Strategies for Success Newsletter
Selling Strategies: Strategies for Success Newsletter May 2008 No. 29
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Published by Emily Huling Selling Strategies
Copyright 2008 Emily Huling. All rights reserved.
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In this May 2008 issue:
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1.
Thoughts from the office
When you know what to do, why don’ t you do it?
Ron, a salesperson, gave me a call to inquire about my sales coaching program.
He had been selling insurance about five years. Although he had attended
numerous industry specific and public sales seminars, Ron complained that he was
stuck at a moderate income level. I asked a few questions about his employer and
work environment. He told me his firm had suitable sales support and insurance
markets.
From my website, Ron had reviewed my coaching program outline and sales
development materials. He said he didn’t see anything new that could help him.
He challenged me. “What can you do
for me that will be different?? How will
you help increase my sales and revenues?”
I took a deep breath before responding. I replied, “Let me ask you this. If you
know all of this, why aren’t you doing it? What’s holding
you back?”
That’s a question many of us should be asking ourselves about different
situations in our lives.
-I know I should quit smoking.
What’s holding you back?
-I know I should build stronger relationships with my clients. What’s holding
you back?
-I know I should exercise. What’s holding you back?
-I know I should be more patient and understanding with my coworkers. What’s
holding you back?
-I know I should complete my work more accurately and timely. What’s holding you
back?
-I know I should earn a professional designation. What’s holding you back?
Like Ron, most of us not only know what
we should be doing, we already know how
to do it. So the question to be asked is not the how question, it’s the why
question. Why aren’t we doing it?
What’s holding us back?
Ron told me he’d have to think about the answer to that question. I let him know
he could call me back anytime. I
left him with one final thought. When the student is ready, the teacher appears.
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Keeping promises to yourself count
double. EH
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2.
Thoughts from home
Purposeless Purpose
Playing with two small children makes me appreciate curiosity.
My young cousins Quincey and Nathan spontaneously and eagerly move from
interest to interest. From coloring to car races, building blocks to
make-believe buses, those kids, like all unencumbered children, enthusiastically
embrace the world around them. I’m
jealous.
Like many adults, I’ve lost that spontaneous curiosity urge. My tendency to have
goals and plans for most everything leaves me feeling accomplished, but I’m
starting to wonder what I’m missing by having too much direction. Even when I
don’t have a purpose, my brain kicks into purpose mode – so my new purpose
becomes not having a purpose.
This was written for no purpose.
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Soft Market Selling - Exceeding Client Expectations
Listen and Learn
How well do you know your clients? Today's buyers have new and higher
expectations. Learn how to uncover what's important to your buyers now and for
the future. Discover new strategies to grow and retain business in this
challenging market.
For detailed program information and to order this audio program, go to
www.sellingstrategies.com.
Newsletter readers save 20% off the $59 program cost. Use coupon code news11 at
checkout.
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100 Words to Make You Sound Smart
from the editors of American Heritage Dictionaries popped up as a book
recommendation for me from Amazon.com. For $5.95 I couldn’t resist. John and I
shared an entertaining hour playing word games. We tested our knowledge for
meaning and using the word in a sentence.
During that time, there were no words we hadn’t heard, we correctly
defined 90%, didn’t know about five of them, but to our surprise we had been
misusing several words. A couple of
our stumpers were philistine and capricious.
If you know them, good for you. If you don’t, time to get out the
dictionary.
There is a series of 100 Word books
ranging from what every high school graduate should know to words every lover
should know. Next time you’re ordering books online, add one or two of these to
your shopping cart to have fun and learn something new.
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On the road in 2008
Here are my currently scheduled public speaking engagements and conferences I’ll
be attending.
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Business growth opportunities and tools
This coaching program provides three months unlimited access to me. Contacts
include scheduled phone calls, course assignments using my books and audios,
weekly activity and results reviews, and a dozen other topics to increase
business. Our goal is to shorten the learning curve and create a sales process
for long-term success. Full details on acceptance, topics, and cost are on the
website. www.sellingstrategies.com
2.
Increase sales and profits with improved written communication skills – audio
seminar
Write On! Business Writing for Insurance Professionals. This four-CD
audio program offers tactics, tips,
and techniques to write concise correspondence, create proposals that close
sales, write articles that get published, and reduce e-mail overload. The
program includes audio, slide presentation, handout, and quiz. Listen on the go
or conduct your own in-house workshop. For detailed program information and to
order, go to
www.sellingstrategies.com.
Newsletter readers save $20 off the $119 program cost. Use coupon code news11 at
checkout.
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Selling Strategies: Strategies for Success Newsletter is published by Emily
Huling Selling Strategies. For further information contact
emily@sellingstrategies.com.
© 2008 Emily Huling. All rights reserved. Feel free to share our newsletter if
copyright and credit are always included.