Category: 2018

December 2018

Strategies for Success Newsletter December 2018 Issue 156

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this December 2018 issue:

  1. Thoughts from Home
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

I’ll see it when I believe it

We all know the expression “I’ll believe it when I see it.” Not a bad thought when we’re skeptical about something. It’s a natural defense to avoid being gullible or protecting ourselves against disappointment.

But have you ever said, “I’ll see it when I believe it?”  Reversing the words changes the meaning as well as our intention and outcomes. Here are personal examples of how having a strong conviction has made a difference in my life. I was certain that I would find a perfect husband for me. Voila! John appeared. I had confidence that we would find my mom a retirement community that met all her needs. We did. Twenty-five years ago, I was certain that starting my sales consulting business was the right decision for me. It was. Believing is the first step in attaining the outcome we desire.

What is it that you need to first believe for it to manifest? A happy relationship? A promotion? More income? Whatever it is, good things happen when you start believing.

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  1. Thoughts from the Road

Keep striving

It was early Monday morning on a flight from Charlotte to Minneapolis. It’s always quiet on those flights as business passengers get out their laptops, put their thinking caps on, and gear up for the week. A 40-something man dressed in faded jeans and a flannel shirt was sitting next to me in the window seat. He was already settled in with earbuds and a video game on. Not a business traveler, I thought, since he was playing the entire the two-hour flight.

As we were landing, my seatmate disconnected from his devices. I asked him the purpose of his trip to Minneapolis. Business trip he said and introduced himself. Rich went on to tell me that he was a territory sales manager for a large energy company, been with the company 18 years, has 70 people in his territory with multiple supervisors reporting to him. He asked me what I did. After I told him, he shared with me that he had been listening to Dale Carnegie’s How to Win Friends and Influence People for the umpteenth time. His other favorite book he encourages his team to read is Stephen Covey’s The 7 Habits of Highly Effective People.

Talking with Rich was just another AHA reminder in my life! Don’t assume things about people based on appearance. Successful people sustain success by learning and relearning powerful principles centering on attitude, personal relationships, positive practices, and discipline. Great leaders are role models and encourage colleagues to continuously improve.

What are your 2019 plans to continue to learn and grow?

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  1. Josmo’s Cafe

Holiday gift baking is upon us!  My two favorite breads to give away are Strawberry Bread and Zucchini Bread. Each of the recipes makes six small loaves. Fill a festive gift bag with a loaf or two of bread and some fun individually wrapped chocolates like Lindt Lindor truffles or Ghirardelli squares. My new favorite chocolates are Chuao Chocolates, an expensive but delicious splurge. I love the baconlucious and spicy maya flavors! Wishing you a sweet and fun holiday season!

Check out our other Josmo’s Cafe recipes for holiday entertaining!

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  1. Stay Energized

The Power of Moments by Chip Heath and Dan Heath update. I wrote about this extraordinary book in September. If you were as enthralled as I, you’ll be happy to learn that in the Heath brothers recent newsletter they feature a 29-page peak moment collection from feedback and stories from readers who have created peak moments. Be prepared to be wowed and energized!

Our Energizer Minute podcast message for December is Just say no.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Private Client – Minneapolis, MN – Revving up Revenues – January 22-23, 2019
  • Agency Management CIC – Richmond, VA – January 30, 2019
  • Private Client – Phoenix, AZ – February 11-15, 2019
  • WSIA Underwriting Summit – National Harbor, MD – February 24-27, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • Private Client – Fargo, ND – Elevate Your Game – March 19-20, 2019
  • Agency Management CIC – Central CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

November 2018

Strategies for Success Newsletter November 2018 Issue 155

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this November 2018 issue:

  1. Thoughts from the Office
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

Find your gaps

Customers and clients don’t compare your business to your competitors. They compare you to the service, customization, and ease of doing business the rest of the world provides.

