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Vol 7,
Num 4 July-August,
2007
Greetings,
Greetings and welcome to this latest issue and to all our new
subscribers worldwide... It’s great to be back
home after my business trip to Dubai in the UAE, Germany and Switzerland. It is exciting to
travel, see new places and meet interesting people, but always terrific to
come home to my family and to Canada.
Special Event:
A very exciting event is taking place in the Toronto area on July 12, 2007. I am not even
speaking at it, but will be attending to learn from four fantastic world
experts assembled on wealth management including Raymond Aaron, the
nation’s number one investment and success coach; Andrew Cocks, Canada’s
leading internet and marketing consultant; Shy Kurtz, a tax shelter
specialist; and Roger Hamilton, Asia’s leading wealth consultant. It is
being hosted by Peak Performers and promises to be a fantastic day. For
more information please visit: www.moneysuccesssystems.com.
I hope to see you there.
My new blog is up and running, and
accessible through my website: http://www.cmarcus.com/ or
directly via www.cmarcusblog.com.
As expected, I share insights and observations related to success, sales
and service on a more regular basis then my newsletter. Your comments and
additions are always appreciated.
Have
a terrific few months.
To Your
Success
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In
this Edition
1. 10
Ways to Get Over a Sales Slump
2.
Impressions of Dubai
3.
Inspirational Quotes
4.
Recommended Reading
5.
Services
6.
Privacy Policy
10 WAYS TO GET OVER A SALES SLUMP
(Keep reading, even if you are not in sales, as the same
principles apply, whatever your profession or business)
Sales is not for the timid.
It is a tough, hard, uncompromising, an emotional rollercoaster but it can
be so, so rewarding. . When you hit the inevitable wall from time to time,
remember why you got into sales in the first place and that you are in good
company. Go with the flow. If it were easy, everybody would be successful
doing it. As Robert Schuler said: “Tough Times don’t last, but tough people
do”
We all go in to sales slumps at one time or another,
I certainly have had my share of them over the years. One of the most asked
of questions at my sales presentations is how to
get out of that slump. I hope my pointers below will help you the next time
you hit that wall:
- Never
take the rejection or people giving you the run around personally. It rarely is. Think about
Mark Victor Hansen and Jack Canfield when they were trying to sell
their Chicken Soup Books concept and they got rejected time and time
again. There words to each other after every
rejection was NEXT!!! They ended up as NY Times Best
Selling Authors with one of the most ingenious concepts in the book
and publishing world ever, still going strong today.
- Continue
working through your slump. The biggest mistake individuals make is to get
discouraged and give up. Make the phone calls, call on your prospects,
force yourself to stick to your routine.
Giving up or wallowing in self pity or feeling sorry for yourself is
going to get you nowhere except deeper into the slump. It is your
mental ability and discipline to focus and stay motivated that will
get you through that day.
- Look
for small victories. Getting momentum is everything. Grasp on to anything
that you can see as a positive, a victory and or even a small advance,
and then build on it.
- Analyze
what is working for you and what is not working. Be brutally honest with yourself.
If something is consistently not working for you, then change what you
need to change.
- Know
when your best time in the day is to make your sales calls.
Mine is roughly from 8.a.m to about 3 p.m. That is when I am at my
best, most alert, sharpest and energetic. Obviously I can’t dictate
every apt or meeting, but that is certainly when I try to schedule andl focus on my main marketing
- Keep
your discipline. Put everything you have in to each call or visit.
Prepare for each call or meeting meticulously. Don’t rush them. Go for
a walk. Recharge..whatever
you have to do to be fresh and always be prepared for the next call.
Make every call a quality call. Sales is not just a numbers game, it
is a quality numbers game.
- If
speaking on the phone, have
good body language. While the person can’t see it,
they can feel it in your voice. Always smile
- If making
a personal visit, take extra
care to look the part. First impressions and
perception are everything, and when you are in a slump, it can creep
through in your demeanor.
- Keep
a positive attitude at all times, be mentally, emotionally
as well as physically prepared for action every day. Psych yourself up
for your day. Fake it if you have to.
- Always
believe in yourself. Know that things will turn around if you follow
the tips above. Don’t play the blame game, taking it out on anyone,
making excuses, and certainly do not lose your cool with your
customers or prospects. Again, never let your frustration show. Be
meticulous at follow up and keeping in touch with people. Be
accountable to yourself.
