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.

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.

-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.

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!

Think about how you will feel at the end of this workday and head into a great Thanksgiving weekend. Something is happening to you right now that feels different, doesn’t it? That feeling is “thankfulness.” When we feel it and express it to others, everything changes. So selfishly, it’s my turn to get the positive vibes going with a bit of thanks.

• I am thankful for your desire to always improve.
• I am thankful for what you teach me.
• I am thankful for your trust.
• I am thankful for your friendship.
• I am thankful for letting me into your life once a week.

And thank you for allowing me to express it. Like most, I don’t do it enough. Have a wonderful time with your #1 customers, the friends and family that are thankful to have you in their lives.

• Don’t change your body language. If you show reluctance and hesitation to deliver the price, the prospect will show the same.
• Remain “slightly indifferent” in your posture; which means they should sense you truly believe the value you presented is far greater than the price on your proposal, but if they don’t feel the same way, you’re fine with it. This will keep the walls of resistance down.
• Try this phrase to move you out of the solution presentation and into the financial. “Let’s see if it makes financial sense.” This tells the customer that they are still in control. And in return, they will be more honest in their feedback.
• Be willing to walk away…but only if you care about your margin! Remember, professional buyers are trained to ask you for a discount a minimum of five times. Average salespeople buckle after the first request.

This week, work on making your financial presentation more PRECISE. By being as smooth with your “close” as you are with your presentation, you will have found the formula that makes salespeople famous in their industry.

For 7 Free Videos on how to steal customers, sell more to current customers, and increase margin, sign up at www.preciseselling.com.

Let’s not overcomplicate this. In sales, there are only two ways to get better results. The first is to make more sales calls. The second is to perform better on each call.  So how many prospecting calls do you make each week? And as an FYI, “It depends,” is NOT an acceptable answer. Because those that say, “It depends,” or “I am not really sure,” have lost control over their sales territory and as a result, are at the mercy of whatever voicemail and email are telling them to do. The top performer, on the other hand, sets a call objective number and let’s that number drive the workweek. If he or she wants to increase their sales by 15% or more, they realize it means they may have to make 15 more calls. They then let that number haunt them. They don’t start the weekend until they made the last call.

Another way 15% more effort can create 15% greater performance is by investing in improving your sales, communication and leadership skills. Buy a sales book, attend a seminar, seek out top performers in your company and grill them! By increasing your knowledge and skill by 15% or more, you will become 15% more valuable to your customers, your company and your future.