Sales Training Tactics

7 Tips To Crafting Emails That Grab Attention

R U Amazed at the affect email and texting has had on the way we use grammer and how we spell in our electronic communication. OMG, it ain’t right that you and me have been slackin’ off with our spellin’ and such in emails.

In fact, sentences with spelling and grammar errors like the one you just read are littering emails that we send everyday. For many, the speed of an email has become more important than the content and the grammatical correctness. So what’s the big deal with a few misspelled words and an occasional misuse of the English language, you ask?

Truth is, your prospects and peers will judge your ability to serve them by the words you use. Which means every email you send that looks like the neighbor’s first grade kid wrote it tells the recipient that accuracy is not important to you. It also says that you DON’T pay attention to detail. Now let me ask you something. Are accuracy and attention to detail important qualities in a salesperson, an operations manager, or a sales leader? Of course they are! So understand that every email you send is like a brochure that represents your ability to perform.

So step one is to write in a professional yet human way. Step two is to write in a way that makes others WANT to read what you have written. Here are some email tips that will help you show others that you are PRECISE:

• Use Spell Check with every email

•   It takes 20 seconds and will save you from looking unprofessional.

• Read your email back to yourself before pressing the send button.

•   More than half the time you will make a correction.

• Make your point once, and be DONE with it.

•   Use as few words as possible to convey your message. Not only will this minimize your chances of making a grammatical error, but will also help your message “stick.” (works with voicemail as well)

• Take 15 seconds to think about the OBJECTIVE of the email before you write it.

•   Email should be a tool for ACTION. After the recipient reads your email, what do you want them to do? If the email isn’t getting them to do something, perhaps it isn’t necessary to send it.

• Be yourself

•   Your email should read as if the person feels like you are there in the room. So write the email in the same tone you would project verbally.

• Avoid corporate jargon

•   “Dear recipient, our company’s value proposition is one that is guaranteed to produce optimal outcomes.” PUKE! Who talks like that? Use “plain speak” instead. Your message will resonate more because they will know that you aren’t a corporate stiff.

• Have fun (when it’s appropriate)

• Consider going to Google Images and finding an image that would create an emotional reaction from the reader. For example, let’s say your reader had a recent birthday. Go to Google Images, type in Birthday Cake, and watch how many fun images come up. Insert that image into your email and you will help take your reader out of their workday for just a minute…by making a human connection. Cheesy? Maybe? But if your emails look, read, feel and smell like everybody else’s; it will be tough to get their full attention while they read.

So this week, let’s get back to English (and Action) class. And while it might not be necessary to start diagramming sentences, it could be time to be more PRECISE with one of our greatest sales and service weapons…our written word.

As president of PRECISE Selling, Brian Sullivan helps improve sales, customer service, negotiations, leadership, and presentation skills through seminars and internet training programs. He is also the author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. To learn more, go to www.preciseselling.com.

This morning as my wife and I rushed around the kitchen to get our kids ready for school my wife asked my seven year old if she had brushed her teeth yet. My daughter, after pausing for less than half a second, confidently said, “Yes, I did it up stairs.” Her lie was delivered with smoothness and believability. We asked again, and although the words were the same, her delivery was one that showed she knew she was “in for it.” One more chance…”You’re lying. Now tell the truth, say you’re sorry and promise you won’t do it again.”  Maggie followed with, “Okay, I’m sorry,” then tried to justify why she lied. After short lessons on how lying will almost ALWAYS get her in trouble, she said she understood and will do better next time. (We’ll see!)

After dropping Maggie and her siblings off at school, I turned on the radio news only to hear stories about adults/government officials who lied and the consequences they are now facing.  I quickly learned the IRS chief had just resigned and not so much because of the actions of the IRS, but because he had lied in an earlier testimony about those actions. In short, he blew it…not because he didn’t “brush his teeth” but because he lied when asked if he did it. (Maybe Maggie has a career waiting in the IRS)

Truth is, we are all going to screw up. And some of those screw-ups are worse than others. But at all times, our initial reaction should NOT be to search for excuses, craft a half-truth, or lay blame on others.  It’s simply too risky. Because our greatest tool of influence is people’s trust in what we do and say.  If we lose their trust, then even our truth sounds like a lie. If that happens, we might as well go crawl under a rock…or maybe just run for office.

