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 […]
THE OBAMA LESSON
THE OBAMA LESSON…President Barack Obama has it figured out. Whether you support his political positions or not, you have to admire the way he approaches the subject of popularity. Look at the results of his last election… 51% of the population liked him… 49% of the population didn’t like him. Almost half of the voters said […]
The Police Motto
TO SERVE AND PROTECT… is the well known motto for many police departments. A two-pronged approach, it explains the benefits of looking after others while at the same time making sure everyone is safe. There is an ironic parallel to the Sales Business in this phrase of "serve and protect". It takes on a different […]
Reward or Harm?
SMALL REWARDS OR SMALL HARMS?…everything we do in life is done with a purpose. That purpose is to "make things better". It all boils down to decisions… hundreds of decisions every day. Each decision is intended to provide a "reward". The decision to make a Sales Call is based around the anticipation that "I will […]
Emergency Thinking
EMERGENCY OR WALK IN…when's the last time you had occasion to go to the Emergency Department at your local hospital? When's the last time you had to get quick medical response? Hopefully it was a long time ago. The next time you drive by a hospital, think of the two types of situations in that […]
You Are Not Begging!
BEGGING OR HELPING?…the most powerful sources of business in Sales are referrals and past clients. Those loyal individuals who have done business with you in the past and either send you a friend or buy again. Why is it then that so many Salespeople hesitate to take advantage of this great source? Why is it […]