Decide who you are ...and be that

I used to be a big fan of the show M.A.S.H.   I still like it, but not for the humor, but for the occasional nugget of real wisdom that I hear in these old re runs 

For example in one episode BJ and Hawkeye are ribbing Charles on taking too long to operate. His response is a stunning nugget of Sales GOLD .  " I do one thing at a time, I do it very well, and then I move on. "

You see, I have learned that I would rather do one thing great, than to do a number of things and only do them adequately

>First, however you have to decide who you are professionally, and what you can do well

For me it is clear :   I am a Sales Manager, I manage deals, and motivate sales people to achieve .

I am not a technician, I am not an accountant, nor am I able to do those things well . Sure , I understand technical aspects of my product, and I have an understanding of the numbers. But I could not be successful in either of these roles.  Why?   Because I am a Sales manager.

>Once we have have cleared up our role, we must get to work on doing it well.

Mastering one's craft used be a source of pride in this country.  You started a new job as an apprentice then worked your way up to an assistant and then worked from there to be certified, and after much learning and work you were considered to have mastered the craft.  Today we seem reluctant to put in the effort or the time needed to really master anything.

Success takes work.    There is no short cut here, You simply cannot be a great sales person and not put in the work.   It takes Study, practice, rehearsal, and a focus on the goal .

STUDY
 I have not done this up to this point in my blog, but I would like to make you a few recommendations of trainers that I know to be the best at what they do:
Mike Whitty   -> www.mikewhitty.com
Grant Cardone - > www.grantcardone.com
Paul Cummings -> www.paulcummings.com
Dan Waldschmidt -> www.edgeofexplosion.com

These folks do not pay me to endorse them, nor do they even know that their sites are recommended here, but I know they are committed individuals and have dedicated their lives to developing great sales teams.

PRACTICE & REHEARSE
  I have said this before   sell everyone !!  your kids, your spouse, your team mates, anyone who will stand still long enough !!!!!  practice and rehearse your presentation.  work on it until it is second nature.  learn to sell with purpose, and a plan. know where you are in the presentation, and be able to anticipate what is coming next. be prepared.

FOCUS
  Remind your self every day what it is you are working for.  write down your goals and read them every morning. remember the words of YODA  " Do or do not, there is no try "


Sell like your living depends on it
Donnie

The " not so secret" all time solution to higher sales and a better life !!!!!!!!!!

WOW what a title!!!!

Sounds like I have a formula here that may just change your life,  That's because I do. 
This formula is inside of a container that you already have with you, as a matter of fact that container is YOU


I have met a lot of sales people in my life, some just seem to know how to get that inward fire stoked, while others, try as they might, cant seem to get it burning
  These poor guys try it all, energy drinks, loud music,jogging in place, they manage to get their blood pumping for a short burst... but soon find they burn out.
  If this is a picture of you, the situation is very simple , you just haven't learned a  basic truth.

 THERE IS GREATNESS INSIDE OF YOU
  We have all heard of the men and women who against incredible odds, and impossible circumstances manage to survive.   Things like being lost in the wilderness, Trapped in demolished buildings, Stranded on snow covered mountain tops.
   We have read the stories of the people who lift cars off of children, run through blazing fire to save a loved one, or some other feat of heroism.
These folks are built just like you and I. They are wonderful complex human beings.
 They are People who find Greatness inside of themselves.

  So what about you?  do you think you were skipped in this department ?  Absolutely not !!   This tenacity, this determination, this supernatural charge of energy is waiting inside of you.

 Unlocking it starts with your unwavering conviction
  You cannot be willing to accept less than greatness in yourself. 
    Don't rest your head on the soft pillow of self pity, it will lull you to sleep and you will be doomed to a career filled with mediocrity and average success.
  You must push yourself to be better today than you were yesterday.  You have to get up every morning and find within you that determination and drive that will carry you to the top of your selling game. 
   I am not a doctor, nor a professional trainer. I am not a guru by any one's standard . But this I KNOW without the sincere conviction that you are capable of great things, you will never achieve great things
You cannot be willing to accept less than greatness in yourself. 

