Jack said, “I really liked your criticism model in the sales meeting. Say the name of the person and then say what they did that you liked. It sounded kinda woowoo, but it really worked. “The people who had something to say and the people mentioned knew something important was going on, and the peopleRead… Read more »
I was reading the fairy tale, Hansel and Dick. You know, the one where the two guys got out of the woods because they left a trail of handouts behind them. I have come to think that the most important part of a sale is making sure all the prospects have something in their handsRead… Read more »
A protégé called and asked for my ideas on organizing sales territories. It was a false alarm as her bosses already had a plan, and it was a lot worse than their previous setup. Traditionally, we divide sales territories by lines of business, geography, or method of presentation (size of customer). All three methods areRead… Read more »
Eric Qualman of Socialnomics has updated his four minute video about the impact of Social Media here When I blogged about the first video, my friend Jason came barreling up the next day and said, “That’s the greatest thing I’ve ever seen on the Internet! Can I steal it?” Steal it from YouTube? But why?Read… Read more »
We use “models” to simplify, understand, and use situations which are too complex to directly understand and engage successfully. Models allow useful focus. The biggest problem with a model is when we forget it is just a model and think it is the reality. A model often stops working and needs to be adjusted. RealityRead… Read more »
In the Information Age the most treasured gift is information. Blogging, information is often a unique definition, your point of view. Post! Comment! Do It Now!
I stopped in to see a customer. He asked, “How’s the weather out there?” Heck, he’s on the tenth floor, big office, picture windows to the National Mall. “How’s the weather out there?” That got me thinking. Most people work in an office, a cube, on a machine. They see the same people day afterRead… Read more »
A friend is looking for a new job. Along the way, he created a great sales technique. He has two offers developing, and is trying to sort out which one he should take. So he described the assets and liabilities of each position to one of his mentors. His mentor thought about it and thenRead… Read more »
I said, “Thank you” to a server. Response, “No problem.” Full stop, system crash, Reboot. By the time I got back up, she was gone. No further communication. Not much tip, either. When someone takes the time and effort to thank you, if you can’t acknowledge their effort, you are training them not to thankRead… Read more »
Talk Your Business – How to make more and better sales right away!You are invited to a free one hour presentation that creates better sales on the spot! “The brilliance of Dick Davies’ Talk Your Business is its simplicity. Easy to learn. Easy to teach. Anyone can do it. But most won’t because they getRead… Read more »