Top Salespeople Avoid Commodity Selling
How even TP can be elevated to a higher level.
Are we talking about Beans, Pork Bellies or Gold? How about Bread, Beans and Copy Paper?
The reality is most salespeople tend to turn a very unique product/service into a commodity in the buyers mind. As a result, the sale ends up being a price war and much harder work than it need be.
Now what is meant by "commoditizing" a product or service? ..MORE..
Tuesday, June 09, 2009
Wednesday, May 20, 2009
New podcast is up
Great interview with Clayton Shold from www.Salesopedia.com . Lots of time management ideas, even swallowing frogs!
Saturday, May 02, 2009
Nominated for Top 10 Sales Articles
http://www.Top10SalesArticles.com just notified me that the article, Qualifying, What is it? is up for top 10 articles for April. Sure could use your help and vote to get to the top!
Wednesday, April 29, 2009
Five Keys to Controlling Time
Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either.
This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours. If you’re an owner, you already know about the 60 hours, but 90 plus hour weeks!
The sad thing about all this is how it affects our quality of life, family and personal esteem. When these areas of life become negative, work performance is also declining!
So how do you stop this runaway train that consumes our time!
Here are five simple, yet challenging keys that can change your life!
This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the need for getting more from less the pressure is on. The forty-hour week now is stretched to 50-60-70 hours. If you’re an owner, you already know about the 60 hours, but 90 plus hour weeks!
The sad thing about all this is how it affects our quality of life, family and personal esteem. When these areas of life become negative, work performance is also declining!
So how do you stop this runaway train that consumes our time!
Here are five simple, yet challenging keys that can change your life!
Monday, April 21, 2008
Living Without Leaders
Life without Leaders
Can groups function without leadership?
One of my connections on LinkedIn posed an interesting question that got me thinking.
Can a Leaderless Organization Succeed?
It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.
So what is this Leadership concept all about? What makes one person a leader and others a follower? Which are you and why? …MORE…
Can groups function without leadership?
One of my connections on LinkedIn posed an interesting question that got me thinking.
Can a Leaderless Organization Succeed?
It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or employee this can have an impact on you and your future.
So what is this Leadership concept all about? What makes one person a leader and others a follower? Which are you and why? …MORE…
Monday, April 14, 2008
The Power of “Liz”
The true influencer in our choices
I would like you to do something for me.
Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.
But if you could push your fingers into your head, where the fingers meet is where “Liz” is.
Who or what is “Liz”? Only the greatest influencer in our lives…..MORE...
I would like you to do something for me.
Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you.
But if you could push your fingers into your head, where the fingers meet is where “Liz” is.
Who or what is “Liz”? Only the greatest influencer in our lives…..MORE...
Monday, April 07, 2008
Success's Worst Enemy
How success eludes many of us
I get an email promoting a new book. It’s by some kid that just turned 22 and has already started several new businesses and is worth several million!
Of course we wonder how can a kid in Grade School start a business and be worth a million before he graduates High School.
The judgment starts in, his parents helped him, he had a leg up some way, he started with a bunch of money and on and on. There just is no way a kid could do this! The reality is none of these are the case!
Cameron simply never let Success’s Worst Enemy get in the way!
Who or what is this worst enemy? ...MORE...
I get an email promoting a new book. It’s by some kid that just turned 22 and has already started several new businesses and is worth several million!
Of course we wonder how can a kid in Grade School start a business and be worth a million before he graduates High School.
The judgment starts in, his parents helped him, he had a leg up some way, he started with a bunch of money and on and on. There just is no way a kid could do this! The reality is none of these are the case!
Cameron simply never let Success’s Worst Enemy get in the way!
Who or what is this worst enemy? ...MORE...
Monday, March 31, 2008
The Hidden Communications Factor
The HIDDEN Communications Factor..
Its 3 in the afternoon, a fairly tough day for you and your next appointment shows up. A salesperson with a service you have been considering using enters your office. You note the strong smile and good posture of the well dressed representative. They engage you in a pleasant way, ask good questions that get you thinking and ask for the order.
You see the service as being a good candidate and fit for you, yet for some reason you feel uncomfortable with saying yes to this salesperson. The service is fine, the pricing is reasonable, yet NO is your answer.
A few days later you decide to go with a different service vendor that is a bit higher in cost. As you analyze your choices you find yourself feeling more comfortable with this company’s salesperson over the others you have met.
