Thursday, April 14, 2011

How To Live Life With No Regrets


 by: Edward V Ellis, Sr.


You know what's the saddest words you can say--"shoulda, woulda, coulda".

All those things in our past of how we wished we could have done differently, or wish we didn't do at all. But as time goes by, we grow older and we learn things as we age. And that's not to mean that we should regret what we did before we learned stuff in a different way.

If you think about it, if we didn't get to experience those, we might not have grown into the same adults that we know as we are today.

So, how about living life with no regrets? Getting rid of those negative shoulda, woulda coulda? Though we may be older and wiser, we're still not exempted from making mistakes. In living life with no regrets, be aware that it's fine when you make mistakes. Just make sure that you learn from it and you move on. Most important thing? You forgive yourself.

*Be grateful for all the things you have now rather than complaining for what you lack. Realize that others wish something that you have.

*Follow your own journey. Don't mind what others want you to follow. It's your life, not theirs anyway.

*Find fun and happiness with as several people as you can. Every person has a story. By listening to them, you may find insights and lessons in living.

*Have fun, enjoy and laugh as if there's no tomorrow. A happy energy draws a lot of people!

*Wish everyone well sincerely sans envy.

*Take more risks you only dream of doing. Be adventurous. Because you get to live only once!

We begin to be regretful if we keep on comparing ourselves to others. Others will always have something you don't and vice versa. To live life with no regrets, just take life where it takes you and don't be afraid to take the challenge.

Saturday, April 2, 2011

Ramblins' March 26, 2011

Real World Entrepreneur Newsletter
Dear Subscriber,

Time is a challenge, how do we get the most out of it while enjoying it's passing.
I try to remind everybody that This Moment is like a coin, Once you spend it, it's gone, and like money if you spend it right you will cherish the memory for a lifetime.
It's important that one moment, one decision, one thought could change the direction of our life. Over the past few months I have had the unique opportunity to meet hundreds of great people and some of them are locked in positions by decisions made at a previous time. What happens now is individuals now face the results which include the FEAR of change. The thought of change is now that New Moment, use it wisely and remember today's decision will provide tomorrows results.
The question today... Are You Happy with your life today? Look to make the changes that will provide you with the happiness YOU deserve.Don't live this wonderful life in unhappiness.
Take Care of Today
Enjoy Your Day

 by: Edward V Ellis, Sr.

Listen to the salutation to the dawn,
Look to this day for it is life, the very life of life.
In its brief course lie all the verities and realities of our existence.
The bliss of growth, the splendor of beauty,
For yesterday is but a dream and tomorrow is only a vision,
But today well lived makes every yesterday a dream of happiness and every tomorrow a vision of hope.
Look well therefore to this day.
Such is the salutation to the dawn.
~Kalidisa

It is Monday morning, for many the start of a new work week. Take the time this Monday, and for the next few Mondays, to keep a record of how many "I hate Monday" type statements you hear.  

How do you feel about Monday?
Reflect for a moment. Do that many "bad" things really happen on Monday? I would be willing to bet your answer is "No". If your answer happens to be "Yes", then you need to start looking at your attitude and expectations. Life has a funny way of living up or down to our expectations. No matter the date or day of the week the calendar says it is, start each day expecting it to be your greatest day ever.  

~Yesterday, Tomorrow and Today in Perspective
It is very important to understand the relationship between yesterday, tomorrow and today.  

~Yesterday
We cannot go back in time and change or redo yesterday, but here are three things you can do with your past; First, reflect on your past successes. Relive them with as much clarity and emotion as you can. Use these memories to build your self-confidence, self-esteem and to create an "I Can" attitude. Second, learn from your past mistakes and failures. Take full responsibility for them, and be grateful for them. Yes, I said to be grateful for your failures. You cannot know which way up is, unless you know which way is down is. Third, release and let go all negative emotional baggage from your past. This is the toughest of the three to do, and the most important to work on. Carrying this weight will, at the very least, slow you down, and it can stop you completely.
 
~Tomorrow
The future is where all your dreams, hopes and goals live. Your potential lies ahead of you, not behind you. Tomorrow you have a clean slate, an unblemished record, a brand new beginning. Take care when building your vision of the future, it is where you will spend the rest of your life. Most importantly, by creating your vision of tomorrow, by having dreams and goals to reach for, you give meaning and purpose to today.
 
