Also, we saw many number-one salespeople who could not cold-call or even work their referrals that well. They went where their customers were: to networking meetings, golf courses, and so forth. They met face to face with fewer people but were very successful. We saw people who managed their time well and many who did not, but who made up for it by what we can only refer to as “wasting their time with the right people.” What they had in common went beyond best practices. They focused on their strengths and were more competitive by getting better at what they already did well.

Wynnism: The key to success is doing very little of what you do badly.

We found a group we called the strugglers—people who work very hard to produce average results. They seemed to focus all their strength in areas where they just didn’t have any. We saw them working on their shortcomings over and over again, hoping for a different result. As it turns out, hope is not a strategy. The difference is that the top producers used their strengths to improve a weakness.

Wynnism: If you do nothing but focus on your weaknesses, you will ultimately feel weak.

We did, however, uncover seven beyond-best practices that we believe may be the keys to sales success.

1. They explain the value of their service clearly in about 20 seconds.
2. They develop simple and easy to maintain organizational processes that create client care.
3. They are able to stay persistent because they have clearly defined outcomes.
4. They spend approximately 50% of their time building relationships with top customers.
5. They leverage existing relationships by being a solutions provider.
6. They survey their customers to find out what services they like best and then focus their offering in those areas.
7. They manage expectations and emotions by setting those expectations and making sure their customers
   The Three Employee Motivators
   The three most important motivators identified in the works of Maslow, McClelland and Herzberg are: basic hygiene factors (Herzberg); esteem (Maslow); and the need for achievement (McClelland).The basic hygiene factors form an important base to build upon. Today these basic needs are met through the package that a company o
   t well. They went where their customers were: to networking meetings, golf courses, and so forth. They met face to face with fewer people but were very successful. We saw people who managed their time well and many who did not, but who made up for it by what we can only refer to as “wasting their time with the right people.” What they had in common went beyond best practices. They focused on their strengths and were more competitive by getting better at what they already did well.

   Wynnism: The key to success is doing very little of what you do badly.

   We found a group we called the strugglers—people who work very hard to produce average results. They seemed to focus all their strength in areas where they just didn’t have any. We saw them working on their shortcomings over and over again, hoping for a different result. As it turns out, hope is not a strategy. The difference is that the top producers used their strengths to improve a weakness.

   Wynnism: If you do nothing but focus on your weaknesses, you will ultimately feel weak.

   We did, however, uncover seven beyond-best practices that we believe may be the keys to sales success.

   1. They explain the value of their service clearly in about 20 seconds.
   2. They develop simple and easy to maintain organizational processes that create client care.
   3. They are able to stay persistent because they have clearly defined outcomes.
   4. They spend approximately 50% of their time building relationships with top customers.
   5. They leverage existing relationships by being a solutions provider.
   6. They survey their customers to find out what services they like best and then focus their offering in those areas.
   7. They manage expectations and emotions by setting those expectations and making sure their customers
      How To Realistically Set Your Fees - Part 2
      Effect of Expenses The last article examined how to calculate your realistic billable hours. If you remember, we arrived at approximately 1100 hours in a year. To earn our mythical $46,000 per year, you needed to bill at a rate of $42 per hour. Now we need to take into account the expenses of running a business and see where
      dy did well.

      Wynnism: The key to success is doing very little of what you do badly.

      We found a group we called the strugglers—people who work very hard to produce average results. They seemed to focus all their strength in areas where they just didn’t have any. We saw them working on their shortcomings over and over again, hoping for a different result. As it turns out, hope is not a strategy. The difference is that the top producers used their strengths to improve a weakness.

      Wynnism: If you do nothing but focus on your weaknesses, you will ultimately feel weak.

      We did, however, uncover seven beyond-best practices that we believe may be the keys to sales success.

      1. They explain the value of their service clearly in about 20 seconds.
      2. They develop simple and easy to maintain organizational processes that create client care.
      3. They are able to stay persistent because they have clearly defined outcomes.
      4. They spend approximately 50% of their time building relationships with top customers.
      5. They leverage existing relationships by being a solutions provider.
      6. They survey their customers to find out what services they like best and then focus their offering in those areas.
      7. They manage expectations and emotions by setting those expectations and making sure their customers
         How Much Money Do I Need to Spend on Advertising?
         Q: I've never really done much advertising for my business; I've always relied on networking and word-of-mouth. Now I'd like to launch a small campaign, but I'm frightened it will cost a lot of money. How can I figure out where to start?A: The first thing you must do is calculate your minimum and maximum allowable ad budgets:
         improve a weakness.

         Wynnism: If you do nothing but focus on your weaknesses, you will ultimately feel weak.

         We did, however, uncover seven beyond-best practices that we believe may be the keys to sales success.

         1. They explain the value of their service clearly in about 20 seconds.
         2. They develop simple and easy to maintain organizational processes that create client care.
         3. They are able to stay persistent because they have clearly defined outcomes.
         4. They spend approximately 50% of their time building relationships with top customers.
         5. They leverage existing relationships by being a solutions provider.
         6. They survey their customers to find out what services they like best and then focus their offering in those areas.
         7. They manage expectations and emotions by setting those expectations and making sure their customers
            Publicity: Repeat for Results
            As I plan for the coming year, one of my top goals is to actively seek publicity on a regular schedule. Publicity isn't guaranteed. You can send several press releases and get few results. But one well-placed, well-timed release can result in thousands of dollars in new business. It has happened for me, and it can happen for you, to
            cause they have clearly defined outcomes.
         8. They spend approximately 50% of their time building relationships with top customers.
         9. They leverage existing relationships by being a solutions provider.
         10. They survey their customers to find out what services they like best and then focus their offering in those areas.
         11. They manage expectations and emotions by setting those expectations and making sure their customers feel heard.

         Garrison Wynn, is a nationally known speaker, trainer, and consultant. He is the president and founder of Wynn Solutions, specializing in the truth about success.

         www.wynnsolutions.com

         © Wynn Solutions 2003