A business newsletter with Pizzazz!
"We help leaders tackle major issues and become better marketersusing a holistic business approach!"
Dick Morgan CMC,
FIMC
This will seem like a short year. Things are happening...time for action!
Travel time is found time when you turn off the radio and begin your mental preparation for your next sales interview. In short, use windshield time to rehearse the call and refresh your memory about key goals and the people you will meet. You cannot expect a customer or prospect to take you seriously if you demonstrate by your lack of preparation that you do not have a serious reason to ask for their time. The short insights this month will help you and your sales people create more new business...and do so in a shorter period of time.
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IN THIS ISSUE
Windshield time...the time between sales
interviews
Marketing Facets - The Market Focused Guide to Company
Analysis
Smiles make the day!
$ Million Marketing Tips
Amazing Facts...
Windshield time...the time between sales interviews
A significant portion of a typical outside salesperson’s day is spent between calls. Some consider these periods to be lost time. I believe that it is actually “found” time. Please allow me to explain.
Travel time is found time when you turn off the radio and begin your mental preparation for your next sales interview. First, recall the name of your next contact, the secretary’s name, or the name of the person you are most likely to meet before you see the decision maker. Try to remember your key person’s spouse’s name, and children’s names. Get clear in your mind the names of other influencers whom you may meet during the call. If you memory fails you, as it often will, you should be able to look them up in your records before your call. It is far better to look them up than to stammer in front of an individual as you desperately try to recall a name.
Frame out in words the purpose of your call and what you want to accomplish during your interview. Think of the ways your call might benefit the customer or prospect, and how you can best state those benefits. Try to anticipate what attitudes your prospect might take toward your purpose and the possible objections to your ideas. How will you answer potential objections and obstacles? Make a final decision about the items you will take with you to help make the call a success. In short, use windshield time to rehearse the call and refresh your memory about key goals and the people you will meet. You cannot expect a customer or prospect to take you seriously if you demonstrate by your lack of preparation that you do not have a serious reason to ask for their time.
Windshield time is found time when you use it to listen to and absorb developmental materials. Booksellers and catalogues are full of helpful information in audio form. They can enhance your selling skills and help you maintain a positive attitude. Beautifully silent travel time allows you to focus your thoughts on your goals and assess how you are investing your talents in relation to your goals. Windshield time can yield some of your best brainstorms!
Hotel nights are also precious hours when you can attain the environment for some constructive thinking. A laptop and the Internet connection allows you to research and analyze a key target account and design your strategy. Hotel nights provide extra time to remind you of items requiring follow-up. You can plan your next day after dinner with a key prospect. Alternately, read something constructive that will advance your knowledge and personal development. Use hotel time to do your paperwork, leaving working hours for additional sales calls.
If you think other sales professionals are just sitting around watching TV or sipping a drink in the bar, think again. Successful people make good use of those precious hotel nights. They are part of the “edge” that top sales people give themselves. Still, as a song once pointed out, “sometimes you’re are the windshield, sometimes you’re are the bug! You will be better able to accept both roles when you are confident that you have taken advantage of every moment to prepare for eventual success.
Remember, the salesman in the bar...won’t go very far! There is simply no reason to say more.
Marketing Facets - The Market-focused Guide to Company Analysis
Marketing Facets - The Market-focused
Guide to Company Analysis. Marketing Facets is a
practical
resource for those involved in determining the current health of a
company and gauging its future prospects. I designed my 103-page guidebook
to be a supplement to other evaluation procedures and information normally
gathered during a thorough due diligence or
business valuation process. The
workbook takes a holistic approach, assembling facts and management assumptions
in key areas to help
analysts form and support conclusions.
Marketing Facets is a valuable
resource to private investment fund managers, individual investors, venture
capital specialists, investment banks,
and valuation specialists.
Marketing Facets can also serve as a guide for C-level
executives who wish to perform their own company analysis
as part of
normal business planning, or in advance of efforts to refinance, acquire or
divest.
> Electronic in MS Word .doc or Adobe .pdf format via the Internet @ $79.95
> CD/ROM format @ $85.95 including U.S. shipping and handling
> Ring binder version and CD/ROM combo @ $99.95 including U.S. shipping and handling
Telephone: 972.931.7993 Email: rpmorgan@morganmarketingsolutions.com.
Smiles make the
day!
Action:
Begin where you are, but don’t stay where you are.
Doing
sure beats stewing!
The person who gets ahead is the
person who does more than is necessary – and keeps on doing
it.
Nobody ever climbed a hill just by looking at
it.
The man whose actions leave his wife speechless has really done
something!
It’s great to have an aim in life so long as you have the
ammunition to back it up.
We are not responsible for all the things that
happen to us, but we are responsible for the way we react.
Failure will
overtake those who have the power to do, but lack the will to
act!
$ Million Marketing Tips
Amazing Facts...
P.S.
Ninety-three percent of our engagements originate as a referral from helpful people like you! If you know someone who:I would appreciate the opportunity to discuss the situation with you.
Our ideal client
is a business owner or CEO between 30 and 60+ years old. Usually with a financial, engineering, or production background.Who is often impatient, and interested in improving company performance. Comes alive when you ask, "How's business?" He, or she, is practical
but also enjoys the finer things in life. So, you may see my ideal client driving a Lexus or SUV to Neiman Marcus...and to Sam's Club.
Who do you know that fits this description?
A client speaks:
“Dick helped to increase the
revenue of my previous business from $10 million to $18 million during the three
years we collaborated. Even better, he enhanced the final sales price of my
business by 100 percent. Dick’s introduction of strategic planning, action
plans, and implementation support was the point where our planning took on a
professional approach. Operations, marketing, finance, and personnel all were
beneficiaries of the counsel and processes he provided.”
Ben Johnson,
Johnson Diversified Enterprises, Inc., Colleyville,
TX
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©2011 Morgan Marketing Solutions, Inc. All rights reserved. Other distribution permitted with proper attribution.
Richard P. Morgan CMC, FIMC
Morgan Marketing Solutions,
Inc.
Two Galleria Tower, Suite 1000 Box 8
13455 Noel Road,
Dallas, TX 75240-6620
Telephone 972.931.7993
email
www.morganmarketingsolutions.com
Author,
Marketing Facets - The Market-focused Guide to Company
Analysis
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"We help leaders tackle major issues and become
better marketers using a holistic business approach!"
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CMC (Certified Management Consultant)
is a mark awarded by the Institute of Management Consultants USA, and represents
evidence of
the highest standards of consulting and adherence to the ethical
canons of the profession. Less than 1% of all consultants have achieved
this
level of performance and dedication. For more information go to: www.imcusa.org