Sales Report Magazine #3 by ELIAS DIAMANTOPOULOS

SALES REPORT S

MAGAZINE

JANUARY-FEBRUARY

2013

+ CREATE A LOYAL CUSTOMER BASE

DON’T STOP SELLING ED

10 Great Motivational Quotes for 2013

FACES Ioanna Foteinopoulou Sofia Vovou SALES REPORT 1

You don't get paid for the hour. You get paid for the value you bring to the hour. Jim Rohn

AIM OF THE MAGAZINE THIS MAGAZINE REFERS TO PEOPLE WHO ARE AMBITIOUS AND WANT TO INCREASE THEIR PROGRESS IN THEIR SALES. IF YOU HAVE THE ATTITUDE AND THE DESIRE, THIS MAGAZINE IS SURE THAT, IT WILL IMPACT YOUR PERFORMANCE IMMEDIATELY AND HELP YOU TO ACHIEVE YOUR AIMS. I MEAN FOR SURE BECAUSE IN THIS MAGAZINE YOU WILL LEARN POWERFUL SALES STRATEGIES, METHODS AND SPECIFIC ATTITUDES WHICH WERE EXECUTED IN THE MARKET WITH HUGE RESULTS.

SOCRATES SAID: USE YOUR TIME TO IMPROVE YOURSELF THROUGH WRITTEN WORK FROM OTHERS, SO YOU CAN EASILY OBTAIN THESE THAT OTHERS OBTAINED WITH DIFFICULTY.

THIS MAGAZINE IS BASED ON ACADEMIC THEORIES AND MAJOR ON OUR EXPERIENCE.

SALES REORT 2

Sales Report Magazine #3

New year, new goals! Let’s go start 2013 off on a good start! One more challenging year start so it is important to prepare ourself with passion, right attitude and many goals. There is no other way to go if we want to achieve for one more year our aims. Every year the challenges are more than the previous years and more difficult so we must be absolutely ready to confront the new challenges and why not to create the challenges!!! In addition, it is important to remember that it is important to take risks.You have to take risks. We will only understand the miracle of life fully when we allow the unexpected to happen. Start recognize, use and develop your talents that you have, everyone has talent!!! At some point everyone looks back and wonders ‘’what have I done with my talents”.Your talents are your heritage. Use them and follow your dreams. ED

Live with passion. Live with purpose. Live for others. Jeffrey Immelt (1956- ) CEO of General Electric

DON’T STOP SELLING

Quotes David Lynch’s If you want to catch little fish, you can stay in the shallow water. But if you want to catch the big fish, you’ve got to go deeper. Down deep, the fish are more powerful and more pure. They’re huge and abstract. And they’re very beautiful.

Aristotle

Don’t stop selling by ED Lasting success in sales requires not to stop selling every day! Hard to do but who belives that sales success came easily? How do you belive you can do? First of all, you must want new customers. It is very important to find and start new cooperation with new customers. The competition is so hard and the circumntances are rapid that we must find new customers in order to confront the changes, your

customer is your constant power. The market is as a jungle it is difficult to survive but if you succeed it with continious effort you will enjoy it. Have trust in yourself and prepare yourself before you do anything. It is not enough to want something very much but you must prepare hard , smart and strategy if you want c o n q u o r everything you want. Try to hope and wait for the best but you must always have a second or more solutions if something doesn’t go as we expected.

If there is some end in the things we do, which we desire for its own sake, clearly this must be the chief good. Knowing this will have a great influence on how we live our lives.

Confucius By three methods we may learn wisdom: First, by reflection, which is noblest; Second, by imitation, which is easiest; and third by experience, which is the bitterest.

Jim Rohn Learning is the beginning of wealth. Learning is the beginning of health. Learning is the beginning of s p i r i t u a l i t y. S e a rch i n g a n d learning is where the miracle process all begins.

