The David Cooper Blog

Preparation….

2009-11-08T08:39:00.001-08:00

Before anyone can be a superstar in their area, there is preparation. The athlete prepares his body and strengthens it with workouts, practice, and learning the plays. The musician prepares his music by rehearsing the notes in his mind and in his fingers over and over again. The chef prepares a fabulous feast by first planning a menu, then coming in early to do the very basics of washing and preparing fresh foods for their use later on that day or week. Would the special meal turn out the same if he didn’t? Marinated meats add flavor….often ingredients need that time to be together to produce the best flavors….

The professional sales person has preparation to master to succeed. There is the preparation of knowing one’s clients. Understanding their needs and who they are, what makes their business or life work. There is the understanding of how one’s product best works and which products do what for your clients.

The professional sales person knows what they are going to say, and why they are saying it. They realize that their time with clients is very limited and their client’s time is as important as their own….they don’t waste their time on subjects and products that are not for the client’s ultimate benefit. The professional also knows that a client who is only shown half of what he/she needs is not being treated well either. To undersell a client what they truly need to have the best result is like giving someone half the ingredients for a recipe….the result will not turn out well.

Do you care enough to prepare for your success? Do you care enough to know your products and scripts so that you don’t waste your time or your clients? Do you plan for just how many presentations you’ll accomplish a week? Do you prepare to succeed? It is your choice….prepare to succeed or fail to prepare…your results will depend closely on which path you choose….

Courage!!!!

David

Introducing Sweetie Berry

2009-11-05T09:51:00.001-08:00

This week I am pleased to announced that I have added a new staff member to the ASK David Cooper team. Sweetie Berry will fill a dual role as Director at the Hopes, Goals, & Dreams Internet Television Studio and serve as Events Coordinator for all David Cooper Events. For those of you who have so many times wanted to know who to email or call regarding David Cooper Events and projects….well….Sweetie’s your contact! Sweetie can be emailed at events@davidcooper.com.

We look forward to working with you and introducing you to the new exciting things going on at ASK David Cooper and Hopes, Goals, & Dreams Internet Television Network!

David

True Stories…

2009-11-05T05:35:00.001-08:00

I love to hear true stories of clients who come to my seminars and “get it”….well…..I think most people in attendance “get it” but what happens after the seminar is truly what determines a person’s success or relative acceleration or stagnation where he/she is. The what happens “after” is the determiner of the future growth of his/her success.

The difference between owning and skill and appreciating a skill is whether or not one will put in the personal practice for 21 days until he/she has acquired the words and scripts as their own. So many times, someone leaves my seminars and has immediate success with using new words and scripts for a few days, but on the fifth day they “forget” that what made the change was taking the time to make the calls, spend the time going over the scripts, and somehow those activities are set aside…pretty soon, they aren’t working full circle, they are discouraged, and they are wondering why it isn’t working ….but a quick Business M R I would reveal that their datebook tells the tale…..a healthy datebook shows 3-5 parties booked per week, a healthy datebook shows 12-20 classes HELD per month, and not alot of time blocked out for appointments and executive action items….contrary to popular held theory, executives of successful companies work as hard or harder than their employees….they just work smarter….and the main thing is they just.keep.working.

One of the things that I love about scripts is that they are no respecter of persons. Soft-sales skills are not dependent upon age, beauty, IQ, or height….they are simply dependent upon learning the skills and using them. In my seminars participants often hear “Your DQ is more important than your IQ” and I believe it. The daily discipline quotient to consistently DO what you are supposed to DO is much more important than your intelligent quotient. There is 100% probability that you won’t receive the booking if you never make the booking call. There is 100% probability that you will not close the class if you don’t hold one. There is absolutely a stronger chance of higher sales with six to eight clients listening to the presentation than if there is one….and sales personnel will always succeed more successfully if they see 18-24 clients per week than if they only see 3 clients individually per week.

It’s a true story…..those who choose to use their DQ to learn the scripts will see more results than those who spend more time using their IQ to say “this isn’t quite me” and never quite get around to doing the activities that produce income. Those who set their goals and then do the discipline steps to accomplish them will succeed. Sometimes we all have to give ourselves another 24 hours to get a goal done, but success always comes with those who choose to learn the discipline to make it happen…..and that, as I like to say, is a true story.

Courage!!!

David

Practicing What Matters...

2009-09-10T15:13:00.000-07:00

When my children were young and beginning to ride horses, it was important to me to prepare them for each step and to train them to know what to expect once they entered the show ring. As they faced each part of caring for and training for barrel races and competitions, I knew that nothing they would face we hadn't rehearsed outside of the show rings. I wanted them to be familiar and feel safe with everything they were to do that night.

Are you preparing your sales personnel for their presentations? Are you taking the time to role play, rehearse, and help them anticipate the situations they may face with potential clients? It is my experience that those sales managers and team leaders that take the time to practice and provide feedback to their team during sales meetings and trainings truly see a positive outcome from the time spent. Their personnel know that they won't be entering their new presentations unprepared, and their trust of the organization and the leaders deepens when they know that being trained is part of the company's success plan.

