Ron Goch
The Telios Group
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Five Steps to Sales Success Today

March 31st 2006

Plan Your Day: “The great dividing line between success and failure can be expressed in five words: I did not have time.” – Franklin Field

Choose a Positive Attitude: “It’s the repetition of affirmations that leads to belief. And once that belief becomes a deep conviction, things begin to happen.” – Claude M. Bristol

Stay Focused: “Only when your consciousness is totally focused on the moment you are in can you receive whatever gift, lesson, or delight that moment has to offer.” – Barbara De Angelis

Learn Something New: “Everyone and everything around you is your teacher.” – Ken Keyes Jr.

Follow Up: “When you come across industry-related news items that might be of interest to one of your clients, clip the item and send it along with a note.  Your note can be as simple as ‘I thought you might find this interesting.’” – Len Serafino

Five Steps to Sales Success Today

March 30th 2006

Plan Your Day: “The reason why most people face the future with apprehension instead of anticipation is because they don’t have it well designed.” – Jim Rohn

Choose a Positive Attitude: “It’s not the situation… It’s your reaction to the situation.” – Robert Conklin

Stay Focused: “Often he who does too much does too little.” – Italian Proverb

Learn Something New: “Public speaking continues to be the No. 1 fear for many, yet it is one of the smartest skills you can develop at any level in your career.” – Gail Lantz

Follow Up: “Staying in touch with clients pays big dividends.  Done properly it cements the relationship, creating a bond that isn’t easily broken.” – Len Serafino

Five Steps to Sales Success Today

March 29th 2006

Plan Your Day: “We are not rewarded for the hours we pit in, but for what we put into our hours.  We are paid for accomplishments, not activities.  We are paid for outcomes rather than inputs.” – Author Unknown

Choose a Positive Attitude: “It’s how you deal with failure that determines how you achieve success.” – David Feherty

Stay Focused: “Nothing can add more power to your life than concentrating all your energies on a limited set of targets.” – Nido Qubein

Learn Something New: “Take a risk.  Do something out of the norm.  Give them something to talk about. Amazing things happen when you are willing to get out of your comfort zone.  Your opportunity for growth becomes larger.” – Gail Lantz

Follow Up: “You need a communication strategy after you make the sale.  It’s easy to be attentive when a sale is at stake or you just closed a big deal.  But are you reaching out and communicating after you make the sale?” – Len Serafino

Five Steps to Sales Success Today

March 28th 2006

Plan Your Day: “A year from now you will wish you had started today.” – Karen Lamb

Choose a Positive Attitude: “It is our attitude at the beginning of a difficult task which, more than anything else, will affect its successful outcome.” – William James

Stay Focused: “Concentration is the secret of strength.” – Ralph Waldo Emerson

Learn Something New: Here’s one way to manage your time and be more productive: “At the end of the day, ask yourself, ‘What are the three most important things I accomplished today?’  This will help you hold yourself accountable for your time and activities.  You’ll also be better able to plan for the next day.” Bill Cole

Follow Up: “Prepare for tomorrow before you leave tonight.  Know exactly what you are going to do when you walk in the office tomorrow morning.  Have your call list ready and your day planned.  Very few people do this and it will eliminate much wasted time.” – Ron Goch

Five Steps to Sales Success Today

March 27th 2006

Plan Your Day: “Success is built on a few fundamentals, but it requires you do them well and you do them daily.  Success and achievement are based on simple, easy steps, but those steps, unfortunately, are also easy to avoid.  Do not neglect the small, essential daily actions that will make your dreams come true.” – Dr. Phillip Humbert

Choose a Positive Attitude: “The last of the human freedoms is to choose one’s attitude in any given set of circumstances.” – Victor E. Frankl

Stay Focused: “Concentrate all your thoughts upon the work at hand. The sun’s rays do not burn until brought to a focus.” – Alexander Graham Bell

Learn Something New: “Develop yourself in one area.  Don’t go for a total redo.  Just pick one thing you’d like to work on.” – Gail Lantz

Follow Up: One final call – At the end of today, when you’re beat and decide to pack it in, STOP, pick up the phone and make one more call.  End on a positive note; carry some momentum home and into tomorrow.

