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     Tom Black is author of the wildly popular book The Boxcar Millionaire and he exemplifies the essence of the American dream. His rags to riches story will amaze and inspire you.     Tom began life in a railway boxcar. He grew up in extreme poverty and worked his way up the free enterprise ladder known as America. Today, Tom is recognized as the "Greatest Sales Trainer in America" and is also world-famous as owner of the greatest wine collection in the United States, with some of the rarest and oldest wines in existence. As one of the world’s most knowledgeable and well-known wine experts, Tom Black has been featured in international food and wine magazines and he is honored to count the best chefs and winemakers among his personal friends. A tour around his plantation style estate in Nashville, TN, reveals numerous treasured snapshots taken while entertaining famous guests like Marti ...

BRIEFS - nFocus, March 2009 Tom loves wine and wine loves Tom. That`s pretty clear now that Tom Black has, in essence, been knighted by the gods of the wine world, the Chaine des Rotisseurs, the world`s oldest and most prestigious food and wine society. Tom was named to the rank of Vice Conseiller Gastronomique Bailliage des Etas-Unis. Cool. The guild is a non-for-profit society officially founded in Paris in 1950, with written history which has been traced back to the year 1248. At that time, French King Louis IX assigned the task of bringing order into the organization of gastronomic traders, developing young apprentices and improving the technical knowledge of its members. Today, this storied French royal guild of food and wine afficionados continues in its efforts to educate and unite those who love the good life. If that weren't enough, Tom is also an officer of the Ordre des Coteau ...

“Is this the Boxcar Millionaire?”Chicken Soup for the Soul, Art Linkletter and Tom Black come together for one dynamic day of inspirationby Beth Alexander Author of Chicken Soup for the Soul, which along with dozens of Chicken Soup iterations has sold more than 144 million copies, Mark Victor Hansen is looking forward to coming back to Nashville. His April 17 seminar, Building Your Mega Success: Take a Day to Invest in Yourself, will take place at the Presidential Ballroom of Opryland Hotel and will also feature powerful presentations not only from Mark, but from famed and beloved television icon Art Linkletter (author of 28 books, from Kids Say the Darndest Things to How to Make the Rest of Your Life the Best of Your Life) and long-time Nfocus columnist, entrepreneur and oenophile Tom Black. Tom has been a significant player in several well-timed IPOs, was the founder and CEO of Private ...

June 30, 2009Last month we discussed my recommendations for planning a great sales presentation and I gave you the first three points in that newsletter. Here are the last three recommendations:IV. Watch Yourself. Practice your script out loud in front of a mirror. Here's where we separate the women from the girls and the men from the boys because frankly, most of you won't go that far. But you should!Fred was failing at his job selling software to banks. I went to see him to put him on probation. I felt like it was hopeless, but I wanted to give him one last chance. I worked with him all day and watched three of his presentations; they were awful.That evening between the end of the day and dinner I had Fred give me his presentation over and over, and we worked until midnight. I realized that night that Fred had been working for us for four months and had never really learned his prese ...

May 27, 2009Recently I read this story and thought you'd enjoy it.How To Have Fresh FishThe Japanese have always loved fresh fish. But the waters close to Japan have not held many fish for decades. So to feed the Japanese population, fishing boats got bigger and went farther than ever.The farther the fishermen went, the longer it took to bring in the fish. If the return took more than a few days, the fish would not arrive fresh.The Japanese did not like the taste. To solve this problem, fishing companies installed freezers on their boats. They would catch the fish and freeze them at sea. Freezers allowed the boats to go farther and stay longer. However, the Japanese could taste the difference between fresh and frozen and they did not like frozen fish. The frozen fish brought a lower price. So fishing companies installed fish tanks. They would catch the fish and stuff them in the tanks, ...