FedEx, Amazon, and Starbucks are among the top companies that have set our exceedingly high expectations. As customers, when what we anticipate isn’t met, we complain, write, post, tell the world about our experience, then take our business elsewhere.

Businesses can’t afford to wait until something negative happens to discover gaps in performance and customer satisfaction. It’s imperative to periodically assess your business practices. Here’s a short list of what to evaluate:

Employee satisfaction
Customer satisfaction
Recruiting and hiring process
Data – accuracy, usefulness
Office environment
Service standards, procedures, and measurement standards
Workflow, processes, and workloads
Quality of work
Staff competency and knowledge
Product relevance and competitiveness
Billing and payment process
Branding and marketing effectiveness
Distribution and delivery channels

Ongoing self-examination and continual improvements will assure future success. 2019 is right around the corner. Begin now to identify which areas should be on your list to evaluate next year.

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  1. Thoughts from the Road

It’s not (always) about the money

Washing my hands in an American Airlines Admiral Club ladies’ room, the striking woman next to me gave out a heavy sigh and bent down with squinted eyes to read the labels on the two ceramic pumps on the sink. “Finding the soap shouldn’t be so hard,” she complained to me. “You’re right,” I replied. I knew that one container was for soap and the other for hand lotion. She went on. “My eyes have become such a problem. I’m having to get new prescription lenses every six months. So, my doctor’s office decides to do me a favor. They sold me cheap lenses without asking me. The quality of the lenses is so poor that I can’t read small print. Why would he make that decision for me? Why didn’t he give me a choice?”

We chatted for a bit commiserating about people in all professions and trades including painters, printers, and auto mechanics who aim to save us money when what we want is quality.

Moral of the story. Never assume you know what your buyer wants or is willing to spend. Provide two or three options. Outline the pros and cons of each choice. Ask your buyer to make the decision. I’m sure you’ll find as I have, very few people choose the least expensive, low value option.

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  1. Josmo’s Cafe

Holiday entertaining is coming around the corner. Time again to feature my favorite make-ahead appetizer Goat Cheese, Ricotta, and Pesto Terrine. It’s not only great tasting, it’s makes an impressive presentation. Enjoy!

We hope you will try our other Josmo’s Cafe recipes posted on the website.

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  1. Stay Energized

Our Energizer Minute podcast message for November is The Ripple Effect.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Private Client – Minneapolis, MN – Retention, Relationships, Referrals – November 8-9, 2018
  • National Speakers Association CSP Summit – Minneapolis, MN – November 9-11, 2018
  • Agency Management CIC – Richmond, VA – January 30, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019
  • Agency Management CIC – Central CT – June 26, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

October 2018

Strategies for Success Newsletter October 2018 Issue 154

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this October 2018 issue:

    1. Thoughts from the Road
    2. Thoughts from Home
    3. Josmo’s Cafe
    4. Stay Energized
    5. Emily Live

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  1. Thoughts from the Road

Appreciating Airports

Airports get a bad rap. You know the list of complaints. TSA hassles. Delayed flights. Rude people. Long lines at whatever you’re in line for. I experience those things too. However, my love of airports far outweighs my aggravation with them. Why, you ask?

Art! Architecture! Educational displays! History lessons! My two favorite airports are Phoenix Sky Harbor and Minneapolis-St. Paul. In 2012, I almost missed my flight home from Phoenix while enjoying the Arizona State Centennial exhibits in the different terminals. Earlier this year, PHX had an interesting exhibit called At Work in Arizona. Many airports including my own Charlotte-Douglas airport have a wall of movie posters beside a moving walkway representative of the movies filmed locally. Fun!

At MSP, two recent memorable displays were The Art of Food – History of Minnesota Food Production (Wheaties, Land O Lakes, Dairy Queen, Nordic Bundt, SPAM just to name a few) and Best Game in the World – vintage sports items from Minnesota sports history.

