Recently I was sitting on a plane when a guy sitting right behind me says on his cell phone: “Listen, I shouldn’t really be saying this to you since this is really confidential and nobody is supposed to know this, so please keep it to yourself”. Hey buddy, if this is so confidential, why did … Continue reading Recently I was sitting on a plane when…
When former NY Knicks coach Jeff Van Gundy worked for Pat Riley as an assistant coach, he learned a valuable lesson from Pat. Pat told him in a performance review that you need to have 4 things to get respect and results from players; sincerity, reliability, commitment and being trustworthy. Sincerity- In order for people … Continue reading 4 Keys to Effective Leadership
You have two sales reps calling on you one right after the other trying to sell you similar products or services. The first rep is very knowledgeable, but loses your attention as he gets bogged down in the features of his products. The other sales rep gets you involved by providing a stimulating environment that … Continue reading Who Would you Listen To?
Salespeople hate paperwork! They look at this as simply doing reports that take away valuable selling time. Titans see this task as an opportunity to evaluate their results and prepare their activities for the next few months. One of the most challenging things a sales executive must do every month is to complete the dreaded … Continue reading Are you using all of your tools?
My biggest challenge of writing the Titan E Report every month is trying to figure out what to write. There are days when my mind is not too creative. I realize it’s hard to imagine that I too get bogged down with the issues of the day. Or, as we authors like to call it, … Continue reading There is No Better Time Than The Present
A young relative of mine took a job at a local ski shop in sales. He told me he loves what he does and is amazed that even though he is not that knowledgeable about the products, people still buy from him. He recognizes that his enthusiasm is infectious and people respond positively to it. … Continue reading Don’t Curb That Enthusiasm!!!
A child you are caring for is throwing a temper tantrum (known in negotiation classes as the Outrageous Behavioral Tactic) over getting some ice cream. You decide not to buy the ice cream because the child had enough junk food that day. The temper tantrum grows in intensity until you reach your limit. What do … Continue reading Value Selling
Over the holidays, my family and I went to our usual vacation spot, the Marriott Aruba. This is the first year we went over the Christmas vacation and it was the busiest we have ever seen it. It was so crowded people started lining up at 5:00am waiting to reserve their pool and beach chairs. … Continue reading The Value of Sales Extensions
This past weekend my wife and I went shopping with our daughter at a mall and stopped in the Build a Bear Workshop. This store has the right sales approach. We are going to break their sales model down into simple elements that relate very well to The Titan Principle. The Build A Bear Workshop … Continue reading It’s Time to Build a Bear
Facts: You need to make quota! You need to get your manager off your back! You need to make bonus! You need to pay your mortgage! You need to buy new clothes! You need to buy a new house! You need to send your kids to college! Okay, you get the point. You have needs … Continue reading It’s Time To Change Your Focus!