Is this decision about price? About quality? About value?
The studies show, most likely not! It is about the hidden language of communications! ...MORE..
Its 3 in the afternoon, a fairly tough day for you and your next appointment shows up. A salesperson with a service you have been considering using enters your office. You note the strong smile and good posture of the well dressed representative. They engage you in a pleasant way, ask good questions that get you thinking and ask for the order.
You see the service as being a good candidate and fit for you, yet for some reason you feel uncomfortable with saying yes to this salesperson. The service is fine, the pricing is reasonable, yet NO is your answer.
A few days later you decide to go with a different service vendor that is a bit higher in cost. As you analyze your choices you find yourself feeling more comfortable with this company’s salesperson over the others you have met.
Is this decision about price? About quality? About value?
The studies show, most likely not! It is about the hidden language of communications! ...MORE..
Tuesday, January 29, 2008
Persuading the Board
Persuading the Board
7 Points in persuasive group presentations
Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors.
Now Brian has done public speaking and presentations before. He is calm and confident in front of a group and does some type of presentation almost weekly.
The challenge for Brian is how you persuade a group of wealth business people to put their millions in your care! Plus you have several competitors vying for the same business.
Now you may not be making this type of presentation, yet working with groups is something every professional could be and should be using. How do you make the most of the opportunity?
Here are 7 quick tips to keep in mind when preparing to persuade a group…MORE…..
7 Points in persuasive group presentations
Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors.
Now Brian has done public speaking and presentations before. He is calm and confident in front of a group and does some type of presentation almost weekly.
The challenge for Brian is how you persuade a group of wealth business people to put their millions in your care! Plus you have several competitors vying for the same business.
Now you may not be making this type of presentation, yet working with groups is something every professional could be and should be using. How do you make the most of the opportunity?
Here are 7 quick tips to keep in mind when preparing to persuade a group…MORE…..
Monday, January 14, 2008
Amazing how this works
Amazing How This Works
Dealing with resistance gets results14 Jan 2008
As with anyone in sales, I’m making sales calls last week with mixed results. Of course getting someone on the phone is a barrier. The other is getting a positive response once you get that decision maker.
Finally, the business owner is on the phone and I have an opportunity! Then it happens, the resistance comes up and down the slippery slope, until…MORE..
Dealing with resistance gets results14 Jan 2008
As with anyone in sales, I’m making sales calls last week with mixed results. Of course getting someone on the phone is a barrier. The other is getting a positive response once you get that decision maker.
Finally, the business owner is on the phone and I have an opportunity! Then it happens, the resistance comes up and down the slippery slope, until…MORE..
Monday, December 17, 2007
The Few The Proud The Salesman
Salespeople, if you want change your may have to get this dramatic???
Monday, November 05, 2007
Leveraging Your Time
In school we learned about using a lever to move heavier objects. The longer the lever the less effort needed to accomplish a task larger than ourselves.
You’ve heard of “leveraging” your financial assets. Simply put, using the equity you have to buy more properties and increasing your net worth.
Recently I received a pod cast that talked about a trip to Bangkok, Thailand and how the business there defiantly leveraged themselves.
So how do you “leverage” yourself?
Read on, this just might surprise you and how you can adapt these ideas! …MORE…
You’ve heard of “leveraging” your financial assets. Simply put, using the equity you have to buy more properties and increasing your net worth.
Recently I received a pod cast that talked about a trip to Bangkok, Thailand and how the business there defiantly leveraged themselves.
So how do you “leverage” yourself?
Read on, this just might surprise you and how you can adapt these ideas! …MORE…
Persuaison Basics
Missed more often than you think29 Oct 2007
It’s Thursday and I’m meeting with a CEO of a wholesale company.
“Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response.
“If that is so, why such a challenge in getting more market share?” I asked.
“Well, here is an example. I was traveling with one of the guys last week for a couple of days and had to physically kick him under the table to get him to stop!” John responded.
“Really! But he’s one of your experienced guys! He really should know better, shouldn’t he?” I exclaimed.
This you have to follow up on, it just goes to show that experience does not mean competence! Read the rest of the article to get the whole story! Hope you don’t have one of these…MORE…….
It’s Thursday and I’m meeting with a CEO of a wholesale company.
“Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response.