Denver’s airport terminal, designed by Fentress Architects, is fabric-covered tents designed to mimic the snow-capped Rocky Mountains. It’s majestic. Finnish architect Eero Saarinen designed the iconic TWA flight center in 1962 at JFK (now repurposed for JetBlue Airways operations center) and Washington Dulles stunning main terminal.

Even my visit to the tiny Hibbing, MN airport proved interesting with pictures and narrative of the region’s mining industry. Free coffee, too! Not enough flights to have a concession area.

Next time you have time to kill at an airport, roam around a bit. Ask any of the friendly and helpful volunteers where you can find art exhibits and educational displays. I know you’ll be pleasantly surprised!

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  1. Thoughts from Home

Blessings to all

I’ve been a self-help enthusiast since my college days. My perfect morning begins with inspirational reading and journaling. These practices keep me positive and centered. My favorite motivational authors include Louise Hay, Dr. Wayne Dyer, Joan Borysenko, Jack Canfield, and Julia Cameron. During a recent search for fresh ideas, I discovered a beautiful book titled Every Day Spirit by Mary Davis. The format is a message a day for a calendar year. Her February 1 message is a meaningful acronym for Blessings worth sharing.

Be present.
Let the day flow with grace.
Expect joy. Be positive.
Serve with compassion.
Speak only kindness.
Impart only love.
Never forget you’re not alone.
Give thanks for everything.
See goodness in others.

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  1. Josmo’s Cafe

Yippee!! It’s pumpkin time. Once again, I’m featuring Frosted Pumpkin Cake Squares which are absolutely the best fall dessert. Enjoy!

We hope you will try our other Josmo’s Cafe recipes posted on the website.

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  1. Stay Energized

Our Energizer Minute podcast message for October is Don’t fix that mistake. Doesn’t the title make you curious to listen?

Energizer Minute Collection CDs – Free gift for the first 17 e-mail requests. Two new collection CDs have been produced for the 2016 and 2017 Energizer Minutes. Included on the CDs are bonus tracks – Tips for Client Visits and Tips to be Polished and Professional.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Multiple clients – Terrell, NC – consulting and coaching by phone from my office
  • Private Client – Fargo, ND – Elevate Your Game – October 15-18, 2018
  • Private Client – Minneapolis, MN – Retention, Relationships, Referrals – November 8-9, 2018
  • National Speakers Association CSP Summit – Minneapolis, MN – November 9-11, 2018
  • Agency Management CIC – Richmond, VA – January 30, 2019
  • Agency Management CIC – Louisville, KY – March 6, 2019

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

September 2018

Strategies for Success Newsletter September 2018 Issue 153

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this September 2018 issue:

  1. Thoughts from Home
  2. Have you read….?
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

Customer service should not be bad karma

I was doing my weekly grocery shopping at my usual store. Since it’s close to our high school, we have a new team of teenage workers every August. I have always found the young people they hire to be pleasant and efficient. Then I met Jason a new checkout cashier. Here was our verbal exchange.

Me: “Hi Jason!” (smile) “How are you today?”

Jason: “HORRIBLE!!!”

Me: (huh) “Ah, Jason, I don’t think you should be telling a customer you’re horrible.”

Jason: “Why? It’s true!”

Me: “Well, you’re in customer service and customers want to be welcomed and greeted with positive energy.”

Jason: “I beg to differ.”

Me: “Interesting.”

At which point I started bagging my groceries to get away quickly.

Moral of the story. I could have engaged with Jason to find out what was troubling him. Call me self-centered, but I really didn’t want to know. Jason’s job, and this goes for all service professionals, is to provide customers a positive and enjoyable buying experience.

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  1. Have you read….?

It’s been a long time since I’ve read a business book that I have underlined, highlighted, used post-it notes, and dog eared the pages. That’s how compelling and enlightening I found brothers Chip Heath and Dan Heath’s newest book The Power of Moments – Why Certain Experiences Have Extraordinary Impact.