Five Steps to Sales Success Today

March 24th 2006

Plan Your Day:Plans are only good intentions unless they immediately degenerate into hard work.” – Peter f. Drucker

Choose a Positive Attitude: “The ideal attitude is to be physically loose and mentally tight.” – Arthur Ashe

Stay Focused: “All that we are is the result of what we have thought.” – Buddha

Learn Something New: “Education: Inspirational Quotes
He who asks a question is a fool for a minute; he who does not remains a fool forever.” – Chinese Proverb

Follow Up: “Send a newspaper or magazine article that may be helpful information, or an article of interest, to your prospect / customer,” Ron Goch

Five Steps to Sales Success Today

March 23rd 2006

Plan Your Day: “Good plans shape good decisions.  That’s why good planning helps to make elusive dreams come true.” – Author Unknown

Choose a Positive Attitude: “Think big thoughts but relish small pleasures.” – H. Jackson Brown, Jr.

Stay Focused: “On the road to life there are many paths… some twist, some turn, some dip, some curve. As long as you keep your focus, your destination is obtainable.” – Brenda Good

Learn Something New: “Learn from yesterday, live for today, hope for tomorrow. The important thing is not to stop questioning.” – Albert Einstein

Follow Up: “Over deliver!  Failure to follow up and deliver as promised makes you and your customer look bad to the prospect.  Failure to deliver also eliminates any chance of another referral.  This rule is the most important of them all; it is a breeding ground for your reputation.” – Jeffrey Gitomer

Five Steps to Sales Success Today

March 22nd 2006

Plan Your Day: “The will to win is nothing without the will to prepare to win.” – Vince Lombardi

Choose a Positive Attitude: “The control center of your life is your attitude.” – Unknown

Stay Focused: “Act the part and you will become the part.” – William James

Learn Something New: “Learn and execute the fundamentals of sales.  Never stop learning how to sell.  Read, listen to tapes, attend seminars, and practice what you’ve learned.  Learn something new every day and combine it with hands-on experience.  Knowing the fundamentals gives you a choice in a sales call.  Even in a relationship or partnership, sometimes a technique is needed.” – Jeffrey Gitomer

Follow Up: “Make sure you always follow through with your follow up!  If you tell a prospective season ticket holder, group ticket leader, or corporate partner that you are going to follow up on a certain day and time, follow through!  You could lose a potential season ticket, group ticket or sponsorship sales by saying one thing and doing another.” – Ron Goch

Five Steps to Sales Success Today

March 21st 2006

Plan Your Day: “Don’t judge each day by the harvest you reap but by the seeds that you plant.” – Robert Louis Stevenson

Choose Your Attitude: “Attitude is a little thing that makes a big difference.” – Winston Churchill

Stay Focused: “Focus 90 percent of your time on solutions and only 10 percent of your time on problems.” – Anthony J. D’Angelo

Learn Something New: “When one teaches, two learn.” – Robert Half

Follow Up: “Confirm and solidify your Monday appointment on Friday.  If you worked hard the last 4 days, you’ve already set your Monday a.m. make-a-sale appointment.  Call the prospect on Friday and confirm it.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 20th 2006

Plan Your Day: “Proper preparation prevents poor performance.” – Charlie Batch

Choose Your Attitude: “Happiness is an attitude.  We either make ourselves miserable, or happy and strong.  The amount of work is the same.” – Francesca Reigler

Stay Focused: “If you focus on results, you will never change. If you focus on change, you will get results.” – Jack Dixon

Learn Something New: “Learn from your mistakes and build on your successes.” – John C. Calhoun

Follow Up: “Plan your follow up strategies.  Use a combination of mail, e-mail, telephone and personal visits.  At each opportunity, provide your potential season ticket holder, group ticket leader or corporate partner with value.  This may be presented in the way of an article, complimentary tickets to an upcoming event, or you could hand-deliver a one-of-a-kind premium item distributed at one of your recent events.” – Ron Goch

