Year: 2004
Picture this. A buyer for a customer you have been dealing with for 20 years calls you and questions why they are paying so much more for your product when the competition is offering it for less. They request you come in and explain yourself. When most salespeople get this kind of call, they usually…
This year’s Super Bowl, if you can put aside the Janet Jackson fiasco, should be known for being one of the best Super Bowls ever played. It all came down to a field goal in the last few seconds of the game. Adam Vinetari missed two earlier field goal attempts, but succeeded on his last…
As a leader, you must help develop the strategy of how you are going to attack your market. People are too often consumed with what their competition is doing. It’s one thing to take your competition into account. It’s quite another thing to try and emulate your competition. If your competition has gained the high…
Jon FriedmanProducer – The Rejection Show www.tremendousrabbit.com Some writers, cartoonists and actors have had their work shot down by the market. What do they do with the rejected pieces of work? If you are smart, you would take it to Jon Friedman, who created a show dedicated to rejection. Jon’s Rejection Show is gaining popularity…
Ron’s Top 10 Reasons Why You Won’t Get a Sale Today!!! Let me make this real simple. Reasons 1-10: It’s all in your mind. Warren Greshes, a colleague and motivational speaker, used to tell a story of when he sold in the garment industry. Everyone told him not to even attempt to sell in December…
Not many people were fans of EllenDeGeneres, that is until her talk show premiered on NBC last September. Before that, she had to deal with the fall out from her publicly declared sexual lifestyle, which soon led to the demise of her sitcom and a dramatic slump in popularity. This experience alone would stop most…
“The mind cannot decipher between that which is true and that which is vividly perceived” Scott Peck Author- The Road Less Traveled Translation: It doesn’t matter what you believe to be true. It only matters what the customer believes. Do you really understand your customer’s point of view? Are you telling your story in a…
One of the classic firing’s on Donald Trump’s show, The Apprentice, occurred in the second show. One of the teams was working on an advertising campaign for a company selling seats on private jets for the corporate traveler. Because of time restraints, the team leader decided not to meet the CEO of the client whose…
John Daly Professional Golfer If a customer says no to you, do you stop? If 50 customers say no to you, do you stop and go home? If you do not win any of the 180 golf tournaments you have played in, do you give up and retire? John Daly didn’t give up. With a…
Every profession has a system in place for success. For instance, according to Todd Piland, Sr. VP of HEB ( Retail Grocer), location is crucial for a store’s success. We all know that. But do you know the critical factors they look for in a location? Todd looks for a location that is on the…
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For those who have heard me speak, you may remember a story I told about a conversation I had with a client in the mid 90’s, Bud Howard, VP of Sales for Hertz Equipment Rental Corporation (division of Hertz). As we were traveling together cross country on a plane, he asked me what I thought…
Read MoreOn April 14th, 1978, Bernie Marcus, CEO of the Handy Dan Home Improvement Center, was fired! Stunned by this unsuspecting blow, he thought about suing his former company. A friend of his, Sol Price, founder of Price Club, asked him if he really wanted to spend his life in litigation or let go of the…
Read MoreYou know the old saying, “Timing is everything in life”. The same holds true for sales and negotiations. Major League Baseball has been trying for years to get the players union to agree to a credible drug testing plan. Time and time again the union has stalled and only agreed to a watered down version…
Read More“Star marketers of the world seek opportunities that benefit their customers” Bob Danzig Former CEO Hearst Newspapers, Author, & Professional Speaker www.bondanzig.com Translation: Early in Bob’s career, he made a name for himself selling advertising by finding innovative ways of helping small businesses reach their markets. His approach of seeking opportunities that benefited his…
Read MoreRecently, I had the privilege of being invited by the Weizmann Institute of Science to visit with their scientists in Rehovot, Israel and got a feel for the projects they are involved in. It was exhilarating listening to all the presentations of advances being worked on that will positively impact humanity. Pioneering cancer researcher, Professor…
Read MoreRecently I had the opportunity of reading the findings of a report written by a world renowned specialist to the physician that referred my mother. When you visit a highly specialized doctor, the attitude you may expect to find is that of someone who knows they are good and really doesn’t have much time for…
Read MoreIn 2004, we have had the opportunity of working with highly successful sales executives on a long term basis. During this work, and from findings we have uncovered in previous engagements, we have identified a set of key traits sales executives must possess in order to achieve extraordinary success. For some, these traits come naturally.…
Read MoreAs a leader, you set the direction for your team, company and customer. You set expectations and provide the tools for meeting them. If you don’t have the right tools, watch out. The damage from falling short of expectations will be far worse than not getting the business to begin with. Here is an example.…
Read More“I don’t believe in the kinds of questions I know the answers to I believe in the kinds of questions that provide facts and information” Larry Wilson Translation: Asking the wrong the set of questions bores your prospect and does nothing to further the sales process along. Asking the right questions uncovers vital information…
Read MoreThe Partnership for a Drug Free America has a great commercial. Honestly, I forgot the message. But the visual was awesome. It involved a fish tank with a couple of gold fish swimming around. During the commercial, the water level constantly drops until there was hardly any water left. You may wonder, what did the…
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