http://www.automaticappointments.com Overcoming the Selling Challenge for the Creative Solo-preneur Thu, 10 Nov 2011 05:32:08 +0000 http://backend.userland.com/rss092 en In a discussion between Daniel Pink, author of Drive, and Jim Collins, author of the latest bestseller, Great By Choice, Mr. Collins submits that the fantastic success of a 10Xer, a company that beat their industry standards of performance by 10 fold (only 7 companies out of 20,400 were ... http://www.automaticappointments.com/blog/2011/11/establish-daily-routines-by-scheduling-them-on-the-calendar/ It keeps coming up in my daily calls with accountability partners: Planning for the day and the week allows for one to be more intentional and waste less time on less important tasks and thereby get more done and feel more effective. In order to move an idea on a list into ... http://www.automaticappointments.com/blog/2011/11/schedule-time-to-schedule/ Whoa!  Surprised?  Automatic Appointments is posting again?  Admission:  It's only been... 2 years and 2 months since I last posted.  A bunch of details of my life have changed; I've changed homes, changed jobs, divorced and my 2 beautiful, young and growing children are... older. A bunch of details in my ... http://www.automaticappointments.com/blog/2011/11/surprise/ Trust is reciprocal and empowering.  Trust imbues trust. In order to expect to be trusted, being trusting is essential.  Give first and you're likely to get.  In fact, we all know someone who, without precident, is not trusting.  It's hard not to doubt that person's intentions.  It makes you wonder what ... http://www.automaticappointments.com/blog/2009/09/want-to-be-trusted-be-trusting/ Trust:  The Foundation of all relationships. Cornerstone #1. There are at least 10 components to establishing and nurturing trust.  The following posts will dwell on what must take place in order to build the vital foundation to support trust. The first block in the foundation of trust is: Always tell the truth And make sure ... http://www.automaticappointments.com/blog/2009/01/more-on-trust/ Your Alliance Team should participate in regular conversations to build a working relationship built upon  10 layers of awareness: Trust Character Self-discipline Commitment Affirming Attitude Vision Values Willingness to change Behaviors Motivation Tenacity Recognize the opposing forces which may show up in your Advisor Alliance Team as various symptoms: Mistrust Lack of character Inertia Lack of Commitment Cynicism Lack of focus Egocentricity Resistance to change Impatience Aversion to conflict We will ... http://www.automaticappointments.com/blog/2009/01/the-10-layers-to-effective-sales-team-building/ Taking the link advice of Jason Womack's post on Wordle, here's Alliance Science blog as of the end of 2008.  Create your own based on your values. http://www.automaticappointments.com/blog/2008/12/whats-new-in-the-wordle-of-alliance-science/ Are you leveraging all of your relationships to fullest value, even your harshest critics?5 ways to leverage your way into selling your products or services: Customers and Prospects -- Create raving fans.  This is the strongest selling partner available -- a walking, talking billboard for your business. Strategic Partners -- If you're ... http://www.automaticappointments.com/blog/2008/12/who-else-is-selling-your-service-for-you/ Now that your Sales People have Sales Business P.L.A.N.s, make sure they each have their P.D.A. Mark Sanborn, author of “The Encore Effect,” formulates Remarkable Performance as Passion plus Discipline plus Action.  Without all three, your three-legged stool won’t stand upright and will toss your results to the ground.  Passion ... http://www.automaticappointments.com/blog/2008/12/do-your-sales-people-have-their-pda/ Sometimes a No is better than Yes.In a recent post, Two ways to deal with "no", Seth Godin describes extremes of how to react when you don't win your prospect's business. Point out their mistake, challenge their judgment or their process or castigate their decision Thank them for their time, compliment them ... http://www.automaticappointments.com/blog/2008/12/when-is-no-is-better-than-yes/