PHIL M. JONES
has made it his life’s
work to demystify
the sales process and
reframe what it is to
“sell.” He is author
of the best-selling
Exactly book series, a
and has trained more
than 2 million globally.
4SCHEDULE THE NEXT ACTION.
Never end a sales
call without having
steps. Confirm the
process and have a
concrete next point
5SUMMARIZE THE CON- VERSATION.
After a call, email
summary of your
is your chance to
remind them of your
key value points.
6SEND THANK- YOUS. It’s rare to receive
something fun in
the mail. Send a
thanking them for
thinking of you. It
costs pennies and
may just be the
catalyst for them
to choose you over
7NEVER FORGE T. If they don’t
book you this year,
don’t give up.
Connect with your
contact on social
media, wish them
luck the week of the
event, mark your
schedule for next
year, and be ready
to reach out to be
Better Breaks at
Sitting still doesn’t do much for our
attention spans—or our health. Meeting
planners and venues are addressing
both by focusing on attendee movement
with shorter, more interactive sessions.
Properties like MGM International Resorts
are taking things a step further. Its
Wellness Moment Programming includes
short activities like brain teasers, guided
meditations, digital detoxes, and physical
activities designed to engage both your
mind and body. For meetings on MGM
properties, they suggest integrating a short
activity after each 25-minute programming
segment, and a 10- to-15-minute break
every 90 minutes.
When you’re on the road, do you cart heavy reading material with you? If
you’re an avid reader, but not a weightlifter, Libby may be for you. Libby
is an app that allows you to check out books, both audio and ebooks, no
matter where you are in the world, on your phone or tablet.
Whether you’re lounging by the pool in Barcelona or sitting at your
kitchen table, as long as you have Wi-Fi, the Libby app, and a public
library card, you’re set. The app even stores your library card number
so you never have to reach for it again. You can download for free
everything from the great classics to modern trash—whatever it takes to
give you a moment of escape.
After three weeks, your digital loan is returned to the library. Find out
more about the free app at meet.libbyapp.com.