Yesterday I sat with an aspiring young professional who wanted to know the formula for breaking into a great job. I asked him what he thought of his current one. He said it was okay but that he didn’t see a ton of opportunity to grow. I then asked what he was doing to show his manager and co-workers that he was capable of growth. He couldn’t answer. I followed up by asking him to give me three reasons his manager should give him more responsibility and, after drooling on himself, he mumbled three things that were merely part of his job. In short, he was doing nothing special but was expecting special career results.

Perhaps it’s the new world of entitlement we are living in that is leaving many to believe that being average is enough to produce exceptional opportunity. Wrong! If I thought looking for excuses, being negative, and looking for somebody to blame was the path to wealth and happiness I’d say…go for it! But truth is…it doesn’t work. Are some people given more opportunities than others unfairly? Maybe. But who cares! Because for every one person who found success or got promoted for the wrong reasons, there are 20 others who busted their hump, took a risk and did things to convince everybody around them that they were an irreplaceable asset.

So this week, take 15 minutes in your office, grab a pen and paper (or an iPad), and write down five things you do in your profession that make you special. And if your list includes the same things that all your co-workers would write then it’s not SPECIAL. Which means you aren’t worthy of any additional opportunities. And the same things goes for many companies who also believe they too should expect extraordinary results without doing anything extraordinary.

In short, NOBODY controls your destiny but you. Because nobody has that power over you. And if they do, it’s only because you gave it to them. From this point forward in 2012 you will expect nothing from anybody and instead give everything to everybody. Your reward will be life and a career that gets you noticed, gets you opportunity and gets you to the TOP!

This week, Brian Sullivan, CSP interviewed Eric Chester, author of the new book, Reviving Work Ethic. If you’re looking for hard hitting truth about what it takes to get to the top, listen to this high-energy interview by going to www.preciseselling.com/podcast

Last week we talked about the importance of planning now so that 2012 becomes your most famous year. We discussed the importance of asking yourself, “What specifically do I need to keep doing, stop doing and begin doing in 2012 to get me to my ultimate goal.” So this week, let’s talk more about that ultimate goal.

This week I spent time asking others what their ultimate goal was for 2012 and few had clarity in their answer. As a result, there was little clarity in what steps needed to be taken to make this year their best.

If you have ever read or watched the movie The Secret or ever read Napoleon Hill’s Book “Think and Grow Rich” you are familiar with the concept of controlling one’s own thoughts in order to achieve success, as well as the energy that thoughts have and their ability to attract other thoughts.

In short, the premise is that positive thoughts will attract positive results. If you believe the premise, then this means the more positive thoughts you create, the better the results.

While the science is not proven, there is little doubt that most of us are attracted to a certain energy that others put off. When we say, “That person has something about her,” we are feeling that law of attraction. Which means there is a very real vibration or energy the body is projecting.
So can you control that energy? The good news is YES. And it starts by first believing that your thoughts affect what the body projects. While I admit to some this may sound a bit “New Age,” why fight it?

So this week, first think about what you want for you and your family this year. What is your ultimate goal?

Then understand that those goals will be more achievable if you consistently think positively. Make it a habit.

Be aware when are being negative and know that it’s not helping you. Will that positive energy go flying off into the universe and come back in the form of a fat paycheck? I don’t know.

But what I do know is those positive thoughts will produce an energy that makes others want to trust you, know you and learn from you more than ever. It’s that type of attraction that creates great business leaders, entrepreneurs, salespeople, and leaders. And it’s that type of attraction that is about to make 2012 your most famous year.

Watch this youtube video about Bob Proctor and The Secret.

Are you tired of leaving voicemails for prospects that don’t get returned? Well it’s official. You’re human! In fact, studies show that prospects only return between 5-10% of all voicemails left. So the first question may be, “Should I even leave a voicemail?” And the answer is, “Yes!” But your objective is to get that number up over 25%.

Let’s talk about why you should leave a voice mail. First, there are only three ways to be successful in sales.

1.    Make a ton of calls and leave a ton of voicemails
2.    Make sure your voicemail is a good one.
3.    Leave a ton of voicemails AND make them good ones.

If you haven’t figured it out yet, Option 3 is the best way to go. So let’s break it down.

1) Effort  and Activity- If you make more calls than your competition, and as a result, leave more voicemails, you will increase your chances of getting called back. (How’s that for deep thought?) Perhaps NHL legend Wayne Gretzky said it best when he said:  You will miss 100% of the shots you never take.

