Windshield time. Before and after opportunities.
All outside salespeople have “windshield time” – the time you spend behind the wheel, or in some form of transportation, going to and from appointments.
Windshield time is a critical time both for the anticipation of the sales call and for the aftermath of the sales call.
REALITY CHECK: How are you taking advantage of that valuable time? Here are the options: Waste it. Invest it. Your choice.
Most salespeople have a habit of doing the same thing when they get in the car. They either listen to their favorite radio station or, perhaps better, they listen to something that they can learn from.
What do you listen to?
What should you listen to?
Be prepared to learn and be inspired. All at times, have that ONE CD or that ONE SET of CDs that best resonate with you.
Here are two of my all-time favorites:
1. The Art of Exceptional Living by Jim Rohn. (I carried this set of CDs in my car for a decade, and will listen to it again this year.)
2. The Strangest Secret by Earl Nightingale. Total inspiration. Listen once a month.
REALTY: Windshield time is your best time to prepare mentally and emotionally before the call and review what happened after the call.
I have 7.5 more ideas that I’d like to share with you about windshield time:
IDEA 1: On your way to the call, identify the first two or three questions you want to ask your prospect. Voice to text them to yourself. Start the mental preparation for the call. I promise when you generate two or three questions, you will also generate an idea or two.
IDEA 2: Make slides for each question before you go inside so that you are certain to ask them. My first slide always reads, “Before we get started, I’d like to ask you a couple of questions.” The second you generate the idea, voice to text yourself the content and then make the slide in the lobby when you arrive. (This requires getting there early, not “on time.”)
IDEA 3: Voice to text as you think of other things. This will both ensure you remember the thoughts and it will clear your mind. I cannot stress enough the importance of ZERO MENTAL CLUTTER before the sale. Get rid of excess thought, no matter how small, so your focus is 100% on the customer and the sale.
IDEA 4: Pump it up. Listen to your favorite music just before you enter the call. Get happy, get excited, get your rhythm, put some bounce in your step, get your enthusiasm set on “high.” Music can do all of these things.
IDEA 5: Before the call, mentally establish your expected outcome. Think about the detail of it. Expect a “yes” before you start.
IDEA 6: Listen to the recording of your sales presentation as soon as you dare. You’ll laugh and cry. It’s the biggest reality check of your life, and the best private coaching session you’ll ever receive.
IDEA 7: Record the “wish-I-woulda – crap-I-shoulda” for a minute or two immediately after it’s over. Take note of your impression of what happened, good or bad.
IDEA 7.5: Record any promises you made, especially as relates to additional info you need to send to the customer as well as deadlines for follow-up.
NOTE: Never actually text while driving. If you don’t have voice to text capability, pull over to the side of the road.
PRE-CALL REALITY: Once you have a few questions prepared, a couple of ideas documented, and your favorite rock song playing in your head, your confidence level entering the sales call will triple.
POST-CALL REALITY: Once you “download” the after-the-call reality and listen to the recording, document what you should have done and document what still needs to be done so your mind will be fertile for the next call.
BIGGEST IDEA and AHA!: Win or lose the sale? Celebrate that outcome either way. Recognize that proper investment of windshield time will give you a hell of a lot more YES! celebrations.
Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible and The Little Red Book of Selling. His best-selling 21.5 Unbreakable Laws of Selling, is now available as a book and an online course at www.gitomerVT.com. For public event dates and information about training and seminars visit www.gitomer.com or email Jeffrey personally at email@example.com.
WASHINGTON D.C. - The Leading Producers Round Table (LRPT) of the National Association of Health Underwriters (NAHU) is proud to announce that Sue Jones of BOST Benefits has qualified to receive the association’s Golden Eagle Award.
Jones has qualified for this award due to her exceptional professional knowledge and outstanding client service. Sue and her husband Dan have over 20 years in the employee benefits market. Their office are located in the Jones Building in downtown Delphos, Ohio.
“Jones exemplifies the qualities that make health insurance agents and brokers such important resources and advocates for American consumers,” said Cindy Trahin, president of the Northeast Indiana Association of Health Underwriters. “She has worked tirelessly on behalf of countless clients to ensure they have the insurance coverage they need.”
