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!
Harvey Dorfman, Author: Mental Game of Baseball “Fear is a sign of intelligence… Whats wrong is fearful behavior” Harvey Dorfman, consultant to some of baseball’s elite teams and players, tells a story of former Oakland A’s star relief pitcher Dennis Eckersley. “Dennis admitted he was scared silly every time he pitched, afraid of humiliation and … Continue reading Harvey Dorfman
Okay, the market is down 20% in a few short weeks. People are being laid off and companies are cutting back. So what! While business may not be booming like it was a couple of years ago, people are still buying. The world goes on. The question is are they buying from you? In markets … Continue reading Who Says People Are Not Buying?
This Memorial Day Weekend, I had the pleasure of attending the Bar Mitzvah of a very special young man, Joshua Feldman. Joshua is special because at the ripe old age of 13, he gave a speech that literally left everyone stunned—a speech that moved the entire congregation and left all of the adults with a … Continue reading 3 People and a Corned Beef Sandwich