Five Daily Steps to Sales Success

March 19th 2006

Plan Your Day: “No matter how carefully you plan your goals, they will never be more than pipe dreams unless you pursue them with gusto.” – W. Clement Stone

Choose Your Attitude: “Attitudes are contagious.  Are yours worth catching?” – Dennis and Wendy Mannering

Stay Focused: “Focus is a matter of deciding what things you’re not going to do.” – John Carmack

Learn Something New: “There is only one rule for being a good talker – learn to listen.” – Christopher Morley

Follow Up: “No matter whether you make a sale or not, continuing to be in front of your customer builds relationship and goodwill.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 18th 2006

Plan Your Day: “You can never plan the future by the past.” – Edmund Burke

Choose Your Attitude: “To be upset over what you don’t have is to waste what you do have.” – Ken S. Keyes, Jr.

Stay Focused: “Like sheep that get lost nibbling away at the grass because they never look up, we often focus so much on ourselves and our problems that we get lost.” – Allen Klein

Learn Something New: “Learn from your dreams what you lack.” – W. H. Auden

Follow Up: “Follow up with cancelled season ticket holders and offer them a complimentary ticket to one of your upcoming events – an attractive event – and then have the coach, owner or athletics director send a hand-written note to each person who took advantage of the offer.  The note could thank the fan for their return, welcome them back to the family, and/or invite the past season ticket holder to take advantage of a special VIP event if they choose to renew their season tickets.” – Ron Goch

Five Daily Steps to Sales Success

March 17th 2006

Plan Your Day: “In preparing for battle I have always found that plans are useless, but planning is indispensable.” – Dwight D. Eisenhower

Choose Your Attitude: “The greatest discovery of any generation is that a human being can alter his life by altering his attitude.” – William James

Stay Focused: “Your future takes precedence over your past. Focus on your future, rather than on the past.” – Gary Ryan Blair

Learn Something New: “The only real mistake is the one from which we learn nothing.” – John Powell

Follow Up: “Give them one referral a month.  Getting your customer business will create thought patterns in the way the customers perceive you.  If  you get them business, they will find new ways and new people to do the same for you.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 16th 2006

Plan Your Day: “All the flowers of all the tomorrows are in the seeds of today.” – Author Unknown

Choose Your Attitude: “A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort.”  – Herm Albright

Stay Focused: “It can be helpful simply to make a written or mental list of the things you do each day. Then give yourself a mental credit for each of them, however small. This will help you focus on what you have done instead of what you haven’t gotten around to do. It may sound simplistic, but it works.” – David D. Burns

Learn Something New: “First learn the meaning of what you say, and then speak.” – Epictetus

Follow Up: “One of the best ways to follow up with your season ticket holders and group ticket leaders is to create e-newsletters – one for season ticket holders and one for group ticket leaders.  Make sure your e-mail newsletter allows you to personalize messages.  Your season ticket holders and group ticket leaders want and deserve that personal touch.  They don’t want to feel as if the message they received was sent to an entire list.  They want to feel as if it was personally sent to them.” – Ron Goch

Five Daily Steps to Sales Success

March 15th 2006

Plan Your Day: “A good battle plan that you act on today can be better than a perfect one tomorrow.” – General George S. Patton

Choose Your Attitude: “Opportunity is missed by most because it is dressed in overalls and looks like work.” – Thomas Edison

Stay Focused: “When I’m at each event, I focus on that event.” – Michael Andretti

Learn Something New: “Try to learn something about everything and everything about something.” – Thomas H. Huxley

Follow Up: “Get them to give you one referral a month.  This is the true report card on the job of your product or service has done in performing for your customers, as well as a report card on your ability to gain enough buyer confidence that they will refer you to a friend or business associate.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 14th 2006

Plan Your Day: “Make no little plans; they have no magic to stir men’s blood and probably will themselves not be realized.  Make big plans; aim high in hope and work, remembering that a noble, logical diagram once recorded will not die.” – Daniel H. Burnham

