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...
Success and Liberty Comes Only With Sacrifice
On this day of remembrance, it is important to take time to reflect on the greatest sacrifice men and women of our armed forces have made to protect our freedom and way of life. It is also time to reflect and thank those who have sacrificed themselves and today are living with those scars. I am talking about those who have lost limbs, been incapacitated, and those who may not have the physical impairments but have been mentally scarred for...
Do Your Customers Pay You for Sales Calls?
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 of the call that it was so valuable they are willing to write a check for it. If there’s no value, then there’s no deal....
What People Buy The Most Of
With Facebook opening up today on the markets looking to capture over $100 Billion, you probably think that is the most sought after product or service in the world. But it is not. The most sought after product or service are those that provide one thing and one thing only…. HOPE! That’s right, hope! Hope that this product or service can make our lives better. Hope that we can make a lot of money with Facebook. Hope that...
How To Get Out of a Bad Mood
Paul Dominguez, a friend and mentor, always tells me to stay in communication. What he means by that is if we are not talking to others for an extended period of time, we are susceptible to our own negative thoughts and assumptions. Want to get out of a bad mood, call someone up and talk to them about anything, even the situation that has soured your mood. Just getting things off our chest will lighten your mood. Often the conversation...
A Good Manager is Not Necessarily a Good Leader
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 or sale forward. Ability to solve problems and maintain a leadership position in the marketplace. Manager-ability to execute processes properly to achieve desired results. This...
Simple Truth On How to Double Your Sales Now
The secret to doubling your sales is what I call the simple truth of selling. Selling is not about show and tell, where you regurgitate all of your features and benefits hoping that one of your points will motivate a customer to buy. Rather, the simple truth is simply asking the customer about the results (outcomes) he is looking for. Clarifying her answers to make sure what she is saying is similar to your impression and avoiding false assumptions. Follow...
Why Companies Are Needlessly Losing Business
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 business is for customers to feel they are being heard and their needs are being met. This is true for sales and customer service reps. ...
To Make a Lot of Money, You Need to…..
If you want to make a lot of money, you need to create vs. compete. No matter what services or products you are selling, if you continue to compete against others your ability to make a lot of money is greatly diminished. In competition, the conversation usually turns to money and everyone gets commoditized. Pressures are mounting to cut prices in order to get the deal. The late Bill Brooks, my mentor and coach, did research in which they interviewed...