In an article from Hospital Impact we learn that the University of Michigan has reduced Malpractice Costs by $57.0 million be being transparent and open about mistakes AND apologizing where appropriate. This is not a new concept. I wrote about this in a post from October 2009 . What is…
Buyers are liars, so they say. I participated in some sales training last year. One of the trainer’s big points was that buyers lie to you. In fact, his whole approach was very aggressive and even a little combative “in a nice way”. I am not sure that is the…
I came across this Dilbert Comic strip the other day. I had to laugh out loud and then cry, because it
represents the views of many sales professionals. In the strip the sales executive says, “If we both win, it’s not selling.”
I strongly disagree. You have heard me say this before in other ways but look at how many sales executives talk; “I eat what I kill,” “I am a hunter,” “we have to be aggressive.”
All of that language has …
In order to enhance our success at making a sale we want to make sure we understand what the buyer is seeking. I know, it sounds obvious. How many times have you gone into the store looking for
something and the seller tries to sell you what they want to sell.
Before we can present the best solution, we need to understand more about the buyer’s situation:
– Where they see the need
– The impact of that need on him/her personally
– Impact on their …
I was reading in the recent issue of Business Week about how lenders have started to negotiate on principal
in some of the mortgages that are under water. It spoke of their fear of the precedent this would set, apparently with good reason.
There was a short story about a salesman who was able to make his payments. However, because his neighbor’s house has declined in value he wanted to renegotiate his loan or he would walk away. His
comment; “it’s not a moral decision it’s a …
I saw a book today by Richard Bach. Knowing how much I like and have learned from his previous books, I considered buying it. Then I thought of all the books I have bought that did not lead to
change. Why? The answer is inertia.
www.dictionary.com defines it as; the property of matter by which it retains its state of rest or its velocity along a straight line so long as
it is not acted upon by an external force.
How many of us are stuck …
