Sales
Wouldn’t it be nice if your customers paid you to make a sales call? Just think, every time you made a call, you would know that a check would be in the mail. The funny thing is if your customers are going to buy off on your value, they have to feel at the end…
Many people mistake being a good manager for being a good leader. Managing is only one of three core responsibilities a leader needs to have in order to succeed. They are: Critical Thinker- ability to remove emotion and think of all alternatives and options on how to move a department, organization, project…
Companies are losing the battle of sales and customer service because their reps are not trained in critical thinking. Instead, they are loaded with scripts and computer programs on what to say next versus the next logical step one should take to help solve the problem and build customer loyalty. The key to building any…
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,…
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…
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…
The Life Science Leader writes about how Leaders Don’t Puke. Rather, they lead by vision and find out what’s important to people before they start trying to influence them. Life Science Leader talks about how the best organizations teach all of their employees to lead, from the CEO on down. To read more, click here …
On a Sunday during this seasons NFL playoffs, I went to a friend’s house to watch the Texans/Ravens Football Game. I had no intention of staying to watch my beloved Giants play the Green Bay Packers because of my friends negative approach to the game based on “reality”. My friend is a Giants fan also.…
Want to get new Customers Fast? Try giving it away for free! Chris Anderson in his book FREE tells of the Jell-O Case Study. At the turn of the 20th century, Jell-O was considered the desert of the rich. The key ingredient for Jell-O is Gelatin, which comes from Collagen, a protein based substance found…
The number one reason why sales cultures are not performing the way CEOs want them to is simply because they’re concentrating on the wrong people. That’s right. You see, last Sunday was the annual Met Gala in New York City. The Met Gala was started in 1995 by Anna Wintour, who is the editor-in-chief of…
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Did you hear that Rolls-Royce announced this week that it is building five brand new buildings on its main manufacturing site in England? So, I ask you, what was the driver for making this huge, expensive decision? Many of you would say it is to build new cars. That is far from the truth. The reason…
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Do you know that sometimes you have to go slow to go fast? Recently, I installed a new productivity software program. And like many of you, I figured I knew immediately what I had to do, so I didn’t bother reading the instructions. After two painful hours of trying to get the software to work…
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As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
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When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
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I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
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If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
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A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
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As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…
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In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…
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