CD Business Cards

CD Business Cards

Tired of carrying all those brochures and spec sheets? Then go to the nearest dumpster and throw them out (you may want to check with your boss first). Companies now are getting smart and trim by providing their sales people with CD Rom's the size of a business card. These CD's are easy to use. Just throw them into your CD drive and have access to the latest price and product information, testimonials, videos, etc. Whatever you want your customers...
Bias vs. Change

Bias vs. Change

As a leader, you have developed ideas as to what works and what doesn’t work. You have a bias as to what you believe. Question is, does your current bias serve you well? We have all heard the old axiom ‘if it ain’t broken, don’t fix it’. While it is true that a well-oiled machine should not be tinkered with to the point where it loses its value, every machine or process must be fine tuned occasionally. There are some...
Cindy Roth-Karr

Cindy Roth-Karr

In case you were wondering if Cindy Roth-Karr is related to me, you better believe it. Besides being a loving wife and wonderful mother who supports my efforts and takes care of family issues during my extensive travels, she is also a sales superstar. While I am usually hesitant to highlight family members, there is no way I can overlook what happened last week. Cindy and her colleagues put on a phenomenal industry event last week in NYC that drew...
It Only Takes One to Be Free

It Only Takes One to Be Free

What are two of the keys to success? Persistence and faith! Just ask Anthony and Charles Shepherd. Anthony and Charles were charged and convicted in 1987 with the death of a livery cab driver. During the last 14 years in jail, Anthony Faison never gave up on the fact that he was innocent. Relentless in trying to get his story heard, he wrote thousands of letters until one was heard and acted upon. Michael Race, a private investigator, received a...
Be the Big Talker

Be the Big Talker

Recently my 7 year old daughter Amanda blurted out to a client staying at our house that "my daddy is the 'big talker'". She went on to say that I always get what I want because I 'big talk' my way into it. Amanda now introduces me to everyone as the "big talker". Come to think of it, I love this nickname. And Amanda is right. I am the "big talker"! I realized that the only thing that stops people...
David Neeleman , CEO Jet Blue Airlines

David Neeleman , CEO Jet Blue Airlines

February 1999- CEO David Neeleman announces plan for new airline dedicated to great service, low fares and top of the line equipment. Now you also get free 24 channel live TV In-Flight Satellite Entertainment at each seat. •April 1999- JetBlue places $4 Billion order with Airbus for 75 new A320 aircraft. •February 11, 2000- JetBlue launches first flight between JFK and Ft Laurderdale. •December 21, 2000- JetBlue flies its one-millionth passenger and reports 2000 revenue of $100 Million. •February 11,...
It’s Time to Raise the Bar

It’s Time to Raise the Bar

Remember the last time you bought a home or some other expensive item which caused you concern over how you were going to afford it? Yet after making the purchase, you somehow raised the level of activity and did what you had to do to support your purchase. Well, it's that time to raise the bar again! Let's say your quota for this year is $1,000,000. If you really want to make sure you do at least 100% of your...
Make Them an Offer They Can’t Refuse!

Make Them an Offer They Can’t Refuse!

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 impacts you build up through effective questioning, the easier it will be to demonstrate to your prospects that the cost of staying where they are...
Frederick Collins

Frederick Collins

"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.