Tool 13 - hands-free headset This should be a given but most salespeople I meet do not have a hands-free headset. A headset will liberate your hands for note taking, liberate your neck from pain (which can at times become debilitating), and liberate your body from your chair (that's right, stand up when you speak, you are clearer and have more passion and energy). Invest in quality! No one likes being on receiving end of a crackling conversation. And finally, use it! Often those I see that actually have headsets don't use them.

Tool 14 - a commitment You must make a resolute commitment to get job done. You must commit to using each of "tools". You must commit to your success. Without a strong commitment you may renegotiate outcomes with yourself and not hit peak of mountain.

Tool 15 - a smile A smile is not only part of your positive attitude but it will make you feel better. Believe it or not, people on other end of receiver can "feel" your smile. Look in mirror on your desk before making your call and smile. Force it if you must. Then dial phone. Got someone on line? Good! Look in mirror again, smile and stand up. Then speak! This is guaranteed to boost your close rate. Big Time!

Tool 16 - a schedule One of your commitments is to your schedule. Each profile is different. For example: let's take someone who typically does not make outbound sales calls (cold-calling) but finds themselves in a situation where they now must. In that case, I suggest 2-4 hours a day, Monday through Friday, from 8:00 AM onwards. When you call before 9:00 AM your prospect often answers phone themselves (rather than voicemail or an assistant). Most people are more receptive in morning too. Whatever your level of attack, simply adjust number of hours. It is critical that you stick to your schedule.

Tool 17 - right questions You've got prospect on phone but what questions do you ask? Please refer to Tool 6 to get an idea. In addition, it is critical that questions evoke truthful responses. Try and think of yourself in prospects' position. What would you need to share with someone that would result in them returning value to you? With that, create questions which will draw it out.

Tool 18 - a bullet-proof rejection shield Rejection is a reality of any sales process. Get used to it as quickly as possible. It is not you being rejected, it's what you offer. Imagine if every waiter or waitress took rejection personally whenever they offered a cup of coffee. They'd all quit! Most of us reject server who offers us "an apple pie with that?". Do they quit? Of course not. In fact, they sell a lot of apple pies that would not otherwise be sold. Rejection isn't personal but it is part of territory and of your success. Strive to get more "No"s than anyone else and you'll probably sell more than anyone else too.

Tool 19 - an automatic objection response generator Simply put, know every possible objection beforehand and have an answer. Each time you get an objection you've never heard, write it down and review it later for a response. Trust me on this, every single objection you will ever hear will have been heard before by someone and can have a reasonable comeback. It's your job to be prepared.

Tool 20 - a clearly defined goal Some of you will say last two tools should have come first. You're right. They are most important tools in toolbox. That's why I put them at end. So as to have a lasting impression. Having a defined goal simply means how much and by when! Start with end first. How much incremental profit do you need to make from these activities on a monthly basis? How long should that take? Given "numbers" game, how many closed sales would that require monthly? To generate that level, how many meetings would be required? From that, determine how many calls per month, week and finally per day would be required. You then emerge with a roadmap for success.

Tool 21 - knowledge of your purpose And, hands-down winner for most import tool is knowing why you are jumping through all these hoops anyways. Without a clear knowledge of your purpose you will almost certainly quit. This is a simple process but by no means easy. The rewards are definitely worth effort but you will be challenged often. Having a firm picture of your "why" will keep you on course. Don't know your purpose? I can help! Give me a call.

The Wrap Up So, we're done, or are we? You have tools for exceptional success. Now it's up to you to take them, pepper them with your personality and perform, perform, perform.

In order to cope with fast pace and information overload in today’s world, global interaction on a daily basis, and ethical issues -- in order to become change-proficient -- executives realize they need strong emotional intelligence skills.

DOES COACHING WORK? WHAT’S THE ROI?

A study of 100 coached professionals found a 570% return on investment. Coaching improved productivity 53%, quality 48%, work relationships 77%, and overall job satisfaction increased 61%.

The Manchester survey ( http://www.susandunn.cc/businessgraph.htm ) of 140 companies shows 9 in 10 executives believe coaching to be worth their time and money. The average return was more than $5 for each $1 spent. (The Denver Post)

RESULTS

Emotional intelligence relates to values and ethics, as well as interpersonal social skills, self-awareness, and emotional management of self and others. Values-based leadership increases retention and profitability and reduces turnover and legal costs.

According to Global Employee Relationship study, when employees believe they work for ethical companies, 55% are truly loyal, compared to only 25% in less ethical companies. Unethical behavior contributes to 25% who say s they are chronically disappointed, angry, lacking loyalty and likely to leave or sue.

An Ethics Resource Center study found that 90% of employees value leaders with integrity as highly as they value income.

CONCLUSION

The Harvard Business Review says “the goal of coaching is goal of good management: to make most of an organization’s valuable resources.” The most valuable resource to any organization is its people. An executive establishes organizational culture, which influences every employee in organization.

“Don’t forget that culture starts at top,” says Steve Wilson, a Columbus, Ohio-based business psychologist. Daniel Goleman concurs in his book, “Primal Leadership.”

Executives are getting coached on emotional intelligence skills not only for their own personal use but for future of organization. As one of my clients told me, “I can’t take my people any farther than I am.”