Holmes on The Inevitable

“The mode in which the inevitable comes to pass is through effort.”

–Oliver Wendell Holmes Jr. (1841–1935)

American judge

(REMINDER: Clocks and watches should be ahead one hour as of yesterday morning in North America.)

Do your actions…

  1. create a positive buzz about you and your work?
  2. make others want you as a part of their team?
  3. make your employer cringe at the thought of losing you to a competitor?
  4. make your customers excited about referring you to their colleagues?

You want your actions to scream value without the need for you to say a word. This is where you want to be – with those in your company and industry – and with those to whom you’re selling.

This is what creates true economic and job security – the value you and your team create for others.

This is care (what it’s all about).

When you have the opportunity over the next few days, set a reminder to review these four questions at the end of each month. Then, give yourself a little (objective) attention by reviewing them and creating an action plan to improve in each area where you feel you should.

Easier said than done… still needs to be done.

Mother Teresa on The Key to Success

“Let no one ever come to you without leaving better and happier.”

–Mother Teresa (1910–1997)

Albanian missionary
Nobel Peace Prize winner

Sales evaluation…

Do your actions…

  1. create a positive buzz about you and your work?
  2. make others want you as a part of their team?
  3. make your employer cringe at the thought of losing you to a competitor?
  4. make your customers excited about referring you to their colleagues?

You want your actions to scream value without the need for you to say a word. This is where you want to be – with those in your company and industry – and with those to whom you’re selling.

This is what creates true economic and job security – the value you and your team create for others.

This is care (what it’s all about).

When you have the opportunity over the next few days, set a reminder to review these four questions at the end of each month. Then, give yourself a little (objective) attention by reviewing them and creating an action plan to improve in each area where you feel you should.

Easier said than done… still needs to be done.

Dig deeper and learn the 6 fundamentals of sales value (SalesTough #8).

_____

Joseph on Better Listening

“If you’re going to help a man, you want to know something about him, don’t you?”

–Joseph to Clarence, Angel Second Class

from the film, It’s a Wonderful Life (1946)

Sales questions…

The key to learning more about a prospect, customer, or colleague is asking more open-ended questions (questions that cannot be answered by a yes or no) and then listening – really listening – with complete attention.

No leading. No prompting. No interrupting. (You can do it.)

Get some more insight and a list of the top 30 open-ended questions from JustSell. Then, put together a small group and practice delivering the questions to one another (while also practicing your listening).