Choose Your Attitude: “Wherever you go, no matter what the weather, always bring your own sunshine.” – Anthony J. D’Angelo

Stay Focused: “Be dramatically willing to focus on the customer at all costs, even at the cost of obsoleting your own stuff.” – Scott Cook

Learn Something New: “I am always ready to learn although I do not always like being taught.” – Winston Churchill

Follow Up: “Make sure you have a system in place to follow up with individual event ticket buyers the next business day following an event.  Prepare a game plan for the season – or the entire year – to collect the contact information of each ticket purchaser, follow up with each the next business day, and provide a bounce-back ticket offer for one or multiple events.” – Ron Goch

Five Daily Steps to Sales Success

March 13th 2006

Plan Your Day: “Failing to plan is planning to fail.” – Proverb

Choose Your Attitude: “Life is a train of moods like a string of beads; and as we pass through them they prove to be many colored lenses, which paint the world their own hue, and each shows us only what lies in its own focus.” – Ralph Waldo Emerson

Stay Focused: “When words become unclear, I shall focus with photographs. When images become inadequate, I shall be content with silence.” – Ansel Adams

Learn Something New: “Learn what is true in order to do what is right.”  – Thomas H. Huxley

Follow Up: “Get your customers to meet you for lunch.  If you can get the customer out of the office environment, you can often uncover more opportunities to sell (ask them to bring a referral along).  Build the relationship, and you build a sale.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 12th 2006

Plan Your Day: “Plans are only good intentions unless they immediately degenerate into hard work.” – Peter Drucker

Choose Your Attitude: “Everything can be taken from a man but the last of the human freedoms – to choose one’s attitude in a ny given set of circumstances, to choose one’s own way.” – Victor Frankl

Stay Focused: “The focus should not be on talking. Talk is cheap. It must be on action.” – Howard Berman

Learn Something New: “It’s what you learn after you know it all that counts.” – John Wooden

Follow Up: “Follow up with your season ticket holders and group ticket leaders and ask them how they’re enjoying the season.  Ask if they have any questions about upcoming events, their season ticket holder or group ticket leader benefits, or how their parking experience has been so far.  This is a great way to not only provide good customer service, but to also obtain feedback about your organization.  By listening, you will know exactly what they like, what they want, what they’re having problems with and how you can assist them with their overall experience.” – Ron Goch

Five Daily Steps to Sales Success

March 11th 2006

Plan Your Day: “Good fortune is what happens when opportunity meets with planning.” – Thomas Edison

Choose Your Attitude: “To succeed, we must first believe that we can.” – Michael Korda

Stay Focused: “The shortest way to do many things is to do only one thing at a time.” – Sydney Smiles

Learn Something New: “They know enough who know how to learn.” – Henry B. Adams

Follow Up: “Get to know your customer or prospect better every day.  It is just as powerful to prevent problems as it is to handle them.  If you can’t get the prospect on the phone, it’s your fault for not knowing the best time to reach him.  Know the right time to call; know when a decision is to be made.  Double confirm every commitment.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 10th 2006

Plan Your Day: “To accomplish great things, we must not only act, but also dream; not only plan, but also believe.” – Anatole France

Choose Your Attitude: “Sooner or later, those who win are those who think they can.” – Richard Bach

Stay Focused: “Focus on the journey, not the destination. Joy is found not in finishing an activity but in doing it.” – Greg Anderson

Learn Something New: “The brighter you are, the more you have to learn.” – Don Herold

Follow Up: “Develop a good relationship with each of your season ticket holders and group ticket leaders.  Provide each with exceptional customer service.  Personally call each and let them know that, should they have any questions or problems, they are always welcome to contact you.  Provide them with all of your contact information to make the process simple, and don’t forget to ask if they have any friends, family members, or associates they feel would enjoy season tickets or bringing a group to your event!” – Ron Goch