As president of PRECISE Selling, Brian Sullivan helps improve sales, customer service, negotiations, leadership, and presentation skills through seminars and internet training programs. He is also the author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. To learn more, go to www.preciseselling.com.

“Your Formula for Handling the Do-Nothing Prospect”

A warm prospect reaches out and wants to hear about your solution. You set an appointment, do your homework and show up prepared to put on a Five-Star performance. You build trust, engage with questions and offer a solution you know will make them happy. In the end, the prospect tells you they like what they are hearing and tells you to follow up next week. You leave your materials and off you go. The following week you place a follow up call and the prospect tells you they still aren’t ready to move forward. You try again the following week and you get the same response. WHAT HAPPENED? It all seemed so promising at the initial meeting!

So how do you get the Do-Nothing Prospect to do something? It’s simple. You ask! Too many “solution” salespeople and sales “consultants” believe their job is simply to offer solutions and advice, and then let the prospect come to their own conclusion. That mentality is designed to reduce the pressure the prospect may feel. The unfortunate result, however, is that it often reduces the salesperson’s responsibility and potential impact on the end result. Truth is, a third of the prospect’s are going to buy from you whether you stink at sales or not. A third are never going to buy from you regardless of how good you or your solution are. Which means you are fighting over that middle third. The secret sauce in closing that middle third lies in two words…URGENCY and EXPECTATION.

Below are the steps to getting people to pull the trigger more quickly. Pulling the trigger doesn’t mean you get a YES every time. It just means you are getting the quick truth, be it positive or negative, faster than most. First, it’s important to understand just how important quicker decisions are. For every hour you spend chasing a customer who is never going to buy from you, you are sacrificing an hour that can be spent on other high-value activity. To avoid this, you need to do more ASKING!

1.    Ask…who makes decisions and how they are made EARLY in a sales presentation by asking, “Who as well as yourself is responsible for making decisions?”  Don’t wait until the end. This will prevent you from wasting words on the wrong people.

2.    Ask…for a meeting with the higher-level decision-makers. Don’t assume the person you are speaking has all the buying power…even if they do. If they tell you they need to take the decision higher up, ask for an audience with that person. EXPECT to be at the table where the real decision is being made.

3.    Ask…your lower level prospect what they think may be important to the other decision-makers with, “What do the others need to hear to come to the conclusion that my solution is a good one?”

4.    Ask…what is preventing us from moving forward after you get the dreaded, “We are still thinking it over.”  Face it…sales isn’t for wimps. So why is it that so many sales “consultants” are afraid to pull the truth from the prospect.  Try something like:

“Sue, please help me to understand something. You mentioned that I addressed all your concerns and that you believe my solution is a good one. The proposal meets your budget requirements and yet I still sense some hesitation. What can I do to get you to move forward with this project and when?”

Is this pushy? No! Remember, you’re not a jerk (how’s that for inspiration). If you’ve done a good job matching your solution to their wants and needs, you have earned the right to ask. By doing so, you will either pull out a real objection and then be able to respond to it. Or you will learn that this may be an opportunity that you need to give it a rest for a while.

5.    Ask…yourself how much you are worth.  Understand that your most valuable assets are your time and expertise. There is a cost associated with chasing opportunities blindly.

So this month, focus on getting to YES and NO more quickly. No more assuming! A quicker YES means quicker commission. A quicker NO means more hours to fill your sales funnel with new prospects, find new ways to delight current customers, and more time to learn. And who knows, you may even have extra time to take in that baseball game with your #1 customers…your family and friends.

President of Kansas City-based PRECISE Selling, Brian Sullivan, CSP delivers seminars and internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes. To learn more, go to www.preciseselling.com.

3 Things You Can Always Count On

“I owe what?!” were the words I uttered this week when my CPA brother in-law told me what I owed “The Man” this year in taxes. Certainly there had to be an error! But sure enough, Uncle Eldon had done his math correctly. “You probably shouldn’t have claimed everybody on your PRECISE Selling mailing list as a dependent?” As my dream of a new lawnmower died with every zero I added to my Commerce Bank check, I was reminded of the old saying …there are two things you can count on…Death and Taxes.

