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to our success. I have enclosed an update on our latest advancements and I'll give you
a call next week to discuss them further.
10. A cold call. Thank you for making the time to chat with me when I visited your office
recently. I learned a great deal about your business needs and expectations. I look
forward to following up with your people next week. I'll stay in touch.

Follow these six suggestions to maximize the impact of your note:
1. Handwritten. Personalize it with your own handwriting. If your penmanship is sloppy,
write slower.
Don't use company letterhead. Buy some nice stationary that doesn't scream
2.
"business letter." It must be a personal gesture.
Handwrite the envelope too. Personalize the whole package.
3.
Buy stamps. Use a stamp. Don't put it through a mailing machine. A typed envelope
4.
with a corporate stamp on it takes away from the personal touch. It also looks lazy.
Include your business card. It clearly indicates who this note is from. A handwritten
5.
note simply signed by you may cause confusion or uncertainty as to the sender. Your
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customer may not know you all that well”yet.
Don't expect a response. Although it may seem your efforts have gone unnoticed,
6.
your customers do appreciate it. In these busy times, customers simply don't have time
to pick up the phone and thank you. I once sent a note and heard nothing back but the
next time I made a call my note was displayed on her credenza.



Tim Commandment #9
Business will stay where it's appreciated.
Ask: How have I demonstrated my appreciation?
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I Still Love You
How many ways are there to express your appreciation and show your customers you love 'em? That's
up to you. Just as Paul Simon suggested that there are "50 ways to leave your lover," there are
countless ways to show your sincerity to the relationship. Let's consider a few: a simple phone call, a
note on their invoice or delivery box, a delivery of balloons, cookies, chocolates, a fruit basket, a lottery
ticket, a corporate treat (logo'ed pens, hats, shirts, note pads, golf balls, etc.) a gift certificate for two at
an upscale restaurant, a copy of this book, (yes, that was a pitch, I couldn't resist!) or any other
publication or magazine, tickets to a sporting or community event, the list goes on. Highlight any that
may have triggered some ideas to pursue with your customers. "We love you and appreciate your
business" should show in your every deed, because business usually stays where it's appreciated.
Give us a call or e-mail me at <tim@spectrain.com> with any unique, off the wall, follow-up tactics that
have worked for you. For sharing your ideas, I'll send you a treat. The bottom line is, follow-up is the
essence to any successful relationship.




Congratulations, you have now completed Step #10
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ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Conclusion
Congratulations. You've covered a lot of material, and have successfully graduated through all ten steps
of your Sequential Model. Welcome to this year's graduating class of sales entrepreneurs. You are now
part of an elite group of professionals.

Now the fun begins. Application of the strategies and techniques throughout the Sequential Model
enables you to navigate with confidence through the entire sales call, steadily moving your customer
toward a buying decision. Your completed Sequential Model is a continuous loop guiding you through
every aspect of the relationship, with each completed step setting up the next. Your biggest challenge
now will be to unlearn cherished old sales habits and to embrace the new techniques outlined
throughout the Sequential Model.

Change is a prerequisite to success. Learning is a sequential process marked by stages of growth and
development. Learning is cumulative. Practice is the key.

A central theme throughout the book focuses on the role and responsibilities of sales entrepreneurs.
Sales organizations are slowly reshaping themselves to foster entrepreneurial approaches to selling.
You are no longer expected to be servicing a territory, but managing a business. The future will not be
an option for sales representatives”they need not apply.

I share with you a comment from a very successful sales entrepreneur: "You beat 50% of the
salespeople in North America just by working hard. You beat another 40% by being a person of honesty
and integrity. The last 10% is a dogfight in the free enterprise system." I agree. His comment is a
strong reminder of the importance of embracing an entrepreneurial code of conduct, guided by your
Sequential Model.

Earlier in the book I discussed the importance of a winning edge and the compelling influence that
attitude has on your personal life and your career. The importance of the five attitudinal pillars and how
they are intrinsically linked to success cannot be underestimated. Attitude drives skills. Without it all
other skills are handicapped. Attitude is a powerful differentiator in a world of fierce competition riddled
with "pick me, pick me" competitors.

One of the emerging challenges of our times is not about price or product performance”it's about
providing after-sales service that exceeds the expected, that delivers the 1% Solution. Use effective
implementation and follow-up strategies to minimize your customer attrition rate. Complacency is the
most common thief of good customers. Let them know frequently that you think of them and you still
love 'em.

Again, congratulations on a successful journey through your Sequential Model. I leave you with three
powerful words: JUST DID IT

P.S. I would love to know how these strategies are helping you. Send me your success stories at: <
tim@spectrain.com> or fax me at (403)269-3483.

Thank you.



