Year: 2012
The other day I came home and my 17 year old daughter said she can not get me out of her head. I asked her what she was talking about. She said “every time I procrastinate or think about a task I either don’t want to do or find it hard to do, your words…
If you are seeking ways to become more successful, you have to eliminate the concept of becoming and act like you are there already. The key to achieving success is acting like you have achieved it. If you want to be a top producer, you must act like one. Do the things top producers do,…
Let’s face facts. Steve Jobs was a genius when it came to developing the Apple Store. It is an experience just going into one of the Apple Stores regardless if you buy anything. Besides dazzling displays of their products on tables throughout the stores, they use their own products to move the sales process along…
My driver of 15 years was taking me to the airport today and he asked me a question: “The place I was living in I have to move out of because they are selling the building. I really felt comfortable and I fear I won’t be as comfortable in a new place. I do not…
The last several years have been difficult for the vast majority of businesses. It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them. Salespeople are quick to defend their need to discount…
In the movie The Blind Side, Sandra Bulllock plays the part of a wealthy woman who takes in a homeless young man (Michael Oher) who goes on to become an NFL Star. In the movie, Michael tries out for the high school football team and struggles a great deal. Michael is a young man in…
Six years ago I was in a Cheesecake factory with my daughter having dinner. I was so impressed with the service I asked the manager for her card and told her I would send a signed copy of a book I wrote, The Complete Idiots Guide To Great Customer Service. Last year, five years since…
Remember the show Columbo that featured a detective (Robert Falk) who was very successful by using his vulnerability? When he had an inkling of who the guilty party was, he would speak to them and then say something like “forgive me, but I am not that smart a man and I really don’t understand how…
When I was a top producer for Simplex’s Time Recorder Computer Systems division, I remember one day coming back to the office on a Monday afternoon after closing a huge order. Feeling full of myself, I walked into my manager’s office to gloat and she immediately put me into my place by asking what deal…
If you are a leader or a sales professional, consider that validation is an extremely powerful tool for getting your point of view accepted. I have learned in working with CEO’s that they value validation of current strategies as much as suggestions of what they could do better. You want to position yourself as a…
What’s the best way to use LinkedIn to drive sales? How are other sellers using it? If you’d like to find out the answers, take this Sale & LinkedIn survey being sponsored by Jill Konrath, a highly respected colleague of mine. It’ll only take 2 minutes of your time. Take the survey –> https://bit.ly/Sales-LI-Survey-cm What…
Read MoreImagine having the guts to go on a limb and buy the old Yankee Stadium so you can have the privilege of taking it down piece by piece and selling it piece by piece. You think you would make money doing this? This is what Brandon Steiner, founder and CEO of Steiner Sports Marketing did.…
Read MoreOne of the biggest excuses I hear from colleagues when it comes to writing a book is that they are not ready because they haven’t fleshed their ideas out perfectly. In 80% of these cases, they are never ready and their books never get published. The same thought process affects us all when it comes…
Read MoreI just returned back from Israel having gone over for a big family wedding. Only problem was the wedding party was cancelled at the last minute due to a critical illness in the bride’s family. Still, close friends and family of the bride and groom got together with the newlyweds to watch two videos prepared…
Read MoreInstead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
Read MoreFriday night Johan Santana threw the first no-hitter for the New York Mets in the 51 year history of the club. Santana, the Mets Ace, was out all of last year recuperating from arm surgery. During this gem of a game, Santana’s pitch count was rising. Normally, a manager does not want to see a…
Read MoreToday, June 1st, is my daughter Amanda’s 18th birthday. I vividly remember 18 years ago at 10:10am holding my daughter for the first time seconds after she came out of the womb and the doctors handed her to me before she was cleaned up. I looked into her precious eyes and wondered how she would…
Read MoreThere is a psychological process on how to sell. If you use it properly, your sales will skyrocket. If not, it will take you longer to close the deal. That’s if you even close the deal to begin with. Want to know the secret? Here it goes! Every sale, whether it is selling an idea,…
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