Are you too busy to train your personnel? Are you willing to take the time to share the legacy of excellence in your organization? It has been said that we should all "care enough to prepare" and I certainly believe that is true, but to put the David Cooper twist to it, "care enough to prepare...and understand that preparation and practice of specific skills pave you and your team to new levels of success"

Courage!!!

David

What Do You Believe?

2009-09-03T06:15:00.000-07:00

Do you believe you respresent the best product out there in your field? Do you believe that you are the best qualified person to share your product? Do you believe people will use, appreciate and value your product? Do you know for a fact that using your product improves clients' experiences? Do you know that when they run out they are waiting for you to call them to get more? That if they truly love your product, if you are doing your job they should not have to call, you should be checking back with them to see if their needs are handled!!! Do you know that I've never talked to a client that appreciated being "out" of their favorite product????
Are you beginning to see why we must choose to introduce, share, follow-through and follow-up on the sales of our products????

Courage!!!!
David

Do You Enter to Win?

2009-09-01T02:43:00.000-07:00

Yesterday I was at the Tennessee Walking Horse Celebration Arena in Shelbyville, Tennessee. It is an amazing experience. Horses and riders of all ages gather for an annual event. This industry literally celebrates a style of horsemanship and all the fanfare, costumes, and diligence required to see the horses perform with their riders. This week's events are the culmination of a long time preparation. The shows themselves last less than 15 minutes per event, but oh how the preparation went into them.
The riders don't just show up to win. They have practiced each step, they have learned each position, they have studied their horse and themselves, they have sought expert advice and most have had expert trainers. They planned to win and did what it takes to prepare for the victory. The truth is if they made it to the Shelbyville Celebration they are already winners, but a very few will know that they have achieved what winners have sought for over fifty-three years. Qualified excellence in the Winner's Circle.
What events have you entered in life? We often hear our lives being compared to "our race"....and each of our race's are different, yet we very much must prepare for the race we choose to run. Are you entering your race or are you watching it pass you? Are you choosing to learn what is required to know how to win? Are you choosing to practice the skills until they are yours? Are you seeking the experiences that expose you to the very best in what it is you are seeking to learn? Are you choosing to run the race that is before you?
Winning takes work. Those horses and their riders didn't just show up yesterday in Shelbyville, they make a concentrated effort to win.....

Are you? I know you can the moment you decide to ...you'll be on your way!!!

Courage!!!
David

What is your planned outcome?

2009-08-30T17:00:00.000-07:00

When you begin a task, a job, or an event what do you plan to happen? If you are mopping a floor, what are the steps to making sure the mopped floor is shining at the end? What were the steps to getting the shiny floor? Did it require sweeping? Did it require removing what was on the floor? Did it require clean water and a mop? A Swifter? Several buckets of water? What did you envision when you imagined the end of the task?
Planning for outcomes means taking time to realize what the goals are. Are you choosing goals that lead to income development, or simply an organized office space? Do your activities for your business include money making opportunities or organizational operations? What does your business need you to do first?
There are steps to successful sales outcomes, some of them small and seemingly unimportant, others more obvious. (you have to see, phone, mail, talk to, or interact with a client to manage a sell) There are also many steps that take time, seem to be valid, but simply never lead to a successful sales outcome.
Which are you focusing on today, what is your planned outcome for your actions today?

Courage!!!

David

Full Circle Success in Life

2009-08-28T09:59:00.000-07:00

Success can be fleeting....a great moment. a closed sale...a won race. Full circle success though is when you set up your life, your business, your enviornment to continually support each other. You book classes to meet clients, you meet clients to gain customers, you gain customers to serve and share with them products. They love products and continue to use them. Some clients enjoy using proudcts so much they begin to introduce them to new clients thus beginning the circle again.
Life at home and work is much the same that way. You spend time with family to encourage your relationship. You share with them your time and your efforts to encourage the family to enjoy being together. You work to provide for that family. You work at home together to BE a family. The work cannot take the place of the family, nor can the fun times overtake the need for chores and for employment, but with them working with all areas the successful life becomes a rolling circle of repetitive good things!
Just as a runner has to prepare for the race, the worker has to prepare for the presentation. Just as a child has to be prepared to be an adult, we all have roles that we must learn, practice, and accomplish to gain independence and success. When we realize that each part of our lives is important, we begin to respect the little things that make the big things happen.
What part of your circle of success in business is flat? Is it your attention to potential clients? Returning contacts and phone calls? Is it having great classes but not following through the close for completion of the conversion from potential to client? Is it learning the scripts to fully offer all that your product or company has to offer for clients, owners, and potential new tea members? What would mastering the skills of presentation do for your full circle successful life? What would a successful, committed time per week do for your income? What would your family benefit from a committed time fully "with" them to spend time with them knowing you DID do what you set out to do when it was work time?
What can you do today to set goals for full circle success? Have you identified as your goal for this day? this week? This month? This year? The very first step in reaching full circle success is defining that success looks like for you!

Courage!!!
David

What Are You Going to Say?

2009-08-17T04:56:00.000-07:00

Knowing your words is important in professional sales. To know exactly what you want to say and how you want to phrase it is an important part of your sales knowledge. Doesn't it make sense to practice your product demonstration? Whether your demonstration is explaining why the widget works better, or why your serum works more effectively, you still have to be able to share with your audience the truth of your product's ability. If you will focus on the true reasons on what your product can do for a potential client, you will find that soon, your reputation will be built on more than simply your face value, but your integrity!

