Book
No Tricks…Just Be Yourself

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Just received a blog today from  a “sales coach” with advice about how to “get around” a professional gatekeeper.  Although I’ve written about this subject in previous blogs, I felt compelled to revisit the subject.  The advice in the blog was to pretend you aren’t a professional sales person.  Trick the gatekeeper into believing that you’re just a friend or acquaintance of the decision maker.  Stammer, stutter, don’t sound like someone who could possibly be selling anything, and the gatekeeper will be fooled and put you through to the decision maker.  What’s wrong with that advice?  EVERYTHING!!

First, it’s dishonest.  You’re pretending to be something that you’re not in order to manipulate someone into doing what you want them to do…a terrible idea, whether you’re talking to a client, a prospective client or a gatekeeper!

Secondly, most gatekeepers are quite perceptive.  It’s their job.  It’s highly unlikely that you’ll fool one.

And finally, if you’re successful in your charade and get through to the decision maker, you’ll get the gatekeeper in trouble with the boss, and that’s the last time you’ll get put through to anybody in that company, ever!

So what should you do instead?  Be yourself.  Be honest.  Be cheerful and funny.  Be genuine.  Ask the gatekeeper for his or her help.  Respect that person and make a friend.  You’ll find way more success and way more sales being honest than by being sneaky and deceptive!

Good selling!

Hugh

THE Sales Wizard at Elite Sales Academy and Red Cap Sales Coaching

You can make selling and business easy, fun and profitable!

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Answer Me This!

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Please answer a couple of quick questions: just reply with the question number and answer letter. i.e. 1c 2d

1) You have the opportunity to get a bunch of valuable written information, at no cost, from 13 awesome coaches on subjects like marketing, sales, business, success, branding, accountability, leadership, etc. How often would you want to find posts in your email box?

a) never
b) once a day
c) once a week
d) once a month

2) Each of the 13 coaches present a webinar in their specialty, at no cost, at regular intervals. How often would you listen?

a) never
b) once a week
c) once a month
d) once a quarter

Your feedback is needed and appreciated. Thanks!

Good selling,

Hugh

THE Sales Wizard at

Red Cap Sales Coaching and Elite Sales Academy

You can learn to make selling easy, fun and profitable!

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If you ever feel like running from the room screaming, and hiding in a far away corner when you’re faced with an action you need to take to be successful in your business, sales and life, then you must check out this video!!

 

Good selling,

Hugh

THE Sales Wizard at

Red Cap Sales Coaching and Elite Sales Academy

You can learn to make selling easy, fun and profitable!

 

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You can save $500 today on the brand new Elite Sales Academy online sales training program. CLICK HERE for more information!

The new edition of Hugh’s book, Take the Icky and Scary Out of Sales is now available. You can find the Kindle version at Amazon.com, or if you’d like a signed copy of the paperback, just visit http://salesisfun.com/books to order your copy today.

 

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One Size Doesn’t Fit ANYONE!

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By Lisa Crilley Mallis

Time Strategy Visionary

SystemSavvy Consulting

www.SystemSavvyConsulting.com

My time management system isn’t your time management system. Just like my hobbies aren’t your hobbies. My favorite sports teams aren’t your favorite sports teams (Go Indians – NEXT year is our year!). My preferred methods of recharging my batteries aren’t your preferred methods. (I’m sure you get the picture.)

Finding the time management system – the framework, the structures, the strategies, the techniques – that works for YOU is the key to having a productive and rewarding day. One size doesn’t fit all.

You KNOW the basic principles of effective time management. In fact, they seem pretty simple.   Yet, you get discouraged thinking “I SHOULD be more efficient and more effective each day. If these are simple, why aren’t they easy to implement?”

Then you say, “I SHOULD be more disciplined.”

Time management expert Julie Gray says, “When wearing clothes that are too big or too loose, would more self-discipline make them fit better? Would working harder or smarter or faster make them fit better?”

Of course not!

The clothes don’t fit – because the clothes aren’t customized to you – and working harder or having more self-discipline won’t make it so.

You are unique – and your time management system should be also.

Lists “don’t work for you”. Great – what does? What strategy helps you keep track of important tasks throughout the day? Use that.

You can’t close your email app all day so you can work uninterrupted. Great! What can you do? Maybe check it once each hour instead of as the emails arrive? Or could you forward all email to your assistant when you need to work uninterrupted – knowing he will get your attention if there is an emergency?

A structured day makes you feel constrained – plus you just KNOW that you won’t follow all that structure. Great – then try creating a day with structured flexibility.

The key to creating a successful day is making the time management system work for you, not the other way around! Start creating your unique system today and watch your productivity increase and your stress decrease.

