Well, the way I like to visualize a company’s progress is actually very different from the old cliches you’ve read about. I like to think of progressabove the waterlineversusprogress below the waterline. It’s a comparison that helps me focus my efforts while I’m growing a company, and it helps me respond to information that I’m getting from the marketplace as I test-out different approaches to the problem that I’m trying to solve for my customers.
For a select few people like myself, a business negotiation is something very exciting that we look forward to. Unfortunately, if you don’t know my 3 easy steps to winning negotiations, then you’re probably like the rest of the world, and that means that you dread these conversations and enter into them from a position of weakness.
"A-B-C. Always be closing.” You’ve probably heard this phrase in the movies. Alec Baldwin made it a household term in the classic film, Glenn Gary, Glenn Ross. Well, that line didn’t come out of nowhere. There’s a very large amount of truth in it, because if you’re going to be a top-producer, you’re going to need to close a prospect multiple times to get the order.
One of the biggest, most common lies that people tell about sales is that there is just one key secret to suddenly becoming a top-performing millionaire. Of course, selling is a lot more complicated than that. Great salespeople are masters of many skills, but there is one that I want to talk about in today’s White Board Wednesday that is absolutely indispensable. That skill istonality.
One of the biggest mistakes that salespeople make year-after-year is trying to sell their product to prospects who either aren’t interested in it, don’t need it, or can’t afford it. They think they’re being macho by jamming a product down the throat’s of people who will never need it. But what they’re really doing is wasting everyone’s time and acting like a jerk.