Are you at a disadvantage?
Using your strength strategies.
In many of my past articles there have been references to historical events as examples of how ideas and strategies can be applied in today’s world.
I find it interesting how events and behaviors from ancient times are still viable today and still occur in our society.The reality is that the human race has gained great technical knowledge, yet many of our human behaviors still remain just as they were in history.
It is because of this we can take those history lessons and help us in our strategies today.Here is one from the Greeks and Persians around 500BC. It all started…MORE….
Sunday, June 17, 2007
Breakfast of Champions
3 Keys to meet your goals
Last week the article was about gaining more willpower and how to keep it going. After all I think most would agree that champions do have a great deal of will power!
So what is it that keeps the champions in the front of the pack?
What is it that each of us could be doing to be more of the champion?
But wait, we have to get up each morning, get the kids moving, get to our job, do our job, deal with the daily issues, get home and more kids, do the lawn, the laundry, cook a meal and then have the energy to get excited about our goals and being a better champion!
Let’s get real! We are bushed and exhausted!
So how do we take more control over our lives direction and be more of the champion?
Here are some thoughts…MORE…..
3 Keys to meet your goals
Last week the article was about gaining more willpower and how to keep it going. After all I think most would agree that champions do have a great deal of will power!
So what is it that keeps the champions in the front of the pack?
What is it that each of us could be doing to be more of the champion?
But wait, we have to get up each morning, get the kids moving, get to our job, do our job, deal with the daily issues, get home and more kids, do the lawn, the laundry, cook a meal and then have the energy to get excited about our goals and being a better champion!
Let’s get real! We are bushed and exhausted!
So how do we take more control over our lives direction and be more of the champion?
Here are some thoughts…MORE…..
Unlimited Will Power
What is it, How do you get it?
Here it is Monday morning and my commitment to have an article out every Monday is in jeopardy.
Usually the mind is going all week on potential ideas and by Friday evening it’s formulated and written by Saturday and definitely by Sunday morning.For what ever reason there were too many distractions and suddenly its Monday early AM. (this ever happen to you?)
So early Monday AM the keys start to rattle because it’s a commitment to a group of people and it is a habit that I have worked to develop.
Then comes Kevin Hogan’s Coffee and his article on willpower this morning and gives me a new idea on what to give you today.If you are not getting Kevin’s Coffee I would suggest you sign on, he gives you more than enough to chew on! (link at end of article)
The question is why do we hear stories about people who come to this country, do not speak the language, have nothing with them and yet become successful and become part of the top 10%? What do they have that we do not? How can we get it? …MORE..
What is it, How do you get it?
Here it is Monday morning and my commitment to have an article out every Monday is in jeopardy.
Usually the mind is going all week on potential ideas and by Friday evening it’s formulated and written by Saturday and definitely by Sunday morning.For what ever reason there were too many distractions and suddenly its Monday early AM. (this ever happen to you?)
So early Monday AM the keys start to rattle because it’s a commitment to a group of people and it is a habit that I have worked to develop.
Then comes Kevin Hogan’s Coffee and his article on willpower this morning and gives me a new idea on what to give you today.If you are not getting Kevin’s Coffee I would suggest you sign on, he gives you more than enough to chew on! (link at end of article)
The question is why do we hear stories about people who come to this country, do not speak the language, have nothing with them and yet become successful and become part of the top 10%? What do they have that we do not? How can we get it? …MORE..
Thinking likeEinstein
4 Creative tools that Einstein would use
Jerry is on break and playing cards with other employees when the pad he is keeping score on continues to slip and slide around. His frustration shows and then his expression changes as though something significant has occurred.
“Be right back” he tells the rest of the group.
He returns with a small cup full of glue, but not just any glue. This is some stuff they did not know what to do with. It would stick alright, but a slight tug and it came loose and the engineers could not come up with a use for this weak glue.
A dab on the end of the score paper and it stayed put for the whole game. When they were done, a slight tug and up it came without leaving a mark.
