Wednesday, February 22, 2006
When It's Snowing, Not All Airlines Are Going
This is a heads-up and F.Y.I.
Here's a short list of airlines and the percent of their total
flights that were flown during a recent snow storm in the
Northeast.
Jet Blue 65.5%
Continental 62.5%
US Airways 55.9%
Delta 52.0%
American 48.2%
United 41.6%
You may want to rethink your choice of
airlines, especially when you're flying in bad weather.
Jim Meisenheimer
http://www.meisenheimer.com
Here's a short list of airlines and the percent of their total
flights that were flown during a recent snow storm in the
Northeast.
Jet Blue 65.5%
Continental 62.5%
US Airways 55.9%
Delta 52.0%
American 48.2%
United 41.6%
You may want to rethink your choice of
airlines, especially when you're flying in bad weather.
Jim Meisenheimer
http://www.meisenheimer.com
Monday, February 13, 2006
My Own Rude Awakening
No-Brainer Selling Tips #222
January 10, 2006
For salespeople, sales executives, and entrepreneurs
))))) Sidebar for sales managers ((((( I just recorded two CD's for this month's Inner Circle for Sales Managers, "The 12 Dumbest Things Salespeople Do" and"The Recognition Factor." My Inner Circle Members are destined to get off to a rocket-fast start in 2006. Check it out now!http://www.kickstartcart.com/app/javanof.asp?MerchantID=39581&ProductID=2401791
My Own Rude Awakening
Years ago I had a very rude awakening as a new sales representative. I was so wet behind the ears, if I stood in place for any length of time, I'd be standing in a puddle of my own perspiration.
I was young and had energy to burn. I knew all the answers so I didn't need to ask any questions.
You could say I was full of myself. I loved my new job. I was selling laboratory supplies, chemicals, and equipment to people who wore white lab coats.
I also had to deal with purchasing agents, who seemed to enjoy making sales representatives, especially new ones like me, very uncomfortable.
I was in my sales territory for about 3 1/2 weeks. I was in training for two of those weeks, where I got to watch different people do different jobs.
As soon as my boss cut me loose from the training program - I headed straight for my largest accounts, the ones who were currently doing the most business with us.
Then, I started calling our largest potential prospects. Up first was the General Foods R&D Center, located in Tarrytown New York.
I remember walking confidently into the rather large lobby and walking over to the receptionist. Her name was Felicia.
I introduced myself and asked to see Brian N. who was the senior buyer, at that time, for laboratory supplies.
She called him and a few minutes he came out of his office. He was the size of a walrus.
He motioned for me to sit down with him in one of the not so private seating areas in the main lobby. I barely said my name before he interrupted and jumped in with, "We don't buy from your company and we never will." He added, "I guess if we desperately needed something and no one else had the product, we might order it from you."
With that he got up turned his back to me and walked back to his office.
Well - I sure showed him.
Now, I had him exactly where I wanted him.
In sales, sometimes you have to be patient and I mean very patient. In fact you may have to wait until somebody retires or dies before you can get your foot in the door. Brian did both and I did get a sizable chunk of the business.
It wasn't so many years later that I realized I didn't know what I didn't know.
Because I had so little experience and even less sales training, I believed wrongly, that my options were limited.
Today I realize my options were limited only by my imagination, determination, and other outside resources available to me.
I coulda put together a written plan.
I coulda got my management team involved.
I coulda wore Brian down with handwritten notes, cards, and helpful business articles relating to his business.
I coulda sent him a gigantic coffee mug from www.greatbigstuff.com with a note asking him to talk business with me over a cup of coffee.
I coulda sent him a dozen roses with an appropriate note. Maybe this wouldn't work with Brian - but you get the picture.
I coulda sent him a six-foot ruler with a note asking him what we would need to do to measure up to his expectations? (www.greatbigstuff.com)
I coulda sent him a special card for every conceivable holiday on the calendar.
I coulda, woulda, shoulda done a whole lot more than I did.
That was then this is now. Today I'm different. I rely on new information and get an abundance of new ideas from my collection of books, e-books, eCourses, single CDs, and even audio books. I have convinced myself there are no problems I can't solve if I look in the right places for the right resources for the answers I need.
It took some time for me to finally wake up after my first rude awakening.
Imagine if I could go back in time and make that first sales call to Brian N. again.
I probably would listen to the CD titled, "How To Avoid Sounding Pathetic During A Sales Call."http://www.kickstartcart.com/app/netcart.asp?MerchantID=39581&offerid=16002&q=2
I coulda called a sales coach and probably gotten some good ideas to help me get my foot in that door. There are still (3) slots available.http://www.meisenheimer.com/sales_coaching/oneonone.htm
Today, in my business, I seek out awakenings, the positive ones, to help me grow my business. I do however prefer to take a pass on the rude ones.
Let's go sell something . . .