The Golden Eagle Award recognizes National Association of Health Underwriters members who demonstrate exceptional professional knowledge and outstanding client service.
The National Association of Health Underwriters represents 100,000 professional health insurance agents and brokers who provide insurance for millions of Americans. NAHU is headquartered in Washington, DC. For more information, please contact Kelly Loussedes at 202-595-3074 or firstname.lastname@example.org.
Grover Rutter CPA, ABV, CVA, BVAL Mergers, Acquisitions and Valuations is pleased to announce the addition of Chris Alexander to the Rutter M & A team. Alexander will serve as a Senior Advisor for business owners seeking assistance in the sale or valuation of businesses with annual revenues of $1 to $30 million.
Alexander is a graduate of Miami University and The Ohio State University Graduate School. With nearly 20 years experience in the commercial banking industry, Alexander brings a high degree of confidentiality, professionalism and service to meet the needs of business owners seeking to sell their businesses.
The Grover Rutter team has provided confidential business exit consulting, business sales and valuation services to business owners in Ohio and surrounding states for over 35 years. Those interested in learning more about the firm’s services are encouraged to contact Chris Alexander or other members of the firm at 1-866-825-8283 or on the web at www.gruttercpas.com.
GENOA, Ohio — GenoaBank, a locally owned, independent, community bank, today announced Erick Scharer’s appointment as Assistant Vice President, Commercial Loan Officer.
Scharer will be based in the bank’s Perrysburg/Rossford branch, but will be available to provide commercial lending at any of the bank’s other branches. He will be serving the communities in Northwest Ohio and Southeast Michigan.
“Erick brings a great amount of expertise to our Commercial Lending Department. I am confident Erick will thrive while providing customers with exemplary service,” said Martin P. Sutter, GenoaBank’s President and CEO.
Erick, a Perrysburg resident, attended the University of Toledo, majoring in Finance. He enjoys being involved in his community through various organizations, including being the Varsity Assistant Basketball Coach for Northwood High School. He is an active member of MainStreet Church and Eagles Landing Golf Club.
SUBMITTED BY EDWARD JONES
As an investor, you’re well aware that, over the short term, the financial markets always move up and down. During your working years, you may feel that you have time to overcome this volatility. And you’d be basing these feelings on actual evidence: the longer the investment period, the greater the tendency of the markets to “smooth out” their performance. But what happens when you retire? Won’t you be more susceptible to market movements?
You may not be as vulnerable as you might think. In the first place, given our growing awareness of healthier lifestyles, you could easily spend two, or even three, decades in retirement — so your investment time frame isn’t necessarily going to be that compressed.
Nonetheless, it’s still true that time may well be a more important consideration to you during your retirement years, so you may want to be particularly vigilant about taking steps to help smooth out the effects of market volatility. Toward that end, here are a few suggestions:
- Allocate your investments among a variety of asset classes. Of course, proper asset allocation is a good investment move at any age, but when you’re retired, you want to be especially careful that you don’t “over-concentrate” your investment dollars among just a few assets. Spreading your money among a range of vehicles — stocks, bonds, certificates of deposit, government securities and so on —can help you avoid taking the full brunt of a downturn that may primarily hit just one type of investment. (Keep in mind, though, that while diversification can help reduce the effects of volatility, it can’t assure a profit or protect against loss.)
- Choose investments that have demonstrated solid performance across many market cycles. As you’ve probably heard, “past performance is no guarantee of future results,” and this is true. Nonetheless, you can help improve your outlook by owning quality investments. So when investing n stocks, choose those that have actual earnings and a track record of earnings growth. If you invest in fixed-income vehicles, pick those that are considered “investment grade.”
- Don’t make emotional decisions. At various times during your retirement, you will, in all likelihood, witness some sharp drops in the market. Try to avoid overreacting to these downturns, which will probably just be normal market “corrections.” If you can keep your emotions out of investing, you will be less likely to make moves such as selling quality investments merely because their price is temporarily down.
