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The Telios Group
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Five Steps to Sales Success Today

February 28th 2007

Challenge the Process: “Leaders must challenge the process because system will unconsciously conspire to maintain the status quo and prevent change.” – The Leadership Challenge
 

Keep It Simple: “Never try to say something remarkable. It is sure to be wrong.” – Mark Rutherford
 

Value Other’s Worth: “Leaders value other people’s worth and opinions and take the time to let them know they are important. It doesn’t take very much time to pay someone a compliment. The average is six seconds.” Connie Podesta and Jean Gatz
 

Make Listening A Habit: “Research has consistently demonstrated that ineffective listening habits present the most common barriers to success in relationships and careers.” – Larry Barker and Kittie Watson
 

Possess A Strong Vision: “The vision of an organization acts as its magnetic north.” – The Leadership Challenge
 

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

February 27th 2007

Train Yourself to Restrain: “Only if we can restrain ourselves is conversation possible. Good talk rises upon much self-discipline.” – John Erskine
 

Be An Influential Leader: “The final test of a leader is that he leaves behind in others the conviction and will to carry on.” – Walter Lippman
 

Believe In Yourself: “All power is based on perception. If you think you’ve got it, then you’ve got it. If you think you don’t have it, even if you have it, then you don’t have it.” – Herb Cohen
 

Always Communicate Well: “Nothing is more essential to success in any area of your life than the ability to communicate.” – Paul W. Swets
 

Have A vision: “Vision is the art of seeing things invisible.” – Jonathan Swift
 

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

February 26th 2007

Don’t Interrupt Others: “I know of no quicker way to insult a person or to hurt his feelings than to interrupt him when he’s trying to tell you something.” – James K. Van Fleet
 

Include Everyone in Conversation: “Strangers…are just your friends that you don’t know yet.” – Margaret Lee Runbeck
 

Send A Note: “It only takes about three minutes to write a note, fold it, stick it in an envelope and mail it, but the power of it is awesome.” – Wanda Loskot
 

Have A Vision: “Goals can be energizing – when you win. But a vision is more powerful than a goal. A vision is enlivening, it’s spirit-giving, it’s the guiding force behind all great human endeavors. Vision is about shared energy, a sense of awe, a sense of possibility.” – Benjamin Zander
 

Be An Example to Others: “Example is not the main thing in influencing others, it is the only thing.” – Albert Schweitzer
 

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

February 23rd 2007

Do Your Homework: “Your mother taught you everything you need to know about connecting before you were 10 years old: Make friends, play nice, tell the truth, take a bath, do your homework.: - Jeffrey Gitomer
 

Less Can Be More: “The real art of conversation is not only to say the right thing in the right place, but, far more difficult still, to leave unsaid the wrong thing at the tempting moment.” – Dorothy Nevill
 

Be Interested in Others: “To talk easily with people, you either must firmly believe that either you or they are interesting. And even then it’s not easy.” – Mignon Laughlin
 

Ask Good Questions: “Nothing can get people to take on and solve their problems faster than a good question.” – Dorothy Leeds
 

Always Be Positive: “Positive people can take on the world.” – Rick Pitino
 

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

February 22nd 2007

Network With Others: “It’s not who you know, it’s who knows you.” – Jeffrey Gitomer
 

Avoid Over-Explaining: “Half the world is composed of people who have something to say and can’t, and the other half who have nothing to say and keep saying it.” – Robert Frost
 

Develop Effective Communication: “An effective communication style can help you attain success in any career.” – Connie Podesta and Jean Gatz
 

Take Note of Others: “There are two kinds of people in this life: Those who walk into a room and say, ‘Well, here I am!’ And those who walk in and say, ‘Ahh, there you are.’” – Leil Lowndes
 

Always Display Tact: “Tact is the art of making people feel at home when that’s where you wish they were.” – Ann Landers
 

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

February 21st 2007

Make Yourself Valuable: “If you make yourself valuable, and memorable, others will want to make you part of their network.” – Jeffrey Gitomer
 

Listen More Than You Talk: “Whether in private conversation or in a group – if you are doing all the talking, you are boring somebody!” – Helen Gurley Brown
 

Master Small Talk: “Mastering small talk skills is more important in today’s business environment than ever before.” – Anne Baber and Lynn Waymon
 

Focus on First Impressions: “The effort required to make favorable first impressions is less than the effort required to undo an unfavorable one.” – D.A. Benton
 

Don’t Always Speak: “If you can’t add to the discussion, don’t subtract by talking.” – Lois Wyse
 

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

February 20th 2007

Harness Your Connections: “Most people have powerful connections. Very few people have harnessed the power of their connections.” – Jeffrey Gitomer
 

Always Be Optimistic: “The world of achievement has always belonged to the optimist.” - Harold Wilkins
 