Professional sales personnel guard their integrity as carefully as they guard their lives, for nothing will destroy a career or reputation more quickly than losing your integrity quotient with those who know you.

Learning your sales promotion scripts does more than simply keep the words flowing smoothly. It prepares you to say the words that keep you on track for your sales goals. It keeps your presentation time to a manageable, predictable time period, and it keeps you working from words you are prepared to share!!!

Take time today to use the success key of preparing your words to be ready for your successful day!

Courage!!!
David

How Long is Long Enough???

2009-08-14T04:57:00.001-07:00

Have you ever met someone who has focused so focused on their past failures that they cannot move forward to their present success? They replay the conversations, disappointments, their failures in their heads so often one might think it was a television show stuck on a static rerun that blocks their ability to attend to TODAY. What does that do for their future?????

So many times if we'd just take the time to "clean house" mentally of what we're telling ourselves and replace those lines with new goals, new affirmations, and new scripts....WOW...what a difference that alone would make!!!
If we told a child over and over and over again what they didn't do, would it encourage them to do differently the next day? Why would you treat yourself any differently or your staff or team members???

Doing ...........that is what counts. Doing..........the ACTION steps of what you accomplish in a day.........DOING......have you taken a pause to think exactly about what you are DOING in your business....there's alot of talk about appointments, classes, demonstrations, follow up, coaching a client, but if you checked your date book, what is it saying about exactly what you are DOING to accomplish those things?
How long should you feel guilty, ashamed, embarassed, pained, about your past? I believe right up until yesterday was LONG ENOUGH. Today is a new day, do new things, choose new thoughts, and DO what you know to do to make today count for your business!!! I know you can and can't wait to hear of your success!!!))

Courage!!!!

David

Timing is a Key...

2009-08-13T05:54:00.000-07:00

Good Morning :))))

Have you stopped to think about what you'll do today? Tomorrow? Saturday? You probably have a pretty good idea of what will happen at work, at home, with your spouse and/or children in the next few days.....but next week? next weekend???

Our clients are the same way. They know what they are doing in the next 24-84 hours, but after that, life begins to take over.....unexpected things come up, unexpected sickness or trips happen.... or simply fear of having someone over, cleaning the house, etc. Our clients need us to help them make events happen for their benefit. YES! You're in the EVENT management business when you're helping potential clients come to your host or hostesses' event. So many times, clients don't need a week or two to plan an event, they know what they can do tonight, tomorrow, or Saturday night! How many times have your own impromptu gatherings happened because someone called you and asked you over!

After your event, do you call within the 84 to 96 hour hour timeframe to follow-up on your clients, both those who purchased and those who didn't. Those who purchased need your attention to make sure they have what they need, that they are aware of additional products you may have to help them with their purchase to help them be aware of additional products they might like. Do you call those who didn't purchase need your follow-up as well, to let them know you appreciated their presence, and that you're there to help them in any way you can.

Are you worried about the client who says they simply can't afford you and you feel bad about asking again???? (They have no money? What do you need MORE than their purchase? Their referrals!!! I cannot tell you the number of clients I have helped through the barter process, because a client was willing to introduce me to more clients in exchange for receiving their product at a discount or free) Isn't that the ultimate win-win for everyone? The client knows you'll go the extra mile to help them reach their goal, you know that a satisfied customer is always a good thing. Wouldn't it be amazing if you helped EVERY person at your events go home with your products....of course, many people will simply want to write you a check and go home...and that's perfectly okay too!

Are you using the Success Key of following up on your clients and potential clients? Are you willing to use your phone to increase your income???

Courage!!!

David

Are You Using the Vehicles that Work?

2009-08-12T07:07:00.000-07:00

Does succceeding in your business seem as likely as moving this vehicle?

Then it is time to use the tools you have RIGHT NOW!

As part of the Business MRI we talked about yesterday I asked the question "What does your datebook show that you've done to contact potential clients, clients, or follow-up with clients EACH day?"

Today's prescription for positive business outcomes is to spend one hour on the phone with clients using a script for each area of business: Potential client calls, repeat client opportunities, and follow-up client conversations.

Scripts allow you to minimize "off topic" conversations, introduce opportunities, and follow through on customer service needs. All it takes is a phone, a timer, and your willingness to learn and use the scripts! Using the timer or a watch to make sure each call stays specifically on your topic will make all the difference. Remember, always stop on a yes!

How would an hour a day dedicated time on the phone scheduling, following up, and creating new appointments change the outcomes you have set towards fulfilling your goals?

Successful professional sales personnel recognize and value activities that consistently deliver opportunities for:

1) Potential clients to become new purchasers of your products? (Invite, demonstrate and educate so they know why your product is the best!)

2) The valuable activity of reinforcing repeat business from clients you've developed through thank you's, check back calls, and appreciation calls? (often with a new offer just for GREAT customers?)

3) The necessary component of providing positive customer follow-through and service as you offer further opportunities for repeat business and referrals to other clients.

If your business vehicle isn't moving at the speed you'd like to .....is it time for a look under the hood? Are you using the keys you already own to make your business successful?

Courage!!!)))

