Start Selling More

Becoming A Selling Machine

noreply@blogger.com (Jim Meisenheimer) — Mon, 22 Sep 2008 20:20:00 +0000

Check out my article "Becoming A Selling Machine."

Use this link: http://www.startsellingmore.com/sellingmachine.html

Sales Secrets - The Best Advice

noreply@blogger.com (Jim Meisenheimer) — Tue, 24 Jun 2008 13:19:00 +0000

The best advice I ever got was from my father. Growing up as a
kid, whenever I asked him, "What do you think I should do,"
he always responded with, "What do you think you should do?"

I guess the best advice wasn't really advice, more like a gift.
The gift of learning how to make my own decisions.

The following were excerpted from the May 12th issue of Fortune
Magazine.

Michael Bloomberg - Mayor of NYC. "The advice
was, first, always ask for the order, and second, when the customer
says yes, stop talking."

Mark Hurd - CEO Hewlett Packard. "An NCR
executive was giving a presentation. He had great slides and an
even better delivery. The CEO, Chuck Exley, listened to the entire
presentation. At the conclusion, he nodded and said something brief
but profound: "Good story, but it's hard to look smart with
bad numbers."

Indra Nooyi - CEO Pepsico. "My father was
an absolutely wonderful human being. From him I learned to always
assume positive intent. Whatever anybody says or does, assume positive
intent. You will be amazed at how your whole approach to a person
or problem becomes very different."

Sam Palmisano - CEO IBM. "Some of the best
advice I ever received was unspoken. Over the course of my IBM career
I've observed many CEO's, heads of state, and others in positions
of great authority. I've noticed that some of the most effective
leaders don't make themselves the center of attention."

Thomas Murphy - CEO Capital Cities/ABC. "Doing
the wrong thing is not worth the loss of one good night's sleep."

Nelson Peltz - CEO Train Fund Management. "Get
sales up, and keep expenses down." Now that's a sales secret
worth noting!

Charlene Begley - CEO GE Enterprise Solutions.
"Jeff Immelt, before he became CEO, gave me this advice: spend
a ton of time with your customers."

Here's one more sales secret for you. Most advice is easy to give
and hard to take. But as you can see from the above, good advice
has life-long staying power.

Here's a sales secret you can take to the bank if you're willing
to accept it. Read. Read a lot. You are what you read.

If you out-read your competitors you will surely out-smart them.

Last Chance - "57 Ways To Reinvent And Distinguish
Yourself From Your Competition" Will Be Released Wednesday June 25th.

My New Sales Manual titled, "57 Ways To Reinvent And
Distinguish Yourself From Your Competition" will be
released tomorrow.

Order your copy right now.

This Sales Manual, "57 Ways To Reinvent And Distinguish
Yourself From Your Competition" is also be available
as an eManual which means you'll save money on paper and shipping.

Use this link to reserve your copy of the eManual.

Don't let this down economy get you down. This is no time to give
up - it's time to get up and start doing more if you want to
start selling more today and everyday.

My 57 selling ideas will get you up and get you going in the right
direction.

Get your copy here!

Selling Tools to Help You Sell
More During Tough Times

I want you to invest in my books, CDs, and special reports because
great achievers are great students. "When the student is ready,
the teacher will appear." Are you ready to learn?

eBook - The 12 Best Questions To Ask Your Customers. These sales questions
turn sales prospects into lifetime customers.

Paperback - How To Double Your Sales Without Quadrupling Your Effort. There
is a secret to doubling your sales - learn it here.

Audiobook - How To Get Surefire Selling Results During Tough Times. My Success
Pyramid has 13 critical elements. Employ them and you'll enjoy more selling success.

Special Report - The 10 Biggest Mistakes New Sales Reps Make. Why make them when
you can avoid them.

Special Report - No-brainer Ways To Beat Your Competition At The Pricing Game. Learn how to neutralize the competitive pricing pressure in your sales territory.

Use this link to see which books I'm reading and recommending. These books will have a positive impact on your self-confidence in the art of selling.

Summer Sales Training

If you think your sales team needs sales training - they need sales
training.

I'll help you design it and I'll deliver a 2-hour, 4-hour, or an
8-hour sales training program for your sales team. In addition to
creative selling ideas I'll inject the training with high energy,
excitement, and passion. It's contagious!

Consider sales training if you want the second half of 2008
to be stronger than the first half.

Call (800) 266-1268 to set it all up.

Go here if you want to train your sales team this summer

Links To Previous Newsletters

Sales-secrets Best Advice

Link to Sales Dilemma

Link to Reinventing Yourself article

Link to Selling-Scripts article

Link to Hooked On Selling

Start selling more today and everyday . . .

Jim Meisenheimer

20 years . . .

512 customers . . .

83.3% repeat business

The Art Of Selling

noreply@blogger.com (Jim Meisenheimer) — Mon, 16 Jun 2008 18:16:00 +0000

The art of selling begins with the right attitude.

When you combine the right attitude with sharpened selling skills
you can achieve everything you want in sales.

There's a lesson from golf I'd like to share with you that may
impact your attitude - at least I hope it does.

If you know anything about golf, you know that the U.S. Open was
played this past weekend.

It came down to the last hole and the last putt. It was 12 feet
long. Sink the putt and you're going to the 18-hole playoff on Monday.

Tiger Woods sank the putt and would meet Rocco Mediate on Monday
18-hole playoff.

I was fortunate enough to play with Rocco 20 years ago in a Ronald
McDonald Charity event at the famed Oakmont Country Club.

Rocco has never won a major golf tournament. Tiger Woods has won
14.

So I'm cheering for both guys to win for different reasons.

It got me thinking about inspiration. It doesn't matter if you're
a professional golfer or a professional sales representative. We
all need to be inspired.

In 1969 Tony Jacklin won the British Open.

In 1970 Tony Jacklin won the U.S. Open.

Several weeks ago he was asked where he got his inspiration from
throughout his golfing career.

He said he was inspired by a poem. This poem that inspired Tony
Jacklin was written by his caddie John Elnor.

Here's the poem:

If you think you are beaten, you are.

If you think you dare not, you don't.

If you would like to win but think you can't, it's almost certain
you won't.

If you think you'll lose, you've lost.

For out in the world, you'll find, success begins in the fellow's
will. It's all in a state of mind.

Think big and your deeds will grow.

Think small and you'll fall behind.

Think that you can and you will.

It's all in a state of mind.

Life's battles won't always go to the strong or fast at hand, but
sooner or later, the man who wins is the man who thinks he can.

I think it's a terrific poem with a dynamic message for entrepreneurs
and salespeople.

Why not read this poem everyday before you make a first sales call.

One of the cornerstones to the art of selling is your attitude.

If you think you can you will. If you think you can't you won't.

Why would you ever imagine and think you can't when all it takes
is imagining and thinking you can?

Final Update - 57 Ways To Reinvent And Distinguish
Yourself From Your Competition

It's almost finished.

