Ron Goch
The Telios Group
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Five Steps to Sales Success Today

April 28th 2006

Plan Your Day: “The secret to a great week is to use Monday as a springboard.  Schedule your hottest prospect for Monday morning.” – Jeffrey Gitomer

Choose a Positive Attitude: “Live with passion.” – Anthony Robbins

Have Fun: “I never did a days work in my life. It was all fun.” – Thomas Edison

Success Thought: “I do not fear failure. I only fear the slowing down of the engine inside me which is pounding, saying, ‘Keep going, someone must be on top, why not you?’” – George S. Patton

Success Question: What does customer service truly mean to you?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 27th 2006

Plan Your Day: “When our goal is to try to do our best, when our focus is on preparation and sacrifice and effort – instead of numbers on the scoreboard – we will never lose.” – Mike Kryzyzewski

Choose a Positive Attitude: “Live as you will have wished to have lived when you are dying.” – Christian Furchtegott Gellert

Provide Service: “To give rea service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.” – Douglas Adams

Success Thought: “Belief is the knowledge that we can do something. It’s the inner feeling that what we undertake, we can accomplish.  For the most part, all of us have the ability to look at something and to know whether or not we do it.  So in belief, there is power: our eyes are opened; our opportunities become olain; our visions become realities.” – Wynn Davis

Success Question: How would you describe yourself?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 26th 2006

Plan Your Day: “There are no secrets to success. It is the result of preparation, hard work, learning from failure.” – Colin L. Powell

Choose a Positive Attitude: “Light tomorrow with today.” – Elizabeth Barrett Browning

Stay Focused: “Focus leads you in the direction of the sale.  It creates intensity, desire, and commitment.  Focused energy provides the drive you need to follow through and win (make the sale) in a competitive market.” – Jeffrey Gitomer

Handling Objections: “Don’t give up just because a customer says he can’t see you now.  Be persistent about calling back. But only call when you have something new to say, something that you know this customer would be interested in hearing and that would help the customer reach his goals.  Then, when the time is right, the customer will say, ‘Let’s get in touch with the salesperson who’s been sending me all that information.” – Barry Farber

Success Question: How would your colleagues describe you?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 25th 2006

Plan Your Day: “Each day has its own purpose and fits into the great plan of our life.” – Carol Adrienne

Choose a Positive Attitude: “Life takes on meaning when you become motivated, set goals and charge after them in an unstoppable manner.” – Les Brown

Handling Objections: “Sometimes it helps to take a step back and write out the objections and the possible solutions.  Divide a page into the categories ‘customer’s concerns’ and ‘possible solutions.’ Write out the positives, the negatives, the variables, the numbers involved, and the ‘what if we did this’ scenarios.  Often, just the act of putting it down on paper gives you a clearer answer on how to handle the situation.  It’s a way of collecting and organizing your thoughts to find the best possible answer.” – Barry Farber

Success Thought: “We must look for the opportunity in every difficulty instead of the difficulty in every opportunity.” – Walter E. Cole

Success Question: How will you determine a prospect’s needs today?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 24th 2006

Plan Your Day: “Whatever failures I have known, whatever errors I have committed, whatever follies I have witnessed in private and in public life have been the consequence of action without thought.” – Bernard Baruch

Choose a Positive Attitude: “Life at any time can become difficult. Life at any time can become easy. It all depends upon how one adjusts oneself to life.” – Morarji Desai

Stay Focused: “Are you missing opportunities because you are too focused on obstacles?” – Jeffrey Gitomer

Handling Objections: “The best salespeople are simply those who understand that there is little difference between obstacles and opportunities and are able to turn both to their advantage.” – Victor Kiam

Success Question: How will you go the extra mile for a season ticket holder or group leader today?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 21st 2006

Plan Your Day: “One important key to success is self-confidence. An important key to self-confidence is preparation.” – Arthur Ashe

Choose a Positive Attitude: “Realize that there are not hopeless situations; there are only people who take hopeless attitudes.” – Norman Vincent Peale

Handling Objections: “No one ever listened themselves out of a sale.  An objection becomes an opportunity when we listen to the whole thing, hear it out, understand it, get the customer to expand on it, solve it, and move on.” – Barry Farber

Success Thought: “Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” – Calvin Coolidge

Success Question: How will you grow an existing season ticket or group ticket account today?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 20th 2006

Plan Your Day: “Make time for getting big tasks done every day.  Plan your daily wok load in advance.  Single out the relatively few small jobs that absolutely must be done immediately in the morning.  Then go directly to the big task, try to pursue them to completion.” – Boardroom Reports

Choose a Positive Attitude: “Selling is a learned skill acquired by people with the attitude, aptitude, fortitude, desire, and persistence to succeed.” – Jeffrey Gitomer

