CFO

[Michael Barbarita]

Be direct. Be brief. Be gone. Make an extra call.

Hitting the ground running means you will cover more ground as a result. On some sales calls, you can be all business. Pick up your pace. Many customers will appreciate the extra time they gain when your thirty-minute appointment ends fifteen minutes ahead of schedule. No need to hustle the customer, but having a little hustle in your bustle sends a positive message that your time is valuable and you have all kinds of action going on. One sales rep jogged back to his car after every call. Even if he was just going to lunch or had time to spare before the next appointment, he knew that the image of a man on a mission was one that would earn him professional points. There are times when the customer wants to chat. Go with those needs, but don’t make it a regular practice to hang on to see what’s happening! The same on the front end of a sales call. The news of the day is best left to the radio readers and the talking heads of television. You have more important things to say, to do, and to get done. Get on with it. A high energy level is something you can generate on demand. Very often, your customers will begin to move in harmony with you. Go for it.
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Robin Hood Economics: To take from the rich and give to the poor works on film, but not in reality. I did my best to spread the good word. Please feel free to do the same. http://www.falvey.org/dld/2010-05-21-0720-53_edited.jpg

Jobs Programs Don’t Create Jobs: Only the creation of wealth can create jobs that in turn create additional wealth. That is the economic cycle that we must work to sustain. I did my best to spread this good word as well. Please feel free to do the same. http://www.falvey.org/dld/Jobs_UnionLeader.pdf

Is There Life After College 2010?Jack Falvey's new book is now available on Kindle and on any PC from Amazon at $9.99. If you know of anyone in the class of 2010, this will be a gift that will keep on giving. Read the reviews at http://www.amazon.com/dp/B00394FJFK
Freelance to: THE WALL STREET JOURNAL and BARRON'S on Management (2010 Edition): Jack Falvey's new book is now available on Kindle and on any PC from Amazon at $9.99. This is a complete collection of Jack's Dow Jones editorial features from 1981 through 2009.
http://www.amazon.com/Freelance-JOURNAL-BARRONS-Management-ebook/dp/B003AYENM4/ref=sr_1_10?ie=UTF8&s=books&qid=1268063405&sr=1-10

Attention Sales Managers: For each “Sales Tip of the Day” there is a matching professional development segment for sales managers. To see what you are missing, go to www.MakingTheNumbers.com and see the sample pairs under that tab. One good idea could pay off big time! Site licenses available for multiple managers.