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13 Jul

Lack of Confidence a DEAL BREAKER

Author: admin  //  Category: Ponder THIS!, Sales, Stuff from McKee & Cordova

Dear Judy and Sally,

I seem to have a lack of confidence in myself.
**** Does this come from my mother who always pushed my buttons?
**** I don’t get it, I am always worried about something when I am working.
**** Where does confidence come from?
**** Where can I get it? Does it come in a bottle?

Worried in Brooklyn

Dear Brooklyn,
“Forget about it!” (spoken with a wise guy attitude) You ask the wrong question. The question should be: “Where does the lack of confidence come from?” Since you were born without this issue, and you started out with strength in this area….the question is where did it go? You have it, the new question has to be where is it now? Where is it hiding? Why don’t I BELIEVE in me?

It does NOT come in a bottle as witnessed by all the drug addicts who tried to buy it or find it there. It is actually inside your own mind, waiting to be invited to the surface of your consciousness. I know I sound like a preacher but REALLY….YOU GOT IT NOW! Here is a little exercise to do daily until you start to believe in yourself enough to STOP worrying about it. Here is a clip from an article I wrote a long time ago.

Confidence comes from being of ONE MIND. Ask yourself where the lack of confidence comes from?
Exercise: Take 5 minutes: Sit and try very hard to worry, Worry with your mind alert. See yourself pushing a cart down Main Street. See yourself destitute…
**** You will actually find it hard to worry for five whole minutes. It will seem like an eternity.
**** Everything you resist will persist, that means you are resisting worrying. JUST WORRY with all your heart and mind for 5 minutes.
**** You will soon see that this worrying business is not what you need.
Exercise: Take 5 minutes and make a list of all that you need to do, know or have in order to be prepared to sell your product or build your business and get the job done.

Preparation is required to build your confidence.
Communication skills are needed to build your skill.

There is nothing, Brooklyn, that will give you more strength and confidence than knowing what you are doing. Nothing!
So, Learn your product and all the ways your customer might use it to make money or WIN with your product. Don’t justify your lack of confidence, instead, justify the products value and use to your customer. This confidence will start to build you up. Once you are prepared, nothing can stop you. You already have what it takes, this isn’t rocket science…it’s sales, it’s customer retention and handling. God gave you a natural talent for this. Remember when you got anything you wanted from your DADDY? See? You have it in you. Just STOP believing in LACK! Stop justifying your lack! Start, building your own self esteem with product knowledge and personal training.

Say this affirmation until you believe it.
“I have all the confidence in the world and it shows on my face, in my work and my paycheck. Many famous people came from Brooklyn and why? Because they believed in themselves just like I do.” Write it, say it daily until you own it. Make it your own.

Judy and Sally

P.S. You can buy Brilliant on the Basics of Sales on our website. $99.00

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02 Dec

Merry Christmas

Author: admin  //  Category: Me - Sal - The Boys, Ponder THIS!, Q and A for the DOJO, Stuff from McKee & Cordova

Merry Christmas everybody, People seem to like my stories, I can hardly get through a training program anymore without telling a few. This story is true and I used it in a newsletter this Christmas. (Maybe I will put it in my next book. that’s the one I am writing for Oprah so I can get on the show with my LAMA Technique) Here is a sample. After you read it, share your “how did you handle hard times at Christmas?” Inspire us all. We all love to hear a real true hard luck story with a happy ending. Please, will you write one for us all? Maybe I’ll put your story in there, too. I know you have one….put it down on paper.

Dear Judy,
Everybody is so plugged in about money. Is that all there is? Everybody talks about it but like the weather they don’t do anything about it. Here is the Christmas Season, we are supposed to be Happy but all I hear is “I hate this, and I don’t have that…I have to pay this, my check is too small and my pocketbook is empty.” “They” blame the President, the mortgage companies and the banks, etc. yada yada. You get it? Don’t you? How can we have the Christmas spirit when it’s hard out there and everybody is scared?
Yours truly,
Down and out in Beverly Hills

Dear Down and Out,
It is hard out there and that is why you have to look in here…..(point to your heart) Do you know the only Christmas my kids remember is the one we made candles ? (yes, they were big in the 70’s. too, we also had madras blankets over our bare light bulbs) They remember the fun of using old crayons to color the wax we put in empty milk cartons, the fun we had and it cost practically nothing. We decorated a rubber tree plant with the old lights from the year before and went to Grandma’s for Christmas Dinner.

I was making about $108 a week with three kids . I was one of those single, working MOMs they all talk about. We got some food stamps and my eldest is still embarrassed about that. Anyway, it is still the only really meaningful Christmas absolutely all of us remembers vividly. Why is that?

Because we didn’t stress over money, we worried about if we had enough old crayolas to color the candles with multiple colors. We were too broke to worry about it and so we created a mood of giving. We created a plan of making gifts. It’s always hard out there for somebody, so instead of hoping “they” will all change, you do it. YOU CHANGE and you will see that the world will reflect it immediately. Your happiness doesn’t’ come from out there, it never has, it never will, it always comes from in here, (point to your heart again.) So start pointing and stop complaining that the world will not align itself to make you happy. Bring the HAPPY to It. What’s your Christmas memory? Let us all know how you made it in tough times, it may be an inspiration to someone. M e r r y C h r i s t m a s – Happy Holidays

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18 Nov

The Coach Approach

Author: admin  //  Category: Ponder THIS!, Spiritual Side of Selling, Stuff from McKee & Cordova

From the Mind of McKee:
Happy Thanksgiving

The Coach Approach

Bagger Vance the Coach and Teacher says: “The way a man sets his hands on a club will inform you infallibly as to how deeply he’s thought about the game, how profoundly he’s entered into its mysteries.”