Always Strive for Excellence: “Paint a masterpiece daily. Always autograph your work with excellence.” - Greg Hickman
 

Create Your Circumstances: “People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and, if they can’t find them, make them.” - George Bernard Shaw
 

Do What You Enjoy Most: “People who enjoy what they are doing invariably do it well.” – Joe Gibbs
 

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

February 19th 2007

Give a Referral: “The worst way to get a referral is to ask for one right after you have performed. A good way to get a referral is to ask for one after you have delivered value to a customer. A better way to get a referral is to earn one. The best way to get a referral is to give one.” – Jeffrey Gittomer
 

Practice, Practice, Practice: ”Practice is nine-tenths.” - Ralph Waldo Emerson
 

Always Look to Improve: ”There is only one corner of the universe you can be certain of improving… and that’s your own self.” - Aldous Huxley
 

Work With Your Team: “Teamwork divides the task and doubles the success.” – Author Unknown
 

Face Challenges As Opportunities: “The block of granite which is an obstacle in the pathway of the weak becomes a stepping-stone in the pathway of the strong.” – Author Unknown
 

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

February 16th 2007

Always Give More: “The real rule of ‘give and take’ is: Before you can take, you gotta give.” – Jeffrey Gitomer
 

Do Things for Others: “Always leave enough room in your life to do something that makes you happy, satisfied, or even joyous.” – Paul Hawken
 

Develop Great Habits: “Habit is either the best of servants or the worst of masters.” – Nathaniel Emmons
 

Learn and Act Quickly: “An organization’s ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage.” – Jack Welch
 

Keep on Delivering: “A fellow doesn’t last long on what he has done. He’s got to keep on delivering as he goes along.” – Carl Hubbell
 

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

February 15th 2007

Communicate Every Week: “Communicate value to every connection, every week.” Jeffrey Gitomer
 

Take Responsibility Daily: “People need responsibility. They resist assuming it, but they cannot get along without it.” – John Steinbeck
 

Manage Your Time Well: “If your business keeps you so busy that you have no time for anything else, there must be something wrong, either with you or with your business.” – William J.H. Boetcker
 

Be a Finisher: “Spurts don’t count. The final score makes no mention of a splendid start if the finish proves that you were an also ran.” – Herbert Kaufman
 

Have a Sense of Humor: “If you had to choose only two qualities to get you through times of change, the first should be a sense of self-worth and the second a sense pf humor.” – Jennifer James
 

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

February 14th 2007

Make Good First Impression: “What you say to others is a reflection of who they think you are. While you are speaking, they are thinking and deciding who you are, whether they like you, and whether they want to take the next step with you.” – Jeffrey Gitomer
 

Develop Your Character: “The leader for today and the future will be focused on how to be – how to develop quality, character mind-set, values, principles, and courage.” – Frances Hesselbein
 

Maintain Your Priorities: “Be assured that you’ll always have time for the things you put first.” – Liane Steele
 

Be Clear With Decisions: “You seldom get what you go after unless you know in advance what you want. Indecision has often given advantage to the other fellow because he did his thinking beforehand.” – Maurice Switzer
 

Give of Yourself: “For it is the willingness of people to give of themselves over and above the demands of the job that distinguishes the great from the merely adequate organization.” – Peter F. Drucker
 

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

February 13th 2007

Have An Open Mind: “Open mind: Open Wallet. Closed Mind: Closed wallet.” – Jeffrey Gitomer
 

Help Others Develop: “The ultimate responsibility of a leader is to facilitate other people’s development as well as his own.” – Fred Pryor
 

Learn From Mistakes: “You’ve got to have an atmosphere where people can make mistakes. If we’re not making mistakes, we’re not going anywhere. The scientific method is designed for mistakes.” – Gordon Forward
 

Be the Best: “I am easily satisfied with the very best.” – Winston Churchill
 

Decide What’s Important: “Simplifying is not necessarily about getting rid of everything we’ve worked so hard for… It’s about deciding what’s important to us, and gracefully letting go of the things that aren’t.” – Elaine St. James
 

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

February 12th 2007

Have a Passion to Connect: “The questions that you ask, the ideas you bring to the table, and your communication skills, combined with your passion, belief, and attitude, are the fundamentals of what it takes to connect.” – Jeffrey Gitomer
 

Know What to Do: “Wisdom is knowing what to do next, skill is knowing how to do it, and virtue is doing it.” – David Starr Jordan
 

Always Be Determined: “Real leaders are ordinary people with extraordinary determinations.” – John Seaman Garns
 

Have Strong Values: “With clear vision you may see where you are going, but without strong, well-articulated values, it may not be worth making the trip. – Bill Capadagli and Lynn Jackson
 