Yep, that is the story as I have been told how one of 3M’s biggest sellers came to be. Post
It Notes® came to being from something that was considered waste and had no value.It was someone’s creativity in solving a problem that made that useless glue into billions of dollars!
Recently I purchased a book called, “How to think like Einstein” by Scott Thorpe. Here are just a few ideas you could apply to tap into your natural creativity! …MORE..
4 Creative tools that Einstein would use
Jerry is on break and playing cards with other employees when the pad he is keeping score on continues to slip and slide around. His frustration shows and then his expression changes as though something significant has occurred.
“Be right back” he tells the rest of the group.
He returns with a small cup full of glue, but not just any glue. This is some stuff they did not know what to do with. It would stick alright, but a slight tug and it came loose and the engineers could not come up with a use for this weak glue.
A dab on the end of the score paper and it stayed put for the whole game. When they were done, a slight tug and up it came without leaving a mark.
Yep, that is the story as I have been told how one of 3M’s biggest sellers came to be. Post
It Notes® came to being from something that was considered waste and had no value.It was someone’s creativity in solving a problem that made that useless glue into billions of dollars!
Recently I purchased a book called, “How to think like Einstein” by Scott Thorpe. Here are just a few ideas you could apply to tap into your natural creativity! …MORE..
Negotiation Tactics
Insights in preparing for any negotiation
This weekend I had the opportunity to spend time with a young business man that is doing exceptionally well. Having started in the proverbial two stall garage eight years ago and now expanding his eight million dollar operation for the fifth time, he obviously knows something.
We talked about several situations he recently had involving some negotiation tactics and the results of both.
This week’s article will cover two examples of negation tactics being applied and examine why they obtained the results they did.If you want more insight into negotiations, read on ...MORE..
Insights in preparing for any negotiation
This weekend I had the opportunity to spend time with a young business man that is doing exceptionally well. Having started in the proverbial two stall garage eight years ago and now expanding his eight million dollar operation for the fifth time, he obviously knows something.
We talked about several situations he recently had involving some negotiation tactics and the results of both.
This week’s article will cover two examples of negation tactics being applied and examine why they obtained the results they did.If you want more insight into negotiations, read on ...MORE..
No One Trusts Business
6 Actions leaders can take to change it
Only 51% of the public polled indicated “trust” in business to do the right thing!
What does that say about how the public sees business today?
Now consider the fact that all these people work for a business of some type! How are they viewing their own employer?
This comes from a presentation by Mark Sanborn during a simulcast on Friday, May 11, 07.
Along with Mark were 8 other nationally recognized leaders in business, education, social reform and sports.
So what was their answer to the 51% “trust” factor? What could business leaders and individuals be doing to improve that public perception? Here are six actions they have seen work! …MORE…
6 Actions leaders can take to change it
Only 51% of the public polled indicated “trust” in business to do the right thing!
What does that say about how the public sees business today?
Now consider the fact that all these people work for a business of some type! How are they viewing their own employer?
This comes from a presentation by Mark Sanborn during a simulcast on Friday, May 11, 07.
Along with Mark were 8 other nationally recognized leaders in business, education, social reform and sports.
So what was their answer to the 51% “trust” factor? What could business leaders and individuals be doing to improve that public perception? Here are six actions they have seen work! …MORE…
You Expected What
The power of setting expectations
“Wow” says Joe as his body starts to stop shaking. “That was really a tough call for me. I knew there would be name calling and I would be the whipping post, but he really chewed me up.”
“Joe, I’ve never seen you handle anything like this the way you did tonight! You really were in control of this guy! You need to feel good about this.” Exclaimed his wife.
“Did I come across to strong at the end when the new expectations were set? I’ve just never really done that before.” Queries Joe.
“Where did that come from Joe, I wish the other side of the conversation could have been heard. Did you really did get him to agree to do what you wanted in the end?” asks his wife.
