Why The Competition Is Eating Your Lunch

So, what's the best way to close sales?

Everyone seems to look for the silver bullet, the short cut, the easy way. Being a sales coach, I have seen every extreme of talent, technique and methods when talking to professional sales people.

By way to illustration, a commercial printer rep was the classic “show up to throw up” sales person. His sales strategy incorporated coming to my office with literally boxes full of his best work. He then proceeded, till I cut him off twenty minutes later on to ask him to tell me why his print shop was the best and how he was the most reasonable price in the town.

The thing is… he never basically asked me what I required or what problem I had. Of course, he did not get the sale.

Amish baling Hay

This sounds like an extraordinary example, but sadly, its rather common-place. Sales is a unclean word to the majority of people. Why? Well let’s accept it—there are a large amount of bad sales folk out there. They come and gab your ear off about why they’re the most practical solution without taking a single moment to determine your requirement—if any.

Do You Know What is Going on in Your Business?

SWOT Analysis On Steriods

A major part of the Business Mastery System I created is the periodic use of the Clarification phase of the system.

SWOT-Analysis-Blocks

If your goal is to continually maintain a highly effective and well oiled business operation, you’ll need to conduct periodic analyses of your environment.

Generally, the tool we’re going to be discussing can be used for the entire company, a project within the company, a department and/or even a team.

Is Your Culture a Country Club or Prison?

More than anything else, culture matters.

One of the primary responsibilities of any team leader is the establishment of the team’s culture. Think of culture as being the rules of behavior.

Prison

The easiest way to think of this concept is to draw a horizontal line on a piece of paper. Put “Jail” at one end of the line and “Country Club” at the other end.

Just One Move Supercharges Your Top Line

The easy way to grow revenue

Revenue covers up a lot of sins. Even more revenue covers up a lot more sins. Now, I’m not saying you should put up with a lot of sins, errors and omissions within your business. I’m making the point that increasing revenues certainly helps make them less obvious and hurtful.

Raving Fans

The last couple of years has been a very telling time for most businesses in the US. The economic situation has generally affected every business, not just isolated ones and selected niches.

So, you need to get more revenue. And, you need to get it as fast as you can.

What you really need is to get yourself in front of more “hot prospects” under “favorable circumstances”.

Why?

You Can’t Manage Wrong And Get The Right Results

In order to do this properly we need to both measure performance and take the appropriate action.

One of the most important things each of us can do as managers is to maintain a high level of consistency. Do it right and you will get the right results—the ones you need. And, one of the most important things we do as managers is doing the right thing for every level of performance we get from our employees.

Right Results

Here is a top-level view.

In order to do this properly, we need to measure performance and take the appropriate action.

Why You Should Stop Growing Your Top Line Revenue

Why you must always grow your revenue and how to do it.

Revenue covers up a lot of sins. Even more, top line revenue covers up a lot more sins. Now, I’m not saying you should put up with a lot of sins, errors and omissions within your business. I’m making the point that increasing revenues certainly helps make them less obvious. It means they are still there, they just don’t have as big an impact.

Business Man Fuzzy Image

The last couple of years has been a very telling time for most businesses in the US. The economic situation has generally affected every business, not just isolated ones and selected niches.

So, you need more revenue. And, you need to get it as fast as you can.

What you really need is to get yourself in front of more “hot prospects” under “favorable circumstances”.

Why?

If Everything Is Stacked Against You…Now What?

Here Is Why You Should Always Play The Hand You Are Dealt

As I frequently teach in my Business Mastery System, we must constantly assess the entire situation and do our best to make sense of it, make the appropriate adjustments and improve our outcomes.

Rules-and-Regulations

The recent economic debacle in the U.S. and around the world, coupled with the recent congressional results reminds me of the arguments I loved to have with my Economics professors at the University of Washington.

What I Learned In School

How To Increase The Effectiveness Of Your Emails

You must have email communication standards in your workplace.

Sadly, email is one of the remarkably effective tools that nearly everybody uses tactically, but not strategically. The issue is that few individuals are excellent at using it, not recognizing it is one of the key communication skills. That’s not unlike a great deal of many more great tools that can be readily misused.

PerformanceReviews

Far too many individuals use email (particularly email marketing) in a very forceful and unwelcome manner. There are many pointers about email use that we could dive in to, but let’s stay with the biggest area of misuse—email marketing.

How To Lead Like Abe Lincoln [Secrets Revealed]

Abraham Lincoln's top 10 leadership tips

No one questions the notion that Abe Lincoln was among the top three presidents. In fact, many believe he deserves to be number one. That’s extremely remarkable since it has been over 150 years since he served.

Abe Lincoln

You will find his name on everything from money to streets to buildings. So there’s considerable proof that Lincoln made a remarkably deep impression on the country’s history.

He served as president during one of the most tumultuous times in the history of the country. Over 600,000 died during the United States Civil War. Over half the country hated him during his presidency, but nearly all love him now.

We are going to see a few reasons why.

Beware The Man Who Has All The Answers

Put the art of ignorance to work for you!

The Greek philosopher Socrates was a frightening man and was put to death because of it. But, it is not what you might be thinking. He never said he had all the answers. On the contrary, he said he didn’t.

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His crime was questioning the “truth” being put forth by those in power. And, encouraging his students to do the same. He threatened the power elite and was killed because of it.