Even if your voicemail is less than spectacular, you still have almost a one in ten chance of getting it returned. So keep making calls!

2) Make ‘Em Good- Think about a recent voicemail message you left. If you were on the receiving end of it, would YOU return the call? Below are some tips that will make the prospect want to return your call.

• Do your research- Face it, a cold call doesn’t have to be cold. It’s only cold if you don’t do your homework. Do a quick Google search on the business. Also, head over to LinkedIn and do a search to see if you can find the prospect’s profile. They often will tell you everything you need to say to create the needed curiosity to draw them in. (Don’t believe me, go to LinkedIn right now and search for a prospect!)
• Don’t be a stiff!- What’s worse than getting a voicemail from a salesperson who sounds like they would rather be bathing in a tub of scissors than making this call. Sound like you are happy to be reaching out…because you truly believe you have something that can help them. The prospect can hear and feel the vibe you put off. Also, don’t sound like a corporate brochure. If you wouldn’t talk that way at a cocktail party, don’t talk that way on the phone. People buy from people they like, not corporate stiffs.
• Name and Number- Immediately give them your name and number.
  • “Hello Sue, my name is Brian Sullivan. My direct number is 913-530-8894.
• Credibility- Tell them who you are and what your company does.
  • “I am with Acme and we specialize in ________________ (Make this a BIG BENEFIT that you have done for other companies like theirs.)
• Reference Research-If they know that you actually cared enough to possibly understand their needs, they just might care what comes next.
  • “In researching your facility prior to calling you today I learned _____________.
• Make it Personal- This is where you state what may be in it for them only IF they call you back.
  • In working with another company like yours (if you have a well-known name, use it here), we were able to (state huge value) _____________.
• Curiosity Builder- The most important emotion you need to create in any voicemail is curiosity.
  • I have some ideas that I’d like to share with you regarding how you can possibly  _______________.
• The Gift- If you have nothing they want or need, they won’t be calling you back. So offer something of value.
  • I also have a marketing analysis that’s been useful in departments like yours from (credible source, regulatory agency, etc) that you might find useful for your department. (Give some examples) It’s helped some folks save a ton of money…hours…etc.
• The Close- Your ultimate objective is to get them to call you back. So ask for it.
  • “While I can’t promise the same results we got with (another facility), I promise it will be worth your time. I can make myself available tomorrow morning between 9:00-11:00 or Wednesday afternoon between 1:30 and 3:00. (Notice how leaving specific times makes you seem busy. And I know you are!) In the meantime if you would like to learn more about us, stop by www.yourcompany.com. Let me know if either time works by calling me back at 913-530-8894. Or you can drop me an email at bsullivan@preciseselling.com. Thanks a ton, Sue!

Is there a guarantee that this voicemail will be returned? Nope! But the above structure, combined with your dynamic personality, will help open more doors than the average salesperson. And knowing it’s still a numbers game, you will find that leaving lots of great voicemails can still be one of your most effective tools to getting to the top and staying there. (Quick note…this structure works if they actually pick up the other end of the phone too!)

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. Sign up for his free weekly motivation and sales tip by going to www.preciseselling.com. Fun stuff that will keep you focused on getting to the top!

And if you are a manager or leader in your company, don’t fall into the common trap that has some managers “joining” in…thinking it gives them “street cred” with the people they manage. It doesn’t work. It only gives your associates permission to continue a behavior that will do nothing but decrease your opportunity to succeed.

Need some healing yourself? One exercise that will help you avoid negativity and complaints is to remove your watch and place it on your other wrist each time you say something negative. You will get so sick of removing that watch that you will eventually stop the negativity. If you can go 20 days without removing your watch, congratulations, you are healed!

Brian Sullivan, CSP teaches salespeople and leaders how to positively influence everybody they meet. To download Brian’s free E-Book of his popular 20 Days to the Top Sales Program, go to www.preciseselling.com.

The difference between top performing salespeople and the rest of the pack is they have a repeatable way to perform on each call. Don’t believe in sales process? It’s okay. But then you better be willing to be a “dud” every now and then. But to increase your chances of being your best every time, you need consistency. Think about:

P-reparation- Did you have a specific and measurable objective?
R-espect and Trust- Did you bring the walls down before presenting?
E-ngage- Did you ask questions that got the customer talking?
C-onvey-Did you convey your solution with passion and proof?
I-ndecision-Did you help the client overcome it by isolating the concern?
S-ecure Agreement- Did you get a YES to take the call to an advanced step?
E-xplore-Did you explore for referrals or additional business?