Note from THE Sales Wizard:  Lisa Crilley Mallis, Time Strategy Visionary, combines her experience in education and coaching with her love of schedules, systems, and time management to create personalized and easy to implement solutions. Every person deserves the opportunity to live the life of their dreams feeling in control and bringing balance into their lives. The crazy, “I’m so busy” feeling does not have to be way of life.   You can live a life where every day is productive, rewarding, and fun!

Lisa is also the author of Your Time. Your Life: The Busy Woman’s Guide to Simplify Your Day and 30 Days to Success: An A.W.E. Inspired Journal.

She lives in Chagrin Falls, Ohio with her husband Lou and his dog, Neuton. She loves chocolate, the beach, and country music. Contact Lisa at Lisa@SystemSavvyConsulting.com

Lisa is a new addition to the faculty of Elite Sales Academy.  We’re SO excited to have her join us!  You can take advantage of her coaching brilliance and learn to dramatically boost your productivity and spend fewer hours working, at the same time.  THE Sales Wizard did it, and so can you!

Be sure to listen to Lisa’s upcoming interview on Sales Chalk Talk!  The show airs at 8:00 PM EDT, Tuesday, October 14t.  You can listen to show AND/OR the replay 24/7 at http://bit.ly/SalesChalkTalk!

 

Good selling,

Hugh

THE Sales Wizard at

Red Cap Sales Coaching and Elite Sales Academy

You can learn to make selling easy, fun and profitable!

Elite Sales Academy Logo

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You can save $500 today on the brand new Elite Sales Academy online sales training program.  CLICK HERE for more information!

The new edition of Hugh’s book, Take the Icky and Scary Out of Sales is now available. You can find the Kindle version at Amazon.com, or if you’d like a signed copy of the paperback, just visit http://salesisfun.com/books to order your copy today.

 

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What Do You REALLY Want To Do?

 

systemsavvyconsultingLisaMallisProgramI’ve been doing a lot of work recently with my awesome time/task management coach, Lisa Crilley Mallis (http://systemsavvyconsulting.com).  She’ll be our guest on the Sales Chalk Talk Show this coming Tuesday night, October 14th at 8:00 PM EDT.  You can catch the live broadcast or the replay at http://bit.ly/SalesChalkTalk.

As we’ve been working diligently on getting the most important things done every day, and have actually made me more productive and decreased the number of hours I work every week, there’s a question I’ve been pondering:  What if there’s a disconnect between the things I feel I HAVE to do and the things I REALLY WANT to do.

Here’s an example:  I’ve committed to myself to take a day off…not work at all.  It’s something I need to do for my physical and mental health.  A potential client is willing to pay a large fee to work with me, and the only day she can meet is on the day I committed not to work.  And each month I have a projected income goal – and this will help me meet that goal.  What I REALLY WANT to do is keep the commitment to myself to take the day off.  What I feel I HAVE to do is work with the client and produce the cash flow needed to meet my goal.  Both worthy activities.  So there’s a conflict, a disconnect.  And I have to make a decision!  What am I going to do?

After a discussion with Lisa, I’ve come to the following conclusions:

1)  No matter how carefully we plan, there will always be some conflicts that arise in the process of planning our businesses and our lives, in the balance between work time and personal time.

2)  There may be a way to compromise.  I may be able to adjust my schedule to take a different day off.  I may be able to take a half day one day and a half day another.

3)  There’s a conflict between two major values:  maintaining good health and being financially responsible…providing for my family.  So ultimately I have to make a decision about which course will serve me and my loved ones best at this time in my life.

4)  Nothing is ever set in concrete.  I have the freedom to change my mind and my plan if it serves me well to do so.

I made my decision!  What would YOUR decision have been?

Good selling!

Hugh

THE Sales Wizard at

Red Cap Sales Coaching

You can learn to make selling easy, fun and profitable!

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The new edition of Hugh’s book, Take the Icky and Scary Out of Sales is now available. You can find the Kindle version at Amazon.com, or if you’d like a signed copy of the paperback, just visit http://salesisfun.com/books to order your copy today.

 

 

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20 THINGS SHARED IN A ROOM FULL OF MILLIONAIRES!

 

 

Dr. Len SchwartzBy Dr. Len Schwartz

Imagine if you knew, for certain, that you could make the exact income you desire, do the work you’re most called to do,
and be the YOU who you most want to be.
Well, good news. I’m here to tell you that you can have it all!

Exactly on your terms, and you can start now – BUT only if you really want it?

I’m blessed to be in a private group with some of the world’s leading entrepreneurs and game-changers. 2/3 of this group are earning well over $100K per month and some are earning $1M per month.
We constantly discuss LIFE and BUSINESS MASTERY and I am blessed to call these people my friends.

