Is Information Power? How many of you know someone, or a bunch of someone’s, that still believe hoarding information gives them power over a certain situation? In the sales field, I see it more and more, that account managers believe this is their only way to really have job security. Go …
salesmanship
To Compromise – is to lose!
To compromise is to lose … 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, …
Planning & Preparation
Getting ready to go into a meeting? What have you done to prepare? I’m sure you’ve written all your hot points down, and things that you really must cover, am I right? Let’s say you are working with a logistics problem, and your customer really needs more parts. Your supplier seems to be …
You know what you said, but do they?
The importance of clear communication! In a recent golf outing, I was playing some of the best golf I’ve played for quite some time. I was playing with 3 younger guys, that were actually impressed on how well I was hitting the ball in the middle of every green and putting lights out. …
Are you the account expert?
From Account Manager to Relationship Manager to Historian! This week alone, I had to attach 3 old emails as references to discussions that were 5 years or older. True, I was lucky, I kept copies on my hard drive of certain documents, and let me tell you, I would rather be lucky than good! Each of …
Do you need more than a handshake?
If you need more than a handshake, you’re still not safe The only way to make a man trustworthy is to trust him. - Henry L. Stimson We have all been burned by someone, or some deal that went sideways. We have kicked ourselves for not having that promise in writing, or a certain clause in a …