You must call your self to action
  Develop the daily routine of "Calling yourself to the task at hand.  I will give you a daily affirmation that I believe will help you to do this.  You are welcome to use it "as-is" or modify it as needed.

          TODAY I WILL ACCEPT NOTHING LESS THAN ALL I HAVE TO GIVE

I WILL NOT ALLOW FEAR TO STOP ME FROM TRYING

I WILL NOT ALLOW FAILURE TO STOP ME FROM WINNING

I WILL APPROACH MY TASKS TODAY WITH ENTHUSIASM AND DETERMINATION

I WILL SUCCEED

I am going to continue on this theme for the next few posts, I am interested in hearing from you, please feel free to use the comment section.  or email me at donblanz.@gmail.com

Tomorrow we will look at holding yourself accountable for greatness

Sell like your living depends on it

Donnie





  

Lets make it happen

I suppose there are few things as dis heartening to a retail sales pro than a business slowdown

You know what i am talking about, those days that feel as if they are crawling by, when there is just not enough coffee to keep you awake. 

This is time we are most vulnerable to day dreaming, Time wasting, and the general dismemberment of all we are working towards.

SO...

LETS STOP WAITING FOR A CLIMATE CHANGE, AND START CONTROLLING OUR OWN ENVIRONMENT

1. GET BUSY GETTING BUSY !!

  Activity breeds activity.  
Hey you've got the time available, so lets use it !!  I will give you a formula that will increase your sales in a down month

A. - Send 20 handwritten notes daily
           Let your prospects know that you are still in there working to earn their business
Snail mail is a lost art form, it is generally ignored by your competition which makes it fertile soil for growing new business - avoid form letters or computer generated "sell it all" letters.  Just a few quick lines , hand written and sincere.

B. Dial for Dollars

  30 to 35 calls a day
  Not just blind cold calling here,  targeted planned calls.  Contact those customers that just needed some more time to make a decision.  Contact that Customer who was just starting his shopping experience.  Call the guy who told you no.
Are there deals and incentives that are here this month that wer'nt the last, Whats new in your industry ?  Are there exciting product changes, PEOPLE NEED TO KNOW  and you've got the time to tell them !!

C. Tend your Garden

  You have developed a book of business, You have sold customers that know you, like you, and trust you.
They have friends and family members that would benefit from your services. Lets get those names and numbers. ( Create a reward system that makes your customer happy to have helped you with a referral  a little money, a gift card, maybe a meal at the local restuarant )

Hey were getting busy already!!  But we are not done yet !

2. SHARPEN YOUR SKILLS

    A.-  Make sure you are up to speed on any new innovations in product.
    B. Analyze your competition, What are they doing well, what can you learn from them, and how will we
         stay ahead of them
    C. Perform a "Post Mortem" on lost deals ( I know this is a painfull exercise, It involves admitting we   were   not as good as we could have been .  We have to look at our selves in a brutally honest light here and answer the toughest of all questions " Where did I fail?"


3. STRENGTHEN YOUR TEAM !!
      One thing I have learned through the years is that a tight knit, like minded positive team can accomplish great things together.   This is the time to make that happen,
Team up for your mutual success
Help a partner close a deal, ask them to help you, a fresh face, a new voice, this may be all it takes to turn a prospect into a customer and the team will be stronger for the success.
   Train together -work on the rough areas of your game, steel sharpens steel !!
Share positive influences- we all need fresh insight and positive energy to stay on top.  Be a provider of that energy


I'd share more, but you are way too busy to sit and read !!!

Sell like your living depends on it,
Donnie

Luck takes work

Early in my career  I wasted a lot of time looking for lucky breaks that would increase my income, and make me a better Sales person
  Like a lot of sales people  I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better


IT TAKES WORK
  There is an old saying, the harder I work the luckier I get . 

This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.

- I came in early, and I stayed late  - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived  At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day  I found my self talking to more customers and making more deals. Just lucky I guess

- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started   I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak"   This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .

- I practiced - I pitched my product to any one that would listen .  Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became .   I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked  My confidence rose and my sales increased . Lucky again 


  These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.


