My Sales Tactics

Effective Coaching Tips & Techniques – Change Your Questions, Change Your Life

tactics — Thu, 13 Jun 2013 18:24:07 +0000

Book Review & Insight

By Barb Girson

Tags: effective coaching, coaching questions, coaching to build engagement, professional coach, leader, manager, personal growth, professional development

Professional coaches know “Questions drive results.”

This is the effective coaching thinking that underlines Marilee Adams PhD‘s book, Change your Questions, Change your Life. The book not only identifies key steps we can take to reach more thoughtful and productive conclusions, but also provides perspective-shifting insights on familiar thinking patterns such as blame, responsibility, and feeling stuck.

Blame keeps us stuck in the past. Blame blinds us from being able to access our alternatives and options. Being accountable to ourselves and others helps us to generate possibilities, recognize our choices and pave the way for positive change.

An old story illustrates this point:

A farmer was plowing his land when his tractor got stuck on something in the ground. Frustrated and annoyed the farmer hopped off the tractor and tried to identify the source of the issue. Here, the farmer found himself growing more agitated, so he started to dig. The farmer was conscious of the fact that this detour was throwing off his schedule. After what seemed like a long time of digging, he discovered the root of the problem. It was an iron ring. Curious, the farmer pulled on the ring, and to his surprise was met by an ancient treasure. The treasure was filled with precious gold and silver.

The moral of this story is that what causes you to stumble may be your hidden treasure. Opportunities are disguised as obstacles. Some problems require us to dig deeper to find the gold. This book is an education in how we can become better problem-solvers, coaches, leaders and managers by asking ourselves productive lines of inquiry such as, “what can I discover here?” or “what is valuable?”

Further, Adams offers a unique perspective. She says against any given problem, we can either be judges or learners. Developing the ear to identify the difference will ultimately help us accept our “Judger” self, while we practice to become a “Learner”. When leading a team, develop a learning culture.

In summary, Change Your Questions, Change Your Life: 10 Powerful Tools for Life and Work (BK Life (Paperback)) is an invaluable tool to heighten our self-awareness and further hone emotional intelligence and boost our effective coaching skills. Through the commonness of personal obstacles, we can all benefit by asking ourselves the ABCC’s.

Whether you are a professional coach, leader, manager or seeking personal growth and development, you will find this book worthwhile. Pick up this book today… because “Great results begin with great questions”. This book provides several useful tools to help you make choices moment by moment that will keep you in the learning mode.

To inquire about setting up a 1:1 or small group custom sales coaching program, please click here:

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Or change your success rate with follow up by attending our next session of “Unforgettable Follow Up“.

Welcome DSA Subscriber – Download Your Complimentary eBook

tactics — Mon, 03 Jun 2013 00:17:34 +0000

We appreciate you joining our subscriber list.

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This complimentary eBook is for direct sales CEOs, company owners, senior management and those employed by companies that support independent direct sellers, home party plan business owners, work-at-home based businesses and entrepreneurs.

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Developing Leaders
Increasing Recruiting
Expanding Sales Development
Creating Party Plan Sales Promotions
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4 Booking Direct Sales Home Parties Secrets from Mr. Petie

tactics — Mon, 03 Jun 2013 00:02:11 +0000

Tags: booking direct sales home parties, home party booking, direct selling booking strategies, ihow to book direct sales home parties, getting home party plan bookings, increasing sales appointments, appointment booking strategies, improving scheduled appointments

By Barb Girson

Recently I went to a new hair stylist, Mr. Petie. I tried for 3 months to get an appointment with him but he was always booked with his steady clients. When I finally got in, I felt like I won the lottery.

Think about it…

Would you eat at a restaurant with an empty parking lot and barren dining room? No.

Would you be confident to go to a doctor who had a vacant waiting room and sparsely filled appointment book? No.

Or, more relevant to us in direct sales, would your potential Hostesses want to be booking direct sales home parties with you if you communicate that your calendar is empty? No.

Back to Mr. Petie…

I had no idea that my new hairdo would leave me with some fresh booking direct sales home parties perspectives, and inspire me to share these new tips with YOU.

Walking into his shop, which is attached to his home, I immediately took in the unusual décor. The scene was art deco mixed with kitschy mementos such as stuffed flamingos and pictures of pigs! He had fun Broadway show music playing. Mr. Petie was upbeat and quirky, and unapologetically himself!