“Yes he did and now I’m going to hold him to it, just like I will with every customer from now on.” Is Joe’s confident response.
So what is it that Joe is doing differently to effectively handle the tough situations he comes up against? What has created this new confidence in his communications and position in the situation? …MORE….
The power of setting expectations
“Wow” says Joe as his body starts to stop shaking. “That was really a tough call for me. I knew there would be name calling and I would be the whipping post, but he really chewed me up.”
“Joe, I’ve never seen you handle anything like this the way you did tonight! You really were in control of this guy! You need to feel good about this.” Exclaimed his wife.
“Did I come across to strong at the end when the new expectations were set? I’ve just never really done that before.” Queries Joe.
“Where did that come from Joe, I wish the other side of the conversation could have been heard. Did you really did get him to agree to do what you wanted in the end?” asks his wife.
“Yes he did and now I’m going to hold him to it, just like I will with every customer from now on.” Is Joe’s confident response.
So what is it that Joe is doing differently to effectively handle the tough situations he comes up against? What has created this new confidence in his communications and position in the situation? …MORE….
Persuasion the insperational way
7 Steps to the persuasive story for selling ideas
Your favorite song comes on and you’re immediately engaged in humming or singing the lyrics. In your mind, time travel takes place and past memories take over, you’re mentally there reliving your past experiences.
Why does a song, a TV ad or a story have such sticking power for us?Perhaps you’ve heard the joke about every Country Western song having the same theme of the dog dies the wife leaves, the truck broke down and the beer is gone. Obviously more than one Country Music star or fan would indicate there is far more to it than that.
What it does demonstrate is the power of the story. Most songs tell some type of story which makes them memorable and helps us emotionally attach ourselves to them.
Do you want to be more persuasive, more influential and sell more?It has been proven again and again that top persuaders are also master story tellers!
Just think the highest paid people in our culture are musicians; story tellers!So how can you and I become these masters at story telling? …MORE…
7 Steps to the persuasive story for selling ideas
Your favorite song comes on and you’re immediately engaged in humming or singing the lyrics. In your mind, time travel takes place and past memories take over, you’re mentally there reliving your past experiences.
Why does a song, a TV ad or a story have such sticking power for us?Perhaps you’ve heard the joke about every Country Western song having the same theme of the dog dies the wife leaves, the truck broke down and the beer is gone. Obviously more than one Country Music star or fan would indicate there is far more to it than that.
What it does demonstrate is the power of the story. Most songs tell some type of story which makes them memorable and helps us emotionally attach ourselves to them.
Do you want to be more persuasive, more influential and sell more?It has been proven again and again that top persuaders are also master story tellers!
Just think the highest paid people in our culture are musicians; story tellers!So how can you and I become these masters at story telling? …MORE…
5 Secrets to Success
5 Keys from 4 successful CEO's
In just the past week I had the pleasure of invest time with four successful CEO’s and getting their input and views on what has helped them to be successful.
Imagine getting the insight from the founder of the largest research company in the country that was built against the odds.
A man that started out expecting engineering to be his career, only to find himself running a 50 million dollar operation.
Another that really didn’t want to leave home but saw opportunity, and by growing teams has created his own opportunities.
The fourth was over a million in personal debt when he started his company a few years ago and now talks about weighing the money instead of counting it.
Suppose these men just might have something for you?I’ve taken their conversations and put the essence into five key areas for your review. Here they are…MORE…
5 Keys from 4 successful CEO's
In just the past week I had the pleasure of invest time with four successful CEO’s and getting their input and views on what has helped them to be successful.
Imagine getting the insight from the founder of the largest research company in the country that was built against the odds.
A man that started out expecting engineering to be his career, only to find himself running a 50 million dollar operation.
Another that really didn’t want to leave home but saw opportunity, and by growing teams has created his own opportunities.
The fourth was over a million in personal debt when he started his company a few years ago and now talks about weighing the money instead of counting it.
