Michael originally studied architecture at UC Berkeley. During that short introduction to the curriculum, he became patently aware of the fact that people were influenced by their surroundings. Sociologists have told us for years that children are particularly effected by their environment. We like to say, it’s harder to act out when you’re wearing a tuxedo.

Clear the decks for battle!

We’re not suggesting that folks all dress like penguins or move into palaces to be successful. We started out in the laundry room in an old ranch house that leaked when it rained. But there was one thing we both agreed on right from the start. Wherever we lived and wherever we worked was going to be clean and orderly. We knew that a messy environment was not going to help us overcome the messy challenges we all face in business.

Every once in a while, when things get especially hectic, we’d slack off on the clean and orderly bit. It didn’t take long before we’d start to get confused and downright discouraged. The good news was that we knew there was something we could do to make a difference. It would only take a few hours, or in the worst case, a few days.

Getting our surroundings back in order always give us the feeling of having a fresh start. That in itself was encouraging. It didn’t solve our problems, but it did allow us more clarity and better focus. It gave us optimism.

The old Navy captains would shout the command, “Clear the decks for battle!” That should be the mantra for this time of year as we finish one year and prepare for the next. This is a great time to clean up and reorganize your office. It’s something you can do that shows a commitment to the future, gives you an immediate psychological boost, and will pay dividends in the year ahead.

Why not schedule one of those days you plan on taking off for the holidays and give yourself the precious gift of order and peace.

10 Steps to a Clean Work Environment

We have a friend who is a cleanup expert. She believes you can clean up any room, house, or office with this simple 10 step formula:

1. Take the day off.
2. Put on some upbeat music.
3. Get out a few large garbage bags. She believes most of the mess you’re cleaning up is trash.
4. Get out several empty boxes. She believes a lot of what you’re looking at can be gifted to others.
5. Pick up the first item and look at it.
6. Do the triage:

• Do you really need it? If so, clean it and put it back.
• Should it be tossed? If so, put it in the trash
• Can it be donated? If so, put in in the donation box.

The idea here is to not put it down until you’ve decided which of the three places is its new home.

7. Repeat. Pick up each item and make the same determination until you’re done.
8. Then call the Goodwill and take out the trash.
9. Dust and vacuum.
10. Put on some mellow music, enjoy a favorite beverage and gloat!

Now you’re really ready for the New Year! Happy Holidays everybody!

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post Clear the Decks for the Year Ahead appeared first on The Barefoot Spirit.

There are many books written on the subject of sales, sale techniques, and best closing strategies. We’ve often said the best sales person is the “Assistant Buyer”. The key to sales success is simply to sincerely have the buyer’s best interest at heart.

When you produce a product that goes through distribution channels, or when you offer a service business to business, the funds your buyer has to buy from you came from the sale of their product or service. If you are selling direct to the consumer, you still have to recognize that they have to work for the income, one way or another, that enables them to buy your product.

Everybody who sells products or services wants to sell more. The ultimate question from your prospect is: “How does your product or service help me sell my product or service?” or “How can you help me make more money?” That’s why positioning your sales pitch as enhancing theirs is so effective.

Here are some ways your product or service can help your customer’s bottom line:

1. Reduce his overhead cost per unit sold. He has to pay rent, lights, power, insurance, staff, cleaning, etc., whether he sells your product quickly or slowly. If it’s a fast seller, his cost per sale is reduced. He improves his ROI on his capital investment, maintenance, advertising, and staffing.

2. Increase his profits with lower acquisition costs and, consequently, higher profit margins on your product. Give him a volume purchase program that enables a lower retail price and increased volume resulting in higher profits per month.

3. Make his retail environment more attractive with seasonal point of sale materials and promotional programs geared to the theme of the given holiday. Make your displays festive decorations to his retail space.

4. Increase his business with local promotions and support for neighborhood causes. Use Worthy Cause Marketing to bring in customers who have a social reason to buy your product. Let the membership of the non-profit you support know where your product is for sale in his neighborhood.

5. Sell him a product or service that makes him more attractive and more competitive to his clients or retail customers. Give him the best price in your category, or an area-wide exclusive for an introductory period.

6. Add value to his total sales package. Is there something you can sell him that makes what he’s selling more valuable, adds an extra feature or delivers another benefit – like a guarantee, excellent customer service or loyalty program? Does your product give him “green” bragging rights?

7. Improve his personnel’s efficiency by providing training, benefits or tools his staff can use to increase his sales. Help him find and keep good people.

These are just a few examples of how you can help your buyer increase profits and do his job more efficiently. When you focus on what your buyer is trying to do, you can quickly get a clue as to what you can do to help him increase his sales. Adding value to his sales efforts with your product allows him to say to his customers, “But wait, there’s more!”

Who We Are

Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.

Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.

They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.

Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.

To make inquiries for keynote speaking, trainings or consulting, please contact sales@thebarefootspirit.com.

The post World’s Best Sale Pitch: “My Product will help you Increase Sales” appeared first on The Barefoot Spirit.