- Don’t try to “time” the market. You may be tempted to “take advantage” of volatility by looking for opportunities to “buy low and sell high.” In theory, this is a fine idea — but, unfortunately, no one can really predict market highs or lows. You’ll probably be better off by consistently investing the same amount of money into the same investments. Over time, this method of investing may result in lower per-share costs. However, as is the case with diversification, this type of “systematic” investing won’t guarantee a profit or protect against loss, and you’ll need to be willing to keep investing when share prices are declining.
It’s probably natural to get somewhat more apprehensive about market volatility during your retirement years. But taking the steps described above can help you navigate the sometimes-choppy waters of the financial world.
Physician and mindful living expert Romila “Dr. Romie” Mushtaq, MD has a unique perspective to discuss career burnout; not only is she a neurologist specializing in mind-body medicine, but she also used the mindfulness-based techniques she teaches to heal herself from career burnout as a physician.
Career burnout is characterized clinically by loss of passion, physical and emotional exhaustion, cynicism and detachment, and feelings of ineffectiveness and lack of accomplishment.
“Career burnout can lead to stress-related illnesses such as insomnia, anxiety, and ulcers. The Center for Disease Control estimates that 80 percent of doctor’s office visits are due to stress-related illnesses,” Dr. Romie notes.
In her recent TEDx talk in Fargo, N.D., “The Powerful Secret of Your Breath,” Dr. Romie discusses the root cause of career burnout.
“Career burnout arises when our external world is not in alignment with our internal soul compass. The way we find our life purpose is being aligned with our internal soul compass; this is the place within us where all the answers reside – some call it your intuition, your gut instinct, or your internal wisdom.”
Mindfulness, being fully present in the current moment, is as simple as one thing: breathing, Dr. Romie says.
“Being stuck in the past can lead to depression and a feeling of hopelessness. And when we lose hope we cannot heal. When we are worried about the future, we fuel anxiety. Only in the present moment are we truly connected to our dreams and life purpose.”
Dr. Romie combines her expertise and professional experiences in neurology, mind-body medicine and meditation to help individual and corporate clients contend with their stress-infused lives. She teaches how to take mindfulness from the meditation mat into a mindful way of living – and breathing – to prevent or to heal from career burnout. She illuminates the medicine behind the mindfulness and how to connect to life purpose in her TEDx talk: “The Powerful Secret of Your Breath” (https://www.youtube.com/watch?v=slKAFdJ8ZHY).
(Dr. Romie completed her medical training and education at the Medical University of South Carolina, The University of Pittsburgh Medical Center, and The University of Michigan. She previously served as an assistant professor at the Medical College of Wisconsin. A personal health and wellness life coach, Dr. Romie heals clients from around the country at the Center for Natural and Integrative Medicine in Orlando, Florida and travels extensively to speak about the scientific and medical evidence behind mindful living. You can learn more about Dr. Romie on her website: www.brainbodybeauty.com.)
MIDDLETON – McGraw/Kokosing, Inc., has sold one of their former locations. The 16,850 SF facility located at 4701 E. Oxford State Road in Middletown Ohio has been sold to US Express Logistics, LLC, a logistics company out of Baltimore Maryland.
McGraw/Kokosing specializes in industrial and power plant construction. McGraw/Kokosing has relocated to a 232,000SF facility in Monroe, Ohio where they have greatly expanded their capabilities by creating a pipe fabrication division. “We are happy US Express Logistics found a good fit for their company in Middletown,” commented Chris Bergs, Senior VP and General Manager of McGraw/Kokosing.
The new owners of the facility on Oxford State Road, US Express Logistics LLC, has been in business since 2007 and specializes in heavy and oversized loads, servicing all 48 states. The company has experienced 20% growth year-to-year since its inception and is currently expanding its hub into the Greater Cincinnati Area. Their annual revenues have exceeded $2 million in 2013. “The acquisition of this property will aid in generating additional business and boosting revenues, due to its convenient access and close proximity to the major highways,” added Muso Gusienov, president of US Express Logistics, LLC.
Tim Echemann of Industrial Property Brokers represented the seller in this transaction.