David

Hope versus Happened

2009-08-11T06:23:00.000-07:00

There are so many days when I hear clients lamenting sales outcomes that simply didn't match their hopes. There is often much grief, shame, frustration and fear of permenant failure.....their energy is focused on what didn't happen....how they didn't reach their goal...how they wish something else had happened. So often their blame is so painful, when the truth is they simply didn't do what they didn't do. (not because they looked or dressed a certain way, had a freckle on their nose, or whatever reasons they are beating themselves up for)

For a moment let's think about what that type of focus can do for a business. It's a simple tool called a Business MRI . Just as a MRI in a clinical setting measures what cannot be seen by the surface, a Busienss MRI in peels away the surface of success or failure and takes a focused look at "My Readiness Index." I work one-on-one with clients to perform a thorough Business MRI in my 1:1 day with David's and develop thorough in-depth solutions for their businesses, but today I want to share with you an "at home" version of my Business MRI.

I would like to challenge you this day to schedule a Business MRI. Like all exams, this one might be a little uncomfortable, but wouldn't an accurate diagnosis of why your goals aren't being met be worth it???

One of the parts of the Business MRI you can do at home is:

1) Did you set goals for your business? Goals set for the short and long term truly matter. They are the road map of how to get to where you are trying to go. Your goals should be concrete, stated in the action format, and measurable. An example: I am engaging 20 new potential clients a week through ______ and I am doing a demonstration of my product to at least 7 of those new potentials each week. You see, if you set the goal, the studies tell us you have a 80% better chance of reaching it simply because you trained your brain to believe the action of the statement. Simply saying it outloud and writing it down concretely teaches your brain to work toward your goals even when you're not focusing on it at the moment. Your subconscious continues to work and listen to the stated goal.

Each week are you looking at your goals, writing down what you did achieve and didn't achieve on those goals? Are you making forward progress towards the goals? So many times the clients who come to me have specific needs and goals that they need to reach, but they have yet to define them concretely. After a few questions to concretely measure their EFFORT towards a goal...well, the answers seem to get quieter and quieter....

2) Are you spending more time focused on your past than what you are doing in your present ??? (TODAY!!!) We so often allow our minds to beat ourselves up, the truth is yesterday is indeed over...and the only effect you can have on your life is your choice to ACT today and to change your behavior today. Your sales outcomes and your tomorrow will be forever changed if you simply learn to make today the day to begin to accomplish whatever it is your hope, goal, or dream is.

It is reasonable to assume if you put inconsistent effort into your business, you will achieve inconsistent results....

the next important news about the MRI is just as powerful.....

I have yet to see a person in business who consistently practices and exercises their knowledge of skills in product presentations, client communications, and presentation follow-up communications not move forward in their outcomes hopes, goals and dreams.

Almost every.single.time someone comes to me with a business sales issue, the issue isn't the product stopped working, or the recession economy took away their business, or the widget wonked out.....the true MRI of the sales professionals dayplanner revealed that the business behaviors of the business owner or sales team were not consistent with the behaviors that allow products to be offered, presented, and purchased to the clients they sell to!!! So often people get caught up in improving, re-organizing, or creating....instead of simply SELLING the product which was the goal!

Have you truly stopped and considered what an MRI of your business behaviors would reveal? Are you trying to convince yourself that your business isn't working and yet the MRI might reveal the truth to be you aren't working your business?

Today is the perfect day to make a decision to change the outcomes of your hopes, goals, and dreams. Today is the perfect day to set and attain goals for TODAY. Can you spend an hour on the phone using a script to talk to your potential clients about a product or promotion you have to share with them? Do you have time TODAY to send your email clients an update on what you have that would benefit their situation or business? Do you have time TODAY to simply examine what has worked in your business for the last six weeks, what produced income, what produced reorders or referrals? What was not a good use of your time, what did not product income that took your time?

Do YOU need to perform a business MRI today?

I know that when you spend effort on choosing positive, measurable actions in your business behaviors, increasing your sales skills proficiency, your customer contacts, your sales outcomes, your stories will change from those of "I hoped it would be...." to "I chose to make it happen!" We'll talk more on the Business MRI another day...let's give you time to work on the first two areas first!

I can't wait to hear how you succeeded!

Courage!!!!

David

The Advantage of Opportunity!!!!!!

2009-08-10T06:29:00.001-07:00

This last week I was in Hawaii, and I was truly blessed with its beauty and the experience I had while speaking there. One of the astounding parts of traveling to be with so many audiences is that you learn to truly enjoy seeing the "teachable ness" of a participant. One of my greatest joys is when someone who has come to my seminars or individual coaching sessions realizes the "Advantage of Opportunity" that is...the realization that if the person chooses to learn the skills necessary to change their outcomes, that they truly have the advantage....that opportunity is theirs with the commitment to learning the skills. We are so blessed here in America to be allowed to be in free enterprise, we are allowed what skills we learn and what businesses we own. The "Advantage of Opportunity" was never clearer to my audiences than in Hawaii with the group I was speaking in front of Saturday....wow...what a group they were.... ready, willing, and present to learn!!!