Sell like your living depends on it
Donnie

Being a difference maker

  I have just wrapped up  the five part series on Traits of Great Salespeople .  I received an email from a young sales person who asks " What if I am working to be a sales great, and my company is not concerned with greatness?"

 BEING A DIFFERENCE MAKER

From time to time you may find yourself working with a team that seems to put no importance in doing the things that set a company apart as truly exceptional .

 This can be a very discouraging feeling, but you can make a difference.

START WITH THE MIRROR

  Is it really the team that is failing to live up to greatness?  Has your attitude slipped and changed your perspective?   Hey it happens, a sales slump,  some bad personal experience, maybe you have fallen in with some very negative influences.  Before you know it you are blaming the company for your lack.
  The mirror is the first step in being a difference maker.  Make sure you are putting in all the personal effort you can, and check your attitude .  Step one, Make sure you are not the problem

BE SOLUTION ORIENTED

Where can the team do better? How can you contribute to the success of the organization.  Remember if the company fails you fail as well.  Sure you'll find another job, but you have this one now , so lets work on making it better.
 Ask  sincere " why" questions.  "why are we doing it this way?"
 Don't waste time being combative here, it only serves to shut down the positive communication you are trying to encourage
 Show leadership
 Be willing to lead the effort, put in the work, and set the example.  Criticism without action is wasted breath.  You don't have to hold a title to be a leader.
Acknowledge progress
 If it is getting better, say so.  this is a building process, Positive reinforcement is the mortar between the bricks.  A pat on the back from a team mate is worth huge rewards to the team as a whole.


SHOW SOME LOYALTY

To many salespeople "jump ship" when the going gets tough.  We have the tendency to ask loyalty of our employer, and not require it of ourselves.   I am not suggesting that there aren't legitimate reasons to leave a bad team. However I think we need to invest more time in improving the team before we throw in the towel.
Remember what drew you here
  There was something that made this team appealing, what was it? has it changed? Can you get it back with some work.  Its easy to whine, its harder to work and build.  The work is worth the reward.
Take a fresh look at your goals
Renewed focus is often all that is needed to turn a team around. Take a hard look at your personal goal revive that inward fire that drives you, and see if the team doesn't improve
Set an improvement time line
 Decide what is a reasonable expectation of time for a turn around.  Put in your best effort, and give it the opportunity to improve
No one ever finishes in first place by quitting the race


Sell like your living depends on it


Donnie

A Positve Attitude

The final trait for this series on five traits that make Great Sales people

A POSITIVE ATTITUDE

OK, here it is ,the nail that has been hit millions of times, in every conceivable manner, by every sales trainer I have ever heard speak.

And yet it is important enough to mention again!!

WHAT A POSITIVE ATTITUDE IS NOT

It is not a blind , Cartoonish view of the world .  It is not an unyielding belief that all things and all people are good.  It is not a state of ignorance or a child like view of life

IT IS

A deliberate setting of the mind to avoid all thoughts and actions or people, that would negatively impact the life or work of the Sales person
  It is the intentional impacting on those around us in a positive and uplifting manner.
It is a critical element of success as a sales person, And I believe, success as a person in general
It is the constant pursuit of good training, and positive influences in one's life


  lets face it, as Sales people we face rejection and negativity on a daily basis.  Even the best of us statistically
will fail two thirds of the time. We have to be armed to offset that negative wave, A positive attitude is the best preparation we can have

- It drives us to learn our craft
- It inspires others to step up
- It shines a light when surrounded by dark influences
- It is the fuel that gets us up early, and keeps us up late
- It is a family's strength when the world says the outlook is dim
- It is the difference maker in head to head competition
- It is the heart beat of good selling organizations
- It is the shield that protects from the spears of our enemies
- It is the deep breath that keeps us from drowning when we are under water in life
- It is the telescope that puts the better horizon in focus

Sounds Great doesn't it ! So where do you find it ? 

IT IS INSIDE OF YOU ALREADY !