Suppose these men just might have something for you?I’ve taken their conversations and put the essence into five key areas for your review. Here they are…MORE…
Sunday, April 15, 2007
Changing Minds
The power of what is behind a choice
“I don’t get it!” retorts Joe!
“We had the best price both in cost and trade in, the unit was the most cost effective of the three competitors, yet we didn’t get the deal!”
“You mean after all the preparation and the long meetings we had on that deal they went with someone else?” Bill the sales manager exclaims.
“I thought we had worked out all the numbers to the penny and it was the best logical choice for that guy!
Did the competition give it away?”
“Oh no, we were actually the lowest in price and the highest in trade in! I am at a loss on how we can get them to change brands!” a rejected Joe responds.
Can you relate to the above situation?
Welcome to the club as most people can in one way or another.
Is the above scenario only relative in the sales environment? Regretfully, the answer is No!
How many of us have been involved with an employee (spouse, child, friend, sibling) that isn’t complying with our wishes?
Or how about getting a group of volunteers to buy into an idea that will advance the cause of the organization ten-fold?
Been there, right?.
We plan the presentation; we build up the benefits, and polish the idea or concept till it looks almost too good to be true!
I have done it myself more times than I care to recall!
Seems we have all been in this same scenario, what is it that we need to do differently to get past these hidden barriers? …MORE..
The power of what is behind a choice
“I don’t get it!” retorts Joe!
“We had the best price both in cost and trade in, the unit was the most cost effective of the three competitors, yet we didn’t get the deal!”
“You mean after all the preparation and the long meetings we had on that deal they went with someone else?” Bill the sales manager exclaims.
“I thought we had worked out all the numbers to the penny and it was the best logical choice for that guy!
Did the competition give it away?”
“Oh no, we were actually the lowest in price and the highest in trade in! I am at a loss on how we can get them to change brands!” a rejected Joe responds.
Can you relate to the above situation?
Welcome to the club as most people can in one way or another.
Is the above scenario only relative in the sales environment? Regretfully, the answer is No!
How many of us have been involved with an employee (spouse, child, friend, sibling) that isn’t complying with our wishes?
Or how about getting a group of volunteers to buy into an idea that will advance the cause of the organization ten-fold?
Been there, right?.
We plan the presentation; we build up the benefits, and polish the idea or concept till it looks almost too good to be true!
I have done it myself more times than I care to recall!
Seems we have all been in this same scenario, what is it that we need to do differently to get past these hidden barriers? …MORE..
Ive never fired anyone before
How a leader’s beliefs can get in the way2 Apr 2007
Ever had that discussion with someone that shares a problem their experiencing, and as they describe the situation your wondering why they haven’t taken action?
From your view the solution is obvious, yet they seem unable to have the same view or conclusion.
In a recent conversation with a small yet growing business owner, there was that same experience. Ultimately the conversations lead to some awareness on his part as to how his beliefs were getting in the way of his business growth and performance.
Here is a recap of the conversation….MORE...
How a leader’s beliefs can get in the way2 Apr 2007
Ever had that discussion with someone that shares a problem their experiencing, and as they describe the situation your wondering why they haven’t taken action?
From your view the solution is obvious, yet they seem unable to have the same view or conclusion.
In a recent conversation with a small yet growing business owner, there was that same experience. Ultimately the conversations lead to some awareness on his part as to how his beliefs were getting in the way of his business growth and performance.
Here is a recap of the conversation….MORE...
Sunday, March 25, 2007
Happiness Strategies
How a personal strategy can change your life
We have talked a great deal about various strategies in the past several articles. Is it possible to develop happiness strategies?
Ever come across a person that just always seemed to be happy even though their life seemed in the pits?
Or how about the person undergoing some type of medical crisis yet they’re the ones that cheered everyone up.
Just recently I caught an interview about a gentleman that came from poverty; left home at age 14 to live on the streets, built a business worth millions in the oil industry only to have it crash.
