These are the notes from Gitomer’s 5.5 Things Sales Professionals Whine About.

If you say you Lost the sale on Price, what you are really saying is that you did not establish your Value. Without Value, it comes down to Price only. Remind yourself What is your USP?

If you can’t get an appointment, it’s because you are boring and sound like everyone else. Have fun. Be more interesting. Be Creative.

Are you Engaging the Prospects? What kinds of Questions do you ask? Do any of your questions make the prospect thing differently?

Voicemail sucks doesn’t it? And you can’t get calls returned, huh? Why? You don’t give them any reason to call you back. Be Creative. Be Different. Intrigue them. Be funny.

What makes me laugh is the “I don’t have enough time to ….” Time Management is everyone’s Achilles Heel, but you have to do what is important, not urgent. Pre-call preparation is important. Dialing and Smiling works better with a little research. We have this thing called Google that holds a boatload of info about your prospective company.

At the end of the day, Action, Hard work, Creativity, and Preparation will help you succeed. Remember to Work the Process.

Here’s some thoughts on the subject of Happiness. I’m no expert, but I’m a student.

Your own Happiness is your Responsibility. Not anyone else’s. If you are Unhappy, it lies within you to fix it.

People don’t make you Happy. You are reacting to the stiuation. The only 3 things we can control in life are:

1. Your actions.
2. Your responses to situations and your experiences.
3. Your thoughts, beliefs, or attitude.

By the way, you can’t fix people. Or change them. Period.

You have to be comfortable with yourself – and love yourself.

Manage Expectations. When I suggest lower your expectations, I’m not saying lower your standards. I’m saying be a little realistic about what will happen or how it will go. For example, if you go to an event that you paid $75 for, don’t have an expectation that the food, drink, crowd and other details will be fabulous. Often that isn’t the case. But if you just expected to meet a few people, have a nice conversation with someone, and relax through the experience, your expectations are set at a more realistic level. Hence, you will be less disappointed. Less often your hopes will be shattered.

I lack Patience. If I had patience, I would likely be happier. I wouldn’t be grumpy in traffic. I think Patience makes waiting for “The One” easier. It makes the wait for the perfect job (whatever that is) easier.

Last thought:  you have to have some kind of map or plan or goal – or you will just float along. Happiness and Fun take some planning. It doesn’t usually happen by itself.  Enjoy the Journey.

Listening is a skill. Not just for salespeople. As a culture, we are losing the Art of Conversation.

Listen as if you care what the other person is saying. Don’t just wait for your turn to say something or blather.

Active Listening Is an Essential Sales Tool by Keith Rosen contains Eight Ways to Become the Most Effective Listener, including Listening for what is not said.

David Kahle has the S.P.E.C.I.A.L. Technique for Improved Listening here.

I hope you were listening.