Five Daily Steps to Sales Success

March 9th 2006

Plan Your Day: “Without leaps of imagination, or dreaming, we lose the excitement of possibilities.  Dreaming, after all, is a form of planning.” – Gloria Steinem

Choose Your Attitude: “And as we let our own light shine, we unconsciously give other people permission to do the same.  As we are liberated from our fear, our presence automatically liberates others.” – Marianne Williamson

Stay Focused: “Most people have no idea of the giant capacity we can immediately command when we focus all of our resources on mastering a single area of our lives.” – Anthony Robbins

Learn Something New: “If you’re willing to accept failure and learn from it, if you’re willing to consider failure as a blessing in disguise and bounce back, you’ve got the potential of harnessing one of the most powerful success forces.” – Joseph Sugarman

Follow Up: “Find your success formula through numbers by determining how many leads, calls, proposals, appointments, presentations, and follow ups it takes to get to the sale.  And then follow the formula.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 8th 2006

Plan Your Day: “Happy people plan actions, they don’t plan results.” – Dennis Wholey

Choose Your Attitude: “How you think when you lose determines how long it will be until you win.” – Gilbert K. Chesterton

Stay Focused: “A mind at peace, a mind centered and not focused on harming others, is stronger than any physical force in the universe.” – Wayne Dyer

Learn Something New: “It is better to learn late than never.” – Publilius Syrus

Follow Up: “Before an upcoming home event, identify open seats near your season ticket holders or corporate partners.  In an effort to “fill the gaps,” increase attendance, thank your most loyal share holders, and generate new leads, offer your season ticket holders and corporate partners the opportunity to invite friends, family and/or work associates to sit near their season seats.  Make sure you receive the contact information for each and follow up the next day.” – Ron Goch

Five Daily Steps to Sales Success

March 7th 2006

Plan Your Day: “Expect the best, plan for the worst, and prepare to be surprised.” – Denis Waitley

Choose Your Attitude: “If you are distressed by anything external, the pain is not due to the thing itself, but to your estimate of it; and this you have the power to revoke at any moment.” – Marcus Aurelius

Stay Focused: “Concentration is the ability to think about absolutely nothing when it is absolutely necessary.” – Ray Knight

Learn Something New: “We learn from experience.  A man never wakes up his second baby just to see it smile.” – Grace Williams

Follow Up: “Harness the power of persistence.  Are you willing to take no for an answer and just accept it without a fight?  Can you take no as a challenge instead of a rejection?  Are you willing to persist through the 5 to 10 exposures it takes to make the sale?  If you can, then you have begun to understand the power.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 6th 2006

Plan Your Day: “When planning for a year, plant corn.  When planning for a decade, plant trees.  When planning for life, train and educate people.” – Chinese Proverb

Choose Your Attitude: “The greatest part of our happiness depends on our disposition, not our circumstances.” – Martha Washington

Stay Focused: “You can’t depend on your eyes when your imagination is out of focus.” – Mark Twain

Learn Something New: “Don’t be afraid to fail.  Don’t waste energy to cover up failure.  Learn from your failures and go on to the next challenge.  It’s OK to fail.  If you’re not failing you’re not growing.” – H. Stanley Judd

Follow Up: “At each event, visit season ticket holders, group ticket leaders and corporate partners in their seats and ask how they’re enjoying their event experience.  Don’t forget to thank them for sharing their thoughts and coming to the event.” – Ron Goch

Five Daily Steps to Sales Success

March 5th 2006

Plan Your Day: “Organizing is what you do before you do something, so that when you do it, it is not all mixed up.” – A.A. Milne

Choose Your Attitude: “If you think you can, you can.  And if you think you can’t, you’re right.” – Henry Ford

Stay Focused: “Presence is more than just being there.” – Malcolm S. Forbes

Learn Something New: “Everyone thinks of changing the world, but no one thinks of changing himself.” – Leo Tolstoy

Follow Up: “Follow up, follow up, follow up.  If it takes between 5 and 10 exposures to a prospect before a sale is made, be prepared to do whatever it takes to get to the 10th meeting.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 4th 2006

