Jul 31, 2010

No More Call Reluctance

If you are in sales, you must know the term "call reluctance" as it related to cold calling, right?

What the term means is you are AFRAID or RELUCTANT to make calls, that you KNOW could lead to getting an appointment or making money. But you don't do it. Why?

Well, if you're like most sales people, you HATE COLD CALLING!

Yep, I said it. And that is PRECISELY why I created Cold to Gold Mind Spark Session sales training workshops. You see, the reason why most people HATE COLD CALLING is because they do not have a SYSTEM to help them prospect more effectively and efficiently. Not only that, they also do not usually have a system to DRAW MORE PROSPECTS to your door. Do you have such a system? I do! It makes a WORLD of difference to my business, too.

Now, the system I created for turning cold calls into GOLD CALLS is a 12 step process I teach in Cold to Gold sales training workshops. I also review the mental thought process, the approach, the strategies, how to plan, and the technical ways people just never think of to help you get in the door. You also learn how to sell to the C-level, and other creative strategies.

Well, I can't spill all the beans here, but if you're interested it is likely because you know you NEED training like this. Guess what? I'm hosting my next workshop August 16, 2010. It lasts five days, M-T-W-TH-F and is scheduled from 10:00AM til 11:00AM PST August 16 through the 20. You can sign up here:

Announcing COLD TO GOLD ONLINE workshop August 16, 2010 – August 20, 2010 (held 10:00AM PST – 11:00AM PST each day M – F) is the way to go. Here is the link for the ONLINE August 16 – 20 workshop:


Once you purchase your ticket, you’ll receive information about the workshop from me within 24 hours. I look forward to seeing you at the registration or online! If you have any questions, or for a group discount, please email me directly. This workshop is sure to sell out, so act quickly while tickets are still available.

Scott – your Trainer

Cold to Gold: Mind Spark Sessions - OVERCOME the FEAR of COLD CALLING and get the POWER to GET IN THE DOOR SUCCESSFULLY.

“Gain the confidence to call and savvy to market -- 30% More Qualified Meetings (Sales Growth) in 30 Days or the Workshop is FREE.”

Look forward to seeing you on the call - stop hating cold calling are start loving GOLD calling. It's a world of difference.
Copyright © 1999-2010 by ARRiiVE Business Solutions. All Rights Reserved. SUBSCRIBE. Like it? Share on del.icio.us or Stumble Upon!

Jul 9, 2010

5 Ways to Boost Productivity

People often wonder how I accomplish everything I do. I think it is a combination of how I schedule my day, how I spend free time, and how fast I work. Possibly, it could be how I structure sleep, too, but I think what matters more is that I work when I FEEL my BEST.

In order to help you do more, here are my top FIVE ways to boost your productivity.

5 Ways to Boost Productivity:

I. The first way to boost productivity is to be quick at things you do often.

For an example of things I do often, consider keyboard typing. First of all, I learned how to type in high school. I remember during the summer I asked my mother, a business teacher at Santa Maria High School at the time, "Hey Mom, what class could I take that would be the most important for business in the years to come?"

Mom replied, "Learn typing. Typing will be more and more important with the growth of computers."

I have a pretty wise Mom, huh? Keep in mind, this was in 1982! So, I signed up for typing. Playing saxophone might have helped me become the fastest typist in class (92 WPM) but at any rate, that year of typing still benefits me daily to this day. If you haven't learned how to type, I strongly encourage it. Although, it won't matter nearly as much as pointing in the next 20 years (finger/touch computing will quickly become a standard with the advent of the iPad and touch devices moving into mainstream computing).

II. The second way to boost productivity is to maximize your work hours.

Yes, I type fast. But, I also structure my day different than most people. I work when I am most awake, alert, and productive. That, for me, is between 4AM and 8AM, between 8AM and Noon, between 10AM and 2PM, between 4PM and 8PM, and between 10PM and 2AM. You might say, "wait a minute, Scott. You can't possibly work all those hours EVERY day, can you?" and you may have noticed these time slots overlap. You are correct. My schedule varies. That is because I sleep at odd times. It sparks my creativity. Also, I am a jazz/funk musician, so sometimes I keep odd hours. I balance this with naps.

If you learn to nap, you can work when you're awake and sleep when you're tired. Thomas Edison did it. Many other great innovators do it, too. So, that's what I do. But I also schedule time to work when I know I can be my best. It is critical to balance your energy in such a way so that you operate a peak performance as much as possible.