“If that is so, why such a challenge in getting more market share?” I asked.
“Well, here is an example. I was traveling with one of the guys last week for a couple of days and had to physically kick him under the table to get him to stop!” John responded.
“Really! But he’s one of your experienced guys! He really should know better, shouldn’t he?” I exclaimed.
This you have to follow up on, it just goes to show that experience does not mean competence! Read the rest of the article to get the whole story! Hope you don’t have one of these…MORE…….
Attitudes and Actions
I’m walking though the grocery store on a quick errand, my mind is on my own problems and some issues that have popped up. Focused on my task and own issues, I’m unaware of my mood and demeanor.
As I’m standing at the checkout, I note how the clerk is not real happy looking and customers are not engaging her.
That’s when I become aware of my own demeanor and realize I might be sending worse signals than she is!
Ever have one of those days where it’s a struggle to keep you attitude up or at least even?
Here is what we can do to change that..MORE...
As I’m standing at the checkout, I note how the clerk is not real happy looking and customers are not engaging her.
That’s when I become aware of my own demeanor and realize I might be sending worse signals than she is!
Ever have one of those days where it’s a struggle to keep you attitude up or at least even?
Here is what we can do to change that..MORE...
Key to Persuasion II
This past week I’m meeting with Jeff, a coaching client and talking about his small business. As we discuss his week and the issues that came up, it was obvious that the tail was beginning to wag the dog once more!
Personnel issues were at the forefront and creating time and production issues for him. As the discussion continued the focus moved to longer term results and how to get them.
Here is where I asked the question;
“What is the difference between telling and leading someone?”
If you’re in sales, management, leadership or a parent, you’ll want the rest of this story…MORE..
Personnel issues were at the forefront and creating time and production issues for him. As the discussion continued the focus moved to longer term results and how to get them.
Here is where I asked the question;
“What is the difference between telling and leading someone?”
If you’re in sales, management, leadership or a parent, you’ll want the rest of this story…MORE..
Tuesday, October 02, 2007
Key to Persuasion
The key foundational idea to all persuasion1 Oct 2007
This last week several things came to my attention that pointed to the same thing.
I don’t know about you, but sometimes the most diverse occurrences converge and send a message. Have you ever had that happen?
Let’s see, 400 people at a funeral, a goal setting program, a sales call and a how not to get sued article. What could these 4 occurrences have in common for both you and me? …MORE…..
The key foundational idea to all persuasion1 Oct 2007
This last week several things came to my attention that pointed to the same thing.
I don’t know about you, but sometimes the most diverse occurrences converge and send a message. Have you ever had that happen?
Let’s see, 400 people at a funeral, a goal setting program, a sales call and a how not to get sued article. What could these 4 occurrences have in common for both you and me? …MORE…..
What’s your influence?
Getting to the root of persuasion24 Sep 2007
In a conversation with a business GM, Mark, that recently completed our Leadership Strategies program, an interesting conversation ensued.
“I can’t believe what I heard! This is really an eye open for me! Obviously I’ve got to make some determinations on what’s next!” he said.
As I’ve said, far too many times we make assumptions, assume everyone sees and think about the world the same as we do.
So what is it that Mark discovered and how could it affect your leadership, sales and results…MORE….
Getting to the root of persuasion24 Sep 2007
In a conversation with a business GM, Mark, that recently completed our Leadership Strategies program, an interesting conversation ensued.
“I can’t believe what I heard! This is really an eye open for me! Obviously I’ve got to make some determinations on what’s next!” he said.
As I’ve said, far too many times we make assumptions, assume everyone sees and think about the world the same as we do.
So what is it that Mark discovered and how could it affect your leadership, sales and results…MORE….
Sunday, September 16, 2007
Building Membership
Ideas on pulling members to your organization17 Sep 2007
The phone rings and Jill is on the other end. “We need a speaker for our program at Rotary.”
“Sure I can help you out. Any ideas on what the topic should be?”
“Well we’re on our membership drive and I think you know how tough it can be to get members to get out of their comfort zone and ask someone! Can you do something that will help our members to be better recruiters?”
“Jill, most of your members are business people with lots of connections, why such a challenge with new members?”
“I find that just because their in business does not mean they understand how to persuade or influence others positively or even just ask others to join!”
