Month: April 2001
The consequence question highlights the impacts your customers are likely to face by ignoring the resources you offer. It is the key question for introducing positive change into a sales interview. It provides your customers with self-justification of why it is in their best interests to accept your proposal. The more realistic and compelling the…
“There are two types of people- those who come into a room and say, ‘Well, here I am,’ and those who come in and say, ‘Ah, there you are.’ Frederick Collins TRANSLATION: Titans are present to address the needs of others in the room. They do not concentrate on celebrating their own presence.
In reading the book Maestro (the story of Fed Chairman Alan Greenspan written by Bob Woodward), it was interesting to learn of the dilemma facing the Fed in trying to figure out why the economy was acting in certain ways. The biggest concern was over corporate profits. In the old models, prices would rise and…
Frustrated that you are not breaking through new levels of success? How about the frustrations you may have with your employees who are not breaking through new levels of success? Many times we will want to accomplish a certain breakthrough, yet we are often deterred because we are saddled with all the reasons and stories…
A few days ago I spoke with a long time client and learned that Bud Newton, a top producing sales executive for 20+years, died suddenly from a heart attack on board a plane in route to a customer call. When something hits home like this, it gives us a chance to look at the life…
The consequence question highlights the impacts your customers are likely to face by ignoring the resources you offer. It is the key question for introducing positive change into a sales interview. It provides your customers with self-justification of why it is in their best interests to accept your proposal. The more realistic and compelling the…
Read More“There are two types of people- those who come into a room and say, ‘Well, here I am,’ and those who come in and say, ‘Ah, there you are.’ Frederick Collins TRANSLATION: Titans are present to address the needs of others in the room. They do not concentrate on celebrating their own presence.
Read MoreIn reading the book Maestro (the story of Fed Chairman Alan Greenspan written by Bob Woodward), it was interesting to learn of the dilemma facing the Fed in trying to figure out why the economy was acting in certain ways. The biggest concern was over corporate profits. In the old models, prices would rise and…
Read MoreFrustrated that you are not breaking through new levels of success? How about the frustrations you may have with your employees who are not breaking through new levels of success? Many times we will want to accomplish a certain breakthrough, yet we are often deterred because we are saddled with all the reasons and stories…
Read MoreA few days ago I spoke with a long time client and learned that Bud Newton, a top producing sales executive for 20+years, died suddenly from a heart attack on board a plane in route to a customer call. When something hits home like this, it gives us a chance to look at the life…
Read More