When You Are on Fire- Keep Going!!!
When I was a top producer for Simplex's Time Recorder Computer Systems division, I remember one day coming back to the office on a Monday afternoon after closing a huge order. Feeling full of myself, I walked into my manager's office to gloat and she immediately put me into my place by asking what deal was next on tap. I felt like I just got slapped in the face and let loose accusing her of not caring about me and...
Validation Sells
If you are a leader or a sales professional, consider that validation is an extremely powerful tool for getting your point of view accepted. I have learned in working with CEO’s that they value validation of current strategies as much as suggestions of what they could do better. You want to position yourself as a trusted advisor, one that is confident enough to tell customers what they are doing well and what they can improve on. In my own work,...
What Did You Say?
When I wrote the book The Complete Idiots Guide to Great Customer Service in 1998, we interviewed the Vice President of Hertz Reservations who shared this story with me. Hertz did a survey of their top customers and found out that they were highly dissatisfied with how long it took to return their cars and get to the terminal. So Hertz increased the frequency of their buses from the return lot to the terminals. Six months later they repeated the...
Why Leaders Don't Puke
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
Hitting the Grand Slam of Your Life
Did you ever think about what it takes to be at bat in a pressure situation and come through with a home run? Think about all the thoughts and fears that are going through your mind. Think about all the techniques you are trying to remember to hit the ball properly. And then think about the result you want to achieve if you even allow yourself to think that way. How you think in pressure situations will dictate the results...
Emotions That Sabotage Your Success
A sales trainer calls me up for help. Her husband was laid off in the recession and finally found a job at ½ his former salary. They sell their house to downsize and cut expenses. The sales trainer is now trying to re-establish her business and finds it tough getting new clients. With emotions running high, she calls me for help. I ask her how she is going about getting new prospects. She shares her nine-part system for prospecting. The...
Championship Caliber Leadership
Tom Coughlin is the Greatest Example of Championship Caliber Leadership in the Modern Era. Whether you are a sales rep trying to lead your customer through an acquisition process or any kind of leader trying to get a team over the goal line, do you face these common problems? Interruption of daily routine by unforeseen situations Loss of key personnel or decision makers you counted on to support you in your initiative Injuries, sickness or other distractions that prevent...
How to Succeed With Limited Resources
How would you answer the follow questions? Do think about the money you don’t have to do things or the things you want to do regardless of how much money you have? Do you think about the limited resources you have in servicing clients or the ideal service level you want achieve? Do you think about the things not working in your relationships or the type of relationships you want to have? The first part of the above questions revolves...
Your Gold Standard is the Key to Your Success
You can lose everything in life – your house, money, relationships, etc. and you can still come back, as long as you have your word. Your WORD is your gold standard. It is the basis on how people judge as to whether or not they will take a chance on you. It will impact their decisions for funding your next initiative, giving you a mortgage and yes, even getting into a new relationship or even fixing an old one. (more…)