Jim Meisenheimer
PS - thanks to everyone who participated in last week's TeleClass titled, "Strategic Simplicity: Seven Ways To Get Off To Rocket-fast Start In 2006."I recorded this program and it's now being edited and duplicated. To get your copy go here:http://www.kickstartcart.com/app/javanof.asp?MerchantID=39581&ProductID=1962525
Published by Jim Meisenheimer
13506 Blythefield Terrace
Lakewood Ranch, FL 34202
(800) 266-1268
E-mail: jim@meisenheimer.com
Website: http://www.meisenheimer.com
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How One Idea Can Influence Your Income And Happiness
No-Brainer Selling Tips Letter #231
February 12, 2006
For salespeople, sales executives, and entrepreneurs who want
sales tips, sales techniques, and small business help
How One Idea Can Influence Your Income And Happiness
I just did it again.
I reread one of the best sales books ever written for the fifth time. It's a classic book on sales. I first mentioned this book to you 18 months ago.
I've got so many notes in this book I can barely read the type on the pages. The title of the first chapter is, "How one idea multiplied my income and happiness."
This guy really knows how to grab your attention. Here's his powerful and provocative idea.
"Nothing but the determination to act enthusiastic increased my income 700% in 10 days!" Your enthusiasm really does make a difference, so you'd better have it with you during every sales call.
This book is getting hard to read now because I have so many things underlined and highlighted. The inside front and back covers are loaded with notes. But that's good isn't it?
I'd like to share some of the things the author said in his book:
He said, "When I force myself to be enthusiastic, I soon feel enthusiastic."
He felt no one was cut out to be a salesperson. He said, "You have to cut yourself out to be whatever you want to be."
He said, "The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it."
He used the word "You" and "Your" as often as 69 times in a 15 minute sales call.
He discovered the most important word to use in sales had only three letters - "WHY." He used that word often when dealing with objections.
He talked about a daily ritual he performed and got these results, "I became more welcome everywhere, when I did this."
When faced with objections he often said, "In addition to that, isn't there something else in the back of your mind?" Imagine what you could learn about your customer when you ask this question.
He also believes, "By concentrating on one thing at a time, you will get farther with it in one week than you otherwise would in a year."
He said, "A salesperson cannot know too much but he can talk too much."
He pondered, "Have you ever noticed that the breaks seem to go with the person who has a sincere, enthusiastic smile?"
He also said, "Give every living soul you meet the best smile you ever smiled in your life, even your spouse and children, and see how much better you feel and look. It's one of the best ways I know to stop worrying and start living."
He devoted an entire section, five full chapters, of his book describing ideas on "How to make people want to do business with you." This is a must read if you're in sales.
Well, you'd probably like to know the author's name and here it is. Frank Bettger wrote "How I Raised Myself From Failure To Success In Selling." It's a classic sales book with over 700,000 copies sold.
This book is so powerful I just bought another 50 copies. That's right another 50 copies. I did the same thing 18 months ago.
So what am I gonna do with them? I'm going to make you an irresistible offer which includes your personal copy Frank's book.
I guesstimate only 1% of my readers will scoop up this very special package.
And I can't wait to get your e-mails telling me how the ideas in Frank's book helped you close some BIG DEALS!
Go here for complete details:
http://www.meisenheimer.com/products/57ltr.htm
The last time I made this offer - we sold out within three days.
Let's go sell something . . .
Jim Meisenheimer
PS - Thanks to those who ordered my new Special Report, "25 Ways To Get Motivated For A Sensational 2006." Included in this Special Report are my 5 best time management tips plus an extra bonus section called "Seven Ways To Get Off To A Rocket-fast Start In The First Quarter of 2006."
Your orders were shipped February 10th.
http://www.meisenheimer.com/products/srmot.htm
PPS - Please forward this link to anyone who would benefit from
my 2-day No-Brainer Selling Skills Boot Camp.
http://www.meisenheimer.com/sales_training/sales_bootcamps.shtml
Published by Jim Meisenheimer
13506 Blythefield Terrace
Lakewood Ranch, FL 34202
(800) 266-1268
E-mail: jim@meisenheimer.com
Website: http://www.meisenheimer.com
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Tuesday, February 07, 2006
"Quick Fix" Wall Street Journal
In the "Quick Fix" section of the Wall Street Journal they offered some advice on how to eliminate those unwanted "Telemarketing Calls."
You can add your number to the "Do Not Call" list.
You can do this two ways.
1. Call 1-888-382-1222 from the phone number you wanted removed.
2. You can also register on line: http://www.donotcall.gov
Do this will block most cell phone and home phone telemarketing for five years. YIPPEE!
Let's go sell something . . .
Jim Meisenheimer
"Be Prepared When Opportunity Calls"
"Be Prepared When opportunity Calls, " is the title of a "Wall Street Journal" article dated February 7, 200.
Sarah Needleman's article started with, "Mindy Gikas was interviewing a senior-level manager on the phone in October when suddenly the job candidate paused.
He said he was reading an e-mail, recalls Ms. Gikas, a managing director in New York."
"It showed me that his conversation with me wasn't very important." She added, "He wasn't invited to interview in person."
Whether you're the interviewer or the interviewee, at the very least do these thrings.
1. Have a mirror by the phone to make sure you're smiling.
2. Be prepared.
3. Make your call from a quiet environment.
You can learn even more about this by reading the entire "Wall Stree Journal" article.