Then he built up a business from scratch, worth 3.5 Billion in the debt collection business. Seems he had lots of experience from the other side; the debtor side.
Then only to have a partner’s choices bring it crashing down and cause him to face a life in prison if wrongly convicted.
They even cut his mansion in half as part of his bankruptcy!
For the third time in his life he was dead broke!
All the time his life was happy and he had his wife, whom he met in high school, which kept him looking at life in a positive way.
Today he is worth millions by helping others to create happiness strategies in their lives.
Here are some of his strategies….MORE...
How a personal strategy can change your life
We have talked a great deal about various strategies in the past several articles. Is it possible to develop happiness strategies?
Ever come across a person that just always seemed to be happy even though their life seemed in the pits?
Or how about the person undergoing some type of medical crisis yet they’re the ones that cheered everyone up.
Just recently I caught an interview about a gentleman that came from poverty; left home at age 14 to live on the streets, built a business worth millions in the oil industry only to have it crash.
Then he built up a business from scratch, worth 3.5 Billion in the debt collection business. Seems he had lots of experience from the other side; the debtor side.
Then only to have a partner’s choices bring it crashing down and cause him to face a life in prison if wrongly convicted.
They even cut his mansion in half as part of his bankruptcy!
For the third time in his life he was dead broke!
All the time his life was happy and he had his wife, whom he met in high school, which kept him looking at life in a positive way.
Today he is worth millions by helping others to create happiness strategies in their lives.
Here are some of his strategies….MORE...
Getting Decisions
Two strategies to help others make a choice
19 Mar 2007
Just last week we were talking to Robert Jonas about how he gets his top 20% producers to increase their sales by some 30%!
Now some are saying, “Another sales article! Let’s get something that applies to the rest of us!”
The fact of the matter is that these two ideas or strategies do apply to anyone we are trying to get some type of decision or choice from.
It really doesn’t matter if we are in a selling situation, coaching an employee or getting a family member to make a choice. The ultimate outcome is getting a choice made.
Just this afternoon I had a discussion where a family was pushing John to make a choice. They were applying pressure in various ways to get John to make a choice the family felt he should. The results were showing up as even more resistance from John, and him wanting to go the other way!
Pushing just never seems to work, unless you want to build more resistance to your ideas.
So what can we do?
Ok, here are two ideas that...MORE...
Two strategies to help others make a choice
19 Mar 2007
Just last week we were talking to Robert Jonas about how he gets his top 20% producers to increase their sales by some 30%!
Now some are saying, “Another sales article! Let’s get something that applies to the rest of us!”
The fact of the matter is that these two ideas or strategies do apply to anyone we are trying to get some type of decision or choice from.
It really doesn’t matter if we are in a selling situation, coaching an employee or getting a family member to make a choice. The ultimate outcome is getting a choice made.
Just this afternoon I had a discussion where a family was pushing John to make a choice. They were applying pressure in various ways to get John to make a choice the family felt he should. The results were showing up as even more resistance from John, and him wanting to go the other way!
Pushing just never seems to work, unless you want to build more resistance to your ideas.
So what can we do?
Ok, here are two ideas that...MORE...
Right Thinking Strategies
Developing the process 10 Mar 2007
Oh my god!
The time is changing this weekend, will my computer work? What about my PDA? How am I going to be able to deal with the change?
Monday will be a disaster because of this!
Switching to Daylight Savings Time is a simple change. But, just imagine how many people probably had these same fears going through their head.
Granted, if you’re in charge of a Fortune 100 Companies computer system, you may have good reason for concern.
Of course if you were in charge of that huge computer system you would have a strategy in place along with an implementation plan.
My question for you is this, if you have a plan in place, what is your strategy relating to; your career, your business, and most importantly your personal life?
If you stop and think about it, a strategy directs your thinking and view of a given situation and its solutions. Just suppose you have a great plan but no strategy, how much power has the plan lost?
What happens when the plan fails or hits walls?
