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When you send out a sales letter, brochure, or email, you usually follow it up with a cold call. And most of the time you start out the conversation by referring to the sales letter. But the truth is that almost no one reads sales letters anymore.

After you’ve sent out an information package, either in the mail or by e-mail, the old traditional approach to following up is to make the cold call and try to move the process forward into a sale. We’re trained to say things like:

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Organizing an event can often seem like a complicated process for the uninitiated. With so many options available, it’s important to stay on top of your requirements to avoid being overwhelmed. Your first assignment would be to list out, in order of priority, all the aspects of the event that need to be covered. For example, in a corporate team building event, you would want to consider the date of the event, the size of the team, the duration of the event, the ideal location, the setup of a podium and audio-visual equipment, the nature of the exercises, the need for stationary, seating arrangements, enlisting the speakers or group leaders, any other equipment that would assist the exercises, and the need for refreshments and/or meals.

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An outcome is a goal that you develop in such a way that conforms to your subconscious mind. A goal is usually quite general, whereas an outcome is specific to the individual and provides a very clear understanding of what to do. The structure of an outcome should activate our personal resources in such a way that it becomes actionable.

Going through the six questions creates a detailed internal representation in your mind - an important step in creating a belief in your objective. It may not be necessary to go through all of the questions for every objective. Use your discretion and apply the questions that are appropriate at the time.

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