Tim Commandment #10
Celebrate and reward yourself.
Ask: What went right?
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ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Bibliography
Alessandra, Tony and O'Connor, Michael. People Smarts. (San Diego: Pfeiffer and Company, 1994).
Alessandra, Tony and O'Connor, Michael J. The Platinum Rule. (New York: Warner Books Inc., 1996).
Boyan, Lee. Successful Cold Call Selling. (New York: American Management Association, 1989).
Carlson, Richard. Don't Sweat The Small Stuff...and it's all small stuff. (New York: Hyperion, 1997).
Carnegie, Dale. How To Win Friends & Influence People. Carnegie, Dale (New York: Simon & Schuster Inc.,
1981).
Chilton, David. The Wealthy Barber. (Toronto: Stoddart Publishing Co. Limited, 1989).
Chapman, Elwood N. Life Is An Attitude! (Menlo Park: Crisp Publications, Inc., 1992).
Creative Negotiation. Achievers International (1989).
Donaldson, Michael and Mimi. Negotiating for Dummies. (Foster City: IDG Books Worldwide, Inc., 1996).
Nelson, Bob and Economy, Peter. Managing for Dummies. (Foster City: IDG Books Worldwide, Inc., 1996).
Situational Selling: Focus on the Customer. Achievers International (1989).
Tieger, Paul and Barbara. The Art of Speedreading People. (Little Brown, 1998).
Wilson, Larry. Changing the Game: The New Way to Sell. (New York: Simon & Schuster Inc., 1987).
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Recommended Readings
Alessandra, Tony and O'Connor, Michael J. The Platinum Rule.
Bolton, Robert and Grover, Dorothy. People Styles at Work.
Boyan, Lee. Successful Cold Call Selling.
Canfield, Jack and Hansen, Mark Victor and Hewitt, Les. The Power of Focus.
Carlson, Richard. Don't Sweat The Small Stuff...and it's all small stuff.
Carnegie, Dale. How to Win Friends & Influence People.
Chapman, Elwood N. Life Is an Attitude!
Chilton, David. The Wealthy Barber.
Cloke, Kenneth and Goldsmith, Joan. Thank God It's Monday!
Covey, Stephen. The 7 Habits of Highly Effective People.
Frankl, Viktor E. Man's Search for Meaning.
Hill, Napoleon. Think & Grow Rich.
Nelson, Bob. 1001 Ways to Reward Employees.
Reeve, Christopher. Still Me.
Sharma, Robin. The Monk Who Sold His Ferrari.
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Index
A
A accounts, 81“82, 83
account classification, 80“87
A accounts, 81“82
B accounts, 82
C accounts, 82“87
evaluating opportunity and, 86
acquisition/mergers, prospecting via, 118
ACT, 101
action
goals and, 36“37
just did it! attitude, 27“30
tape recorders and, 29“30
action plans, 189“190, 241“246
communication in, 242“243
adaptability, 126“127. See also behavioral flexibility
administrative duties, 93“94, 95“96
adult daycare center, 20“21
retreating to, 218
time management and, 95
Advanced Selling Strategies (Tracy), 40“41
advantages, FAB approach, 74
agendas
making clear, 70“71
primary and secondary, 70
synchronizing, 52“53, 154
time management and, 101“102
agreeing to disagree, 86, 233
Alessandra, Tony, 127, 138
Allen, Woody, 123
allies, 13“14
prospecting via, 115
Art of Speedreading People, The (Tieger), 127
asking, power of asking, 206“212, 213“214
attitude, 25“57, 256
choice in, 53
comfort zone and, 44“49
customer complaints and, 102“103
enjoying yourself and, 183“184
goals and, 30“37
humor and, 42
just did it!, 27“30
managing objections and, 191“192
in negotiation, 227“228
patience and persistence, 49“55
self-esteem, 38“44
self-reliance and, 54“55
of top achievers, 27
toward user errors, 243
win-lose, 223“224
attrition rates, 112, 248“250
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ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Index
B
B accounts, 82, 83
bags of money, 13
bags of wind, 16
balance
personal planners and, 99
self-esteem and, 41“42
stress and, 105“107
time management and, 92
behavioral flexibility, 125“145
adaptability in, 126“127
behavioral styles, 128“140
closing and, 215
different vs. difficult people and, 139“140
Directors, 132“133
negotiating and, 236
recognizing types in, 138“139, 140“144
Relaters, 136“138
in sales calls, 151“152
Socializers, 130“131
tailoring presentations and, 185“186
benefits, 72“74
bridging, 79, 166“170
definition of, 73“74
FAB approach and, 74
inverse bridging, 168“170
orienting presentations toward, 187
Bennis, Warren, 43
biases, 159“160
blame, 14“15
born-again customers, 15“16
Boyan, Lee, 35
breakfast, 108
clubs, prospecting via, 115
bridging, 79
closing and, 215
customer questions, 172
effective, 166“170
inverse, 168“170
bringing it forward, 200“201
brochures, 75“76
Brooks, William, 199
building directories, prospecting via, 117
business directories, prospecting via, 116
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