Sales Barista

Dance with Somebody

2012-02-13T15:14:00.003-05:00

Whitney Houston died.
I sent that text to my mom on Saturday night at 8:45pm.
I sent it to my mom because I remember listening to Whitney Houston cassette tapes with her while I was growing up. I remember how my mom thought Whitney Houston was gorgeous when we watched The Bodyguard.

When I found out about her passing, while sitting at the Charlotte Bobcats game via Facebook (another notch to the power of social media belt), the first person I thought to tell was my mother. So I texted her and over the past two days, I’ve read and listened to accounts of people’s opinions while I sat silently and digested all that had happened.

A singing icon died.
Yes, she was too young.
Yes, it is a tragedy.
Yes, it was most likely preventable.

But I saw it as a lesson in team building.
A lesson in surrounding yourself with people who will push you to be better, to not fail, to not give up, to not perish, but to rise above and be better.

I don’t know if Whitney Houston had a team that surrounded her.
I don’t know what efforts were made to save her, push her, or raise her to being her best.

What I do know is that regardless of what did or did not happen, failure occurred. Because Whitney Houston is no longer striving to be her best, she is no longer dancing with somebody.

Who are you dancing with? Who is pushing you? Who doesn’t give up on you even when you have given up on yourself? Do you have that somebody?

Are you that somebody?

How do you become that somebody?

Here's what you have to do to be a dance partner in someone’s life:
1. Praise. Positive words and reinforcement can catapult a person to their next level of success. Whether you are a co-worker, boss, teacher, coach, parent or friend, communicating kind words of praise will help boost self-confidence, allowing them to try harder. One of the biggest mistakes we make is only communicating when failure or large accomplishments occurs. It’s much harder to consciously praise people in our lives for their small positive actions that are helping them progress to a higher level of excellence. We all know the saying, “Don’t sweat the small stuff.” As a dance partner, you want to remember to: Don’t forget to praise the small stuff!
2. Push. This is a major obligation you have when you sign up to be someone’s dance partner. You must be willing to push them to do more and to do better. Sometimes people need to be pushed because they fail to push themselves, or they don’t have enough self-belief to go for it on their own. Pushing requires a delicate balance of knowing when to push and when to back off, however, most of us back off too soon. I’ve heard that if you send just one more marketing email, you’ll get an additional 15% response. Keep that in mind here, if you push and cheerlead someone just one more time, you may get a 15% increase in their success.
3. Protect. Probably the most important of the three elements, above all else, is to protect this person. On whatever level you are engaged with this person, you are required to protect them. This is easiest for parents and spouses, but think about it in business terms. To be a team player, you have to protect each other. To be a trusted boss, you have to protect your employees. To be a respected employee, you have to protect the business. Protection is to keep safe from harm. You have to bodyguard your dance partner and keep them from harm, whether it’s from outside influences or from themselves.

Whitney Houston died. I believe she died because she didn’t have a dance partner. I hope that you will dance with somebody – all the way to the best of their success.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email at hirestephanie@gitomer.com or by calling 704-333-1112.

A Picture Paints a Thousand Words - A Pin Profits a Thousand Impressions

2012-01-23T09:41:00.004-05:00

Pinning madness! I'm consumed by all of the pins placed on the boards around me. Most of you probably have NO idea what I'm talking about. I'm talking about Pinterest. Pinterest is exactly as it sounds, a place to pin your interests, essentially a virtual inspiration board and, as I'm learning, a picture, marketing, impressionist, and profit making board.

I started on Pinterest, an invitation only program, a few months ago and quickly became addicted to the new reality of virtual shopping without spending a dollar. That was until I started finding items that I was pins over needles about - items I just had to have - items that when I clicked through to find out where to buy them for the most part I was in utter disappointment! Why? Because, most of my "must click to buy now" pins were SOLD OUT. Which led me to realize that there was some profit in this whole Pinterest craze. Get your item pinned by one person, it goes out to their network, if someone re-pins it, it then spreads to their network, and so on and so on until you have enough people clicking through to purchase and voila - you've sold out = Pins to Profit.

In August of last year, Time Magazine, published Pinterest in it's "50 Best Websites of 2011" column. As it should with it's estimated 11 million visits per week!

If that isn't reason enough on why you should have interest in Pinterest, try this on for size. Pinterest, in my opinion, is the most influential social media platforms born to date, when it comes to actually making a profit. And I'm assuming you would rather profit than read a tweet, decipher the new Facebook timeline, or link up with your ex co-workers in hope for a recommendation.

Pinterest gives you the ability to get your products in front of a large mass for free. Here's a perfect example, I'd been on the hunt for a new rug to go under our new dining room table for quite a while when I started on Pinterest. Through some of the people I follow, they pinned a large amount of home decor ideas. One friend, Meghan, posted a rug that I liked, so I clicked on it and it clicked through to the site she pinned it from, RugsUSA.com. On their site I found a similar rug that was perfect for my dining room and I bought it. Pin to Profit. Got it?

Now don't sit there and mumble; "I don't have a tangible product, I don't sell rugs Stephanie." It doesn't matter what you are selling, if you are a photographer to an event planner, to a bridal boutique, to a cupcake shop, you can make money by making your pictures pin-able!

How to be more visible, and pin-able, for profit:
1. Picture. The biggest part of Pinterest is the picture images that are pinned by the users. In order for you to get your product, company, and interests pinned you need to have pictures available on the web that can be pinned. The more pictures you have the more likely you are to be pinned by someone. Example: One local bakeshop has great pictures of their cupcakes on their website. I can pin one of these pictures and through my network their cupcakes and company will spread and people may go to their shop and buy their cupcakes or hire them for a special event.

2. Pin. The easiest way to get something pinned is for you to pin it yourself. Pinterest is somewhat internal, i.e. most pins have been re-pinned. So to get your picture into the Pinterest mix, it's best for you to pin it first and allow others to re-pin it for you so it will spread throughout the network. Example: My wedding photographer started posting pictures he has taken on Pinterest. I re-pinned him onto my Wedding Board, other's have commented or repined the picture creating brand awareness for him.

3. Impress. You initial goal, should you choose to accept it, is to begin Pinterest with the interest of making impressions. Get the picture (word) out there through the pins you post. Allow others to re-pin them and spread the word for you. Eventually business and profit will follow.

Ready to begin your own pins to profit campaign? Send me a message with your name and email by going to my Sales Barista Facebook page and I'll send you a personal invitation to join Pinterest!

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email at hirestephanie@gitomer.com or by calling 704-333-1112.

Resolution Revolution

2012-01-02T14:21:00.006-05:00

.
It's the hap-happiest time of the year.
Or is it?

Along with the holidays, time off, gift-giving, and the enchantment of Santa Clause, comes the reality of the new year and those new year resolutions. And, if you are like me, those resolutions are filled with excitement and determination for two or four weeks before they fall and fail behind.

There is only one year that my resolutions stuck - 2010. I had three resolutions and I succeeded on them all.

1. Reduce Debt. (I reduced it by over half by the end of the year!)
2. Spend more time with friends. (I started having a regular girls night with my nearest and dearest girl friends - mani/pedis anyone?!)
3. Finish a race, 5 or 10K. (I completed both!)

How do I remember these three resolutions? Because they were written down, but not just written down, they were printed out, laminated, and put in my wallet where I would see it every time I used my debit card or grabbed some cash. And that was the difference - the constant and nagging reminder to keep me on track. A special thank you to my fiance, John, who had the idea to print them out and laminate them!

When was the last time you made your resolutions a reality?

I recommend you try the resolution revolution that I did in 2010, so that you can make your 2012 the year you did what you said you would.

Here are the steps to your own resolution revolution:

1. Produce. Take the time to really think about your resolutions. Pick three goals you want to stick with for the entire year. Maybe make a personal goal, a professional goal, and a stretch goal - one that you may think is just out of reach. Produce goals that will make you proud when you accomplish them.

2. Prepare. Once you have the resolutions figured out, write them down, and start to prepare. Specifically, you need to mentally prepare. The hardest part of being successful, with any goal, is getting your mindset in the right place. This year one of my goals is to shed for the wedding - I'm taking the time between Christmas and New Years to prepare, both by getting the fitness equipment and memberships I need as well as getting my mind in the right place. I'm actually getting excited about starting up running again (not something many people get excited about) - it's been over a year!

3. Plan. Think of small ways to plan to achieve your goals. For my 2010 goal of reducing my debt, I planned how much money above my minimum credit card payments I could make, then set them up on auto payment. I also determined how to save more money and made a large lump sum payment at the end of the year. That feeling of accomplishment was one of my proudest moments. Relieving myself of over 50% of my debt in one year was amazing AND only possible by my planning, all year long.

4. Partner. Probably the most crucial part of the revolution, is finding someone to partner with on your resolutions. John and I both told each other our goals and helped keep each other accountable through out the entire year - not just the first few weeks or months of the year. Your partner doesn't have to be your spouse, it can be your BFF, a co-worker, your mom, or anyone else you trust and will respect when they tell you to get your butt back on track!