I believe you can relate to this;...MORE..
Developing the process 10 Mar 2007
Oh my god!
The time is changing this weekend, will my computer work? What about my PDA? How am I going to be able to deal with the change?
Monday will be a disaster because of this!
Switching to Daylight Savings Time is a simple change. But, just imagine how many people probably had these same fears going through their head.
Granted, if you’re in charge of a Fortune 100 Companies computer system, you may have good reason for concern.
Of course if you were in charge of that huge computer system you would have a strategy in place along with an implementation plan.
My question for you is this, if you have a plan in place, what is your strategy relating to; your career, your business, and most importantly your personal life?
If you stop and think about it, a strategy directs your thinking and view of a given situation and its solutions. Just suppose you have a great plan but no strategy, how much power has the plan lost?
What happens when the plan fails or hits walls?
I believe you can relate to this;...MORE..
Saturday, March 03, 2007
Removing Resistance
Two of the many Omega Strategies
Joe’s had a tough time getting production numbers for the month. He’s done a great job, getting plenty of prospects to listen to his presentations, yet he keeps getting the big stall. No decision is always a decision!
As he checks his email he finds a note from Business Architects regarding the teleconference that evening with Dr. Knowles on “How to Overcome Resistance.”
Joe thinks to himself, “I wonder if this guy might have some answers for me. Sure can’t hurt to listen.”
That evening Joe closes his office door and dials the phone.
As he listens to what Dr. Knowles and Harlan have to say, he gets excited. The pen in his hand is going as fast as it can to get all the information down. “Wow, this makes so much sense but I never thought of it that way before!”
What is being presented that has got Joe captivated? ...MORE...
Two of the many Omega Strategies
Joe’s had a tough time getting production numbers for the month. He’s done a great job, getting plenty of prospects to listen to his presentations, yet he keeps getting the big stall. No decision is always a decision!
As he checks his email he finds a note from Business Architects regarding the teleconference that evening with Dr. Knowles on “How to Overcome Resistance.”
Joe thinks to himself, “I wonder if this guy might have some answers for me. Sure can’t hurt to listen.”
That evening Joe closes his office door and dials the phone.
As he listens to what Dr. Knowles and Harlan have to say, he gets excited. The pen in his hand is going as fast as it can to get all the information down. “Wow, this makes so much sense but I never thought of it that way before!”
What is being presented that has got Joe captivated? ...MORE...
Selling Sally
Unbelievable sales growth by reducing resistance.
24 Feb 2007
I should have thought of that!” “How did he come up with that approach!”
That was my reaction when Gary May gave a brief overview of how he took a small sales force and created sales growth that makes a fighter jet with the afterburners on seem slow.
So they take a $20,000 to $100,000 purchase and sell far more than their competitors, do it in one sales call with higher margins while closing in the 80% range!
Now this is a fairly mundane yet expensive and required product such as your company phone and switch gear. Add in a competitive market with multiple suppliers and conservative buyers in the UK.
Two years ago Gary takes the book The Psychology of Persuasion, and applies the concepts to his sales force and product. The numbers tell the rest of the story!
The numbers, taking over 70% of their market, closing 80% of the sales on the first call, closing 70% of their customer’s customers and their top people earning in the $600,000 range! These are all US currency, not UK pounds!
Interested? …..More….
Unbelievable sales growth by reducing resistance.
24 Feb 2007
I should have thought of that!” “How did he come up with that approach!”
That was my reaction when Gary May gave a brief overview of how he took a small sales force and created sales growth that makes a fighter jet with the afterburners on seem slow.
So they take a $20,000 to $100,000 purchase and sell far more than their competitors, do it in one sales call with higher margins while closing in the 80% range!
Now this is a fairly mundane yet expensive and required product such as your company phone and switch gear. Add in a competitive market with multiple suppliers and conservative buyers in the UK.
Two years ago Gary takes the book The Psychology of Persuasion, and applies the concepts to his sales force and product. The numbers tell the rest of the story!
