ARCHIVED SALES MEETINGS

October 25, 2017

October 11, 2017

September 27, 2017

September 13, 2017

August 30, 2017

August 16, 2017

August 2, 2017

July 19, 2017

July 5, 2017

June 25, 2017

June 7, 2017

May 26, 2017

May 10, 2017

April 26, 2017

March 29, 2017

March 15, 2017

February 16, 2017

FEBRUARY 1, 2017

January 18, 2017

December 29, 2016

December 14, 2016

November 30, 2016

November 16, 2016

November 1, 2016

October 20, 2016

October 6, 2016

September 21, 2016

September 7, 2016

August 24, 2016

August 10, 2016

July 27, 2016

July 13, 2016

June 29, 2016

June 15, 2016

June 2, 2016

May 20, 2016

Inner Circle Sales Meeting

15 Selling Tips

Special 3rd Thursday Webinar

May 19, 2016

May 9, 2016

March 30, 2016

March 16, 2016

March 2, 2016

February 17 , 2016

February 3, 2016

January 20, 2016

January 6, 2016

Yearly Kick-Off

December 9, 2015

November 25, 2015

Sales Meeting

November 12, 2015

Sales Meeting

October 27, 2015

October 14, 2015

September 30, 2015

September 16, 2015

September 2, 2015

August 19, 2015

August 7, 2015

July 15, 2015

July 2, 2015

June 18, 2015

June 3, 2015

May 20, 2015

May 6, 2015

April 22, 2015

April 15, 2015

April 1, 2015

March 18, 2015

March 3, 2015

Special Guest Interview with Penney Rudicil

Social Media

February 18, 2015

February 4, 2015

January 22, 2015

January 7, 2015

December 29, 2014

December 17, 2014

Christmas Party

December 10, 2014

Recorded “Live” From The Barnes & Noble Parking Lot.

(A 15-minute re-do covering the major points.)

December 3, 2014

November 13, 2014

November 5, 2014

October 1, 2014

September 17, 2014

August 20, 2014

August 6, 2014

July 23, 2014

July 10, 2014

July 2, 2014

June 24, 2014

June 18, 2014

Click on the following link to see this week’s sales meeting.

http://player.vimeo.com/external/98604025.sd.mp4?s=fdac3aaf15617b570a90d394cba9c0f3

May 21, 2014

May 7, 2014

Survey Monkey

April 23, 2014

April 9, 2014

Inner Circle Sales Meeting

March 26, 2014

Special Guest: Gary Murphy (AmaWaterways)

March 12, 2014

Member John Schmitt Presenting

“Flipping The Selling Model”

February 26, 2014

Five Mistakes Plus More

February 12, 2014

January 30, 2014: Sales Meeting #2.

January 15, 2014: Our first sales meeting of the new year.

 

January 2, 2014: I am out on The Brilliance of the Seas working with 35 professional travel agents. Here is a little reminder for you until I get back.

Sales Meeting December 18, 2013

Sales Meeting, December 11, 2013

Sales Meeting —-November 21, 2013

Sales Meeting October 31, 2013

Sales Meeting October 15, 2013

Sales Meeting October 2, 2013

September 4, 2013

August 22, 2013

 

 

 

August 7, 2013: Deal Sharing; Promotion; Short Cuts

July 24, 2013

July 10, 2013

June 26, 2013

May 29, 2013

The video did not sync with the audio, so I decided to simply upload the audio re-do. Just 17-minutes. Give it a listen.

May 15, 2013

May 1, 2013

Before you review today’s sales meeting, I want you to listen to Jim Rohn for 3 minutes. His words will help shake you out of your rut. Jim is no longer with us but he was one of the best. Take a listen… 3 minutes.

 

April 17, 2013

April 3, 2013

httpv://youtu.be/jLYfcA-t4Kg

March 20, 2013

For some reason the video did not sync with the audio. Just listen to the audio today. It is filled with good information. I will be working on the sync snag. (It is always “something.”)

March 6th, 2013

February 20, 2013

February 6, 2013

httpv://www.youtube.com/watch?v=Q-ywUUc3qIQ

January 23, 2013

httpv://youtu.be/DLNv1LJVvZY

January 9, 2013

Sales Meeting: December 19th, 2012

Our Annual Christmas Meeting

httpv://www.youtube.com/watch?v=hRN6qXNGvw4

Sales Meeting: December 5th, 2012

httpv://www.youtube.com/watch?v=DtWOZG0kmME

Sales Meeting: November 7th, 2012

A Potpourri of Reminders

httpv://youtu.be/awQ6kE13Pv8

Sales Meeting: October 24th, 2012

3-Step Sales Strategy

httpv://youtu.be/X_MCs7gbj44

Sales Meeting: October 3rd, 2012

At the end of today’s session we discussed a sales letter.