Second, you must maintain your customers. A happy customer is sure that will bring to you new customers. When your customers promote you to another customer the percentage to sell in this customers are many or probably 100%. So it is useful to maintain your customer because that means more sales and more easily. Of course it is important to mention that all sales people must ask their customers about new resource of a new customer. If our customer doesn’t promote us we must vindicate this choice. Generally speaking we must vindicate what we deserve, we musn’t wait from the others to give us what we deserve. Probably good cooperation requires to promote our customers.

and renew yourself at all levels. We must maintain a balance at everything we do it is so necessary as to not stop selling. Fourth, it is necessary to recognize with whom customers you must persist. Time is limited so you must organize your time carefully and effectively. It is to important to persist but to recognize the customer that is worth spenting your time. Some time is important to spent a lot of your time if a customer is a ‘‘big fish’’ but sometimes if you don’t see potential you musn’t spent a lot of your time. It is dificcult sometimes to recognize the real possible cooperation of your customer...be careful.

Most of our sales aim can come true, if we have the courage to pursue them. Third, if we want to have the power to sell every day it is important to find time to relax

In conclusion, don’t stop trying, to change and try new

techniques, if you do that maybe you have to start to close your career in sales. The sustained effort will highlight your skills and bring you the sales you deserve. On a daily basis you must apply everyting you learn if you don’t do that you won’t not learn. The world does not pay for them you know but pays for what one does with what he knows. So do not forget :the way to get started is to quit talking and begin doing. ACTION!!!

We keep moving forward, opening new doors, and doing new things, because we're curious and curiosity keeps leading us down new paths.

“Don’t let the noise of others’ opinions drown out your own inner voice.”

minor & Major

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Big Ideas Big Ideas have the power to change the world, even if it’s in a small way. If you have an idea that will change the way someone does something, experiences something, buys something or thinks about something, you have a Big Idea. You will recognize it when it hits you because you will lose sleep, forget things and have an eye for nothing else. Resourse : Amy C. Cosper

NPS :Net Promoter score

Negative - no

Create a loyal customer base by ED

A no means more than just a rejection of a request; it means a rejection of the requester’s belief in the rightness of his or her cause.

Brain The brain is the most amazing organ. It start’s working the second you wake up in the morning, and it doesn’t stop until the very moment you set foot into your office .This is my simple religion. There is no need for temples; no need for complicated philosophy. Our own brain, our own heart is our temple; the philosophy is kindness. Dalai Lama

It is important all the sales and business people to have their own loyal customer base and especially when you sell in b2b environment. I said loyal because only if you have created a loyal customer base you will have continious success in sales even if you change many companies in your professional career. It is obvious that it is not easy to create it and you must spent a lot of hours in the market until you

manage it. Many times you will spent so many hours in order to win the loyalty of your customer that you can not imagine. The good thing is that many time you can achieve your loyalty of your customer very easily. This combinantion g i ve s yo u t h e p o w e r t o continue every day until you manage your aim. The win to have loyaliy customers is awesome and this reward you will understand much more if you change a company. I said that it is important

but now I am going to mention the reasons why it is important to have your own fun loyal customer base. Firstly, it is important because it is sure that it is easier to sell a new product or more in your exciting customer than to sell your product to a new customer. In order to sell your product to a new customer maybe you will spend a lot of time the first time but the second time you don’t have to spend the same time but more less (most of the time). So if you have a loyalty base customer it is easy to sell more and new products more easily and with more success. Generally, you gain hours and less effort in order to succeed your aim. S e c o n d l y, y o u r f u n customers they are going to support you directly and easily even if you change company. If your customer feels that you

are a consultant will believe and follow to you. It is amazing that when I decided to change a company all my previous customers they supported me from the first day when I start work in my new company. Thirdly, if you have loyal customers it also means that you can trust that they are speaking about you positively and promoting you. That means that one happy customer will recommend you to other customer and if the other customer stays happy will recommend you to others....and that means more sales. It is awesome emotional to call your customer and say to you to call this person Ι have told about you and he needs your help. I have felt it many times and it is perfect a emotion.

The strategic managmement process helps you first to understand your business’s current situation and trends, next to determine a direction and desired state for the business, and finally to understand and identify what must be done to close the gap between the organization’s current and desired positions. ‘’If a business haw an excellent strategy and effective implementation, it will likely be successful.’’

