Sales, Sales, Sales

Smiling CEO Markku TauriainenAs sellers, we have an incredible ability to do anything else but sales. We dabble and shuffle paper. There are preparations, new devices, meetings, planning, breaks, what so ever. “The company and its products must first be made more salesable.” “Now is not the right time.” Holidays and recession are pressing on. The product is so bad. There is always something more important to do than sales… …

DIRECT SHOUTING AT THIS POINT A
NO MORE OF THIS SLOTH
NO MORE EXCUSES – PERIOD!!!

  The seller´s task is to make sales. Action is the highest form of talking. In sales we must create situations and be excited by the possibilities. Selling is the number one primary activity. It is the only income producing activity.

  Without sales the company doesn´t exist. So sales, sales, sales. Focus on making sales. Make nothing else than sales. Always a deal, when it is possible, during day, night, morning, evening… Keep your thoughts tightly in sales. There are many examples, success stories, in which tight concentration and focus on the important matters bring results. Concentrate on making deals!

  Lance Armstrong beat a cancer in 1997 and after that he won seven Tour de France –competitions. *)He was a ultimate willpower example for me while I was writing this book. Raise your own will state, your drive and immediately watch a video on YouTube. Lance Armstrong – Cycling Legend (or other Rambo-Bruce Lee-Spirit-video) Write the name above to YouTube or click web address http://bit.ly/CyclingLegend

*) Lance Armstrong have spoken openly in January 2013 at Oprah Show, that he have been using all kind of doping during these seven Tour de France –competitions. All of his achievements have been canceled and for sure the law issues will rise on the court. Please do not get into this garbage – rise above the pack! 

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Monitoring Sales

INSPIRE_ME_LOGO1In 2008 the expected lifetime of a Finnish man was 74 years and of a woman was 83 years. So it is approximately 78.5 years, from which we could spend maybe 40–50 years in working life. So we can have five ten year calendars in which to make deals.

Think: You have been given more than 10,000 days to make deals. If the value of your deals is 2,000€ in a day, it makes ten millions already in 14–15 years.

Also sprints may appear. Who knows, you might even make 50 million euros during your lifetime? 15 years is quite a long time. It is altogether over 3,000 selling days! And this means approximately 20,000 hours of time to make deals.

It is vital to make notes. No one remembers 3,000 customers or even better 25,000 calls made.

Moreover, it is much more enjoyable and more relaxed to make deals, when your head is not full of things to be remembered. Notes simplify facilitate your life.

Human life is a limited time. You have to give your all to feel that you have lived: to try, to succeed, to fail and to learn from mistakes.

SELLER´S OCCUPATION You succeed in the sales profession even if you fail nine times out of ten. But how can you go back to these stunning moments, which give you feelings of happiness, when sales are made like thunder? How can you do it all over again with new products? Where do you gain information, if you don´t have notes to take from? I know where, from this book.

RECORD YOUR DEALS
TO THIS BOOK!

Here you have a calendar at the end ― for next 13 years!

Be A Successful Seller

ceo-markku-tauriainen-uudempi-pienempi.jpgTo succeed and to develop as a seller, notes must be kept. The significant notes for the seller are, for example:
1. Observations about the customers and meetings
2. Own feelings about previous dealings
3. The number of contacts and meetings
4. The length of the sales pitch
5. The amount and value of past deals

I request and encourage you to use this book for making notes about your sales career. Do it!

A TIP – Always put a into your 10 years calendar (see page 273) around the date when you have made a deal. Also write down the values of the deals into your INSPIRE ME –book. Summarize your deals into weeks, months and years. I swear that you will experience great pleasure, when you browse your achievements from this book any times in the future:
1. You see all the fruits of your work at glance
2. Your self-esteem rises, you experience pleasure and you can challange yourself to make more deals!
3.You can develop as a sales person

There are many years on your calender. You have plenty of time to sell and, to become tired several times, but you will try again. Fortunately days and years are different, just like people.

It is extremely important to understand, that the results made by you, are your know–how property. With your notes you encourage and evaluate yourself ― They are your treasure chest, which no one can take away from you. Your very own!

I Want to Grow And Develop

INSPIRE_ME_LOGO1I know that you want to grow – So, go to the mountain, to which only you can get to ― no one else. Make a plan, follow your path. Enjoy your journey. You will make it!

