LOWER THE DRAWBRIDGE… successful independent Broker Judy Marsales from Hamilton, ON recently shared a great concept in Customer Relations. Judy said that in Medieval Times people protected themselves by surrounding themselves with a moat and living behind huge walls. When someone came to visit they would first decide if the visitor was trustworthy and then […]
The Guilt Trip
THE GUILT TRIP… everybody goes through periods of feeling guilty because "I just can't seem to get all the stuff done I wanted to". Then you start to beat yourself up for what you perceive to be underachievement. "I was supposed to go here, I was supposed to do this, I was supposed to talk to so-and-so, etc. […]
Get Out Your Hammer!
THE SNOOZE BUTTON… my opinion: one of the worst inventions of all time is the Snooze Button on your alarm clock. It allows you to delay doing something that you said you were going to do. "Oh it's OK, I'll do it later". Worse than that… it encourages you to Break Your Word!!! When you […]
No FutureShock
PREDICT THE FUTURE… good news…you have a crystal ball! There is a great expression in Sales that says the following: "If you want to know how you did today, check your bank balance in 90 days". Most Sales transactions have a predictable period from start to finish. Regardless of your business environment, for the majority […]
JENET’S STORY…NO MORE SCRIPTS!
CONVERSATIONS NOT SCRIPTS… here’s a blinding flash of the obvious for you… Salespeople don’t like to use scripts! A quick analysis: The Downside to Scripts – “they don’t sound like me, they’re not natural, I don’t like memorizing, etc.” The Upside to Scripts – “they keep me on track, they shorten my appointment […]