Overcoming Objections: “Man’s inability to communicate is a result of his failure to listen effectively, skillfully, and with understanding to another person.” – Carl Rogers

Success Thought: “If you have no confidence in self, you are twice defeated in the race of life. With confidence, you have won even before you have started.” – Marcus Garvey

Success Question: How wil you maximize the quality of every call today?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 19th 2006

Plan Your Day: “To get the most out of each aspect of your life, start by creating a life plan from which to set specific goals.  This way you’ll know where you want to end up.” – Diane Eade

Choose a Positive Attitude: “Pretend that every single person you meet has a sign around his or her neck that says, Make Me Feel Important. Not only will you succeed in sales, you will succeed in life.” – Mary Kay Ash

Handling Objections: I have learned that success is to be measured not so much by the position one has reached in life as by the obstacles which he has overcome while trying to succeed.” – Booker T. Washington

Success Thought: “The mind is the limit. As long as the mind can envision the fact that you can do something, you can do it – as long as you really believe it 100 percent.” – Arnold Schwarzenegger

Success Question: How ill you effectively manage your time today?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 18th 2006

Plan Your Day: “Highly productive people take time to think, plan and set priorities.  They then launch quickly and strongly toward their goals and objectives.  They work steadily, smoothly and continuously and seem to go through enormous amounts of work in the same time period the average person spends socializing.” – TMS

Choose a Positive Attitude: “Fifty percent of success is believing you can.  Simply put, you become what you think about.  Why do salespeople fail?  Because they think they will.  Do you have a positive attitude?  Everyone will say yes, but less than 1 in 1,000 actually do!  One-tenth of 1%.  Are you really in that small percentile?” – Jeffrey Gitomer

Handling Objections: “Not many people are willing to give failure a second opportunity. They fail once and it’s all over. The bitter pill of failure…is often more than people can handle…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 to harness one of the most powerful forces. – Joseph Sugarman

Success Thought: “You have to be willing to do the things TODAY that others won’t do in order to have the things tomorrow others won’t have.” – Les Brown

Success Question: What is your “plan” for making calls today?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 17th 2006

Plan Your Day: “Goal planning challenges the individual to give life a preplanned direction by employing specific exercises and strategies.” – Diane M. Eade

Choose a Positive Attitude: “Positive thinking won’t let you do anything but it will let you do everything better than negative thinking will.” – Zig Ziglar

Handling Objections: “Courage is not absence of fear, it is the conquest of it. Not until you dare to attack will you master your fears.” – William H. Danforth

Success Thought: “The power to question is the basis of all human progress.” – Indira Gandhi

Success Question: What questions will you ask your prospects today that you’re certain your competitor is not asking?

Ron Goch, The Telios Group
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Five Steps to Sales Success Today

April 14th 2006

Plan Your Day: Walking your talk.  Waking up in the morning to a clearly defined set of goals.  Having a daily agenda that you’re totally prepared for.  Making the last call.  Following your own game plan for success. Doing more than anyone else you know.  Doing enough to make yourself proud.  Wow.” – Jeffrey Gitomer

Choose a Positive Attitude: “Perseverance is not a long race; it is many short races one after another.” – Walter Elliott

Stay Focused: “Do not dwell on the past, do not dwell in the future, concentrate the mind on the present moment.” – Budha

Success Question: “Everything that is was once imagined.” Ted Jones

Success Question: What’s your plan to keep your current season ticket holders and/or group leaders loyal?

Five Steps to Sales Success Today

April 13th 2006

Plan Your Day: “Write down the most important things you have to do today.  Now, number them in the order of their true importance.  The first thing today, start working on item number 1, and stay with it until completed.  Then take on item number 2 the same way.  Then number 3, and so on.  Don’t worry if you don’t complete everything on the schedule; at least will have completed the most important projects before getting to the less important ones.” Ivy Lee

Choose a Positive Attitude: “People do not attract that which they want, but that which they are.” – James Allen

Stay Focused: “What do you want to accomplish?  What’s important to you?  The answers to these questions will form the foundation of your focus and vision.” – SparkPeople

Success Thought: When someone gets something for nothing, someone else gets nothing for something.” – Athor Unknown

Success Question: Hw many referrals will you ask for today?

Five Steps to Sales Success Today

April 12th 2006

Plan Your Day: “Before everything else, getting ready is the secret to success.” – Henry Ford

Choose a Positive Attitude: “Your positive mental attitude is your driving force to success in every endeavor of your life  Positive attitude is not just a thought process; it’s a discipline and a commitment.” – Jeffrey Gitomer

Stay Focused: “Setting goals ‘programs’ our mind: The goals we set direct our mental focus.  Subconsciously, the mind works continuously to satisfy the expressed need.” – Diane Eade

Success Thought: “When we face difficult times, we need to remember that circumstances don’t make a person, they reveal a person.” – Richard Carlson

Success Question: What are some of the ways you will create a sense of urgency to close a sale today?