I know you are probably whispering in your head, "Easier said than done, Stephanie!" and you would be wrong. It is just that easy: produce, prepare, plan, and partner and you'll make your own resolution revolution.

I still have my laminated card, because they are resolutions for life, not just one year. See my Resolution Revolution Card here.

I wish you the most successful and hap-happiest new year of all!

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

The Business of Gift Giving

2011-12-11T17:54:00.006-05:00

"Espresso Shot - Upon entering the Holiday Gift Giving Season, remember, it's not about what you like, it's about what the person receiving the gift likes."

I posted this on my Sales Barista Facebook Page (it's where I post all of my Espresso Shots) shortly after a conversation I had regarding Christmas presents. I won't name them because it's not worth the added family holiday drama - you all know what I mean.

I was engaged in a conversation regarding what I knew a certain female friend wanted as a gift for Christmas. The person I was talking with had already purchased an item and was asking for my opinion on whether she would like it. It went a little something like this:

Me: "Oh she will love it! Is it pink?"
Anonymous: "No."
Me: "Wait, it doesn't have any pink on it? She really liked the one I have and I know she wants one with pink."
Anonymous: "No. I didn't get that, I didn't like any of those."

After I wrapped up the conversation (no pun intended), I yelled to my fiancé, John, “Dude, he just doesn't get it. It's not about what he likes, it's about what she likes and what she wants.” So the espresso shot was born.

But as I started to think more deeply - I mean I really just couldn't understand this as I am someone who tries to find the perfect present for each person according to their likes, style, and wants - I realized that there is a business lesson in gift giving.

When you are engaging with your customers and trying to offer service or a product, it's all about their wants and likes, not yours. The best business people find out what their customers like, dislike, want, and need and provide their service and products based on this information.

Are you one of these best business people?
Or are you the businessperson who projects your likes and wants and needs onto your customers?

In the hurriedness of this economic season, it's easy to skip the formalities of doing business, to not really get to know your customers, and to not find out what the best gift you could give is.

Take heed and slow down.
Suppress your own opinions and get to know your customers.

Here are few steps you can follow to uncover the gift your customers really want:

1. Court them. Take the time to really get to know your customer. Research them on Google and social networking sites. Take them on multiple dates before you deliver what you think they want. Prepare for your meetings and prepare to become a friend, not just a person they do business with.

2. Ask them. The easiest and fastest way to get to know what they really want or what will be most helpful is to just ask them. It seems so simple, but so many people skip the asking questions portion and just go right to the, "Let me tell you all about me" portion. Guess what? They probably don't care about you, unless you know what they want, need, and how what you can provide fits into that. Prepare for your meetings by writing down intelligent, powerful, and creative questions that will help you identify their likes, dislikes, wants, and needs. Then ASK them, listen, and take notes.

3. Ask their trusted advisors. These are the people they trust and who know them best. Maybe it's their assistant, office manager, partner, or colleague. Everyone has someone that knows the person you are courting well enough to be able to advise you on their wants and needs. Think about my story, I knew what the receiver of the non-pink gift wanted. I knew because she told me. What's better than that?

Once you know what they really want, you can deliver the perfect present, a gift of understanding, listening, and truly knowing them. And that, my friends, is the greatest business gift of all.

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Fan Friendly

2011-11-21T11:53:00.006-05:00

I wore fur (faux of course!) to a Nascar race.
That's beside the point.

Have you been to a Nascar race?
Have you had a pit pass?
Hot or cold?

A few weeks ago, I was able to attend the Bank of America 500 race in Concord, North Carolina with a hot pass (THANK YOU Red Bull Racing and Brian Vickers!) and it was amazing. I never thought I would associate the word amazing with Nascar, but there is really no other way to explain the experience of a race - in the pits. Well maybe you could say exhilarating, loud, hot, entertaining, or friendly, OVERLY friendly.

That's right. Nascar is overly friendly. Not driver-to-driver (no, they want to leave skid marks on each other) but driver/race team to fan = overly friendly.

What does it take to be overly fan friendly?
It boils down to one KEY trait: Accessibility.

As I was walking out of the racetrack, I thought to myself (literally) that Nascar was the most fan friendly sport I have been to. And I have been to professional football, basketball, hockey, tennis, wrestling, wait - not wrestling, and baseball events. And while they are all great events, none of them top the fan friendliness of a hot pass for Nascar. The accessibility that a hot pass allows is to let a fan to be down in the pits through the entire race, to stand by the spare tires they so feverishly change during the pit stops. I touched the tires. I stood alongside the pit crew, the staff, and the girlfriend(s), as I watched in amazement at how, to them, a fan was a friend. There were no looks of annoyance, only looks of smiles and acceptance, allowing me to feel like I belonged, where so clearly, I did not. Duh - I do not know how to change tires!

How much access do you allow your fans (this would be your customers)?
How close do you let them get to the inter-workings of your business?
Do you let them revel in your success?
Do you allow them the right to look behind the curtain?
Are you fan friendly or fan unfavorable?

What does being accessible allow your customers to feel?

1. Important. When you allow your customers access to the inner workings of your business, it allows them to feel most important. It makes them feel trusted. And when a customer feels important and trusted by the people and business where they spend their money, they are going to spend more. They are going to remain loyal. They are going to tell others. Just like I did.

2. Connected. I felt connected, like I was part of the team, by simply being allowed to watch them work. How often do you allow your customers to see how your company works? Do you allow them to see you at your best? When you do, they feel connected to your business. Connection is nearly as important as feeling important, when a customer feels connected, or a connection, they will want to share this connection with others. What are you doing to connect with your customers?

3. Amazed. Amazement is often lost in the world these days. The only people who have amazement in their life on a regular basis are children. Why shouldn't you and your customers feel this way? Now, while your company may not be as exciting and amazing as watching a ten second pit stop, I bet there is something that you are doing that is amazing and exciting, why wouldn't you allow your customers in on it?

Isn't this how you want all of your fans to feel? Important? Connected? Amazed?

YES!
So, begin taking steps to be more fan friendly for your customers. They will more than appreciate it - they will be a fan for life, your fan for life.

Want to see a picture of me at the race (fur and all)? Visit my Sales Barista Facebook Page.

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Brand to Become

2011-10-31T10:27:00.005-04:00

Brands are not for companies. Brands are for people. Brands are for you.

What's your brand?
What are you known for?
What are you known as?
What do you want to be known as?

I met a gentleman who is a fellow speaker and I asked him what he speaks on. He started to stammer and said, "I get that question a lot. Do you want to know what I do speak on or what I want to speak on?"

FAIL. Major fail.

How can you be a speaker and not be prepared to answer the most common question you most likely get asked? And how can you stammer when you are a professional speaker?

But his response got me thinking, at least talking to him was good for something (thanks for the article, buddy!).

How many people are doing something now but have something else they would rather be doing?
How many people are stuck with no hope to get out?
How many people think they can't change who they are?

"When I was young I didn't know what I wanted to be, but I always knew the kind of woman I wanted to become." Diane von Furstenburg said this in an interview. It's powerful and it's eye-opening. Who do you want to become?

You can be catapulted from who you are now to who you want to become through branding. So, I ask again, what's your brand?

Don't have one? Make one. Create one. Build one.

It's easy. You only need these four items:

1. Power Title. Or a logo, or a blog, or a motto, or anything different that represents who you are. Mine happens to be my title. My brand started through my title. When Gitomer hired me to work for him, I had free rein to create my title. I like to be creative and I thought long and hard before I struck a chord on the Double-Tall, Non-Fat, No-Whip Sales Barista. This title has received more compliments and notoriety than any other title I could have come up with. It's created my brand and I've ran with it. I'm known as the Sales Barista. People know me. People who I don't know, know me. You know me. I have a brand. A coffee-centric, unique, creative, professional, and friendly brand. What's your brand?

2. Network. Beyond a great title, you have to have a great network. This network has to be full of successful people who are willing to help YOU become more successful (thank you Jeffrey!). Your network is essential to helping your brand become known. People learn about me through other people talking about me, sharing my blog and articles, and re-tweeting me. There are three types of networks: personal, professional, and social media. You must have people helping you on all three levels to truly excel. Who's in your network? Who's willing to help you become who you want to be?

3. Platform. Your platform and network work together. The network is the people who help you, the platform is the tools that you use. I'm a writer, so I use Sales Caffeine and my blog to get my words out in the world. And sometimes people like what I write, they like my philosophies, and so they share them. My platform is my blog, my social media channels (Facebook business page, Twitter, LinkedIn), Ace of Sales, and my job. All of these tools help build my brand and make me more known. What's your platform?

4. A bigger picture. Furstenburg's quote sums this up perfectly. The bigger picture is what you want to become. The bigger picture encapsulates three things: how do you want to be known, what and who do you want to influence, and what image do you want to portray? What's your bigger picture?

I'm a Double-Tall, Non-Fat, No-Whip Sales Barista. That's my brand and it all started with a title, a conversation starting, brand making title. Thankfully I love the brand I stumbled upon. I never dreamed it would become as big of a brand as it has and I am drinking it up. Here's the good news, you are here from the beginning. You can say, "I knew her back when," when I've become who I want to become.