~Today
Today is the most important day of your life! Yesterday is gone. By the time tomorrow arrives it will be today. Today you are creating yesterday's memories. Today you are laying the foundation for tomorrow.
Everything you do, you do now. Everything else is either something you did do, or something you are going to do. Everything you do either takes you closer to your dreams and goals or it moves you away from them. Every day counts.
Make a habit of taking positive daily actions. Take steps daily that will move you closer to your dreams and goals. Plan your day based on your principles, values and what matters most to you, and then work your plan. Don't sit by and wait to "have" a great day, take action to "make" it a great day. Take care of today. If you do this, yesterday and tomorrow will take care of themselves.  

Make Every Day a Great Day



Achieve by Taking First Step
Positive Thinker

Ramblins' March 19

Real World Entrepreneur  
Newsletter
Dear Subscriber,

Over the past few weeks I have a lot of questions develop in my life. My regular visits to therapy have only increased some misunderstandings and confusion. As many of you know I have an intense disagreement Lifes Directionwith a Positive Mental Attitude (PMA) and the disagreement continues with my therapist since her opinion is that's truly not what is meant by PMA and to me that's where the problem begins. Understanding the meaning of the terms. All of the so-called self-help books will tell you you-can-do-it almost like the term from "The Waterboy." Yes, I believe you can do what you set out to do, if you have a plan and if you have realistic expectations. In most cases, individuals do not have a plan and if they do, they do not follow through or track their results.
I have been blessed over the past few weeks to meet a lot of great individuals, all of which both deserve more and have the capabilities to achieve more is they put a plan into action and if they sit down and put a realistic plan into action.
Two individuals that I have met in particular and had the opportunity to have coffee with a couple of mornings this week, have to take a long look in the mirror and realize who they are and what they can achieve...with a plan... something we all need.
Don't follow -the-Hype, follow a plan, track your results and take action.
Living Life to the Fullest
by: Edward V Ellis, Sr.

Living a life full of purpose, passion and happiness does not need to be as hard as we believe.

A lot of the time the reason why we're not living the life we
Live Life To The Fullest
want or dream off is because we are waiting for someone else to do something about it. We're not taking the responsibility ourselves to make the changes we need and to follow our true purpose, passion and desires. This has nothing to do with anyone else - it's all about YOU!

Having the gift of a happier, more satisfying life isn't easy and that is why so few people actually achieve all that they want out of life. In fact most people don't even achieve 1/3rd of what they want in life. People go through the daily routines, the daily grind expecting that one day it might be different.

Setting Goals Allows You to Achieve Greatness: The trick is to own them, to make them yours. Not what your Mum wants, nor what your guidance counselor told you was right for you...but what YOU want. If you were to ask yourself the following questions, what would the answers be? What do I want to be doing in 1 year's time, 3 years, 5 years, 10 years what is my true passion in life? Are you doing it? Why not? What could I do today that is different and improves the quality of my life?

Many people have not thought about what they truly want in years. This is partially due to the vague exotic island we are always thinking about
"Someday I'll"... we confuse that with reality and believe that someday I'll have more time to figure it out and then I'll get what I want'.

This is NOT how it works...some day is NOW. Tomorrow will never come, and our time here is limited. You can either choose for this to be a depressing thought and turn away from it, or face it straight on and FREE YOURSELF. Today is all we have - live it up! Dream with passion! PLAN to do things you love and which are fun...there is no time like the present!

You Must Set Priorities: In these busy times, it is time we realize that we cannot do it all. Nothing is created without us actually creating everything we want - I firmly believe this - but we all have 24 hours in a day, and things do slip through the cracks.

Therefore, the more we hone our focus and decide what our priorities are, the better we can live each day from that focus, and accomplish more of the things that matter to us as individuals. This is not goal-setting. Goals ARISE from this work, and allow you to accomplish those things that you wish to. This allows us to live each day with a strong sense of purpose, aliveness and joy. The trick to living this way is two-fold: The first things you need to do is look at your overall life and decide what you want it to be about.