Our lives are shaped by our defining moments. A defining moment is a short experience that is both memorable and meaningful. It has four elements. They are elevation – moments that rise above the everyday; insight – moments that rewire our understanding of ourselves or the world; pride – moments that capture us at our best; and connection – meaningful times we share with others such as weddings, vacations, sporting or entertainment events.

The book is filled with real-life examples that will amuse, amaze, and educate. Each principle is summarized with a “whirlwind review.” In addition, the book has teaching clinics that offer a situation and solutions to provide positive defining moments. The Power of Moments may just change your notion on what’s truly meaningful to people.

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  1. Josmo’s Cafe

California Salad is our recipe of the month. Our friend Richard makes this rich, sweet, and yes, healthy salad to accompany a simple grilled meat or fish. Your guests will certainly be asking for the recipe. I did and luckily Richard obliged! Enjoy!

We hope you will try our other Josmo’s Cafe recipes posted on the website.

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  1. Stay Energized

Our Energizer Minute podcast message for September is Don’t get out of practice . We hope you like it!

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Multiple clients – Terrell, NC – consulting and coaching by phone from my office
  • Private Client – Minneapolis, MN – Revving up Revenues – September 5-6, 2018
  • Private Client – Fargo, ND – Be a Great Communicator – October15-18, 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

August 2018

Strategies for Success Newsletter August 2018 Issue 152

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this August 2018 issue:

  1. Thoughts from the Office
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

OMG! TMI!

“Hold on a minute. I’m just getting out of the shower.”

No, that wasn’t my husband, a family member, or even a close friend that said that to me. It was a business colleague!

It’s a vision I won’t soon forget. Jack and I had been playing phone tag for a day or two. The message he left me on my phone was to call him at my convenience. That I did. Apparently my time wasn’t convenient for him!

Two takeaways from this memorable experience. First, if you answer the phone and are not ready to talk, say only “hold on a minute.” No need to relay any other information to your caller about your location or current activity. Secondly, whenever possible, set up a phone meeting time to avoid telephone tag. I find my pre-planned calls are more productive and pleasant.

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  1. Thoughts from Home

Are you making your life more difficult than needed?

Like many mothers, my mom wanted to be sure I looked my best when I left the house. I grew up in Beaver Falls, Pennsylvania in the era before permanent press clothes. This meant my mom ironed everything including sheets and my father’s boxer shorts. Mom was so meticulous about her ironing, that she used a sleeve board so that our shirts didn’t have creases down the sleeves.

One of my classmates in junior high was a girl named Judy Quay. She, too, had a mother who ironed her clothes. But her sleeves always had this great crisp crease. I loved it. I was jealous. My mother was really proud of her ironing so I wisely kept my mouth shut.

Fast forward 40 years. My mom and I are sitting at her kitchen table in Sun City, AZ, chatting about today’s youth. You’ve probably had the same conversation with someone – what kids wear, what they read, what they watch, what they do, etc. I commented to my mom that I always loved Judy Quay’s creased shirtsleeves. My mom looked at me with a shocked expression and said, “If only I had known! I wouldn’t have gone to all that extra work!”  We laughed and laughed.

Moral of the story. Don’t make unnecessary work for yourself with a family member, a friend, or a client. If there are choices to be made that are easier, suggest them and ask what they prefer.

Reprinted from June 2009

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  1. Josmo’s Cafe

Yogurt Lemon and Mint Grilled Chicken.  Mmmm…good! That recipe caught my eye when I saw it posted on A Communal Table. John and I have made it several times. We make extra chicken and freeze it to have it over salads on a night we don’t want to cook.

We hope you will try our other Josmo’s Cafe recipes posted on the website.

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  1. Stay Energized

Our Energizer Minute podcast message for August is  It’s not a good fit . Enjoy!

