Beware of the Sample Bandits
Have you been victimized by a Sample Bandit lately? Sample bandits are the prospects that are always asking for demonstrations, samples and quotes yet never buy from you. The important thing to remember is: you cannot be victimized by these bandits if you are not a willing participant. You can control who wastes your time and who doesn´t. Not every request for a quote, sample and demonstration will result in a sale. On the other hand, not everyone is a...
The Key to Successful Negotiations
If you don´t know your Points of Power, how can you stay strong in a negotiation? Points of Power are defined as the strengths you have in a certain negotiation and using that power provides the ability to negotiate a deal that is favorable to both parties Points of Power include: Timing---If the customer needs to conclude a deal now and you have the ability to meet all deadlines, that is a Point of Power in your favor. Demand vs....
Plugging the Holes in Your Sales Forecast
Sales forecasting is probably one of the most difficult and distasteful topics for sales executives. After 30 years of selling, managing, consulting and coaching some of the top sales executives in the world, I can you tell you it is one of the most powerful tool you can use to guarantee your success. You probably have heard the famous expression, "if you don´t know where you are going, all roads will lead you there". Question: Do you have a sales...
Motivational Moment: Breaking Out of a Slump
Athletes and sales executives have one thing in common: They all go through streaks. They have their moments when they are in the zone and can do no wrong. They are full of confidence knowing they are going to "hit a home run" the next time at bat. And then, for some unexplained reason, the hits stop coming and they fall into a rut. The confidence disappears and they wonder if they will ever hit again. This has happened to...
Coach -You’re Fired!!!
Okay, here is another golf anecdote. For all you non-golfers, I promise to make this relevant to your sales success. Golfer Phil Mickelson fired his long time coach last weekend. Yesterday, Mickelson won the US Players Championship. Phil will be the first one to tell you he got a lot out of his old coach, yet he either learned everything the coach had to offer or he needed to learn other things the coach wasn’t covering. Either way, the impact...
Main Article—How Strong Is Your Game?
Lanny Bassham won a gold medal in shooting at the 1976 Summer Olympics. Now, golfers are flocking to him for help! What in the world can a rifle shooter who has never played golf and does not have a degree in psychology offer professional golfers? He offers them the ability to strengthen their game. One’s game does not only involve skills. It involves the mental aspect of handling all the issues that pop up during the game. In involves your...
Are You Like the IRS?
In an effort to keep tax payers honest, the IRS is stepping up both its audit and customer service efforts at the same time. Interestingly, the IRS has created the position of Tax Advocate, an individual who monitors how tax payers are treated and makes recommendations to the IRS on how to improve its customer service. Granted, not many of us would have a positive mental picture of the IRS when it comes to defining good customer service. However, we...
Jerry Seinfeld
"I will spend an hour editing an eight word sentence into five." Jerry Seinfeld Translation: Success does not come easy. It’s the little details that count and they take time to do. So, you might as well get to it and start carrying out those little details.
General Douglas MacArthur
We are not retreating…we are advancing in another direction" General Douglas MacArthur Translation: Reality is simply how you look at things. How do you view rejection? Is it a dead end, or, do you see opportunities in the rejection? Opportunities include realizations on how to do things differently and get better results. It might mean selling to different markets that value your products and services more than others. When something does not work, there is a whole new world of...