Bernie, You’re Fired! Now What Are You Going to Do
On April 14th, 1978, Bernie Marcus, CEO of the Handy Dan Home Improvement Center, was fired! Stunned by this unsuspecting blow, he thought about suing his former company. A friend of his, Sol Price, founder of Price Club, asked him if he really wanted to spend his life in litigation or let go of the pain and move on. Bernie decided to let go and moved on with a plan of his which led to the creation of Home Depot....
If It’s Steroids, It’s Time to Talk
You know the old saying, "Timing is everything in life". The same holds true for sales and negotiations. Major League Baseball has been trying for years to get the players union to agree to a credible drug testing plan. Time and time again the union has stalled and only agreed to a watered down version that was basically considered a joke by many experts. Now, after the San Francisco Chronicle publishes an article leaking the Grand Jury testimony of Jason...
Bob Danzig
"Star marketers of the world seek opportunities that benefit their customers" Bob Danzig Former CEO Hearst Newspapers, Author, & Professional Speaker www.bondanzig.com Translation: Early in Bob’s career, he made a name for himself selling advertising by finding innovative ways of helping small businesses reach their markets. His approach of seeking opportunities that benefited his customers resulted in record advertising sales. His customers also benefited from the incremental revenues they realized from Bob’s ideas. Some of these organizations grew from...
A Scientist’s Blueprint for Success in Sales and Life
Recently, I had the privilege of being invited by the Weizmann Institute of Science to visit with their scientists in Rehovot, Israel and got a feel for the projects they are involved in. It was exhilarating listening to all the presentations of advances being worked on that will positively impact humanity. Pioneering cancer researcher, Professor Moshe Oren, is one of the scientists I had the pleasure of speaking to. I asked him how scientists deal with the issue of working...
Realizing the Privilege
Recently I had the opportunity of reading the findings of a report written by a world renowned specialist to the physician that referred my mother. When you visit a highly specialized doctor, the attitude you may expect to find is that of someone who knows they are good and really doesn’t have much time for you. Their calendar is full. If you weren’t there, someone else would be. Well, this specialist I am referring to offers a different mindset. You...
7 Traits of Highly Successful Sales Executives
In 2004, we have had the opportunity of working with highly successful sales executives on a long term basis. During this work, and from findings we have uncovered in previous engagements, we have identified a set of key traits sales executives must possess in order to achieve extraordinary success. For some, these traits come naturally. For others, they may work at them a little bit harder. In evaluating the success of both groups, the traits we have identified are evident...
Loyalty Starts With You
As a leader, you set the direction for your team, company and customer. You set expectations and provide the tools for meeting them. If you don’t have the right tools, watch out. The damage from falling short of expectations will be far worse than not getting the business to begin with. Here is an example. Two years ago, my wife and I bought a motorized awning for our deck. To this date it works well. However, we would love to...
Larry Wilson
"I don’t believe in the kinds of questions I know the answers to I believe in the kinds of questions that provide facts and information" Larry Wilson Translation: Asking the wrong the set of questions bores your prospect and does nothing to further the sales process along. Asking the right questions uncovers vital information on what you need to do to get the business. What type of questions are you asking?"
Watching the Fish go Down
The Partnership for a Drug Free America has a great commercial. Honestly, I forgot the message. But the visual was awesome. It involved a fish tank with a couple of gold fish swimming around. During the commercial, the water level constantly drops until there was hardly any water left. You may wonder, what did the fish do while the water level dropped? They kept swimming lower and lower to stay in the water, until they had no where else to...