Frankly, it doesn’t matter what process or ACRONYM you use, as long as it gives you the direction you need to do be more consistent on each call. And once you embrace a repeatable process, you will have found the skill that makes top athletes, actors and business people the best in their industry.

Don’t have a repeatable way to perform on Game Day? Download the free iPhone app and E-book that contains the 7 actions you should perform on every call. Check it out at www.preciseselling.com.

Since Jan 25th the world has been reminded by Egypt that freedom doesn’t come easily. For many, it’s taken for granted. Perhaps the greatest reward of freedom is that it gives us the opportunity to take risks, be innovative and make the most out of the gift. So what can you do to make the most out of your gift? First, enjoy it! Then use it to do more than what you are doing now.

This week think of what you would miss most if you didn’t have the freedom you do now. Would you miss the rewards that come with working harder than your competition? Would you miss the adrenaline rush that comes from meeting an almost unrealistic objective you set. Would you miss being able to do, say and be whatever you want to be without fear of somebody stopping you? If so, then it’s time to make the most out of it. Set your mind and imagination free. Let it out! Then get out of its way. Because wasted freedom is wasted opportunity.

Brian Sullivan is President of PRECISE Selling and a talk radio host. This week he interviewed author Josh Tolley and discussed how YOU can be bold in your professional and personal life. Don’t miss the chance to listen to this great interview. Check it out at www.preciseselling.com/Radioaccess.htm.

-Peter Drucker

Are you ready to commit to making 2011 your best professional year yet? If so, grab a notepad or laptop, and let’s get to work. Take five minutes right now to fill in the blanks below.

Your 2011 PRECISE Commitment

I will make $______________ in 2011.

I will be rank #_________ in my company in sales.

I will close ________ sales a week.

I will prospect with ____________ new clients each week.

I will schedule _________ hours/minutes each week to do nothing but plan.

Now take that sheet and put it in a place where you will frequently see it. Let it remind you of the commitment you made to yourself. Next, schedule 30 minutes in your office during Christmas week to begin your planning for 2011. Think about where you should spend your time, who you may need help from, which clients you will spend more time with…or less time. In short, commit now and plan now. And when January 3 rolls around, you will not only have hopes and promises, but a clear path to get you to the TOP.

For sales tips and occasional creative yet random thoughts, follow Brian Sullivan on twitter @preciseselling. President of Kansas City-based PRECISE Selling, he delivers seminars and internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes. Check him out at www.preciseselling.com.

Election season is over and “anger” was the theme. Liberals are
angry with Conservatives. Republicans are angry with Democrats. And
Independents are angry with everybody. Why is it that election
season brings out the worst emotion in so many people? While anger
is sometimes the fuel of action, too often it is an emotion that
slows us down.

In fact, psychologist Dr. Ernest H. Johnson of Raleigh, NC says
“When we’re angry, there’s damage done to the systems that keep us
healthy.” So in short, if you want to stay healthy, sometimes you
need to just “let it go.” Easier said than done? YES…it is! But if
your job as a salesperson, business owner, coach or parent is to
positively affect others, how can you do it with an emotion that
people want to run from. Think about it. When was the last time you
heard somebody say, “I love that guy because he is always so angry.
It’s awesome!”

So this week let the season of anger give way to a season of
happiness. And whatever is driving you crazy right now needs to get
out of your way. Because you have a choice about what you will show
the world. Show them the best that’s in you. And while the
competition is spewing about what’s so wrong, you will be the one
using happiness as your greatest weapon to getting to the TOP.

To sign up for a free online sales and communication training
program that is sure to make you HAPPY, go to
www.precisesellingonline.com. Or visit us at www.preciseselling.com.

“We tend to forget that happiness doesn’t come as a result of getting something we don’t have, but rather of recognizing and appreciating what we do have.”

Frederick Keonig (German Inventor)

What would you do if somebody handed you $100,000 today and said you can spend it on anything you want? What would you spend that money on? And how much happiness would that $100,000 bring you? Now what if somebody handed you 100,000 hours of time and said you can spend that time doing anything you want? What would you do with it? How much happiness would that time bring? Most would say that the hours would be a greater gift than the cash. Because the happiness the cash brings is quickly forgotten while the memories created in time stick around forever.

The good news is you have been given this gift. And what you choose to do with the gift will determine its value. So this week, make every moment count. At work, appreciate more fully the customers who give you their business, the co-workers who make your day easier and the friends and family who make your life happier. In short…slow down. Because time is only a gift if you take time to fully appreciate the moments that just past and the ones that will soon come.