/win.

• Though Calvin Klein is talented the fact that he is a good salesman and businessman makes him successful. Learn to sell yourself and your products.

• Change with changing times.

• Make full use of your resources.

• Be the best in what you are and what you know and you will always stay the best in what you do.

• Next to loyalty, toughness is the most important thing in business.

• Know what the customer wants, and simply deliver it. Be imaginative and leverage. Don’t make deals without it.

• Have patience, and then be ready to swoop.

• The worst of the times often create the best of the opportunities to make good deals.

• In life, there are two things one should be very good at: overcoming obstacles and motivating good people to do their best work.

• Deal should be made with a proper person who can take decisions.

• Never back out of a deal once a word is given.

• Personal marketing is better than PR.

You have to think anyway, so why not think big? – Donald Trump

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

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ACE-ers: Todays Kudos & Encouragement (Thurs 7-23-15)

Good Morning ACE-ers,

When I consider Acceptable Customer Experience – I’m reminded of the FDA’s recommended daily allowance: The amount of a particular vitamin, mineral, or nutrient that should be consumed each day to maintain good health, as determined by the Food and Drug Administration.  I think the FDA’s RDA is malarkey. In my opinion, it is the minimum needed to not get sick – it is not optimal health.  Similarly,  here in Denver, we should consider ACE our minimum daily allowance.  In addition to “no complaints or issues” let’s go after more – maybe something like “the most positive reviews in the nation”!!

It is said, “Ability is what we’re capable of doing. Motivation determines what we do. Attitude determines how well we do it.” Every single one of our appointments, every day, are subject to our own AMA (Ability, Motivation & Attitude). Obviously we all have the ability (or else we wouldn’t be here), so we are good there. The motivation is where we start to separate the wheat from the chaff. Yesterday we had 19 reps leave a total of 23 quotes. How motivated are we to call our quotes back? That is a rhetorical question, because if you are anything like me, I know the answer. But now is where our Attitude kicks in to gear. A number of those “gotta think about it”, “need to get 3 Q’s” & “1 leggers” ARE simply 1 follow up phone call away from ordering from us.

Here is my $1,250 proposition for us to consider. If we followed up with all those Q’s every day, every week, every month, it is not inconceivable for us to convert an additional 2 per week to SOLD. At an average of $3K per, that’s nearly an extra $25K for the month … pushing us from $75K to $100K. That’s an extra $15K per year, what should we buy with that?

The ability is there!! Let’s up our Motivation & Attitude – Mgmt is motivated to turn every single one of those quotes into a sale. Go back over this month’s Q’s, call them and get their budget again, call Mgmt and get their BEST price. Let’s up our sales, up our %’s, up our commissions, up our bonuses. It’s the 23^rd, there are only 7 more install days this month, let’s FILL EM UP!!

“Don’t judge each day by the harvest you reap, but by the seeds you plant.” -Robert Louis Stevenson 

Every Q is a planted seed and the phone/text/email is our water bucket.

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

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Relaxed Mental Attitude: Today's Kudos & Encouragement (Weds 7-22-15)

Good Morning Zenbots,

If we were to draw a line on the ground and someone told us that simply stepping over that line would change our life for the better, would we step over it? Certainly we would. And if we knew that taking that step would guarantee inner peace, riches, enlightenment & physical well-being, we wouldn’t hesitate 1 second!! The guru’s teach a bunch of ways to achieve this, but one of my favorites (and I believe it has literally saved my life a number of times) is a Relaxed Mental Attitude.

Behind every face is a mental attitude, a manner of thinking. We are what we think! When a RMA is the foundation of our thinking, we will have confidence and stability under all circumstances, an inner happiness that produces capacity for life, love, and blessing, and a relaxed mental attitude toward people.

So the great enemy of a relaxed mental attitude is worry and stress, in one form or another—anxieties that possess our souls through our minds. This business can be very stressful and we must learn to be better than the stress/anxiety that comes at us every day. A man named Solomon once said, “A relaxed attitude lengthens a man’s life.”

Once we find that inner peace and RMA, everything becomes more manageable. The stress/anxiety doesn’t go away, no, not at all, it continues to try and pulverize us every day, but, now we can deal easier without going off the rails and taking a “Screwital” pill by noon.

The only reason we do not self gen more is either fear or laziness. We have to fix our own laziness, but fear can now be overcome with a richer, more profitable mental attitude. Let’s go out today and share this most powerful tool with all we meet.

If you feel yourself getting stressed just remember: “Relax don't do it, When you want to go to it.” – Frankie (goes to Hollywood)

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

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Masters: Todays Kudos & Encouragement (Tuesday 7-21-15)

Good Morning Masters,

Hat trick, Trifecta & 3fer – what do they all have in common?

Some people have it; many people don’t. But there are three attributes we need to develop if we want to master the art of the sale. They’re the three C’s: Confidence. Conviction. Charisma.

 

CONFIDENCE: Rejections in sales can be emotionally difficult and stressful, especially if they accumulate and seem to last for a long stretch. It's important for us to maintain faith that after every slump eventually comes a string of victories. We need to keep our confidence up. A few ways we can do that is:

Develop a strong positive self-image by seeing ourselves as an expert in the field. See ourselves as a bearer of good news, a problem solver, and a competent, knowledgeable expert. Realize that we have information and ideas that will add value for our customer.
Visualize success. Some of us just need to see it to believe it. We have the ability to see it in our minds eye. Like I’ve said before, our subconscious does not know the difference between imagined and remembered. All it knows is the experience.
Use the customer’s name. There's no sweeter music to the ears for most people than the sound of their own name. Remember that we are all subconsciously conditioned to respond with openness to our name and a question.
Realize and accept that our good ideas can help our customer’s. People are hungry for ideas, and a customer is likely to be interested in an idea that's going to be of benefit to them in some way. Instead of seeing ourselves as selling a product, see ourselves as giving away good ideas.

Mention benefits. Always mention how our flooring is going to make them money; save them money; help save time; or give them more status and recognition.
Feed our mind with positive thoughts. Classic motivator Zig Ziglar once said that being selective about the things that we choose to read, look at, or listen to is a key way to guard against negative thinking. If we change our mind's input, we will change our emotional output.

 

CONVICTION: We have talked before about the importance of TRUST in the selling relationship. People buy from us because they trust us. It's that simple. If they believe us, they'll not only buy from us, they'll be loyal to us.  There are two fundamental elements to building trust: authority and influence. Authority is built through expertise. Influence is built by being able to persuasively articulating that expertise. Have you ever heard a pitch from someone that spoke from such a strong position of passion and confidence, we automatically believe what they say? That's the power of conviction. That's influence!

 

CHARISMA: Charisma is the ability to have people like and connect with us and is often a trait found in the best sales people. We don't have to be born charismatic. We can learn some of the elements that will give us sales charisma. People with sales charisma are givers not takers. People with sales charisma are generous. We are generous with our time, our money, and our attention. When we talk to a person with sales charisma, we feel like we are the only person in the room. We will have their undivided attention. People with sales charisma know that the most important part of sales is the relationship. To be more charismatic, we need to be present with the people we are with. We need to shut off the phone, clear our mind and focus on the person in front of us. We want that person, especially our customer’s to know that they are important to us and we are interested in what they have to say.

Dan Thompson

Floors By Tomorrow

Auth Rep of Empire Today

Sales Trainer

720-371-2000

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