Your brand can become whatever you want it to be.

Start small. Create your creative power title, start using Ace of Sales to immediately brand yourself (get 45 days free by using my special promocode: barista45), create a social media presence, and use your network to spread your brand.

Start now.
Start being who you want to become.
Start the brand you want to be.

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

I Want Super, Not Visor

2011-10-10T10:56:00.005-04:00

"Tell the customers to hold on, I need you to go to gate 28."

That's what I heard come across the walkie-talkie as I stood there in disbelief, across the gate counter, while attempting to board an earlier flight from San Francisco to Charlotte. And then she ran away!

Pauline, the supervisor for US Airways, just ran away. No words, no motions, no acknowledgement. No nothing. She just ran off to gate 28, leaving me to ponder: How was Pauline a supervisor?

Pauline was not a supervisor of superior employees.
Pauline was not a supervisor of superior positive attitude.
Pauline was not a supervisor of superior customer service.
Pauline was not super.
Pauline was only a visor.

I had just facilitated three full-day YES! Attitude trainings earlier that week, so my sense of YES! was at full force. From the moment I walked into SFO, I was greeted with US Airways employees (Nora, Jean, and Pauline) who were full of won't, can't, will not, don't wanna, don't care.

In the YES! course I teach how to start with what CAN be done, not what you can't.

Newsflash - customers don't want to hear about all the ways you can't help them, or your company policies (which, by the way, only tick us off more), or anything else that you are trained to say that ISN'T about being friendly and helpful.

Newsflash - customers want people who understand how to be human and treat them as they would want to be treated. Yes, everything we ever needed to learn about being a good person, a positive person, a helpful person, we gleaned from our mothers and kindergarten.

Newsflash - when a customer asks to speak to a supervisor, they are most likely not happy (when was the last time you asked for a supervisor to praise their employee?). If I'm seeking out a supervisor it's probably because the employee I was working with wasn't too super and I'm hoping you will be superior and super.

What does it take to be a superior supervisor?

1. Focus On The Super. The definition of super is to be very good or pleasant; excellent. I love that the word pleasant is in the definition. So infrequently people realize that friendly trumps nearly anything. Be nice to me and you win. Be helpful with me and you win. Be accommodating instead of combative and YOU WIN. To focus on the super, you have to be excellent in attitude, friendly, service, and communicating.

2. Avoid The Visor. The definition of a visor is a shield or protection of the face and eyes. Most supervisors focus solely on the visor part of their title. They are a shield or protector of their company, NOT the customer. They are the person who follows all policies that are not helpful. They are masterful at telling you can't and won't instead of being 'can do'. Personally, I've never like visors, they aren't a good fashion accessory. And I definitely don't think that a visor is a good leadership accessory.

3. Teach What's Right. Sounds so easy, yet many companies and leaders, struggle to convey and empower their employees to simply do what's right. Our day at SFO started out at a ticket counter where Nora refused to check me into an earlier flight because it was 10:29 and the flight was at 11:05. HOWEVER, their company policy is that it can't be less than thirty minutes to take off. Math may not have been my favorite subject, but I would say I had a good SIX minutes left before the cut-off. Nora didn't care. She didn't care about policy or the customer. Her supervisor struck out. Maybe Nora had not been taught to be nice, to care, or to understand that the company’s policy was thirty minutes, not thirty-six minutes before take off.

What would Nora and Pauline's mothers say about their actions?
What would your mother say about your actions and interactions with your customers? Would she say you are super? Would she say you are a visor?

I'm betting she would say you are super (that's what mothers do), but would your customers?

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Season to Rebuild

2011-09-19T09:42:00.004-04:00

Are you ready for some football?

YES! Oh, pick me. I am! I am!

Football represents the most glorious seventeen Sundays of my year, every year. The start of football signifies so many things: fall, the holidays coming, school starting, work intensifying, and pumpkin EVERYTHING. It's back (according to Starbucks), the pumpkin spice latte that is!

Football also signifies the beginning of my loyal relationship with the Cincinnati Bengals. By loyal, I mean, sitting through season after season of pure heart-wrenching disappointment. And I LOVE it, every single second of every single game on every single Sunday.

This past Sunday was the first game for the Bengals and it was the least excited I've ever been for the beginning of the regular season. Ochocinco (wide receiver) was traded, Carson Palmer (quarterback) refused to show up despite his contract, and other key veterans were gone. This team was facing a "rebuilding season," a nice way of saying they aren't expected to win many, if any, games. So you can imagine my shock and awe as I watched the Bungles beat the Brownies 27-17! WHO DEY!

How could a team that prognosticators doomed to an 0-16 season, start out 1-0?

I started to think a little deeper about why the Bengals won the first game of their supposed rebuilding season. And I thought about how many companies, who are going through their own rebuilding seasons (hello Bank of America), could learn something from the Bengals.

So, I wondered: What does it take to succeed in a rebuilding season?

1. Talent. (Rookie Quarterback Andy Dalton) To rebuild anything (your X), you must first have the talent to do so (sort-of sounds like a famous quote)! Whether the talent is you or someone else, you must recognize the opportunity for improvement and act on it. X is not going to simply rebuild itself, it's going to take people, talented people. Your job is to identify who the talent is and build upon that.

2. Belief. (Who Dey, Who Dey, Who Dey think gonna beat them Bengals? NO ONE!) The number one indicator for success lies with your internal belief system. Do you believe you are going to win the game? Do you believe you are going to get the job? Do you believe you are going to exceed your sales quota? Do you believe you are going to lead your team to victory? Do you truly, deep down, gut-checked, know with all your heart, believe you can rebuild or rebound? If you don't believe, why even waste your time. Not believing only leads to losses. Some may be small, some may be big, but over time not believing in yourself and your abilities will only create disappointing failure. Take the time to list out WHY you believe you can accomplish whatever your X is. Do it now! Please. Reflecting on the "why" will help solidify your belief.

3. Seasoned Coach. (Marvin Lewis - head coach for eight years) A coach is instrumental in the success of rebuilding anything. Having a mentor or leader that can effectively teach and coach, motivate and inspire, demonstrate and set the example for the team, sets the tone and amplifies each persons individual talent and belief. The coach is the nucleus of success. This is the person who creates the game plan and calls the plays. A coach's job is to showcase the talent, make decisions for the team, make mid-game adjustments, and do whatever it takes to win. Who is your coach?

4. Backup. (Quarterback Bruce Gradkowski, replaced the hurt Dalton in the second half) This is probably the most overlooked piece of the puzzle. In football, you have several strings of backups, but in business, very rarely do you have a back up for each person. Think about it, or more specifically, think of someone in your office who does something instrumental to the companies success; do they have a back up? Do you have a back up plan for when someone gets hurt (sick, laid-off, quits, goes on maternity leave)? Back-up your people, your talent, your team, your coach, and your hard drive so you can keep the momentum going.

The Bengals didn't win their game because of dumb luck, though some would argue with me on that one, they won because they had genuine talent, they believed that they could, they had an experienced coach leading them, and a back-up plan in place.

There was another showcase of rebuilding this past Sunday, as it marked the tenth anniversary of 9/11. Our country showed its pure resilience for a national "rebuilding season." I challenge you to take the spirit you had this past Sunday, because I can't believe that anyone didn't have a heightened spirit and sense of pride that day, and apply that same spirit and pride to your work.

The season to rebuild is NOW. Not yesterday, not tomorrow, right now.

Are you the talent? The coach? Or the backup?

Identify the role you plan to play this rebuilding season and partner that with your belief, so that you can win.

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Firework Economy

2011-08-29T09:37:00.004-04:00

“You just gotta ignite the light and let it shine. Just own the night like the 4th of July”

These lyrics hit me like a ton of bricks a few weeks ago while I was riding in my car, jamming out, singing like a fool - like we all do when a good song hits us. Now, you may think I’m crazy, because this is a Katy Perry song, (did you know she is the first female artist to EVER to have five #1 singles from one album?), but she is doing something right!

Love her or hate her, and I’m not particularly fond of her, I was struck by the lyrics in her hit song Firework. They were an anthem, yelling at me to be my best. Don’t believe me? Play the song and listen to it with the intention of being motivated – both professionally and personally.

I mean it – GO! Listen to it right now, I’ll wait…

Are you paper-thin?
Are you buried deep?
Do you want to start again?

You can ignite!
You can let your colors burst!
You can show them what you’re worth!

This is a firework economy, an economy where if you aren’t your best, you are going to be left behind.

Where are you? Struggling to get the job, to keep the job, to make the sale, to survive the changing tide?

Where’s your firework for this economy? Why aren’t you igniting yourself with passion and motivation? Why won’t you let your colors burst? Why can’t people see what you’re worth?

It’s simple. It’s because somewhere along the yellow brick road of the economy you lost your groove. You quit jamming out and singing like a fool! You quit.

Stings, doesn’t it? OUCHIE!

You quit. You quit going above and beyond. You quit being passionate about your life, your work, your economy.

In that moment, in that car, listening to that song, Stephanie got her groove back!

Is it time you got your groove back?