This 2.6 acre industrial site is located along I-75 in Butler County in Southwest Ohio in the heart of the Cincinnati-Dayton Metroplex. “This is a perfect fit for this buyer. It is a unique opportunity for them to acquire a facility with a large fenced yard that provides an office warehouse with this kind of quality and size,” stated Echemann.
Economic Development Director, Denise Hamet, commented that U.S. Express Logistics LLC will be a great addition to Middletown’s business community. “The company’s long haul services can play a significant role in helping the area’s new and existing companies make their transportation logistics more efficient—helping them get loads delivered on time and on budget,” added Hamet. One of Middletown’s greatest strengths is their location as a logistics and transportation hub and the addition of U.S. Express Logistics will greatly enhance this attribute, commented Hamet.
(Industrial Property Brokers is a premier full service real estate company offering sales, leasing, investment analysis, tenant representation, and property management throughout Western Ohio and Eastern Indiana. The company is located at 213 N. Ohio Ave., Sidney, Ohio. For more information visit www.industrialproperty.biz or call 937-492-4423.)
BUSINESS JOURNAL STAFF
The Women in Business Ohio Leadership Conference will take place on November 13 at Romer’s Catering and Entertainment Facilities in Celina. Registration for the conference will begin at 9 a.m. with all events taking place from 9:30-3:00 p.m. Tickets are $60 to the general public and $50 for WiB members. Proceeds will benefit the WiB Continuing Education Scholarship and Grant Assistance Program.
The keynote speaker for the conference will be Dave Oakes. Oakes has presented programs to such notable companies as ESPN, McDonalds, Lowes, Toys R Us, Pfizer Pharmaceuticals, the U.S. Navy, and the U.S. Marines. Topics for the conference will include “Some Things Never Change” and “How to Get Things Done and Prioritize.”
Vendor spots are still available.
For more information or to register for the conference, please contact email@example.com.
LIMA - Rhodes State College, in conjunction with Small Business Development Centers (SBDC), West Central Ohio Manufacturing Consortium (WCOMC) and Northwest Ohio Manufacturing Extension Partnership (MEP) will offer its series of Microsoft Office training programs beginning in October (all programs run 6:00 to 9:00 pm):
· Excel 2010 Basics – October 21, 23, 28 and 30
· Word 2010 Basics – November 6, 13 and 20
· Intermediate Excel 2010 – December 2, 4, 9 and 11
· Intermediate Word 2010 – December 8, 10 and 15
Discounts to employees of WCOMC members and SBDC clients.
BY STEPHANIE GROVES
Business Journal Writer
All aspects of business have been revolutionized by technological advancements in marketing logistics which have transformed companies’ development, distribution and marketing of their products. These advancements have made businesses much more efficient and increased customer expectations, which raises the stakes for everyone involved.
Along with employees working together for a common goal, a successful business requires seamless communications at all levels. Cell phones, email and instant messaging have reduced barriers affecting communication and made employees available to anyone almost anywhere in the world. Computer networks create a greater efficiency by ensuring each department involved in the supply chain can communicate and stay informed.
Radio frequency identification (RFID) tags — a chip that contains stored information such as a product ID number, a manufacturing date and a shipping location — affords businesses unprecedented control of its products and supply chain. Companies store the information in databases and use it to track products, improving delivery times and reducing efforts in locating misplaced items.
Product warehousing has been enhanced by utilizing a combination of detailed digital information archives and extensive computer networking. Businesses can access the data and know exact quantities of inventory on hand and monitor product ebbs and flows, staying one step ahead of any shortages. The data collection enables a more efficient use of warehouse space, ensuring the most profitable items are receiving the most attention and taking full advantage of marketplace supply and demand.
Communicating the business message and vital product information to consumers is another essential element in marketing logistics. Social media has bridged the business-consumer gap with companies marketing directly to consumers through Facebook pages, Twitter feeds and YouTube videos. These portals reach precise target markets and demographics for a fraction of the cost. In addition to serving as marketing tools, web sites have changed the way products are purchased, rendering brick-and-mortar storefronts unnecessary and providing access to a global marketplace.