When he was washing my hair, he pointed out that he was using his special method for massaging my scalp. I made a mental note that he was turning an ordinary task into an extraordinary experience.

It became truly extraordinary when I asked to go a little darker with my hair color. Mr. Petie turned to me and firmly said, “No! We are not doing that!”

Mr. Petie, a true expert and professional, had his own plan. Yes, I was stunned into silence, but I allowed him to proceed skillfully. It felt good to let go and to permit him to make the decisions based on his expertise. Part of his allure is the fact that Mr. Petie does not waste time by trying to please everybody. He presents himself as the expert, and it’s refreshing to encounter a pro with such unwavering confidence in his work. Besides, after a few minutes with Mr. Petie, it became clear that he was going to do what he wanted to anyway.

When he was all done he informed me of his pay structure for rebooking, which was a small discount for coming back in 4 weeks instead of 6. He pulled out his Ipad and asked, “What day of the week would work best for your next appointment?”

Understand that typically I rebook as-needed to keep my schedule free for travel and clients.

However, he made me feel that his rebooking strategy was motivated by wanting to keep his clients looking manicured. By booking the next appointment before I left, I realized that we both had gained by booking in advance.

From his business standpoint, he ensures himself a steady flow of income in his pipeline, while simultaneously rewarding his clients with a personalized experience of enthusiasm, expertise, and excellence, not to mention a discount.

See his sign: $40 for 4 weeks or less; $50 for 5 weeks or more

What can you learn from Mr. Petie’s secrets? How can you apply them to booking direct sales home parties?

1. Turn your home parties into your own quirky and upbeat experience. Convert ordinary tasks into an extraordinary experience. Is it your presentation style, your personality, your tips, your music, or décor? Find a few signature features to turn your regular home parties into a customer experience.

2. Present yourself as the expert. You know what it takes to have an ideal home party. Be willing to say “No” when your Hostesses want to email their guest invites instead of calling them. Or when someone offers a catalog party instead of a demo; have the courage to tell them the results will not be as strong and your guests are missing out on what you bring to the party. Be bold and truthful always, even if it means some people walk away from you. Stand for what you know works best.

3. A fully booked calendar, creates an air of urgency and importance. A calendar booked with direct sales home parties also gives you steady income and sustained momentum. Work diligently to fill your next 2-3 weeks solid and then build your calendar from there.

4. The best time to rebook a Hostess is when you close out a current party. Have a rebooking program. Pull out your Ipad and schedule her next date. This is particularly important when you sell consumable products which customers will run out of. Rebook, refill and replenish – it makes for great service.

5. Be yourself. Be comfortable in your own skin. When you are comfortable with yourself and confident with your service, you free others to be comfortable around you.

Get busy booking direct sales home parties now and your home-based business will be booked solid like Mr. Petie!

Email List Building: 10 Examples –“Stay on Your Toes; Opportunity Flows”

shannon — Mon, 06 May 2013 20:20:43 +0000

Tags: email marketing, email marketing simplified, email list building, Email Marketing Simplified – Nurture Relationships, Engage Subscribers, & Build Sales book, reaching out to customers, marketing, lead generation, building client base

By Barb Girson

“Touch-Points Create Touchdowns”

If you want to expand your email list, first expand your mind. Don’t worry, not in a 1960’s sort of a way, but exercising some creativity will result in e-mail list building tenfold!

Fortunately, there is opportunity all around us. Every time you connect with a client or prospect, you touch upon the potential for an email list building moment.

So why isn’t every touch with a client or prospect an email touchdown? The key is to ASK.

Here are 10 examples of touch points for email list building simply by asking for an email address:

1. Point of purchase in a store

2. Making Phone calls

3. Networking events

4. Speaking events

5. Web sites

6. Email signature

7. Life-styling (out and about town)

8. Social Events

9. Referrals

10. Family/Friends

Two tips to help you collect email addresses:

1. When you receive someone’s business card, seize the opportunity to politely ask if you can add them to your list. Something I usually say is, “I have an email list that I use for a published e-zine up to 3x’s a month, which includes sales tips, articles and special offers for entrepreneurs and small business owners. If you want to be included, please put an “E” for ezine on the back of your card to let me know I confirmed permission.” In most cases, people will put the E on their card.