What opportunities are you passing by because you aren't choosing to do what you know to do? What skills are you aware of, but haven't committed to learning that will completely change your outcomes? Are you teachable? Do you believe that you have the ability to learn? Do you believe learning the skills that work for thousands of others will work for you? Of course they will! Make a commitment to yourself, let go of what ever it is that is holding you back, drop your past like a hot potatoe and make today a NEW day and examine what you are truly DOING today to reach your goals. I bet that if you refocus through the "Advantage of Opportunity" of using the skills or learning the skills you need to accomplish your goals, I know you'll see the outcomes you're seeking begin to line up with your goals!

Courage!!!)))

David

The Questions....

2009-08-04T08:16:00.000-07:00

Purpose. It is the "why" of why we do what we do. What is your purpose for having a business? What is your purpose for the effort you are willing to spend on your business? What is your payoff for a job well done?
Does your business meet your personal goals? Does your level of commitment to success outweigh your desire to stay the same? Professional sales personnel know that everything begins with a sell as Mary Kay Ashe would say. What are you selling? What are you buying? Are you accepting products into your life that are not the ones you were choosing? Have you committed to learning the processes that will directly affect your sales outcomes?
One of the purposes of www.DavidCooper.com is to provide soft-sell training that when learned will directly affect sales personnel's outcomes in their daily goals. It is my hope and my privilege to help thousands of individuals a year reach their goals and fulfill the purposes they forsaw when beginning their sales careers. What is your purpose? Helping others? Providing security for your family? Sharing excellent products or services? Connecting people to the products they need?
Isn't that purpose worth learning and practicing the skills to obtain the outcomes you seek?

Courage!!!

David

Time for Action!!!

2009-08-02T18:36:00.000-07:00

Hey Hey Hey!!! Isn't it always great to see clients and friends??? One of the things that amazes me each year after attending large conventions is that the attendees did not have a plan for what happens after the event. Learning occurs only when new lessons are APPLIED!!!! After attending a seminar or event, one has to go home, review and apply the lessons!!! Whether the lesson was how to use the scripts of a soft-sell approach, or practicing role playing with fellow salespeople or family members before attending a sales presentation, a large part of applying new learning is to learn the application of the lessons taught!!!
Professional sales personnel are open to listen, learn, and APPLY the lessons taught at workshops. Every sale begins with a "CALL TO ACTION" on the part of the sales person. Do you ask questions that allow your customer to realize what they need? Do you ask questions that lead your clients to understand why your product is the best choice for them? Do you ASK your way to success???
Do you need a new "Call to Action???" Do you know the WHY's of why mastering the skills of soft-sell are important to your sales outcomes? Do you want to become a Walking-Talking-Sales-Deposits Making Machine? It is your choice to keep doing what you've always done or develop new skills to own new outcomes!!! What will your choice be???

Courage!!!
David

Doing What Matters....

2009-07-29T11:02:00.000-07:00

In sales there are hundreds of opinions of "what matters" for closing a sale. The truth is there are many things that matter for a successful sales professional: Are you a person of integrity? Do you service or follow up with what product or service you sell? Are you willing to understand your clients' need? Do you know your competition? Can you protect your clients from spending on unnecessary or over-the-top expenses, while making sure they purchase exactly what their needs require?
What Matters Most is your willingness to learn your product's abilities, your willingness to serve, and your willingness to learn and practice the skills of soft-sell techniques! There are many mixed messages in professional sales, but the message that stands firm for the long term successful professionals is quality products presented with quality service, repeat customers and referrals created from excellent product experience and service is the winning combination.
The close you ask??? Knowing that purchasing is truly are your client's choice. Presenting your clients the best options for their needs requirements with the knowledge that they truly are in control of the purchase....and are appreciative of whatever they choose while always always expecting them to be your customers from that day on, regardless of purchase.

Courage!!!!

David

The Look of Success

2009-07-24T11:25:00.000-07:00

People ask me all the time what it takes to be successful. You know, in all my time as a speaker and as a soft-sell trainer, there has been one thing that has impressed me more than any other experience. Winners success are not based on being the smartest, the best looking, or the person who somehow received a "break" to become a successful person.......the successful "winners" are those who learned what my dear dear mentor Cavett told me over thirty years ago. "David....people don't care how much you know.....until they know how much you care"

Successful people make it their purpose to listen to their clients needs and to be of assistance to as many people as they meet through their sharing of products, skills, or referrals. Successful professionals learn the skills, commit to becoming proficient in every area of their business and to continually learn the best practices to efficiently serve their clients.
The look of success is not a certain hair cut, outfit, or car, the look of success is a competent, confident, servant-hearted professional who know their product, its benefits, and how to help the clients and people before them......
Are you ready to own the look of success??? It'll look good on you!!!!

Is Your Income about to Improve???

2009-07-23T09:44:00.000-07:00

Your income will improve incrementally as your "Teachability Index" rises. What is my "Teachability Index?" you ask??? Your Teachability Index is your:

1) Openness to acknowledging that successful sales outcomes can be enhanced by exposure to and procurement of skills that can be mastered.
2) The willingness to RECEIVE specific instruction and commit to practicing the new skills until they are mastered.
3) A willingness to ACT on the received new "Core-Skills" and to utilize, rehearse, and role-play the new scripts and skills until they are a natural part of your presentation repetoire.
4) A willingness after receiving and mastering skills to ACT and use the new sales skills in your presentations.
5) A willingness to receive evaluative assistance from those professionals in your inner circle who have already mastered and utilize successful "Core-Skills" of selling and can help you identify areas of growth and areas of proficiency.
Sales success and increases in income are dependent upon your "Teachability Index" and continual study of the most efficient and outcomes successful methods of soft-sells presentations. Those who do what they have always done will continue to receive what they have always gotten, however....

