My work ethics:
- 1. A tightly scheduled 12-hour day.
- 2. Have contacting goals.
- 3. Systematic communication.
- 4. Know your subject.
- 5. Learn from questions you are asked: Don't get caught twice.
- 6. Always have an active prospect list that you contact regularly.
- 7. Respond fast.
- 8. Keep your name in front of the customer.
- 9. Develop innovative strategies for yourself and your customers.
- 10. Impressive preparation.
- 11. Finding a niche.
- 12. Weekly targets.
- 13. Show people their strengths.
- 14. Use 80/20 rule.
- 15. Each day write down 2 things on the job you did that you enjoyed
or found satisfying.
- 16. React to problems promptly.
- 17. Honesty.
- 18. It's all or nothing for the customer.
- 19. Thorough planning.
- 20. Verify key points after meetings in writing.
- 21. Start meetings with a review.
- 22. Bring, show or discuss one positive they are not expecting.
- 23. Tried and true case studies.
- 24. Develop a system that allows you to find info in 15 seconds.
- 25. Respect deadlines on promises made.
- 26. Use flexibility to break into new markets.
- 27. Perfect your communication.
- 28. Mentally walk with them.
- 29. Put features and benefits into layers of pyramid and focus on best layer.
- 30. Mind-emptying excercises.
- 31. Structured follow-up.
- 32. See how success works and copy, copy, copy.
- 33. Don't get tired of service.
- 34. Flair.
- 35. Anticipate questions and know the answers.
- 36. Believe in your product.
- 37. Know exactly where you're going to start the next day.
- 38. Have high daily targets and when you achieve them--quit.
- 39. Set up definte rules to get over each hurdle and on to the next.
- 40. Know competitors products.
- 41. Create pride of ownership.
- 42. Have a structured selling answer to "What do you do? & a handout.
- 43. State your price as a benefit.
- 44. Answer, "What do you do?"
- 45. Spend 90% of your time either prospecting or on appointments.
- 46. Develop solid closing questions.
- 47. Know your product--shoot the answer.
- 48. List the benefits of your product.
- 49. Look as if you've operated the product all your life.
- 50 Full-scale mock-up. Prototype.
- 51. Be there when you're needed.
- 52. Never, ever forget one single thing you've promised to do,
no matter how trivial it seems.
- 53. Respect the client for what he is and for what he has accomplished in life.
- 54. Verbalize respect.
- 55. Reliability, responsiveness, tangibles, assurance, empathy.
- 56. Know your case and their case.
- 57. Put enormous thought and energy into reconfiguring your world
so that when emergencies happen you have exactly what you need
to do the job.
- 58. Know their history when you arrive.
- 59. Always know and communicate the next step.
- 60. 3 Steps: Previous, Current, Next.
- 61. Way of the gull: Work like hell and go after every scrap.
- 62. Leverage time and effort.
- 63. Analyze, measure, identify my selling, marketing, advertising and operations.
- 64. In a minute, describe what it is about your business that gives
greater advantage, greater benefit, and greater result to your client.
- 65. How can I test one way against another?
- 66. What is my clear, accurate distinct vision of my business?
- 67. How many better, other additional ways could I be doing?
- 68. How can I get the highest and best use of my time and opportunity.
- 69. Who could recommend me?
- 70. What do my clients pre-do and post-do that I can leverage.
- 71. Do one good thing consistently well.
- 72. If something works, experiment with a copy.
- 73. Never create the same routine twice.
- 74. Trial and error but debrief.
- 75. Rise before dawn.
- 76. Be willing to be consumed by a task as long as it takes.
- 77. Practice the basics endlessly.
- 78. Your core investment must be in understanding your customers.
- 79. Stress high quality relationships.
- 80. Be a perpetual prospecting machine.
- 81. Lose the no's.
- 82. Have a strategic plan and a relentless apllication of the plan.
- 83. Document everything. Always know what happened.