Click here to see my initial draft.

httpv://youtu.be/8ZKFk5Rr8CQ

Sales Meeting: September 19, 2012

httpv://www.youtube.com/watch?v=qOO2g8vN0us

Sales Meeting: September 5, 2012

httpv://www.youtube.com/watch?v=GIPIbg8nQYc

42:01

Sales Meeting: August 22nd, 2012

Energy & Leverage. Featuring The Importance of Getting Over Your Hurdles … Fast.

httpv://www.youtube.com/watch?v=hqhrIAxePDQ

Sales Meeting: August 8th, 2012

19 Statistics That Support a Visual Approach …and More

httpv://www.youtube.com/watch?v=jdHVmDa948E

Sales Meeting: July 24th, 2012

15 Marketing Mistakes and More…

httpv://www.youtube.com/watch?v=goFyMR6wcvQ

Agenda:

1. Nobody owes you a living. You must make your own future.
2. The best time to stat anything was … yesterday. The next best time … today.
3. Build a business worth talking about. The Leaning Tower Pisa.
4. The Open Golf Example: Who is next?
5. Marketing Mistake #1: You don’t know to whom you are marketing.
6. Marketing Mistake #2: You don’t know why your customers buy.
7. Marketing Mistake #3: You are not client centered.
8. Marketing Mistake #4: You have no marketing plan.
9. Marketing Mistake #5: You are not persistent.
10. Marketing Mistake #6: You expect the prospect to do too much work.
11. Marketing Mistake #7: You don’t go for the jugular.
12. Marketing Mistake #8: You are boring people.
13. Marketing Mistake #9: You fail to connct sufficiently often.
14. Marketing Mistake #10: You let past customers get away.
15. Marketing Mistake #11: You don’t seek to upgrade … sell what is right.
16. Marketing Mistake #12: You are not ready when customers are ready to buy.
17. Marketing Mistake #13: You are not thinking like a marketer.
18. Marketing Mistake #14: You don’t use “what-next” thinking.
19. Marketing Mistake #15: You get disapointed and give up too soon.

Sales Meeting: July 11th, 2012

Sales Meeting #13: The Olympics Are Coming!

httpv://www.youtube.com/watch?v=Db_cEyMX7m4

1. Nolan Burris helped me open the show and he highlighted the major point that it is all about “how can I help you?”
2. Make no mistake about it, relationships today are the key to your success.
3. Book: The Art of The Sale: Leaning From The Masters About Business and Life — by Philip Delves Broughton
4. Quote: “Then it really does become about relationships and trust.” Boeing Airplane Salesman
5. It is all about “helping” people.
6. True friends are just a “ring away.”
7. Marketing: Keep It Simple. Don’t be too cutesy. Shoot from the hip. Talk to me.
8. Our Main Menu is new and hopefully, easier to surf.
9. www.mikemarchev.com/
10. The Olympics are life in motion. Watch the London Olympics. The games are life lessons in action.
11. Gail the insurance lady. Lesson: Answer the phone like you are glad I called. Most people “suck” at this simple chore.
12. Use our members-only website. www.mikemarchev.com/menu
13. Kaizen: Incremental improvement. You have to do stuff … consistently … no excuses.
14. The concept of “discipline” more often than not, is the problem.
15. Use your budget, time and personality to select your marketing activities … then do them.
16. Commit to your success.
17. Read one Inner-Circle document each day. (One) Then think about the message. Read or listen or watch.
18. Loma Washington: Answer the phone like your future depends on it … because it does.
19. Drop Your Rock! Whatever you are using to hold you back … lose it … drop it.
20. The More-On Series Cover: Check out www.fiverr.com $5.00
21. Chapter Two: Client Focus in The More-On Marketing Book. How can I help YOU? Think C-L-I-E-N-T
22. www.MikeAndNolanShow.com Have fun! Check it out.
23. Don’t spend too much time being a jerk. And don’t allow the “stiffs” to bring you down.
24. Check out The Inner Circle Special Reports
25. Don’t fret about “public speaking.” Decide to share what you know with others.
26. Draft a “Feeler” Letter. Who wants to learn what I know to be the truth? Anybody? (You know what you are talking about.) If you are not a goon, something good will come from this.
27. The “SECRET.” Get people to raise their hand. Who is interested in … ? Who wants it?
28. Help can be found at www.fiverr.com or www.elance.com
29. Ready? Fire! Aim. “It is amazing to me that in order to strike oil you have to dig a hole.” Tom Peters.
30. The fastest way to the truth is to fail. (Yep. You read that right.)
31. Write a letter that looks like a letter that contains news. (How clever is that?) How often should you write one? Whenever your message can improve upon the silence. The Marchev Letter. Think about it.
32. Special Guest … FaceBook Specialist … Sophie Bujold.

