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- Increase your revenues and margins
- Increase your number of people on billing
- Deepen the penetration of and broaden your client base
- Learn how to participate in, develop or manage a team
- Become one of the top 5% (even the top 1%) in your industry
- Sell and/or recruit far more effectively. If you like it here please tell colleagues and friends. Pass it on!
- Sales insights for your staff with valuable information you can pass on to your salespeople providing instant results leading to the accomplishment of your goals and theirs.
- Sales Management insights for you, something specific to managing your staff and business.
- Time Management insights applicable to everyone in your organization.
- Insights of others especially yours (for which we gratefully give credit)! Answers to your questions, quote of the month, etc. Any opinions, ideas, insights or stories you believe would help our industry and your fellow business associates become even stronger and better will appear here.
- Professional Selling Skills: The New Psychology of Selling
- Time Management for Results
- The Phoenix Seminar on the Psychology of Achievement
- Linking (and finding) Your Purpose in Life to Your Job
Welcome to our newsletter. This is the place to discover how to:
Today’s topic: The Inner Game of Sales
FourSight 1:One Secret to Success in Professional Services Sales
What makes for outstanding success in selling? Some point to luck,
the breaks, being in the right place at the right time, or it's who you
know, not what you know that counts. Research and empirical studies
of top sales producers indicate otherwise. There are success principles
that connect the best performers in every field. Can we duplicate
their thoughts, words and actions to produce similar results? The
answer is a resounding YES!
The essential elements that form the famous "triangle of success" are
knowledge, skill, and attitude. When in proper balance, this fulcrum
can act as the lever to create positive results in any area of our lives.
From Dale Carnegie to W. Clement Stone, from Peter Drucker to Tom Peters,
there is consensus that our attitude toward our self and others has a greater
impact on performance, income and satisfaction than all other factors combined.
These leading authorities on the subject attribute as much as 85 percent
of personal and professional achievement to attitude and a healthy personality.
What prohibits us from reaching our sales potential? Many sales
professionals cite emotional, attitudinal and/or psychological roadblocks,
most often described as self-limiting beliefs, negative emotions or states
of mind--fear of rejection, failure or criticism that can result in lack
of confidence, discouragement, anxiety, frustration and demotivation.
If we are to be effective, we must constantly monitor our thoughts and
channel our emotions in a positive and constructive way. William
James said, "Human beings can alter their lives by altering their attitudes
of mind."
IMITATE THE WINNERS
Brian Tracy, best-selling author and sales management expert, has researched,
studied and worked with high-performing salespeople for 25 years.
He concludes that the most reliable predictor of sales success is our level
of self-esteem and the regulator, or control mechanism, is self-concept.
Top salespeople like their work, like themselves and are liked by other
people. They set clear goals and maintain a positive and cheerful
attitude in pursuit of them. They commit to excellence; they train
and practice every day. They remain reachable; they know there is
always something to learn. They strongly believe that they are meant
to succeed. In his 1950's landmark work, The Strangest Secret, Earl
Nightingale said, "We become what we think about." It is our attitudes,
beliefs and expectations more than anything else that will determine our
results. The best salespeople expect to sell. They treat every
person they come into contact with like a million-dollar customer.
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FourSight 2 on Sales Management
If you are a sales manager and want to be effective, it is critical
to see yourself as a manager, not a super salesperson. The tools you will
use are very different and must be developed just as you developed and
reinforced your skills as a salesperson. Your job is to assemble a team,
develop the people on that team and drive them to produce. Focus on developing
skills in these areas by reading, participating in training courses and
listening to audio programs in your car. Commit yourself to continuous
learning and becoming a super manager, not a super salesperson!
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FourSight 3 on Time Management
Everyone knows that time management is critical to achieving your potential
as a manager, salesperson or recruiter. There is one question you can ask
yourself that is the essence of time management. Ask this question repeatedly.
You can then throw away all your time management books and focus clearly
on success!
Here is the question: “Is what I am doing right now leading me toward
the accomplishment of my goals?” For outside salespeople and recruiters,
the question is “Is what I am doing right now leading me to making a placement”.
If it isn’t, stop what you are doing and get on with those activities you
need to do to make that placement!
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FourSight 4: Food for thought.
“The quality of a person’s life is in direct proportion to their commitment
to excellence, regardless of their chosen field of endeavor”. Vince
Lombardi
Please share this newsletter with a friend or colleague, and invite
them to subscribe by going to our web site newsletter section: www.foursightseminars.com.
Here is what you will get free!
Once a month: your newsletter, which will usually include these
Four Insights:
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About FourSight Seminars:
Our business is about results--- Your Results! One of my clients recently
attended our industry specific sales training for the third time.
I asked her why. She smiled and told me she had doubled her sales
each time she attended (now having almost 50 people on billing). She stated
that she figured it would be worth attending again if she could double
her sales--- again. The key is that she is now in the top 5% of all
sales people in our industry, not just because of the number of people
she has on billing, but because of her attitude, knowledge, and willingness
to grow.
What would your company be like if all your salespeople and recruiters
were in the top 5% of our industry? That is what we are all about:
teaching and coaching people how to be in the top 5%, and how to assist
others in their organization reach that same level of success. Teaching
salespeople and recruiters how to be highly successful consultants of sales………………true
professionals in the IT Consulting Services Industry.
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How can we help you? - A Simple Four step process:
One - We help sales people (as Vince Lombardi said) become brilliant
on the basics. To do this we selected the best sales training technology
available as a basis for our teaching. Brian Tracy, the highest content
speaker/trainer in the world, developed it.
Two - We then tailored this training technology so that it is specific
to our industry, thus providing the finest professional sales training
specific to the IT Consulting Industry.
Three - With your help, we evaluate your plans, goals and challenges,
integrate them into the facilitation of our programs and virtually assure
your success in meeting or exceeding your objectives. The program then
becomes your own company specific seminar… a place where it is safe for
your employees to share ideas and learn new ways of being significantly
more successful.
Four - We will partner directly with you and your managers to make certain
our programs fit closely with your corporate structure and best Industry
Practices. I am the only person who facilitates Foursights programs. Your
staff will understand that I have been there and lived what they live every
day. This gives you far less resistance to the integration of new material
and enables me to share those war stories I have lived through and learned
from.
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Meet Ned Frey:
I started out as a programmer for an electric utility company in New
Haven, Connecticut. After three years, I became the youngest consultant
at an IT Professional Services firm located in West Hartford, Connecticut.
We eventually grew to 17 offices throughout the United States, three of
which I was responsible for opening. I functioned as a sales
manager, branch manager, and district manager, and ultimately as president
of an IT consulting firm just like yours.
In my 30 years’ experience in this industry, I have programmed,
recruited, sold, licked stamps, answered phones, made copies, swept floors
and done just about everything you can do from start to finish. This experience
places me in a unique position to really help and understand both your
needs and those of your organization.
I am also an established speaker/trainer and am an associate of
Brian Tracy International. We have facilitated and consulted with over
100 companies just like yours. Here is a short list of just a few
of our programs:
Our Industry Specific programs are so comprehensive and effective
that we are able to provide a guaranteed return on investment of at least
ten times your initial cost. Why not gives us a try or request our free
introductory video?
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