My New Special Selling Report titled, "57 Ways To
Reinvent And Distinguish Yourself From Your Competition"
will go to the printer at the end of the week.

Here's a look at just a few more ideas you'll find in my new
Special Report.

=> The most powerful word in sales . . .

=> The second most powerful word in sales . . .

=> Christmas cards that work . . .

=> Hail to the chief . . .

=> Great big attention getters . . .

=> Say thank you with bread gifts . . .

My special report, "57 Ways To Reinvent And Distinguish
Yourself From Your Competition" will also be available
as an eBook which means you'll save money on paper and shipping.

The prepublication price of the e-book is $19.97 and the regular
price will be $47 as soon as the book is released next week.

Use this link to reserve your copy of the eBook.

The pre-publication special price of The paperback is $29.97 is
good until the Report is printed. The new price will be $57.

This Special Report will show you 57 ways you can stand-out
and distinguish yourself from the mediocre majority.

Reserve your pre-publication copy right now.

Reading List

Successful people have big libraries. Very successful people have
very big libraries. Do you think there's any correlation here?

Use this link to see which books I'm reading and recommending.

How To Sell During Tough Times

When the economy is down is no time to cut back on sales training.
In fact street smart sales executives know the best time to invest
in sales training is when your competitors are not.

Your salespeople don't know what they don't know. Ignorance isn't
really bliss.

Go here if you want to get your sales team ready to rumble.

Links To Previous Newsletters

Link to Sales Dilemma

Link to Reinventing Yourself article

Link to Selling-Scripts article

Link to Hooked On Selling

A Sales Dilemma - Risks Aren't Scary Once You Take Them

noreply@blogger.com (Jim Meisenheimer) — Tue, 10 Jun 2008 18:56:00 +0000

A sales dilemma salespeople face sooner or later is taking risks.
This isn't theory - I know this firsthand.

You see, I spent 19 years working for other companies when I returned
from Vietnam.

13 of these 19 years were with American Hospital Supply Corp. which
was acquired by Baxter in 1985. I had all the jobs I ever dreamed
about including sales representative, regional sales manager, director
of marketing, vice president of sales, vice president of marketing,
and finally vice president of sales and marketing.

Back then I was never a big risk taker - I usually played it safe. My biggest sales dilemma was that I never took big risks when I
should have.

In 1985 I started thinking about going into business for myself. The emphasis was on the keyword thinking.

I talked myself out of it every six months for three years.

It was a scary thing I was thinking about doing.

Giving up and risking a six-figure income.
Giving up and risking stock options.
Giving up and risking a company car.
Giving up and risking a corner office.
Giving up and risking a phenomenal benefits package.

I was so scared I became paralyzed in my thinking.

This was risky business and I wasn't sure if I was up to the challenge.

Finally, I stopped thinking.

I made a decision that would change my sales career forever.

I established a written goal with a specific date. Here's what
my written goal said on a sheet of paper from a yellow legal pad.

"On February 5, 1988 I will resign my position to start my
sales training company."

I then signed it because it was a contract with myself.

The whole idea of doing this was still scary up until February
5th - the day I resigned.

What was once scary now became exciting and exhilarating to me.

The fear and concerns were replaced with new ideas, specific action
steps, and incredible focus.

If you're sitting on a big risk today, add up the advantages and
disadvantages. If the advantages outweigh the disadvantages - go
for it. Take the chance.

Your life will be better for it.

It's one less regret you'll have during your lifetime.

Don't fill your life with regrets when you can become the person
you dream about becoming.

He These words are especially appropriate whenever you face a major sales dilemma: "If it is to be, it is up to me!"

Update - 57 Ways To Reinvent And Distinguish
Yourself From Your Competition

I'm making good progress on my New Special Selling Report titled,
"57 Ways To Reinvent And Distinguish Yourself From
Your Competition."

The words are flowing like lava from an active volcano. Now you'll
be able to deal with any sales dilemma you face.

Here's a sneak peek at just a few of the ideas you'll find in my
new Special Report.

=> The bowtie guy

=> Three-step follow-up

=> Focus on the "Odds"

=> It makes perfect "Cents"

=> "To Do" and "Not to do" lists

=> How to turn cold calling into warm calling

I just spent a couple days with my speaking and writing buddies.
Told them about my new Special Report, "57 Ways To
Reinvent And Distinguish Yourself From Your Competition."

They asked me about the pricing I told them I was offering (Still
am) a prepublication special price of $29.97. I told them the
price will be $39.97 as soon as the report is released.

These are friends who call it the way they see it and they said
I was practically giving away this product and encouraged me to
raise my price.

I capitulated. When you think about it, it's 57 selling ideas you
can use to grow your business, become more productive,
outfox your competition, impress your customers and
no doubt enable you to earn more money.

You with you you can So here's what I decided. The pre-publication special price of
$29.97 is good until the Report is printed. The new price will be
$57.

57 creative selling ideas for 57 bucks.

Don't blend in with your competition. This Special Report will
show you how to stand out and distinguish yourself from the mediocre
majority.

Reserve your copy right now.

As the title implies this special report will give you 57 ideas
on how you can stand-out from the competition. The printed version
of the Report will be available in 2 weeks - so I'm offering a pre-publication
special price for all orders received before then.

If you order today you can save $27.03. Regular price is ~~$57~~.
Pre-publication special price is $29.97.

Reserve your copy here and your competitors won't know what hit 'em.

Selling Tips

Go here to see 8 selling tips submitted by experts
and sales professionals around the world.

Use this link to see these selling tips and to add your
own selling tips and success stories.

Motivate Your Sales Reps To
Sell During Tough Times

What's the biggest sales dilemma your sales team faces? If your salespeople are down because the economy is down, my sales training is designed to pick them back up.

Your salespeople can drink all the Starbucks coffee they want (loaded
with caffeine) and that won't have any impact on sales. On the other
hand, if they're drinking the coffee during my sales training -
look out!

Tough times require tough salespeople. My Knockout Sales Training
builds winning teams?

Go here if you want to get your sales team ready to rumble.

Links To Previous Newsletters

Link to Reinventing Yourself article

Link to Selling-Scripts article

Link to Hooked On Selling

Checkout These New Web Pages

noreply@blogger.com (Jim Meisenheimer) — Mon, 14 Apr 2008 13:06:00 +0000

Here are six new web pages recently added to my new Start Selling More website

http://www.startsellingmore.com

Six new pages:

http://www.startsellingmore.com/attitudeiseverything.html

http://www.startsellingmore.com/sales-moxie.html

http://www.startsellingmore.com/fastfirstimpressions.html

http://www.startsellingmore.com/successful-selling.html

http://www.startsellingmore.com/phoneselling.html

http://www.startsellingmore.com/sellingfromhome.html

Jim Meisenheimer

Coming soon . . .

noreply@blogger.com (Jim Meisenheimer) — Wed, 02 Apr 2008 21:02:00 +0000

Coming soon . . .

My best CDs will be available as MP3 files.