Yeesh, I can’t think of too many things that scare me more than those two words. And you know why I hate them so much? Because I have absolutely no control over either one of them. They are a fact of life. Well this week I will share with you another fact of life. As long as you aren’t dead yet, and regardless of your tax debt, there is something that you DO have control over. You do have control over how much people trust you, care about you, believe you and want to be around you! That’s right! Neither the Grim Reaper nor the IRS can affect whether or not people want to be around you. (That includes customers). You have complete control over that. Whew…isn’t that a relief?

Let me use an example. I want you to think of the last party or social gathering you attended. I now want you to think of some of the new people that you met at that party. No doubt you met somebody that you liked and somebody that you found to be somewhat of a Jerk. What exactly was it that separated the two? What did the “likable” person do differently than the Jerk? How did one person make a positive impression and the other perhaps make you feel like you needed another cocktail? How could one person so quickly pull a smile out of you and another send you searching for the bathroom…even though you just “went” six minutes before?

While some might believe that some people just “click” together and others don’t, I don’t buy it. I believe that we all have a choice about what type of person “at the party” we want to be. Do we want to be likable, or do we want to be the Jerk? And what behavior separates the two. Well, here are three tips to being liked by customers, strangers, family members, kids and even Jerks.

Tip #1 – Ask more questions than the Jerk

How do you feel when somebody asks you a question about your family, your job, your hobbies… or if you are a customer, when a salesperson asks what you want instead of telling you what you need? Unlike with death and taxes, you feel in control. When somebody asks you a question and gives you the floor, you like it…and as a result, you like them. Why is that? Because most of us are more interested in telling our story than listening to somebody else’s. And when somebody encourages us to tell our story, we like them. That fact is certain as death and taxes. So make a habit of becoming a master questioner, and don’t be afraid of giving up control. Customers and non-customers alike will appreciate you more.

Tip #2 – Listen Up!

If you ask a question, you have to actually listen to what the other person is saying to you. People can tell when you fake it and if they sense it, you are cooked. So look them in the eye, actively listen, and wait until they are done talking. And don’t ever interrupt. The quickest way to go from nice guy to Jerk is to be an “interrupter.”

Tip #3 – Learn

Make it an objective to learn something today that you didn’t know when you rolled out of bed. And the best way to learn is to follow Tips #1 and #2. You see, the Jerk is one stupid animal. And why is that? Because his lips are always moving. How can he learn anything when he is doing all the talking? While most salespeople and company leaders believe it is their job to educate and tell customers and employees what they think, it is the top performers that believe more in learning than telling. But it is the “learner” who always ends up educating others more in the end.

Author Lillian Smith said it PRECISELY when she said, “When you stop learning, stop listening, stop looking and asking questions, always new questions, then it is time to die.”

So if you want to live longer than the Jerk, and if you want more people to like you, follow the above instructions. Just make sure you pay your taxes on time.

As president of PRECISE Selling, Brian Sullivan helps improve sales, customer service, negotiations, leadership, and presentation skills through seminars and internet training programs. He is also the author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. To learn more, go to www.preciseselling.com.

“It Ain’t No Joke”

R U Amazed at the affect email and texting has had on the way we use grammer and how we spell in our electronic communication. OMG, it ain’t right that you and me have been slackin’ off with our spellin’ and such in emails.

In fact, sentences with spelling and grammar errors like the one you just read are littering emails that we send everyday. For many, the speed of an email has become more important than the content and the grammatical correctness. So what’s the big deal with a few misspelled words and an occasional misuse of the English language, you ask?

Truth is, your prospects and peers will judge your ability to serve them by the words you use. Which means every email you send that looks like the neighbor’s first grade kid wrote it tells the recipient that accuracy is not important to you. It also says that you DON’T pay attention to detail. Now let me ask you something. Are accuracy and attention to detail important qualities in a salesperson, an operations manager, or a sales leader? Of course they are! So understand that every email you send is like a brochure that represents your ability to perform. So here are some email tips that will help you show others that you are PRECISE:

• Use Spell Check with every email
  • It takes 20 seconds and will save you from looking unprofessional.

• Read your email back to yourself before pressing the send button.
  • More than half the time you will make a correction.

