Three Key Reminders Worthy of Focused Attention | Travel Research Online

I recently had the pleasure of interviewing a fellow sales trainer and public speaker, and I want to share a few of the highlights from our interview in today’s article. I enjoyed “bantering” with The Telephone Doctor, but I know her as Nancy Friedman. Nancy was referred to me by my good friend and fellow speaker Stuart Cohen. He suggested that Nancy might be perfect to appear on one of my biweekly sales meetings for my Inner Circle sales group. As always, Stuart was right on the money, and Nancy was very quick to accept my invitation. Although my personal style of conducting sales meetings features a more “go-with-the-flow” nature, in this case, I capitulated and agreed to Nancy’s suggested agenda. I’m glad I did. We decided to discuss five individual points in a quick, content-focused delivery style. I would ask the questions. Nancy would offer her take on the subject.

The Power of Double Checking

Most salespeople quit after the initial contact. Nancy highlighted the effectiveness of double checking after the initial negative outcome. After all, there is nothing to lose when you approach a seemingly negative outcome with a refreshed pair of eyes from a new angle. I think we can all agree that we have been in a similar situation. More often than not, positive outcomes result from second and third attempts.

Avoid Saying “No”

I have been known over many years to readily suggest that entrepreneurs do not have to say ‘yes’ to every opportunity that comes along. In fact, learning to say ‘no’ more often may be the secret to a more comfortable lifestyle and a more profitable business. Nancy had me thinking about my advice from a different angle. She suggested that we eliminate the word no from our vocabulary. She did not recommend that we agree to all incoming opportunities, but that we can decline our involvement professionally by “opt-out” with words that are less hostile and more amenable.    

Write NUM Notes

Before ending our time together, Nancy asked if I had a pen and pencil handy. She asked me to write down the following three letters. N, U, M. These letters, stand for No Ulterior Motive. This reminds us that it is not only okay but suggested that we contact people in our personal universe with no hidden agenda. Touching base with those we care about is a behavior that benefits everybody involved… with no ulterior motive. There were many more reminders shared during our interview, but for now, try focusing on these three. Work at introducing them into your daily routine.  

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Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club, mike@mikemarchev.com. *** You want more to think about? Check out my weekly podcast (Miked Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.