Tell yourself all the things you need to hear, and do it out loud!

Here are the two greatest inventions of the last 100 (or so) years:

1. The thermos bottle. First mass-produced in 1904, it keeps hot things hot and cold things cold, all without batteries or computer chips. How does it know? Amazing, isn't it?

2. Bluetooth technology. It's great not because it makes you hands free but rather it allows you to talk to yourself in your car as much as you want without drawing unnecessary attention to yourself during rush hour.

You see, I talk to myself. I do it a lot. My kids have always laughed at me because of it. My mother used to say that talking to yourself was a sign that you have a lot of money in the bank but I am living proof that it's not true. I do most of my talking in the car, in the morning, on the way to work. Before Bluetooth, I would glance over while stopped at a traffic light to see the person in the next car looking at me like I was nuts. Now, no one pays attention at all. It is great. If you don't talk to yourself, you should start right away.

The most important part of this is the subject(s) you cover when you talk to yourself. First subject: is your thermos half empty or half full? Making that choice right up front in your monologue will dictate where the rest of it goes and will have a big impact on where the rest of your day goes. The world is full of crap; your mission is to avoid it. Talk to yourself with positive affirmations. It will be a good day. It will be a great day if you say it will. Role-play, out loud, discussions you will have with problem co-workers or direct reports. Make them positive. Practice presentations you will make to customers. Make them winners. Rehearse new opening lines you want to use to make more use of the phone and e-mail. Make them engaging. Tell yourself all the good things you know about yourself and don't let anyone tell you it's not so.

I actually have a Bluetooth car but the coolest part about this is that you don't even have to have Bluetooth to pretend you are using it. But don't pretend with yourself. Sometimes when you're out there on the road doing your sales thing you are the only friend you've got. Keep the relationship a positive, happy one.

If you are really having a challenging sales day and need someone positive to talk to, you can always call me: 315-472-6007 or my cell is 315-439-3485. Or drop us an email at tcuskey@fcpny.com. We can help with sales support, training, brainstorming and more. We are here for you, FCPNY members.

May your thermos always be full and the right temperature!

I assume you've heard this lesson before...

Tomorrow, October 11 is my 38th wedding anniversary. So today, October 10, I went card shopping. Hey, why wait 'til the last minute?

At the drugstore where I went to select the perfect greeting there were a few stacked boxes of cards in the aisle right in front of the "Wife Anniversary" selection. I was working around them, checking out cards when one of the store employees -- a not too happy gal about my age -- came up to me.

"Where's our girl?" she asked me.

"What girl is that?" I replied.

"The regular card girl," she exclaimed. "Doesn't matter, I 'll just have it out with you!"

Mistaking me for the "card guy", I guess, she proceeded to rip me a new one for the lack of effort and good service the greeting card vendors have apparently put forth recently. I waited for a break in her delivery before I uttered "Excuse me, but I am just buying a card."

"Oh," was her somewhat cool apologetic response. "Step up to register two when you're ready."

I'd have complained to the boss but I was too grateful for the great training material to turn her in. Put yourself in her shoes. I'm walking around these boxes, taking out cards, putting them back, not looking very romantic. I totally get it. I looked like a card guy. And I have no idea how rough of a day this gal may have had before she saw me. But it doesn't matter, none of it. She's in sales and customer service and you never assume anything. Anything.

Get flatly turned down by a prospect the last three or four times you approached them? Don't assume they hate you or that the door is closed forever. No matter how unwilling you may be for another letdown, don't assume that's the expected result. Go back in -- you never know when the decision maker, the mood or the need there may change.

Talking about your home improvement tab with a contractor who is driving a dirty old pickup?  Doesn't look like he's in a position to spend on anything but a new pair of jeans to replace the torn, ratty ones he's wearing? Don't assume he can't afford a half page ad on the front end of what should be an eight-week campaign if that's what he needs. Your competitor won’t.

To be successful you have to be a good detective, snooping out great leads and prospects. But the best detectives ask questions and dig for good, reliable information before they draw a conclusion, not an assumption. That is the exact approach to take in your daily sales adventures. Think back on your last 24 hours on the job? Have you driven past prospects that you don't think will invest in advertising? Have you not touched base with a great customer because you assume your relationship is airtight and a competitor will never steal it from you? We all make assumptions everyday; don't be embarrassed if you have made some. Just be sure to not make the mistake twice. Stop assuming, start selling.

You may also assume that you and your staff don't need a little tune-up or training, even if it's just a refresher on the basics. Stop assuming and call us here at 877-275-2726 or drop me an email at tcuskey@fcpny.com to arrange for your next on-site training session. Thank you!