It’s early in the morning and still dark outside but I wanted to write to you before I take James to tennis this morning..
What a week…
Business is booming… we are getting a ton of referrals from clients at the moment, so we need to be particularly careful about what work we take on..
John brought me a box of the new “Cracking the Million Dollar Sales Code” book on Thursday… they really do look terrific..
and more to the point, Greg Owen, the publisher from GOKO texted me and said they were selling like hotcakes..
I gave copies to my darling wife Catherine and my 3 teenagers and referred them to the pages in the book where I had told stories about times they had been brilliant at selling, influencing and persuading either me or someone else..
(Now they are selling, influencing and persuading me to give them a commission on all sales of the books..it must be genetic..)
Anyway… Lessons from this week
KEEP READING
I just got my order of books in from Amazon on Friday.. I am like a kid with a Christmas present..
A box of absolute gems that I can’t wait to devour.. Dan Kennedy’s books are just brilliant if you’re into Sales and Marketing..
His RIGHT MESSAGE-RIGHT MARKET-RIGHT MEDIA message alone is gold, let alone his strategies on positioning and lead generation.
I remember Zig Ziglar or Tom Hopkins saying at one stage..’to the professional, school is never out..’
You really must stay green… stay excited about learning, re-energising, re-invention.
GET THE MATHS RIGHT
I was with a client this week working through our Activity Calculator Exercise… ie: how many appointments per week do people need to be out on to achieve their sales targets?
When we finally worked it out, it meant they had to be doing 10 appointments per day. The fact that each appointment was 45 to 60 minutes meant not only were they working 10 hours a day…
(plus we needed to add travel time to the appointments in there) but when were they going to write proposals, do prospecting and lead generation or other admin work (let alone have lunch or actually attend Sales Meetings or Training sessions..)?
The whole sales system, model and the assumptions they were based on needed re-designing..
Make sure your expectations and targets are mathematically possible.
If the plan can’t work on paper, how can it work in reality?
PHONE BLITZ
We coach our clients to work the “Phone Blitz” system..
It’s not new.. but it is incredibly effective.
Get 2 or more people to lock themselves in a room or rooms next to each other…Lock away an hour or two.. and see how many phone calls to prospects and/or clients you can make..
No excuses.. no whimping out… no running away… HIT THE PHONES… create momentum..
YOUR ACTION GETS REWARDED..
John and I got on the phones on Thursday and immediately there were rewards..
Plus it was fun.. feeding off each others energy and successes…
Look out.. we have agreed.. we are now going to do this every time we hold a Blue Rocket Team meeting..
SO YOU WANT TO BE A COACH, CONSULTANT or YOU SELL B2B?
“Learn the Secrets to Selling Consulting Services
and Business to Business – Rare 2 Day Training…”
This really is going to be a brilliant workshop for people who are serious about taking their selling game to the next level.
Even experienced Coaches, Consultants and B2B Sales professionals who attended our last workshop were absolutely blown away..
If you haven’t got strategies to increase your income by 30% by lunchtime on the first day you won’t have been breathing.. I promise you..
Be there, Sydney, July 6 and 7th, Menzies Hotel…
Bring a friend or colleague and they get in for HALF PRICE..
When we set the price we must have been medicated or something…
$197 for 2 days is pure lunacy..
I know our accountants will not let us offer it at this price ever again..
Register now at
www.consultingmastermind.com
Anyway.. time to go..
Have a good week..
Leigh Farnell