A good way is to think about what your life looked like as you float above it at the end of your life. Ask yourself what you will regret most if you don't change it? What do you want said about you when you're gone? What kind of a legacy would you like to leave? What will you wish you had done? The second part ties your priorities and your goals together. The best two tips in this area I have heard in years are extremely simple: 1. Make a list every night of the five things you MUST accomplish tomorrow, and then DO THEM tomorrow, in the order of those you want to do least first. 2. Ask yourself each day: What can I do today that I'll be glad I did tomorrow? This one step is amazingly powerful, as you will see after a few days.

Have A Vision Of Your Life: How many times have you heard that you must visualize what you want in order to get it? Did you know that in studies with Olympic-caliber athletes, tests have shown that they performed just as well after visualizing themselves going through the motions with precision, as when they actually practiced physically? Additionally, in brain and muscle tests, all the same neurons in the brain and muscle fibers in the body were activated during intense visualization as during the actual athletic endeavour. Amazing? YES! Use this to your advantage in your own life! Practice and improve your ability to clearly and precisely picture yourself being in the situations you wish to create.

HEALTH: This has been addressed in many places, but my two best tips are: Eat less, and more often. Studies have shown that those who eat less actually survive longer, and with this happy, passionate life you are building you'll want to prolong it as much as you can! Also, eating smaller amounts every 3-4 hours serves to boost your metabolism and burn more fat...helping you to be healthier and have more energy. Think of your metabolism like a fire...consistently feed it in little amounts. If you starve it or smother it, the results will be less to your liking.

The second tip is to get moving, and do it consistently. This one thing, if you are not already doing it, will make a huge difference for you. Go for walks, take up new sports - do whatever you have to do to stay active, and enjoy increased energy and stamina, as well as more clarity in your thoughts.

ROLE MODELS: Get some new ones. Look for people and situations that empower you, and remind you of the magnificence of the human spirit and what is possible. This lifts you out of your narrow, every day focus, and gives you a broader perspective.

Do you know the 5 closest friends is the average wage / amount of money you will also earn?

So put in place and have a look at just those 5 little areas in your life and you will notice and amazing difference nearly instantly.

Enjoy life, live with passion, purpose and happiness!
Always remember today only comes this way once....

To top off all my confusion in life my two poodles went to Florida to stay with one of my sons... well at least it's warm.
Misty and Lucky

Saturday, March 19, 2011

Secrets of Success!


 by: Edward V Ellis, Sr.



I often wonder how a person can be so successful in life! Is it because they inherited the success or is it because of their unique character? There are certain traits that YOU can adopt in order to be successful in life. So for now am going to share with you.

They are:

1.Sincerity: Being sincere and following your values and beliefs would guarantee you success. So don
t try to be something that you arent. Just be yourself and impress others.

2. Be genuine: Your actions are greater than your words. So don
t exaggerate or deceive others. Just be genuine.

3. Being wholehearted: You should be enthusiastic regarding things you do. So you should whole heartedly devote yourself to do good for others and your community.

4. Honest: Being honest is quite difficult but when you let honesty guide you, you
ll achieve greater success. So never deceive or do fraud to get ahead in life.

5. Heartfelt: Be honest and appreciate others. Thank people who do good to you and reach out to those in need.

6. Heartiness: Be warm and genuine with others. This would radiate your character and affection towards others.

7. Humility: No matter how rich or successful you are, always be humble with others. This would have a longer impact on others.

8. Personal integrity: It is important that no matter how successful you become, you should always keep your values intact. Never trade your moral values for material benefits.

9. Incorruptibility: Be affirmative and hold your ground to stick towards your beliefs. Don
t let others corrupt you.

10. Good judgment: Show good and fair judgment in life. Treat everybody with equality and respect.

11. Focused: Always maintain your focus and give your total attention to the people you interact.

12. Courtesy: Be good to others and show courtesy even to those who are strangers.

13. Civic sense: Exhibit civility and respect. Don
t dominate people and speak with kindness and respect.

14. Wisdom: Wisdom is gained by experience. Be in touch with your inner self in order to gain higher understanding and wisdom.

