This morning I attended “Smart Selling with Jack Daly,” at the New York Enterprise Report small business seminar series. I had heard a lot about Jack Daly but I never attended any of his seminars.

Besides from being full of himself, he did offer a lot of valuable information. Some of the takeaways included:

➢ Create a culture that is fun and enjoyable by your staff; if your staff is happy they will help you grow your business.
➢ Measure everything – if someone is not producing get rid of that person. Daly says, “People will fight for goals they set!” Make sure to rank salespeople at least once a month.
➢ Hire slowly and fire quickly
➢ Daly says that every salesperson should maintain the following baskets – prospects (those you never did business with), customers (those who buy once and a while from you) and clients (those who buy from you all the time). He says, “Better salespeople will call the right people and only call the high opportunity accounts more frequently.”
➢ When someone new enters your office, spend time with him or her, Jack Daly says. “Throw them a party and the welcome mat. Why is it that we always throw parties for those who leave us? There’s something wrong with this picture!”
➢ Make sure to “Role Practice” every week!
➢ Don’t sell to everyone the same way, adapt and become a chameleon.
➢ Make sure you have a written plan to achieve your goals and then evaluate every week!
➢ Be memorable. Make sure to change your Voice Mail every day, send out cards immediately after the appointment.
➢ Finally, Jack Daly says, “Success is in the palm of your Hand!”

Thank you New York Enterprise Report for providing small businesses with an opportunity to see Mr. Daly! This was a fabulous seminar and to be honest, I don’t say that very often….

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