Is it over? They said no, what else can you do? Whether you are a sales rep looking for an order, or a CEO trying to get company buy-in, when the target says no, it means you have not done your job. Think of it this way, as the great Zig Ziglar is quoted; "when they say NO, it means they do not KNOW …
Win Win
The “Wimpy Syndrome”
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 …
Purpose: A Bridge Between Dreams & Goals
Do you know your why? Are you committed to that why? What is making you move? Will that be enough to keep you moving? This weeks blog is very simple. In all goal setting & objectives systems, we talk about the BIG WHY! Every program you go through calls it something different. The key …
What type of pencil do you use?
When I say the word “it”, what do you think about? Does it make you feel a certain way? It is a simple word, carrying very little emotional meaning, am I right? Now, what happens if I use it with other words like; Cujo, Misery, and Carrie. Now “it” evokes horror, fear, and disturbing images of …
Tips: How to be a salesperson, NOT an account manager
As a CEO or business owner, you wonder why Sales are not increasing. You have spent money on Sales Training, hired account managers, and review the metrics weekly. What are you missing? One of my functions is to gather information to provide my principals with some level of market intelligence. …
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 …
What will you review?
This is the week between Christmas & New Year where we start to reflect and review your own performance. Thinking back over the year of what we did well, what could have been better, and what major lessons have we learned. Are we reviewing where we could be? Where we are? Or just how far we have …
The Power of “ER”
Goal Setting, Targets, Growth Objectives, Meeting a Deadline! Do these terms all sound familiar? I know as readers of this blog, you are going to be shocked by my next statement. Forget them all. Well, for now anyway. I am going to discuss quickly the power of “ER”. Not emergency rooms, not …
Getting Nervous About Your Evaluation?
You've just received an email from the HR department. They want to see you before you go home this evening. What are you thinking? You've been at this job for exactly 89 days, you are on a 90-day probation. Is this my formal evaluation? What do you do? What are you feeling right now? Are you going …
The Millennial Doctrine
As I walk into most meetings now days, these are the words that I hate to hear the most. Looking over their to-do lists, I watch colleagues preparing their excuses. Each of them start with "I was gonna get this done, but sales needed me for this". "I was gonna get this finished, but my kids annual …