Feb 11
All too often, management is distracted by the big picture and sends a signal that the details are no longer important. With discipline and focus, attention to detail becomes a way of life. Once the standards have been set, follow up is required; once an expectation is accepted as reality, it becomes a matter of routine. Earl Nightingale once stated that he’d uncovered the essence of doing business – his Greatest Secret – “To succeed in business we must master and be willing to do the little things that our competitors simply don’t like to do.”
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Feb 11
Prospecting for new customers takes us out of our comfort zones and interrupts our routine. To take the dread out of “the dreaded cold call,” your sole objective should be making an introduction, not making the sale. Approach rejection as an initial response to a positive outcome still under consideration. For a variety of reasons, nearly twenty percent of a territory’s account base is lost every year. Devote twenty percent of your schedule – a full day each week – to opening new accounts.
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Feb 11
Establish priority in your schedule. If your objective is to have a personal conversation with a client, never leave a message! You must take full responsibility for initiating your priority conversations. Create a sense of urgency regarding appointments; make your customers adapt to your schedule. Don’t be afraid to position and create an equal sense of value of your time in the eyes of your customers.
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Feb 11
How we see ourselves is as real as real can get. Our self-perception can easily preclude, limit and eliminate our ability to learn and succeed. How others perceive us is often so important that we compromise our standards in order to please. Management must be flexible, decisive and, above all, consistent; lead by example. In viewing others, it’s easy to jump to conclusions. Always remember that if something simply doesn’t make sense, there is more to the story.
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