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sAlessuccessideAsgetyoursAlesontrAcKBygettingBAcKtoBAsicsVinceLombardithegreatGreenBayPackerscoachoncesaidthatfootballcomesdowntoonlytwothingsBlockingonoffenseandtacklingondefenseandthosearethebasicshisteamsspent80oftheirtimeoninpractice.RedAuerbachwhocoachedtheBostonCelticstoeightconsecutivechampionshipsisknownforhavingplayerspracticeshotsoverandoveragainfromveryshortdistancesandevenwhilestandingrightunderthebasket.LombardiAuerbachandallothergreatcoacheshavealwaystaughttheimportanceoffocusingonthebasicsinordertobesuccessful.Inthisrespectbusinessandsellingarealotlikesports.Itx19softenbeensaidthattheonekeyfundamentalprincipleofbusinessisFocusonthebasicsandthesameistrueforselling.Neveristhatmoretruethanwhentimesarechallengingastheyarenow.Whenitcomestosalesandsellingtherearecertainkeyfundamentalsorbasicstofollowthatultimatelyleadtosalessuccess.the5Bax1aicx1ax1bosalex1asuccex1ax1aBax1aicPrinciple1Planyourworkandworkyourplan.Youhavetostarteverydaywithaplan.Knowhowmanyleadsyouneedtogetandhowmanysalesyouneedtomakeinordertoreachyourannualincomegoal.Breakthesegoalsdowntoyearlymonthlyweeklyanddailygoalsandevaluatethemattheendofeachdaytomakesureyoux19reontrack.Yourobjectiveshouldbetoexceedthesegoals.Bax1aicPrinciple2spendmorex1bimeonyourmox1ax1bimporx1banx1bx1bax1akx1a.Thethreeactivitiesyoushouldbespendingthemajorityofyourtimeonduringtheworkdayareprospectingpresentingandclosing.Thatx19sit.Everythingelseshouldbedelegatedordoneduringoff-hours.Nowwerealizetheworldisnx19tperfectandthingswillcomeupthatyouneedtohandle.Atthesametimeifyoux19refocusedonthesethreeactivitiesandadamantthatyouwilldoasmuchofthemduringtheworkdayavoidingprocrastinationandothertimewastersyoux19llnditwilldowondersforyourbusiness.RemembersalesISanumbersgame.Yesrelationshipsandqualityareimportantbuttohavetherelationshipsandthequalityyoursthavetobetalkingtolotsofpeople.Itx19ssimplethemorepeopleyoutalktothemorebusinessyouwilldo.Asanexpertnetworkeroncesaidx1cIfyougetyourfaceoutthereenoughyoux19lleventuallyrunintosomeonewhoneedsyouorknowssomeonewhoneedsyou.Evenabrokenclockisrighttwiceaday.x1dBax1aicPrinciple3gex1bbackx1boperx1aonalcommunicax1bionandbuildrelax1bionx1ahipx1a.Todaywehaveaplethoraoftechnologydevicesatourdisposalandtherecanbeatendencytousethemtoomuch.In-personcommunicationhasbeenreplacedbye-mailstextmessagesvideoconferencingandsometimeslittleornocommunicationatall.Nowisthetimetomakemorein-personvisitstocustomerstosayx1chellox1ddropofftheproposalinsteadofmailingore-mailingitandtofollowupinpersoninsteadoftradingvoicemessagesorfaxes.Hand-writtennotesarealsorarethesedays.Youshouldbesendinghand-writtenthank-younotesbirthdaycardsholidaycardsandanniversarycardsontheanniversarydateofthedayyoustarteddoingbusinesswithsomeone.Yourobjectiveistohavemorepersonalcontactatatimewhenyourcompetitorsarecallinglessandbeinglesspersonal.page18APublicationofIndependentInsuranceAgentsofWVcontinuedonpage20DoyouhavesomenewstoshareClickheretosendusanemailaboutittheWestVirginiAinsuror