15. Charity: Be generous and charitable to others. Extend help even to those who have not helped you.

16. Empathy: Know that everybody is different and has different needs. Understand others feelings and thoughts.

17. Sympathy: Always be sympathetic to people under emotional stress. Try to understand things from their view point.

18. Compassionate: Reach out and help those who are in distress. You wouldn't believe the good wishes they'll send out to you.

19. Altruism: Think for others without being selfish. Do good and don
t expect things in return. Moreover, don't express to others the favors you do to them.

20. GIVE MORE: Give your money, time and knowledge to others so that they can learn from your experience. Don't stop short thinking that they'll get ahead of you. It takes a high mind and a generous heart to do that! You can get more from www.successtricks.com

The QUALITIES given above are some of the qualities that a successful person should possess. Try to adopt them in daily life and make them a part of your character. I guarantee that you will definitely become more successful than you ever imagine.

Have a great day and an even better tomorrow!

Friday, March 11, 2011

I think I can. I think I can. Can I?

Edward V Ellis, Sr.  February – 2009 

Your mental train ticket to self-empowerment.

We all find ourselves at certain points in our lives holding first class tickets to negative mental trains of thought this might help get you on the right track to self-empowerment via a plan called the 5 C Process. The journey challenges individuals to:

One

Clarify Current View – Where are you now- honestly?

Conscious awareness of your current view is the first step in becoming the best you can be. Getting clear about how your life aligns with your values, talents and unique gifts is vital to your happiness. You need to know where you are in order to learn where you want to go.

You can clarify your current view by completing a review of eight life areas. Be honest with yourself about how happy are you with your profession, finances, health and overall well-being, primary relationships, personal development, spirituality, environment, hobbies, etc.

Two

Connect with Your Highest Vision – Where do you want to be?


Example: An individual I met some time ago, a yoga instructor, decided she was happy teaching but wanted to contribute to the world on a larger level. She wasn’t happy with the quality of the yoga clothing that was accessible to her and her fellow yogis. Her vision was to design and create fun, hip and timeless yoga clothes using eco-conscious fabrics.

You have to get really clear about what you want. It is crucial that you connect to your highest vision of yourself because you can’t create it unless you are clear about what it looks like. If you don’t have a vision of where you want to go or what you want to be, you will most likely NOT get there. To quote Henrietta Klauser, “If you have a connection to what you want, take the next step and write it down.” If you don’t have any idea about what you want, or how you want to be in life to bring about greater happiness, begin looking through magazines and create a Vision Board/Collage of what attracts you. You may also want to consider getting an outside perspective from a friend or a professional coach. I suggest you go through a guided imagery that gives you a glimpse of what your future could look like. There are also books that can help guide you. Just get help assessing your talents, divine gifts and abilities and then determine how you want to use them more fully in the world. We can’t help others as fully, if we are not aware of how we can best serve. So instead of thinking of it as selfish to engage in knowing yourself better, I would suggest you consider it selfish to hold back and not be the best you can be. Only in this way, can we help the world and others.

Three

Create Inspiring Goals – How will you get there?


Example: This individual created a tiered plan of what needed to happen step by step – outer goal. All of this was influenced by her inner goal of keeping a measured pace and a balanced life. Her goal was to enjoy the process.

You have to create a plan and take specific actions to get you from where you are now to where you want to be. When most people write goals, they just write a list of action steps, usually external actions. I believe it is more powerful to have inner and outer goals. An outer goal is what you want. For instance, you might think, “I want a new house”. An inner goal is more focused on the how. How will a new home benefit me and my family? Will it offer more common gathering areas, a larger kitchen so that we can cook together, etc.? How can I appreciate what I have now until I get this home? How can I make this a joyful experience rather than a stressful one? If you cannot be grateful for what you have now, then when you get a new home, it will only create very short-term happiness for you. Then, you will be focused on the next external illusion of happiness. For 2009, I suggest taking at least three of the life areas I mentioned earlier and jot down how you could benefit from living your highest vision in each area. Next, add action steps toward your desired achievements along with completion dates.

Four

Clear Obstacles – How will you remove obstacles in your way?