First, you have to Light the Fire. Easier said than done, I know, but not impossible. The hardest part is figuring out what motivates you to be your best. What drives your inner champion? What makes you tick? What catapults you to succeed? When you are able to put your finger on that, BAM! the fire will start burning and you’ll start seeing change. You’ll be happier, you’ll be friendlier, you’ll be more helpful, you’ll accomplish more and stress less.

Once you light the fire, you have to Work Harder. This is the hardest part and the one thing that separates you from everyone else. How willing are you to work harder? To take on more than you think you can handle? To accept the challenge of contributing more to help you, your colleagues, and your company thrive? If you aren’t willing, you’ll never be better than you are today. If you are willing, then you have to act and act now. Don’t wait! Tomorrow is always a day late. Start now.

“It's always been inside of you, you, you. And now it's time to let it through-ough-ough”

Got it? Light Your Fire, Work Harder, and you’ll be a firework in this dim economy.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit Gitomer Certified or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Change Communication

2011-08-08T09:23:00.006-04:00

"Your words are your most powerful tool. There is nothing more powerful than hearing someone say, I love you or (dramatic pause) I hate you."

I said this today during a training seminar on customer service. I was spending four hours with one company to help them understand this imperative. We had gotten to the section where I was emphasizing communication and I spoke those words.

And, it was as if I were speaking to myself (which I do sometimes, most of the time, OK - all the time!). I realized that my words are my most powerful tool, but they are yours as well.

When we communicate with others, the words we choose to use can either motivate or defeat someone. The words can inspire or infuriate. The words can evoke or emote. The words can attack or embrace. The words - your words - are power.

Most people don't think about the words they choose. Most people don't realize the power behind their words, their message (I only had this A-HA today). Most people don't know that by choosing the right words they can create, instill, initiate, and shape CHANGE.

Change was Obama's word and, like him or not, you can't argue that he built a campaign on that one word. It was the right word at the right time in a world that needed hope that something new could be promised, that something would, that's right, change.

So what are you promising?
What words are you choosing to use to deliver your message?
What words do you use when you parent, teach, lead, sell, serve or tweet?
Do you think about those words before you use them?
Do you choose them wisely?

NO?! I'm not surprised.

Being a writer, speaker, and trainer, I must constantly think about the words I choose when transferring my message to an audience. Not every word will be powerful - but if I can make a few of them, just a few, more powerful than the others, I can inspire action. I can inspire change. I'm in the business of change - change to know more, to sell more, to serve better, to be the best.

What's my secret to change communication?

1. The Package. Put your message in a box, wrap it with beautiful paper, place a bow on top, and put a gift label on it. That's how to present a gift to someone. Why wouldn't you present your message in the same way? Put your message in a clear and concise box. Wrap the message into a creative presentation (hello theme!). Place a WOW! word bow on top. And right before you end your message, address it to a specific person or audience. A properly packaged message that's personalized is more likely to grab their attention and get them to start to entertain a change. That's the power of message packaging.
2. The Passion. Passion is directly tied into the belief that you have in your message. When you truly believe in what you are trying to transfer over to the listener, you'll naturally exude passion. I am passionate about BAD customer service. I am passionate about asking powerful questions in sales. I am passionate about changing your attitude. I am passionate about helping other people become their best. This passion backs my message and puts some OOMPF! into my delivery. Passion is contagious and when it catches it creates change. That's the power of passion.
3. The Pause. There is nothing more powerful or painful in delivering a talk than a pause. Those moments when you allow the words you so carefully chose to sink in. Those are the precise moments when your audience will soak it all in and consciously decide to (hopefully) change. That's the power of the pause.

You have the power.

You have the power to choose your words with precision and purpose.
You have the power to deliver the package, the passion and the pause.
You have the power to change communication.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista, how may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Blogger Gone Bride Wild

2011-08-01T10:52:00.003-04:00

I was recently asked to be a part of a wedding contest. Isn't that fun? A contest found me and asked me to enter, all because of one four letter word - BLOG!

Of course, there was something in it for them. DUH - free advertising. Soliciting brides to be who are bloggers is a great way to market your product. So I decided to play along. Besides, who wouldn't want to win a free video of the biggest day of their lives?

So all of you, get to help me win - and read the story of how my fiance and I met.

Go to: http://weddings.storymixmedia.com/wedding-blogger-stephanie-melish.html

Read our story.

Leave a comment - that's how you vote for me!

And share the link with as many people as you can.

This is a week long campaign - and I'm going to be elected.

I'm Engaged and You Aren't Engaging

2011-07-18T15:38:00.004-04:00

I'm engaged, yeah! While I don't think you want to hear all about how I got engaged (Grand Cayman, dinner on the beach, harpist playing Wonderful Tonight, and a dream bling ring), I'm sure you want to hear about this.

As a future bride, I've been receiving solicitations via phone, email and snail mail. Invitations this, photographers that, venues, caterers, and flowers, OH MY! It's quite overwhelming, so in the massive landfill of wedding solicitations, it takes a lot to grab my attention.

About a week ago, I received an envelope in the mail that did just that. It not only grabbed my attention, it choked it! When I opened the envelope I found a nicely, tri-folded piece of normal white printing paper with blue, purple and black ALL-CAPS text, exclaiming to me:

"ATTENTION: FUTURE BRIDES
COME CHECK OUT THE BLOW-OUT SALE OF THE YEAR"

As I read down the rest of the 8x11 flyer, I started to realize a few things:

No phone number.
No address.
No email address.
No web address.
No contact name.

It wasn't until I read the flyer for the 5th time that I caught the name of the company. Are you dying to know who it was? More about that later.

My point is, I'm engaged! And you, Ms. ALL-CAPS, Multi-Color Font, Flyer Maker Extraordinaire, are not engaging me. You're piece offers NO value. It doesn't even offer simple contact information. What if I, for some silly reason, want to do business with you? Who do I call? Where do I go?

This flyer was an opportunity for "Bridal Company X" to engage me and they failed, miserably!

So, how do you engage the engaged (or anyone for that matter)? I have three easy ways:

1. Make it about them. Newly engaged people (primarily the bride-to-be) love soaking up wedding anything. It's what is most important in their lives at that moment. Your job, when attempting to engage a prospect or customer, is to find out what is most important to them. It's never about you, it never was. Businesses are built to create products or services for other people. When you work with a servant mindset, to help others first, you'll find that more people want to engage with you.

2. Make it easy for them. The biggest problem with this gorgeous flyer was that it didn't make it easy for me to find the company. I honestly couldn't find the company name until I re-read the flyer again while writing this article - NOT GOOD. And I just realized (literally, right now!) that there are no dates for this fabulous sale! How am I supposed to find further information or answers to my questions? When you are engaging with your prospects or customers, make it easy for them to contact you. Make it easy for them to understand your message. Make it easy for them to do business with you!

3. Make it valuable to them. This is the trickiest on the list because value is in the eye of the beholder. What is valuable to me, future bride, is different even to my fiance, to my mom, and to my dad. When trying to engage your prospects or customers the easiest way is to talk in terms of their perceived value. How do you know what they think is "value". Easy! Ask them. Use power questions to uncover their needs, wants, and hot buttons. This will lead you to what value you can bring to the engagement.

Wedding bells aside, being engaged both in life and business is fun. I love to become engaged with a company. All they have to do is make it easy, full of value, and all about ME!

Want to know who "Bridal Company X" is? Go to my Sales Barista Facebook Page to see a picture of the flyer and I'll let you try to find the company name!

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista, how can I help you, help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Ask Kisser

2011-06-27T14:50:00.002-04:00

I'm an ask kisser. That's right, I said it. I'm an ASK kisser.

I'm sealing deals and kissing checks because I've learned the power of making the "ASK". Not making the sale, making the ask. Most people don't close the sale because they never ask for the sale, or even worse, they never ask anything, period.

I love sports, so indulge me on this analogy: questions are to a sale what a quarterback is to football. Without the quarterback you essentially don't have a game (who's going to throw the ball?), without questions, you don't have game.

When you ask a question, you throw the ball to the other player - your customer or prospect - you get them involved. Question after question, you lead them down the field, first down, second down, first down until you've got a TOUCHDOWN (enter end-zone dance here)!

The questions you ask put you in position to make a sale. How do you know what your client needs? Wants? Thinks? Believes in? How do you know what your prospects past experiences have been? What they find of value? Are you assuming, or asking?

As an ask kisser, the best feeling in the world is to have someone smile and say, "That's a great question." AH, success! That's what being an ask kisser is all about. It's about asking relevant and powerful questions that get your prospects to smile and then reveal something about themselves, their buying habits, their needs, wants, thoughts, beliefs, past experiences or what they find of value.

Being an ask kisser doesn't happen overnight. It takes preparation and practice. It also requires that you put into action what you already know.

Here's how to be a great ask kisser:

1. Ask open-ended questions. DUH! I'm not telling you something new; I'm just repeating something that the majority of people still don't do! Break the bad habit of asking questions that allow your client or prospect to reply with a simple yes or no. If they don't have to think about their answer, you haven't asked a good question.

