Industry Magazine Get JACK'D Magazine Spring 2017 | Page 31
9. When is it appropriate to ask for referrals
from a current customer?
Once we have established solid capabilities and
earned the trust of the customer, the answer is
10. What is your opinion on confirming meetings
prior to the day of the meeting?
I’m a big fan. Time is money. We all start each week
with 168 hours. In sales, we should all know our hourly
rate. Once you realize the economic value of your time,
you will tend to invest it more wisely. Think in terms of
professionals, like doctors. Today, most of them will
reach out and confirm your appointment. If you can’t
make it, they will have systems in place to fill your
slot. Act professionally and confirm that your time is
ABOUT JACK DALY
JACK DALY is an experienced and world recognized sales speaker
and sales training expert, who inspires audiences to take action in
the areas of sales, sales management, and corporate culture. He
brings 30 plus years of field-proven experience from a starting
base with CPA firm Arthur Andersen, a Captain in the U.S. Army
to the CEO of several national companies. Jack is a proven CEO/
Entrepreneur, having built 6 companies into national firms,
two of which he subsequently sold to the Wall Street firms of
Solomon Brothers and First Boston. His professional sales trainer
know-how has turned him into an accomplished sales coaching
authority and author of books including Hyper Sales Growth,
The Sales Playbook For Hyper Sales Growth and Paper Napkin
Wisdom, all Amazon #1 Bestsellers.
11. How do you keep your spirits up when
encountering a series of negative/closed people?
First of all, I believe half or more of success at sales
so this is of utmost importance. My first advantage is
how compelling my vision and goals are. I am driven
to achieve overall success, so a few no’s are not going
to impede me. I also think back on the many times I’ve
encountered rejection and how I ultimately overcame
such rejection by staying focused on performing high-
payoff activities. I will also think of Walt Disney receiving
307 no’s before finding financing for Disneyland. It’s all
about getting up and keeping at it.
12. What is your routine from the moment you
wake up to the moment you go to bed?
With a traveling life like mine, routine can be quite the
challenge. One constant, however, is the calendar/to-do-
list mix. Again, think doctors. Generally speaking, they
have no question of what their day looks like (except for
that medical emergency that needs to be squeezed in).
They organize their day by their calendar. I like to think
of that calendar as each half hour having a dollar value to
me, and I’m attempting to max my “cashing in”. There are
certain items on that daily calendar that may not seem
to have a direct bearing on our max revenue, but they do.
Staying fit, eating and sleeping properly, and budgeting
balance are all necessary components. Those are the
general guidelines. As for me, I find myself guided by
these principles and having to work through them while
spending two-thirds of the year on the road.