Getting more…out of it Assuming you’re already member of the local restaurant association, you’ve made the first step in creating a valuable resource for your business. But unless you can use that tool effectively it can’t contribute all that much to your growth and might just be another waste of time. To accomplish that more […]
They can’t eat you…But they defeat you No matter how unpleasant the exchange with a prospect after unwittingly hitting a raw nerve, or simply stepping in it, there’s a limit to that pain. They can ask you to leave but as the old saying goes, they can’t eat you. 😊 The worst outcome is a […]
Dismissals and rejection…Two possible options We’ve all heard the tales of some soaper being verbally lambasted (or worse) in a cold call by a prospect who was wronged (or thought they were) by him or (probably) by somebody from his organization sometime in the distant past. And while that’s certainly happened, it’s not an experience […]
Good to know…All those knowns There’re three varieties of knowns. First there are the known knowns. Then come the known unknowns. Finally there are those sometimes very dangerous unknown unknowns. When we walk into a sales call with less preparation than necessary, the percentage of that third “known” goes up in direct proportion to our […]
Experience can be….the problem Those of us who’ve been around for a while tend to have a problem. It’s not that we know everything, but rather that we’re sometimes unreasonably certain about the correctness of what we believe we know. It’s not that what we’re certain of is incorrect. But the nature of our brain’s […]
Some numbers…For all of us In financial planning there’s something called the rule of 72. It refers to the approximate number of years required for an amount of money to double at any given interest rate. For a six percent return divide 6 into 72 and you get 12, (the number of years required to […]
Hold ‘em, fold ‘em…And the difference So you delivered a great presentation that however didn’t end all that well. Your approach was on target. The presentation of it well tailored and delivered just short of masterfully. But still it fell short. Your honest review of it afterwards didn’t unearth a single change in strategy or […]
Objections and overcoming Roadblocks to success There are those self proclaimed sales ‘experts’ who tell us that objections are just the buyer saying, “Tell me more”. Then there are those who say objections should be sidestepped and pretty much ignored. Truth is both are partly correct – but mostly wrong! Let’s start with that first […]
A word for…and against spontaneity Spontaneity is an essential skill that we’d be hard pressed to be without. In its absence we’d be like the DMV clerk who can’t assist an applicant because a set procedure that won’t allow them to deviate from a “plain vanilla” request. On the flip side there’s the potential value […]
He who speaks…first probably loses If we hope to succeed in the end goal of our sales presentation, we obviously have to understand the importance of delivering a solid close at its’ conclusion. And we know that a good sales close means posing a question that can’t be easily answered with a simple “no”, or […]