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Mid-Year Sales Corrections - ITSA #44

In The Sales Arena

Release Date: 07/02/2015

ITSA #075 ... 4 Keys To Bouncing Back From Adversity show art ITSA #075 ... 4 Keys To Bouncing Back From Adversity

In The Sales Arena

What is the #1 core skill all top sales people possess? What separates them from the average and below average? Their ability to bounce back from adversity, setbacks and disappointment!

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ITSA #074 ... When Is It Time To Walk Away From Bad Business? show art ITSA #074 ... When Is It Time To Walk Away From Bad Business?

In The Sales Arena

Welcome – this is another podcast on the mindset top sales pro’s have. Last week we talked about dealing with “NO” and the feedback was awesome so keep it coming!  

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ITSA #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!  show art ITSA #073 The 4 Mindsets & Attitudes ALL Top Sales People Have In Common!

In The Sales Arena

This is a reprise of one of our most popular episodes. We trust you will enjoy it ... 

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ITSA #072 ... 6 Ways Top Sales Pros Deal With No show art ITSA #072 ... 6 Ways Top Sales Pros Deal With No

In The Sales Arena

Today we are going to take a step back from the strategic and tactical and discuss an important mindset! How do we handle the word NO!!! It will dictate how far we can go in our sales careers!!!

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ITSA #071 This Episode Is For Sales Rockstars ONLY! show art ITSA #071 This Episode Is For Sales Rockstars ONLY!

In The Sales Arena

This is a reprise of one of our most popular In the Sales Arena episodes. We trust you will enjoy it ...

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ITSA #070  “4 Things We Can All Learn  from a Learning Experience.”  show art ITSA #070 “4 Things We Can All Learn  from a Learning Experience.” 

In The Sales Arena

Welcome to a reprise of one of our most popular shows from the past! I trust you will enjoy this timeless content ... 

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ITSA #67 ... What are you going to do this year that's BIG?  show art ITSA #67 ... What are you going to do this year that's BIG?

In The Sales Arena

Welcome! Today we are in the fourth week of our Four-Part Series of questions to use individually and collectively, personally and professionally, to make 2016 the BEST YEAR EVER!  Let’s review the Four Questions: What is working in our lives/business, and how can we do more of it? *By “work,” I mean giving you a great ROI for the amount of time you spend. Remember, to know WHAT is working, you have to know WHY it’s working.   What is NOT working, and how do we get rid of it or make it work? *This is the most powerful and most valuable question to consider.   What...

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ITSA #066 ... What New Thing Do You Want to Do this year? show art ITSA #066 ... What New Thing Do You Want to Do this year?

In The Sales Arena

Welcome gang!  We are in the 3rd part of the 4 part series of 4 questions you should ask yourself to make 2016 your best year yet. So far we have asked ourselves: What’s working and how do I do more of it? What’s not working and how do I get rid of it, or make it work?   Today’s question is question number 3: What do I want to do this year that is new? “In times of change, Learners will inherit the earth.  While the learned will find themselves beautifully equipped to deal with a world that does not exist.”   Professionally: Take a training class, be a better...

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ITSA #065 ... What is Not Working for You and How Can You Make It Start Working? show art ITSA #065 ... What is Not Working for You and How Can You Make It Start Working?

In The Sales Arena

Welcome! Today is Part 2 in a series that will run through mid-December. We are discussing the Four Questions to ask ourselves personally and professionally to prepare ourselves for a successful 2016.  Last week’s question was: What is working right now and how do we do more of it? Today’s question is my favorite one, and it has provided more value to me than any other: What is not working, and how do I get rid of it (or make it work)?   What does it mean for something NOT to be working? It may have value, but you may not be getting a great ROI from it.  Jim shares three...

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ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever! show art ITSA #64 ... 4 Questions to Ask Yourself To Make This Your Best Year Ever!

In The Sales Arena

Welcome! As we look toward the end of the year, we will be going through a series of questions over the next few weeks. These questions have been pivotal in our family to help plan for beginning a new year. These questions can be answered personally, professionally, and collectively—in a family or as part of a company. Each question should be addressed in each category. Question #1: What is working RIGHT NOW, and how do I do more of that? This question helps me think about things that are going well, like securing new clients, managing existing clients, selling a specific product, executing...

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Hey, Gang!  July is here, and the summer heat is upon us!  It’s a great time to look at sales and what you expect from the SECOND HALF of 2015.  I just returned from an amazing Coaching Skills Camp, and I am energized and enthused about sharing a great sales correction technique with you today!  It is based on the following acronym for GROW:

G---Goal:  What was my specific goal for this year?  This is my personal sales goal; it could be revenue, houses listed/sold, cars sold, cans of paint sold, units sold, new customers in my database, numbers of new leads, profits, margins, etc.

R---Reality:  How does the reality compare to the goal?  Where am I RIGHT NOW in reaching my goal?

O---Obstacles:  What is keeping me from reaching my goal?  This is a time for harsh self-evaluation, but not a time to blame others!

W---What do I need to do about it?  Do I need to set new, specific goals?  What part is actually within my control?

Ask yourself the following questions: 

 What do I need to do in the NEXT six months to change my trajectory and reach my goals?  

What do I need to do to make up my deficit RIGHT NOW?  

Do I need to change my mindset, acquire new skills, or find new resources?  

Remember, this is not a time to trash the original goal!  We still want to achieve it!  Put this tool into practice and GO GET THE MOST OUT OF THE LAST HALF OF 2015!

Listener Question of the Week—What is the one thing that you see that differentiates the outstanding sales professional from all the others?

Quote of the Week:  “If you want to reach a goal, you must SEE the reaching in your mind before you actually arrive at your goal.”