Plan Your Day: “To prepare is half the victory.” – Miguel de Cervantes Saavedra

Choose Your Attitude: “No one, Eleanor Roosevelt said, can make you feel inferior without your consent.  Never give it.” – Marian Wright Edelman

Stay Focused: “Only one thing has to change for us to know happiness in our lives: where we focus our attention.” – Greg Anderson

Learn Something New: “The mind is a bit like a garden.  If it isn’t fed and cultivated, weeds will take it over.” – Erwin G. Hall

Follow Up: “Ask season ticket holders, group ticket leaders and corporate partners for testimonial letters that you can use in your presentation material and on your web site.” – Ron Goch

Five Daily Steps to Sales Success

March 3rd 2006

Plan Your Day: “He who fails to plan, plans to fail.” – Proverb

Choose Your Attitude: “The thing always happens that you really believe in; and the belief in a thing makes it happen.” – Frank Lloyd Wright

Stay Focused: “You have to block everything out and be extremely focused and be relaxed and mellow too.” – Jennifer Capriati

Learn Something New: “An open mind is the beginning of self-discovery and growth.  We can’t learn anything new until we can admit that we don’t already know everything.” – Erwin G. Hall

Follow Up: “If you don’t make the sale, make a firm appointment to return.  If you don’t make the next appointment when you’re face-to-face, it may be a long, hard road to the next one.  Make some form of sale each time you call.” – Jeffrey Gitomer

Five Daily Steps to Sales Success

March 2nd 2006

Plan Your Day: “Unless commitment is made, there are only promises and hopes; but no plans.” – Peter Drucker

Choose Your Attitude: “The truth is that our finest moments are most likely to occur when we are feeling deeply uncomfortable, unhappy, or unfulfilled.  For it is only in such moments, propelled by our discomfort, that we are likely to step out of our ruts and start searching for different ways or truer answers.” – M. Scott Peck

Stay Focused: “I try to learn from the past, but I plan for the future by focusing exclusively on the present. That’s where the fun is.” – Donald Trump

Learn Something New: “Life is a succession of lessons which must be lived to be understood.” – Ralph Waldo Emerson

Follow Up: “Send a link to a one-page customer satisfaction survey to each group ticket leader within one week following their event.” – Ron Goch

Five Daily Steps to Sales Success

March 1st 2006

Plan Your Day: “One super-salesman had a daily activity target of making four visits, writing four letters, and making four telephone calls.  Similar discipline will pay off for anybody.” – Robert Heller

Choose Your Attitude: “Your level of belief in the value of a product or service is directly related to your ability to convince other people that it is good for the,  Selling has often been called a transfer of enthusiasm. – Brian Tracy

Stay Focused: “Focus on your priorities.  Whenever a choice to do or not do something has to be made, use the 4-D Formula to help you prioritize: 1. Dump It: Learn to say ‘No, I choose not to do this.’ Be firm. 2. Delegate It: These are tasks that need to be done, but you are not the person to do them.  Hand them over to someone else, with no guilt or regrets.  Simply ask, ‘Who else could do this?’ 3. Defer It: These are issues that you do need to work on, but not right away.  They can genuinely be deferred.  Schedule a specific time at a later date to handle this type of work. 4. Do It: Do it now.  Important projects need your attanetion right away, so get started today.  Move forward.  Give yourself a reward for completing these projects.  Don’t make excuses.  Remember, if you don’t take prompt action you’ll end up with all those nasty consequences.” – The Power of Focus, Canfield, Hansen, Hewitt

Learn Something New: “When your prospect wonders something aloud, give the person enough time to complete the thought.  When your prospect ask you a pointed question, do your best to answer succinctly – then listen for the reaction.” – Stephan Schiffman

Follow Up: “If you don’t make the sale, make a firm appointment to return.  If you don’t make the next appointment when you’re face-to-face, it may be a long, hard road to the next one.  Make some form of sale each time you call.” – Jeffrey Gitomer