• Make your point once, and be DONE with it.
  • Use as few words as possible to convey your message. Not only will this minimize your chances of making a grammatical error, but will also help your message “stick.” (works with voicemail as well)

• Take 15 seconds to think about the OBJECTIVE of the email before you write it.
  • Email should be a tool for ACTION. After the recipient reads your email, what do you want them to do? If the email isn’t getting them to do something, perhaps it isn’t necessary to send it.

So this week, let’s get back to English (and Action) class. And while it might not be necessary to start diagramming sentences, it could be time to be more PRECISE with one of our greatest sales and service weapons…our written word.

As president of PRECISE Selling, Brian Sullivan helps improve sales, customer service, negotiations, leadership, and presentation skills through seminars and internet training programs. He is also the author of the book, 20 Days to the Top-How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. To learn more, go to www.preciseselling.com.

“Try not to become a man of success but rather try to become a man of value.”  Albert Einstein (1879-1955)

The typical cold call is based on a salesperson placing a call not with the intention of giving but instead with the intention of getting. But unless you are starving and living on the streets, can you imagine walking up to a complete stranger and begging for something. On the other hand, what if you were to walk up to a stranger, and after building a little rapport, were to offer him something that made him smarter, more efficient and better at what he did. And imagine if you expected nothing in return. How would THAT person now react? Of course they would welcome your visit the next time (where you will give some more). In addition, they would probably tell their friends about the great experience they had from somebody more interested in GIVING than getting.

Truth is, become good at giving and the GETTING becomes easy. So what can you give, you ask? Let’s first start with your knowledge and skill. Research your prospect or like prospects and fully understand some of the challenges they face BEFORE you approach. Then find something of value that you could give them…even if it has nothing to do with your product. For example, let’s say you sell medical products to physicians. You may be a stethoscope salesperson but if you offer a prospect some new details about our changing healthcare system that will make them more effective at billing and coding patient visits…BAM…you added value.

Or perhaps you have some inexpensive free samples of a product that you think they would find value in…great! You are first giving instead of getting.

So this week, write down at least five things you can do for, or give to, prospects that shows you are a giver not a getter. Then pull out your prospecting list and make your giving plan. Then give! And don’t be surprised when you find the favor returned with a lot more GETS.

Brian Sullivan is author of the popular sales and communications book, 20 Days to the TOP.  To learn more, go to www.preciseselling.com.

You are as young as your faith, as old as your doubt; as young as your self-confidence, as old as your fear; as young as your hope, as old as your despair.  ~Douglas MacArthur

Recently during one of my seminars I had a rookie salesperson tell me that he was told by his manager and some of his company’s tenured employees that it was going to take him a while before he “truly understands the business.” But what those seasoned folks don’t understand is that because he was told it was going to take a while, guess what…it IS going to take a while. That well-intentioned advice, in fact, only encouraged him to take his time getting to the TOP. But here was my advice to him. Respectfully smile, listen and learn from as many seasoned business professionals as possible, but don’t EVER let them dictate how long it takes you to reach your potential. Only YOU have control over that decision.

For example, recently I met an entrepreneur. This guy is a millionaire, just published his second book on entrepreneurship, created and sold more than a dozen internet businesses and was recently a business guest on CNBC, Fox News and more. Oh, and did I mention this guy just turned 23 years old! So what’s the point? Well if you ask him, he will tell you he has no more skill and knowledge than anybody. But what this young entrepreneur does have, like many successful young business people, is tone deafness to those who tell them that the path to business success is going to take “lots of time in the trenches.”

While the lessons learned from time in the business are invaluable, there are some things that the rookie employee can do to speed up the clock:

• Seek out knowledge from tenured employees and learn from THEIR experiences
• Add only 15 minutes to each work day
• Take that 75 extra minutes each week to learn something new by reading a book, a journal or internet newsletter
• Stay tuned to the latest technology in business that can make you more efficient
• Don’t let your mind grow old

Oh, and don’t think you need to be 23 to have the heart and desire of a rookie. Because as Douglas MacArthur puts it, it will be your faith, self-confidence and hope that will act as your “fountain of youth.” And armed with that, you may find yourself at the TOP more quickly than you ever imagined.

Sales Coach and Business Consultant Brian Sullivan,CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less. Visit him at www.preciseselling.com. Tactical tools that will keep you focused on getting to the top!