2. Prepare questions before hand. Spend time creating questions before you meet with your prospect or client. Asking relevant and powerful questions doesn't just happen. You have to put some work into it. Do your homework and write out at least five questions to take with you to your next appointment. You'll be amazed at how differently the conversation goes when you arrive prepared, with not just knowledge about the prospect but, with questions too.

3. Ask what your competition isn't asking. I'm a creativity advocate. I believe that creativity kills the competition. One of the key areas in sales to get creative is with your questions. If it's a question you've heard everyone and their Grandma ask, then don't ask it. Think outside the Magic 8 ball (where you only get yes or no or maybe answers) and be forward thinking. Ask questions that no one else is asking - but please don't be risque or offensive. Be thought provoking, relevant, and creative to move the sales process forward.

4. Ask for the business. This should be the easiest on the list but usually it's the one that salespeople fear the most - the fear of rejection. Making a sale is like landing a date. You'll never get anywhere if you don't ASK! What's the worst that can happen? They say, "NO, get out of here you creep?"

Asking questions and asking the right questions is key to getting what you want, both in sales and in life. What's your best ask-kisser question? Post it on my Sales Barista Facebook page. I'll pick my favorite on July 4th and the lucky winner will receive one of my favorite things - a Starbucks gift card.

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Run, Don't Wok!

2011-06-06T10:09:00.004-04:00

I love Chinese food! It's one of my weaknesses in the dreaded diet-arena. I can't go very long without getting my next fix and having it show up on the scale.

Beyond my love of Chinese food, is my love of online ordering for restaurants. I'm a picky eater (refer back to my Domino's piece - NO ONIONS!) and you'll understand that I'm a girl who likes to customize my order. "Double-Tall, Non-Fat, No-Whip Mocha" for example or "Egg-Stravaganza, scrambled hard, no oil, no grits, sub fruit, whole wheat biscuit, please!" Flying Biscuit anyone?

Let me tell you, waiters and waitresses alike, LOVE me.

It's not always easy to get what you want - especially when you are picky. My precise-likeness (as I like to refer to it) can be explained to the uttermost-minor-detail through online ordering. Thank you computer geniuses everywhere! I'm now able to subtract, remove, omit, 86, and forever delete, my dreaded onions! Seriously, why are they in everything?

So when I found out recently that my new favorite Chinese restaurant offers online ordering - I knew I just had to try it out. Had to. It was a must. Sesame chicken here I come.

I logged on. Put in my order with ease:

Sesame Chicken
Brown Rice
Spring Roll
Side of Shrimp Sauce

Paid with credit card. Added on the tip. And waited for Chinese delicousness to arrive at my door.

30 minutes passed.
40 minutes passed.
45 minutes passed.
50 minutes hit. Where in the world is Carmen Sesame Chicken?

Mind you, this restaurant is 0.3 miles from our front door. I could have ordered, drove, picked it up, returned home, and ate it in that amount of time. But when you order Chinese food aren't you generally in a lazy mood?

I picked up my phone and called. Explained I put in an online order. "Yes, we received it!" Great! Why is it taking so long?

She explained that it had just come through on their end. Stupid technology.

I explained that I had been waiting for an hour at this point. She told me she'd put a Chinese fire-drill rush on it. Satisfied, I hung up.

15 minutes later - KUNG PAO! The Chef himself, Mr. General Tso, was ringing our doorbell with my order in hand. Now that is service!

Happily, I tore into the brown paper bag, only to be struck with utter disappointment. Where's my shrimp sauce? Why are there onions in the rice? Why is my order WRONG? Stupid online ordering.

Now, some people would have sucked it up, literally and figuratively, but not me. I expect to get what I order. Every. Single. Time.

I called back. Same girl answered. I explain. She apologizes. She says she'll have the right order over right away.

10 minutes later. Back was the Chef with new rice and sauce in hand. THANK YOU. THANK YOU. THANK YOU.

As I closed the door and went to turn for the kitchen, I noticed something. There was no car in the driveway this time. I saw the chef start to lightly jog, back to the restaurant. WOW! Now that, that is something to write about.

Not only did they apologize for the time it took to get the food, send the chef to personally deliver it, and apologize for the mix-up, but they made the chef RUN (not wok) it over.

When was the last time you ran, not walked, for your customers? When was the last time you made a WOW! when your service went wrong?

It takes a unique company to understand the power of satisfying each and every customer. No matter how big, or small, the order, no matter how much of a pain or strain it puts on you, no matter what - your job is to serve and exceed their expectations. Because, you never know when you will serve that ONE person who will re-tell your service story.

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Barktitude

2011-05-16T14:49:00.003-04:00

A few months ago, I stepped into a big, brown, round, smelly piece of fluffy goodness. His name is Dunkin, yes like Dunkin Donuts (ssshhh...don't tell Starbucks!). Dunkin is just how his name sounds, a goofy, dunce-like, happy-go-lucky, slightly lazy, chocolate labradoodle. He's also the best teacher I've ever had.

Ever see the bumper sticker, Wag More, Bark Less? That's Dunkin. He's a wag more; bark less kind of a dog, as most dogs are. And he's a prime example of how we should all be walking through life.

Here are the Top 10 lessons Dunkin has taught me:

1. Unconditional love - Pets are amazing at how freely they give you love. They love you in the morning, afternoon, and night. They love you regardless of your flaws, your imperfections, the way you dress, or the way you talk. They are beautiful creatures that love you and never hesitate to show it. How unconditional is your love?

2. Pure happiness - Dunkin is a happy dog. He is always smiling, yes he smiles. He displays a spirit of pure happiness no matter who, or what, is around him. His happiness is contagious. Is your happiness contagious?

3. To prance - Dunkin doesn't just walk; he prances. When he retrieves, he hops, you know, like a bunny does. He lives in this world with full excitement and isn't afraid to show it. Do you prance?

4. Play hard - When its play time, Dunkin goes all out. There isn't one ounce of him that isn't 100% committed to the task at hand, whether it's retrieving his favorite stuffed monkey or chasing after the neighbors cat, Kramer. He puts it all out there and he has fun while he's doing it. How much effort are you leaving on the table?

5. Eat only when hungry - Go ahead and chuckle, but it's true. In a country of over-indulgence, it's easy to consume more than we need. Hey, where did those extra 10lbs come from? With Dunkin, I can put a bowl of food in front of him and if he's hungry, he eats, if he's not, he leaves it there. He has self-control, something many of us struggle with, not just with food but also in life. How over-indulgent are you?

6. No prejudice - Dunkin loves everyone equally. Maybe it's because dogs are colorblind, but he jumps, licks and mulls over everyone equally with his excitement to see them. He doesn't care about size, gender, race, or hair-cut and he greets everyone as a friend. Judgmental or friendly, where do you stand?

7. Never give up - When Dunkin wants something, he doesn't stop until he gets it. Maybe it's his toy that's stuck under the couch, or his constant placing of a toy in my hand so I'll throw it for him, regardless of what he wants, he's not stopping until he gets his way. How many times do you give up?

8. Wag more - There's no lack of wagging with this dog. The epitome of a positive attitude, we can all stand to learn the lesson from Dunkin. He chooses to wag more often than not. He chooses to see the good in everything and rarely takes notice of the negative, if ever. How's your tail wagging these days?

9. Bark less - It's a rare occasion to hear Dunkin bark. Usually when he is warning us of what he assumes is danger - the UPS woman coming to the door is his favorite. Dunkin's instinct of something dangerous is a good reason to bark - but that's the only time. How often are you yelling, screaming, or being negative when it's not necessary?

10. Give more than you take - Probably the most profound of the lessons I've learned is about how Dunkin gives much more than he takes. He gives more love, more energy, more cuddles, more licks, more wags, more burps (yes, he burps!), more everything and expects nothing in return. He takes nothing from me. Are you a giver or a taker?

Dunkin has been a great example and teacher of common lessons worth a good reminder every now and then. He's currently applying for a Ph.D. in Barktitude. You can follow him on his Dogbook page.

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Passion Cake

2011-04-25T10:23:00.004-04:00

I love cake. Chocolate cake, marble cake, cheesecake, ice cream cake, pineapple upside down cake, wedding cake, cupcake, pretty much any way you want to bake it, I'll take a piece of cake. And, I love Buddy the Cake Boss.

Do you know Buddy? Owner of Carlo's Bakery in Hoboken, New Jersey, star of his own TLC show, Cake Boss, you know, BUDDY? Well, Buddy is my perfect slice of passion cake.

Never heard of passion cake? Well that's probably because I just made it up! But here's what I'm talking about.

Passion cake (noun), as defined by the Melish Dictionary of Made Up Words: is a person who lives, breathes, dies, emulates, and exudes passion throughout their career, making it appear as if it's a piece of cake to accomplish being the best.

Buddy is a piece of passion cake. He is arguably one of the best cake bakers and decorators of our generation. Don't believe me? Catch an episode. You won't just salivate over the delicious cakes he produces, you'll also be amazed at the passionate energy he displays as he works on some of the most impossible works of cake art. He's a cake genius who's made himself THE BEST and surrounds himself with THE BEST. His army of family and employees share his passion for cake. It's a little family business that's struck it rich, one cake at a time.