Five Steps to Sales Success Today

April 11th 2006

Plan Your Day: “Write your goal-achievement plan in the form of a contract to yourself.” – SparkPeople

Choose a Positive Attitude: “Learn to think like a winner. Think positive and visualize your strengths.” – Vic Braden

Stay Focused: “Get clear about your goals.  Focus is your ability and opportunity to step back and take stock of your life, where you want to go, and how you’re going to make it happen.” – SparkPeople

Success Thought: “Leap and the net will appear.” – Julia Cameron

Success Question: What steps will you take today to overcome a prospect’s sales resistance?

Five Steps to Sales Success Today

April 10th 2006

Plan Your Day: “Set and achieve goals.  Make a plan.  Define and achieve specific long-term (what you want) and short-term (how you’re going to get what you want) goals.  Goals are the road map that will direct you to success.” – Jeffrey Gitomer

Choose a Positive Attitude: “The only thing that ever sat its way to success was a hen.” – Sarah Brown

Stay Focused: “Decide right now you are going to be among the very best in your field.  Decide to join the top 10 percent.  Determine exactly how much the top 10 percent of salespeople both sell and earn, and then set that number as your goal or target for the year.  From this moment forward, resolve to do only those things that will get you into the top 10 percent.” – Brian Tracy

Success Thought: “Where the willingness is great, the difficulties cannot be great.” – Niccolo Machiavelli

Success Question: What do you want to achieve today?

Five Steps to Sales Success Today

April 7th 2006

Plan Your Day: “All time management begins with planning.” – Tom Greening

Choose a Positive Attitude: “The only disability in life is a bad attitude.” – Scott Hamilton

Stay Focused: “Try to find a different mentor for each specific area you’d like to focus on.” – SparkPeople

Success Thought: “Nothing ever comes to one that is worth having except as a result of hard work.” – Booker T. Washington

Success Question: How can you improve today?

Five Steps to Sales Success Today

April 6th 2006

Plan Your Day: “Be prepared.  Your self-motivation and preparation are the lifeblood of your outreach.  You must be eager and ready to sell, or you won’t.  Be ready to make the sale with a sales kit, sales tools, openers, questions, statements, and answers.  Your creative preparation will determine your outcome.” – Jeffrey Gitomer

Choose a Positive Attitude: “The most wasted of all days is one without laughter.” – E. Cummings

Stay Focused: “Life is the study of attention.  Where your attention goes, your heart goes also.  Your ability to divert your attention from activities of lower value to activities of higher value is central to everything you accomplish in life.” – Author Unknown

Learn Something New: “Only those who have learned a lot are in a position to admit how little they know.” – L. Carte

Success Question: How can you sell smarter today?

Five Steps to Sales Success Today

April 5th 2006

Plan Your Day: “Never leave ‘till tomorrow, which you can do today.” – Benjamin Franklin

Choose a Positive Attitude: “Keep your face to the sunshine and you can never see the shadow.” – Helen Keller

Stay Focused: “You may have beaten me once; you may have beaten me twice; but if you beat me a third time, I will be back for a fourth try!” – Kelly Moletress

Learn Something New: “Time is the school in which we learn; times is the fire in which we burn.” – Delmore Schwartz

Success Question: What can you do today to ensure you meet your sales goals?

Five Steps to Sales Success Today

April 4th 2006

Plan Your Day: “Better three hours too soon, than one minute too late.” – William Shakespeare

Choose a Positive Attitude: “Establish and maintain a positive attitude.  The first rule of life.  Your commitment to a positive attitude will put you on a path to success that will be unstoppable.  If you doubt it, you don’t have a positive attitude.  A positive attitude is not just a thought process, it’s a daily commitment.  Get one.” – Jeffrey Gitomer

Stay Focused: “Paying attention to simple little things that most men neglect makes a few men rich.” – Henry Ford

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

Success Question: What should you be doing at this moment to increase your prospects for making a sale?

Five Steps to Sales Success Today

April 3rd 2006

Plan Your Day: “You will never find time for anything; you must make it.” – Charles Buxton

Choose a Positive Attitude: “I’ve got to say “no” to the good and say “yes” to the best.” – Zig Ziglar

Stay Focused: “Our main business is not to see what lies dimly at a distance, but to do what lies clearly at hand.” – Thomas Carlyle

Learn Something New: “Unless you try to do something beyond what you’ve already mastered, you will never grow.” – John Maxwell

Success Question: What is the most important thing you could do right now?