The numbers, taking over 70% of their market, closing 80% of the sales on the first call, closing 70% of their customer’s customers and their top people earning in the $600,000 range! These are all US currency, not UK pounds!
Interested? …..More….
Qualifying, What is it? 2-8-07
Tools to save you and your customer time
It’s Tuesday and I’m meeting with an executive for a large equipment organization. It’s an interesting conversation, as it’s indicated the sales force is very busy with customers wanting equipment, managers are even asking for more bodies to handle the volume of calls and customers. Sound like a dream?
Then the question comes, “What volume of business are they doing or how many are they closing on?”
“That’s the problem, I’m guessing the actual closing ratio is only 15-20%!” and we start wondering who is in the driver’s seat.
“What?” I ask, “I would expect 30-50% or maybe more, what is not happening here?”
“Obviously they are not qualifying the customers and are functioning as order takers and information clerks!”
The issue of effectively qualifying a customer seems to be more prevalent today in many industries. This similar conversation happens at least a couple times a month.
If this is true then let’s take a look at what this idea of qualifying is all about. ....MORE...
Tools to save you and your customer time
It’s Tuesday and I’m meeting with an executive for a large equipment organization. It’s an interesting conversation, as it’s indicated the sales force is very busy with customers wanting equipment, managers are even asking for more bodies to handle the volume of calls and customers. Sound like a dream?
Then the question comes, “What volume of business are they doing or how many are they closing on?”
“That’s the problem, I’m guessing the actual closing ratio is only 15-20%!” and we start wondering who is in the driver’s seat.
“What?” I ask, “I would expect 30-50% or maybe more, what is not happening here?”
“Obviously they are not qualifying the customers and are functioning as order takers and information clerks!”
The issue of effectively qualifying a customer seems to be more prevalent today in many industries. This similar conversation happens at least a couple times a month.
If this is true then let’s take a look at what this idea of qualifying is all about. ....MORE...
Sold Before you Say a Word
How preconditioning affects our choices
2 Feb 2007
It’s been one of those days; Ben has made several calls today with mixed results. One has really got him pondering what he is doing wrong. A customer decided to go with a competitor whose salesman has a questionable reputation. The competitive sales person promises a great deal, most of which he and his company rarely delivers. The product quality is ok yet not equal to Ben’s equipment.
Ben had questioned the customer about the purchase decision only to get a vague answer about feeling better about the other company despite the known reputation and pricing was not the issue.
As Ben pulls up to the coffee shop to take a break and clear his mind, he sees a salesperson from a different company, Susan, she is also taking a break and they sit down together for coffee. Ben tells his story about the lost sale and how he doesn’t understand what he did wrong or missed. Susan indicates she might have some insight as she knows the customer and some of his connections.
“You see Ben, this customer knows John at BBC and he thinks this other sales person walks on water, even though BBC has had problems with him and his promises. I bet John told your customer to trust this guy even though your customer knew about the problems BBC had been having.” Says Susan.
“That doesn’t make sense!” retorts Ben.
“You’re right” says Susan, “It is not logical, but you have to understand most people do not realize how preconditioning affects their decisions.”
(For those of you not in sales, hang on, this applies to all communications.) .....MORE...
How preconditioning affects our choices
2 Feb 2007
It’s been one of those days; Ben has made several calls today with mixed results. One has really got him pondering what he is doing wrong. A customer decided to go with a competitor whose salesman has a questionable reputation. The competitive sales person promises a great deal, most of which he and his company rarely delivers. The product quality is ok yet not equal to Ben’s equipment.
Ben had questioned the customer about the purchase decision only to get a vague answer about feeling better about the other company despite the known reputation and pricing was not the issue.
As Ben pulls up to the coffee shop to take a break and clear his mind, he sees a salesperson from a different company, Susan, she is also taking a break and they sit down together for coffee. Ben tells his story about the lost sale and how he doesn’t understand what he did wrong or missed. Susan indicates she might have some insight as she knows the customer and some of his connections.