- It needs to be fed with good influences ( read good books, listen to great speakers, surround yourself with positive people.
- It needs to be shared , The more Positive energy you put out the more you get back, It is a self fueling
- It needs to be protected.  there are those that will rob it from you if you let them

Sell like your living depends on it

Donnie

A sense of Purpose

The fourth in Our series of five traits of Great Sales people

A SENSE OF PURPOSE

PURPOSE

1. The object toward which one strives or for which something exists; an aim or a goal: "And ever those, who would enjoyment gain/Must find it in the purpose they pursue" (Sarah Josepha Hale).
2. A result or effect that is intended or desired; an intention.
3. Determination;  He was a man of purpose.
4. The matter at hand; the point at issue.

  Those that truly master the craft of selling, are acutely aware of what they are working toward.  they are also grounded in the processes necessary to achieve that purpose

UNSHAKEN

 The economy may waiver, The industry may be shaken, The money may get harder.  But the Greatest in our field just keep pressing forward.  They adjust their gameplan to account for changes in the market place ,but never take their eyes off the prize.

  Please don't mistake this trait for blissfull ignorance, these are not ignorant professionals.   They stay up to date on industry trends and market fluctuations they are vigilant about staying current and proactive in their approach.

  A true selling great understands that fear is a gateway to failure, and they use preparation and hard work to overcome it.

  This principle trait makes them a natural leader, regardless of title.  Team mates and management both draw strength and encouragement from him or her .

A COMPLETE PICTURE

  The Idea that you are what you do , is bad thinking .  You are many things,  A spouse, a Son/Daughter, a Father or Mother, A grandparent.   The best among us realize they are many things to many people, They work at having a healthy balance at life.  

  Seeing yourself in a complete picture is critical to success at selling.  It tells you how it all fits together for you. Looking at your self in this way ,will help you find structure and peace, It will make you a better sales person and a better person all around. 

GOAL DRIVEN

  The importance of goals both personal and professional cannot be over stated .  

Benchmarks of progress are nessecary to understand where you are in life and how your work is contributing to your success.

Set simple clear goals  I would suggest a Daily, weekly, monthly, and Yearly plan.  Use these goals, as the best do, as milemarkers . 

 Where am I  vs. Where am I going .  How has my work paid off?  Am I in need of additional support, or an adjustment to my approach.  A simple plan makes the answers clear and that makes for Great sales people

Sell like your living depends on it

Donnie

An Outpouring nature

The third trait in our series Of common traits of great Sales people

AN OUTPOURING NATURE


  Those that reach the pinnacle of the selling profession know this principle trait well.

  You see the hallmark of success has never been the amount of money you make, although that is certainly a benefit of sales success.  It is in fact the number of lives you influence


A BENEFIT TO OTHERS

If you have been in sales for any length of time at all, someone has mentored you at some time.  Chances are good that someone was not in a position that REQUIRED them too .  Rather odds are that those that mentored you most positively are Sales people that took of themselves, and poured into you

AN OVER FLOWING CUP

Fill a cup past the brim, and someone or something is going to get wet !!    When A Professional sales person is experiencing the benefits of being at the top of his or her game, It is a natural extension to want to share that success with the team around them.  That is exactly what the best in our business do

A PERSONAL EXAMPLE

  When I came into sales, it was into a small office supply company.  I sold office equipment on the road to various businesses in Indiana.  One of my clients was an RV dealer.  I had the opportunity to show this dealer  a copier. About thirty minutes into the presentation, he asked me rather plainly, " Do you know how to close me?" .  I had to admit to him I didn't even know what the word close meant. 
  He made me the offer that changed my life.  He did not offer me a job, but rather, he told me if I would come by once a week, he would teach me how to sell .   We set the day for Tuesdays, (he bought the copier incidently), and my path of learning had begun.
  This man had no reason to invest his time or energy into me. He owned just a small dealership, and had no budget for another sales person.  He simply understood the principle of an out pouring nature.
  Three years later I went to work for that same dealership, and I was there for close to 17 years.  I began as a salesperson, and eventually held the position of GM.  I would have never experienced the RV business, or true sales success were it not for this Sales great in my life.  I have seen this principle first hand.

