About the Author: Elinor Stutz is CEO of Smooth Sale, LLC, International Author, Sales Trainer & Coach, and Motivational Speaker.

Do you handle an upset with confrontation or with relationship building that gets results?

Last month, I registered for a two-day intensive coaching session. I was a bit surprised to receive neither thank you note nor recognition of my registration. Even more surprising: the details weren’t forthcoming. I became concerned because hotel and flight arrangements were necessary and the date was the beginning of a national holiday.

The situation grew worse. I called the office several times on several different days and explained that I would cancel my payment if I did not hear from anybody. Not only did I not hear from anyone, I was treated as an annoyance. The coaching for which I registered was not inexpensive. The coach himself receives praises wherever he goes, so I couldn’t understand why he would allow such poor customer service. I arranged to cancel payment.

Wondering if this gentleman knew what was happening back at the office, I wrote Brian, the coach, a factual and detailed email describing what took place. I advised poor customer service will sink a thriving company faster than almost any other criteria. For final measure, I added, “I’m writing this as a friend because I admire what you stand for and do not wish to see you hurt.”

Within minutes of receiving my email, Brian returned my call.

Brian executed his response perfectly:
1. He first apologized
2. Brain then shared, “Never employ family; you try to help but it becomes tricky.”
3. In gratitude that I held a helping hand rather than expressing 4 letter words, Brian told me he would be my mentor for the entire year!

Brian turned an almost lost prospect into a repeat and returning client, who has already begun communicating how terrific he is.  When you strive to help people turn lemons into lemonade you get what you wish for!

It becomes a win-win for all concerned and a very Smooth Sale!

About the Author: Elinor Stutz is CEO of Smooth Sale, LLC, International Author, Sales Trainer & Coach, and Motivational Speaker.

“When you wish upon a star” may have come from a Disney song, but it’s very applicable to today’s news and translates well to both entrepreneurs and job seekers. It calls into question your power of belief and today’s story is very inspiring.

The Lucille Packard “Make a Wish Foundation” enables children with life threatening disease to make their fondest wish come true. Today we learned of a 7 year-old girl, Kassaundra, who fought death twice and now lives with a pacemaker in her chest. Kassaundra embraces the spirit of life. Ignoring her less-than-perfect health, she plays softball and swims. But her passion is singing and dancing — she wants to be a movie star!

The Foundation granted Kassaundra’s request. She was treated to a fancy dress of her choice and a new hair-do. A chauffeur picked her up in a limousine. The Police escorted the limo while photographers and crowds followed her to the theater where she was to perform. Kassaundra was then led onto stage and performed to cheering fans — truly her wish come true!

I found three pertinent messages in this story for everything you undertake in life:
1. Find your passion and keep striving to achieve your dream.
2. Illness (and any other obstacle) is only a detour — find the strength to overcome.
3. Believe you will succeed. Work for it.

The business side of this: look how much attention you are able to attract when you hit the right stride. Your mindset, along with your plan of action (plus implementation of course), become your marketing-communication strategies which ultimately attract more sales. Prospects, clients, sales, and business development on auto pilot will be yours.

Begin wishing upon a star to find your Smooth Sale!

BARBARA HEMPHILL, CPO® is one of the country’s leading productivity experts. As a speaker and consultant on organizing, Barbara helps individuals and organizations create and sustain a productive environment. She is author of the best-selling “Taming the Paper Tiger” book series. In the forthcoming book, “Bushido Business,” Barbara joins Tom Hopkins, Brian Tracy & Stephen M. R. Covey, sharing how they learned how to be successful. For more information on Barbara’s speaking and consulting, visit www.barbarahemphill.com.

Have you ever found a lead on a scrap of paper after the prospect purchased from your competition?   Are you spending time recreating proposals because you can’t find a similar one you wrote a few months ago?  Do you run out of the door for an appointment at the last minute because you couldn’t find the brochures you really wanted to take?  Are you feeling overwhelmed?  If so, here are six simple steps to help you increase sales and decrease stress:

Make a date with yourself for getting your act together: Plan a minimum of three hours when there will be no interruptions.  Decide on a reward for yourself when you’re finished. Do anything you can to reduce your stress during the process – put on music, grab your favorite beverage, and get plenty of trash bags and recycling bins.

