This is probably one of the most overused negotiation tactics by buyers and purchasing professionals in history. I call it the Wimpy Syndrome. You all remember “Popeye the Sailor man” and his friend Wimpy. Wimpy always wanted the immediate satisfaction of a hamburger today, with the promise of …
Preparation
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 …
Where is the connection?
I am proud to say that my article was published in the John Maxwell Team Blog (newsletter) this month. The main theme for the month was "Public Speaking and Leadership". Here is a link, and if you can't get to it ... read below. The Leading Edge: Where Is The Connection? There were 900 students in …
Vision Precedes Preparation
"Leaders see more than others, and Leaders see before others" - John Maxwell often says. Regardless of what you are getting ready to do, you must have a vision before you start. Learning on the fly, faking it until you make it, just doesn't work anymore. If you are planning on leading an …
Turning the volume down, on that voice in your head
You just left an event where you were inspired to invest in this great new program. The program gives you some outstanding tools to make you better at what you do. While listening to the presenter, you have envisioned yourself getting better, getting ‘gooder’ as one of my colleagues likes to say. …
Simple Selling Formula
What is the fastest way to a sale? Could you provide a formula if you were asked? Problem + Promise + Path = Success Sales professionals are problem solvers first and foremost. If you keep this simple formula in mind as you work with your prospects, I assure that you will get to the sale …
Planning out your New Years Resolutions?
Planning out your New Years Resolutions? I am going to start with a statistic you don't want to read. 81% of New Years Resolutions fail before the end of January! Why is that? It's because we haven't learned how to set & achieve goals. As a Ziglar Certified Trainer, I have learned the …
Tips: Leave Your Echo Chamber
It has been a long day. You have come home from work, popped open your favorite beverage, and start your surfing. First you start with Fox News, move over to Breitbar.com and then to National Review. Great, your thoughts of the day have been validated. If that isn't you, maybe you turned on CNN, …
Tips to a Stress Free Vacation!
Ahhh … It’s Summer time. Time for long weekends and even longer vacations! Ugh ... That means if I don’t get all this stuff done before I leave, I’ll have even a bigger pile on when I get back. The dilemma, get it done now or next week. Your colleagues need it now, your company needs it now, and …
It’s Better to Be …
Are you still trying to get more out of your last product or service you introduced? When will “NEW AND IMPROVED” become obsolete? It’s when the competitor has improved their product a little bit more than yours! Or at least they say they did. My last blog I wrote was whether you swim in …