Smartest Things to Say to an Angry Customer “What would you consider a fair and reasonable solution?” Why this isn’t the first question out of every support person’s mouth amazes me. Asking a customer what she would consider a decent deal creates a starting place for negotiation, sets the expectation level (fair and reasonable), and asks her to make the first offer for an amicable agreement. Besides, you might be pleasantly surprised by her answer. I cannot count the number of times I’ve heard from customers who initially would have been pleased with just an apology. Watch out for alternate phrasing such as “How can I make you happy?” or “How can I help you?” They can sound patronizing or appear to minimize the importance of a complaint. Besides, the obvious answer always is, “You need to convince me that I didn’t make a mistake by spending my money with your company.” Source Ron Burely

Focusing on customer loyalty is a fir st ste p to establishing a one-on-one relationship with customers. That personal relationship is a key to create and maintaining a loyal customer base.

Success Means Learning to Let Go Source:Geoffrey James When most people think about success, they think about adding things to their life: more money, more prestige, a nicer car, a bigger house. The problem with that way of thinking is that it ignores the fact that your ability to succeed is directly proportional to your ability to let go of things. Let me explain.

Because you are a human being, you have the potential to do and to be many different things. However, though it's true you can do anything, you can't do everything. Every life decision that you make is not just saying yes to the future you want to create but also no to the many other futures that you might have otherwise created. If you're going to be truly successful at pursuing that future, you can't waste time and energy mooning about what might have been if you had made a different decision. You'll only achieve your goal if you truly let go of those other desires and possible directions. The ability to let go is especially essential for managers. It's a truism that the most effective managers delegate as much as possible. By contrast, people who micromanage are always a burden on themselves and the people around them. Success as a manager therefore means letting go of responsibility and authority. Mitchell Kertzman, one of the most successful entrepreneurs

in the world, once told me: When I started [my first] company, it was a oneman business. There was a time when I did every job in this company. I wrote the programs, I sent out the bills, I did the accounting, I answered the phone, I made the coffee. As the company has grown, I do fewer and fewer of those jobs. And that's just as well, because I was certainly less competent at them than most of the people who are doing them now. I'm the reverse of the Peter Principle in the sense that I've finally risen to my level of competence, which is that I don't do anything very well and now what I do extremely well is nothing. Similarly, Lew Platt, arguably HP's most successful CEO, once characterized the job of the CEO as "managing the white spaces on the organizational chart." Business pundits are forever touting the importance of being flexible and nimble.

''''If you don't like the road you're walking, start paving another one. '' -Dolly Parton

What that really means, though, is that you, and your organization, must be willing and able to let go of behaviors that were successful in the past and are no longer working. The same is true throughout life, which is actually a process of shedding the burdens and misconceptions of youth. As St. Paul so memorably put it: When I was a child, I spoke as a child, I understood as a child, I thought as a child: but when I became a man, I put away childish things. This is not a philosophy of loss or grief but of the greater success you can achieve that can come only if you truly learn to let go. At the risk of going from the profound to the trivial, I would like to illustrate this point with an experience of my own. A few months back, I was in a state of incredible frustration. Every part of my business seemed to be stalled, with the solution out of my control. While I was in this state, I called a friend of mine, the movie producer/sales executive David Rotman. He listened to me complain for a few minutes and then said: "Geoff, take a piece of paper and a Sharpie and write the following words in big letters: 'I love letting go.' Now hang that paper by your computer screen." "That's your advice?" I asked. "Yes," he replied. I did as he asked, and I'm looking at that piece of paper

even as I write this post. Do you want to know what that piece of paper did for me? Plenty. Because it was in my face every time I sat down to work, it reminded me that it's crazy to obsess about things over which I have no control. It was hard, but I finally managed to let go of the things that were driving me crazy. And guess what? I began to see that some of the goals I was so worried about meant a lot less to me today than in the past. As a result, I started putting more energy into my writing and into my creative thinking. What happened? Well, I can't give you the details just yet, but some incredibly positive things happened, none of which would have taken place if I hadn't followed David's advice, if I hadn't let go of my conception of how things were supposed to be. I'm not holding myself up as some kind of role model, because, to be honest, I struggle with this stuff every day. However, I do know one thing for certain. Whatever success I might achieve in the future will be the direct result not just of letting go but of learning to love the entire proc Geoffrey James writes the Sales Source column on Inc.com.

