Costume Xpress

Officer Cute Cop

Officer Cute Cop

Rethinking the Sales Process

Rethinking the sales process
(or how a guy named Fred helped me rethink the way I do business)

I am always happy when I read feedback from clients who share with me their stories of how they’ve turned their own sales records around after participating at one of our events. And the best feeling of all is when a client come up to me and says: “you really inspired me.” There’s a lot of reward in those words and an insight as well.

You know that I spend a lot of time with clients, and our coaching groups sharing a range of well researched, field-tested approaches to emulating the winning ways of the top 10 percent of achievers. And, I’m also quite frank about my own experiences—the positive ones as well as the ones where things just didn’t turn out so well. It is that mix that, I believe, inspires you best because you identify with my key messages: success in sales doesn’t happen naturally for most of us – It’s something we can learn how to achieve if we find the right teachers.

The right teacher
Fifteen ago, when I formally began my sales career, I was really, really lucky. I found (well actually, for reasons I’ll explain in a moment, I was given) a great teacher, named Fred Carr. He didn’t just help light a fire under my career—he also was instrumental in helping me dig myself out of a rather deep financial hole I had created for myself. I’ll explain right now what happened.

In 1992, I was six months into my sales career selling life insurance, and I was failing miserably. The company had provided me with all kinds of sales techniques—including many that had been given cute names, like the Puppy Dog Close or the Hot Potato or Good Cop-Bad Cop. Because I was new and eager, I followed those selling instructions diligently. And after having invested half a year of my life memorizing the techniques, as well as learning my product and following my leads, I hadn’t sold a thing. Nothing. My sales performance chart was a big empty graph with a zero in the corner.

But wait…this story gets worse!

Since I was paid a draw against commission, I also was $12,000 in debt to that employer. They had been paying me $2,000 a month whether I sold anything or not—the plan being that I would pay them back when I enjoyed some good months of sales. But six months had passed and those good months—even just one—remained out of my reach.

And what’s even worse, I discovered that when you’re financially strapped you develop into an emotional wreck, and a unhappy person. Relationships are squandered as you blame others for your failure. I know because I did just that. I Blamed everyone else, for my failure, including my (now ex) husband. Truth be told, failing at sales, also caused the failure of my first marriage.

Despite this dismal situation, my sales manager refused to give up on me. Granted, he was in a tight spot because he knew that if he fired me, he’d be on the hook for that sizeable draw I had been pulling for so many fruitless months. Thank god, he also saw some potential in me.

That’s when Fred entered the picture. When my sales manager partnered me with Fred, I learned quickly that he was the top performer in the office. That $12,000 debt I had accumulated over six months? Fred was earning that…in a week. And I learned something even more important from him. He taught me how he had become so successful in his work.

Rethinking sales
Fred and I talked a lot about the approaches I was using to sell life insurance. I explained how I had been following all the sales techniques the company had taught me to use. And I also offered my own – and now obvious – opinion: “Fred, I have to admit that I really don’t think these techniques work.” He agreed.

Fred taught me to rethink my sales approach—to trust my instincts and to be weary of sales techniques (especially the ones with the cute names). The trouble with most of the techniques that are out there is that they belong to someone else—there’s no room for your personal stamp (although I’ve often wondered if there really is somebody out there who has been wildly successful for all these years, thanks to all these techniques they’ve authored).

Techniques also tend to impose a tightly systematized way of doing things—telling you what to say and when to say it, sometimes in such excruciating detail you’d swear that the author was programming a robot rather than teaching a human being how to sell to others. There’s a real danger in sticking to that approach. If you devote all your energies to following one of these techniques, you can become more preoccupied with adhering to its processes and its steps than with listening to the needs of your prospects and clients. That’s what happened to me when I was striking out month after month before Fred put me on the right track.

Fred’s lesson to me, and it’s one I’ve never forgotten, is that all these old-school sales techniques are a nuisance that keep you from your real job as a sales professional—to build great relationships with prospects and turn them into repeat customers.

Once I started looking at sales in this new light, I was able to rethink what I was doing right and what I was doing wrong. What was missing from my approach were the very things that had the potential of turning me into a great sales person—being a good listener, being a problem solver, being sincerely interested in others. Let me be clear. Those aren’t just qualities that I alone posses—we all have these traits. Rethinking the sales process is all about finding a common-sense approach, building on those strengths, so you can work with, listen to and tend to the needs of your customers.

Whether it’s adapting your approach to suit a buyer’s behavior, working to build reciprocal relationships with prospects and clients, or changing the way you tackle cold calling so that it becomes the start of a conversation that you want to initiate—there’s a lot you can do to develop a winning sales approach that is custom fitted to your needs and your sales targets.

I was lucky to have Fred as a teacher (and to have had a boss whose faith in me was unwavering). I learned a lot (and probably just in the nick of time, too). That’s why I’m always pleased to share these personal experiences with you. Being successful in sales doesn’t hinge on following a process or a technique. It’s all about having the right mindset and persevering.

