June 2018

June 2018

Strategies for Success Newsletter June 2018 Issue 150


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


In this June 2018 issue:

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


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!


  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.


  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.


  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.


  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.


  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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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.

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