Let's go sell something . . .
Jim Meisenheimer
http://www.meisenheimer.com
Sarah Needleman's article started with, "Mindy Gikas was interviewing a senior-level manager on the phone in October when suddenly the job candidate paused.
He said he was reading an e-mail, recalls Ms. Gikas, a managing director in New York."
"It showed me that his conversation with me wasn't very important." She added, "He wasn't invited to interview in person."
Whether you're the interviewer or the interviewee, at the very least do these thrings.
1. Have a mirror by the phone to make sure you're smiling.
2. Be prepared.
3. Make your call from a quiet environment.
You can learn even more about this by reading the entire "Wall Stree Journal" article.
Let's go sell something . . .
Jim Meisenheimer
http://www.meisenheimer.com
How To Avoid Being Pathetic
No-Brainer Selling Tips Letter #230
February 6, 2006
For salespeople, sales executives, and entrepreneurs who want sales tips, sales techniques, and small business help
How To Avoid Being Pathetic
A new restaurant opened near us this past week. They call it "MT's." A neighbor told us that it had unusually good food and an great wine list. Always ready to try a new place I asked Bernadette, my wife, to book it for Saturday night.
First, she called directory assistance and asked for the number. "No such listing she was told." Then, she called the neighbor to make sure she had the name correct. Yup, the name was "MT's." Next, she went to the internet and did a search by distance for restaurants near our home. Nothing close to MT’s came up.
Then, Bernadette called a guitar store that is in the same mall as the restaurant. The guy at the guitar store told her that it was part of "Butcher’s Table," a gourmet grocery in the same mall.
So Bernadette calls Butcher’s Table. Sure enough, the operations are run by the same people. Bernadette explains that she had a real problem trying to get the correct phone number and asks for it.
The owner explains that she has had many complaints like this. The owner says Verizon has run out of phone numbers, and as soon as they get some more "MT's" will have its own phone number.
She then asks Bernadette what she can do for her because she is running the Butcher’s Table and MT’s.
It is about 11:00 AM on Saturday morning, and Bernadette says she would like to make a reservation for 7:00 PM that evening. The owner says: "Oh, we don't take reservations" but we do take "Call aheads." Bernadette says,"Okay, I'd like to make a call ahead for 7:00 PM this evening."
Great," says the owner. "I'm going to write this down as soon as I hang up before I forget."
Okay - Bernadette's dealing with this on Saturday morning.
Here's what I'm dealing with.
The phone rings and I answer it - so far so good.
The person calling asks to speak with Beenadette Meeens"ah"hemma.
I respond with, "Sorry she's not here right now."
The person calling asks me if I'm an "authorized decision-maker."
Doing my best at exercising self-control at the "Idiocy" of this question - I respond as calmly as I could with, "For what?"
She says, "For Verizon DSL services in your area."
I then said, "We're happy with our current provider."
End of conversation!
My observations with this call:
She sounded like she was 12 years old. Who knows?
Could barely understand her. Obviously poorly trained, if she was trained at all.
She was reading from a script and still managed to do "Seal talk." The "Ah's" and "Um's" peppered her end of the conversation.
I'm a Verizon customer - all telephones in my house are wired with them. I'm guessing they need more telephone numbers and better employee training programs or they're going to start losing business to competitors who have both.
It doesn't take much to sound pathetic to another person, especially when using the telephone.
Every one likes to believe they sound good when they're talking on the telephone.
There's only one true test and it comes in the form of a tape recorder.
You only need to tape your end of the conversation so you don't have to worry about getting permission.
Do yourself a favor and tape yourself for 30 minutes. Then depending how it sounds you may want to get one of those airline barf bags before listening to you recording.
Your customers and prospects get to hear you. You should hear what they hear so you can make sure you're as good as you can be.
As you listen to your recording take notes. You won't need a sales coach to tell you what needs to be worked on.
The journey of a long sales cycle begins with a single telephone call.
Make sure it's a good one.
No-Brainer sales tip - make sure you know what you're going to say before you say it.
It's pure insanity for you and your prospects to be surprised by what comes out of your mouth 100% of the time.
Let's go sell something . . .
Jim Meisenheimer
PS - If you're truly a self-motivated entrepreneur or sales person you should grab a copy of my new Special Report, "25 Ways To Get Motivated For A Sensational 2006." Included in this Special Report you'll also find my 5 best time management tips plus an extra bonus section called "Seven Ways To Get Off To A Rocket-fast Start In 2006."
http://www.meisenheimer.com/products/srmot.htm
PPS - Without sales training most salespeople end up saying the same things in similar situations. If you have an interest in learning what not to say when you're talking to prospects and customers you should add this popular CD to your personal learning library.
"How To Avoid Sounding Pathetic During A Sales Call."
http://www.kickstartcart.com/app/netcart.asp?MerchantID=39581&offerid=16002&q=2
Published by Jim Meisenheimer
13506 Blythefield Terrace
Lakewood Ranch, FL 34202
(800) 266-1268
E-mail: jim@meisenheimer.com
Website: http://www.meisenheimer.com
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