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Digg it UP - The Sales Journey: From A Beginner To A Know-It-All and Back Again
What if the market for your product or service could be increased? The payment options you offer your clients may limit your market size. Opthalmologists found this the case with lasik eye surgery. Since this is a procedure not cov
“No, you’re not!” I reply with irksome certitude.
“How do you know?” he bristles.
“Because this is always what happens when we deviate from a successful presentation
Good grammar in spoken and written communications can dramatically increase your value to both current and potential employers. In the business world, and especially in the job interview process, an important part of your value is the perception yo
He could have been speaking about success in selling.
As a sales manager and consultant I’ve seen it time and again.
I’ll train someone who doesn’t know any better than to follow my instructions to the letter. In short order, he succeeds.
In fact, he excels, and like a runner in peak condition, he sprints past folks who have been doing what he’s doing a lot longer.
Then, he falls into his first slump.
His sales decline, he scratches his head in bewilderment. A few days or weeks before, he was on top, and now he’s sinking fast.
What’s wrong?
I ask a simple question: “Are you on your presentation or off of it?”
“Uh,” he thinks for a second, “I’m on it, I guess.”
“No, you’re not!” I reply with irksome certitude.
“How do you know?” he bristles.
“Because this is always what happens when we deviate from a successful presentation.
At first, outsourcing gives a company a splendid opportunity to get high quality work performed by skilled and experienced specialists at reasonable prices that off course leads to significant cost savings on software development and support.
As a sales manager and consultant I’ve seen it time and again.
I’ll train someone who doesn’t know any better than to follow my instructions to the letter. In short order, he succeeds.
In fact, he excels, and like a runner in peak condition, he sprints past folks who have been doing what he’s doing a lot longer.
Then, he falls into his first slump.
His sales decline, he scratches his head in bewilderment. A few days or weeks before, he was on top, and now he’s sinking fast.
What’s wrong?
I ask a simple question: “Are you on your presentation or off of it?”
“Uh,” he thinks for a second, “I’m on it, I guess.”
“No, you’re not!” I reply with irksome certitude.
“How do you know?” he bristles.
“Because this is always what happens when we deviate from a successful presentation
Outsourcing your insurance billing and credentialing to contract with insurance carriers is the wave of the future. Time is money. Your staff needs to focus on treating patients. Outsourcing your billing and credentialing frees up time in your offi
Then, he falls into his first slump.
His sales decline, he scratches his head in bewilderment. A few days or weeks before, he was on top, and now he’s sinking fast.
What’s wrong?
I ask a simple question: “Are you on your presentation or off of it?”
“Uh,” he thinks for a second, “I’m on it, I guess.”
“No, you’re not!” I reply with irksome certitude.
“How do you know?” he bristles.
“Because this is always what happens when we deviate from a successful presentation
Marketing, brand awareness and advertising has long been the domain of the multinational companies. Everybody reading this article is familiar with brand names such as Coca-Cola or Microsoft, and this is no accident. Advertising gurus allocate mi
What’s wrong?
I ask a simple question: “Are you on your presentation or off of it?”
“Uh,” he thinks for a second, “I’m on it, I guess.”
“No, you’re not!” I reply with irksome certitude.
“How do you know?” he bristles.
“Because this is always what happens when we deviate from a successful presentation
Nowadays thieves are looking for an easy plunder and have focused their eyes upon construction equipments too. Each year, construction equipment worth one billion dollar is stolen from the construction sites and the police can not do a thing about
“No, you’re not!” I reply with irksome certitude.
“How do you know?” he bristles.
“Because this is always what happens when we deviate from a successful presentation.”
In simple terms, if you change your message, you’ll change your results. Alter the inputs, and the outputs will be altered, too; that makes sense, right?
But succeeding salespeople think they have risen above merely mortal matters of cause and effect. Suddenly, they think they’re “good” or “great,” or even, “gifted.”
That’s when the free fall happens. They go from a work ethic to an entitlement ethic, believing fictions such as this one: “I’d prefer to work smart, than to work hard!”
This translates into working less and expecting more, which means leaving crucial things out of your sales regimen that were there when you were freshly trained.
Finally, slumping salespeople get back to basics, forcing themselves to KISS; to Keep It Simple, Stupid!
And their sales take off, again.
Until, that is, the next ti
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