April 27, 2009'It's not where you're from; it's where you're going. It's not what you drive; it's what drives you. It's not what's on you; it's what's in you. It's not what you think; it's what you know.'********************************************************A Different Look at 'Planned'An insurance salesman showed up at the sales manager of a large drug company's door without an appointment. He asked to see Mr. Johnson, the sales manager, but Mr. Johnson's assistant refused, saying that her boss never sees salespeople without an appointment.The salesman, Ed, thanked her.'So that I might know where I'm going when I do have an appointment,'he asked, 'where is Mr. Johnson's office?''It's the second office on the third floor,' the assistant said, 'but you need an appointment.'Ed thanked her and promptly snuck up to the third floor. There he placed himself in Mr ...

March 27, 2009And Now Introducing: 'The Buying Line'I want to introduce you to a concept I developed selling books door-to-door, an idea I've found applies to every kind of selling. It's called the 'buying line'.This is the principal behind the buying line: After a certain amount of time during a sales presentation or several presentations, the prospect's interest rises to the level necessary to make a favorable buying decision. Or, the interest level does not rise to the level necessary to make a favorable buying decision.In either case, the mythical line you are trying to reach as a salesperson is the 'buying line'.It seems logical that the shortest distance between two lines is the best. When you meet a prospect for the first time, you start two clocks: The time clock 'how long you're with the prospect 'and the interest clock 'what the prospect's level of interest is in ...

February 26, 2009Hi! Hope you enjoy this month's newsletter. In addition, I'd love to tell you about an upcoming training opportunity you won't want to miss! It's our Advanced Sales Training class coming up in March. All the details are below -- hope to see you there!ADVANCED SALES TRAINING March 20, 2009Hilton Suites9000 Overlook Blvd.Brentwood, TN8:30 ' 4:30Business Casual$500.00 per personincludes registration, all materials,and continental breakfast* Learn new closes to get prospects off the fence* Learn to identify personality styles and what motivates them to buy* Find out if you really have a selling system and, if not, how to get one* Discover how to build a lifelong relationship with your customers* Learn how to beat the competition every time* Learn how to sell and close groups* Learn how to sell around a Request For Proposal (RFP)* Learn buyer's styles* Learn how to do b ...

January 30, 2009The Planned Presentation: The Only One Worth GivingA planned presentation is not only a building block for a great performance, it is central to the entire sales process. And yet, no principle I've taught over the years has been met with more resistance. However, there is no principle I believe in any more strongly than this.I can just hear the groans now. "But Tom...- I don't want to sound canned.- I want to be flexible.- Every situation is different.- I talk to different levels of decision makers, so I need different presentations."I say: "OK, fine. Making these excuses is a lot easier than doing the work of a professional, which is planning your sales presentation."Yes, There is a Best PresentationI believe in a planned presentation and here is why. First, the best tool you have is your words. What comes out of your mouth determines your success or failure. If th ...

December 23, 2008Selling is a ProfessionA critical and often overlooked element of your attitude is to always remember that you are a professional. After all, sales is a profession. What do most people think of when you say the word "salesperson?" A few words come to mind:- Pushy- High pressure- Conman- Charlatan- Cheat- Dishonest- Crooked- Twist your arm- Make you buy- Say anything to get the saleIt's true that even some salespeople would describe sales using these words. That is because some salespeople are all of those things!Salespeople in general have a bad image, frankly, because there have been so many bad ones. A professional attitude will set you apart. You can change the image of the pushy, plaid-suited, greasy salesperson. Make up your mind that you're going to be proud you're in sales, and then act like it. It is impossible -- yes, impossible -- to give a great presentat ...

November 20, 2008 I. Leave Your Comfort Zone To be great in selling, you must have a willingness to leave your comfort zone. I've never met a great salesperson who did not leave his comfort zone.Sometimes it's in the approach. You just hate to make a cold call, knock on a door, or pick up the phone and call someone you don't know.Sometimes it's in the set-up. You just hate to ask the prospect's questions about their business, their children, or whatever.Sometimes it's when you close. You just hate to bring the prospect to a point of decision.Sometimes it's in the follow-up. You just hate to hear another objection or stall.Sometimes it's when you ask for money or payment. You say: "Can't we just send them a bill?"Maybe it's all of these, but whatever it is that's uncomfortable, to be great you must overcome it.For me, it's the close. When I was selling books for the Southwes ...

