Sales
Recently I was sitting on a plane when a guy sitting right behind me says on his cell phone: “Listen, I shouldn’t really be saying this to you since this is really confidential and nobody is supposed to know this, so please keep it to yourself”. Hey buddy, if this is so confidential, why did…
When former NY Knicks coach Jeff Van Gundy worked for Pat Riley as an assistant coach, he learned a valuable lesson from Pat. Pat told him in a performance review that you need to have 4 things to get respect and results from players; sincerity, reliability, commitment and being trustworthy. Sincerity- In order for people…
You have two sales reps calling on you one right after the other trying to sell you similar products or services. The first rep is very knowledgeable, but loses your attention as he gets bogged down in the features of his products. The other sales rep gets you involved by providing a stimulating environment that…
Salespeople hate paperwork! They look at this as simply doing reports that take away valuable selling time. Titans see this task as an opportunity to evaluate their results and prepare their activities for the next few months. One of the most challenging things a sales executive must do every month is to complete the dreaded…
My biggest challenge of writing the Titan E Report every month is trying to figure out what to write. There are days when my mind is not too creative. I realize it’s hard to imagine that I too get bogged down with the issues of the day. Or, as we authors like to call it,…
A young relative of mine took a job at a local ski shop in sales. He told me he loves what he does and is amazed that even though he is not that knowledgeable about the products, people still buy from him. He recognizes that his enthusiasm is infectious and people respond positively to it.…
A child you are caring for is throwing a temper tantrum (known in negotiation classes as the Outrageous Behavioral Tactic) over getting some ice cream. You decide not to buy the ice cream because the child had enough junk food that day. The temper tantrum grows in intensity until you reach your limit. What do…
Over the holidays, my family and I went to our usual vacation spot, the Marriott Aruba. This is the first year we went over the Christmas vacation and it was the busiest we have ever seen it. It was so crowded people started lining up at 5:00am waiting to reserve their pool and beach chairs.…
This past weekend my wife and I went shopping with our daughter at a mall and stopped in the Build a Bear Workshop. This store has the right sales approach. We are going to break their sales model down into simple elements that relate very well to The Titan Principle. The Build A Bear Workshop…
Facts: You need to make quota! You need to get your manager off your back! You need to make bonus! You need to pay your mortgage! You need to buy new clothes! You need to buy a new house! You need to send your kids to college! Okay, you get the point. You have needs…
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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When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…
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Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…
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