More Advice from Gramps

So, Gramps and I have been chatting again and he sent me another gem -

Working Smarter
Most of us employed in the many small business enterprises that constitute the backbone of this nation are obsessed with the idea that hard work and long hours are the secret to success. Most of us get that idea from the fact that those we know who are already successful tell us that is how they did it. We have a tendency to follow suit simply because we hear so much about role models and setting examples. The truth of the matter is that this is only part of the reason for success. It is a most important part and critical to the outcome, however this is only a step in the right direction when you analyze the action for its basic premise. All you’ve done so far is to implement the old stand-by procedure nomenclature: net-working – or – thinking inside the box. The real secret to success is not in working harder or longer, it is in working smarter.

Yeah, easy for you to say but just how do you do that? You do it by working the old fashioned way, and that is: by working harder and longer – but by making sure you do not do the same old things that put you into this slump you are now in. Isn’t that smarter? Of course it is. How do you do that?

Here is the idea:Get out the information on your last success and read it.

What is the one thing that tells you why you made the sale?

Can you see when things were beginning to jell for you?Can you see what that special acceleration was?

• Something you said?
• Something you did?
• Some product you introduced that enhanced the deal?
• Some unexplored perk that needed clarification?

Can you also see where you could have made a bigger success of the deal if you had altered some words, taken some words out – or –? These are hints – or clues -- for future successes, are they not?

By now you should be thinking again and ready for the next phase:

Plan a new success story using what you have just taught your brain to do using your present client as your chief character. Once you start this process and see how successful it is, you will never stop and you will be so rich you can afford your own health insurance plan and forget Obama’s. In the meantime, remember the key duty in a salesman’s repertoire. Contact your client daily or more often making sure he knows you are there to serve and don’t forget to ask how their family is. Remember: contact, contact, contact!

If you are interested in Gramps writing you can find him at www.josephconover.com