Ready to be a passion cake? Sure you are. Here are the first few steps you need to start baking.

1. Identify - First things first, you have to identify the main ingredient in your passion cake. What is your passion? What do you love more than anything else? What makes you smile? What makes you want to jump out of bed or stay up all night? What gets you excited? What's the passion that shines out of you for everyone to take notice? Not sure? Can't identify it? Spend some time writing down your favorite activities, past times, or memories and see if there is a common denominator.

2. Evaluate - After you identify your main ingredient, you have to evaluate what you're currently baking. Are you in a position that uses that passion? And uses it to it's fullest? No? It's time to evaluate if you're ready, willing, and able to make a change so you can do what you love. Life's too short to be a piece of passionless cake.

3. Implement - Start baking! Get a plan together. Write down what you need to do to start putting your passion in action. You can start slow (think cupcake) and work your way up to it, or jump all in (think fully decorated wedding cake). You be the judge on that. Whatever you do, don't make excuses. The time is NOW!

4. Surround - Pick out your other ingredients. Surround yourself with a support system. People, who share your passion, vision, dream, or just want to see you happy. These people will help keep you accountable and be your biggest co-bakers.

It's never too late to start baking your own piece of heavenly passion cake. The moment you say the time has passed you by is the moment you've allowed your cake to burn.

By the way, did I mention I love cake?

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

It’s My sTORI and I’m Sticking to It!

2011-04-04T12:01:00.005-04:00

Love her or hate her, Tori Spelling is capitalizing on a little something I call namesake branding. Recently launching an extension of her vast brand, Tori hit another branding home run by naming her new LA clothing store InvenTORI. Brilliant? No question.

After decades of only being known as the daughter of the late Aaron Spelling, and being ridiculed for her non-existing acting skills as virgin Donna while on Beverly Hills 90210 (although as a child of the Saved By the Bell years, I LOVED the dorky Violet Anne Bickerstaff), Tori has launched a mega-empire built on one thing, her name.

So NoTORIous (TV show), Tori & Dean: Inn Love (TV show), sTORI Telling (book), Tori & Dean: Home Sweet Hollywood (TV show), The Tori Spelling Collection (jewelry), uncharted terriTori (book), InvenTori (clothing store), Tori & Dean: sTORIbook Weddings (TV show).

Tori after Tori, she’s made an impressive namesake brand. Not a Tori Spelling fan? Think this is irrelevant because she’s my shining example? A few other great namesakes:

Gitomer, DUH! A branding king, each of his books and two of his companies are titled “Jeffrey Gitomer’s…” and his other company is BuyGitomer. Creative, smart, call to action. BUY – Gitomer!

Oprah, the queen of America, uses namesake branding too. The Oprah Winfrey Show, Harpo Studios (Oprah backwards), Harpo Productions, Harpo Films, OWN (Oprah Winfrey Network), O Magazine, O at Home, Oprah and Friends.

Got it?

But Tori isn’t stopping, her next book, celebraTORI releases this coming October. You may not think she is a great actress but she is a smart businesswoman. As a hands-on business owner of several companies, an author of three best-selling books, and appearing on reality TV, she has launched herself into a sTORIland all her own.

You may think there is not much to it. WRONG! Namesake branding is a moneymaking – image creating – story land.

What about your story? Your brand? Your image? Your creative spin? Your smart marketing appeal?

Think about all of the names connected to you. First name, last name, maiden name, middle name, nickname, company name, etc. How creatively congruent have you made your company? Or better yet, why should you take the time to namesake your branding? I’m so happy you asked!

1. It’s personable. Creating a brand around your name means you're creating a brand around YOU! And what’s more personable than a person? Doing business with someone who has poured out his or her heart, soul, and passion into their work is a must! And if they use their name it’s a no-brainer. I want to do business with someone who is committed to their work, their business, their industry, and their success. What bigger commitment can you make than putting your name on it? (Putting a ring on it – but that is usually followed by some kind of name change!)

2. It’s recognizable. The easiest way to get lost in the big business shuffle is to not be recognizable to your customers. Each of your products, services, and marketing efforts must have a consistent thread woven through their name. It all starts there. If you can be creative and consistent with the name, your customers will have immediate recognition of your personal brand.

3. It’s achievable. Capitalizing on your name is the easiest thing you can do. Thanks to your parents, they gave you one; all you have to do is start using it! Be creative, be wild, be out of the box, be different, BUT be uniform. I may work for a company that is not my own – but that didn’t stop me from creating my own brand – Stephanie Melish, the Double-Tall, Non-Fat, No-Whip Sales Barista, and it’s worked! If I can make it happen, so can you.

That’s my sTORI and I’m sticking to it!

I’m Stephanie Melish, your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Your Face Won't Lift Itself!

2011-03-07T15:42:00.001-05:00

Let’s be honest, it was time for Gitomer to get a face-lift! His weekly e-zine, Sales Caffeine, that is. Doesn’t it look great? Fresh, clean, sharp, modern, branded. After 485 weeks of production, the look of Sales Caffeine finally matches its stellar content. Lesson learned: the package in which the material is delivered is as important as the material itself.

SO…What in your business is in need of a face-lift? Some renergized effort? A creative overhaul? Better branding?

Is it your website, business card, brochure/literature, blog, logo, title, you? There are so many channels in which we communicate with each other, prospects and customers, ALL of which reflect the image of your brand. How are you capitalizing on these opportunities?

There are three key areas that will add to what you are doing now and make it better.

First, get branded! Decide on what your brand is going to be and put it on everything. Creating a brand and sticking with it is key to making your name known and recognized by the people you do business with and more importantly the people you WANT to do business with.

Two, get fresh! Whatever you put out in the marketplace make sure it is clean, crisp, sharp, fresh, modern. I did not say trendy. Don’t mistake what’s fresh and modern for something that is trendy. The internet and social media are not going anywhere, so don’t think these are trends. Incorporate them into your fresh look. Neon colors were a trend for nail polish last year. Alert: this is a trend. So it’s safe to say, I would not have created a whole business campaign with neon colors. When attempting to freshen up your look, stay with what’s tried and true, but make it your own.

Three, get creative! This is what most people will struggle with. “I’m not creative. I don’t think that way.” To that I respond: WHATEVER! If you aren’t creative, hire someone who is. Creativity is golden in a marketplace of boring, stagnant, complacent companies. Dare to be different, right? Putting a creative spin onto your communication is the easiest way to truly engage your audience.

Branded, Fresh, Creative, Got it? Now get going! Explore your world of communication channels and open your eyes to the possibilities of a face-lift. I promise, you’ll be glad you did.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you, help yourself?

Nameless Branding

2011-01-18T15:31:00.001-05:00

Starbucks is dropping the Starbucks. As the only Double-Tall, Non-Fat, No-Whip Sales Barista, I couldn’t pass the opportunity to write about this iconic shift in this company’s branding efforts.

Starbucks released that they have performed a face-lift on their logo and dropped the printed "Starbucks Coffee." GASP! I couldn’t believe it. I thought, "Please don’t change the green color too!" I was relieved to find out that they won’t revert back to the 70’s brown. I mean, green is the new black and it’s staying.

The news of the new Starbucks logo is huge. This is recognition that you have hit the brand jackpot. This is the status. This is where your logo becomes bigger than your name. Your brand has arrived when you can go nameless.

So, are you nameless? Probably not. I’m not - or at least not yet. But isn’t that the ultimate goal of branding? To have an image so prominent that you need no name, need no introduction - only a logo. A golden arch, an apple, or a swoosh.

What are you currently doing to promote your brand? What are you doing to elevate to a level where everyone knows who you are without a name?

Maybe you should try doing what Starbucks has mastered. There are two major factors that have catapulted Starbucks to the nameless level:

1. Be Most Visible. Branding is equivalent to visibility. Starbucks is so visible that they are the butt of many jokes. (Have you seen Shrek 2?) The more someone sees your brand, the more known it becomes. Make yourself or your company (preferably both) seen more than any of your competitors. Brand everything! Put out a consistent image on your emails, website, pens, paper, thank you notes, etc. Also, put your brand out in the community. Sponsor local charity events or networking sessions. Your brand is born when you are seen and scene.

2. Be Consistent. In my opinion, this is the most important aspect of branding. Offering a consistent experience and message to your customers, fans, and even haters builds the blocks of branding. Understanding that no matter how your customers find you, WHAT they find will be the same. Storefront = website = blog = Twitter = Facebook = advertisements = commercials = SAME brand!

Through visibility and consistency, a nameless brand can be built. I’m keeping my name and my title for now, but I’m working toward the day when I’ll have a nameless brand. When will you start building yours?

Want to see the evolution of the nameless Starbucks logo? Find it on my Facebook page.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

New Year, New Hope

2011-01-11T11:27:00.001-05:00

10..9..8..7..6..5...

