A Step Ahead
Skip Miller
December, 2008 Vol 2, Issue 12

Too Late is a Good Thing?


Why is it I can't get my timing right?  When I hear a stock tip, it's always too late.  I hear about a sale when it's over.  Birthdays, forget about it.  Heck, even my November Newsletter was 2 weeks late.  It always seems like I am a step behind instead of a step ahead in certain things. 

Now the government just announced we are in a recession, and have been for the past year.  Everywhere you turn, the news is gloomier and gloomier.  Well, here is some interetsting news for you.
The longest post-war depression was 16 months, and the average resssion has been 10 months.  At 12 months, we are already past the half way point.  Also, if the ression lasts until June, that will be 18 months, the longest "since the Great Depression", which we always seem to hear about. This will make the news media happy, and that seems about right.
What bothers me is the news.  You know news is suppoesed to sell advertisements and make money.  Right now, bad news put you in a panic, and you want to read and hear more.  Good news makes you just feel good.  Which ones do you get overloaded every day with?  Go figure. 
Guess what.  The Big Three are not going to sell 16M cars in 2009...but they will sell 12M.  People are still buying!
Yes, the new Administration in the U.S. Government will set a good course and take us out of this economic tailspin since the timing is right and just about then, the bad economic news will have its run its course, and it will be time to hear about good news.  Happens every time.  Stop joining the water cooler discussion.
"How's it going?"
"Good. How 'bout with you?"
"See any slowdown?"
"A little.  How 'bout with you?"
What can you do?  Not contribute to the problem for one.  Head down and;
1. Keep the faith.  We are at least half way through this.
2. Focus on where the money is.  Which customers are doing well?  Add this dimension to your prospecting.
3. Have a great holiday season. The same thing will be there in January, so enjoy what you have. 

Baseball Season Already?
Talking to a client who told me 2009 will be a tough year.  I asked him two questions?

Q1. What is going to make it tough for you?
He answered the economy, customers buying less, shrinking margins, and being commoditized by his competitors.
Q2.  You customer has just come out of a senior staff meeting.  What is he/she getting beat up over?
If we don't ask, instead of pitch, you will not be adding value. Psst...It's ALL about them!
Get a 30 second speech with some great questions prepared, or put together a 3 slide presentation that asks your customers to talk about their 2009 issues (Solution Box) that they need answers for.  It is just amazing how sales people are not ready to ask future based questions to their prospects that concern the prospect.
It's all about the customer's 2009 issues right now, and they don't have answers, which is why they are talking to you.  Ask them 2009 questions and you'll get more business.  Heck, it's better than pitching.



In This Issue
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ProActive Sales Tools
It's the Holiday Season. Last Chance!!!  Get it now and you and your team wins.
Out Sell Your Competition with ProActive Selling!
Sales success starts with ProActive Selling, the runaway best-selling book by Skip Miller. 
ProActive Sales Management is the # 1 Best Selling Book on Sales Management on Amazon.com for three years running! Ensure that Your Sales Reps Meet their Quota Every Month! How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings. 
Knock Your Socks Off Prospecting is working it's way to the top of the best selling list for Prospecting.How to Cold Call, Get Qualified Leads, and Make More Money! If you hate prospecting, think how much those prospects dread your cold calls! Here's the most valuable collection of how-to-cold-calling tips you've ever seen:
The Ultimate Sales Tool Kit is on of the Top Ten Best Selling "Sales Tool Kit" books on Amazon.com! The Versatile 15-Piece Skill Set that Every Professional Needs .
Ultimate Sales Tool Kit is the energy boost you need to improve your bottom line. 
Call now, 408.399.9243 and we will ship them out.  Tell us how many and which book or books. 
Oh oh.  Looks what's coming in February.......
The Advanced Sales School
    2009 is going to Demand Your A player to be an A+ 
How are they going to do that...    work more?


 Come February, it's time for you to get your A players to sharpen their saw.

The Advanced Sales School includes key topics such as:
          • Sales/Buy Cycle Control
          • Customer Communication Skills
          • Value Selling
          • Calling High and Staying There
     Fast-moving and highly motivating, this course provides an in-depth review of the basics while providing challenges above and beyond any standard sales program. . Overcome prospecting and calling high fears in the classroom and then put them into practice before you leave.  Join other sales people in working on tools that will make the difference this year, in a fast paced enviroment.

     Attendees are exposed to some of the best sales training from some of the best sales and communications trainers in the industry, a "Top Gun" faculty. In our 12th year, the Advanced Sales School gives top performers the extra edge they need to push themselves into excellence.

     Don't hesitate, sign up for the Advanced Sales School today!



  February 2-4, 2009
Attendee Testimonials:

     "I think that one of the strongest things that I brought away from the class is actually somewhat intangible. That in order to really be successful as a team (sales team, sports team, marriage...ANY partnership) you have to relinquish control, and have the faith, trust and confidence in those around you. I have been to several sales training courses. Rarely do you take away things that not only make you better at what you do, but better as a person as well. Great job to Skip and the rest of the M3 team, and thanks for a once in a lifetime experience!" 


    "Selling Value and selling higher in the organization were my two goals coming to the class.  Was I blown away...these tools actualy got me 4 appointments with C levels in one day."


     "I picked up many things from the M3 course.

 Most importantly I keep the mantra in my head to ASK QUESTIONS!"




Limited space available.

To register, go to

The Advanced Sales School or contact M3 Learning at 408.399.9243 or sales@m3learning.com

What Your Prospects want to say...
Way too much has been written about asking the right questions, and then no one knows what those right questions are.  Kind of leaves you hanging.
Who cares what the right questions are.  You want to set up your questions for Validation, not Education.  Buyers want to be Validated.  Set up you validation question so the buyer hears what they want to hear, not what you want to say! 
"So, what we can offer you..." (hurts me to even write this!)
"So Mr. Thomas, if there was a way for you to get your Q3 product out in Q2, and increase cash flow and bring forward revenue one quarter, that would be important to you?"
"Yes, we can help you do that..... "
Good Luck! 
Transfer of Ownership
                                 Best Regards and Happy Holidays.
   Skip Miller
   M3 Learning