“You see Ben, this customer knows John at BBC and he thinks this other sales person walks on water, even though BBC has had problems with him and his promises. I bet John told your customer to trust this guy even though your customer knew about the problems BBC had been having.” Says Susan.
“That doesn’t make sense!” retorts Ben.
“You’re right” says Susan, “It is not logical, but you have to understand most people do not realize how preconditioning affects their decisions.”
(For those of you not in sales, hang on, this applies to all communications.) .....MORE...
10 Points of Persuasion
Ideas you can use today and get results from your sales and teams.
Jolene is a manager with 20 people on her team; they just received the top production and sales award from the company for the third year in a row!
Gerald, another team manger approaches: “Jolene, congratulations. I need to get some of what you have! How do you continually get this performance out of your team?”
“Thank you, Gerald, I know you always want to improve your team and I would gladly fill you in for the price of a good lunch.” Replies Jolene.
“Tomorrow, we’ll take a longer lunch at the restaurant down the block and it’s on me!” States Gerald with anticipation.
“11:30 to beat the crowd?” Is her response.
Its 11:30 and Jolene and Gerald get a booth in a quiet corner to discuss the strategies she uses to get more commitment from her team. ...MORE...
Ideas you can use today and get results from your sales and teams.
Jolene is a manager with 20 people on her team; they just received the top production and sales award from the company for the third year in a row!
Gerald, another team manger approaches: “Jolene, congratulations. I need to get some of what you have! How do you continually get this performance out of your team?”
“Thank you, Gerald, I know you always want to improve your team and I would gladly fill you in for the price of a good lunch.” Replies Jolene.
“Tomorrow, we’ll take a longer lunch at the restaurant down the block and it’s on me!” States Gerald with anticipation.
“11:30 to beat the crowd?” Is her response.
Its 11:30 and Jolene and Gerald get a booth in a quiet corner to discuss the strategies she uses to get more commitment from her team. ...MORE...
Saturday, January 27, 2007
Getting the team moving
Incentives that work for the long haul!
It’s January in the North Country, as I board the plane I see some familiar faces, executives from one of my client companies.
“So where are you heading?” I ask him.
“Taking my team to Vegas for a week of golfing!”
“The whole group or just the top 20%?” I ask.
“Oh it’s wonderful, over 90% made the cut this year based on our production goals, the largest group we’ve ever taken!” (40 sales people on staff)
Apparently our training and their incentive program had a good effect!
What about your team’s performance?
Then late last week I had conversation with another client and discussed how they could set up an incentive program that would work.
During the conversation, the question arose as to whether he should spell out that the rules state the poorest perfromer gets fired as a way to put some teeth into the program.
I strongly suggested he not proceed down that path! I wanted him to look at what his real objectives and outcomes were in implementing a program.
Our discussion that followed, was very similiar to many others I have had with managers struggling with the same situation.
I have placed the recap of that conversation below.. .....More......
Incentives that work for the long haul!
It’s January in the North Country, as I board the plane I see some familiar faces, executives from one of my client companies.
“So where are you heading?” I ask him.
“Taking my team to Vegas for a week of golfing!”
“The whole group or just the top 20%?” I ask.
“Oh it’s wonderful, over 90% made the cut this year based on our production goals, the largest group we’ve ever taken!” (40 sales people on staff)
Apparently our training and their incentive program had a good effect!
What about your team’s performance?
Then late last week I had conversation with another client and discussed how they could set up an incentive program that would work.
During the conversation, the question arose as to whether he should spell out that the rules state the poorest perfromer gets fired as a way to put some teeth into the program.
I strongly suggested he not proceed down that path! I wanted him to look at what his real objectives and outcomes were in implementing a program.
Our discussion that followed, was very similiar to many others I have had with managers struggling with the same situation.
I have placed the recap of that conversation below.. .....More......
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