Content about Person Career

12.02.09

Sometimes it takes years for a salesperson to learn the basic rules of the game because no one has written them down. Or at least no one has written them down as “rules.” Older salespeople while training the new ones will often impart these gems of sales wisdom, but most sales training courses only touch briefly on some of these principles and then only in passing. Jill Konrath, author of Selling to Big Companies has enumerated The Seven Paradoxical Sales Principles, all of which may be found in the unwritten, unpublished Old Salesman’s Book of Knowledge.

11.30.09

Many a small businessman, empowered by the success of his small operation, expands himself into failure because he didn’t understand the dynamics of his success. Many of us have seen a successful restaurant expand their facility, staff and services, only to see their business dry up and disappear. Writing in Inc. Magazine a number of years ago, business consultant Norm Brodsky wrote, “If you don’t really understand what’s driving your success, you have to be careful about the strategy you adopt. There’s a risk, after all, that you may accidentally undermine whatever made your company successful in the first place.” Brodsky cited an example of a client-friend who wanted to expand his very successful retail store, but when encouraged to evaluate his business, he realized that the increased costs would require another million dollars in sales to break even . . . and his current customers had not turned away because of his crowded shop

11.23.09
Americans of all shapes, sizes, colors and ethnic heritages will come together on Thursday to celebrate that most American of Holidays, Thanksgiving. Originally conceived to celebrate the first year the Pilgrims survived in the New World, and coinciding with the final harvest of crops before the onset of winter, Thanksgiving has come to mean a celebration of all things American. The turkey, an all-American bird with the misfortune of having delicious meat, is the centerpiece of most holiday feasts. Accompanying the bird are other American staples of holiday fare; pumpkin pie, mince meat pie, stuffing for the bird (the variety of which is a regional thing), sweet potatoes, green-bean casserole, cranberry sauce and a host of other choices.
11.02.09

Think about it, when is the last time you bought anything from a salesperson with a bad attitude, or even an unsmiling guy or gal? It is the likeable salesman who gets the orders, regardless of the product he is selling. He makes the sales experience a positive one and his customers know that he really appreciates their purchasing from him. His attitude establishes credibility and the clients believe what he says. Studies have shown that people buy from salespeople they have come to like during the sales process. Are you or your salespeople viewed as “likeable” by you prospective customers?

10.26.09

In a response to a recent article by sales systems guru, Ari Galper, the author revealed that he had received numerous e-mails from his salesman readership, most of whom reported an abject fear of making cold calls, particularly by telephone. The fear of rejection was the most cited reason for the “cold calling chills,” but all respondents said they would find many excuses for not making the calls they all knew were necessary. Quite simply: Salespeople who don’t make cold calls, don’t make sales.

09.28.09

In Australia they have a term, “walkabout,” which at present means to take a short, occasional interruption from regular work. The term originated with the Aborigines and was the word applied to a rite of passage in which adolescent males went into the wilderness for as long as six months. On this spiritual journey-of-discovery, the young men would trace their ancestors’ pathways of life, called songlines. The young teens would reenact many of the heroic deeds attributed to these precursors. Continued to this day, the walkabout is misunderstood by the white employers who saw it as an “aboriginal thing” in which suddenly without notice, a young man would disappear, reappearing just as suddenly weeks later. To the Aboriginal youth, it was an important spiritual matter for which his employer, from his lack of understanding, would not grant a leave of absence, so they just left when the need came upon them.

09.24.09

It was a seminar for salespeople held in New Orleans in the mid ‘70s. The stage had been set up with an overhead projector and a huge screen. The audience was about fifteen hundred strong, all salespeople from various companies in the area who had paid about fifteen dollars per person to attend the gathering. The speaker cleared his throat and the audience quieted down awaiting the presentation.

“Before we begin” he started, “I want to have the two strongest men in the audience to come up here.” Two big guys were encouraged by their friends and others in the crowd, rose and made their way to the stage. “Now,” continued the speaker, “I want the best looking woman here to come up.” A good-looking saleswoman from the floor was pushed forward and joined the trio on the stage. “And now,” said the speaker, “Surely in this group of salesmen someone has a $100 bill.” A bill was handed up to the stage. The speaker rolled the “Franklin” and put it in his ear, he motioned to the two big guys to hold him up as he leaned backwards. The woman was told to put her arms around his neck and hug him.

09.09.09

In a recent article in The Sovereign Society’s Offshore Letter, guest writer Chuck Dolce equated the practices of the Federal Reserve, our central bank, to those of The Godfather, Vito Corleone, whom he quoted, “Give this job to Clemenza. I want reliable people, people who aren't going to be carried away. I mean, we're not murderers, in spite of what this undertaker thinks...” - Vito Corleone. It is Dolce’s contention that our banking system operated much like Mafia loan-sharking.

09.07.09

On June 30, 1908, a little after 7:00 AM in the area that is now Krasnoyarsk Krai on the Lower Tunguska River, a huge explosion flattened more than 80 million trees on 830 square miles of Siberian taiga. The explosion was estimated at one-thousand times greater that the atom bomb dropped on Hiroshima, Japan in 1945. The cause of the explosion is not known for sure, but some scientists surmise that it was a large comet or meteor striking the Earth. The evidence does not support that contention, however, but pictures of the site look more like an air-burst than an impact since there is no crater to support the impact theory.

09.03.09

The American Bankers Association had assembled at a convention in 1923 and hired humorist, Will Rogers, to give a keynote address to the assemblage. Noting the scandals that had riddled the banking industry over the previous two years, Rogers began his delivery with, “You have a wonderful organization. I understand you have ten thousand folks here. And, if you count the ones in the various federal prisons, it brings your total membership up to around thirty thousand.” Much like in the twenties, the present day financial woes can be at least partially attributed to the easy credit, high limits and greed within our financial industry.

09.02.09

Shrinking Social Security Payments May Herald Economic Turnaround

A recent article in the Sovereign Individual newsletter commented on an Associated Press headline, “Millions face shrinking Social Security payments.” The SI editor went on to say that this news, though misstated, is exactly the news economic prognosticators should want to hear because it heralds the restoration of government fiscal prudence. The contention is that there will be no cost-of-living increases for SSI recipients because the Consumer Price Index is down. The CPI is the indicator to which SSI COLA is tied. This actually means “deflation” not inflation . . . a good sign.

08.27.09

Bargains, bargains everywhere. Headlines in newspapers, on advertisements and across the tops of industry newsletters extol the plethora of bargains available on nearly everything imaginable; Real estate, classic automobiles, jewelry, electronics, hey, even Omaha Steaks are 50% off! One headline announced that baseball Hall-of-Famer, Len Dykstra, just lost his house he had listed for $24.95 million. He had dropped the selling price by nearly $10 million, but it still didn’t sell and went into foreclosure. Another personality, music producer Scott Storch, lost his $7.5 million house to a bank who bought it at auction for $5.5mm.

08.26.09

The keynote speaker at the combined meeting of the Dallas and Ft. Worth chapters of Sales & Marketing Executives International (SMEI) was Herb Eagle, President of SMEI. His opening comment was that salesmen and golfers have a lot in common. He went on to tell the audience, all sales and marketing types as the name of their organization implies, when they gather in the “19th Hole,” you never hear golfers talk about all of the bad shots they made that day, only the few good ones. He further asked, “What do salesmen talk about at the end of the day? All of the rejections, missed appointments, disinterested prospects . . . or the few good sales calls that resulted in sales or future call-backs? Obviously the latter.