Take everything off your desk except what you must have or do: (A photograph or memento that reminds you of the reason you work is definitely OK!) Practice The Art of Wastebasketry. Research shows that 80 percent of what you keep you never use! Tossing or keeping is not a moral issue, but it is a practical one.  So how do you decide what to keep? Ask, “What’s the worst thing that could happen if I didn’t have this piece of paper?” If you can live with the results of your answer, toss it or recycle it.

Get the right tools for your business: Half of any job is using the right tool!  Put three trays on your desk: (1) In (2) Out (3) File. “In” is for new mail – papers you have not yet looked at.  “Out” is for items that need to go elsewhere, such as the post office, or to another room. “File” is for papers you need to file outside the reach of where you sit. Eliminate paper whenever you can!

Implement The File-Act-Toss System: Clutter is postponed decisions.  The good news? There are only three decisions you can make about what to do with any piece of paper or electronic file.  (1) File it in a Reference File in case you need it in the future. (2) Act on it immediately or choose a date when you will. (3) Toss, recycle, or delete it.

Create an Action Filing System: If you say, “I have to do that,” follow up with “When?”  If there isn’t an actual date, creating an artificial one will eliminate items falling through the cracks.  When you continually postpone doing something, ask yourself, “What’s the worst possible thing that would happen if I didn’t do this?” or “Is there an easier way to do this?” or “Could someone else help me with this?” Create a system for retrieving the information you need when you are ready to take action.  (There are many possibilities. If you’re not sure how to do it, an hour phone consultation with an expert could change your world forever!)

Create a Reference Filing System: If your existing filing system (paper or electronic) isn’t working, start over!  In this day and age, fewer and fewer people are keeping paper reference files – it’s costly and not very productive. But don’t feel overwhelmed at the thought of having to scan all those old papers. Instead, create an electronic filing structure for the new information, and add the old only as you need it.  (If you have both physical and electronic resources, and you want a way to collaborate, check out iPEP (www.iPEPonline.com)

Will this system turn you into a perennially “clean desk” person? Unlikely! Messy desks are the natural outcome of a hectic pace. A place for everything and everything in its place? Forget that, but it is half right. A place for everything means than when you want to clean up your office to meet a client, or just because you’re just sick of the mess yourself, recovering is no big deal. Some quick decision-making will clean off your desk in a matter of minutes and bring back a sense of control.

About the Author: Elinor Stutz is CEO of Smooth Sale, LLC, International Author, Sales Trainer & Coach, and Motivational Speaker.

It’s really not a secret but many salespeople and entrepreneurs, even job-seekers overlook the fact that you must always continue to build relationships with prospects, clients and your network. Opportunities arise most unexpectedly. So unless you have a good relationship, these will never materialize.

In hard core sales, it is customary to go knock on unknown doors. But in our social media or networking world, all you have to do is send a tweet, an in-mail, email, phone or walk up to someone and ask, “What’s new?” Two words bring the opportunity to change a lackluster month into a wonderful forecast for future sales. Approaching business development in a friendly manner makes all the difference. This is where your marketing/communication strategy takes hold for positive word of mouth to travel quickly.

Just this week, I promised myself (set a goal) to make 5 contacts per day in regard to my upcoming book, HIRED! Over the years, I met Deans of Universities, media connections, and career oriented people. Re-connecting with them produced goodwill for an upcoming conference, an opportunity to speak at another conference, a possible television interview, a book signing, and set meetings. As these progress, I will attract many sales.

But the biggest news was that I reconnected with a contact who was once interested in translating my first book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results” into Chinese. I used the advice above to check back by asking, “What’s new?”

When the question was returned and I answered, I immediately heard, “Please put me in touch with your new publisher and I will translate both titles into Chinese. I’m so glad you connected with me again!” Had I not re-connected the possibility of translation would have remained dormant. Now, there is a big opportunity ahead, given China is the leading entrepreneurial country at this point in time.

Take the leadership position to remain in touch with everyone and work for a common win. Working to build relationships will lead to a very Smooth Sale!