Newsletter archives:
The Sales Connection, Volume 3, Issue 1
January 2006
What you will find in this issue:
The Sales Connection is a newsletter designed for you to gain insight and practical tips for your sales career. My name is Kathy Garland and I work with my clients to help them develop the tools and strategies they need to live an extraordinary professional and personal life. I welcome your comments and questions.
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SALES TIP OF THE MONTH: WHO DO YOU WANT TO BE IN 2006?
By now, all the newness of the New Year is over and no doubt you are back to business focused on getting new business, reaching and exceeding your goals, making plans and all the things everyone does to get your year off to a great start. One thing that's often forgotten in all the busyness of making goals is to focus on who you want to be.
Who you are being in any given moment is distinctly different from what you are doing.
Being is a quality. Here's a practical definition from American Heritage on Yahoo:
Being: One's basic or essential nature; personality; All the qualities constituting one that exists; the essence.
Being is a come-from; what your frame of reference is for how you are with people.
Who you are being is your essence and your personality in the moment. The most successful people get this. They understand how to be what is needed for any given situation.
Here are some examples of states of being, followed by examples of doing.
Being:
- good listener
- focused
- present
- insightful
- innovative
- energetic
- friendly
- service-oriented
- passionate
- enthusiastic
Doing:
- making sales numbers
- increasing proposal volume by 25%
- following up with contacts within 24 hours
- making cold calls every day
- researching information on prospects
- organizing and attending meetings
Americans especially are very driven to output, results, accomplishments and reaching goals. Of course, that is important — it's one of the qualities that has contributed to the success of our country.
What I've learned is that my being or who I am being is an essential contribution to what I do. Without focusing on who I am being, I become more of a machine, just cranking out proposals and meetings with prospects.
When I am really busy is when it is most difficult to focus on who I want to be in each interaction whether it is a phone call or a meeting. If I don't stop before to focus on who I want to be while in that activity, I won't be producing the results I want. So I like to take a minute before each call or arrive early at a meeting to collect my thoughts and remember who I am and what I want to add in terms of my presence and my being.
If I focus on being present, listening, and communicating passion about what I offer then I am going to have much better results.
Take a few minutes before each call or meeting, even email communication, with a prospect, colleague or network contact to decide who you want to be or what qualities you want to bring forth. This focus will help you be your best.
Through doing what you do best and being who you want to be, you can create extraordinary results in 2006.
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TRAINING OFFERED BY QUANTA PARTNERS LLC
The next Self-Driven Success™ Planning retreat will be offered April 21 - 23, 2006 at the fabulous Gaylord Texan Resort in Grapevine, Texas. This retreat is designed for women to take time to plan what they want to accomplish the rest of the year. Participants will leave the weekend focused on what they want to do and with all the tools to make it happen. Also, retreats for mixed groups and corporations are being offered for 2006. To learn more, please contact Kathy Garland at 972.529.6744 or email me at kgarland@quantapartners.com.
Watch for new announcements on Teleclasses and Workshops for 2006. If you'd like to be added to my mailing list for announcements about Teleclasses, workshops and retreats, please click here: kgarland@quantapartners.com and put Mailing List along with your name in the subject line.
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QUOTES OF THE MONTH:
"I always wanted to be somebody; I should have been more specific." — Lily Tomlin
"We can't become what we need to be by remaining what we are." — Oprah Winfrey
© Kathy Garland, 2006
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