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Sales Tips
May 1, 2006
Sales Tips, May 2006

NOTE TO READERS: If you would like to receive our Sales & Management Tips newsletters directly, just send your name and e-mail address to JoeKlock@aol.com, with "SEND NEWSLETTERS" in the subject line.

WALK TALL!

Nobody’s opinion of you is nearly as important as your own self-image.

Forgive yourself for not being perfect, stop comparing your performance with that of others, and - above all - keep reminding yourself of the things you do well.

Nobody in the world has the right - or the ability - to put you down, even when you fall short of your full potential.

As the late Eleanor Roosevelt wrote, "No one can ever make you feel inferior without first obtaining your consent!"

TOO MUCH TO DO?

When the stack of undone chores gets scarily high, take a tip from emergency managers at health care facilities and do a "triage" exercise to ensure that your available time and energy is devoted to its best use. Here’s how:

First, pick up each item, once only, and quickly drop it on one of three piles:

A. Things you really have to do immediately (i.e., today)

B. Things that must be done, but not right away.

C. Things you'd like to do while you're still above ground.

The "C" group will include a treasure chest of hopes, dreams, ambitions and lofty, long-term goals, none to be dismissed lightly, but few (if any) destined to be fully realized.

Next, bundle up all that "C" stuff, stash it away somewhere out of sight and make a diary note to open it up for review in no less than a year.

You'll probably notice that the "A" and "B" piles still represent an unrealistic list of chores for immediate or near-future attention. Here's where the triage process gets rough!

Go back over the "B" pile and force yourself to move as many items to the "C" pile as are necessary to cut your secondary commitments down to manageable size for the near future.

Then make similar shifts from "A" to "B" until the "A" stack looks like it will fit into

a day-tight compartment. True, none of your goals are without value - but you just can't save 'em all!

Unless and until you scrupulously prioritize your future plans, you can't possibly allocate your time - your most precious business asset - to its highest and best use.

Wazzat, you ask? Being nose-to-nose, toes-to-toes and eyeball-to-eyeball with prospective customers!

(Excerpted from the forthcoming book: "Selling Real Estate In The Real World" )

SUCCESS IS NO ACCIDENT!

Losers tend to moan that "some people seem to have all the luck."

Not altogether untrue, mind you, but it doesn’t just "happen" that way.

If you look behind every incident of human achievement, you’re sure to find that it was preceded by both education and vigilance.

In the current world, ignorance is not bliss, but oblivion - and alertness is just as important to success as skill.

Author Leo B. Helzel put it this way: "Luck is the crossroads where preparation and opportunity meet."

BASIC E-MAIL ETIQUETTE

This urgent suggestion from subscriber Marvin Kaleky of Hollywood, Florida, also known as emkay18@yahoo.com. He grew weary of receiving messages buried in a mountainous list of previous recipients, after the same messages had been previously forwarded several times to different groups:

Marvin sez you should, when sending (or forwarding) a message to several people, address it to just one of them (or maybe to yourself) and send BCCs (blind carbon copies) to all the others.

Each recipient, then, will NOT know the addresses of others to whom your e-mail was sent.

This will respect everyone’s privacy and relieve them of the necessity of wading through the entire list in order to get to the meat of your message.

If you RECEIVE mail that's burdened with old addressee lists, just highlight and copy the information you want to forward and paste it into a new message with BCCs to those on your list.

If you don't know how to cut, paste and send BCCs, ask the next teenager you encounter!

MAJOR SNAKE PIT

DO NOT let curiosity lure you into playing with one of those e-mails from a Third World con artist who is willing to share his multi-million-dollar windfall with you in exchange for temporarily parking some of it in your bank account.

More than merely a wild goose chase, this new twist on the old "Pigeon Drop" swindle is a sophisticated identity theft scam that can do you major damage.

When such apparent bonanzas appear in your e-mail, punch that "Del" key without delay!

(There still ain’t no sech thang as free lunch!)

THE LAST SHALL NOT ALWAYS BE FIRST

How best to position yourself when you know that a prospective seller has booked several other appointments?

Some experts advise requesting that your presentation be scheduled last, on the theory that you'd then have an opportunity to evaluate and rebut the competition.

On the surface, this strategy makes sense, but there's one possible fly in the ointment:

If one of the earlier presenters is a savvy professional and strong closer, there's a good chance that he or she will get on base before you even come up to bat.

Best bet would be to show up ASAP after you're called, take your best shot and try to close. (Very few people have a taste for multiple pitches.)

If you’re successful, agree to cancel the other appointments on the seller's behalf, while offering cooperation to the also-rans.

Failing that, ask the seller if you can pay another visit after the last appointment and attempt to better the other presentations.

FROM JOE’S PHONETIC BARD YARD

The whys old burd perched in an oak.

The mor he hurd, the les he spoak.

The les he spoak, the mor he hurd.

Why ain’t we lyk that whys old burd?

:-)

WHO SAID THAT?

Bugs you, doesn't it, when someone mumbles a message into your answering machine?

That being so, when you leave word on an electronic butler, be sure to:

1. Pronounce your name clearly. (Spell it out for strangers.)

2. Always leave your phone number (Even for those who "should" know it.).

3. Mention the time, date and purpose of your call.

Above all, speak slowly, distinctly and loudly enough to be understood.

That's why you called, wasn't it?

WHEN YOU KNOW YOU’RE RIGHT...

...stand up for your principles, promote your ideas and defend your positions, so long as you don’t become a speed bump on the road to team progress.

Always "getting along by going along" can stunt your growth as an individual and diminish your image in the eyes of both colleagues and superiors.

"Yes-men" (and women) have been waggishly described as "people who stoop to concur."

They are seldom seen in a gathering of the eagles!

DEFINITION OF AN "AVERAGE" PERFORMER:

"The best of the lousiest and the lousiest of the best." (Are you really willing to settle for that?)

 

 
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