Sales Meeting: June 20th, 2012

Sales Meeting #12

Today was less than technically sound. I had to do a do-over … a mulligan … and second taping. Thanks Larry for monitoring the proceedings. I think this second “shot” will prove to be a-OK.

httpv://www.youtube.com/watch?v=U6EAU5zrmvs

Meeting Notes:

1. My latest reading: The Art Of The Sale . What book(s) are you reading?
2. Building a business is a lot like growing grass.
3. Don’t skimp on new ideas.
4. Read Chapter 1 of Become The Exception. ID five new target prospects.
5. Use our website more to stimulate your thinking.
6. Keep things simple.
7. Get interested people to raise their hands.
8. Ener the conversation your prospect is already having with themselves.
9. Don’t be boring.
10. 2 plus 2 will always equal 4. Trust in the basics
11. You are building a business one customer at a time
12. Kudao to Bob S and Larry J.
13. Printing Source: www.clubflyers.com
14. Graphic help: www.fiverr.com
15. Telephone Tips 1- 5
16. Do not allow “summer” to be an excuse. Or Fridays.
17. Companies to emulate:
    1. Apple
    2. Fed-X
    3. Nordstrom
    4. Amazon
    5. Coke
    6. Ford
    7. Southwest
    8. Target
    9. Nike
    10. Starbucks
18. Your client is my prospect. Protect your clients.
19. Focus on the details.
20. I will see you at the next meeting.

Sales Meeting: June 6th, 2012

Sales Meeting #11

httpv://www.youtube.com/watch?v=nlReOue_gQo

Today was another fun session. Thanks Rick for monitoring the preceedings.

We began today’s meeting with two items taken from the mail bag: The Zumba/Mexico Project and an article permission letter.

Both models will be uploaded to our website soon … under the “Letters” Heading. We touched on the importance of “Headlines” and we reviewed a few astatistics supporting “Repetition.” I made a point to avoid the many excuses that are ready-made for those who are not committed to their success. Summer is coming. Don’t fall victim to the many excuses that come with it.

What’s Important Now? W-I-N The primary message here I suppose is … PRIORITIES.

The importance of finding “balance” in our lives was highlighted prior to reviewing a number of nuggets.

1. Speed in Follow Up.
2. The Importance of Proper Word Selection
3. Giving good “Phone”
4. Building Your List
5. Trying New Things
6. Notecard Friday
7. Like-ability
8. Working Smarter
9. Keeping A Watch On Your Small Talk
10. Introducing a NEW Section: New Videos Uploaded. 1-Minute Sales Meetings
11. Learning To Work With The Internt
12. Utilizing Business Card Real Estate To The Max
13. Thinking Before Buying Email Addresses
14. Implementing Your 12-Word Marketing Plan

Although the GoToWebinar System seems to be working well, I miss the two-way dialogue. I mentioned that we will have “Open-Mic” Sessions from time to time to give us all an opportunity to chat together. Stay tuned for more information on this idea.

Sales Meeting: May 23rd, 2012

Sales Meeting #10

httpv://www.youtube.com/watch?v=vFWKh0i-5do

IF YOU HAVE TROUBLE HEARING, CHECK THE VOLUME CONTROL ON THE VIDEO SCREEN.

Notes: Get a mentor. I have Nolan Buris and Stuart L. Cohen.

I tossed out a few challenges today:

1. Call a handful of clients to thank them for their support.

2. Ask for a few referrals.

3. Work on a six word self description. (Exercise #1)

“Tossed a ball. Had a ball.”

4. Draft an article.

5. Write a Q & A Column.

6. Send locals a copy of their news item.

7. Speak to your local students.

8. Interview local authorities as a research project.

9. Use post cards.

10. Write a letter with news in it.

10A. Have more fun growing your business knowing

that you can’t help everybody.

Sales Meeting: May 2nd, 2012

Click above to listen to today’s meeting.