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Multiple clients – Terrell, NC – consulting and coaching by phone from my office
  • Private Client – Minneapolis, MN – Revving up Revenues – September 5-6, 2018
  • Private Client – Fargo, ND – Be a Great Communicator – October15-18, 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

July 2018

Strategies for Success Newsletter July 2018 Issue 151

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2018 Emily Huling. All rights reserved.

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In this July 2018 issue:

  1. Did you know….?
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Did you know….?

Dr. Andrew Weil, MD recommends a 4-7-8 breathing technique that will have you sound asleep in 60 seconds. I read about it more than a year ago in one of those 10 tip columns for a better night’s sleep and have been using it ever since. I swear by it! Watch Dr. Weil explain how to do it on his YouTube video. He recommends practicing it during the day which I never did. I just used it one night when I couldn’t fall asleep and fell asleep before I finished the second sequence. I hope it works as well for you! Check out the comments posted below the video. Some are hilarious!

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  1. Thoughts from Home

Lessons from a self-cleaning oven

John and I regularly postpone cleaning our oven. It’s ridiculous that we put it off since all it takes is to lock the oven and push a button. We have a list of excuses. We don’t have the time. We don’t want to take the time. We’re making a pizza this week and the cheese is sure to drip. We don’t want that smell in the house today. We’re just not in the mood.

We even know that the longer we wait, the dirtier the bottom of the oven is. The racks will need to be cleaned thoroughly. The whole process will take more time. The house will smell worse when we finally get to it. But still, we put it off.

Moral of the story. We all have tasks we avoid both at home and on the job. Remember that postponing something will usually create more work, take more time, and make quite a stink.

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  1. Josmo’s Cafe

Nothing tastes better on a hot summer day than Triple Berry Crisp served with a big scoop of vanilla ice cream. My recipe calls for blueberries, blackberries, and raspberries sweetened with sugar and covered with a buttery, oatmeal and brown sugar topping. Enjoy!

We hope you will try our other Josmo’s Cafe recipes posted on the website.

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  1. Stay Energized

Our Energizer Minute podcast for July When Silos Are Good  can help alleviate stress.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Multiple clients – Terrell, NC – consulting and coaching by phone from my office
  • Private Client – Minneapolis, MN – Revving up Revenues – September 5-6, 2018
  • Private Client – Fargo, ND – Be a Great Communicator – October15-18, 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling Selling Strategies All rights reserved.

June 2018

Strategies for Success Newsletter June 2018 Issue 150

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this June 2018 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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Thanks to you………

I am officially a Certified Speaking Professional (CSP)!!  I am honored to have been awarded this designation by the National Speakers Association in May. The process included random confirmation of 10 years of presentations, more than 20 individual client evaluations, and a committee peer-review of a 45-minute keynote video.

In this process, I learned that I among fewer than 20 professionals who hold both the CSP and CMC (Certified Management Consultant) designations.

Heartfelt thanks to those of you who took time to respond to phone calls, e-mails, and complete the client evaluation. I am so grateful for all of you who for 25 years have made my Selling Strategies life so enjoyable and rewarding!

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  1. Thoughts from Home

Talking Trash

For years our trash and recyclables have been collected Thursday between noon and 1:00. We can set our clocks by it. Half the neighborhood rolls out their bins Wednesday night and the other half, including us, takes them out Thursday morning.

On holidays and snow days, automated phone messages are used to alert customers to changes in schedule. A private company provides this efficient and reliable service.

This past Thursday morning at 7:00 AM, John and I are enjoying coffee and birdwatching on the porch when we see and hear the recyclables truck coming done the street. We had not yet put our bins out. Curious we thought. I wonder why they are so early? Maybe it’s a special pickup request which they do by appointment.

Long story short, without notice our pickup that day was at 7:00 AM, not 1:00 PM. I called to complain. The customer service person who took my call and the route manager, Steve, who called me back later, both handled my complaint expertly. They apologized for not notifying us of the time change and said the truck would come back to the neighborhood later that day to pick up missed bins (which they did). Steve politely suggested our bins be put out Wednesday night. I politely suggested to Steve that they use automated calls to alert all customers on this route about the new schedule to avoid future problems.

