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 …
salesmanship
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 …
Does your bush have thorns, or roses?
So often during coaching exercises I hear my clients say things like: “That prospect won’t buy because of …” “They will say no because of …” “They use my competitor, and they are always lower priced than us” I like Abraham Lincoln's quote here: "We can complain that rose …
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 …
Why the oldest profession will never die!
Have you wondered why your telemarketing team never provides you market intelligence? They provide orders, good repeat business, but you never seem to be ahead of the competition? Do you find yourself competing at the commodity level, and not at the premium level? There is a theory about …
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 …
Increase Productivity by 43%
Research from the Hay Group shows that 71% of the workforce is either “not engaged” or “actively disengaged” from their work. When asked, these employees mention money as a root cause as #9 on the list behind things like; Recognition, Flexibility, Training, More Challenging Work … and so on. So, …
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 …
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 …