......those sales professionals who choose to actively seek to be open to learning and willing to receive sales instruction and advance their Core-Skills will receive and achieve continual growth and increase in their sales outcomes!!!

Courage!!!

David

The Pro

2009-07-22T05:01:00.001-07:00

Hello All!!!

Speaking and teaching soft-sell skills has been my career focus for over thirty years. In my years of working with professionals from all industries, fields, and areas I have consistently noted that excellence begins with perserverence. It is committing to stay the course to learn the skills, to practice and learn scripts until they flow during your presentations. It is choosing to take the high road each time a difficult situation comes your way. It is choosing to get up, brush yourself off, and try again when difficult days come. I have shared with you my definition of the PRO...

We all face challenges, we all face difficulties in life, but it is our mental attitude and willingness to learn is what sets the successful professionals a part from others. Are you willing to learn the skills to make your business successful??? Are you willing to do what others may not to live the life that other's won't???

This year I will be recognizing several very special people publically in person and here at DavidCooper.com . Each individual's dedication to excellence and living the example of "The PRO" is worthy of honor and I can't wait to share with you who these folks are! By sharing my Legends and Legacy Awards with individuals who exemplify the definition of "The PRO" I want to recognize their excellence and celebrate their decisions to succeed!!! Won't you make the choices that begin your own path to becoming "The PRO"???

Courage!!!

David

Customer Respect

2009-07-21T04:30:00.000-07:00

Hello Hello Hello!!!!

The old song says it correctly R-E-S-P-E-C-T show it what it means to me...in salesmanship is true as well. Clients deserve our respect, our customer service, our honesty, and our expertise. Respect also means knowing when your products will not serve your customer. When your service or product will not meet your customers' needs. As sales personnel we have to know our products' capabilities are and what their best uses include. Respecting our products means that we know exactly what they can do and what they can't do. Pro's simply don't imply or say that their products can do more than they can do. In cosmetics, this may mean we have to learn about the type of skin a client has and know which formulas work best for them. In widgets, this may mean that we have to know when our widget is appropriate and when a client needs a larger, or smaller version of what we sell, or that our widgets won't do what the client needs it to do.

Respect also mean knowing when our own personal boundaries have to be held. Purchasing a product or service from you does not mean a client owns or may misuse you. While a Pro always returns phone calls, answers concerns, and checks back consistently after sales to make sure the clients needs were met, a Pro doesn't allow a customer to mistreat or use you either. Just as there are difficult sales personnel, there will be difficult customers, and on the rare occassion there may be a client you would do well to invite kindly to use another company or service because of their seemingly extreme dissatisfaction with your service or company. You see some people simply enjoy pushing the limits of customer service, policies, and relationships, and the Pro simply doesn't need any one customer so badly that its worth giving up self-respect to keep them.
Professional sales personnel learn the skills of communication, the power of client/ product knowledge and respect, the boundaries of good work practices, and the success of soft-sells skills utilized consistently. David Cooper products have been employing those four basics: communication, product knowledge, scripts, and soft-sell skills for over thirty years and the word that describes my methods at work: .....Proven.....begin today to employ the skills that for so many have made such a difference in their sales outcomes. I know you can learn the skills that make your sales goals happen too!

Courage!!!!

David

Something to think about....

2009-07-20T04:42:00.000-07:00

It is impossible for a man to learn what he thinks he already knows. ~ Epictetus

Boy, does this quote tell the truth or what??? So many of our roadblocks are based in simply believing we already have the skills that are necessary to be a success and do not have to learn and practice new skills to take ourselves to higher levels of proficiency. What would the benefit be of truly practicing your soft-sell scripts for the next 30 days? What if you truly did work in front of a mirror every morning for 10 minutes for the next thirty days to practice smiling, nodding, and asking questions as you notice your eye contact, smiling face, and positive expressions?

We are often guilty in life of knowing WHAT to do, but simply not doing what we know to do! Professional salespeople who learn the skills of successful selling and then practice those skills will have a tremendously different outcome than those who listen to a seminar, then go home and do what they have always done.

As the old saying goes...If you want something different than you've always had, you have to do something different than you've always done..... Are you ready to be a learner of new skills that will improve your income? Are you ready to take action steps to improve your sales abilities and your understanding of how to promote your products? Are you ready to personally commit to learning the skills to become the professional in sales you desire to be????

I know you can, and David Cooper.com has the products and consultations that can get you in the driver's seat of your success!!!

Courage!!!!

David

2009-07-19T04:53:00.000-07:00

Hello Hello Hello :))))

Another busy week is about to begin for me in Dallas. Last night's night lights were so "big city" as I was out and about. Isn't it an amazing skyline? There are just so many people and places to see in Dallas, Texas....just imagine, each one of those cars and building represent just how many people are here that could be your client or customer... Are you connecting to the people in front of you where you are???? So many times simply listening to the people around you will allow you to learn of their needs whether you are in the office or at the mall...and that can lead to fulfilling their need for your product...and it all begins with connecting to others through questions and listening!!!

