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Monthly Archive for: ‘July, 2014’

Turn No Decision Made – Into a Real Deal

Depending on which articles your read; whose studies you consider, it is said that as much as 60 percent of business deals are lost due to indecision.  The prospect opts to hang tight to the “status quo.” While there are times that it’s prudent to keep the status quo most of the time doing so inhibits progress. Historically had our …

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Learning the Tricks of the Trade

Okay, I’ve never admitted this in public before, but we’re friends, so I’m going to trust you not to snicker. I spent second grade in a one room school house. Yes, a box with a peaked roof, bell with a rope beside the door; a right off of Little House on the Prairie schoolhouse on the outskirts of Jackson, Michigan. …

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Who You Call Matters

Kids are so smart. Have you ever watched them in action? More often than not, when they want something they get it. Why? They get yes answers because they have a natural radar that tells them who to ask? Not really. What they have is a natural instinct to remember what does and doesn’t work depending on their want or …

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Serve Benefits Straight Up

There’s fancy French Cuisine and there’s meat and potatoes. Which one best describes your sales pitch? Do you proudly tick off your product’s features like they are the appetizers and hope to keep the prospect on the line long enough to serve them the Cognac Shrimp with Beurre Blanc Sauce, or do you recognize that with your initial call that businesses …

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Sales Are Made By Teams

Talent wins games, but teamwork and intelligence win championships. Michael Jordan There is a reason that we have multiple governing houses making decisions for our country.  They are meant as a check and balance system, but too, it is a division of responsibilities and a way to tap into the experience and expertise of many.  So it works in business too.  Even the …

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Incite: to stir up or provoke to action