Assuming

His request approved, the CNN News photographer

quickly used a cell phone to call the local airport

to charter a flight.
He was told a twin-engine plane

would be waiting for him at the airport.
Arriving at the airfield, he spotted a plane

warming up outside a hanger.
  He jumped in with his bag, slammed the door shut,

and shouted, 'Let's go'.
The pilot taxied out, swung the plane

into the wind and took off.

Once in the air, the photographer instructed

the pilot, 'Fly over the valley and make

low passes so I can take pictures

of the fires on the hillsides.'
'Why?' asked the pilot.

'Because I'm a photographer for CNN',

he responded, 'and I need to get

some close up shots.'

The pilot was strangely silent for a moment,

finally he stammered, 'So, what you're telling me,

is . . . You're NOT my flight instructor?'

Are you really asking the hard questions of your customers or not because you are afraid of the answers or afraid of "offending them".  Get over it as you are as guilty as the guy in the story above and the consequences while maybe not life threatening could be dire.  There is nothing threatening about asking the following: " I just have a gut feeling that there are some issues that we need to discuss that we have neither taken the time to do so."  You can do this and you need to do this.  You have a sixth sense or you would not be doing what you are doing.  Please take advantage of that talent rather than waiting around to react to something after it happens.

Zooming not assuming,
Captain Dan

Do Something!

Years ago before he became famous, Tom Peters, was just getting started and was beginning to do seminars.  I attended on of these early seminars at the Sunburst Hotel in Scottsdale Arizona.  My sales partner and I both attended and we very impressed with Tom and what he told us.  He offered many valuable tips when it came to selling .
My partner was a veteran and I was a fairly new member of the team.  I took those tips and incorporated them into my personality and sales repertoire.  My sales performance shot off the charts.  Ed however decided to reinvent himself into Tom Peters and failed miserably.  He was a good salesman as Ed but not so good as Tom Peters.
I took some small steps and, as I did, momentum began to come my way.  I did not worry about a long term goal at that time.  I just needed to do something to kick start me past the starting point and get me on the road.  Little goals add up.  Often the final goal seems so unobtainable, we don't even give it a decent shot.
So my advice today is to START.  Do something!  No matter how insignificant it seems or no matter where you are in your circumstances.  Take the first step.
Grow where you are planted because it is highly unlikely that you are going to be transplanted and thrive elsewhere.

Fearlessly yours,
Dan

Attitude is EVERYTHING

     Team Trinity was honored to host a lavish barbeque for our Wounded Warriors and their families at Walter Reed National Military Medical Center Building 62 in Bethesda, MD.
     If the cowardly enemy who have maimed these troops think they have broken their spirit, that delusion joins the many that cloud their perverted minds. They will be waiting for that to never happen like they are the virgins that await them in nirvana. 
     We were humbled by these men and women who represent the finest we have to offer. They have set the gold standard for perseverance in the face of what many would see as insurmountable odds. They were talking about hunting, playing golf, their wives and sweethearts kids and both here and on the way. (Lots of pregnant women there which bodes well for our future).  I saw one guy with both legs gone and an arm with a T-Shirt that said " Chicks dig scars". You think he was living in the past?? God has blessed them as they have given so much for so many of us. It was inspiring and humbling to meet them and serve them. It is amazing to walk among real live heroes.
     How is your perseverance holding up?  Are you giving up on your sales plan or have you neglected to even make one.  Are you keeping the funnel full of prospects?  You have no insurmountable odds to over come.  It is a simple matter of deciding to do it, asking for help if you don't know how, and executing once you have the plan.  It does not need to be sophisticated or complicated.  Decide how much you want to earn, determine your average brokerage, divide that into your earnings goal and you will then know how many loads you have to do to make your goal.  Then start looking for the business to achieve that. Once you get rolling, you can then determine how many calls you have to make for each victory you score and from them on you just keep repeating the process always looking to the future never dwelling on the past.

