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Seven Keys to Coaching People to Better Performance

#1- Don’t “tell” people what you can “ask” them!  To increase performance, the first step would be to start asking instead of telling.  It’s the difference between someone “having” to do something, or them “wanting” to do something.  It’s the old “have to” vs. “get to” attitude that as leaders we want to instill in our team.  If I tell my sales person to, “make 50 dials today,” and then that person doesn’t do it, then I am put in a situation where I need to micro-manage that person.  But if I ask, “how many dials today will get you to your goal,” I then put my sales person in a power position.  You want your team members to take responsibility for their results—and own them.  Coaching performance improvement is possible!

#2- Create success systems and structure. Sounds simple, right?  Most companies...

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5 Ways to Destroy Procrastination (you should read later…LOL)

How to Stop Procrastinating (starting tomorrow)

Procrastination, the opposite of making a “Decision,” is a common enemy of us all.  Without mastering decision-making we may, over time, become skilled in what we despise: procrastination.   I like to think of procrastination as just “postponed decisions,” but it’s been proven over and over again that putting off making decisions results in feeling down about yourself, proves a decrease or lack of financial gain, and can create massive confusion in one’s aspirations.  Confusion is the chief cause of worry, tension, and stress.   If you are confused as to where to put a certain document, and just place that document on a pile on your desk, you are in-fact delaying making a decision and you will inevitably feel overwhelmed.  Lack of systems and processes can create so much inner stress. And, if you clean up that pile, but then...

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How to Ask for Referrals…The Classy Way

Cold calling is super effective…if you know what you are doing! What I can’t understand is why so many companies emphasize prospecting (cold calling) aka making new friends :), when the majority of companies I consult with don’t even ask their current clients (people that love them) for referrals? The answer is they just don’t know how to do it!  Sure, I could call  you and say, “Hey, who do you know that would be interested in working with me?”, but I would rate this “ask” as an F-. Why? Because referrals have nothing to do with me! Referrals have everything to do with you “my client” and your friends.  Have you heard the line “Your referrals are the greatest compliment I could receive?” Yuck! Or worse: “I build my business on your referrals.” Who cares? Sorry, but this is so unprofessional.

Let’s break this down; referrals are NOT about you so it’s not a...

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Minimalism - the Enemy of Excellence in Sales

I believe that minimalism is an infectious disease today.  It is descripted as a mentality of “what’s the least I can do and still get by.” It is a mentality of “have to” verses “get to”; it is a disease of the mind, the spirit, the will to excel.  It is the reason depression is on the rise and suicide is so prominent, it is the end result from practicing procrastination.   But I want to talk to the people that might be on the verge of it, those that are working, distracted by life’s “to do’s”, but not maxing out at their potential.  It is the person that has the potential but their resources hold them back from stepping into their true power — and being resourceful.

Emotional fitness is when you decide what you want, and then your feelings follow.  Emotional suicide is letting your emotions dictate your choices.  There is the spirit and there is the...

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Increase Sales Performance Now!

If you want to increase sales performance you must adapt to the mindset, “eventually everybody buys”…They just don’t always buy when we need a commission.  You get compensated on each call you make and commissioned on some of them, which means you must pick up the phone more often!

It is impossible to manage what you don’t measure.  What’s interesting in the world of coaching is the top reasons why coaches fail in their own coaching business.  Here are the top 3 reasons

  1. They don’t have a coach for themselves (they don’t invest in themselves)

 2. They don’t know how to sell their services

 3. They charge per hour

If I were to tell you why most salespeople fail at making the income they desire here are the top 3 reasons:

1. They don’t love selling, thus they don’t invest in themselves (usually have a bad attitude and blame everything but their poor efforts)

2. They don’t know...

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The Connection Between Self-Worth and Time Management

What or who do we let waste our time and why?  Does your Facebook persona match who you really are and how you see yourself?  Numerous studies are proving that Facebook can create sadness or depression.  Why?  Perhaps we compare ourselves to the greener grass in our feed?  I have a friend that posts the perfect family photos, but her husband is cheating on her.  Is the photo depicted an accurate snapshot of that relationship?  Studies have proven that when you project a different realty than what you are really experiencing it heightens ones anxiety. When you view your life as valuable, you’ll view your time that way too. The level to which you love yourself, your self-worth and how you choose to spend your time run hand in hand.

Your time is dictated by what you value most… If you don’t value yourself, then your time is not valued by any standard and thus wasted by who or what you allow to waste it.

Here is what is...

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Get Organized! Master Paper & Technology

Do you feel like Superman but when you get around technology it turns into kryptonite? Do you become weak and frustrated?  Do you sometimes feel powerless over technology? Do you need organization? Tamara has found the antidote to cure you!

Do you have more than ten business cards on your desk right now?  If so, I’m talking to you!  The average person spends ten hours a week looking for information; that means you had a note on a piece of paper and maybe you scanned it into your computer but it’s also in a pile somewhere.  Or maybe you have a phone number on a business card but that card is at your office and you now have to search online for that persons contact info.  Ten hours a week!  We’ve heard from the Time Management experts, “Check your email twice a day, touch that piece of paper once.”  Yikes!  “I have that piece of paper and I’ve been holding it for two hours—um where did I put it?...

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How to Get Out of Purgatory…In Your Mind.

We all have good and evil in each of us.  The thoughts that we mediate will determine whether we feed evil actions or good actions.  But what if, we get stuck and flip-flop between good and evil?  I would describe that as purgatory, a place where we get stuck.  I want to tell you a story about how I got unstuck and literally obliterated bitterness in me.

 We all have situations in our life that don’t turn out “fair”, where someone takes advantage of us or someone doesn’t honor their word or even worse, tells lies.  I have many of these situations, but I found myself stewing in bitterness of broken promises and hurtful words and it paralyzed me.  I was stuck in a state of anger and wanting my revenge.  I’ve struggled with the differences between justice and revenge, but I have learned, it’s where my heart is that determines my true intentions.  I have plenty of revenge...

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3 Tips to Increasing Prosperity – Sales Prospecting

#1 Give thanks with gifts – “Stop paying for referrals” 

One of the fastest ways to increase income is to refresh your referral strategy.  Too many companies are giving out cash or gift cards in-return for referrals.  This is not very classy.  It’s as bad as inviting yourself over to someones home.  I’m from the south and it’s just plain rude to force your way into someones home or business for that matter.  It’s best to ask “in a classy way” for referrals and in-fact you are not even allowed to use the word “referrals” when asking for referrals.  Once you obtain a referral and it turns into paid business then “mail” a gift (gift card, check or present with your logo on it) This then puts you in a position where your client is so happy they WANT to give you even more referrals.  If however, you decide to pay for referrals i’m afraid you are turning into...

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A Christian Sales Woman’s Approach to Selling

As a Christian business woman, I found myself struggling how to live out my faith in a secular business world.  I had just written a Christian Sales book, Proverbs for Selling – Mastering Sales through prospecting referrals & Discipline and was being asked to speak at conventions for non-Christian companies.  I had a company say, I love your book Tamara but you mention Jesus in your book and that might be offensive to some people.  It’s a good thing God made me a sales trainer, because we all are in sales.  I now needed to sell these companies on Jesus.

“Do not let kindness and truth leave you, bind them around your neck and write them on the tablet of your heart” Proverbs 3:3

How could I be kind and speak the truth at the same time?  I told the meeting planner that I appreciated what she said and that if someone hasn’t accepted Jesus as their Lord and Savior that they certainly have to respect that Jesus was the...

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