I've had so many requests to do this, I finally
got off my butt and did it.

Next week 6 titles will be available.

See my Start Selling More Newsletter next week
for details.

Start selling more today and everyday . . .

Jim Meisenheimer

http://www.startsellingmore.com

Check it out

noreply@blogger.com (Jim Meisenheimer) — Tue, 01 Apr 2008 19:58:00 +0000

Check out my new website:

http://www.startsellingmore.com

Jim Meisenheimer

Links You Can Use To Grow Your Business

noreply@blogger.com (Jim Meisenheimer) — Mon, 24 Mar 2008 14:59:00 +0000

I just added a links page to my new website. Please check it out, there are a few gems you can use.

I plan to add links often - so please come back and visit again.

Go here: http://www.startsellingmore.com/links.html

Selling From Home

noreply@blogger.com (Jim Meisenheimer) — Mon, 17 Mar 2008 15:53:00 +0000

Selling from home - if you're in the selling profession you probably spend at least some time
working fromyour home office.

I started thinking about this during my 4 mile bike ride this morning. I can't explain why I just
started thinking about home offices. And then I started to think about what
makes a good office set-up for professional salespeople?

What's the ideal environment when selling from home?

During my sales training programs I often ask salespeople how many days a week are they selling from home? You'd be amazed at the responses I've gotten. It runs the gamut from zero to three days a week. Different businesses have different requirements and protocols for their salespeople.

Whether you spend a half day a week or three days a week selling from your home office it's important that you set it up in a way that maximizes your productivity.

I remember years ago my first office was tucked into a corner of my one-bedroom apartment in
New York City. The desk consisted of two 2-draw file cabinets with an old door placed over the file cabinets to serve as a desktop. Those were the days.

It scares me to think about all the selling tools I didn't have when I started my first sales job.
Whether you're just starting out in the selling profession or are a seasoned sales veteran here's a list of things to consider for your home office.

First things first!

1. Ideally, you want to have a dedicated room for your office. I realize that's not always possible
but it's always a practical idea.

2. A good size desk with a return for your computer. I think, the bigger the better. Remember, this
will serve as command central for your business.

3. Good lighting is important especially if your work includes a lot of reading.

4. A desktop telephone and a headset. Wearing a headset enables you to become more animated and energetic on all important telephone calls. This can have a big impact on your selling results.

5. Color-coded filing system. Use red folders for high priorities, yellow folders for medium priorities, and use blue folders for low priorities. Use a desk organizer for these priorities folders.

6. A desktop computer with a flat-panel 19 inch screen is ideal for most applications.

7. You should also consider the following: a fax machine, a copier, a scanner, a printer, a color
printer, and the postage meter if you do frequent mailings. You'd be amazed how much time you can waste going to and from the post office.

8. Since time is money I also suggest a clock and a timer to keep you on time.

9. You might also want to consider a video cam and a digital tape recorder. While you're at it a digital camera.

10. Within arms reach I also suggest having a dictionary and a thesaurus. Open the dictionary and
cross out the following words - can't, impossible, hope, and discount. Tomorrow I'm flying to California. I'm not hoping the pilot can get me there, I'm expecting him to get me there - that's a big difference. And remember, when you're selling, you get what you expect!

11. Depending on how much time you spend selling from home and of course your budget, you should have a very comfortable chair. You'd be amazed at how many salespeople and entrepreneurs are using chairs that are a pain in the back.

12. A white board - the bigger the better. It's a great place to post your goals and your results.
Written goals make things happen for salespeople, so why not put them up in neon lights so you can see them every working day.

13. The more time you spend selling from home the more important this is. Fill your office with
things that inspire and motivate you. You'll find selling from home easier if you do!

14. You should also have a bookcase filled with inspirational, motivational, informational, and
educational books. The size of your bookcase is a pretty good predictor of your selling success.

You should also buy a couple of big three ring binders. Buy a couple of reams of 3-hole copy paper. There's a lot of good information available as downloads that you can print and file in these binders.

Clutter affects creativity. Every three months toss away everything in your office that isn't essential for your home office productivity.

As time goes by continue to add things to your office that make you more comfortable and more productive.

Just don't get too comfortable in your office. Do everything you can to optimize your face-to-face selling time with your sales prospects and customers - that's where the real action is.

You'll make more money selling on the street than you will selling from home.

Start selling more today and everyday . . .

Jim Meisenheimer

Publisher - Start Selling More Newsletter

19.5 years . . .

509 corporate customers . . .

83.3% repeat business . . .

(800) 266-1268

PS - Add this to the top shelf of your business bookcase! Here's a special offer for my Newsletter Subscribers. My sales manual titled, "The Ultimate No-Brainer Selling Skills Manual Volume I." Go here for details. Includes (2) Fre-e Bonuses.

Or if you prefer you can cut and paste this link into your browser.

http://www.kickstartcart.com/app/javanof.asp?MerchantID=39581&ProductID=2584349

PPS - Just (2) sets left of the half-price 3-pack of CDs I told you about the last two weeks.

Here's your link to order the half-price 3-pack of CDs.

Fear Of Public Speaking And How To Conquer It

noreply@blogger.com (Jim Meisenheimer) — Mon, 04 Feb 2008 21:00:00 +0000

The fear of public speaking ranks pretty high on any list of what people fear most. I've seen it rank higher than death and even skydiving.

As a teenager I had the worst fear of public speaking imaginable. I won't bore you with the details. But it is enough to say that during the last 19.5 years I have earned a living as a professional speaker. Heck - I've even been nominated to the Speaker Hall Of Fame five times.

The bottom line is - if I can do it, anyone can do it. From time to time, if you're in sales, you're going to give sales presentations to different groups both large and small. Selling to groups is like selling to individuals - only the size of your audience is different.

There's no need for you to suffer any anxiety - like I did.

Here's a list of 9 things you can do to make your stand-up sales presentations stand-out:

1. Do everything you can to make your sales presentation a conversation with your audience which means you have to get them involved. The easiest way to do this is to ask open ended questions.

2. Focus on what you want them to remember instead of overwhelming them with nauseating details. Less is always more when you're speaking and selling.

3. Beware of the dreaded monotone. The only way to tell if you speak in a monotone is to record yourself. Treat yourself and listen to what your audiences are listening to. This is so simple yet it's so scary and intimidating to most people - only a small minority of salespeople actually record and listen to their sales presentations.

4. Have some fun. Forget about being perfect, it's not worth the effort. Enjoy yourself, enjoy your audience and just be yourself. In the speaking business, that's referred to as being authentic - the real thing!

5. Most people are tired of seeing PowerPoint presentations. So - skip the PowerPoint and tell stories and share experiences which are more meaningful and ultimately more memorable.

6. Don't cling to the podium. Move around as you're speaking to your group. You'll come across as being more relaxed doing it this way. It's also a great way to eliminate your fear of public speaking. Just think of it as a conversation with a group of people.

7. It should go without saying, but I'll say it anyway, inject passion and enthusiasm throughout your sales presentation. It's the biggest energizer on the planet and you don't want to leave home without it.