Success leaves clues. That’s a favorite saying of mind. In 1992 I was dumb enough to make a lot of mistakes that hurt me and others, and at the same time was at least smart enough to recognize that if Fred could do it I could do it too. Always be on the lookout for smart successful people to learn from in your life. They are the best teachers of your own success.

About the Author

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions (www.EngageSelling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.

Start improving your results today with Engage’s online Newsletter Engaging Ideas AND 10 weeks of free sales tips: www.EngagingIdeasOnline.com

Kitten Assaults Police Officer

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Cop It $6 Cop It – MIMS

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360 of Reading: A Literature Guide for the College Bound Volume I $20.48 What do Richard Dawkins, Jackie Robinson, and St Teresa have in common? .They all can be found in this book! 360 of Reading is a literature reference guide for high school students. It makes a great stocking stuffer at Christmas, or ‘end of school year’ gift for that special student. Any student who wants to read great literature will benefit from this book. It has reference pages for 360 books that cover novels, drama, poetry, and a broad range of non-fiction. Each reference page includes bibliographic information, a descriptive note, keywords and more. Furthermore, the books are indexed by author, country of origin, date of first publication, and keywords. It also has an appendix listing an additional forty titles. Twenty-four books by Pulitzer Prize winners and twenty-six books by Nobel Prize in Literature winners are among the works listed in this reference guide.

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4-Drawer Lateral File W/Lock,30 x19-1/4 x53-1/4 , Light Gray $417.95 BYX2470: Basyx 400 Series Lateral Files w/Lock Deep lateral file efficiently maximizes floor space and is designed for light-duty use. Each drawer accommodates letter-size or legal-size files from front-to-back or side-to-side. Locking drawers feature ball-bearing slide suspension. Mechanical interlock allows only one drawer to open at a time. Lateral file is certified by SCS to be in compliance with specific indoor air quality emission requirements and meets or exceeds applicable ANSI/BIFMA standards. Additional Specifications: -Color: Putty. -Quantity per Selling Unit: 1 Each. -Total Recycled Content: 0%. Product Keywords: Basyx, Furniture, Files, Lateral File Cabinets, Filing Supplies, 2-Drawers, 4-Drawers, Two, Four

A Brass Hat in No Man’s Land $65.43 CONTENTS CHAPTER PAGE LIST OF ILLUSTRATIONS 7 PROLOGUE II I. 1914 15 II. MOULDING THE MACHINE 42 III. FIRST ENTRY 53 IV. THE ACID TEST 88 V. REBUILDING AFTER BATTLE 113 VI. NEW MEN – OLD METHODS 131 VII. THE WELCH EPIC 176 VIIL THE STONE WALL 191 IX. THE PRICE OF POLITICS 198 X. THE BOYS OF THE OLD BRIGADE 213 XI. AFTER THE STORM 231 EPILOGUE 247 Many of the earliest books, particularly those dating back to the 1900s and before, are now extremely scarce and increasingly expensive. Hesperides Press are republishing these classic works in affordable, high quality, modern editions, using the original text and artwork.Keywords: 1900s Artwork

A Dialogue on Principles and Practice of Hinduism $62.37 CONTENTS 1. Who and Where God I? 2. Is Image Worship Necessary? 3. Hindu Scriptures 4. Modes of Worship. 5. The Significance of Rituals and Festivals 6. Our Aims in Life 7. What is Aatma? 8. The Several Paths for Salvation 9. Hindu Siddhantas 10. History of Renaissance in Hinduism. 11. Hinduism as the Mother of Religions. 12. Hindu Saints and Preceptors 13. Hinduism in Other Countries 14. Science and Religion 15. National Integration 16. Our Cultural Heritage 17. A Garland of Hymns 18. Some Reviews 19. Index Many of the earliest books, particularly those dating back to the 1900s and before, are now extremely scarce and increasingly expensive. Hesperides Press are republishing these classic works in affordable, high quality, modern editions, using the original text and artwork.Keywords: Hindu Scriptures Hindu Saints Hinduism Renaissance Countries Aatma Cultural Heritage Science And Religion Image Worship National Integration 1900s Hymns Rituals Religions Festivals Artwork Aims Modes

A Doll’s House $64.41 Plays By Henrik Ibsen. Includes A Doll”s House, The Wild Duck and The Lady From The Sea. Keywords: Wild Duck Lady From The Sea

ActionScript for Flash MX $9.95 The ActionScript for Flash MX Pocket Reference provides a complete summary of ActionScript, Flash MX’s object-oriented programming language, covering the core objects’ and classes’ methods and properties. Also covered are ActionScript’s global properties, global functions, operators, statements, keywords, and directives. This compact book also includes an excellent summary of ActionScript syntax and best practices, covering datatypes, variables, loops, conditionals, identifiers, event handling, and object-oriented programming in short order. For programmers coming from other languages, it offers a quick orientation to the most common Flash elements and operations including Movie Clips, loading and drawing graphics, text manipulation, data transfers, and XML parsing.

