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

Sandwiches

There was a sales manager, a field rep and an inside sales rep who always ate lunch together atop the 35 story office tower.
The sales manager said,  "Ham sandwiches again!  If I get ham sanwiches again tomorrow, I'm jumping off this building."
The field rep looks at his sandwiches and says, "Beef sandwiches!  If I get beef sandwiches again tomorrow, I'm jumping off the top of this buildiing."
The inside rep looks at his sanwiches and say, "Tuna sandwiches!  If I get tuna sandiwches again tomorrow,  I'm jumping off the top of this building."
So the next day they all meet atop the 35 story office tower and check their sandwiches.
"Oh no, I got ham sandwiches again!"  says the sales manager as he jumps off the office tower.
"Oh no, I got beef sandwiches again!"  says the field rep as he jumps off the office tower.
"Oh no, I got tuna sandwiches again!" says the inside rep as he jumps off the office tower.
At the funerals the wives of the three sales execs meet up crying.
The wife of the sales manager says, "I only made him ham sandwiches because I thought he liked them."
The wife of the field rep says, "Same here, I only made him beef sandwiches because I thought he liked them."
Then the wife of the inside rep says, "Don't look at me like that.  It wasn't my fault.  My husband made his own tuna sandwiches."
Moral of the story.  Peer pressure can be a very dangerous thing.  Even in the workplace.  Remember what you mother used to tell you?   "If your friend told you to jump off a cliff would you?"
By the way, if you are a member of a sales team, co-operation can often save the day.  Leverage each members' various skill sets and various experiences.  Learn from one another.  Or in reference to this case....   perhaps just swap sandwiches.

No pressure here,
"Sorry Charlie"

Dessert First? Not in Sales

Do you have the bad habit of cleaning up the easy stuff before you do the hard stuff.  It is very easy to fall into that trap.  Some people say that eating dessert before dinner is a good thing and maybe it is. It is not for me as I believe my mother to this day that "it will spoil your dinner, Danny!"
Not taking care of the stuff that takes you out of your comfort zone first will not only spoil your day but if it persists will spoil your life as well.
     Prospecting for a sales person is hard work.  I spoke at the meeting last year in Las Vegas about working on your business vs. working in your business.  Most of you, like the majority of people trying to sell, think of too many reasons to put off filling your funnel with prospects.  One day the customer you were dealing with while working IN your business goes away and then you panic because you have not been working ON your business.  You have got to keep things in that funnel and moving down toward the spout.
     Good work requires doing something uncomfortable, often making slow, incremental progress, through informed trial and error.  But good work has to be done for you to be successful.
     If you are too busy to prospect then you need to make some changes.  Considering hiring a temp if you don't feel you can afford a full timer or reevaluating your time management skills but do something to allow yourself to do the necessary thing to grow and prosper.  And it is a hard thing that prospecting. But it is the ONE THING that all sales people have to do to be successful. 

Click on the link for some positive reinforcement from Curly!

One Thing!
 Doing the hard things first,

"Curly" Dan

Barriers

A salesman reading the morning newspaper says to his wife.  "You know, honey, I think there might be some merit to what this article says, that the intelligence of the father often proves a stumbling block to the son."

"Well, thank heavens," said his wife, "at least our son has nothing standing in his way."

Moral of the story.   True sales professionals know that in order to be at the top of their game, they need to keep on top of current events, especially any news that goes on in their industry.   One way of doing this is to quickly scan through your local paper while having breakfast.   Feed your brain while you feed your body.  Call it the multitask of Champions!   Might I suggest a new breakfast cereal that will soon be hitting store shelves?    Mini-tweets!    They'll help you stay connected and regular in just under 140 "bites" per day.

"A newspaper is lumber made malleable.  It is ink made into words and pictures.  It is conceived, born, grows up and dies of old age in one day."             -       Jim Bishop

Are you on top of your game?

Dan