8. Finish strong and leave them wanting to hear more from you. Prepare this and don't think about winging it.

9. The four best ways to start and end your presentation are: Start with a quotation. Start with a compelling statement. Start with a rhetorical question. Start by telling a meaningful short story. Any fear of public speaking you may have will be vaporized by your preparation.

When you start your sales presentation you want to grab them. When you end your presentation you want to WOW them.

A big No-No. Never read your presentation. Never!

If you incorporate these speaking tips into your stand-up presentations, you'll be sure to stand-out!

Your fear of public speaking will always take a back seat to a prepared and rehearsed sales presentation.

Special note: If you want to sharpen your presentations skills you should add this CD to your personal business library: 17 Ways To Make Your Stand-up Presentations Stand-out.

There's no need to suffer with your fear of public speaking especially when you're selling products and services that require stand-up sales presentations to small and large groups.

Order your copy today - you'll be glad you did.

Start selling more today and everyday . . .

9 Cell Phone Etiquette Tips For Salespeople

noreply@blogger.com (Jim Meisenheimer) — Mon, 04 Feb 2008 20:51:00 +0000

Do you know what cell phone etiquette is?

Here's what it's not!

Do you remember life before cell phones? I do!

Do you remember where the bank of telephones were located and where they weren't located? I do!

Could you find telephones at every table in every restaurant? I don't think so!

Could you find telephones for everyone in hotel and rental car shuttle buses? I don't think so!

Could you find telephones on escalators and elevators? I don't think so!

Could you find telephones anywhere other than an obscure place where your telephone conversation couldn't be heard by all? I don't think so!

I believe it's rude and obnoxious to force people to listen to your private conversations.

Now having said all this I fully realize my little rant is not going to change the world. However I feel better getting it off my chest.

Here are 9 cell phone etiquette tips for salespeople and entrepreneurs. These tips are meant to be constructive and helpful.

1. Get rid of the cutesy and loud ring tones. Choose vibrate over the ring tone.

2. Turn off your cell phone when going to a meeting, a restaurant, a church, a movie, and yes even a sales call.

3. Keep your distance from other people. Allow 10-20 feet from the closest person.

4. "Can you hear me now?" Everyone can hear you now. The technology is so good you can actually talk at a lower volume and still be heard. So unless somebody says, "I can't hear you" you don't have to raise your voice to talk on your cell phone.

5. "We just landed, I'm waiting to get off the plane." So what and who really cares?

6. Do you really need to use your cell phone behind closed doors in the washroom?

7. Using your cell phone in a restaurant is rude. Bring a book instead.

8. It's stupid and dangerous to be on your cell phone while jogging, biking, and rollerblading - yet I see people doing it every day.

9. It's risky business using a cell phone while driving at any speed. There are so many people who are talking and driving, you just might want to pay more attention to your driving. Have you ever had a "Close call" while you were talking and driving? Enough said.

Cell phones are a phenomenal resource for salespeople and entrepreneurs. You can't control how other people use their cell phones, you can however make better use of your cell phone.

Finally, I wouldn't be too quick to give a gazillion people your cell phone number. Everyone who has your cell phone number, including family, friends, business associates, sales prospects, and even your best customers expect a return call within an hour.

It's impossible to take control of your time and your life when hundreds of people have your cell phone number. You can't be proactive when you're tethered to your cell phone being reactive.

It's your life and your time is limited. If you give it some thought, I'll bet you can take back control of your time and your life.

Start selling more today and everyday . . .

Entrepreneurs - Start Selling More

noreply@blogger.com (Jim Meisenheimer) — Fri, 28 Dec 2007 14:36:00 +0000

Entrepreneurs Corner - Priority Information

If you're an entrepreneur and you're either selling
online or starting to think about it - sooner or later you'll
need a shopping cart. And you'll need a shopping
cart that does it all for you without any hassles.

I've been using my shopping cart now for 6 years and they
have never let me down.

Here's a link where you can check it out. If you're not in
the market and know someone who is - please forward this link
to him.

http://www.kickstartcart.com/app/?pr=31&id=122535

These guys are good!

Affordable and Powerful. Click Here to try the World's Smartest Shopping Cart system.

Telephone Sales Tip

If you rely on the telephone to make appointments
and follow-up with your sales prospects and customers, you need
to visit my good friend Art Sobczak's website.

He'll show you "How You Will Get More Sales, Appointments
and Commitments By Phone, In Less Time, and Without
Morale-Killing Rejection."

Art is simply brilliant and you need to put him on your team:

Go here for details:

Here's A Spam Filter That Works!

You can go here to check them out:

Need a new website?

One of my newest suppliers
is someone I've had on my To Do List for years.
Well, two months ago I signed up with them and started building
a new and functional website.

In the last 8 weeks I've built a 39 page website that works.
They have manuals and video tutorials that walk you through
the process step by step.

Most people don't have a clue about how to build a website
that works. Having cute graphics isn't enough.

My new website is a work in progress and I won't declare it's
finished until I have about 100 pages. You can see my new website
at: http://www.startsellingmore.com

Remember - it's a work in progress.

I just got an e-mail from the company I'm working with and
they're offering a 2-1 special offer. Please remember - this
isn't just about hosting a website - they simplify the entire
process for you.

Please go here to get all the facts:

Best wishes for continued success during 2008.

Jim Meisenheimer

Check out my Start Selling More website

Sales Management - Last Call

noreply@blogger.com (Jim Meisenheimer) — Thu, 27 Dec 2007 18:48:00 +0000

Sales Management Last Call!

You can still register your salespeople for my May 7-8 Sales Training Boot Camp now and save $400 off the registration fee.

Learn more about my Early Bird Special here: Only 7 still available:

Use this link to download a FAX registration form:

or cut and paste this into your browser:
http://www.meisenheimer.com/sales_training/mayregisform.doc

Your salespeople will take away proven sales tips and techniques.

Jim Meisenheimer

15 Sales Tips To Start Selling Smarter In 2008

noreply@blogger.com (Jim Meisenheimer) — Tue, 18 Dec 2007 16:27:00 +0000

Here are 15 sales tips you can use to sell smarter during 2008. With the right sales motivation, you can become as successful as you want to be!

However, you must come to grips with this fact. If you aren't outrageously successful at this moment, thinking about it won't make it happen.

The end of the year is a busy time of the year for most of us, I know it is for me. I'm looking at where I've been this year, where I am at this moment, and where I want to be at the end of 2008.

Here is a short list of 15 sales tips you can use to make 2008 your best sales year ever:

1. Analyze what worked for you during 2007.

2. Likewise - analyze what didn't work for you during 2007.

3. Establish personal and professional goals in writing for 2008 - goal-setting is critical for sales success.

4. Put these goals on a white board in your office - the bigger the white board the better. If you can't see your goals you're less to stay focused on them throughout the new year.

5. Create written action plans, and the emphasis is written, for all goals with specific completion dates - these dates should be added to your electronic calendar.