We all have dreams and visions for our life, but frankly, there are many things that can get in the way. The two most common obstacles I have come across in life are:

The inability to say NO— In order to bridge the gap from your current view to your highest vision, you have to make room for what “Could Be”. If your life is full and you want to add more of the things that are truly important in your life, you should start the change process by making room first. You must say no to some things in your life, so you can say yes to what is most important. You have to give up the destructive habits, behaviors and activities to make room for new ones.

A metaphor would be a water hose watering a flowering plant. The water in the hose is your life force and the flowering plant is what you are trying to grow in your life. If the water hose has leaks, it will not have enough water or life force/energy to reach its desired outcome or vision (to grow the plant into full bloom). Examples of leaks might include toxic friendships, unrealistic expectations, watching too much television, eating sugar, overspending, negative relational patterns with your spouse or working on an outdated job.

Example: An individual’s obstacle here was that her 8- year-old daughter needed caring for and she was afraid she wouldn’t be able to be a good mother plus jumpstart a successful, new business. This issue was remedied by getting clear on the proper definition of a good mother. Also, practically speaking, she needed help picking up her daughter from school. So she got her husband to assist her in this area so she would have time to create this new business.

Negative self-talk—Research shows we have approximately 50,000 internal messages we say to ourselves daily. We are constantly walking around having conversations with ourselves. And it is what we say that makes all the difference in the overall quality of our lives.

Example: I was once in Starbucks, and I watched this woman spill her coffee while reaching for a sugar packet and I heard her say out loud, “I’m so stupid. I can’t believe I did that.”

Now, I just happen to hear her, but this is an example of something you might say internally as well. You might think, “No big deal. I say things like this to myself all the time.” Well, IT IS A BIG DEAL as our subconscious hears these messages and acts on them as if they were real. Don’t say anything to yourself that you wouldn’t want someone else saying to you.

Think of self-talk like mental fuel. Now, imagine filling your car with dirty water. We all know you wouldn’t get very far. Now, take that same car and fill it with high quality gasoline. You’ll most likely reach your destination. It is the same with people and the words we use. If the words are negative and toxic, we will sputter along with low energy and our performance suffers. If our words are positive and tender, we will feel confident, energized, encouraged and will most likely meet our goals faster and easier. Here are some key things to remember if you ever find yourself preparing to board the train of BAD self-talk:

B– stands for belittling self-talk. Stop telling yourself, “I am not good enough.” If your dream is to have a healthy self-confidence, which of the following examples is more likely to get your there:

A. “I’m so stupid. I can’t believe I did that.”

B. “Whoops, mistakes happen.”

Can you see how the Answer B is much kinder?

A – Stands for awful zing. Stop predicting a future filled with gloom and doom, and dwelling on scary thoughts. If you dream of obtaining a career you love, which of the following will move you closer to your vision:

A. “I did terribly on my interview; I’ll never find a job I like.”

B. “I will answer that question on past employment differently next time and I will ace it! I know I will one day have the job I love.”

Can you see how Answer B places you in the mindset of a successful job search?

D – Stands for deceiving. This is when you deceive yourself into thinking you are a victim, and that other people are to blame for your circumstances. If we want a happy relationship which will of the below responses will aid in achieving this goal:

A. “If my spouse would only do more around the house, then I would be happy.”

B. “I can and will choose happiness today, no matter what my spouse does.”

Answer B is the right choice, wouldn’t you agree?

S – Stands for shoulding – This is when you give yourself a lot of shoulds, musts, and ought tos, then beat yourself up for not living up to unrealistic standards. Say your dream is to be in top physical condition, which will further that:

A. “I should have eaten a salad for lunch instead of that big old’ hamburger. I’m such a pig!”

B. “I could have eaten a salad, but I chose not to. Tomorrow I will make healthier choices.”

The second choice is so much more inspiring, don’t you think?

Five

Commit to Action – Are you willing to do what it takes?

The final step of the 5 C Process is to commit to action. How many times have we all made plans and never carried them out, or started off excited and lost motivation? No one ever does anything great alone. We all need encouragement and support from others including an accountability partner who is willing to help hold the vision of the person you want to be. In the previous example of my client, her biggest negative self-talk was how to be a good mom and a good business woman. Her thoughts were, “If I don’t pick up my child every day from school, I am a bad mother.” Instead, we replaced it with, “Picking up my child from school daily is not what makes me a good mother. I am, indeed, a fabulous mother.”