Lessons: The Authentic Swing

“I believe that each of us possesses inside ourselves one true authentic swing that is ours alone. It is folly to teach us another or mold us to some ideal version of the perfect swing. . . Then our task as golfers according to this line of thought is simply to chip away all that is inauthentic, allowing our Authentic Swing to emerge in its purity.”

Find what is inauthentic about the person you are coaching and chip away at it. Even better, let the agents tell you what is natural and what is unnatural or inauthentic and see if you as the coach can assist them to use their authenticity to assist your customer or sell your product.

This is the perfect coaching method. Appeal to the heart of the matter. Appeal to the agent’s sincere desire to help the customer instead of some clever or sly method. It always works and the agents will really be sincere, the customers will “feel” the sincerity and the company goals to serve will be authentic at last.
Judy McKee co-author with Sally Cordova of The Positive Coach Approach

www.ThePositiveCoachApproach.com

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08 Nov

Ponder THIS!

Author: admin  //  Category: Ponder THIS!

How about pondering this? What you create you believe in…

It’s hard to clean up negativity when you have so much invested in it. But here is the interesting part. You believe in negativity so it makes you right when things go wrong. You can say: “See?” “I told you so.” Just notice that if you were to believe in Positive Energy and Positive Thinking, then what ever you see or whatever happens can be held in the context of it’s good…YOU CAN BELIEVE in that instead. You have choices.

You can actually Live without being right about negativity.
You can Teach without it.
You can Coach without it.

The minute you believe in this, you will create a new foundation and believe in THAT! Now you can be right about it, too. If you want to do anything better than you do it now, you must change the foundation of the “thing” you want to change.

You actually never change anything…you allow the “THING” to be and then change yourself. The world will reflect that immediately. Prepare everyday not to change anything but your MIND. Ponder this…before taking a position and making it wrong.

Judy

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18 Oct

ATA Positive Coaching Retention of Agents

Author: admin  //  Category: Ponder THIS!

I am amazed at the interviewer Blake Landau and the questions she asked me for the ATA interview. http://www.customermanagementiq.com/podcenter.cfm?externalID=253 Those questions made me sound so good and I got to sound off as well. Since I started working, I just love those AGENTS on the phones. I am one of them. I always feel they are hurried, abused and quality call checked to death. So, I started my own campaign to be positive and coach that way.

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18 Oct

Tip of the Day

Author: admin  //  Category: Ponder THIS!

Make five New calls today. Call 5 people you don’t know, cold, say, HI, offer something for FREE or just try to make them important. This will build your self esteem and theirs too. Everybody wins. I will do this on Monday afternoon.

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11 Oct

Answering the Call ATA Convention and EXPO

Author: admin  //  Category: Ponder THIS!

Good News: Blake Landau wrote about Sally, see what great things she said: http://tinyurl.com/yk22jt7 The ATA was a huge success for the ATA and for us. American TeleServices Association Convention and Expo was a huge HIT and a big business success for fall who exhibited, attended and presented. We did it all.

I love the title of Answering the Call because that is exactly what we need – someone to answer their phone. Here is my first sort of negative blog. I mean, everyone in business wants the phone to ring but no one in business wants to answer their phones. Can’t everybody see that that will not work? This is a blinding flash of the obvious. You can’t have what you don’t want.

When I train in the Call Centers all over America, I always say. “Who believes in what-goes-around-comes-around?” Everybody raises their hands. Then I say, GREAT! Then the next time you get a call from a Telemarketer, TAKE IT!

What got me on this kick was that about 2 weeks ago, I made 25 dials…and no one answered. This is to my own data base, these are people who know me, (are they trying to tell me something?) What this tells me is that everybody is protecting themselves, they let their voice mail do the answering for them. Judy might call and ask them to hire her… This is NOT good. We are in the telephone and the sales business. IF we believe in what goes around comes around. We better start “Answering the Call.”

I work with AIRGAS Safety. (Call and say Judy McKee said you would give them a discount off the catalog price.) They are wonderful company, they sell Safety products head to toe all over the US. It’s all B2B and I can sit ready to coach them after their training and we will make call after call and no one answers. What is so weird about this, is that all of those are businesses that do business by phone. I think the reason Social Networking is taking on so fast and so big is because we MISS each other. We don’t talk to each other….we are all cocooned in our homes, offices and cubicles.

In the regular Outsource Call Center, we staff them up with what we think will handle all the Incoming calls and sometimes we are wrong, so the phone rings and rings but no one answers. Or if you are a consumer and you answer the phone, it goes dead because the dialer was faster than the agent.

My advice for today is: “Everything you resist will persist”

SO that means:
* STOP resisting the phone ringing,
* Embrace your phone again
* Listen to who is talking instead of just reading your screen.
* Learn to manage the calls.

What goes around does come around and if you insist on NOT answering your phone, it means when you call others for business, they won’t answer your call either.

Gotta go, my phone is ringing….GREAT! I can’t wait to see who is calling me. I hope it’s a job.

Here is a video for you: Show me the MONEY

Listen to the Interview of Judy with Blake Landau. She really knows how to ask questions. Judy really knows how to answer them.
I don’t know if anyone reads this blog but I wish they would and argue. I love a good argument.

Listen to the interview, Let it play in the background aND YOU will learn some very good stuff.

http://tinyurl.com/yfv9f7q

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