Great Expectations!
Are you afraid to make the call because you think the customer won't buy your product? Guess what, you're right! Do yourself a favor, stay home and don't make the call because the customer won't buy from you. Why? If you really don't think you are going to succeed, your actions will support that outcome. In order to succeed, it is imperative to operate from the mindset that you will succeed with the outcome you are after. Only then will...
Whose Call Is It?
Recently I stopped into a cellular store to inquire about a new hands free-system for the car. The salesperson is paid on commission. After checking to see if the item is in stock, the salesperson informed me it wasn't and suggested I call back in a few days to see if it is in. Do you really think I am going to take the responsibility and time to call her back? As a customer, it is easier to go into another...
Will You Please Leave?!
“Will you please leave” are the words Brian Billick, head coach of the World champion Baltimore Ravens, once used in asking two ladies to leave the practice field. It turned out the two ladies were actually mothers of the two players they were speaking to. Coach Billick did eventually apologize to the two women, but this story has lived on famously in the organization, emphasizing that there should be no distractions in practice. Coach Billick often refers to the idea...
Douglas McIntosh & Michael Poris Principal’s
The economy’s soft and business is declining, right? Don’t tell that to Douglas McIntosh and Michael Poris, principal’s of one of the hottest architectural firms in Detroit. In the last year alone their billings have increased by over 40%. In just the past six weeks, they closed 8 new projects with initial billings of over $1 Million dollars. They claim a great deal of their success comes from repeat clients who keep coming back to them with new projects. But,...
Succeeding the Armstrong Way
Congratulations to Lance Armstrong, a cancer-survivor who came back and just won his third straight Tour de France. The Tour de France is a grueling 20-stage bicycle race regarded as the premier cycling event in the world. The interesting thing about Lance Armstrong’s latest victory was his come-from-behind strategy. In Stages 1-12, he stayed behind the leaders, with his largest deficit of 35+ Minutes occurring in Stages 8 and 9. In Stage 10, he started reducing the deficit and took...
Titan Profile Tribute
As we climb out of the rubble of debris in NYC and Washington D.C., we rejoice in the fact that the spirit and backbone of freedom and democracy is as strong as ever. Below are references to Titans who have sacrificed their lives in the name of freedom and democracy. *202 NYC Fire fighters who perished while trying to save lives from the initial attacks on the World Trade Center *73+ NYC Police Officers who perished while trying to save...
Seize the Moment!
This tragic and dastardly act serves as a reminder that life at times is fragile. Every moment we feel the inconveniences of life, we must immediately remember that life is short. Every moment, good or bad, must be seized and lived to the fullest. While many of us feel helpless in terms of not knowing what to do, the reality is all of us have a great role to play in this disaster. We must go about our lives showing...
Eric Butterworth
"I tell you and you forget. I show you and you remember. I involve you and you understand". Eric Butterworth TRANSLATION: Titans always engage their customers as active participants in sales calls. You are more likely to have your message land with greater impact if the person you are talking to is involved and understands what you are trying to do.
Come On, Push It!
In my first sales position in 1980, I was breaking sales records left and right. In fact, by June of that year, I was at 180% of quota! I remember a conversation I had with my manager that month which provided me with a memory I will never forget. As I returned to the office that day after closing a huge account, I overhead my manager speaking with a colleague who was perched on the edge of a cliff and...