2. When you’re taking an order, offer to email the customer a receipt. This is another great opportunity to ask permission to join your list and to explain why being on your email list will benefit them. Not only is this a useful sales tactic, but it is also environmentally conscious by saving the paper used to print receipts. Caution: Just because someone says yes to receive their receipt via email, does not mean they have given you permission to join your list. Explicitly ASK.

Begin to pay closer attention to interactions we have. When we start to the see the world through a lens of infinite opportunities, our contact lists begin to look more infinite!

As we make our way through our days, weeks, months and eventually, another year—let’s recite a power business-generating mantra for not just MINDFULNESS, but (RE)MINDFULNES:

“Stay on your toes; Opportunity Flows” …

“Stay on MY toes; MY Opportunity Flows” …”

Stay on…

The next time we find ourselves in a crowded line at the supermarket, exchanging business cards at a networking event, or even visiting with extended family and friends, we shall remain firmly on our toes. When we stay on our toes, we are likely to score those email touchdowns, as we are email list building abundantly.

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30-Day Touch-point Touchdown Challenge

For the next 30 days, submit your “Stay on Your Toes; Opportunity Flows” stories.

Every person who submits a story in the next 30-days, will receive a chance to have your story featured on my blog as well as an entry to win a copy of my new book: Email Marketing Simplified – Nurture Relationships, Engage Subscribers, & Build Sales.

This book simplifies the steps of successfully incorporating email marketing strategies into your business. Interactive and fun! This time-saving book will guide you through the email marketing development process quickly and effortlessly.

For more information, visit the Email Marketing Simplified book release page.

*Drawing will be held on June 15, 2013.

To Join Barb Girson’s email newsletter list (published up to 3 x’s/mo), visit MySalesTactics.com to learn more about Barb Girson’s strategies and tactics to help you gain confidence get into action and most importantly grow sales.

Edited by Robyn Brooke

________________________________________________________________

Permission to reprint this article is granted with inclusion of “About the Author, contact information, & active web site link”.

About The Author

The post Email List Building: 10 Examples –“Stay on Your Toes; Opportunity Flows” appeared first on My Sales Tactics.

Print Settings for PDF ebooks

shannon — Mon, 06 May 2013 17:14:00 +0000

Thank you for your purchase.

Most of our eBooks, handouts and worksheets are set to print at 8.5 x 11 without any extra configuration. However, we do have a few products that require different print settings for optimal printing.

For example, Email Marketing Simplified is a 6 x 9 book. If you wish to print this eBook on your own, you will need to change your printer settings to “scale” the page to fit an 8.5 x 11 sheet of paper. Otherwise, you will have a 6 x 9 page on an 8.5 x 11 sheet of paper leaving wide margins.

Printer settings can vary from printer to printer. Therefore, you may wish to test print 1 or 2 pages prior to printing the entire eBook at once.

Below, you will find a screenshot with the settings adjusted for scaling the page (in this instance, the option was to “fit” the page).

The post Print Settings for PDF ebooks appeared first on My Sales Tactics.

Complimentary – Exclusive DSA eBook

tactics — Wed, 10 Apr 2013 22:28:16 +0000

Welcome, direct sales CEOs, company owners, senior management and those employed by companies that support independent direct sellers, home party plan business owners, work-at-home based businesses and entrepreneurs.

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Topics Include:

Developing Leaders
Increasing Recruiting
Expanding Sales Development
Creating Party Plan Sales Promotions
And More!

+ Get a Gift Ezine Subscription: “Strategies that STICK” (sent up to 3x’s a month)

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Booking Direct Sales Home Parties with Kanbanery

shannon — Sat, 30 Mar 2013 00:28:09 +0000

Tags: Booking Direct Sales Home Parties, best sales follow up system, sales follow up, personal follow up system, managing leads, note card system, home party booking leads, Customer Relationship Management System, sales lead management software, home party bookings, sales process for booking direct sales home parties

By Barb Girson

What’s the best sales follow up system?

What’s is your sales follow up system?

Quite frequently, I am asked these questions. The answer is it, it is up to you—as long as you work within a system.

