Blogs

By: Bill Rust
Thu, December 6th 2012

You may know people in sales who hesitate to admit it.  They may use a title they think sounds better, for example "Business Development" or even one that is a different function of their business, such as "Marketing," in an attempt to camouflage what they really do. When an Implementation Manager or Technical Support rep is asked by a customer about a solution their company offers, they may say, "I am not in sales" before they answer, as […]

By: Bill Rust
Wed, November 28th 2012

If all you have is a hammer, then everything looks like a nail. Mastering different techniques is like having different tools in your tool belt. You may not need one particular tool all the time or even very often, but you know that you have the option should the opportunity arise. Salespeople who are great at one aspect of selling, such as giving a great sales pitch, tend to launch into their pitch whenever they think they see an opportunity to talk. If they ar […]

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Tags:
intent    
Categories:
Leadership/Coaching    
By: Bill Rust
Fri, November 16th 2012

Have you ever noticed how when you visit a different country, everything just seems so foreign? Sometimes the little things that stand out and make a big difference. For example, in Japan, people walk on the opposite side of the sidewalk as they do in the states. Maybe it is because they drive on the other (wrong) side of the road or because samurai kept their swords on their right.After centuries of pedestrians not wanting to find themselves on the wrong end of the sword, eve […]

By: Bill Rust
Tue, November 6th 2012

Nolan Ryan, one of the greatest baseball pitchers of all time, said: "Enjoying success requires the ability to adapt. Only by being open to change will you have a true opportunity to get the most from your talent."  Nolan had an overpowering fastball. To some fans, it may have sometimes seemed as if he was throwing that same pitch over and over.  Actually, even when he threw a bunch of fastballs in a row, he would change the speed (fast, faster, fastest), va […]

By: Bill Rust
Tue, October 23rd 2012

When preparing for a meeting, you want to make sure that you are bringing everything you need the make the meeting a success. As you are going through your mental checklist (business cards, pen, etc.) make sure that you are not bringing what you don't need: your ego.We all have egos.  It's egotistical for someone to think that they don't.  They best we can hope for is to be able to keep it in check for a while so that it doesn't do too much damage […]

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Tags:
intent   ego    
Categories:
Leadership/Coaching    
By: Bill Rust
Wed, October 17th 2012

Dr. Stephen R. Covey knew that true success encompasses a balance of personal and professional effectiveness.Applying his teachings found in "The 7 Habits of Highly Effective People" will lead you to be highly effective at anything. At Ninety Five 5 we have focused on applying these concepts to help our customers get greater results selling in a competitive global environment.The 7 Habits, in a nutshell are:1. Be Proactive: Unleash the power of personal responsibility for you […]

By: Bill Rust
Wed, October 10th 2012

The same way that you slow down when you are driving and see a yellow light (right?), when a yellow light appears in a sales situation, you slow down, don't you?In the Ninety Five 5 Sales Success System, "Yellow Lights" are possible stalls or roadblocks that suggest that even if you can provide a solution that truly meets the customer's needs, you still might not do business together. Qualifying and advancing an opportunity requires being hyper alert for Yellow Ligh […]

By: Bill Rust
Mon, October 1st 2012

Sometimes people ask a question in way that makes it clear that only one possible response is acceptable. Am I right or am I right? When someone is convinced that they are the smartest person in the room, they project an attitude that "it's my way or the highway." This unwillingness to compromise stifles collaboration.  It's painfully obvious to others when there is no interest in their opinions. It becomes clear that it doesn't matter what th […]

By: Bill Rust
Mon, September 24th 2012

What do you think when a salesperson says, "Trust me"? Most people reach for their wallets to make sure they are safe. A lot of sales improvement systems focus on techniques, such as closing questions.  Everyone has heard a salesperson use assumptive questioning to try to get you to make a purchase, such as: "When would you like to take delivery?" If they do give you a choice, it's usually between two options that both favor them: "When w […]

By: Bill Rust
Tue, September 18th 2012

Changing the culture of a large organization is a significant challenge that requires leadership.  Lasting change starts on the individual level, with the leaders, before it can carry over into their teams and then permeate throughout the organization.  Any type of significant change, including personal transformation, starts with getting leverage – understanding why the change has to happen.  Applying that leverage, so that something can be moved f […]