Meeting #9 Notes: 5.2.12

1. We shared in LJ 24-hour sold out (10 cabins by design) cruise … for over $5K per head. That is $5000 per person. 24 hours! With a waiting list.
2. You are the specialist. Remind people what they think does not need reminding. Like, that your airplane is owned by American Airlines and not US Airways.
3. Don’t promise what you can’t deliver. Say it — do it. If you are not going to do it — don’t say it.
4. Your customer is my prospect.
5. Spend the bulk of your time working with people you already know and who already know you.
6. Visibility remains your largest issue.
7. Kaizen = incremental improvement.
8. Your choice of words will make a huge difference.
   • Open sales vs close sales
   • Present vs pitch
   • Address concerns vs overcome objections
   • Right sell vs up sell
   • 15-Second Marketing Message vs Elevator Speech

Sales Meeting: April 18th, 2012

Click above to listen to today’s meeting.

Meeting #8 Notes: 4.18.12

1. 1. Next Meeting is on May 2^nd, 2012
   2. Remember the two types of people. Those you can help and the “other” kind.
   3. It is your business. Run it like you want to run it.
   4. Allow people to “eliminate” themselves.
   5. Remain friendly and professional … always.
   6. Last Impressions are the important ones.
   7. Be sure to invite “everybody” back, if you want them to come back.
   8. Example: Car-Fix-It-Man. Last impressions!
   9. Consistency is the secret.
   10. People will “shop” you and the Internet. Know this.
   11. Leverage: How can you maximize every effort of yours? (Nashville example
   12. I interviewed a sales professional in a very demanding business. You are in good company when it comes to sales frustrations.

From “More-On” Marketing, page 7

1. 75% of sales people quit too soon.
2. Most sales result after a relationship is established.
3. People buy things from people they like.
4. The first sale is the easy one. The third sales is the ‘meaningful” one.
5. When you are out of sight, you are out of mind.
6. Until people know you are alive, nothing good can happen.
7. The BEST strategy is to get people to come to you.
8. Persistence is the “key.”
9. People do not “reject” you. Get over it. It is not about “you.”
10. People don’t read. Keep your message short.
11. Send more handwritten “thank-you” cards. (They WILL read this.)
12. Your email SUBJECT LINE is more important than you think.
13. The devil is in the details.
14. Enthusiasm sells!
15. How you say it is more important than what you say. (With explanation)
16. Don’t sell Fridays short.
17. You can always improve.
18. Change what you can change … YOU.

Sales Meeting: April 4th, 2012

Meeting #7 Notes: 4.4.12

1. Note Cards saying “Thank-You” work. Do what works. Write more handwritten notes.

2. Dig up “old” clients and reintroduce yourself. You did nothing wrong other than to ignore these potential income providers.

3. You may think you are good at multi-tasking. YOU ARE NOT GOOD AT THIS. What you become good at is screwing up two things at once. FOCUS.

4. When was the last time you got jammed up? Go to my blog and read this entry. www.mikemarchev.com/blog

5. If you are not Google Alerting your name, do so at once. Learn how to Google Alert.

6. Re: Stevie Nicks. Message: Do Your Homework. People will notice. People will appreciate you for it.

7. Blue Bloods TV Show. “When was the last time you got jammed-up?” When you make a mistake, move on. Your problem is you may not be making enough mistakes. Fail faster. You heard it here. It is okay. Get jammed-up!

8. What do penquins have to do with anything? They all look the same. You see one, you see them all. I love penquins. But I admire the white Polar Bear. When this guy enters the frame, people take notice. Be a PB.

9. Underlines: Disney Example – page 98. “Cut your tethers and dream about becoming …” Drop your rock! Make it your business to get where you want to go.

10. E-Myth. “Nothing escapes your customer.” People are watching you.

• “Where the action is.” Reality is imbedded in your customer’s mind.
• “Sales are made in the first few seconds.” Don’t blow your entry.
• Headlines make a huge impression. (Email Subject Boxes serve the same purpose.)
• Reality? Beauty is in the eyes of the beholder. You can think whatever you want to think. What does your customer think?
• Find a need sand fill it. What you think does not count. Let your client do the talking. Ask more questions.
• Get up. Get out. Make people happy. Your 12-Word Marketing Plan. Truly, those 12 words are all you need. Plans don’t work. Planning makes you think about important considerations.
• Find a “direction” and make decisions that positively affect that direction.
• Continuous improvement: Kaizen. What have you done today?
• It is your life. Take advantage of conference attendance. “Milk” your presenters. Be the last to leave.

Robert Middleton “Stuff”: Bizarro Marketing

1. You don’t reach out enough.
2. Send email reminders. Once you fall below the “fold,” you are “gone.” It is your job to stay visible.
3. Out of sight = out of mind.
4. Networking: You talk too much. Ask more questions. Be sincerely interested in others. It works miracles

NASCAR drivers go around and around in circles. And keep on driving. And do it again for a couple of hundred laps. Their life depends on their effectiveness and skill. I just defined your job perfectly.

