We must be looking around to see all the change that is taking place in our world. Our world is constantly connected and rapidly moving, showing no signs of slowing down. So, what do we do? A few different things. The most successful sales professionals are not only goal-oriented, but growth-oriented as well. This means once they achieve a goal there is another set they desire to achieve. In addition, they are continual and lifelong learners. In this post, the focus will be on three “I” words that will help us become better in our sales efforts. 1. Incredible: What…
Let’s say you have 17 seconds to make a convincing, credible and concise point. Could you do it? I often pose this question to printers and promotional companies around the country. They don’t enjoy what I call the “17-second challenge” at the moment, but, in time, they will tell me how much it helped them reflect and change. I hope it does the same for you and makes you think at a deeper level. I came up with this concept after hearing the term “elevator pitch” (an approximate 20- to 30-second pitch) one too many times. You see, 17 seconds…
Why Ask Why? No, it is not to try Bud Dry. (Note: that was a test to see how old some of you are and if you remembered that old commercial jingle.) So, you may now be thinking where I am going with this blog post. Good question. Today, I want us to focus on the "why" of what we do and ask others. In almost every encounter I have people talk about the "how’s" and "what’s" but they do not clearly articulate their "below-the-surface" why of—why they feel the way they do. How do we understand another person’s "below-the-surface" reason? It…
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