Most of us listened to the countdown as the New Year dawned. And if you are like me, your mind wandered to resolutions for the coming year, after the midnight kiss of course! What would I resolve to change in my life? What would I strive to be better at? Then a new thought. What is it about the beginning of the calendar year that makes people want to change? Tradition? Maybe. Peer Pressure? Possibly. Hope? Definitely! The hope that with the turning of the year you have the power to turn your life. Hope is powerful and it's available year round. So this year, I resolve, above all else, to know that each day brings new hope and with new hope change can occur. I hope you'll join me to make the resolution to change whatever you want whenever you want, don't wait till the new year. The time and hope is always now.

The Unexpected WOW!

2010-09-02T17:14:00.002-04:00

When was the last time you experienced the unexpected WOW!? I experienced one about a month ago. I was visiting Seattle in my capacity as a Gitomer-Certified Speaker to deliver an inspirational keynote on Customer Loyalty. The event was taking place at the Seattle Riverfront Marriott.

During my AV check the night before, Lezlie from the Seattle Riverfront Marriott staff, greeted me to make sure that all was well. During our short visit together we started talking about local “treasures”. Of course, I was in Seattle, the official home of Starbucks (my favorite service company), but they have other notable treasures as well.

In preparing for my trip, I had come across Top Pot Doughnuts that has 40 different hand-forged doughnuts - YUM! I mentioned the doughnuts to Lezlie, and she told me about how wonderful they are. We talked about her favorite doughnuts and mine (maple-frosted of course!).

We wrapped up our AV check and I headed up to my room to finish prepping for my keynote the following morning.

The next morning, I scoped out the coffee scene. They had a shop that served Starbucks in the hotel but this wasn’t a full-service, smiling green hat barista, order it how you want it, girly whipped beverage Starbucks. The closest “real” Starbucks store was directly across the street. I ordered my speaker preparation mo-jo juice – a double-tall, non-fat, no-whip mocha - and returned to the meeting room at the hotel to get ready to rock my audience’s service socks off!

It was game time and Lezlie arrived in the room. She walked up to the platform and I noticed she was carrying a box. To my utter surprise, she had gone to the Top Pot Store early that morning, hand-selected 6 beautiful donuts - including two different maple-frosted doughnuts. WOW!

I was amazed and blown away by the friendly and kind gesture. It was thoughtful, unexpected and personable - all elements of making a WOW! moment.
How are you WOWing your customers? Are you bringing them doughnuts, or are you bringing them the best doughnuts including their favorites (not yours)!
There are three major components to making a WOW! gesture:

1. Be thoughtful – a major part of a gesture being WOW! is the fact that you took time to think about the person receiving the gesture and making sure it is something that they want or need. No I didn’t need the doughnuts, nor did my hips, but Lezlie knew with my tight travel schedule that I wouldn’t be able to visit the shop myself, so she got them for me!

2. Be unexpected – the best part of a WOW! gesture is the surprise element. I never expected that Lezlie would take the time to walk several city blocks at 6am to get doughnuts for me!

3. Be personable – no doubt the most important component is to be personable. Her gesture wouldn’t have been the same had she gotten me a doughnut from Krispy Kreme or if she wouldn’t have included the maple-frosted, my favorites! I knew that she took the time to listen to me and remember what I would like.

Lezlie’s unexpected, thoughtful, and personable WOW gesture still has me talking and telling as many as possible. She got it right. Are you?
Want to see the Top Pot gift doughnuts from Lezlie? Find them on my Facebook page.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Read and Renew

2010-06-23T11:47:00.002-04:00

Where is your passion?

Is it in your work, your friends, your hobbies, your family?

I re-found my passion in a book. A good friend of mine had been telling me about this book, The Alchemist by Paulo Coelho, for years. I had put off reading it because I thought, "Why in the world would I want to read a story about an alchemist?"

More importantly I thought, "What is an alchemist?"

Then a few Christmas' ago, I received the book as a gift. I was immediately interested -- now there were two people, who knew me well, leading me to open the pages of this mysterious book.

I quickly began on a literary journey that only lasted two days. As I was reading, it was as if each page was speaking to me. It had been a long time since a book had touched my soul in this way. I was mesmerized!

Overall, it was a quick and easy read, but more importantly, it was a read that changed my outlook on my life. You see, at the time, I had become bored with my job. I was lackluster, robotic, and completely unsatisfied with my work.

The Alchemist changed this. When I closed the book, a light switch clicked on. I re-discovered my purpose in life. My passion. My passion of teaching others.

That led me to where I am today… into my role as the Double-Tall, Non-Fat, No-Whip Sales Barista. A job where I wear many hats (designer of course)! I sell, I speak, I share, I write, I train -- all allowing me to teach others along the way.

There was one simple line in the book that specifically re-sparked my love of teaching and confirmed that this is my life's purpose: "Everyone, when they are young, knows what their destiny is."

When I was a little girl, I wanted to be a teacher. Plain and simple. Over the years, I have found that when I am helping another person learn how to do something new, like helping my dad with a computer, cell phone, GPS, or pretty much any new-age electronic, I am fulfilled with joy.

What did you dream to be when you grew up?

Where is your passion? Is it alive in you and the other lives you touch daily? Or is it lackluster, robotic, and unsatisfied?

The Alchemist helped me uncover or simply rediscover my life's purpose. If you are that lackluster, robotic, unsatisfied person I was, I challenge you to remember your dreams and take action!

What actions can you take to rediscover your passion?

1. Think Big – dream of what you wanted to do as a child, when you had no concept of limitations. What was it that you loved to pretend to be or do?

2. Act Big – take action steps to make that dream a reality. Look at ways that your passion appears in your day-to-day life and take action to spend more time doing those things.

3. Change Big – make changes that allow your passion to shine. Did you dream of being a veterinarian as a child? Maybe that isn't feasible now (or maybe it is), but volunteering for your local animal shelter is!

My passion was recently confirmed. After attending one of my Yes! Attitude training workshops, a young man was inspired to take action by my teaching. I see it everyday on his Facebook page and I smile. Passion accomplished!

Email me, subject PASSION! with YOUR best espresso shot tip on how you combine your passion with your work! One lucky person will win their own copy of The Alchemist and have their tip posted on my facebook page!

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

Nice to Meat You!

2010-05-25T09:24:00.000-04:00

"You should check out The Meat House in Charlotte!" I heard while having dinner with a friend the other evening. The Meat House, Matt explained, is the new neighborhood butcher, and he continued to rave about their meat selections for a few minutes.

Two days later I was walking through their doors.

"WOW! What a cool place." I thought to myself, as I gazed around the entry-way of what I would describe as a Meat Boutique.

I was quickly greeted by Courtney, a smiley young woman eager to help me who asked, "Is this your first time here?"

"Yes!" I replied.

"Would you like for me to show you around?" she asked politely.

"Sure."

We walked through the store as she pointed out each area. Local produce, wine selection, beer, fresh bread from a local bakery, explaining along the way, "We try to give back to the local community as much as possible." Adding value in my mind.

Next, we walk towards the long butcher counter where Courtney starts explaining the different meats they carry and the marinades. She walks towards the counter where one of the butchers hands her a small package. She presents the package to me, "Here is a sample of our burgundy wine marinated steak tips for you to take home and try!" More value added.

At this point, Courtney let me know if I had any questions she would be around, but she would now let me explore the store on my own. As I walked around, I found a few sample stands to try some of their unique fare. Cool.

I ended up buying some steak tips, mushrooms, and potatoes for dinner that night. It made for a DELISH meal. It was nice to know that their product matched the level of service from Courtney.

You may be asking yourself, "What does buying meat have to do with me?" The answer: Everything.

Why did I go to The Meat House? I received a great referral from a friend. Who is referring you?

Why did I buy from them that day? I received great service as soon as I entered their store. How great is your service?

Why will I go back? Plenty of reasons: they gave great service; have a different product that I have not found elsewhere (and that tastes fantastic); they were friendly; they were willing to help me; they support other local businesses; and they gave great service.

Did I mention the service? What reasons are you giving your customers to keep coming back to buy from you?

I'm thrilled about my new discovery and look forward to picking up many dinners from The Meat House. Great service and great products lead to referrals and new business.

I'm your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.gitomercertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112

With Hesitation I Service Thee!

2009-12-15T09:34:00.000-05:00

Customer service isn’t that hard. Or is it? When was the last time you had crummy customer service? I’m going to go out on a limb and guess not too long ago. Guess what? Me too!

I’m consistently amazed at how many people don’t understand how to be a disciple of great service. Maybe my expectations of service people have been raised since starting work with Jeffrey, but I just think I’m noticing it more.

Here’s an example. I ran to grab takeout for dinner one night at a new Donatos restaurant. I ordered, sat down, waited, received my order and left. Just so you know, I grew up in a get-it-how-you-want-it type home, and I still expect to get-it-how-I-want-it. So when I ordered my pizza, I specifically request, no onions, (I detest them) add pineapple (makes any pizza that much better), to my individual BBQ chicken pizza. And thin crust of course!

I arrive back home with my order and open the box. UGG! There, on this beautiful pizza creation, sits several dreaded onions. Really people? Is it that hard to get it right? Anyway, I locate my receipt in order to get the store number so I can call and let them know about my order being wrong. The number wasn’t on the receipt. Friendly note to business owners: always put your phone number on your receipts!