6. Call your biggest and best customers and thank them, again, for their business.

7. Get the biggest trash can liner you can find and toss away everything that isn't absolutely essential to your success. Go through your office, your car, and your briefcase. Clutter has no place in an organized office. It just gets in the way, even blocks, your momentum.

8. Ask yourself, "What is holding you back?" It's a serious question which deserves some serious thought. It's stupid to do the same stupid things over and over!

9. Ask your sales manager what his priorities are for 2008. Don't assume you know what they are. Listen carefully to his response.

10. You should also ask your best customers the same question. Ask them what their challenges are for the new year. Ask them how they're planning to grow their business in the new year. Ask them how they're planning to measure success with their suppliers. These questions and others found in my book titled, "The 12 Best Questions To Ask Customers" will give you a significant advantage over your competitors.

11. Allocate 30 minutes a day to reading about your profession - okay listening to CDs is acceptable. This requires discipline. You will become an expert and a giant in your industry if you do this. If you don't, you'll just be in step with the mediocrity brigade. This sales tips is easy to say and hard to do. Do it and you'll be rewarded with more sales and of course added wisdom.

12. Get involved with a mastermind group which means starting one if you have to. My group, Masters Speakers International, of course we had to give it a sexy name, has been meeting four times a year for 10 years. My time with this group of talented people has made a huge difference in my life and in my business.

13. I can't tell you how many e-mails I receive saying, "as soon as I start making more money, I'm going to start buying some of your products." Unfortunately, good intentions won't make you outrageously successful. Investing in yourself is a requirement, not something that depends on your income.

Your personal business Library is a good predictor of your future success. You can't put a price on a good idea. And it takes a steady stream of good ideas to become outrageously successful.

14. Here's another sales tip - don't try to do everything yourself. You'd be absolutely amazed at what you can outsource for a very reasonable price. The next time you have a small project you wish you could give to somebody else, go to www.elance.com and see what they can do for you. You just might be surprised!

15. Finally, it's impossible to be good at everything. If there is something that you are not good at and you need to be good at it, for Pete's sake hire a sales coach. A good sales coach won't cost you anything. Yup, a good coach doesn't cost, he pays. A good coach can help convert your sales weaknesses into sales strengths.

If you like what you read in my Newsletters, you'll love what I can do for you as your sales coach. You can get more information here. http://www.meisenheimer.com/sales_coaching/index.shtml

Look - you can use these 15 sales tips to start selling more in 2008! You deserve it!

It sad but true, not everybody wants to be outrageously successful.
Some people don't want to be accountable for their results - they prefer a pity party. Some people prefer mediocrity over superiority. Why would anyone ever think like that?

Some people postpone living to sometime in the future, when in fact the only time we are guaranteed is today.

We live in a great country, we really do. Sure things aren't always hunky-dory. But you sure do have to admit that America has unlimited opportunities for those who have desire, focus, ** discipline **, commitment, passion, and a great deal of enthusiasm for life and for business.

Van VanBebber says, in The Wall Street Journal, "We should all save and study more, and spend and weigh less." That's pretty good advice as we head into the New Year.

His advice, however, requires a great deal of self-discipline. Are you up for it?

Becoming outrageously successful also requires a great deal of self-discipline.

Do you have what it takes to do what it takes to become outrageously successful?
Here's your choice - you have it or you've had it!

Sales Management Savings Tip

Please forward this to your sales manager:

You can register your salespeople for my May 7-8 Sales Training Boot Camp now and save $400 off the registration fee.

Learn more about my Early Bird Special here: Only 12 available:

Use this link to download a FAX registration form:

or cut and paste this into your browser:
http://www.meisenheimer.com/sales_training/mayregisform.doc

Entrepreneurs Corner - Priority Information

If you're an entrepreneur and you're either selling online or starting to think about it - sooner or later you'll need a shopping cart. And you'll need a shopping cart that does it all for you without any hassles.

I've been using my shopping cart now for 6 years and they have never let me down.
Here's a link where you can check it out. If you're not in the market and know someone who is - please forward this link to him.

http://www.kickstartcart.com/app/?pr=31&id=122535These guys are good!

Affordable and Powerful. Click Here to try the World's Smartest Shopping Cart system.

If you rely on the telephone to make appointments and follow-up with your sales prospects and customers, you need to visit my good friend Art Sobczak's website.

He'll show you "How You Will Get More Sales, Appointments and Commitments By Phone, In Less Time, and Without Morale-Killing Rejection."

Art is simply brilliant and you need to put him on your team:
You can go here to check them out:

I don't know about you, but I get a ton of e-mails every day. Lately I've been averaging 1,000 a day. So of course I need a Spam Filter and have been using Spam Arrest for several years and they have been a terrific resource for me and could be for you too.

Go here for details:

Need a new website? One of my newest suppliers is someone I've had on my To Do List for years. Well, two months ago I signed up with them and started building a new and functional website.

In the last 8 weeks I've built a 36 page website that works. They have manuals and video tutorials that walk you through the process step by step.

Most people don't have a clue about how to build a website that works. Having cute graphics isn't enough.

My new website is a work in progress and I won't declare it's finished until I have about 100 pages. You can see my new website at: http://www.startsellingmore.com/Remember - it's a work in progress.

I just got an e-mail from the company I'm working with and they're offering a 2-1 special offer. Please remember - this isn't just about hosting a website - they simplify the entire process for you.

http://www.sitesell.com/Strategist.html

Please go here to get all the facts:

Words of Wisdom . . . Cervantes

A wise man does not trust all his eggs to one basket.

A proverb is a short sentence based on long experience.

A stout heart breaks bad luck.

Rants, Raves, and Other Loose Ends

I downloaded your “12 Dazzling Strategies” report prior to an important meeting the following morning.

Before the sales call I read through your report focusing specifically on closing the sale.

The content was inspirational and as with all great things very simple. It got me very focused.

I asked your question “Do you have any questions or are you ready to take the next step” and got the desired result.

No issues and closed the sale there and then.

Thanks Jim, I’ll be using it again and again.

Alan Hemson

Start selling more . . .

Jim Meisenheimer
Publisher - Start Selling More Newsletter

19.5 years . . .
505 corporate customers . . .
83.3% repeat business . . .

Sales Tips And Sales Tools You Can Use

noreply@blogger.com (Jim Meisenheimer) — Tue, 13 Nov 2007 19:14:00 +0000

November 13, 2007

Dear Sales Executive

There are six weeks left to scramble to make your 2007
sales numbers and to prepare for a fast start in 2008.

Here are two sales management tips you may be able
to use:

1. Change your definition of the word "Preparation" to
mean - it's gotta be in writing. Make sure your sales
team gets this point.

2. There's no getting away with this, you must read the
right stuff to keep your pipeline flowing with new ideas
you can share with your sales team. It also sets a
great example for your team.

Just take a few minutes everyday to sharpen your axe
and you'll chop more wood every year.

