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 …
Negotiation
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 …
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 …
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 …
When do you pick up your marbles and go home?
When Steven Covey spoke of seeking a Win-Win solution, did he mention compromising on principals? No, he spoke about showing your adversary how we both benefit by implementing a solution. If you are certain that a RED solution is the right one, and you are negotiating with someone that firmly …
When is it a good time to fire a customer?
We all have been faced with a situation where we are dealing with a customer that we want to get rid of. Yes, I am talking about deliberately firing a customer for various reasons. Either they are slow pay or no pay, have unreasonable service requests, just over demanding, or a myriad of other …
The Goldfish Principle
In the year 2000, the average attention span of a human was 12 seconds; in 2015 it was measured at 8.25 seconds. During that same span, the average goldfish had maintained their attention span at 9 seconds. By keeping the goldfish principle in mind, it will help you in all of your …
69 Ways to Win!
All of us are selling something, and we are always selling. You might be trying to negotiate a raise. You are trying to sell the benefits to a vacation home on the lake to your spouse. You get stopped for a traffic ticket, and you are looking for a way to win that argument. Yes, we have all …
Ziglar Training 40% Savings!
To any and all that read my blog ... As a Ziglar Legacy Certified trainer, I am offering my blog readers an additional 20% off if they sign up before the 24th of October to my next event. Normally priced at $119, I will honor a very temporary price of $79 if you sign up via my email address and …
2 Simple Time Management Tips
In 1978 5% of the population admitted to being chronic procrastinator's compared to 26% of the population today. Webster defines procrastination simply as; “To put off intentionally & habitually.” I am certain that putting off things to-do, is not a concern to my blog readers, but this is …