Find the people ———- help the people.

Sales is not hard. Marketing is not hard. Digging a hole in the summer sun is hard. Get this straight. Your job is not hard.

Remember how The Easter Egg Hunt works. Your job is one giant Easter Egg Hunt. Your “catch” is a lot better than a bunch of lousy colored embryos. Go find those “prizes.” Speed wins in Easter Egg Hunts … as it does in business.

It is the year 2012. Nobody trusts anybody. Thisw presents an enormous opportunity. Get good. Be trustworthy.

Read a book … preferably about business. DO YOUR HOMEWORK.

Referred books: Hug Your Clients by Jack Mitchell

Become The Exception by Mike Marchev

More-On Marketing by Mike Marchev

More-On Mondays by Mike Marchev

See you at the next sales meeting.

Sales Meeting: March 21st, 2012

Click above to listen to today’s meeting.

Meeting #6 Recap:

Guest Stuart Cohen reminded us that when things unfold less than perfectly, he 1) regroups, 2) calls one of his mentors, 3) exercises. These three tips are right on the money. We are all in this together and “stuff” does happen. It is important to realize that you are not in this alone.

Time Management: 60% of your sales and marketing time needs to be devoted to current clients.

30% of your time should be directed toward rekindling old relationships.

10% (the rest) can be directed toward uncovering new opportunities.

1. 1. Headline Exercise: Go to school on other people’s headlines. Magazines, newspapers etc. The people who are “paid” to write these attention-getting lines know a little bit about what they are doing. Pay attention, and borrow when you can … from where you can.
   2. Email reminders (Send Twice). Once your email falls below the current screen … you are “outta-there!”
   3. Job Resume
   4. Google ALERTS (If you are not at least “Alerting” your name, do so at once. www.google.com/alerts
   5. FREE CONFERENCE CALL www.freeconferencecall.com
   6. Word of Mouth Marketing
   7. Barnes & Noble (Go to the Magazine Section and browse for marketing articles in non-industry rags.

Sales Meeting: March 7th, 2012

Sales Meeting #5

Click Here to watch and listen to today’s meeting.

Meeting Agenda:

1. The logic behind hiting “singles.” (I did not say “hitting on” singles. It is a baseball analogy. Come on … focus you guys.
2. There is that five letter word again … NICHE! (The Irish Pub)
3. If something is working … keep working it. Send it again.
4. The 1-Sheet. Think about it, and then draft a lousy one-sheet.
5. “Article? I can’t write an article.” Yes you can.
6. Looking for help in all the right places.
7. The hardest “sales job” in the world. Stay tuned.

Sales Meeting #4

Today’s Meeting Agenda:

1. 1. 1. Nolan Burris surprise call-in. He will be joining us for a full session one of these days.
      2. Collaboration (The MIke and Nolan Show www.mikeandnolanshow.com
      3. Home-Based can be lonely
      4. You can do more
      5. Get yourself into position to win
      6. Get people to contact you
      7. Once they call, don’t screw it up
      8. Don’t multi-task
      9. Make people feel comfortable
      10. Last week’s reciew (see below)
      11. The 52-Week Sales Planner
      12. The Mike and Nolan Show www.mikeandnolanshow.com
      13. Bridge line: www.freeconferencecall.com
      14. Open rates: email vs personal letter
      15. Tighten your focus
      16. The 3-Letter Strategy
      17. Always use a P.S. (post script)
      18. “Shoppers” are good things
      19. Create a “Letter Bank”
      20. $14,615 piece of exercixe equipment. (Holy Cow! www.fastexercise.com)

Sales Meeting: January 25, 2012

Sales Meeting #2,

Notes: Click Here http://dl.dropbox.com/u/36524082/Mtg%232.pdf

Audio:

Sales Meeting #1: January 11, 2012

Phone: (308) 344-6400 Pin: 498588

Notes: www.marchev.net/meet1.pdf

 

In this initial session I will make certain that the group knows how to surf the website.

Discussion Point: LISTENING

1. Coming Events
2. Reminders, Stimulators & Motivators
3. Idea & Momentum Generators
4. Become The Exception (38 Chapters)
5. The Best Of … Series (43 Lessons)
6. Business-Building Training Modules
7. Special Reports
8. Sales Professional’s Alphabet
9. 52-Week Sales Planner
10. More-On Series
11. How-To Presentations
    

    

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