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FACES

FIRST NAME : Ioanna LAST NAME: Foteinopoulou COUNTRY: Greece COMPANY: Cine News S.S. POSITION: Assistant accountant

1.What is the major factor for professional success? To have a very specific goal and go for it all the way through. It is very important through to have a plan for it, based on facts, take into account the environment you ‘re in.

2.We all make mistakes.What have you done to confront your mistakes? If you make mistakes means that you got a chance to make them. So you tried. You made an effort. The important thing is to understand your mistakes, analyse them so you don’t repeat them.

3. Many people say that crisis creates opportunities. What is your opinion? Crisis is an opportunity for those who think and act in a creative way. But it’s not a one way street. Many people are suffering and the only thing that matters for them is to get something to eat. Generally speaking lack of money makes you think alternative ways to improve your skills and be more effective.

10 SALES REPORT

FIRST NAME : Sofia LAST NAME: Vovou COUNTRY: Greece COMPANY: University of Agriculture POSITION: Student

1.What is the major factor for professional success? The most important thing for professional success is to love your job. Only this way you always focus on your aim. You have to be strict with your plan to control and check the processes. Generally, you should trust your colleagues so as to collaborate perfectly with them.

2.We all make mistakes.What have you done to confront your mistakes? In a few words, you start from the beginning You must forgive yourself for your mistakes, because they are in the past. You have to estimate the situation again, to compile your energetic pieces, your beliefs, your dreams and to try to solve your mistakes. After all, face the problem indirectly.

3. Many people say that crisis creates opportunities. What is your opinion? It is true that people have great success when they have something difficult. And that, because they became pensive and careful in their choices. They try to do better and they estimate the role of life again. They became more qualified and feel great with simple but viable things in their every day life.

10 Great Motivational quotes for S

Every new year I create a list of 10 quotes to guide and motivate me for the next 365 days. ED

4. ''The best place to succeed is where you are with what you have.'' Charles Schwab 5. ''It does not take much strength to do things, but it requires a great deal of strength to decide what to do.'' Elbert Hubbard

1. "I am a great believer in luck, and I find that the harder I work, the more I have of it." Thomas Jefferson 2. "Every achiever that I have ever met says, 'My life turned around when I began to believe in me.'" Dr. Robert Schuller 3. "Being miserable is a habit; being happy is a habit; and the choice is yours. " REPORT Tom Hopkins 11

8. ''The people who get on in this world are the people who get up and look for the circumstances they want, and, if they can't find them, make them.'' George Bernard Shaw

9. '' It isnâ&#x20AC;&#x2122;t strength nor intelligence, but the sustained effort that will highlight your skills .'' Sir Winston Churchill

6. ''Keep doing what you've been doing and you will keep getting what you've been getting.'' Jackie B. Cooper 7. The important thing is not to stop questioning. Albert Einstein

10. ''People with goals succeed because they know where they are going.....It's as simple as that. Earl Nightingale

SALES REPORT magazine If you work in sales and you want to present us with an article some good practice that you have done would be appreciated. We are going to publish your article. It is important for us working in sales because we want to learn the perception of the market environment, the selling strategies and the sales approaches to getting and keeping the most profitable customers of the people who work in sales. In addition in our page on Facebook we would like to express your opinion (improvements, ideas etc). Sent message on Facebook page Sales report magazine. If you want to advertise in our magazine send a message on Facebook page Sales report magazine. To all messages we will respond. We would like to thank you for the time that you spent to reading this magazine.

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1.What is the major factor for professional success?

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2.We all make mistakes. What have you done to confront your mistakes? ...................................................................................................................................................................................................................................... ...................................................................................................................................................................................................................................... ...................................................................................................................................................................................................................................... ...................................................................................................................................................................................................................................... ......................................................................................................................................................................................................................................

3.Many people say that the crisis creates opportunities. What is your opinion? ...................................................................................................................................................................................................................................... ...................................................................................................................................................................................................................................... ...................................................................................................................................................................................................................................... ...................................................................................................................................................................................................................................... ......................................................................................................................................................................................................................................

Answer and view your answers in the next issue. http://issuu.com/eliasd/docs/salesreport