Addison-Wesley’s C++ Backpack Reference Guide $12.95 This book provides a quick reference to C++”s most frequently used keywords and libraries. It is clear and easy-to-use, integrating syntax examples, keyword descriptions, and programming tips in a way that will make it the must-have reference. This inexpensive reference provides a lot of information for the introductory and intermediate programming student or someone who just wants the specifics of C++ in one handy place.

Addison-Wesley’s C++ Backpack Reference Guide $8.34 This book provides a quick reference to C++’s most frequently used keywords and libraries. It is clear and easy-to-use, integrating syntax examples, keyword descriptions, and programming tips in a way that will make it the must-have reference. This inexpensive reference provides a lot of information for the introductory and intermediate programming student or someone who just wants the specifics of C++ in one handy place.

Addison-Wesley’s Java Backpack Reference Guide $12.95 A quick reference to Java”s most frequently used keywords and APIs. Provides information for someone who just wants the specifics of Java. Integrates syntax examples, keyword descriptions, and programming tips in a way that will make it the must-have reference. For a reader who wants a reference and specifics of Java in one handy place.

Addison-Wesley’s Java Backpack Reference Guide $8.34 A quick reference to Java’s most frequently used keywords and APIs. Provides information for someone who just wants the specifics of Java. Integrates syntax examples, keyword descriptions, and programming tips in a way that will make it the must-have reference. For a reader who wants a reference and specifics of Java in one handy place.

Adult Brief, Extra Extra Large, 12/PK, Green $14.8 MLN1390: Medline Ind. Ultra-Soft Bladder Control Briefs Ultra-Soft Plus Briefs offer a discreet design with less bulk than conventional briefs. Clothlike outer cover is comfortable against the skin, helping to prevent irritation and rashes. Soft polyethylene back cover protects clothing from leakage. Skin-safe grab anywhere closure system reduces waste and promotes skin health. Velvet-soft breathable side panels deliver increased airflow and comfort. Ultra-absorbent core keeps moisture away from the skin. Briefs also offer flexible leg gathers and a contoured shape for maximum protection. Additional Specifications: -Color: Blue. -Quantity per Selling Unit: 1 Pack. -Total Recycled Content: 0%. Product Keywords: Medline Industries, INC., Bladder Control, Ultra-soft Ultra Soft Briefs Extra Large Regular Medium

Adult Brief, Extra Large, 15/PK, Beige $15.17 MLN1389: Medline Ind. Ultra-Soft Bladder Control Briefs Ultra-Soft Plus Briefs offer a discreet design with less bulk than conventional briefs. Clothlike outer cover is comfortable against the skin, helping to prevent irritation and rashes. Soft polyethylene back cover protects clothing from leakage. Skin-safe grab anywhere closure system reduces waste and promotes skin health. Velvet-soft breathable side panels deliver increased airflow and comfort. Ultra-absorbent core keeps moisture away from the skin. Briefs also offer flexible leg gathers and a contoured shape for maximum protection. Additional Specifications: -Color: Blue. -Quantity per Selling Unit: 1 Pack. -Total Recycled Content: 0%. Product Keywords: Medline Industries, INC., Bladder Control, Ultra-soft Ultra Soft Briefs Extra Large Regular Medium

Adult Brief, Large, 20/PK, Blue $15.3 MLN1386: Medline Ind. Ultra-Soft Bladder Control Briefs Ultra-Soft Plus Briefs offer a discreet design with less bulk than conventional briefs. Clothlike outer cover is comfortable against the skin, helping to prevent irritation and rashes. Soft polyethylene back cover protects clothing from leakage. Skin-safe grab anywhere closure system reduces waste and promotes skin health. Velvet-soft breathable side panels deliver increased airflow and comfort. Ultra-absorbent core keeps moisture away from the skin. Briefs also offer flexible leg gathers and a contoured shape for maximum protection. Additional Specifications: -Color: Blue. -Quantity per Selling Unit: 1 Pack. -Total Recycled Content: 0%. Product Keywords: Medline Industries, INC., Bladder Control, Ultra-soft Ultra Soft Briefs Extra Large Regular Medium

Adult Brief, Medium, 16/PK, Purple $15.17 MLN1387: Medline Ind. Ultra-Soft Bladder Control Briefs Ultra-Soft Plus Briefs offer a discreet design with less bulk than conventional briefs. Clothlike outer cover is comfortable against the skin, helping to prevent irritation and rashes. Soft polyethylene back cover protects clothing from leakage. Skin-safe grab anywhere closure system reduces waste and promotes skin health. Velvet-soft breathable side panels deliver increased airflow and comfort. Ultra-absorbent core keeps moisture away from the skin. Briefs also offer flexible leg gathers and a contoured shape for maximum protection. Additional Specifications: -Color: Blue. -Quantity per Selling Unit: 1 Pack. -Total Recycled Content: 0%. Product Keywords: Medline Industries, INC., Bladder Control, Ultra-soft Ultra Soft Briefs Extra Large Regular Medium

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