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Imagine going to see your doctor with a cut on your leg that you're thinking may very well require stitches.  You limp into the office and your physician says, with just a simple glance, "I'll write you a prescription.""But… don't you want to look at my leg?" you say.  "No," he replies, " I see  'em come and I see 'em go all day.  This is a great drug and you'll feel better […]

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Leadership/Coaching   Flow   Win    

Talking to someone who seems to be avoiding your questions can be a frustrating experience.  If they drive the conversation away from what you want to discuss to topics they want to discuss, it is natural to question their intent. When you talk to customers, the last thing you want to do is have them doubt your sincerity.  So what do you do when you are asked a question before you have all of the information you need to give them a good answer?Answering the question a […]

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By: Joe Thomas
Wed, November 23rd 2011

Unfortunately, for many of us this statement is or has been true (in a sense).  The bat is all the details about our products and services.  The client asks… and we beat them over the head with all the coolest things we know about us and (unfortunately) often the “less than cool, but we know the script well” things too.  It’s so hard not to.  They are the ones that ask… they must want to know. Sin […]

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Flow   Win    
By: Craig McQueen
Tue, November 22nd 2011

I am pretty excited to be at the Art of Sales event here in Toronto for a number of reasons.The speaker line-up is fantastic and it's always exciting to meet old friends and make new ones. (You can also read more about the event here.) I have read Seth Godin's blog daily for the past few years and have read at least five of his books. His words inspire me. Barbara Corcoran will be sharing what it is like to be a shark (she is on ABC's Shark Tank). Keith Ferrazzi's b […]

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By: Bill Rust
Mon, November 21st 2011

Ever find yourself in a conversation where you think the other person is leading up to something, but you don’t know what they are driving at? They may ask a series of questions leading you in different directions. Or they may tell you stories about different subjects that don’t seem to be related.  Sometimes you may feel that you can’t keep up, no matter how hard you try. Is there a chance that your customers ever wonder what point you a […]

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Ninety Five 5 team members David Moore and Craig McQueen will be on hand at "The Art of Sales" conference in Toronto Nov. 22, sharing the firm's proven tools, techniques and mindset for repeatable sales success.As a conference cosponsor, Ninety Five 5 is proud to support internationally renowned bestselling authors and visionaries -- Seth Godin, Barbara Corcoran, Keith Ferrazzi, Sally Hogshead and Jerry Greenfield -- who will share an exciting blend of cutting-edge think […]

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By: Joe Thomas
Wed, November 16th 2011

Most of us have never heard of the word "eustress."  Distress on the other hand...Yeah, most of us are familiar with "distress."  It's what we associate with the word "stress" and work can be stressful.  It can be chaotic, out of control, burn you out and highly motivational for an escape.  Have you ever been engaged in a project that you couldn't get your butt out of bed for?  You know… t […]

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By: Craig McQueen
Tue, November 15th 2011

It seems to me that a salesperson is a lot like an investment advisor. In the traditional sense, an investment advisor provides advice about how to invest your money (usually in stocks, bonds and GICs) to maximize the return according to your risk tolerance.As salespeople, aren't we doing the same thing? Aren't we helping our customers decide how to best invest their resources (time and money) such that they maximize their return according to their risk tolerance?Next time yo […]

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By: Bill Rust
Mon, November 14th 2011

I always thought the expression "think outside the box" was interesting. What exact does "the box" mean and how can you be sure if you are thinking outside of it or not? If you are stuck on a deal and need a fresh perspective, trying to think like your customer can help you to understand what needs to happen in order to get things going.  Short of asking them what they are thinking, what can you do to try to broaden your mindset so that you are able to bett […]

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Decision Grid   D-Grid   Business Opportunity Worksheet   BOW   Call Plan   End in Mind   EIM    
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By: Joe Thomas
Wed, November 9th 2011

Speaking with former NBA star Kent Benson was definitely on my bucket list. Watch the vlog and you'll understand why.When I asked Kent if he would shoot a video to share with the team (all of you), he kindly and enthusiastically agreed.Kent has been and continues to be a success.  His career speaks for itself. Kent struck me as very smart, hard driving and a genuinely nice guy. I very much enjoyed our conversations.  He told me of many, many people that inspire […]

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