COMING BACK AROUND

  Some one may say thet the only reason the Dealer above poured into me was to eventually hire me.  The truth is however He recieved the direct benefit of his out pouring nature.  I watched him for many years pour into others in the same way, He spent thousands of dollars making opportunities happen for his people.  ( I have since learned this is characteristic of many RV dealership owners in this great business)  This man started as a sales person , poured into others, and reaped the direct benefit from it


Sell like your living depends on it
Donnie

Inward Accountability

The 2nd trait of GREAT Sales people in our series

INWARD ACCOUNTABILITY

Every sales person has someone that they are ultimately accountable too The greatest in our profession hold themselves to a higher standard than others expect of them

INTEGRITY

  You won't find the best in the sales game taking part in slippery snake oil selling.  They know that at the end of the day deceit brings defeat
  You'll find them working hard to be sure that every detail of a transaction is disclosed, every promise kept, and even if it means losing the deal, every fault uncovered.
   A true sales professional understands that along wwith his money, a customer also spends his trust.  This expendature means something special to a truly great Salesperson .

PERSONAL RESPONSIBILITY
 
A mentor of mine once told me that when you point a finger at someone else the fingers left balled up in your palm all pointed back at you.
  The Greatest among us do not waste time with the blame game, They step up and take full responsibility for the success or failure of every transaction.
  They are the first to check the details, The first to admit fault , And usually the first on the scene with a solution . 

COMMITMENT

  Whatever it takes.  We hear this phrase a lot  in sales .  Have you ever had the pleasure of seeing this attitude in action?   It is truly amazing to watch a sales person who is commited to the process work.
This Salesperson is relentless in the pursuit of perfection. Their customer feels appreciated in the process and their company is profitable.  They settle for no less that the best effort they can put forth, and accept nothing less from those around them .  It really is a joy to be a part of

  The most striking fact is this, no one has to ask that they step up this level.  The Great ones require this of themselves.

Sell like your living depends on it

Donnie

INTENSE ENERGY

  This posting will be the first in a five part series on traits that make GREAT salespeople


Trait # 1  INTENSE ENERGY from Miriam Webster   isnt is interesting that the definition of Intense contains the word energy  hmmm

: marked by or expressive of great zeal, energy, determination, or concentration <intense effort> 

 It starts when your eyes open in the morning !  I describe it like a big bass drum beating in my chest. Your eyes open and into your inner man bursts a day full of opportunity .

UP AND AT IT !!

The excitement of this new day just can't be contained, It is settled briefly for some quiet time, Morning devotions , or reflection, but this time only serves to direct the energy

THE ROAD AHEAD
 Now  plan the day, What does it take to be great today?  This amazing opportunity has to be shared !!   Who will I call ?
How will I get in front of new prospects today?
How will I show yesterday's customer that I appreciate the confidence he put in me?
How will I reward my family for their support
The energy is now being focused into a deliberate well structured  force

AN INCREASED LEVEL OF PERFORMANCE 

  This increased  focused directed energy will positively effect every facet of a Sales person's day It serves as the fuel that keeps him on track, and the gust of wind that carries him over obstacles,

Its the intangible quality that sets him apart from the competition in the eyes of the customer
Its the Signal that tells the management that he is the right salesperson for the job
It's the rally cry that draws the team to him for leadership
It's the personal commitment that keeps him earning despite bad economic times

Intense Energy  the first quality in the formula for GREATNESS

Sell like your living depends on it

Donnie
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IS CUSTOMER SERVICE NECESSARY ?

  I am really starting to get the impression that many salespeople today feel that the idea of offering full service is a thing of the past.

  I guess this conclusion is natural due to the way we do much of our shopping these days

- Big box stores that invite us to help our selves to the merchandise
- Buffet restaurants that give us the opportunity to fill our own plates and bus our own tables
 -Fuel stations that let us pay at the pump and fill our tank
  I could list example after example


IS CUSTOMER SERVICE NECESSARY ?
Consider this, How does it feel when you develop a question inside of a Huge discount store and can't find the employee "assigned "to that area?  You know the feeling, it starts out as curiosity, turns to frustration, then evolves to full out anger at the thought that there is no more value put on your patronage than to greet you with an empty aisle
 How about that feeling you have when your drink runs dry at the table in that buffet restaurant, and you have to leave good company and great conversation to find the soda fountain  are you thinking "big tip"?
 Ever try to find a shoe horn in a rack store? 


