Decision Making Skills That Grow Sales And Profits
One 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 to making difficult decisions such as: Do I walk away from this business? Do I give up on this prospect or employee? Do I take...
Why Scripts Don't Sell
I 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 by the groom’s father and friends. What happened next was pure spontaneity. Without planning a huge celebration broke out. Chairs were brought to the middle...
Increase Sales and Profits Through Multi Variant Negotiations
Instead 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 stakeholders from his company to negotiate their piece of the pie. You have finance people negotiating the financial terms, legal personnel making sure everything was legit...
How to Make Decisions in The Heat of Battle
Friday 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 pitcher throw more then 110-120 pitches per game. In the eighth inning Manager Terry Collins visited the mound as Santana was well over 100 pitches. ...
Leveraging Milestones to Build Your Success
Today, 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 turn out as a young lady. Last night, as we celebrated her 18th birthday at dinner, I looked at this beautiful young lady and thought...
Emotion Sells, Logic Justifies
There 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, product or service, all starts with the heart. That’s right, the heart. EMOTION!!!! People buy and accept ideas to either gain pleasure or remove pain. ...
How to Get People to Buy
Yesterday I shared with you a golden nugget from my daughter Amanda on how to successfully communicate with an audience. Now I want to share another “Amanda” nugget on how to successfully sell. I asked Amanda, when you have succeeded in getting your requests acted upon, what strategies and tactics did you use? Her response was “make sure your audience feels as if they are getting something of value out of the arrangement”. I wonder whom she learned this from?...
Relating To Others is What Sells!!!
My daughter Amanda is graduating high school this year and will be going to college next fall to study communications for a career in PR. I asked her this morning what is the most critical thing one needs to do in order to successfully influence others. She responded “being able to relate to others”. I asked her for an example and she said “if you are trying to relate to a young audience, you need to link your ideas to...