In a recent report, Gallup writes that 63% of employees believe it is “very likely” or “somewhat likely” that they could find a job as good as the one they have! So, I'll ask you again ... why should they stay with you? When there is a high demand for something the value of that something …
Goals
What did you build at work today?
Three bricklayers are asked: “What are you doing?” The first says, “I am laying bricks.” The second says, “I am building a church.” And the third says, “I am building the house of God.” The first bricklayer has a job. The second has a career. The third has a calling. This is what we …
Planning your next vacation?
Many of us are getting ready to plan for their Summer Vacations. Maybe you are taking the family to Disney World. You have worked on this vacation plan for weeks, even months. Taking it to the next level, you have planned the arrival time to the minute. Finally, you have selected the perfect hotel …
Your customer just said “no” … now what?
Is it over? They said no, what else can you do? Whether you are a sales rep looking for an order, or a CEO trying to get company buy-in, when the target says no, it means you have not done your job. Think of it this way, as the great Zig Ziglar is quoted; "when they say NO, it means they do not KNOW …
Tips: Closing the Deal
Going into this meeting, you know you have this deal. You have been in this position 10 Time’s, and you have your script ready. Your preparation for that objection is beyond reproach. Just at the moment you were going to say something, the prospect throws a curve. Jose Valverde, Detroit Tigers …
Purpose: A Bridge Between Dreams & Goals
Do you know your why? Are you committed to that why? What is making you move? Will that be enough to keep you moving? This weeks blog is very simple. In all goal setting & objectives systems, we talk about the BIG WHY! Every program you go through calls it something different. The key …
Tips: How to be a salesperson, NOT an account manager
As a CEO or business owner, you wonder why Sales are not increasing. You have spent money on Sales Training, hired account managers, and review the metrics weekly. What are you missing? One of my functions is to gather information to provide my principals with some level of market intelligence. …
Tip: Hard Work is Irrelevant
If you could design the best compensation plan, would it be based on hard work, or output? I once heard a story about a locksmith. During his apprenticeship, he would take hours to work on a project. His customers would come and see him pour his heart and soul into his work. Quite a few would …
What will you review?
This is the week between Christmas & New Year where we start to reflect and review your own performance. Thinking back over the year of what we did well, what could have been better, and what major lessons have we learned. Are we reviewing where we could be? Where we are? Or just how far we have …
Don’t let your well run dry!
We have all worked very hard to get where we are today. Some of us have gone to college and on to graduate schools. Others have had dozens of what seemed to be meaningless careers, until we found the one we are now successful in. We seemed to have reached a point, where we can coast a little, and it …