When you erode your key differentiator what else is left?
When I think about Apple, and their success, much of it can be attributed to their great service. The genius bar, appointment scheduling, roving "mobile" check outs create a retail environment like know other. People go there just to hang out see what's new, get advice and of course buy a LOT of products
Yes Virginia, there is such a thing as a stupid question
Despite what you may have been taught in the past, there IS such thing as a dumb or a stupid question in sales. I hear them all the time - both by the sales people that call me, AND while listening to the sales calls sent to me by clients. Occasionally in training workshops too. And it never ceases to amaze me that with all the great questions to chose from, why some sales people chose to alienate, disengage or confuse their prospects by setting the wrong tone with their questions
Sales Olympics: Lessons from the Games Part 5
Here is a wrap up from some of the Olympic news this weekend fro London, and what it means to you as a sales leader.
Best VORTEX ideas from the field
Last week I was on site rolling out our Retention and Growth Formula (TM) for a large sales convention. We brook the group into 8 teams and gave them an hour after the session to create their own VORTEX retention plan. Here are some of the best ideas form the presentations:
Three Girls, Two Paddles
While our canoe may not have been a picture of good team relationships, it is imperative that when you are working with clients, you develop multi-dimensional relationships. What do I mean by multi-dimensional?
Sales Olympics: Lessons from the Games Part 4
Watch both super athletes - Phelps and Bolt - in an interview and ask yourself "who would I rather spend the day with. Bolt or Phelps?" Hands down, Bolt will win every time.
Sales Olympics: Lessons from the Games Part 3
The Olympics are in full swing and I am excited because Athletics (track and field) are just about to start. Usain Bolt is one of my favourites! I hope you have been enjoying our series of the sales lessons you can learn form the games Any lessons you have learned so far that you want to share?
Sales Olympics: Lessons from the Games Part 2
You can be the best in the world and have a bad day. Cyclists, who have won big events this year, are not medaling in the Olympics. Phelps is not wining all the medals. World champion gymnasts are hitting the floor, sitting down on apparatus and losing spots in the final. Divers are missing their dives. Unseeded Poland defeated 3rd ranked Poland in Volleyball. The key is to move past it the disappointment fast. Brush it off and live to fight another day
Sales Olympics: Lessons from the Games Part 1
Sales Olympics: Lessons from the Games Part 1Your mental game is critical. If Michael Phelps can't get his focus and confidence back, he will not win as expected. Don't let an early loss ruin your entire month. Refocus, regroup and develop a new path to success.
Creating your own Customer Service Problems
Why would you purposefully create a bad experience for a customer who has chosen to do business with you when many competitive options exist?
Question from our State of the Sales National Update
Do you still feel that cold calling is the best first contact with a new prospect?
My upcoming stay at Fairmont Part 2
Last week I posted that Fairmont Sonoma refused to take my money when I inquired about a suite upgrade. (One was available but they would not allow me to pay for it).
Revenue Prevention?
Think about your own corporate polices. Do you have any that actually make it impossible for the client to spend money with you?
Searching for Excellence - 4 tips for improving your sales team's success
The following four tips can help you to help your team improve their sales results, increase their revenues and exceed their sales targets.
Know When to Walk Away
Once we realize that we all have to be prepared to walk away when there isn't a fit, those clients that we do continue to work with can become long-term profitable customers - even customers for life!