Finally, once you have worked yourself out
of your slump, learn from the mistakes that got you in this position in the
first place. Never take your sales success for granted.
When you are busy and your sales funnel is
full, is the time to be stay focused and keep doing what you do best. Keep
feeding the funnel. Sales professionals know this. Never stop marketing, or
get complacent. You will pay the price if you do. My premise is that
success is never permanent and failure is never final.
IMPRESSIONS
OF DUBAI
I have had many questions from my readers, and attendees at my
presentations about my impressions of Dubai, having just come
back from my first trip there. There was an incredible amount of interest
so I am going to take time below to give you all my thoughts.
Dubai is a fascinating
place, very exciting with incredible change taking place. The vision of
where Dubai is going is
amazing. What has been accomplished so far is something remarkable
especially when you do your research and see where Dubai was 30, 20, even 10
years ago compared to where it is today. I loved
the food, culture, openness, hospitality and warmth of the local people of Dubai, and the diversity
that comes from so many nationalities coming together in one place, some of
the buildings and architecture is truly spectacular.
The hotels in Dubai are amazing, the
service flawless everywhere you go. It is also incredibly safe day and
night. I walked the streets even in the early hours of the morning, no
problems.
The malls are truly something to be seen. Imagine a ski hill
in a mall. This exists in the Mall of the Emirates. Imagine skiing inside
when it is 115 degrees outside.!!!!!
Having said all that, incredible change sometimes comes at a
very heavy price and that is certainly true for Dubai. Right now the city
is like a construction zone. Traffic is chaotic day and night. While the
modern features of the buildings in the city are spectacular, I hope Dubai does not lose its
identity and culture in pursuit of being the biggest and the best at
everything. Having a heart and soul and identify is what makes a great
city.
The planners also have to make sure that the necessary
infrastructure is in place to support a population that is growing so
rapidly. As we speak two modern subway lines are being built at a rapid
pace to hopefully alleviate some of the traffic problems. The million
dollar question is will people forsake their cars to travel on the subway
in Dubai.
If you go to Dubai, take time to get
out of the city, visit the desert, take one of the
tours to the east coast or the mountain regions. These areas are truly
exceptional. Be respectful, however, of local customs and also be respectful
of the heat. I know to my peril about that.
Shop until you drop. Dubai is a Mecca for shopping.
Everything is there.
Would I return? In a heartbeat. It is a very long
way from my home in Canada but I hope to
return to do business there in the near future. In fact the whole region of
the UAE looks fascinating. Go with an open mind, be respectful of local
customs and enjoy Dubai and one of the
wonders and jewels of the modern world with an old world twist.
INSPIRATIONAL QUOTES
“Swallowing angry words before you say them is better
than having to eat them afterwards”
H.
Jackson Browne
“If you always ski the easy run, you never learn. You
must fall down to learn”
Bobby Valentine
RECOMMENDED READING
Chocolates
on the Pillow aren’t enough: Reinventing the Customer Experience by
Jonathan M. Tisch with Karl Weber
Catchy title and great read by the Chairman and CEO of
Loews Hotels. He knows all about the customer experience. It is a really
easy read, terrific personal stories, lots of information given, very well
put together.
Make
it Happen by Brad Tonini
Brad Tonini has
written an excellent book on the keys to personal achievement and how to
achieve outstanding results in business and life. The philosophy is simple,
the wisdom given is priceless. Check out Brad’s website also at www.toninigroup.com
To order
Charles' national best selling and impactful
book, Success is Not a Spectator Sport, and to check out his other learning
resources including DVD's and Audio CD's please visit his website: http://www.cmarcus.com/store.html
or call toll-free in North America 1-800-837-0629, or 905-847-2323 outside
North America or in the local Toronto area. The book is also available
through Amazon (http://www.amazon.com/)
and Chapters (http://www.chapters.ca/)
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SERVICES
Charles
Marcus is a success strategist, motivational keynote speaker and seminar
leader. He works. To find out more about Charles and how he might
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© Copyright
2007 Charles M. Marcus: All rights worldwide reserved
Permission
is granted to reproduce this newsletter in whole or in part provided the
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sent to me after publication. Thank you:
Charles
Marcus is an international motivational speaker. To subscribe to his
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Copyright
2007. All rights worldwide reserved.
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