Create a Vision: “When you create a clear mental picture of where you are going in life, you become more positive, more motivated, and more determined to make it a reality. You trigger your natural creativity and come up with idea after idea to help make your vision come true.” – Brian Tracy
 

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

February 9th 2007

Make Others Better: “The question you have to ask yourself is: ‘How can I make people better as a result of connecting with me? Note well: This is not just a strategy to connect at a networking event, this is a strategy to connect with anyone, anywhere, at any time.” – Jeffrey Gitomer
 

Be Open to Change: “We must be the change we wish to see in the world.” – Mahatma Gandhi
 

Solve Your Problems: “A problem well stated is a problem half solved.” – Charles F. Kettering
 

Always Be Humble: “Really great men have a curious feeling that the greatness is not in them but through them. Therefore, they are humble.” – John Ruskin
 

Work For It: “Discover what you want most out of this world, and set yourself to work on it.” – John Homer Miller
 

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

February 8th 2007

Always Off Value: “Do what you say you’re going to do – what you say to others, and what you say to yourself. Offer value. Cultivate relationships. Do it even when you don’t need anything in return.” Jeffrey Gitomer
 

Look Beyond the Failure: “There is no doubt in my mind that there are many ways to be a winner, but there is really only one way to be a loser and that is to fail and not look beyond the failure.” – Kyle Rote Jr.
 

Luck is on Your Side: “Luck is earned. Luck is working so hard at your craft, service or enterprise that sooner or later you get a break.” – Paul Hawken
 

Keep the Faith: Believe in yourself. Have faith in your abilities. Without a humble but reasonable confidence in your own powers, you cannot be successful or happy.” – Norman Vincent Peale
 

Push and Pull: “The doors of opportunity are marked ‘Push’ and ‘Pull.’”
 

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

February 7th 2007

Take Consistent Action: “Good things come to those who have patience and take consistent, persistent actions toward what they want.” – Jeffrey Gitomer
 

Live For Today: “Live out of your imagination, not your history.” Stephen R. Covey
 

Paint Your Reality: “I always paint my own reality.” – Frida Kahlo
 

Don’t Be a Loafer: “Almost any idea is good if a man has ability and is willing to work hard. The best idea is worthless if the creator is a loafer and ineffective.” – William Feather
 

Establish Your Priorities: “Decide what you want, decide what you are will to exchange for it. Establish your priorities and go to towkr.” – H.L. Hunt
 

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

February 6th 2007

Have a Game Plan: “Before you can get what you want, you have to know what you want, and make a game plan to get it.” – Jeffrey Gitomer
 

Meet and Read: “The only difference between where you are right now, and where you’ll be next year at this time, are the people you meet and the books you read.” – Charlie “Tremendous” Jones
 

Be All You Can Be: “We cannot become what we need to be by remaining what we are.” – Max DePree
 

Give It a Try: “Not merely what we do, but what we try to do and why, are the true interpreters of what we are.” – C.H. Woodward
 

Just Do It: “Wisdom is knowing what to do next, skill is knowing what how to do it, and virtue is doing it.” – David Starr Jordan
 

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

February 5th 2007

Choose to be Great: Those who follow the part of themselves that is great will become great. Those that follow the part that is small will become small.” - Menius
 

Always Be Positive: “Great men are they who see that thought is stronger than any material force, that thoughts rule the world.” – Ralph Waldo Emerson
 

Face the Challenges: “Wise leaders and high achievers come to understand that they can’t hope to eliminate problems…and wouldn’t want to.” – Dale Dauten
 

Be a Leader: “People cannot be managed…inventories can be managed, but people must be led.” – H. Ross Perot
 

Keep Your Commitments: “Unless commitment is made, there are only promises and hopes…but no plans.” – Peter Drucker
 

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

February 2nd 2007

Always Display Humility: “Talent is God-given – be humble. Fame is man-given – be thankful. Conceit is self-given – be careful.” – Author Unknown
 

Choose the Right Attitude: “Make every day your masterpiece.” – Joshua Wooden, father of John Wooden
 

Choose to Be Good: “Whatever you are, be a good one.” – Abraham Lincoln
 

Value Each Person: “You add value to people when you value them.” – John Maxwell
 

Seek to Help Others: “No man can become rich without himself enriching others.” – Andrew Carnegie
 

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

February 1st 2007

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

Walk the Talk: “You can preach a better sermon with your life than with your lips.” Oliver Goldsmith
 

Create Excellent Habits: “We are what we repeatedly do. Excellence, then, is not an act, but a habit.” - Aristotle
 

Always Be Self-Disciplined: “Discipline is remembering what you want,” – David Campbell
 

Be An Encourager: “Two things are bad for the heart – running uphill and running down people.” – Bernard Gimbel
 

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Ron Goch, The Telios Group
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