In addition to sharing these sales management tips with
you there are two other important items I'd like you to
consider.

First. My next 2-day Sales Management program, which is
strictly limited to three sales executives, is scheduled
for January 29-30, 2008. It's a great time to be in Florida.

That's the good news. The bad news is I only have one
seat still available.

Here are 6 reasons why you should attend:

1. You have or will have new sales reps on board. I have
some proven ideas on how to shorten their learning curve.

2. Your sales team has their arms wrapped around some
big accounts and can't seem to close them. I've been there
and done that and have some very creative ideas which will
bust the doors open with these accounts.

3. Your salespeople feel they're doing a great job and
you believe there is room to grow. I'll share the standards
of performance concept with you which means you'll learn
how to measure what matters most.

4. Your salespeople tend to be all over the place during
sales calls, especially with high potential prospects. I'll
show you how to get your sales team to prepare pinpoint
objectives for every sales call.

5. You want to become a better field coach when working with
your sales people in their territories. I'll share 4 things
every sales executive must do when you're coaching your
salespeople.

6. You may be tired and worn out from the fast pace and
all the demands you have on your shoulders. After spending
2-days with me and two other like-minded sales executives,
you'll leave refreshed, energized, and loaded with new ideas
you can use throughout 2008 to motivate your sales team.

Use this link to register online and to reserve the last seat.

http://meisenheimer.com/sales_training/sales_mgmt.shtml

Use this link if you prefer to use a FAX order form:

http://www.meisenheimer.com/sales_training/january08form.doc

One more thing. My 14th Sales Training Boot Camp is
scheduled for May 7-8, 2008.

Last year I tried something new and it exceeded my
expectations - so I'm doing it again this year.

I'm offering substantial savings for Early Bird Registrations.

By registering early you can save $400 per person which means
you'll save 28.6% on every seat you reserve off the regular
price of $1397.

This is a limited time offer.

The offer is limited to the first 20 who register. There are
only 15 still available - so you must act ASAP to lock in these
big savings.

This Early Bird Registration will end December 31, 2007 or when
the first 20 have reserved their seats - which ever comes first.

If you have a new sales rep or are planning to hire a new sales
rep in 2008 - sign them up now. Use your name when you register and
we'll change the name after you hire your new sales rep.

If you have a good rep who has been beaten up by his competitors
and customers - send them to my Boot Camp. You'll be amazed
at the change you'll see. You'll also be amazed at their sales
productivity.

If you have a top performer who you want to recognize - send them
to my Boot Camp. I can help your top performers kick it up
a notch.

My Sales Training Boot Camp emphasizes No-Brainer Selling Skills
which are easy to learn and even easier to apply.

Sending your salespeople to my Sales Training Boot Camp really
is a No-Brainer!

Use this link to register online and to reserve your Early Bird ticket:

http://meisenheimer.com/sales_training/sales_bootcamps.shtml

Use this link if you prefer to use a FAX order form:

http://www.meisenheimer.com/sales_training/mayregisform.doc

It's time to start selling more . . .

Jim Meisenheimer

Publisher - The Start Selling More Newsletter

19.5 years . . .

505 corporate customers . . .

83.3% repeat business

(800) 266-1268

e-mail: jim@meisenheimer.com

How Pablo Picasso Dealt With The Price Objection

noreply@blogger.com (Jim Meisenheimer) — Mon, 05 Nov 2007 21:38:00 +0000

Whenever I'm doing an in-house corporate sales training program, I always ask the group this question. "What are the biggest challenges you face in growing your business?"

Within ten nanoseconds, someone raises his hand and says, "The price objection."

It never fails.

Is this how you feel? Do you find it difficult and aggravating to defend your price on a daily basis?

There is a better way. Why defend your price when you can explain your value?

But first let's see how Pablo Picasso dealt with the price objection when it was raised.

This is a story about Pablo Picasso. The source is unknown.

In Paris, there was a woman strolling along a street, when she spotted Picasso sketching near a sidewalk cafe.

"Not so thrilled that she could not be slightly presumptuous, the woman asked Picasso if he might sketch her, and charge accordingly. Picasso obliged. In just minutes, there she was: an original Picasso."

“And what do I owe you?” she asked. “Five thousand francs,” he answered.

“But it only took you three minutes,” she politely reminded him.

“No,” Picasso said, “It took me all my life.”

He established the value not the customer, though she wanted to.

What are you worth? Have you ever thought about that?

What's your time worth? What is your experience worth to a potential customer?

It seems to me that too often a price is put on a product. And this price is compared to a competitor's price. That's pure nonsense!

That's like Picasso being compared to Hooey Tooey a young painter in Paris.

Each painter has a sketch in pencil on paper. I'm sure a Un jeune peintre (a young painter) wouldn't consider charging five thousand francs for his sketch.

As an entrepreneur or professional sales representative you count.

Your ideas, creativity, and imagination count too.

Your experience counts even more.

If you don't share it with your prospects and customers they won't see your genuine value.

It's up to you to establish your value - the higher the better.

When you start thinking like Pablo Picasso, you'll start selling more and start selling more profitably.

PS - Picasso knew how to close a sale. I hope you do too. If this isn't one of your strengths, my best selling CD titled, "Closing The Sale" is made for you.

Use this link

Sales Management Tip

Now you can save $400 when you register early for my next Sales Training Boot Camp scheduled for May 7-8, 2008. This special price is limited to 20 (14 still available) people and expires 12/31/07 whichever comes first.

Who is the ideal candidate for this Boot Camp?

Well, new sales reps will benefit and so will their sales manager, with a shortened learning curve.

Experienced sales reps who have lost their competitive fire will also benefit when they return with sharpened selling skills, new selling skills and recharged batteries.

And yes, even your superstars will benefit when they sharpen existing skills and take away new ones.

And all Boot Camp participants will take a behavioral styles profile which will enable them to adapt their selling styles to their customer's buying styles.

You can get more information here.

Time Saver Tip

Pressed for time - you can now see this Newsletter posted on my Blog. I'm usually able to post it the same day the Newsletter is published - FYI.

Go here to see the Blog:

http://meisenheimer.com/startsellingmore.html

Sales Tip

I was reminded of this the other day.

People love to buy, buy they hate to be sold. Don't you feel this way?

As you drive from account to account and make your sales calls - remember you're calling on living, breathing human beings.

Take an interest in them and they'll likely take an interest in you.

The single best way to show your interest in another human being is to ask good questions.

As you know I spend a lot of time with professional salespeople and it never ceases to amaze me how weak most salespeople are when it comes to asking questions.

It's ironic that most salespeople are comfortable with the questions they're asking - because they always ask the questions out of habit, not because of stellar results.

I can help any sales person ask better questions. It's all in my book "The 12 Best Questions to Ask Customers." I have 20,899 subscribers to this newsletter which means 11,949 subscribers have taken a pass on getting this book.

If I had to pin my success during the last 19.5 years on one thing and only one thing, I would say, I am where I am today because of the questions I ask when talking with my prospects and customers.