You see we all use the self service retail centers, however that should never be mistaken for our not wanting Good service  

As sales people we need to realize the truth about Customer service

 OUR CUSTOMER"S WANT TO FEEL SERVED

A little extra attention, some outright pampering, that is  what they want when spending their money.  And guess how customers react when they find that attention and pampering ;
 You guessed it !!,  BUY MORE and SPEND MORE

OUR CUSTOMER"S RESPOND TO SERVICE
 You see all types of service is responded to.   Bad service results in the loss of business ,
 Mediocre service results in mediocre profits,
 Great Service Results in OUTRAGEOUS SUCCESS
Not only do our customers come back, but they bring the people they care about with them . They want to share this experience.  They talk about it, They write about it, Heck they'd sing about it given the chance.
Great customer service brings GREAT retail rewards.

OUR LIVES ARE ENRICHED BY PROVIDING GREAT SERVICE
- It feels good when we know we are truly serving the needs of those we sell to
- It pays well, great service equals great financial reward every time !
- Our company wins ( A quick reminder, companies go out of business every day, Customers bring  longevity with them , and take it when they leave )

Sell like your living depends on it

Donnie

Selling like it matters

These days I am more and more shocked by the level of apathy in the retail selling profession

A few examples :

* A quick trip to the Mattress store finds the sales man on duty, busy playing the latest game on his "smart" phone
* A stop by the electronics store, and the Sales person has to consult the manual to answer a question on the remote control settings
* A sales person ,Reading a novel,filing their nails,smoking out by the door,Flirting with a receptionist,watching the game, wearing his MP3 player,

Or any other activity that suggests at best he is not ready to help, and at worst he doesn't care !!

Let me be clear, I am a Sales Professional in a retail setting, and I am PROUD of what I do for a living.  I want to do it well, and I am not settling for a mediocre living generated by mediocre talent and laziness. 

And I am certain their are others like me ( Hence the Blog, really not just a rant ! )

So I humbly submit the following advice for my fellow Sales professionals  :

1. Come to work with a purpose
     Set goals, both personal and professional , not far reaching un attainable goals, but daily practical goals
Don't let yourself settle for just "burning" the hours of the workday.  Work towards a benchmark and  accept nothing less than your best effort.

2. Sell with sincere enthusiasm
     What is your " value " in the market place? What can you get excited about? Sincere enthusiasm is generated from within, it stems from a belief that what you do is worth while and will add value to the lives of others.  And the desire to share that value

3. Know what you are talking about
No matter your product, chances are good your customer isn't buying it because they have three more just like it at home.   get to know the product, what are the "real life" applications. Try to know more than the product card or brochure.  Offer your prospect tangible examples of how this product will increase the quality of their lifestyle.  Try spending just fifteen minutes a day examining the product , learning the ins and outs, even it's short comings.  Time spent mastering the product will equal quality demonstrations, and well thought out conversations with the customer, and that my friend, equals SALES.

4. Look the part
Here is the area where I will offend someone, but come on, your customer wants to think about your product not how you managed to get that large silver bone in your nose !! Or how you manage to keep your head up with those fifteen pound earrings on!!  That Shirt with the clever sarcasm on it, is great for a trip to Walmart, but it has no place in a retail setting.  And hey, how about a bath before work, a quick run through with the toothbrush and comb.  Let's look like we care .

And the last tip for this particular post ( and perhaps the most important) ...

5. Act like the customer matters ( Because he does )
 You may think that Snarling ,spitting, overbearing sales manager  pays your paycheck, but you are very mistaken.  If you are in sales of any kind the most important person in the process is the person from whom the income is derived.  They put the fuel in your tank, pay the light bill, buy the nice furniture, and finance the vacations.  Their reward, if you will ,for being willing to spend their money with us  , should not be wasted time with apathetic sales robots,  It should be Our sincere effort to make their time with us effortless, and an experience worth rewarding us for

Sell like your Living depends on it
Donnie