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 ALWAYS. 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 important. 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. SPRING 2017 31