Here are the four action steps that have been proven to help you eliminate your negative self talk:

• Become aware of your negative messages –listen to voice in head

• Stop! You have to stop immediately if you find yourself dwelling on any negative thoughts

• Replace negative thoughts with a kinder alternatives

• Practice. It takes a commitment of time in order to turn a pattern of negative thinking into a more positive train of thought.

Saturday, March 5, 2011

Why do so many sales opportunities stall?


By Ed Ellis – April 2005
For now, let's define a stalled opportunity as an opportunity that hasn't seen a change in status for a specific period of time . (You get to define the length of this time period.) If you want to apply a more demanding definition, you will find some useful suggestions in the article,
There are many reasons why opportunities stall. Let's look at two of the most important reasons:
Reason #1 – Poor Sales Opportunity Qualification
A sad fact of life is that many salespeople do a poor job of sales opportunity qualification. Why is this such a common problem? Basically it comes down to three factors: lack of training, lack of accountability, and lack of inspection . Let's look at each factor separately.
1a. Lack of Training
What is your company's definition for a fully qualified opportunity? Does the definition exist in writing? Are your salespeople trained to qualify opportunities in a specific way?
In my opinion, a sales opportunity has not been properly qualified unless the salesperson knows (at minimum) the answers to the following questions:
  • What business problems does the prospect have that can be solved by one or more of your company's products and services?
  • How significant are these business problems? In other words, what impact do they have on the prospect, both professionally and personally?
  • Can the prospect quantify the impact of the business problems? In other words, can they associate dollar amounts with the business problems?
  • Is the prospect worthy of the investment required for your company to manage a sales cycle? In other words:
    • Are they credit worthy ?
    • Do they have a budget to invest in solving their business problems?
    • Are all key decision makers engaged in the decision process?
    • Does the company take proposed investments out to bid ? If they do, are they willing to give your company some advantage in the bid process as a reward for designing the solution to their problems?
    • What is their time frame for implementing a proposed solution?
1b. Lack of Accountability
Accountability pertains to creating and communicating clear expectations for sales performance. If your company does not have clearly defined performance expectations for salespeople, or if those expectations have not been communicated to (and ingrained in) your salespeople, you are likely to be disappointed with the results they produce.
To determine whether your company is truly holding salespeople accountable, do your best to answer the following questions:
  • What percentage of each salesperson's sales leads will be generated by your company's marketing and advertising efforts?
  • What percentage of each salesperson's sales leads are they expected to source for themselves?
  • What are the primary prospecting methods that your salespeople are encouraged to use?
  • How many "discovery conversations" (first meetings, whether in person or on the telephone) should a salesperson book with new prospects each week or month?
  • What percentage of a salesperson's sales should come from new business?
  • What percentage of a salesperson's sales should come from repeat business?
  • How long should the average sales cycle be for each of your company's products and services?
  • What percentage of their opportunities are your salespeople expected to close?
  • At what point is an opportunity considered to be "in trouble" (which means it should immediately be brought to the attention of management)?
  • Who decides whether an opportunity is "lost" ?
  • How are lost opportunities (and the reasons why they were lost) tracked?
1c. Lack of Inspection
Sales opportunity inspection involves sitting down with salespeople on a regular basis (I recommend weekly) to discuss the status of every opportunity in their pipelines. These discussions should have two goals:
1.     To determine whether each opportunity has been properly qualified
2.     To determine whether each opportunity reflects an accurate status
NOTE: Don't worry – this is not as time-consuming as it might appear. Once you slog through the initial pipeline discussion and help the salesperson clear the "deadwood" from their pipeline, future discussions are much more streamlined.
How do you determine whether an opportunity has been properly qualified and reflects an accurate status? By asking questions! The sales manager should ask the salesperson the same questions that the salesperson should ask their prospects . If the salesperson does not know the answers to key questions, or if their answers lack key details, the salesperson should be assigned specific opportunity qualification tasks to complete prior to the next pipeline review meeting.
Sales opportunity inspection is truly a critical sales management activity. Why? Because companies waste incredible amounts of time, money and resources on opportunities that can't or won't close! The sooner these (poor quality) opportunities are identified and removed from the sales opportunity pipeline, the sooner your salespeople will have more time to invest in finding truly qualified opportunities!

