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Showing posts from October, 2018

A goal without a plan is just a wish.

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Plan Logically - Adapt Needfully Study the word PLAN.   To us, it's always meant: Prepare Logically - Adapt Needfully. In other words, make thoughtful, definite plans. Then adapt and modify those plans as the situation might require. Great salespeople, like effective performers in all walks of life, are those who are  organized, flexible, and adaptable . They size up situations and, when the occasion demands, they quickly, effectively and confidently alter their original course and go to "Plan B." In the Navy, this kind of adaptability is referred to as "changing the course." In the Boy Scout training, it' s called "improvising." In football, it's "calling an audible. In selling, it's adapting the prepared agenda to meet the need. In other words, the situation is the boss. In every sales encounter, you must learn to   adjust and adapt . When the prospect starts making objections and offering resistance, "call

Become a Relationship Builder

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Become a Relationship Builder People like doing business with those people they enjoy. They are more likely to make concessions to them. The bottom line is that you can get more of what you want by making prospects feel comfortable. When people like each other, the details rarely get in the way. When people don't like each other, details are likely to become insurmountable obstacles.  - James Henning The well-known investor, Warren Buffett, has three qualifications for judging his investment opportunities. He never invests with anyone he doesn't trust, respect, and like - regardless of how good the numbers look.   How many times have you heard it said, "When all things are equal, prospects have a strong tendency to buy from individuals they trust and like best"? This is easily understood. The interesting thing is this: In this age of relationship marketing, should things not be equal, prospects show the same tendency. Like Mr. Buffett, they still t

To be successful in this business you must be unique. People buy what is unique, not what is the same.

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'To be successful in this business you must be unique. People buy what is unique, not what is the same.'"   B. J. Harris, gave some good advice I still use today: "Learn to use the One Card System;   The Coins  -  His grandfather always carried a U.S. silver dollar dated the year of his birth, which he referred to as his "good luck coin." Most other change went into a large jar full of coins. The good luck coin went into his pocket.   In my effort to become a successful sales professional, I looked for a way to market my practice and myself. Why not give everyone a good luck coin as a way to uniquely remind people that I was in the title insurance business, giving people dollars when they needed them? I started giving an Eisenhower silver dollar along with my business card. This soon gave way to the Susan B. Anthony dollar. I placed my "Good Luck Anthony Dollar" in a small plastic case with my business card. In 2000, the "go