Yesterday morning, my 12-year-old son Jake needed to use my computer to print out a school report. Of course, he waited until five minutes before his ride to school to do what should have been done the night before. After scrambling to get the printer to work, he finally got his printout and crazily ran out the door. Like most parents, I was not happy that he waited until the last minute. This was NOT acceptable. I thought, “When he gets home from school, that boy better prepare for a little time-management seminar…delivered by his Dad.”

As I began packing up the computer to take into my office, I began reading what Jake had written. In the report he had to identify his role model. For a Dad, this is like Judgment Day! Because our greatest fear is our boy picking anybody other than us. As I read more I discovered…YES…I made the cut! I’m not sure he ever planned on showing it to me but as I read it, I was reminded how no success at work can make up for failure at home. I was also reminded how difficult it is to really know if we are doing our most important job (parent, spouse, friend) as well as we should.

So for this week’s exercise ask yourself this one question, “If I found something written by a loved one describing me, what would it say.” The good news is that we can control the narrative that would be written…by doing everything we can to be even better at home than we are at work. And yes, we will screw up. In my case…way too often. But by reminding ourselves that the stories that will be written about us in the future are being assembled today. So make this week’s chapter of that book one you would wish others would write, and one you would love to read.

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. For more resources to help you get to the top go to www.preciseselling.com.

-Charles Dickens

The Christmas weekend is here and I am gearing up for my annual life lesson from actor Jimmy Stewart in the movie “It’s a Wonderful Life.” In the movie, George Bailey (aka Jimmy Stewart)  spends his entire life doing selfless things for others. From saving his younger brother from drowning, to giving away all his cash to save the family business, George created a blessed life for many…including himself. But George, like all of us, ran into some trouble that made him doubt all the good decisions he made in his life. He let the bad overshadow the good. In the movie, he had the chance to see what life would be like without him, and it was that “viewing” that made him realize how special he was.

Take a minute right now and close your eyes and think of three amazing things you did in ’11. Then think of how many people you touched while doing those things. Then think of how many people they touched. Once you fully understand the power you have to change the world you can then understand how much positive impact you have on your company, sales territory, customers and everybody you meet. You, my friend, are a blessing.

On behalf of the Sullivan kids (and Mom and Dad), we want to thank you for tuning in each week for the PRECISE Selling weekly tips. God bless you and your family this Holiday Season!

President of Kansas City-based PRECISE Selling, Brian delivers seminars and internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes.  He also hosts the radio talk show Entrepreneurial Moments, a show dedicated to personal and business development. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

Why won’t they call me back? I thought we had the deal. I can’t believe they are not interested? If you have ever spoken those words, then chances are you neglected to make your prospect curious enough to need more information and “antsy” enough to need your solution NOW. So how do you create curiosity? First, minimize the number of statements you make in any early sales call. Don’t start your call by telling them what your solution does, but instead ask them a question that gets them “slowly engaged.” For example,

“Would you be interested in learning about a product that has helped similar clients save several hours a week?” Think about it. Who wouldn’t want to save several hours a week (if that’s the benefit of your product)? As a result, you will often get the curious response, “How are you going to do that?” BAM! You have just received an invitation to continue.

So this week, pick your favorite product or service and develop three curiosity building questions that will get your prospects more fully engaged. Then use those to open your prospecting calls. And once you have their ear, keep questioning until you have learned exactly what it’s going to take to help them understand that can’t live without your solution.