Moral of the story. Setting and fulfilling customer expectations is what great businesses do. When there are changes to what’s expected, it’s critical to be proactive. Notify people in advance to avoid frustrated customers, complaint calls, and a lot of extra work.

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  1. Thoughts from the Office

Cost + Value = Success

“What’s it cost?” is a legitimate question that buyers ask.

Cost is defined as price, money, payment, fee, or charge to purchase a product or service. Cost is tangible.

Salespeople too often overlook the other critical component of decision making – value. What is value? Value is the intangible that determines if a purchase is worth the cost. Value traits include personal relationship, respect, trust, expert advice, buyer confidence, assurances, time saving, convenience, ease of doing business, and peace of mind.

As salespeople (we are all salespeople) it is our responsibility to question our buyers to uncover what intangible factors are important in their buying decision. Pinpoint, restate and summarize the value of what’s important to them and you will close more sales.

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  1. Josmo’s Cafe

Farmhouse Buttermilk Coffee Cake  is our June recipe of the month. I’m always looking for recipes using buttermilk since I have a cup left when Quincey and I make our yummy Chocolate Chip Scones. This old-fashioned coffee cake uses brown sugar in the batter and has a sweet nut glaze on top. John and I love it. The recipe is for a 9×13 pan, but I successfully half the recipe using a 9×9 pan and shorten the baking time 5-10 minutes.

We hope you will try other Josmo’s Cafe recipes that are listed on the website.

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  1. Stay Energized

Many thanks to those of you who let me know how much enjoy my Energizer Minutes!

Our Energizer Minute podcast for June is Slow down you move too fast. Perfect timing to kick off the summer!

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Multiple clients – Terrell, NC – consulting and coaching by phone from my office
  • Private Client – Minneapolis, MN – Be Your Best Self – June 8-9, 2018
  • Private Client – Minneapolis, MN – Revving up Revenues – September 5-6, 2018
  • Private Client – Fargo, ND – Be a Great Communicator – October15-18. 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling. All rights reserved.

May 2018

Strategies for Success Newsletter May 2018 Issue 149

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this May 2018 issue:

  1. Thoughts from the Office
  2. Thoughts from the Road
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

New employee – fit or no fit?

Meg, a new supervisor, asked my advice on how to deal with her most pressing management challenge. Ann, her new employee, interviewed well, had the experience to do the job, was hired, and started off strong. Over the next few months, Meg told me, Ann’s work has had recurring errors and she’s not meeting deadlines. Meg stepped up her training and checking Ann’s work. Nine months have now passed, and Ann still isn’t learning the job to work independently. Meg feels like she’s doing two jobs – hers and Ann’s. What should she do?

I told Meg that waiting too long to formally address new employee performance is not unusual. At this point, she’s probably working too hard to provide Ann the training and attention she needs to successfully do the job. Within three months, an employee should function independently and accurately on assigned work. My guess is Ann is not a keeper.

The pain of having a poor-performing new hire can be diminished by implementing a formal 90-day review process with 30 and 60-day checkpoints. Advise the new hire at the onset that fundamental work practices and the ability to learn the job will be evaluated over the first 90 days.

I developed a 90-day Performance Review form.  I hope it will help you avoid a similar situation to Meg’s.

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  1. Thoughts from the Road

Bonjour!

John and I made our fifth trip to France in March with our friends Debbie and Richard. This time we expanded our horizons beyond Paris. We stayed for a week in the city of Avignon located in the beautiful region of Provence. The area is filled with amazing history (Pont du Gard, Palais de Papes, and the bridge of Avignon), incredible wine (Chateauneuf du Pape) and pastries (almond croissants, baguettes and fruit tarts) to die for.

