It’s Time To Change Your Focus!

Facts: You need to make quota! You need to get your manager off your back! You need to make bonus! You need to pay your mortgage! You need to buy new clothes! You need to buy a new house! You need to send your kids to college! Okay, you get the point. You have needs and therefore you must close the next sale! The problem is if you go a sales call with this mindset, you will rarely close the...

Three Elements of Success

For any organization or individual to succeed, you need three things: The right strategy, the right talent and the right tools. All too often, the strategy is sound, the talent is capable, but the tools fall far short in helping the talent succeed. In this case, I am referring to skills as the tools required for success. When times get tough, most companies and individuals start looking at places to cut costs. Frequently, the first thing that gets cut is...

Harvey Dorfman

Harvey Dorfman, Author: Mental Game of Baseball "Fear is a sign of intelligence... Whats wrong is fearful behavior" Harvey Dorfman, consultant to some of baseball’s elite teams and players, tells a story of former Oakland A’s star relief pitcher Dennis Eckersley. “Dennis admitted he was scared silly every time he pitched, afraid of humiliation and failure. But Eck went after them, fear or not. Acting out the right stuff when you’re afraid or have doubts----that’s heroic.” Translation: Titans all have...

Jane Carroll

Jane Carroll www.jane-carroll.com What do Michael J. Fox, Angela Bassett, Calvin Klein, Halle Berry and Magic Johnson have in common? They call Jane Carroll when they need their event to stand out. Jane Carroll started a business the Titan Way 9 years ago in the basement of her home in the Bronx. She knew everyone needs flowers to celebrate events. But, what people really want is a unique presentation that can’t be found anywhere else. And guess what? If it...

What Should You Do?

Recently I received an e-mail from a friend. She forwarded a message from a client whom she trusted. The e-mail claimed that Microsoft will send you over $200 for every person you forward this e-mail to. They are doing this as an experiment. I checked it out and of course it was not true. (By the way, if you want to see if any e-mail is true or fiction, check out this web site www.truthorfiction.com.) In talking to my friend,...

All it takes is 3 Cents!!!!

A Titan Sales Executive knows that in order to succeed, you need a good resource proclamation---- a statement to start your sales call with and define the outcomes a customer will realize from using your products and services. Gary Stewart and his wife Denise are Titan real estate agents who provided us with a classic example of how to present your Resource Proclamation in a dynamic fashion with a recent letter of theirs. The first paragraph discussed the recent increase...

Coaching with Sandwiches

Ever wonder what the best way is to give advice to someone? Try using the “sandwich approach”. The sandwich contains 3 parts: Positive reinforcement on top, advice in the middle and positive reinforcement on the bottom. Here’s an example. Many moons ago when I was the National Value Added Reseller Manager for a manufacturer of local area networks, I managed the NYC reps who called on software vendors to form strategic alliances. There was this one rep named Jean who...

Todd Beamer

"Let's Roll" Todd Beamer, United Flight 93 Passenger TRANSLATION: As we approach 9/11 and pause to remember the tragic events, these two little words remind all of us that we do have the power to impact most situations we find ourselves in. Seize your power and make sure you are living up to your true potential. It’s time to roll!

Lloyd Winkler Senior Financial Consultant

How tough do you think it would be to start in a new business and within 3 years gain 8-12 new clients per month and realize a 30% annual increase in sales without making one cold call? This is precisely what Lloyd Winkler has achieved since he left his senior level position in the garment industry to start his new career as a financial planner. And Lloyd grows his business strictly through referrals! In you were to meet Lloyd to...