Sales Process - We're Only As Good As Our Next Step

by Ed Ellis


No sale can be counted upon unless the prospect is actively engaged in the sales cycle. What does it mean to be "actively engaged"? This is defined by the prospect's willingness to commit to a next step.


What is a valid next step?

A valid next step is a specific, scheduled appointment with an agenda designed to move the sale closer to "closed". The appointment may be in person or via the telephone, but it must be on the prospect's calendar. Plus, the salesperson must have an agenda to advance the sale, not merely check the status of the prospect's decision process. Finally, the purpose of the call cannot be to schedule a future substantive discussion.
While there is no guarantee that an opportunity that meets these conditions will close, the chances of securing revenue from an actively engaged prospect are far greater than the chances of securing revenue from a prospect that refuses to commit to a next step.
It is human nature for salespeople to maintain unrealistically hopeful feelings regarding contacts who are willing to talk with them on a regular basis. Often they concentrate their efforts on these contacts under the guise of "relationship building." Unfortunately, most relationship building is nothing more than the passage of time.
If discussions and meetings are not specifically designed to advance sales opportunities, they usually are not very productive. So, while salespeople should maintain positive attitudes, to be successful they also need to be very realistic.

Salespeople can use this simple rule to validate whether or not a prospect is truly "hot"

 
At the end of every prospect meeting, the salesperson should determine if there is a reason to meet again.
If there seems to be a reason to continue, the salesperson should attempt to schedule the next appointment BEFORE leaving the meeting.


This approach has two advantages:
  1. If a prospect is truly interested in moving forward, he or she will readily grant the salesperson more time and schedule it in his or her own calendar. If the prospect does NOT want to continue the sa or she will hesitate to schedule more time.
Too often a prospect will say, "Call me next week to schedule our next appointment." This is often used as a way to get the salesperson out of their office. Every salesperson has experienced prospects saying these very words, then not returning telephone calls the following week.
Some salespeople are reluctant to ask for a next step for fear that the answer is going to be "no". These salespeople are only creating false hopes, which do NOT generate sales.
  1. Putting a next appointment on the calendar before the current meeting ends ensures it can take place in a timely manner. Why is this important? Schedules can fill up, even if the follow-up scheduling call takes place just a few days later. By scheduling the next appointment before leaving the current appointment, a salesperson can come back to the prospect in the shortest possible time. The benefit of this is shorter sales cycles.
It is important to emphasize that next steps need to be structured to productively advance a sale. A scheduled visit to "check the status of things" or to "see if they are willing to consider our company" is NOT a valid next step!
Additionally, any scheduled next step must be within the normal sales cycle. A prospect that agrees to receive a call on a date outside the normal sales cycle cannot be seen to be actively working toward a purchase (though of course these calls DO deserve follow-up).
When these "Next Step" rules are followed exactly, it is not unusual to see that just a small percentage of the opportunities currently being worked by a sales team meet the criteria. This is entirely intentional!
The simple truth is that prospects for which valid next steps have been scheduled have a much greater likelihood of purchasing. These are the "real" opportunities. Tracking the number of "real" opportunities in each phase of the sales cycle will tell managers whether salespeople have enough potential business in their current pipelines to ensure future success.


By categorizing opportunities in this manner:

  • Salespeople and managers will be able to separate reality from fiction and opinions from fact
  • Managers will be able to assist salespeople with the prospects that truly matter
  • Managers will be able to set salesperson prospecting activity expectations at a level that will ensure sufficient concurrent "live" prospects to produce consistent success
  • Salespeople and managers will be able to provide more accurate forecasts


Remember, time is your only inventory!

Don't waste your time chasing prospects that are not serious about buying your products or services. Use the "next step" test to validate whether or not an opportunity you are pursuing is a REAL opportunity.
If the prospect is willing to schedule a next meeting on a specific date at a specific time with a specific agenda for advancing the sales cycle, you have a real prospect. If your prospect is not willing to make this kind of commitment, you need to question how serious they really are...and spend more time finding real prospects!