As much as I love and appreciate the time I spend with friends and clients, the most important part of the week is spending time with my Friend, Jesus....and taking time to listen to His answers. Just as it takes time to prepare the skills and scripts that I must learn and teach to be successful in business, I think so much of my success has to do with the time I spent as a boy and throughout my life taking time to learn His scripts, and His words and keep them close to my heart.

Today is Sunday and I am in downtown Dallas. I hope you and yours will find time today to spend time with my Friend...He will make all the difference as He guides you and leads you to Victory in everything you do!

This week I will be at the Hyatt welcoming and sharing the new David Cooper products with Consultants and Directors to Seminar 09. Come by and see me!!! I'll be excited to see you!!! This week we're going to have some fun announcements, Twitters, and FB announcements about special offers available ONLY through Davidcooper.com! Could you get excited about a social media message that gives you the opportunity to receive a special price on a David Cooper product??? Can't wait to share!!!!

Courage!!!

David

Recession Proof Resources....

2009-07-18T04:40:00.000-07:00

Hello Hello Hello :))))

When you are in business for yourself learning the skills to make your business profitable is essential. As we know, women are going to wear makeup no matter what the economy is doing, so if you are in business selling skincare and color cosmetics, it is time to learn the skills that makes your deposit slips full! If your business is selling quality widgets, then its time to learn to ask the questions that allow your clients to know just what a quality widget you have!!! The recession may be a fact, but its a fact that as long as there is money produced, it will be spent somewhere where the customer find appreciation and value for the product...why not make it your product???

Today we have so many more methods of reaching your customers, there are phone calls, text messages, Facebook, and Twitter. email marketing and video marketing.... It is important to learn the skills that make these tools effective!!!

What is important though is that you learn to ask and say the questions and listen for the answers that meet your customer's needs. My soft-sell method of Smile, Nod, Ask Questions will literally lead you to ask your way to success! Many sales people do not learn the valuable lesson of listening to their customer. They are so busy "telling", all the customer hears is "blah blah blah blah blah", just like Charlie Brown's teachers!

Are you interacting with your customers and listening to their needs, or simply telling them your idea of what will meet their needs? Each person, at that moment, is the most important person before you. Asking the questions, Listening for their answers, closing the sale, following up, calling back, making sure their needs were met, are all important skills to becoming the PRO sales professional I know you can be!

Can't wait to see more of my friends today in Dallas!!!! Your stories and sharing make my day!!! Come see me!!!! I'm at the downtown Hyatt, Consultant side of the vendors!

Courage!!!!

David

Friday in Dallas

2009-07-17T06:04:00.000-07:00

Hello Friends!!!
It just doesn't get any better than being in the presence of friends both new and old who are excited about the goals they are setting in their lives. It is my sincere goal to help others learn ways to live a more fulfilling life. This week at the Hyatt in Dallas I am privileged to see and be reminded of just how effective learning the soft-sell skills to change sales outcomes can be!!! How thrilling to see others put my soft-sell skills into practice and literally change what they deposit, what they drive, and how they live!!! Please keep sharing your stories, I LOVE hearing them!!!

Yesterday I learned how to use Twitpic from my phone to upload to my Twitter account (@askdavidcooper). (Thank you Megan Bushell and Sweetie Berry!!!!) It is simply fun to learn all the ways I can interact with my friends in the blink of an eye across the nation and world. Yesterday www.davidcooper.com had visitors from six countries...can you believe it!!! I love that I can in the push of a button now share with my friends in Ireland and other countries just what is happening in Dallas!!!

These two fingers are getting tuckered out, so I better get on to the booth at the Hyatt (consultant side) Remember to visit http://www.davidcooper.com/ for all the latest new training sets and upcoming announcements for programs at HGDiTV!!!

Courage!!!!!

David

Hello from Dallas, Texas!!!!

2009-07-16T05:30:00.000-07:00

Arrived in Dallas, Texas yesterday and am enjoying seeing so many of my friends as they arrive for Seminar 09. (We're located in the Hyatt Vendor area, consultant side) I am so excited to share with you the new DVD/CD set I have created to support the new DIQ rules!!!
You can find me on Twitter, my username is @askdavidcooper, I'd love to hear from you on Facebook too! David Cooper. Isn't it great to be able to text, tweet, and share good things in the blink of an eye?!
Hopes, Goals, & Dreams iTV will be filming in Dallas while I am in town for the next few weeks, can't wait to share with you what the projects are! You're going to love them!!!!

Courage!!!!
David

The David Cooper Blog

2009-07-01T15:23:00.000-07:00

Hello, Hello, Hello!!!! Can you believe it? I've joined the blogging revolution! These two fingers may get bone tired, but I can't wait to share with you the exciting things going on with David Cooper and my new adventures with you!
If you haven't found me on Twitter, you can find me using my username @askdavidcooper! Can't wait to see you there!

