Control … One of the main things we learn in being a sales person is that we must ‘control’ the customer. As a sales person, we need to steer a buyer into making the proper decision. Of course that decision is to buy our product, or agree to a certain point in negotiations. Too often though, our …
Win Win
When is it time to FIRE a customer?
When is it 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, …
What are you looking for in a sales meeting?
What do you do after a sales meeting? I am just coming back from a sales conference in Europe, and I find myself wondering what is really different each time I come back from a sales meeting? Sometimes I change my way of working, sometimes I don’t. What I do realize from both sides of the spectrum, …
Realizing the importance of lifetime value
Todays’ blog is about the lifetime value of a customer. I think I ran into the first instance where I was the customer using this discussion with a business owner recently. It is a great example of how someone in your organization can cost you thousands or even millions of dollars. It seems that I …
Leadership or Salesmanship?
Leadership or Salesmanship? When my son was a lot younger, I had a difficult time getting him to put his toys away. I would continue to tell him over and over again, to put his trucks away, take his ball back to his room and just about everything I could think of shorting of bribing him didn’t …
Eating Elephants
How big are your goals? I listened to a great podcast this week from Zig Ziglar, the world famous sales trainer and motivator. The title of this one was “Happiness as a goal”, and it wasn’t about setting the specific goal of happiness, that was the outcome of the meeting a list of more manageable …
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, …