June 3, 2008
So how WAS your first quarter of 2006? Wait – it’s still the middle of 4th quarter; what am I talking about? One of the things that salespeople and sales managers tend to lose sight of is the factor that time plays in the sales cycle. We think if we work really hard this month that we can pull out a great month, or a great quarter. But, do desperation, last-minute pushes really work? If you’re a professional salesperson, who believes in doing the right thing for your clients and prospects, then the last-minute push will most likely backfire on you. Sure, you could get a few closed deals, but they probably won’t be quality deals; that is to say, sales that are really in the best interests of your building long-term relationships.
In the programs we conduct with our clients we teach that the definition of selling is: Asking people what they do, how they do it, where they do it, who they do it with, and why they do it that way . . . and then helping them to do it better. And, selling that way takes time.
So then, how do you make sure that your future sales are secure? First, you need to understand that the prospecting work you do today is where your future sales will come from. If you don’t make your cold calls or otherwise make contact with new leads, it’s not today’s sales that suffer — it’s the business two or three months down the road that won’t be there.
Failure to understand this fundamental aspect of selling is the number one cause of boom and bust sales cycles. Anyone who’s been in sales for any period of time has gone through this; one month you’re on top of the world beating the sales records, and the next month you’re wondering if you’ll still have your job in a month… Why does that happen? Well, during the time when sales are booming, where is the sales rep’s time being spent? Activities such as servicing the existing business, managing the process, and basking in the glory of success are typical. And, what’s the one activity that’s likely to STOP during this time? You guessed it — active prospecting and cold calling… It’s almost a universal truth.
And yet, in a survey of top salespeople over a ten year period, we found that the most consistently successful salespeople spent 45% of their time in prospecting activities! This was by far where they spent more of their time than any other activity. The most successful salespeople know that no matter how successful they are, they need to consistently find new people to talk to and sell to.
So, start thinking about next year now. Want to have your best year ever? Then pick up the phone and make those cold calls TODAY!
Copyright 2005 Lexien Management Consultants, Inc
Mark Dembo; President, Lexien Management Consultants (http://www.lexien.com ) Mark has over 20 years of sales, sales management, and business development experience, focused on improving the performance of individuals and organizations. Lexien Management Consultants provides sales training, consulting, and coaching services to organizations and individuals who are motivated to grow their businesses. Each month, Lexien publishers the “Sale Success Newsletter.” Lexien Management Consultants is an affiliate of DEI Management Group. You can contact Mark at 914-682-2069.
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“Real champions believe in themselves even when no one else will!” Author Unknown
To take your life and business to a level that makes you ecstatic there is a good chance you will need to step boldly into the world and stand distinctively apart from others. Here are 5 tips to support you to embrace the unknown in a big way and maximize your results.
Fully Express Your Self~ Concern for what others will think often results in presenting “a diluted version of ourselves to the world” says the leader of the Think Big Revolution, Michael Port (http://www.MichaelPort.com ). When you fully express your authentic self without fear of the result you take more risks and show up as confident, unique, and intriguing.
Fully Express Your Passion~ We tend to bury our passions under responsibilities with the underlying notion that our day will come. The clock is ticking! What are you willing to stand up for? What difference do you want to make thru the work you do on a daily basis? What gets you juiced? Fully express your passions and you will enthusiastically show up in a big way.
Boldly Take Action Daily on What Matters~ I wonder how much time is spent daily on stuff that doesn’t make a difference. What if you made a commitment to yourself right now to spend time daily taking action and becoming 100% absorbed in activities that make a positive impact on others, your business, and your life. How would that make your life different from today?
Leverage Your Connections~ No one has made it to the top alone. Your connections are unique to you. No one has the same network as you. We all learn and grow from these connections. When we create win/win relationships and connect by sharing information, resources, and connections we grow together. When you develop and leverage these assets within your network you create a tool to set yourself apart from others.
Step out in Faith~ Dr. Martin Luther King, Jr. said, “Take the first step in faith. You don’t have to see the whole staircase, just take the first step.” We restrain ourselves by not trusting in ourselves, our cause, or our capabilities. We want to be “right” so badly that we postpone action. We learn and get better by playing the game, and making errors. Have faith that you have all you need in this abundant world to make a big difference. The world is your playground…. explore… discover… have fun… and trust your intuition.
Take Action Challenge:
What change will you make in order to fully express your authentic self in a big way?
What passion are you burying that you will unleash daily?
What change will you make to your schedule so you become 100% absorbed in actions that make a positive difference every day?
What relationship will you develop into a winning partnership?
Where will you step out in faith trusting that you are equipped to handle whatever shows up?
What I want for you is to confidently stand in all that you are on a daily basis knowing you have treasures to share, and the world will not suffer for the lack of it. Step up to a higher level of integrity and bold, conscious living…. Starting Now!
Copyright 2005 © Beth A. Tabak, All rights reserved.
Beth Tabak is a Business & Life Coach, columnist, & owner of Starting Now. She is 100% committed to coaching small business owners and professionals to grow beyond limits, and create the business and life they keep thinking about. Set your goals, pick up a task list, take a class, discover a new resource all complimentary at http://www.startingnowcoaching.com .
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Home equity loans have several advantages. For starters, they allow homeowners to tap into their homes equity and receive a lump sum of money. Money is useful for debt consolidations, home improvement, education, and so forth. Some people confuse home equity loans with refinancing. Nonetheless, there are slight differences between the two. Individuals who refinance their home may also tap into their home’s equity to borrow money. However, the amount received is wrapped into the mortgage, which increases the amount owned to the lender.
What are Home Equity Loans?
Home equity loans operate differently than a refinance. Instead of borrowing money and increasing the original mortgage amount, individuals with a home equity loan take out a second mortgage. Thus, they are making two monthly payments. The first payment is toward their mortgage, whereas the second payment is applied to the home equity loan.
Home Equity Loan Interest Rate
Traditionally, home equity loans carry a higher interest rate than a first mortgage. Lenders consider these types of loans riskier. However, homeowners with a decent interest rate on their first mortgage are generally able to handle the payments associated with a higher interest rate on their second mortgage. Moreover, home equity loans are sometimes better because homeowners may incur a higher interest rate when refinancing their homes.
Getting the Lowest Rate
Although home equity loans tend to carry a higher rate, homeowners must search for the best deals. Receiving a quote from several different lenders is beneficial. Mistakenly, some people accept the first quote they receive. It is recommended that homeowners contact at least three lenders. Working with a broker is helpful because they provide multiple offers from several lenders. This way, homeowners can compare rates and services.
Low interest rates on a home equity loan also depend on a homeowner’s credit rating. This score is used by lenders to determine whether an applicant is trustworthy. Improving ones credit score can assist with receiving a low rate. Of course, most people seek home equity loans when they need quick cash. Therefore, they do not have the opportunity to fix negative remarks on their credit report. In this circumstance, shopping around proves worthwhile.
To view our list of recommended home equity loan companies, visit this page:
Recommended Home
Equity Lenders Online.
Carrie Reeder is the owner of ABC Loan
Guide, an informational website about various types of loans.
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