Opportunities
Who says Opportunity knocks only once? Opportunity knocks often. Question is what knocks do you want to accept.
Increase profit and revenues in tough times
Think about this. If you reduced your fees or prices by 20%, you would need to increase your sales volume by 400% to make the same profit you were making before the price cut. This is what Donald D. Juschartz, County Extension Director at Michigan State University, discovered in his study of how Price vs. Volume relationship may alter the retailer’s thinking.In declining markets, it is very tempting to lower one’s prices to hold on to business, especially if your...
The Integrated Dialogue(TM)
This morning I went to take my vitamins and noticed that the huge bottles containing my new supply disappeared. I asked my wife if she saw them. Using her skills of putting things in order, she merely took the old bottles and emptied them into the new bottles, thereby clearing up the unseemly clutter. I sat there wondering why I did not think of this simple yet effective idea. Welcome to the Integrated Dialogue(TM), which is what happens when two...
January’s Motivational Quote
“It’s never too late, or in my case too early, to be whoever you want to be. There’s no time limit. Start whenever you want. You can change or stay the same. There are no rules to this thing. We can make the best or the worst of it. I hope you make the best of it. I hope you see things that startle you. I hope you feel things you never felt before. I hope you meet people who...
Turning a Negative into a Big Sale
In today’s economic turmoil, the question facing all sales executives is how they can close business when no one is buying. This reminds me of my first sales position when I was hired by Royal Business Machines in 1980 to sell copiers. They just came out with the Royal 115 Copier, their first plain paper, dry toner copier. It was a sleek machine producing fine quality prints at 15 pages per minute. During the interview process, a timeline was given...
Three Actions to Excel in Today’s Market
News Flash – The markets are in turmoil! Stocks are crashing! Credit is frozen! Everyone is cutting back on their spending! We are entering into a long recession! These are just some of the headlines all of us have been reading and let’s face it, they are depressing. While you can’t avoid the headlines, you certainly still do have control over your destiny. Yes, that’s right! You control your destiny, not the headlines. It’s all in how you think, look...
Become #1 and Stay #1 in a Tough Sales Market!!!
Earlier this month, I had the pleasure of introducing Steve Forbes at the 2008 National Speakers Association Convention in NYC. Putting politics aside, he emotionally grabbed everyone when he proclaimed this is not all doom and gloom. There is business out there, things will turn and hang in there. I don't know about you, but I am tired of hearing about all the gloom and doom of the economy. Yes, business is down! Yes, people are buying less! Yes, it...
Sales Wisdom From Scott “The Piano Guy” Houston
Sales Wisdom From Scott "The Piano Guy" Houston Is there something you always wanted to do but have never gotten around to it and feel it may be too late? For me, it was playing the piano. I always wanted to learn, but now figured I do not have the time nor the patience to go through several years of lessons to read music and learn the keys. That is until Scott “The Piano Guy” Houston changed my mind. I...
Does No REALLY Mean No?
When a customer says no to you, what do you think? Sales superstars know that real selling doesn’t even begin until the customer says no. If you don’t believe me, just ask Mike Evans and Steve Tolkach. Both Mike and Steve were honored by the Society of Industrial and Office Realtors (SIOR) this past January for their ability in not letting “no” get in the way of their success. Mike Evans was honored for bringing in the largest sale by...