I WANT TO GROW & DEVELOP
Fill in your future steps of the story. Proceed. (write one page)
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I WANT TO GROW & DEVELOP
Write and innovate. Innovation is the source of success. Use intuition and dream the vision! (write one page more)
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I WANT TO GROW & DEVELOP
When you write, talk with your mind. My mind tells me the future. Excellence! Explore your future! (write one page more)
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I WANT TO GROW & DEVELOP

Identify the 5 most important dream or want. Write them down, that you can return back to them on a daily basis.

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You have started your journey. Dreams are now goals!

Write Your Dreams On Paper

ceo-markku-tauriainen-uudempi-pienempi.jpgDo you believe, if I say that your dreams are just dreams until you draw them on paper? Do you believe that they can become true if you act like this? Yes, they will…

When you write your dreams on paper, they will become goals. And once you have clear goals you can start to reach them, step by step, day by day.

Have you ever heard about a president who kept a diary? Or about the fact that a picture tells more than a thousand words?

Human brain and memory operate from the main points (folders) to the details (documents). Make the new topic with enthusiasm, and you will soon be inspired to be working on the details. Words, pictures and stories help us to remember.

top-of-the-world-inspire-meWhen you write your thoughts on paper, your dreams and visions will turn into goals. It is possible to achieve every goal make. It is so simple. Goal Setting is Goal Getting! A human visited the moon. A flight to Mars is planned. That is a goal.

Mr. Veikka Gustafsson, a famous Finnish mountaineer, climbed on all more than 8000 metre plus mountains and even without additional oxygen. He achieved his goal . Conquering those 14 mountains on 26 July 2009.

Such long term goals, which last for 10–30 years are described with BHAG –abbreviation. The definition was invented in 1996.

”BHAG” from WIKIPEDIA Big Hairy Audacious Goal was proposed by James Collins and Jerry Porras in their 1996 article entitled Building Your Company’s Vision. A BHAG encourages companies to define visionary goals that are more strategic and emotionally compelling.

After 17 long years, Veikka Gustafsson is 17th human on the Planet Earth, who has done it. Veikka´s eight-thousanders are:
Mount Everest (8850 m), spring 1993, with bottled oxygen, Dhaulagiri (8167 m), fall 1993, K2 (8611 m), summer 1994, Lhotse (8501 m), spring 1995, Makalu (8483 m), spring 1995, Mount Everest (8850 m), spring 1997, without bottled oxygen. Manaslu (8163 m), spring 1999, Dhaulagiri (8167 m), spring 1999, Shishapangma (8046 m), spring 2001, Nanga Parbat (8125 m), summer 2001, Mount Everest (8850 m), spring 2004, Cho Oyu (8201 m), spring 2005, Annapurna (8091 m), spring 2005, Kanchenjunga (8586 m), spring 2006, Gasherbrum II (8035 m), summer 2008, Broad Peak (8047 m), summer 2008 and Gasherbrum I (8080 m), 26th of July 2009 – Veikka Gustafsson, a famous Finnish mountaineer, has reached his ultimate, ´the living legend´ goals.

You have to write all your goals on paper to be able to reach higher as a human and as a seller, and to help your brain to find daily emotional challenges. The writing can also be replaced with video, audio, blog etc.

Make notes to which you can return and which you can develop at the same time as you develop yourself. Always “bake” them even better. Being best is your goal.

Inspire Me Mountain Top

Higher – excellence – is your path. Now it is time to start climbing to the dizzy heights of the highest mountain. Go to the mountain, to which only you can get to – no one else. Make a plan, follow your path. Enjoy your journey. You will make it!

You Always Know Where You Are Coming From

INSPIRE_ME_LOGO1If you don´t know where you are going to, you certainly know where you are coming from. It is extremely easy to repeat you strengths and your experience of life. Our own past events glide naturally from our memory.

I have done it, this and that. Why? Everyone loves to talk about themselves. What has been experienced and lived exists. It can be recalled from memory.
Intentions have not happened yet but can be written down. If the important things related to work can be listed, they can also be repeated and analysed, ones the are on paper.

The visualisation is perceiving the future. Remember: If you experience uncertainty about the future, sit down and start writing things on paper.
Ask yourself, what is expected and required from you. How have the others done in a similar situation? They did not always know where they were going to either, but everyone knows where they are coming from.

The real winner always sees the wood for the trees. The fact that you are here, and here right now has its meaning. Also that you are reading this book. You have to realise that success is possible, when you take one step at a time. It is possible when your whole body, your cells, your essence and your inner voice start to tell you that you will do things which you have to do. You are enlightened. You begin to develop as a person and a seller.

ENLIGHTENED MANTRA – I will read this ´Inspire Me –book´ daily. Again and again. It is very meaningful to me. I will use it as a tool. I will grow as a person!