October 29, 2008Developing a Service AttitudeHave you ever been shopping for something, and you could literally see the dollar signs in the salesperson's eyes? Believe me, your prospects can see the dollar signs in your eyes as well if your attitude is one of do anything to make the sale. That is why a service attitude should also be an inherent part of your attitude.William Penn, historic figure and founder of Pennsylvania, said: "I expect to pass through life but once. If therefore there be any kindness I can show, or any good thing I can do to any fellow human being, let me do it now as I shall not pass this way again."If you always give to get, you'll never get. But if you give to give, you'll get. Whatever you put into the lives of others will come back into your own. It's pretty simple, really. Put out good - you'll get good. Put out bad - you'll get bad.Steve sold check so ...

September 29, 2008Hope this edition of our newsletter finds you healthy, happy, and terrific! We'd like to tell you about a couple of training opportunities coming your way soon. You can register online @ http://www.tomblackcenter.com/ or call 615.377.7752 for more info. We'd love to see you there!The Boxcar Millionaire's$ALE$ INCUBATORFor only $70* a week, you can have one of America'sGreatest Sales Executives as your coach!Who: Business owners, sales executives, sales managers and sales representatives seriously interested in improving their sales culture, process, efforts and results.What: Once a week, for eight (8) consecutive weeks you will meet with Tom Black and learn how to accelerate your sales efforts and results. He will evaluate your business and sales plan and help each participant hone their sales efforts to achieve their goals. *Each Incubator is limited to 15 particip ...

August 15, 2008Here's August's sales newsletter!Arguably the greatest President in our nation's history, a recounting of Abraham Lincoln's career leading up to his election illustrates as tale of the utmost persistence. His failures far exceeded his successes. Just look at this timeline of Abe's life:1832 * Lost his job1832 * Defeated in the race for the legislature1833 * Failed in business1834 * Elected to legislature1835 * Sweetheart died1836 * Suffered a nervous breakdown1838 * Defeated for speaker in the legislature1843 * Defeated for nomination for Congress1846 * Elected to Congress1848 * Lost re-nomination to Congress1849 * Rejected for job as land officer1854 * Defeated for Senate1856 * Defeated for nomination for Vice-President1858 * Defeated for Senate1860 * Elected 16th president of the United StatesA truly inspiring story, with almost 30 years of handling crushing disappo ...

July 25, 2008June 2008 NewsletterHere's this month's sales newsletter! I also want to call your attention to some upcoming learning opportunities.1. Join us for a two-day intensive sales skills training course where you will experience an interactive process of evaluating your current sales practices with Tom. You will learn Tom's Sales Success System from prospecting to closing which focuses on accelerating activities that lead to results. It's Thursday and Friday, August 7-8, from 8:30a to 4:30p at the Cool Springs Marriott. The cost is only $750 and includes registration, materials, and continental breakfast.2. In conjunction with the training above, on August 7th, at 6:00p, Tom will be conducting "Doing Business at the Table" at Sunset Grill. During a three-hour, four-course dinner Tom simulates entertaining your clients including: making the right reservation, seating arrangem ...

May 27, 2008Here's this month's sales newsletter! I also want to call your attention to two upcoming learning opportunities.First, an advanced sales course. Learn what's not in the Boxcar Millionaire Selling System. Move your skill set and your income to the next level with me. It's Saturday, August 16, from 8:30a to 4:30p at the Cool Springs Marriott. The cost is only $500 and includes registration, materials, and continental breakfast.Second, John Boyens (http://www.boyens.com/) and I are teaching a one-day sales management course at the Richland Country Club in Nashville on Thursday, September 4, 2008, 8:00a to 5:00p. Here you'll learn recruiting, training and managing techniques that have built several successful sales organizations. If you hire, train, or manage sales people, don't miss this! It's only $500 and space is limited. It includes your registration, all workshop mat ...