Even more annoyed, I Google “Donatos + my zipcode” to get the store phone number. I call. The phone is answered by the young lady who originally took my order and I explain to her that there are onions, GASP, on my pizza. Further explaining to her that if she remembers, I specifically stated, “no onions, add pineapple.”

First, she apologizes.
Second, she offers a new pizza.
Third, she tells me I can come back to the store and get my new pizza. WHAT?

I politely but firmly explain to the young lady that I don’t want to come back to the store due to their mistake. She asks me to hold on and says to the manager, with me still on the line and able to hear, “She doesn’t want to come pick it up.”

And to my utter disbelief, the manager hesitates. Silence. More silence. Then finally a response of, “I guess we can deliver it, get her address.”

Really? It took a manager more than a split second to make the correct decision. A decision that admits and corrects their mistake. A decision that shows they appreciate their customers. A decision that would make their customers happy. And he HESITATES? Unbelievable!

So this is my advice to all service industry people when a mistake occurs, do not be the Donatos' manager and contemplate putting the responsibility of your mistake on your customer. Instead:

1. Apologize. Take responsibility for making the mistake and let your customer know you are truly sorry for the inconvenience.
2. Do the right thing to correct the mistake. Do whatever steps you feel are necessary to rectify the situation and make your customer happy!
3. Do it without hesitation!
4. Do a little something extra to ensure the customer will keep coming back. Going above what the customer is expecting from you will help them forget the mistake and will most likely get them talking about you.

Mistakes are inevitable, what will you do the next time you make one?

Would you like three more tips on executing successful service? Email me, subject SERVICE for my espresso triple-shot tip on how to be a successful disciple of service.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or by calling 704-333-1112.

No Problem Here

2009-11-17T14:35:00.001-05:00

When was the last time you had an AHA moment while listening to a story?

I had one, not too long ago, while sitting and having wine with my neighbors. We were talking about a bad storm that had passed through earlier in the week and the aftermath of problems it left when our section of town-homes were struck by lightning. Many electrical appliances were fried: televisions, laptops, receivers, Direct TV boxes, etc.

The morning after the storm, Tim, from Home Specialties, was scheduled to come set up the universal remote for our home. And he did, but I didnt find out what he did before he came to the appointment until after talking with my neighbor Kirk.

Kirk told me that he was working in his office upstairs when he saw a truck pull into the driveway. He wasnt expecting anyone, so he went down to check it out. In the driveway was Tim.

Their conversation went something like this:
Kirk (Potential Customer): Hi, Can I help you?
Tim (Sales Guy): Im sorry, I think I am at the wrong house. That was a bad storm that came through last night. Is everything OK here?
Kirk (Potential Customer): Well, a few things were ruined, our two computers and a garage door opener.
Tim (Sales Guy): You know, Im from Home Specialties, and I worked on your home and did all of the wiring. I could take a look and see if I can help.
Kirk (Potential Customer): Wow, thats very nice. I would appreciate that.
You can imagine how this ends, or maybe you dont. Kirk is now one of Tims Home Specialties alarm system customers.

After recounting the story, Kirk told me, Tim really reminded me about the importance of customer service because in sales, there are no such things as problems, only opportunities to make relationships.

AHA! Now thats something worth repeating.

In sales, there are no such things as problems, only opportunities to make relationships.
When was the last time you took that approach?

Tim went to the wrong house. He could have easily said Sorry and left it at that. But he didnt. He saw his mistake as an opportunity to get to know Kirk. He was successful in making a sale because:

1. He had a YES! Attitude
2. He was able to see an opportunity, not a problem
3. He was willing to help
4. He built rapport with the customer
5. He backed it up with knowledge and was able to become a trusted advisor

I challenge you to use Tim as an example for yourself. Next time you make a mistake or have a problem, seize the opportunity to make a relationship. A sale will follow.

Want to know the best way to build a great client relationship? Send me an email (stephanie@trainone.com) with the subject line RELATIONSHIP to receive my espresso single-shot tip on how to best build your client relationships.

Im your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the only Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event,please visitwww.GitomerCertified.com or contact the friendly folks at Buy Gitomer at 704-333-1112.

Gitomer Certified Speaker

2009-11-05T15:50:00.002-05:00

I'm one of Jeffrey Gitomer's 8 hand selected speakers! Check it out at: http://www.gitomer.com/seminars/Gitomer-Certified-Speakers.html

And then book me!

Fulfillment of Your First Time

2009-10-13T12:20:00.000-04:00

Do you remember your first sale?
Do you remember the rush you got after you closed it?
Do you remember the validation you felt? A reassuring feeling, wasn’t it?

How do you feel when you close a sale NOW?
Do you simply smile then move on to the next one?
Or do you relish making the sale the way you did when it was your first one?

I remember my first sale. As a TrainOne sales rep, I had been doing my due diligence to learn the product and implement Jeffrey’s proven successful sales skills. I listened to the senior sales reps on the proper way to make a sale. I studied and practiced and prepared. I wanted to make sure I did everything perfectly. The realist in me knew I wouldn’t be perfect, but I wanted to arm myself with the knowledge and skill to be as perfect as I could on that first sales call.

I remember picking up the phone to call Scott. It rang and then he was on the line. “Hello?” The rush of having him on the phone hit me and I took a deep breath and started the conversation the way I had studied, practiced and prepared. The call went well and I was able to accomplish my goal of getting an appointment scheduled to show him a demo of our product.

My demo appointment with Scott went with only a bump or two along the way. Much to my delight, Scott became my first customer! He also became a great enthusiast of mine. Following the close, he was quick to inform me that he knew he would be buying from me after our first call. He said I had demonstrated what I was selling unlike other representatives from the various companies he had spoken with in his discovery process of who to buy sales training from.

Stop it, you’re making me blush!

I informed Scott that I had only been with the company for one full week. He was shocked that he was my first customer! I was ecstatic. I was validated. I made sure to relish in that moment.

So I ask you again (in case you didn’t think hard enough the first time I asked), do you remember your first sale? Do you remember studying and practicing and preparing so you could be perfect? Or maybe you didn’t. Maybe you got lucky, and maybe you have never worked hard at making a sale. And if that is the case, think of how many MORE sales you would be making if you studied, practiced and prepared!

Go back to the beginning. Start your sales with the drive and passion you had when you were just starting out; when you were hungry to make your first sale. Make them know they are going to buy from you when they walk away from your first encounter.

Study.
Practice.
Prepare.
Sell.

Need help preparing for your next sales call? Emailstephanie@trainone.com with the subject line PREP TIPS for my espresso quad-shot tip on how to prepare for your next sales call.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Orgasm and I bought It!

2009-09-22T12:54:00.001-04:00

Have you ever had a job where you were able to pick your title? Me either. That was until I started working for Jeffrey at TrainOne. Of course, he has final approval, but still, it’s pretty cool. So as I started down the journey of trying to find a great sales title to become known by, I thought, “What’s in a name?”

As a woman, I am a marketing person’s dream buyer. I buy the name. Sometimes I buy only because of the name; those are what I call power names.

For example, when I go to get a manicure, I pick my polish colors based on nothing other than the name. OPI nail polish has mastered the art of creating a power name. They know that I don’t want to paint my nails pink. They know I want to paint them I Pink I Love You orAphrodite’s Pink Nightie or my favoriteI’m a Princess…You’re Not.

Another example is NARS. They are a very popular cosmetics brand (for the men reading this). One of my favorite blush colors is manufactured by them. It’s called Orgasm and yes, I bought it purely because of the name!

So names, to me, are pretty important. They entice me to buy. What have you bought strictly based on its name?

I spent several weeks working on my power title. Some were OK, some were pretty good, but I didn’t hit the jackpot until I 100% personalized it. I was drinking my Starbucks (another powerful name), as I love to do, and it hit me…Double-Tall, Non-Fat, No-Whip Sales Barista. Now that was a title! It was also the drink I had been ordering for years. I excitedly emailed my suggestion in for approval. Received an email response that he thought it was kick a**! A pretty nice compliment from the big guy!

As I started my first week with TrainOne, I added my power title to my email signature and got working. And you know what? My title got a LOT of attention from my sales leads. One guy even called me back and asked for me by my whole mouthful of a title. I’m not saying that a title will make sales for you; we both know it won’t. But it can serve a great purpose in identifying what you do and giving your customers insight into your personality.

What is your power title?
Is it creative?
Is it 100% YOU?
Is it worthy of a conversation?

Probably not, so I challenge you to take some time and really think about what you want to be known as and create your own power title. You’ll know it’s a power title when it is:
personally-creativeattention-grabbingconversation-startingreply-worthyNow go and put it on your business card. Maybe, just maybe, you’ll get a reply simply because of your new title!

Need help creating your new power title? Email me, subject POWER TITLE for my espresso triple-shot tip on how to create your own power title.

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Welcome!

2009-08-11T09:14:00.000-04:00

Welcome to my Blog!

Just getting started. Looking to share with you my thoughts, successes and failures!

Best,
Stephanie