I was driving home last night and heard a brief interview with Jack Hanna on the radio. That’s right the wild animal guy talking about the Hope for Rwanda 2010 Gala being held here in Denver tonight. Jack reminded us of where this country has been, and the
incredible strides it has made to become 2009’s Top Business Reformer according to the World Bank’s “Doing Business report”.
A brief refresher; in 1994 there was another uprising and …
I cleaned up some files this week and found the notes on a post I was working on back in October. (Need to drive a better desk). The post was based on an article in Business Week magazine titled The Great Trust Offensive. The article starts with the comment “Companies…
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 …