If you're not having the best sales year of your career, it could be you're not asking the right questions. Heck - it could also mean your competitors have read my book and are asking better questions than you are. Scary thought!

You can help your customers buy your products / services as soon as you start asking better questions.

The "12 Best Questions To Ask Customers" book is available as an eBook or paperback.

Words of Wisdom

How to succeed? Try hard enough!
Malcolm Forbes

You are the product of your own brainstorm.
Rosemary Konner Steinbaum

Anything you can imagine is real.
Pablo Picasso

Rants, Raves, and Other Loose Ends

I have used your "Art of Closing the Sale" course with my nineteen (19) person sales staff in Dallas Texas with an extremely favorable response to the material. Short and directly to the point is what they felt impacted them the best.

No extensive chapters to read, just concise facts that will benefit my entire team.

Ed Snelling
Vice President - Sales
Total Design on Marble & Granite

Start selling more . . .

Jim Meisenheimer
Publisher - Start Selling More Newsletter

19.5 years . . .

505 corporate customers . . .

83.3% repeat business . . .

(800) 266-1268

PS - When your prospects and customers like you, they'll begin to trust you. The way you get people to like you is to take an interest in them. And the best way to do that is by asking "The 12 Best Questions to Ask Customers."

The 2 Biggest Mistakes Salespeople Make

noreply@blogger.com (Jim Meisenheimer) — Tue, 23 Oct 2007 16:31:00 +0000

Here are the 2 biggest mistakes salespeople make - especially new salespeople.

1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it!

Don't be too quick to be full of yourself. And remember - you probably don't know what you don't know. That's a scary proposition!

It's been said, "Once you're done changing, you're done!"

So become a student of selling. Don't let a day go by without learning something new about your new profession - sales.

Create file folders with these labels:

>>> Goal setting
>>> Time management
>>> Account management
>>> Territory management
>>> Telephone skills
>>> Prospecting
>>> Asking questions
>>> Sales proposals
>>> Negotiating
>>> Value added selling
>>> Communicating skills
>>> Sales force automation

You will become what you read!

The more you learn - the more you'll earn! There's a direct connection between them.

Make it a point to visit www.ezinearticles.com every week. You'll find thousands of free articles you can download.

Next, you can download, print, read and add articles to your file folders. It's a great way to stay ahead of your competition.

Here are five books you should have in your personal library.

You can find these books using this link. http://meisenheimer.com/aboutjim_salestraining/sales_read.shtml

1. Made To Stick – Heath brothers
2. Irresistible Offer – Mark Joyner
3. How To Win Friends And Influence People – Dale Carnegie
4. The 12 Best Questions To As Customers – Jim Meisenheimer
5. The Greatest Salesman In The World - Og Mandino

Here on five magazines you should consider subscribing to if you want to be well informed about business:

1. Business 2.0
2. Fast Company
3. Inc.
4. Entrepreneur Magazine
5. Fortune

If you’re well read, you'll be well informed!

And - well informed people make good conversationalists.

And good conversationalists make great salespeople.

2. The second biggest mistake salespeople make is believing the more you talk the more impressive you’ll be . . . actually the less you say, the smarter you’ll sound.

Most salespeople just don't get this. Most of you are hired because of your ability to communicate - your ability to talk. So when you're seated across a desk with a live customer is it no wonder you begin chattering away?

Please don't think I'm picking on you. I used to do the same things myself. I could talk fast, I could complete other peoples sentences for them, I could get mugged by my own mouth, which sad to think about happened more than I care to remember.

Selling really isn't about talking. Selling is more about listening. You don't start with what you have - your product/service. You start with your customer’s need to solve a particular problem.

If this isn't bad enough - talking too much - most salespeople are lousy listeners. It's no wonder why so many salespeople are just plain mediocre. They’re all making the same mistakes.

If you want to increase your sales and make a ton of money you should learn how to employ your ears before you engage your mouth. Another way of saying this is you should make asking open-ended questions a very high priority every day.

Wisdom has never been associated with excessive talking and babble. Wisdom comes from learning and listening. Wisdom is seldom loud but rather quiet. Some of the best salespeople I've ever interviewed have been quiet and soft-spoken as they go about their business of solving customer problems.

Here’s a choice many salespeople fail to consider. The choice is, you can chase customers or you can attract them. What makes people attracted to you? Is it your nonstop talking? Is it knowing the answers even before you ask the questions? Not really!

If you’re new to sales or even an experienced sales rep, you should recognize that you don't know a lot about anything until you ask questions. You should also know, given the situation, the more you talk the dumber you'll sound.

As you might imagine, when you meet people for the first time you’re being judged on your first impression. Two things influence first impressions - how you look and how you sound.

You can look really good and blow it by sounding really bad. You can remedy this by paying attention to your appearance and paying equal attention to what you say during the sales call.

This gives new meaning to the old saying "Less is more."

To sum it all up - if you’re in sales the less you say, the more you'll sell!

Well, that's a wrap. Now you have the 2 biggest mistakes most salespeople make. If you've been selling for less than 18 months you might be interested in learning what the other 8 biggest mistakes are so you can avoid making the top 10 biggest mistakes.

I've written a Special Report titled, "The 10 Biggest Mistakes New Salespeople Make And How To Avoid Making Them."

There's a good chance you're making some of these mistakes and it's probably costing you some business and personal income.

"The 10 Biggest Mistakes New Salespeople Make And How To Avoid Making Them" is available as an eBook or in print version.

You can get it for less than ten bucks - see the details here:

Sales Management Tip

If your fiscal year is a calendar year, you should give some thought to having your Kickoff sales meeting in December or very early in January. I've heard all the reasons why some companies can't do this.

But to have your Kickoff meeting late January, February, or even in March is not using good judgment, in my opinion.

Imagine you're a sales representative and you get your 12 month sales plan 1.5 months into the New Year. It sends the wrong message - and you come out of the gate slower than an overweight tortoise.

Just because you've always done it this way, is no reason to continue to do it this way.

I'm available for in-house (Your location) Sales Training programs in December and January. Please call (800) 266-1268 to discuss the possibilities.

On another note . . .

Early Bird Registration Special for my next Sales Training Boot Camp is $997, which means you save $400 smackaroos. This special price is limited to 20 (15 still available) people and expires 12/31/07 whichever comes first.
You can get more information here.

Time Saver Tip

During a presentation, usually when you’re speaking, have you ever caught a potential customer trying to sneak a peak at his watch? Of course, you have, and so have I, up until I made a discovery. What I learned was that potential customers looked at their watches when I was talking, not when they were talking. They always become more interested in any subject when they are the ones doing the talking.

And the more they talk, the less likely they’ll be to look at their watches. And as a matter of fact, I’ve never seen a potential or actual customer look at their watches when they were talking.

Another reason to get your customers talking is that if they’re spending less time looking at their watches, you’ll get more quality time with them.