Often, when our performance appears to be failing, our system is failing. Success is often dependent upon our personal follow up system.

When it comes to managing leads, some direct sales leaders prefer to set up a paper, notebook or note card system to track home party booking leads and recruiting prospects. Other sales professionals and entrepreneurs prefer to set up an online system using a spreadsheet or a Customer Relationship Management System (CRM system).

The truth is it does not matter which system you use. What matters is that it suits your style, needs and workflow.

We are pleased to announce our exciting discovery that provides a visual method to track and manage sales leads. This unique system was originally built for project management and proves to be highly versatile. This sales lead management software is called Kanbanery. We are suggesting this software as a new alternative that will enable direct sellers, entrepreneurs and sales professionals to self-manage prospects, sales leads and home party bookings with efficiency and ease! Kanbanery is a FREE and completely adjustable online resource to accommodate your sales process details.

The Kanbanery project management board is highly adjustable and easy to configure. If you don’t already have a particular method in place for managing your direct sales home parties and bookings, then this tool enables you to create a board from scratch. Also, if you need help in creating a sales booking system, you can choose to use one of Kanbanery’s pre-existing sales templates.

Figure 1-1

As you can see above, this tool is an excellent way to help you simplify a sales process for booking direct sales home parties and at a glance see your hot, warm and cold leads. So how does it work?

Simple! Assign your leads a status of ‘hot, warm, or cold’ based on their corresponding level of interest. This user-friendly operation will allow you to quickly locate your best leads, while easily sorting through runner-ups and their less interested cousins. After all, you want to devote your time to the most probable leads first.

In the example shown above, the process begins with booking leads. From there, the leads can be moved into one of the following: “not right now,” “follow up,” “do not call,” or “booked.” You can change the labels accordingly to be meaningful to you.

This function creates a visual reference method to determine who will likely be the most receptive to your time and energy, and for whom to wave on. Each column can expand or collapse so that you can quickly see the important information on one simple screen.

For every lead you enter, the program generates a detailed, easily interpreted profile. In this profile, through the user-friendly functions of added notes, comments, deadlines, et cetera, you can begin to build a tangible, traceable history of your working relationship with each and every lead. These details become the backbone of your professional relationships/friendships and will help you serve your leads, clients, and customers in more productive and meaningful ways.

Don’t forget, it is tools like this that enable us to execute the fundamental goal of sales with greater speed and accuracy: to align products and services that WE believe in with our customers needs, WHILE earning an income doing it. Kanbanery will surely ease the process. Get booking and tracking today. And as I always say, “Fortune is in the follow up!”

Figure 1-2

For help and support to either set up your own follow up system or to motivate you to get your massive follow up done, register now for Unforgettable Follow Up – a full day of follow up strategies and action.

Direct Sales Home Parties Booking Fitness Program
Chronic Follow Up Sales Call Cancellations – What Entrepreneurs and Direct Sales Women Can Do When Sales Leads Cancel
I Left a Voice Mail – Why Don’t They Call Me Back?
Follow Up Do’s and Don’ts – 2 Unforgettable Stories

Edited by Robyn Brooke

What others are saying…

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About The Author

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My Sales Tactics

Effective Coaching Tips & Techniques – Change Your Questions, Change Your Life

Book Review & Insight

Related Effective Coaching Articles & Resources

Welcome DSA Subscriber – Download Your Complimentary eBook

Download eBook Now!

Helpful Links:

________________________________________________________________

4 Booking Direct Sales Home Parties Secrets from Mr. Petie

Related Booking Direct Sales Home Parties Articles & Programs

Email List Building: 10 Examples –“Stay on Your Toes; Opportunity Flows”

By Barb Girson

“Touch-Points Create Touchdowns”

Here are 10 examples of touch points for email list building simply by asking for an email address:

Two tips to help you collect email addresses:

30-Day Touch-point Touchdown Challenge

Print Settings for PDF ebooks

Thank you for your purchase.

Complimentary – Exclusive DSA eBook

Free DSA eBook!

Booking Direct Sales Home Parties with Kanbanery

By Barb Girson

What’s the best sales follow up system?

What’s is your sales follow up system?

Related Articles

Protected: Affiliate Program Terms and Conditions

Protected: My Sales Tactics Affiliate Program

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