April 10, 2008Former "Talk of the Town" and "America's Most Wanted" TV host, Debbie Alan, shares a warm and delightful interview with Chicken Soup for the Soul author, Mark Victor Hansen, as he discusses the American economy, success, and his personal life. If you are in the mood to brighten your outlook and increase your possibilities.Mega Success tickets still available for the event on Thursday, April 17 -- don't miss this fantastic opportunity to invest in yourself! Call 866-518-5244 or visit www.tomblackcenter.com Don't forget to ask about Tom's newsletter recipients' special discount!*************************************************************************II. Find Happiness in the JourneyHere is a great quote I want you to memorize: “Happiness is a way of traveling; not some place you arrive. Most people are about as happy as they make up their minds to be.”Unfortunately, ...

March 25, 2008Laying Foundations for a Great Presentation with AttitudeIn past newsletters, we’ve discussed – and I’m sure you agree with – these principles:· You believe in the law of averages.· You’ve set a high and low goal to increase your activity.· You’ve written it down.· You’ve told someone important about your goal.· You’ve set a time frame.· You’ve answered your own excuses.· You’ve committed to a plan to raise your activity with new prospects.Now, it’s time to move to the second pillar of success in the sales saga: The quality of your presentation.Attitude is IrrelevantEvery great performer knows that spectacular performance is always preceded by unspectacular preparation. So there are some foundations that must be laid for a great presentation. The first brick in the foundation is attitude. This may come as a surprise to you, but attitude does not necessarily determine result ...

February 26, 2008Work Smart, Not HardMaybe you don’t make excuses and you work really hard. That’s great, but the problem some salespeople have in maximizing their performance is that they often spin their wheels and never get anywhere. Unless you’re in front of a prospect you can’t get results. That’s why the number of people you see is so critical. The question you have to ask yourself is this” Are you a peak performer or do you work harder and harder and seem to keep “spinning your wheels?”Hamsters run hard, but they never get anywhere. Start focusing on how to maximize the benefits of every situation, and you will find yourself much less frustrated and increase your presentations just by doing a little thinking and planning.The Multiplier EffectAnother thought about increasing activity in regard to the number of presentations you give weekly is this: The more presentations you give, ...

January 25, 2008II. The Power of Controlling Your ScheduleThe third idea for getting in more presentations is to schedule appointments at the best time for you and your calendar. For example, if your schedule allows you to see two prospects in the morning at 9 a.m. and 11 a.m., don’t accept an appointment for 10 a.m. Most prospects will fit into your schedule, so try this next time: After a prospect has agreed to an appointment, and the prospect suggests a time that doesn’t work best for you, say something like this:“Would 9 a.m. or 11 a.m. be just as good for you as 10 a.m.?”They’ll agree almost every time. By controlling the times, you set appointments you can see more people!Still More ExcusesOne of my salespeople came up with these reasons why she didn’t have more new appointments set each week:Had lunch with friends (Translation: I think noon-to-1 is a bad time to call).Went to the ...

December 18, 2007Good afternoon!Please remember to check the website, http://tomblackcenter.com, regarding our Mega Success Conference with Tom and author of Chicken Soup for the Soul, Mark Victor Hansen, in Nashville on Thursday, April 21, 2008, at Opryland Hotel. Tickets are going fast – be sure to get yours soon!Also on our website, check out the link to Tom’s video interview, Teaching People A Winning Sales Process, with the founder of Selling Power magazine, Mr. Gerhard Gschwandtner. This is a great opportunity to pick up some important tips and sales techniques.Look for our new books and products coming out in 2008…Happy Holidays to you and yours!***********************************************The Power of the MindNow you have the goal of increasing your number of presentations, but how do you do it? I don’t believe in hocus-pocus or magical spells, but I do believe strongly in the ...

November 28, 2007Good afternoon,Don't forget to check out Tom's interview where he discusses Teaching Salespeople a Winning Process with the Founder & Publisher of Selling Power Magazine, Gerhard Gschwandtner. Click here to see the interview:********************Goals: An Excuse's Worst EnemyNow that you have a base line for what's best is your organization – the average number of presentations for the top two people in your company -- you must now set a goal to increase your own number of presentations. Goal-setting is comprised of some very fundamental elements. We're going to get back to increasing your number of presentations, but an inherent part of increasing your numbers is a clear understanding of goals and how to set them.Goals can be tricky, but they are also essential. They are especially critical in the world of selling. Salespeople have much more autonomy than do most pr ...