HGDiTV Internet Products

2009-06-30T06:57:00.000-07:00

An Original 3-4 Minute DVD/CD Introduction, Promotional, or Trailer DVD/CD
Master DVD is 100% Propriety owned by Client
Complimentary Upload to YouTube of 3-4 Minute Master DVD/CD
Creation of a Master DVD that is 100% Proprietary Owned $1,350.00

ONE 2-3 Minute Introduction to a Website & ONE 3-4 Minute Product/Promotional DVD Master
Complimentary Upload to YouTube of each of the DVD Masters if desired.
Creation of two Master DVD that is 100 Proprietary Owned. $2,350.00
A 45-50 minute HGDiTV WEBCAST Product/Teaching/Training Master
Will include a FREE $1,750.00 3-4 Minute Promotional DVD Uploadable Master
Complimentary Upload to YouTube of Promtional DVD Master
Creation of a Master DVD that is 100% Proprietary Owned
$3,350.00
Two 30 minute HGDiTV WEBCAST Product/Teaching/Training
Will include a FREE $1,750.00 3-4 Minute Promotional DVD Master
Complimentary Upload to YouTube of 3-4 Minute Promotional DVD Master
Creation of a Master DVD that is 100% Proprietary Owned.

$4,350.00
Two 30 minute HGDiTV WEBCAST Product/Teaching/Training
Will include a FREE $1,750.00 3-4 Minute Promotional DVD Master
Complimentary Upload to YouTube of 3-4 Minute Promotional DVD Master
Creation of a Master DVD that is 100% Proprietary Owned.
$5,350.00

Contact David Cooper

2009-06-30T03:05:00.000-07:00

David Cooper

Email: dc@davidcooper.com

Twitter: @askdavidcooper

About David Cooper

2009-06-30T03:01:00.000-07:00

David Cooper’s “How to Ask Your Way to Success” soft-sell technique of sales marketing is the proven system for creating income through relational questions with your clients. For over thirty years David has been America’s Income Trainer as he has literally shared with over two million clients his proven methods to create consistent sales income with his decision-directing soft-sell techniques. David’s integrity based skills are an elite set of income producing methods and they work!
David Cooper began his life in Tennessee as one of ten children. He has a remarkable ability to interact with folks just where they are and truly embrace positive regard and respect for all people. At an early age he was known as “the little boy who preached” as he shared entire sermons. David has memorized literally hundreds of scriptures and shared them with congregations on Sunday nights as a boy and youth. From his youth ministry days, David values family relationships and particularly enjoys working with helping people develop their potential and overcome obstacles to their sales success. Married for over twenty nine years and the father of four, David’s integrity and family focused priorities are a living example of how one can succeed in business and prioritize the home front as sacred ground as well.
As a young man he sold Bibles door-to-door and learned the importance of how to approach a client with an excellent product and allow them to take it home! By age twenty-two, David personally led a sales force of over 7,300 people! At age twenty-three David set the World-Record of sales with ITT Financial Services. Featured in 59 coliseums alongside great leaders such as Dr. Norman Vincent Peale, Mr. Cavett Robert, Earl Nightingale, Zig Ziglar, Dr. Denis Waitley and the legendary Paul Harvey, David has trained over two million six hundred thousand people who have paid to learn his proven sales techniques. David to date has travelled over 8 million miles and appeared in over eight thousand paid events.
David is known for his “How to Ask Your Way to Success” soft-sells methods which are effective for every learning medium: auditory, visual, written and relational. Perfecting the use of innovative mediums, David has shown speakers how to use the technology available to most effectively train and utilize effective communication tools beginning with face to face, then recorded records, then tapes, CD’s, DVDs, infomercials and now the social media of the internet. David’s ability to embrace technology has opened the doors for thousands of sales force members as he leads the way with effective use of multimedia and develops proven methods to utilize its instant access abilities to provide yet additional ways to reach his clients. Today David’s newest project has opened the door to possibilities with the strongest marketing tools to date: social media and internet television networks. We live in a day and age where access to knowledge and data is not only overwhelming, but vital as only excellent, affordable, proven products and sales techniques will be successful.
David’s current project is introducing THE marketing utility at which entrepreneurs and clients alike will be able to view and purchase from the convenience of their office or home. Valuable products, services, and training specifically tailored to their industry, business, or personal needs will be available as live experiences, on demand, downloadable, as well as "take it home" formats. Hopes, Goals, and Dreams Internet Television Network is blazing the trail to a totally interactive, LIVE, scheduled, and on demand programming for business and home.

2009-04-30T02:11:00.000-07:00

Hopes, Goals, and Dreams iTV

with Host David Cooper

Welcomes You to

An Evening with Ruthie Jacobsen

Author of:

God Wants To Hear You Sing!

(Co Authored with Rodney Griffin)

LIVE 7:58 p.m. Thursday, July 2, 2009

A Hopes,Goals, & Dreams Internet Television Production

filmed LIVE in Nashville, TN

Isn't It Good to Gather with Friends?

2009-04-15T16:19:00.000-07:00

2009-04-01T02:11:00.000-07:00

Hopes, Goals, and Dreams iTV

with Host David Cooper

Welcomes You to

An Evening with Ruthie Jacobsen

Author of:

God Wants To Hear You Sing!

(Co Authored with Rodney Griffin)

LIVE 7:58 p.m. Thursday, July 2, 2009

A Hopes,Goals, & Dreams Internet Television Production

filmed LIVE in Nashville, TN