One thing I can tell you is that the ONLY thing standing in your way – Is YOU.

But don’t take my word for it. Here’s what a room full of millionaires had to say!

1. Stuck? Get over it right NOW!
2. Adequacy vs Excellence – just start choosing excellence BECAUSE YOU CAN JUST CHOOSE.
3. The thing you want to do or be or have ‘when you get there’ IS the way to get there (i.e. flying first class, dropping that thing, investing in a coach)
4. You cannot punish yourself into being a superstar.
5. You cannot SAVE your way to success.
6. Determination and focus to be the best at what you do is what will create your success.
7. Choose your environment – choose to hang with the top dogs in order to BE one.
8. Deal with your shit (debt, family stuff, fitness)
9. Constant self development is a MUST.
10. Repeatedly focus on what you want.
11. Income generation is within your control once you know what you’re going for.
12. Be congruent with what you’re selling
13, Be the ideal client
14. Sales and transformation is a practice NOT A STRATEGY.
15. Make sure you communicate your true contribution – people need to know what you REALLY do for them.
16. (My personal favorite) Be the master at what you do and focus on that one thing.
17. What are you settling for? Once you know – STOP in order to shift to the next level.
18. Have a Daily Practice (i.e. meditation, gratitude, following your calling or purpose)
19. Be honest with where you are and then choose where you want to be.
20. There is no happy ending to an unhappy journey.

You can read a list like this, and nod your head at much of it, choose to be inspired and moved by it – BUT WHAT ARE YOU GOING TO DO ABOUT IT?

Knowing the ANSWER(S) does NOTHING if you do not USE the answer.

So if you read a list like this and you nod your head but then you go back to your fear and your panic and your need to grow and make money, and you create your list of “Things To Do” that include making a plan, learning a system, a funnel, etc…” well – YOU ARE SCREWED…by YOURSELF no less…

And the very sad thing is that even though the points on this post, are literally worth in the MULTI-MILLIONS, the VAST majority of people will do nothing with them.
And will keep on chasing that magic bullet, all the while swearing that they know there IS no magic bullet.

That IS crazy!

What are you doing, who are you being, how are you living… right now, in your life, that is keeping you where you are?

You have a choice every single day and guess what? You MAKE that choice every single day. So if you’re not where you want to be THEN MAKE A DIFFERENT CHOICE.

If you are inspired to take MASSIVE action and think
you are ready for a game AND life-changing PLAN to get from where you are to where you want to be –
click here – http://drlenschwartz.com/strategy-session-application/

 

Note from THE Sales Wizard:  I’m most appreciate to Dr. Len for his generosity and willingness to share this blog with all of us!

He’s an entrepreneur, speaker, author, Fortune-500-trained marketing and business-building expert, who has impacted thousands of doctors, professionals and business owners in more than 20 countries.  Over the last 10+ years it is estimated that he helped generate more than 150 million dollars of new business for his clients.  During his 12 years as a practicing chiropractor, Dr. Len built one of the largest practices in Philadelphia, PA., (in less than 3 years in practice) and was awarded “The Purpose Achievement Award” for “Practice Excellence”.

Dr. Len is a business systems integration specialist and has “mastered” the step-by-step strategic marketing process that enables any doctor, professional or business owner to automate the growth of their business as well as penetrate and completely dominate their market. Dr. Len’s unique approach to having strategic marketing systems, processes, and procedures “grow the business” – instead of the employees – is what makes his waiting list grow. His famous lecture, “The 8 Musts of Marketing for Building A Million Dollar Practice” has been seen by more than 20,000 people worldwide!

His website is http://pro2pronetwork.com.  You can email Dr. Len at drlens@pro2pronetwork.com or call him at 877-204-2739 – He’d love to hear from you.

Good selling,

Hugh

THE Sales Wizard at

Red Cap Sales Coaching

You can learn to make selling easy, fun and profitable

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The new edition of Hugh’s book, Take the Icky and Scary Out of Sales is now available. You can find the Kindle version at Amazon.com, or if you’d like a signed copy of the paperback, just visit http://salesisfun.com/books to order your copy today.

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What Do You REALLY Want From A Prospective Client?

Geoff Talbot

My incredibly awesome marketing coach, Geoff Talbot (sevensentences.com), and I were talking today, and he made a statement that was positively brilliant.  He said, “When we’re selling, we shouldn’t be focused on whether that particular person is going to buy from us or not!  What we really want is to develop a relationship with someone who will be an ardent supporter of our business and refer us to others year after year, even if they never buy from us themselves!”  Amen and amen!!!

Good selling,

Hugh

THE Sales Wizard at

Red  Cap Sales Coaching

You can learn to make selling easy, fun and profitable!

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