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Taking Action with Jack Daly ( May 2017 )

May 3, 2017
Newsletter

I tell my audiences every day that the key to success is taking action. Take a minute to look over this weeks featured articles and videos that highlight the different ways you might take action and have it positively benefit your bottom line……


Three Proven Strategies to Prevent Prospect Silence

by Caryn Kopp

In sales, there is nothing more frustrating than waiting to hear back from a prospect. We’ve all been there—spent time researching a potential client, had great meetings, agreed on next steps and then nothing, nada, just silence.

Rather than dealing with prospect silence after it happens, try preventing it in the first place. Wouldn’t it be easier to keep the sale moving rather than to resurrect it? Here are three strategies which can prevent prospect silence:

Strategy 1: Secure A Date and Time for Every Step of the Sales Process

One of the best ways to prevent prospect silence is to set a specific date and time for a next step at every stage of the sales process. Lock it in before the meeting ends. Don’t settle for “Let’s connect sometime next week.” Try saying, “How is Thursday at 10 to review the proposal together?”

Decision makers often agree to a date and time if you ask for one during the meeting or call. After the meeting or call, all their other priorities take over and their attention is gone.

Strategy 2: Schedule a 10-Minute Check-In

Your prospect may push back on a next meeting, or it may be inappropriate to have a full meeting as the next step. Let’s say your prospect agrees to a second meeting, but needs to invite a colleague. Without the other person’s calendar, committing to a date and time is unrealistic. That’s when the 10-minute check-in call is perfect. Try saying, “I understand you need to check with Tom about his availability. Let’s put a 10-minute check-in call on the calendar for Thursday at 10 to see where we are with scheduling. If I hear from you before, we’ll just take it off the calendar.

I have found prospects easily agree to a 10 minute call. And, the call often prompts him or er to do whatever was promised.

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How Do You Know Someone Has True Leadership Skills?  Look for These 5 Signs By Marcel SchwantesIt’s what every employee on the planet wishes and hopes for in a boss.

Sometimes the only way you’ll truly know whether a leader’s skills are genuine is to measure the manager that made your life miserable against the one that had you thinking often, “This is too good to be true.”

If you think your boss is some freak of nature and you’re the luckiest person alive, I’ll break it to you gently: He or she is most likely the kind of leader who demonstrates best-in-class behaviors identified in the research of those leading the most profitable companies on the planet.

They are often referred to as servant leaders, conscious leaders, authentic leaders, or transformational leaders. Whatever you call them, one thing is for sure: their helm releases discretionary effort across an organization. That’s good for business.

What I have witnessed in the past ten years in my own practice developing servant leaders is that such leaders shine the spotlight on other people. They don’t want the attention, and they share their power and status to benefit the people under their care.

The secret comes down to three words: People over profit. And when that happens, companies will actually make more profit. Imagine that.

To get practical, let’s dive into the most prevalent leadership behaviors of such leaders. While there are countless leadership practices that lead to great outcomes, for this discussion, I’ll narrow it down to five:

1. They spread joy and drive fear away.

Let me ask you an honest question: Do you look forward to going to work when you get up on a Monday morning? Do you look forward to interacting with your colleagues? Do you feel appreciated by your boss because he/she takes care of you?

If you’re nodding your head yes, you probably experience joy. Congratulations! Joy is an emotion evoked by well-being and success that’s experienced by every employee in healthy cultures under great leaders.

It’s the feeling you get in a highly collaborative environment where people respect one another, where there’s real teamwork among colleagues who encourage each other, where co-workers share the same values, and there’s constant synergy in the air. Next thing you know, you look up, it’s 5:30 p.m., and the place is still buzzing with energy and excitement, and people find it hard to pull away and go home. This is joy!

And leaders create the environment for this to happen.

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SALES MANAGERS FORUM

Limited to max 20. Taking applications now.

Here’s the overview. Over the past year I’ve heard this question from several folks: “Is there an organization where Sales Managers can meet together for ongoing, high-level learning opportunity and challenges that also provide an outside mechanism for enhanced accountability?” The answer is “THERE IS NOW”. Benefits include:

  • Three, 2-day sessions annually. Max group of 20 with only one person from a company and industry.
  • 2017 meeting schedule is June 29-30; Aug 30-31; Nov 30-Dec 1 in Orange County California.
  • Group Facilitator will be Jack Daly.
  • Peer group interactions year round.
  • Ongoing direct email access to Jack Daly.
  • Monthly group one-hour phone check-in with key opportunity/challenges.
  • Complimentary Hyper Sales Group Membership Club.
  • Participation is by application/qualification, inquire through [email protected] or 888-298-6868.
  • Investment $15,000 per year (air/hotel not included).

The time to act is now. Be prepared to take your Sales Management skills to the next level, and enjoy the benefits of Hyper Growth of your top and bottom lines. Contact [email protected] or 888-298-6868 for more information.

UPCOMING WORKSHOP DATES

Full 2017 Schedule

    • Jun 1, 2017– Management Success Workshop – Chicago, IL
    • Jun 2, 2017– Smart Selling Workshop – Chicago, IL
    • Jun 16, 2017– Smart Selling Workshop – Los Angeles, CA

Questions? Call Gabriel Clift at 855-733-7378 or [email protected]

How Successful People Stay Calm By Travis Bradberry

The ability to manage your emotions and remain calm under pressure has a direct link to your performance. TalentSmart has conducted research with more than a million people, and we’ve found that 90% of top performers are skilled at managing their emotions in times of stress in order to remain calm and in control.

If you’ve followed my work, you’ve read some startling research summaries that explore the havoc stress can wreak on one’s physical and mental health (such as the Yale study, which found that prolonged stress causes degeneration in the area of the brain responsible for self-control). The tricky thing about stress (and the anxiety that comes with it) is that it’s an absolutely necessary emotion. Our brains are wired such that it’s difficult to take action until we feel at least some level of this emotional state. In fact, performance peaks under the heightened activation that comes with moderate levels of stress. As long as the stress isn’t prolonged, it’s harmless.

New research from the University of California, Berkeley, reveals an upside to experiencing moderate levels of stress. But it also reinforces how important it is to keep stress under control. The study, led by post-doctoral fellow Elizabeth Kirby, found that the onset of stress entices the brain into growing new cells responsible for improved memory. However, this effect is only seen when stress is intermittent. As soon as the stress continues beyond a few moments into a prolonged state, it suppresses the brain’s ability to develop new cells.

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GET JACK’D MAGAZINE

Check out the inaugural, online version of my new magazine GET JACK’D, or just email [email protected] with your street address for a hard copy (US Only). The magazine is a twice yearly added value free magazine, loaded with ideas on how to profitably grow your sales, grow your business and grow your income. Enjoy and take action!

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