We have always found the French people welcoming, helpful, and friendly. I believe one reason our view is different from those who find the French standoffish is that many years ago we learned a valuable tip about a French custom.

The custom is to say “Bonjour!” (Good day) and pause before an exchange of conversation or service begins. This practice was even more important during this trip since most people outside of Paris spoke little or no English.

What a difference it makes to acknowledge the person, get his or her attention, and hear a pleasant “Bonjour!” in return. We Americans generally launch into conversation with no pleasantries at all. The greeting I get at my doctor’s office is “What’s your name and appointment time?” My dry cleaner asks, “What’s your phone number?” The grocery store checkout people religiously ask, “Did you finally everything you needed?” To that question, I always say “Yes.” I don’t know what they would do if I said no!

In the six weeks we’ve been home, I’ve made it a practice to warmly greet people with a big smile and hello before starting a conversation or making a request. What a positive difference it makes getting conversation started by acknowledging the person!

Give it a try. Offer a smile and upbeat greeting and see if you notice a difference in attitude, tone, or response.

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  1. Josmo’s Cafe

Our family loves baked goods that combine lemon and blueberries. My cousin Quincey, 14 years old, and I decided to try a more challenging recipe (meringue folded into the batter) during our last baking day to expand her baking skills. The Lemon Soufflé Cheesecake with Blueberry Sauce we made was a triumph! The lightest most flavorful cheesecake ever and worth the extra effort. Enjoy!

We hope you will try other Josmo’s Cafe recipes that are listed on the website.

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  1. Stay Energized

Many thanks to those of you who let me know how much enjoy my Energizer Minutes!

Our Energizer Minute podcast for May is What’s Your Story?

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Private Client – Minneapolis, MN – Be Your Best Self – June 8-9, 2018
  • Private Client – Minneapolis, MN – Revving Up Revenues – September 5-6, 2018
  • Private Client – Fargo, ND – Be a Great Communicator – October15-18. 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling. All rights reserved.

April 2018

Strategies for Success Newsletter April 2018 Issue 148

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Published by Emily Huling Selling Strategies

www.sellingstrategies.com

Copyright 2018 Emily Huling. All rights reserved.

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In this April 2018 issue:

  1. Thoughts from the Office
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from the Office

Avoid e-mail blunders

No doubt each of us has been embarrassed or inconvenienced by at least one of these mistakes.

A disconcerting and inappropriate word is used because it was spelled correctly so spell check didn’t catch it. Your important message goes unanswered because specific needs and timing were not clearly stated. A damaging message is accidentally sent to the wrong person because “reply all” included an address in a thread of messages never cleaned up. You didn’t check the “send to” field and your message went to the wrong person from your saved contact list.

Here are six tips to avoid e-mail gaffes.

  1. Write important messages in a Word document rather than directly in e-mail. This prevents accidently sending a message and provides more features to craft, format, edit and proof.
  2. Don’t hit the send button right away. Save to the drafts folder to reread before sending.
  3. Read the message aloud to yourself. Don’t forget the “send to” and subject line in this process.
  4. Print the message and read a hard copy to locate errors.
  5. Ask a coworker to proofread the message.
  6. Among your team, agree to help each other. Appropriately and personally point out content, grammar, spelling, and recipient errors.

Wouldn’t you agree that it’s worth the extra time and mindfulness to aid both sender and recipient communication?

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  1. Thoughts from Home

Caution: Automatic settings

“This car doesn’t have adaptive cruise control!” I scream.  We were approaching a long line of stopped cars. John, who was driving my much-loved 13-year-old Acura, was not applying the brakes early enough for me.

John’s 2016 Genesis has lots of fancy features my old car doesn’t have. In addition to adaptive cruise control, his car has a blind-spot indicator, lane control sensor, and a back-up camera with a proximity sensor. I do worry when John drives my old car. Is he paying enough attention since he’s become accustomed to pre-set indicators? What damage could occur to John and my car?