“Ok, I think the picture is a bit clearer. Here is what we could do to give them a couple of quick tools they could apply…MORE…..
Ideas on pulling members to your organization17 Sep 2007
The phone rings and Jill is on the other end. “We need a speaker for our program at Rotary.”
“Sure I can help you out. Any ideas on what the topic should be?”
“Well we’re on our membership drive and I think you know how tough it can be to get members to get out of their comfort zone and ask someone! Can you do something that will help our members to be better recruiters?”
“Jill, most of your members are business people with lots of connections, why such a challenge with new members?”
“I find that just because their in business does not mean they understand how to persuade or influence others positively or even just ask others to join!”
“Ok, I think the picture is a bit clearer. Here is what we could do to give them a couple of quick tools they could apply…MORE…..
Monday, September 10, 2007
Sopranos and Business Leaders
Maximizing the right skills in the right place10 Sep 2007
Its late evening and a long day. Red and I sit on the couch and start flicking through the channels looking for something to unwind with.
A lovely women with a high soprano voice is doing “Over the rainbow” in A cappella when another and then another lovely high soprano joins until there are five of them in perfect unison, harmony and pitch!
If you have never experienced your emotions being pulled out and the hair standing up from the exquisite sound of a high soprano, I would encourage you to put the experience on your “things to do before I go” list! This particular performance was “Celtic Woman” and featured many of the old Celtic songs that really pull you in when performed by the haunting sound of a high soprano. It’s coming live to Fargo in November.
Unfortunately this was on TV and we did not have surround sound!
The performance continues with more great sounds and fantastic music. I begin to think about what can a business learn from such a great performance?
What can we learn from a group of performers that can be applied to business today?
Here are four key ideas that any business has to apply to be successful…MORE...
Maximizing the right skills in the right place10 Sep 2007
Its late evening and a long day. Red and I sit on the couch and start flicking through the channels looking for something to unwind with.
A lovely women with a high soprano voice is doing “Over the rainbow” in A cappella when another and then another lovely high soprano joins until there are five of them in perfect unison, harmony and pitch!
If you have never experienced your emotions being pulled out and the hair standing up from the exquisite sound of a high soprano, I would encourage you to put the experience on your “things to do before I go” list! This particular performance was “Celtic Woman” and featured many of the old Celtic songs that really pull you in when performed by the haunting sound of a high soprano. It’s coming live to Fargo in November.
Unfortunately this was on TV and we did not have surround sound!
The performance continues with more great sounds and fantastic music. I begin to think about what can a business learn from such a great performance?
What can we learn from a group of performers that can be applied to business today?
Here are four key ideas that any business has to apply to be successful…MORE...
Secret to getting Yes
One tool to get others going your way. 3 Sep 2007
It’s Saturday and the family is home this weekend instead of at the lake. The two teenage girls are like any teenage girls, focused on enjoying the day and doing their thing.
Kathy, the mom, had other plans as most moms’ do. There needs to be some room cleaning and some thing done around the house.
“I’m going outside to do some lawn and yard work. When your TV show is finished cleaning your rooms is next and you should be done by the time I get back in.” states Kathy.
Guess what? Yep, an hour or so later Kathy is back in the house, the girls are still at the TV, on the phone, still in pajamas and no the rooms had not been entered.
By the way, does this ever happen at work with employees or customers? How about your home?
Usually one saves the outcome till last, yet because this is an important story I’ll give you this. Kathy does get almost miraculous obedience from the girls, yet not in a conventional way. You’ll want to get the full story …MORE…
One tool to get others going your way. 3 Sep 2007
It’s Saturday and the family is home this weekend instead of at the lake. The two teenage girls are like any teenage girls, focused on enjoying the day and doing their thing.
Kathy, the mom, had other plans as most moms’ do. There needs to be some room cleaning and some thing done around the house.
“I’m going outside to do some lawn and yard work. When your TV show is finished cleaning your rooms is next and you should be done by the time I get back in.” states Kathy.
Guess what? Yep, an hour or so later Kathy is back in the house, the girls are still at the TV, on the phone, still in pajamas and no the rooms had not been entered.
By the way, does this ever happen at work with employees or customers? How about your home?
Usually one saves the outcome till last, yet because this is an important story I’ll give you this. Kathy does get almost miraculous obedience from the girls, yet not in a conventional way. You’ll want to get the full story …MORE…
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