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By: Joe Thomas
Wed, December 28th 2011

Ever heard the statement  "on the ball?" I'm confident that in one form or another we've all heard it many times. We know that being described as "on the ball" is a good thing.Here's a question for you: When you picture someone on a ball, is it a picture of stability, of exactness, of precision?  Does the image the words create match the meaning you hold for them?  Probably not. So why then the statement?A little trivia fo […]

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Leadership/Coaching   Flow   Win    
By: Bill Rust
Tue, December 27th 2011

As the year's end approaches, I thought it an appropriate time to summarize the underlying beliefs at the heart of the Ninety Five 5 Sales Success System.  Here's the top 5:               Mindset 1: "We both want the same thing."Salespeople and customers both want a: "Solution that truly meets each customer's needs." S […]

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S3   intent   yellow lights    
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By: Joe Thomas
Wed, December 21st 2011

We all know what that does… makes Jack a dull boy and Jill a dull girl.  With the state of the world economy I believe it's safe to say that in 2011 we have all worked very hard.  Many may have even worked harder for less money… this is not uncommon. There are seasons of balance and seasons of imbalance. From time to time, when you can, recharge you batteries, sharpen your saw, have a little fun. I'm at Disney World […]

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Win   Flow    
By: Bill Rust
Mon, December 19th 2011

Have you ever seen a salesperson grilling a customer for information as if they were channeling the spirit of Sergeant Joe Friday of Dragnet fame, firing one question after another, barely giving the other party time to respond before beginning with the next question? This can be a highly efficient method of extracting information, provided the other party cooperates.  If they deviate from the topic, Sgt. Joe would stop them right away and say “Just the fact […]

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By: Joe Thomas
Wed, December 14th 2011

The discovery of arches (at least 4,000 years ago) and their use in construction was a significant advancement.  Arches offered great strength while using significantly less building material and labor.  Arches offered greater functionality, made larger and taller construction possible -- and of course were (and are) very beautiful.  As amazing as the arch was… it was only possible with a keystone.  The keystone was the most important st […]

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intent    
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Win   Flow   Leadership/Coaching    
By: Bill Rust
Mon, December 12th 2011

We know that we have to be real in our dealings with our customers. Does that mean that they will be real with us? If you find yourself continually chasing down a deal you had forecasted to close last quarter and you still haven’t gotten closer to closing it this quarter, it is time to do a reality check. When you call somebody and ask about a missed deadline, they may have a convincing explanation why the schedule has been changed. That could be the case a […]

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Let's Get Real or Let's Not Play    
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By: Joe Thomas
Wed, December 7th 2011

If you're not familiar with the "Helping Clients Succeed" content, then let me fill you in on "they don't move."  One of our goals is to first understand the reasons, the motives, that our clients are seeking a particular solution.  We find ourselves often in conversations focused on products and/or services that we offer.  Clients often ask us to tell them, or we simply start out telling them all about the latest, greatest.&am […]

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Helping Clients Succeed   Move Off the Solution   S3    
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Win   Flow    

Does the idea that salespeople and customers both want the same thing seem obvious to you? For many salespeople, it's a lesson that takes awhile to learn.Most experienced salespeople involved in complex sales can recall cases where seeking a short-term benefit without fully considering the long-term implications to their relationships with customers ended up costing them in the long run. Even when salespeople intuitively grasp the idea that by focusing on the success of their cust […]

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