If you want more quality time with your prospects and customers always ask really good open-ended questions. The better the question, the more you’ll learn about the person you’re talking to.
Watches tell time. They don’t determine how much of it a customer will give you. Getting more time depends less on what you say and more about the questions you ask.

What's the value of a good question - priceless!

Source: An excerpt from Jim Meisenheimer's book, "57 Ways To Take Control Of Your Time And Your Life." You can get your copy here.

Sales Tip

Here is a fabulous definition of marketing - "Marketing is all the activities you do, big and small, to attract and retain customers."

Here's the sales tip for you. Don't leave marketing, in your territory, exclusively to your corporate marketing department.

I believe a sales person should be the chief marketing officer for his sales territory. Keep a file of ideas that are working for other businesses. You don't have to invent anything. There are marketing ideas you can use all over the place.

If you really have an open mind you can find ideas every day in the Sports and Business section of almost every daily newspaper. But your mind has to be open.
Try it!

Words of Wisdom

I have always thought the actions of men the best interpreters of their thoughts. John LockeWell done is better than well said. Benjamin Franklin

Between saying and doing many a pair of shoes is worn out. Italian Proverb

After all is said and done, a lot more will have been said than done. Author Unknown

Rants, Raves, and Other Loose Ends

I wanted to thank you for your eCourse, “The Art of Closing the Sale” and also for your newsletters! I used some part from each lesson during the course of my sales meetings.

One of my sales reps was having a problem handling the "How much does it cost" question during his presentation. I gave him your response “It depends.”

He put this little lesson to use the very next day and had success immediately! A client interrupted him mid-sentence 3 minutes into his presentation and he quickly replied, “It depends.”

Then, he waited. Well, the client began answering his own question and our rep regained control and closed the deal!

Your courses are short, sweet and to the point! Looking forward to more words of wisdom from the “Sales Meister.”

Deb Eaton

The Art Of Closing The Sale

Start selling more . . .

Jim Meisenheimer

Publisher - Start Selling More Newsletter

19.5 years . . .

505 corporate customers . . .

83.3% repeat business . . .

(800) 266-1268

PS - Life is too short, so you may as well enjoy it! Here's the link for the Special Report

On Paper With Purpose

noreply@blogger.com (Jim Meisenheimer) — Tue, 09 Oct 2007 20:56:00 +0000

Some people dream big while others do big.

Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't!

Cemeteries all over the world are filled with people who are buried with their unfulfilled dreams and a multitude of regrets.

19 years ago I was at a crossroad in my life. The choice was to "Stay the course" or "Scratch an itch."

I chose the "Scratch an itch" route. And I have to confess I was motivated by fear.

The fear was ringing in my ears. If I took the easy way out and didn't risk everything I had to "Scratch this itch" - what would happen?

Of course I didn't know what would happen, but here's what I feared would happen.

My worst fear was that someday, probably on my deathbed, I would say or hear these words, "If only" and "It might have been."

It was John Greenleaf Whittier who wrote, “Of all sad words of tongue or pen, the saddest are: It might have been."

You see, I couldn't handle the nagging and persistent thought that someday someone might say to me, "Jim, if only . . ." I couldn't handle thinking about my regrets and contemplating "What might have been" years later in my life.

There are no guarantees in life just opportunities.

You can seize the day!

You can also seize the opportunities in front of you!

You can also live the life you dream of living!

Making the decision to pursue my dreams wasn't an easy one for me. In fact I tortured myself for three years wondering "Should I" or "Shouldn't I?"

I'll never forget this. In November 1987 I wrote my goal on a yellow legal pad. It was pure and simple and of course very specific. "My goal is to resign my position and start my sales training company on February 5, 1988." That's all I wrote. It was of course enough!

Once I put my goal on paper, I suddenly had purpose.

Whatever you want your life to become, you can do it.

Your goal must be on paper with purpose.

You sign contracts (License) to get married.

You sign contracts to buy a house.

You sign contracts (A Will) to leave your possessions to loved ones and charities.

Why not sign a contract, on paper with purpose, to live the one life you have, the way you want it to be?

Why dream big, when you can live big?

Just remember - on paper with purpose!

Sales Management Tip

I just finished another 2-day Sales Management Training Program which, by the way, is strictly limited to three sales executives at a time.

Here's what Todd Levin said about the 2-day program:

At the end of Jim's Sales Management Program, "I took away 49 ideas that I can implement into my business right now!"

If you want to go outside the box, stand on the box, and/or even open the door to the box, you might want to invest "A few bucks" and join me and two other sales executives for an exciting 2-days.

Reserve your seat for my January 2008 Sales Management Program

Time Saver Tip

Here's one from Time Management 101. Write it down. Even better is write a list down and then prioritize it.

Avoid prioritizing your schedule. Rather learn to schedule you priorities.

Keep the 80/20 Rule in mind when you think about this.

New Product Announcement - now you can listen to Jim Meisenheimer's best sales articles. Now on CD. More information and order here:

Sales Tip

Too many salespeople make commitments
to their customers that they can't keep.

Nothing burns a customer more quickly than a broken promise.
Don't make promises you can't keep 100% of the time.

Here's an easy way to remember this:

Be slow to commit and quick to deliver.

If you're too busy to read . . . now you can listen to my articles on CD.

Words Of Wisdom

There is but one failure in life and that is the failure to try.

The best way to lead the field in business is to devote yourself to adding more value to your clients and customers than they have any right to expect.

I measure my life not by decades but by deeds.

These are all by Robin Sharma and found in his 2005 book titled, "Discover Your Destiny."

You can get more information about the book here:

Rants, Raves, and Other Loose Ends

Another three near misses last week. One was in a parking lot near our supermarket. People falling asleep at a red light because they're not paying attention.

People going the wrong way down a one way aisle. I think the big white painted arrows indicate the direction you should be driving.

The culprit here is cell phones of course. Now don't get me wrong, I have one and it's a Palm Treo 680. It has all the bells and whistles a person needs to stay connected with our global village.

The biggest reason you shouldn't always be on your cell while driving is defense. You see - you need to be a defensive driver. There are so many people using cell phones behind the wheel and not paying attention - you need to drive more defensively.

And you can't do that if you're yakking on the cell phone yourself.

Have you ever experienced a close call using your cell phone while driving? Be honest - who hasn't. That's reason enough. I know the theory of self-exception - it says it can't happen to you.

It's even worse in Florida, where the average driver is 49 years old. Half are 18 and the other half are 80. Toss in a cell phone and it gets real scary.

As TV police Sergeant Phil Esterhaus used to say, "Just be careful out there."

Start selling more . . .

Jim Meisenheimer
Publisher - Start Selling More Newsletter

19 years . . .

505 corporate customers . . .

83.3% repeat business . . .

(800) 266-1268

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Last Chance - "57 Ways To Reinvent And Distinguish
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Final Update - 57 Ways To Reinvent And Distinguish
Yourself From Your Competition

Update - 57 Ways To Reinvent And Distinguish
Yourself From Your Competition

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Sell During Tough Times