Wednesday, July 31, 2013

Lost a Big Sale? Don't Use These 2 Excuses

Tom Searcy is a sales training who focuses on selling the big deal. I heard him speak one time a few years ago and have enjoyed reading his material. He has an article in Inc magazine that has two simple points of what not to do when you lose a sale.

What is the most common reason people believe and say they lose a sales - price? How many times have you purchased something and only cared about the price? What is the easiest way to get a sales person to leave you alone - tell him or her the price is too high. Tom gives ways around having to use this excuse.

Politics is the other reason Tom discusses. It's also easy to say and believe you lost a sales because the buyer had pressure to pick the other supplier. Again, there are ways to deal with this.

Take five minutes and read the article and find ways to improve and make the second half of 2013 better than the first half.

Friday, July 26, 2013

Chet Holmes - 5 Questions Companies Should Answer

Chet Holmes was one of the best business and sales trainers I have read and or seen on video. He had an ability to get to the core of an issue and give his readers a clear path to success. This was obviously similar to the skills he used when working for Charlie Munger and succeeding during his entire career. Below are five questions he posed to business leaders and they are worth reading and thinking about.

5 Questions Companies Should Answer in Order to Compete
To stay ahead of the curve, businesses should ask the following questions:
1. What success have they had getting top-of-mind awareness?
2. How have they differentiated themselves from the rest of the pack?
3. How can they clear the clutter to get their message heard?
4. Do the old ROI measurements really work in today’s market?
5. Who and where is the true influencer today?

Click this link to read the rest of the article was is full of insights.

Sunday, July 14, 2013

The Power of the Next-Action Decision

One of the top 5 books I have ever read about my business and personal life is Getting Things Done by David Allen. It is a book I skim through annually and push on everyone who will listen.

One key concept from GTD is to identify the "next action item" when working on a project. Below is a blog post from GTD about this concept. I won't summarize it because it is clear and understandable.

If you want to change your life for the better - buy, read and live GTD.

Following up on clarifying the difference between outcomes and actions: I have a personal mission to make “What’s the next action?” part of the global thought process. I envision a world in which no meeting or discussion will end, and no interaction cease, without a clear determination of whether or not some action is needed—and if it is, what it will be, or at least who has responsibility for it. I envision organizations adopting a standard that anything that lands in anyone’s “ten acres” will be evaluated for action required, and the resulting decisions managed appropriately. Imagine the freedom that would allow, to focus attention on bigger issues and opportunities.

Over the years I have noticed an extraordinary shift in energy and productivity whenever individuals and groups installed “What’s the next action?” as a fundamental and consistently asked question. As simple as the query seems, it is still somewhat rare to find it fully operational where it needs to be.

One of the greatest challenges you may encounter is that once you have gotten used to “What’s the next action?” for yourself and those around you, interacting with people who aren’t asking it can be highly frustrating. It clarifies things so quickly that dealing with people and environments that don’t use it can seem nightmarish. —David Allen, in Getting Things Done