“How to Let Happy Customers Sell For You”

Think of a recent vacation you planned for? If you are like most, as you did your web research on your possible destinations and places to stay, you were heavily swayed by the customer reviews posted about potential vacation locations. Next, to prepare for some good reading while on your trip, you maybe stopped by Amazon, checked out the book description page and quickly went again to customer reviews.

Reality is, we trust the opinion of the customer over the opinion of the seller. And guess what…your customers feel the same way. But if the only opinion they ever get about how great your product and service is comes from somebody who is paid to say it (YOU!), then you risk delaying or preventing a ton of orders. In short, prospects want to know what others think of you and your solution. So the question is, “What are you giving or showing them that will convince them that what you are saying is really true?” If you said, “Not much,” don’t sweat it. But it’s time to fix it!

A testimonial letter is a tool that can increase the number of sales you make as well as decrease the time it takes to get the order.

What Is a Testimonial Letter?

A testimonial is a brief summary, note or letter of positive customer comments that become a regular part of your sales process. (See sample below.)

How Many Do I Need?

To power up your sales presentation, you need to be armed with at least five testimonials from customers who are happy they have you as a business partner. But don’t stop at five. There is no downside in having a presentation binder or a folder full of different types of decision-makers addressing specific benefits they found most value in.

How Do I Get Them?

Let’s get this straight. Customers are not going to be chasing you down the hall of their business throwing unsolicited testimonial letters at you. Which means the only way to get them is to ASK!

Why Would They Offer One?

The short answer is…because you asked! But you can only ask if your product has done what you promised and your follow-up service is even better than the product you sold. It will be your five-star service that has earned you the right to ask for help.

How Do I Ask?

“Mr. Customer, I always like to check in to make sure you are satisfied with our solution and the service we are providing.” Assuming you get good feedback, follow with, “I was wondering if you would be willing to help me. I frequently have potential clients ask me for referrals or third-party opinions about my company and me. Would you mind if I put some of those positive comments you just shared with me into a short note and if you agree, allow me to share them with interested customers?”

Notice how it will be YOU writing the letter. All they have to do is approve what you write. And the good news is that you will do an even better job than them at writing it! The outcome is a great testimonial letter that they don’t have to spend time writing.

Isn’t That Too Pushy?

No, it’s not. Great service is rewarded. Asking for a testimonial letter should be easier than asking for the order…because you have already established a trusting relationship.

How Do I Make Asking a Habit?

It is not expected that you get a testimonial from every happy customer. But as with sales goals, you DO need to set a testimonial letter objective. For example, for every three new customers you get, you need to get at least one new testimonial. By making asking a habit, you will have a binder full of comments that can be used in many sales situations.

Where Do I Use Them?

The positive comments of a testimonial can be used to support a key feature or benefit while delivering your presentation. For example, let’s say you were discussing a timesaving feature of your product. You then open your testimonial binder or folder and quickly show three customers’ letters about how your solution saved them a ton of time. They will be more interested in those “reviews” than they will be in that fancy brochure you are holding.

If you are in phone or inside sales, include either full testimonials as attachments in an email or cut and paste a few comments in the body of your message. Remember, people are not only used to “reviews” but are now in a habit of making it an important part of their decision-making process.

Now here’s the good news. Most salespeople reading this article still won’t have even one testimonial letter six months from now. Which means you have a real opportunity to separate yourself from the pack. And when customers sit down in their office to review your proposal and the proposal of your competitor, one pile of information will have a brochure and pricing, and your pile will have a brochure, pricing and a bunch of great trust-building comments that add credibility to your story. And those comments will not only land you the order, but only a few short weeks later, you will have yet another happy customer to grab a testimonial letter from!

President of Kansas City-based PRECISE Selling, Brian Sullivan, CSP delivers seminars and internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes. To make your next sales meeting one that results in more sales and higher margins, reach out to him at bsullivan@preciseselling.com.

“When written in Chinese, the word “crisis” is composed of two characters-one represents danger, and the other represents opportunity.”-John F Kennedy

Have crisis in your life? If so, history tells us that now is the best time to become famous with customers, your company and your industry. Handle your obstacles well, and you will come out better on the other side. Below are steps to help you turn a tough time into a great opportunity.

