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By: Bill Rust
Mon, February 27th 2012

Ever wish you could have a "redo" on a presentation? Maybe you ran out of time. Or maybe you gave a fantastic presentation but the right people were not in the room.  What if you learn only when you are finished with your presentation that your competitor is presenting right after you? Influencing how your presentation will be made means being proactive before the presentation.  When preparing for an in-person presentation, keep in mind "the th […]

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Tags:
EIM   End in Mind   Call Plan   Presentations    
Categories:
Fill   Win    
By: Craig Christensen
Thu, February 23rd 2012

You might suggest the purpose of a sales presentation is to entertain. And while that may be amusing, I'd suggest that this is not the purpose.You might say it's to educate. And while that might be interesting, I'd suggest that this is also not the purpose.The purpose of a sales presentation is to enable a decision. In other words, to enable the customer to make a good decision in their own best interest during that meeting.In order for them to make a good decision dur […]

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Tags:
Call Plan   Key Beliefs   EIM   End in Mind   yellow lights    
Categories:
Fill   Win   Leadership/Coaching    
By: Bill Rust
Tue, February 21st 2012

Ever have a hard time breaking an old habit or starting a new one?  Don't you wish you could simply change how your brain works? Expressions such as, "You can't teach an old dog new tricks" reinforce the notion that once we get to a certain point in our lives, we become set in our ways. A comparison often used to describe the brain is that it is like a computer.  You access information stored in memory. Your brain can be trained b […]

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Tags:
See Do Get    
Categories:
Flow   Win   Fill    
By: Joe Thomas
Thu, February 16th 2012

This winter has pretty much been snow free.  This week when a little accumulation occurred we ran down to a local hot spot for tubing to take advantage. We were among the first to arrive.  We hit the hill and the first run was so-so.  The next one was better.  Every one after that went a little farther and a little faster.  The last run is of course the best one… usually anyway.This point is nothing new.  It gets made o […]

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Categories:
Win   Flow    
By: Bill Rust
Mon, February 13th 2012

Nowhere in the sales process does a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction with a customer. During the initial interaction, our goal is to understand if we should be talking with the customer and how we can reach a mutual decision on whether there is a good fit or not. In order to make sure that we make the most out of the opportunity to speak with the customer, we use the followin […]

By: Craig Christensen
Thu, February 9th 2012

One of the best ways I've found to accelerate learning is learning from your peers. Anytime you have the opportunity to make a joint presentation or a joint sales call -- take the opportunity to learn from your peers.Three questions I find very helpful to debrief afterward are:1) What went well? Focus on the positive -- what did you do well? Be sure to give accolades and praise where they are do.2) Where did things get stuck? In other words, what didn't go so well? 3) What wo […]

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Categories:
Leadership/Coaching    
By: Bill Rust
Mon, February 6th 2012

Many salespeople have a tendency to see what they want to see and hear what they want to hear. When a customer asks about a product or service your company offers, one of the many things you want to know is if budget has been established or not.  If you learn that the project has already been funded and their budget is established, not wearing rose-colored glasses can help you to understand why you need to examine this "good news" with a critical eye. Has a competito […]

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Tags:
Key Beliefs    
Categories:
Fill    
By: Sean Frontz
Fri, February 3rd 2012

One of Ninety Five 5's core principles is intent. The principle is called intent counts more than technique. You can't fake your intent, people will sense it and pick up it if you're trying to pull one over on them.Think of your intent like a tube of toothpaste. You're real intent is deep inside of you so if you squeeze it, your intent will come out. When I squeeze you through a really difficult objection or a push back your real intent is going to come out.If you […]

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Tags:
intent    
Categories:
Win   Flow   Leadership/Coaching    
By: Joe Thomas
Wed, February 1st 2012

SAO PAULO, Brazil -- We may be the only animal on the planet that can think about our thinking.I'm going to focus on thoughts, on mindsets, paradigms, etc. Let me suggest that we have at least three forms of thinking: conclusions, lenses and "other mental so forth."   Focusing on our own biases, frameworks, interpretations, theories and the like can be very empowering. Let's just sum up all of these words into one: BELIEFS. The three forms of belie […]

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Tags:
ninety five 5    
Categories:
Leadership/Coaching   Flow   Win