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The Cookbook 
February 2010 Newsletter ~ What's Cooking?
February Sponsor

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ecologically-friendly
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cuttingedge technology
 
Call Andrew (630) 428-1240.

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Sales Tip: Sales goals need to be written down or they are just dreams. Measure your progress at the end of each month.

The 3 B's of selling: be bright, be brief & be gone.
Front Row Solutions
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Front Row Solutions maximizes sales force effectiveness by increasing the quantity and quality of sales calls. What better place to manage your sales force than from the front row. Call me to find out how you can get an Activity Card cooked-to-order to Heat Up Your Sales.
Livin' The Dream
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Mike Cooper will be a regular guest host on Livin' The Dream Radio every quarter as their Sales Affiliate

Listen to his first appearance, Tuesday, March 30, Noon Central Time.

Sales Kitchen:
Signs you need Sales Kitchen:
~ sales are not smokin'
~ sales plan is half baked
~ sales meetings turn into food fights.
~ lost opportunities give you heart burn

We cook-to-order solutions using our special blend of sales tactics and strategies that heat up your sales.


We have solutions to:
Sell Better. Sell Faster. Sell More.

MikeCooper
 
Follow Sales Kitchen on twitter or connect with us on Linked-in.
 
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We hope you enjoyed this newsletter. 
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Greetings!

How are
you doing on those 2010 resolutions?

The fitness club is packed; how long will that last?

Your desk is organized; instead of stacking, you toss or file.


You are going 'green' have bought a new recycle bin, joined the Green Leadership Council, and placed the ink-station printer cartridge recycling boxes in your office.


You've quit smoking; you're finances are in order; and, you have a new hobby. And of course you're teaming with enthusiasm; learning something new; and, you're spending some quality time with the family.


If you haven't quite accomplished all that, you are not alone. And, it is not too late to start one or several of those resolutions. Schedule something you really want to do into your calendar, and make everyday another great day. 


Respectfully,

Mike Cooper

Head Chef & Chief Sales Officer


Heat Up Your Sales

Step Three of Sales Planning: Accountability

January is in the books. How's business? Did January '10 sales exceed January '09 sales? Did actual exceed plan? If yes to both questions, congratulations and maintain the momentum. If you answered no, it's time to have another planning meeting.

What did you do last year that you didn't do this year?
Did you have a blockbuster promotion event?
Was there a sales contest? Was there a consumer sweepstakes?
Did you lose a customer? Did some sales reps jump ship?

It's up to you (management, owner, CEO, founder) to figure out what is different, why sales are below last year, and put together some action steps that will quickly reverse the trend. Don't sit back and say things will be fine, because they won't. 2009 sucked, and 2010 will be the same if you don't make any corrections to your sales plan.

Action steps should include three or four goals for all key customers each quarter. At the end of the year, there should be 12 successes for each customer.

Sales planning requires management commitment; you want to increase sales then you need to be accountable. Making up the difference to last year's numbers is a lot easier over 11 months than just a few.

Is your team accountable for missing plan? Are you?

Everyday . . .

A new business is born that requires your product or service.
A business wants to grow and they need your help.
A sales rep goes M.I.A. leaving an orphaned account for the taking.
A business moves into your area finding it easier to deal with a local company.
A new buyer joins the company looking to make a name for themselves.
That old buyer who used to tell you "No!" may have left.
A vendor drops the ball creating an opening for you.
A vendor gets complacent creating opportunity for you.
A rep fails to offer an idea that you have that could impact your prospect's business.
A buyer just doesn't like their rep.
A buyer hates the buying process with their vendor.
A buyer wants to deal with someone who isn't just about the commission check.
A buyer feels like they are over paying for what they are getting.
A rep misses a deadline
A rep fails to communicate properly giving you an opening.
A company needs the benefits of your offering to help them streamline their process.
A buyer wishes they could find a vendor that would "get it right the first time".
A referral from an existing account is there for the taking
A "low ball" company can't sustain quality
A sales rep gets caught in a lie to a customer losing credibility
A vendor implements some stupid, non customer friendly policy
A vendor raises their price making the buyer reevaluate the situation.

Source: Paul Castain, Sales Playbook, Play #8.

Recommendation: Join Linked-In group Sales Playbook

Winter Weather Forecast: Cold Until May
It's Ground Hog Day!

Do you share any similarities to the weatherman in that movie where he found himself living the same day over and over again?

Granted it's cold outside, but that's no reason to mope around, wandering aimlessly through each day waiting for golf weather.

Get your team together and brainstorm ways to cure the winter blues. Take a Friday afternoon and go sledding or ice skating. Don't make them attend a Saturday event; weekends are precious. Make a day of the week a theme day: for example, the next six Wednesday themes will be:
Hawaiian Shirt,
Black & white,
'70's attire,
Ugly necktie/blouse,
Green (St. Patrick's Day),
Pastel and so on...

Have some fun. Give us a call if you need other ideas to cure the winter blahs AND sell more stuff.

Remember to maintain focus on superior customer service. Dodging the winter blues will increase enthusiasm which is noticed by our customers. Delighted customers are the best.


It's cold outside; Heat Up Your Sales.

www.SalesKitchen.com
630-548-9723
We want to be your sales management partners.