• Remain confident in your ability – Remember, your knowledge and skill is your greatest asset and one obstacle does not change that.
• Assess – The problem often isn’t the real problem. Question yourself with who, what, why, when and how and you will often find you were solving the wrong problem.
• Reach out – You can’t go it alone. The goodwill you have banked up comes with a return. But only if you use it.
• Control Emotion – Remaining calm under pressure is what separates the great from the average. Emotion often gets in the way of logic. And you need logic (with some emotion) to make sound decisions.
• Get moving – The quicker you solve the real issue, the quicker you can reap the rewards that come with a learning experience. Don’t delay.

So this week, remember that great leaders are made in crisis. And by learning more from failures than even success, you will be given opportunities that wouldn’t exist in perfect times.

Go to www.preciseselling.com/Radioaccess.htm to listen to the interview. To find out more about Brian’s sales and leadership programs, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

“Why You Can’t Sell Anybody Unless You Love Everybody.”

It’s the season of love! Time to love your customers, love your peers, love your competition, love your boss, love your family and friends, and love yourself. Do this in abundance and you will love waking up, love the cold call, love the challenges, love the long quiet drives, love the sales meetings, and love finding new ways to obtain and retain customers.

In short, love people and the “situations” of life will take care of themselves. In sales, the by-product of being the most loving salesperson your clients see is… you sell a TON of products and services. The spinoff off of being a loving sales manager is that your team will do the right thing when you aren’t looking…because they won’t want to disappoint you or the company.

So what exactly is “love?” In Milton Mayeroff’s book On Caring, he writes, “love is the selfless promotion of the growth of the other.” So what can you do everyday to selflessly promote the growth of others?

•    Ask Questions – Perhaps the first step is to focus on the type of communicator you are.  If love is the expression of selfless service, the only way to know how to serve others is by learning what they need. Love creates curiosity, curiosity creates questions, and questions create learning. Take a moment to think of somebody outside of your immediate family who you believe loves you. Now ask yourself, “How does that person talk to me?” Chances are they show their interest and love by trying to understand you. They ask you questions that get you to open up. And the more you open up, the better you feel. In short, loving people allow you to talk. They understand that they learn NOTHING while their own lips are moving and that the only way to serve you is by letting you “have the floor.” But make no mistake, just because the “loving” communicators let you do most of the talking, doesn’t mean they are weak. In fact, the more questions they ask, the more they are able to lead you to come to “their” conclusion.

•    Listen – Loving people know that it is not enough to be a great questioner but that one also has to be a master listener. Loving people don’t interrupt others, they don’t fake listen and they don’t think of what they are going to say next while the other person is talking. They know it is difficult to effectively serve others unless they listen to the needs of others.

•    Practice – The best place to practice “listening” is with your #1 customers…your family. Today, approach your spouse, kid, boyfriend, Mom, whoever and ask them this one question, “Am I a good listener?” And when they are telling you, don’t INTERUPT, don’t FAKE listen, and don’t think of your rebuttal. Because once they are done, you are NOT allowed to respond. Because the only objective of this exercise is to train your mind, mouth and ears to learn, rather than teach. Loving people spend more time learning than teaching. But through their example, they end up teaching us more than the “know it all” who has all the answers.

•    “Love” Cold Calls - To inject a little more love into the world, and as a result, a lot more success, you need to make a bunch of love spreading “cold calls.”

1. Beginning tomorrow morning, count the number of human interactions you have in that day.
2. After each interaction ask yourself this question, “Did that person ‘feel the love’ or will they resume their day quickly forgetting that I was even part of it?”
3. After each interaction, grade yourself on a scale of 1-10, one being the Grinch-esque and 10 being Cupid-like.
4. Before you turn out the lights, determine the average “love index” of those interactions.

•    If you averaged between 1-5, SNAP OUT OF IT and set the goal to increase your number by a point or two the next day.
•    If you were between 6-8, nice job, but you may still be leaving some points on the board.
•    If you are a love pro and came up with either 9 or 10, congratulations…you achieved Barry White Love status!

So this week, bump up your “Love Index” by questioning more, listening more, smiling more and serving more. And by making love your secret weapon, you better prepare to love the success that will soon follow.

To find out more about Brian’s sales and leadership programs, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.