The same attention needs to be paid to the automatic settings we use in business. Convenient, yes. But they can make us lazy. At work, default settings that are not modified can cause binders, expirations, and important reminders to be missed. Errors, omissions, and poor service can result. Pay attention to automatic settings. It’s critical they be checked to see if changes need to be made.

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  1. Josmo’s Cafe

Zucchini Pie is our April recipe of the month. I was looking for a substantial side dish to accompany grilled salmon and this fit the bill. The little bit of nutmeg and ground white pepper adds a bit of zip to this easy-to-make dish. Enjoy!

We hope you will try other Josmo’s Cafe recipes that are listed on the website.

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  1. Stay Energized

April’s  Energizer Minute – Cut back  Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Agency Management CIC – Cincinnati, OH – April 3, 2018
  • WSIA Conference – Scottsdale, AZ – April 11-14, 2018
  • Private Client – Minneapolis, MN – workshops – April 24-25, 2018
  • Private Client – Fargo, ND – workshop – April 26, 2018
  • Private Client – Minneapolis, MN – employee retreat – June 8-9, 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling. All rights reserved.

March 2018

Strategies for Success Newsletter March 2018 Issue 147

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Published by Emily Huling Selling Strategies
www.sellingstrategies.com
Copyright 2018 Emily Huling. All rights reserved.

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In this March 2018 issue:

  1. Thoughts from Home
  2. Thoughts from the Office
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live

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  1. Thoughts from Home

Celebrating birds

During this long, cold winter John and I have been enjoying all the activity around our bird feeder. There have been times that the surrounding bare trees look like they have leaves what with all the perching birds waiting their turn for the bird feeder.

In 1918, Congress passed the Migratory Bird Treaty Act to provide the foundation of federal protection for (non-game) migratory birds. That makes this 100-year anniversary a good to time to celebrate the beauty and magic of our feathered friends.

National Geographic, the National Audubon Society, Birdlife International, and the Cornell Lab of Ornithology have created an official Year of the Bird website listing ongoing information about bird celebrations across all communication channels.

Start your personal celebration by taking a five-minute break to watch the extraordinary video of Cornell University’s Birds-of-Paradise project  filmed in the New Guinea rainforest. I’ve watched it dozens of time over the past five years and never cease to be amazed.
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  1. Thoughts from the Office

Celebrating success

It’s loud. It’s corny. It gets everyone’s attention. It makes people curious. It shares success. It energizes the team. It improves internal communication. It only costs $25.00. What is it?

A wall-mounted nautical ship bell! For years I’ve recommended hanging a bell in a central office location. Individuals ring it to announce success when writing new business. A client of mine who has just hung a bell in her office has improved this idea in three ways. First, the reason to ring the bell has been expanded to include saving an account, passing a test, and receiving client praise. Second, the person ringing the bell puts a post-it on the wall describing the success. Third, each month at the office meeting the success stories are read and people are acknowledged.

Don’t you want a bell for your office?

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  1. Josmo’s Cafe

John and I love a good lemon bar cookie. Patti LaBelle’s Lemon Bars are sensational! Tasting fresh lemon bars in March are sure to help your winter blues go away. Enjoy!

We hope you will try other Josmo’s Cafe recipes that are listed on the website.

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  1. Stay Energized

March’s  Energizer Minute – Avoid being a one-hit wonder  Get supercharged with Energizer Minutes – one-to-two-minute audio stories told by yours truly to energize, invigorate, and inspire!

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.

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  1. Emily Live
  • Agency Management CIC – Cincinnati, OH – April 3, 2018
  • WSIA Conference – Scottsdale, AZ – April 11-14, 2018
  • Private Client – Minneapolis, MN – workshops – April 24-25, 2018
  • Private Client – Fargo, ND – workshop – April 26, 2018
  • Private Client – Minneapolis, MN – employee retreat sales workshop – June 8-9, 2018

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Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2018 Emily Huling. All rights reserved.