III. The third way to boost your productivity is to structure your workflow.

When I structure my work, I structure it the following way:

1. Projects - what top three projects can I work on now?
   a. What is required to move this project forward this week?
   b. Who do I need to speak with or meet in the next week re: moving this forward?
   c. What can be delegated/outsourced?
   d. What priorities need to be done right away?
2. Schedule - what events are key to success this week?
3. People - who do I need to call today?
  a. Initiate new conversations w/influential people
  b. Follow-up conversations w/influential people
  c. Other conversations that must take place this week
4. Other tasks, email

IV. Time slice for important projects to boost productivity.

If your organize your week and your day in this way, you will achieve a considerable amount with your projects. I find this schedule works well UNLESS you're trying to promote and sell something or have a critical project that must be completed that week. If you're actively prospecting for business you will need to block out time to only make calls for that effort. I do that for Cold to Gold calls. At some point in the near future, I will outsource all of that activity, too. The same for a mission-critical project that must be completed that week. Block out time without any distraction (no email, phone, meetings, noise) while you complete that task for the mission critical project.

V. Outsource, delegate, and eliminate. Again, ask: "What can I outsource?" Much of what I used to do I no longer do, either by choice or by outsourcing. By eliminating things you actually spend time on directly, you can focus your efforts to the interactions that matter most towards your project objectives. Does this makes sense to you?

Last, ask yourself  "Where do I waste time?" If you can eliminate time wasting behavior, you can maximize your day even further.
I find that the more I delegate - whether a work commute, unnecessary meetings, tasks, television, and other unnecesary tasks, the more time I have to be productive at writing a book, speaking (radio shows, in person keynote speaking, and so forth), and meeting people to advance my projects.

Use these FIVE ways to boost productivity and your own work will wisely drive your own ability to succeed because you will boost your productivity, too.
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Jul 1, 2010

Can Work Ethic Be Coached?

You can coach work ethic by demonstrating it and encouraging people to care in order to achieve progress. The best way to do this is to emulate it yourself, and COACH people who underperform by inspiring them by ROLE MODELS who succeed and have proven sales process in the organization.

Example: A manager I once coached ran a personnel recruiting office where a certain salesperson was underperforming. Recruiters conduct much of their business over the phone. The calls they make and the effort they put out matters. Well, the manager's salesman had a GREAT speaking voice: low, deep, and authoritative. Yet, he was on her "black list" to replace!

I asked the manager, "Why are you going to fire Tony?"

She answered, "Because he comes in late, he takes long lunches, leaves at 5PM regularly, and does not seem to understand our selling process."

I asked, "Who is the best rep at that branch?" She gave me her name.

I then said, "What does she do to set her apart?"

She said, "Rachel schedules the bulk of her new calls DURING the morning, lunch, and afternoon drive time when clients are most likely to pick up their phone directly. She schedules all her follow-up calls during the rest of the day. She takes lunch and breaks at outside times and usually schedules these breaks as meetings with clients. She works late at least twice a week and does her reporting Sunday night."

I asked her "Have you explained to Tony what makes Rachel exemplary?"

She said, "Not exactly."

I replied, "Then, if you fire him, why don't you fire yourself in the process. You hired him, yet you aren't coaching him on what you really want. So, if he fails, you failed him. Because you haven't made it clear to him what a "star performer" does to earn those honors. I would suggest a meeting with Tony, and in that meeting let him know you hired him because you think he has the potential to be a "star performer" on your team. ASK HIM how his numbers would look if he were a manager. Then agree that performance is below par, but have him explain why he thinks that might be. Then share your insights and especially share what Rachel said that makes her a consistent star performer. Suggest that you believe he could experience much higher success by emulating Rachel's tactics. End the meeting by encouraging him and sharing how much you look forward to him rockin' it!"

She did this, exactly. Within two weeks this "slacker" transitioned from the bottom numbers to challenging Rachel for top rep at that branch and never looked back.

Yes, you can teach BOTH work ethic and sales process to turnaround poor performers. As a manager, it is imperative to dig for the process that the best use to succeed, and then share that process with the team. With good coaching, a manager can turn many bottom performers into top performers.

Do you have an example of a turnaround on your team? Or perhaps a struggle you'd like to share? Feel free to comment. (Please, no "link spam" - thank you!)
Scott Andrews, Author, is CEO of ARRiiVE Business Solutions and Founder of AspireNow.com. He also is the creator of the innovative "Cold to Gold: How to Overcome Fear and Get In The Door Successfully" sales training program (http://www.coldtogold.com/). This article is published with all rights reserved. If you wish to publish, please contact info [at] ARRiiVE.com.
Copyright © 1999-2010 by ARRiiVE Business Solutions. SUBSCRIBE. Like it? Share on del.icio.us or Stumble Upon!