Faithful to the cause,

Dan

Caution, you are about to enter the NO Cold Calling Zone

I had one of  our Agents call me this morning all giddy about the fact that he had "discovered" that he did not have to cold call any more.  He had found the fountain of success in sales!  I snickered to myself with joy at his "discovery".
     If you are not spending time learning about your leads and prospects BEFORE you pickup up the phone or hit the key board, you are wasting not only your valuable time but that of someone to whom you have the potential to be a Trusted Adviser.
     In the unlikely event you do not have any idea how to proceed with eliminating Cold Calling from your lexicon, contact me for some tips. I will happily assist you in weaning yourself off of this terrible addiction.
    

Come Warm Call With Me,

dan

The Strangest Secret

Earl Nightingale's radio recording that he called The Strangest Secret electrified his listeners all over the country. The stations that carried his syndicated show were deluged with requests for copies of it.
      As a result, the audio version of Nightingale's message was recorded, and sold over 1 million copies. In fact, Earl Nightingale's recording of The Strangest Secret was the first non-music record to exceed the one million mark!
     Written in 1957, the audio recording of The Strangest Secret earned the first Gold Record for the spoken word, with sales exceeding one million copies. As you can see, Earl's message is even more relevant today. I invite you to learn more about how the insights of The Strangest Secret can change your life, as it changed mine.
The Strangest Secret. (click on the title)
     This message can be life changing if you desire it to be so.  It will not happen without you as you will soon learn.
 
Decisively yours,
dan

KILL OR CURE?

I have to be inspired to write.  It does not just happen.  I need a catalyst and today's came from an article that my friend and co-worker, Ray Smith, S/VP Design Solutions, shared with me this morning. 
http://www.stevenfurtick.com/personal-development/never-go-to-war-where-there-are-no-spoils/    
     My Dad, "Pete" Dobson 1908-1996, who was the best salesman I have ever known, told me something many years ago regarding selling. Kill It or Cure It but whichever do it quickly.
     How much time are you spending on things that do nothing to make your life better thereby allowing you to serve more effectively? 
     My first real selling job where I was totally dependent upon my income for survival was selling new homes from a development with model homes in Arizona (no it was not "ocean front property"-LOL) on straight commission.  As you can imagine there were tons of "lookers' among the potential "real" buyers.  Closing a sale with home buyers (the biggest investment most folks make in their life time) the FIRST time through was a challenge. I was able to master and become very good at it by engaging the people very quickly and by asking carefully crafted questions to find out if they could afford what they were looking at so I did not waste time helping those who could not be helped.
     Are you qualifying your leads?  Are you asking questions to determine if they are truly able or willing to be helped.  If not you are wasting a lot of valuable time which could be more effectively used to help ones who really desire to be helped and are able to make that decision to allow you to do so.
     Email me for some qualifying questions to ask your prospects.



Legitimately yours,

dan
My Dad, "Pete" Dobson 1908-1996, who was the best salesman I have ever known, told me something many years ago regarding selling.

Diane Moore

My friend and one of the best sales people I have known is retiring August 1.  I print her farewell email as a token of my respect for her but also because of the paragraph outlining her sales philosophy.  You would all do very well to adopt that as your mission statement because it is really the essence of sales.  Helping people be the very best they can be with the very best service possible.  You do that and you don't have to ask for referrals.  They will come to you because you have earned them.

God Speed, Diane Moore!

Thank you all so very much for making one of my last days before retirement a very ‘special’ day!  The cake was wonderful, I love the bracelet and earrings, and the various comments, laughs and memories.  You are all very special!

I appreciate all of you and the support you have provided me over the years.  You certainly helped enable my success, and I couldn’t have accomplished what I did without you.  “No man is an island”.  All of you are “salespeople” and represent Trinity in everything you do – every time you pick up that phone, send or answer an email, interact with each other, with carriers and with customers.  You are the “face” of Trinity in everything you do 

I’ll leave you with my philosophy:  Sales is not something you pursue; it’s what happens to you while you are immersed in serving your customers.  Make your customers (internal and external) your priority, and they in turn will make you and Trinity their priority.  Stay immersed, stay focused, and empower the people around you to be the best they can be;  the future will present amazing opportunities for all of you as it has for me!

 Thanks again, and God Bless all of you!

 Best regards,

Diane Moore
Sr. National Sales Manager
Trinity Logistics
At your service...always,
dan