The Numbers Tell The Story You Need To Know

#1You only measure results – Did we win or lose? Did we make money or not?

#2You only measure process – How many inside 50’s? How many shots did we take? How many appointments did you make last week? How many phone calls did you do? How many proposals did you submit last month? How many hours did you work (or bill)?

#3 – Or You can measure both. Which one of these choices do you make?

Feedback And Blind Spots

I just completed a series of 13 question feedback sessions with several groups over the past few weeks as part of their ongoing Sales Team Development Training.

Each and every group talked about how valuable it was to get feedback from their co-workers and managers about:

• What they did well
• What they could do better
• How they made decisions
• How they managed time
• How they managed stress and multiple projects
• How they could relate and perform better with their teams

Why Emotional Management is Important In Winning The Business

Getting the deal, getting the YES is way more than just product or price.

It’s also about the feeling you engender, you create, you facilitate in the prospect.

Your prospect needs to feel the two C’s – Confidence and Certain – that you can deliver the benefits you say you can.

The secret to that is – you have to believe you and your company can deliver what you say you can FIRST.

You have to believe in your product, your service and yourself.

The Relationship Factor in Business

The secret to building long term, profitable relationships in business is to be
constantly aiming to be of value and of service to your client.

People do not maintain business relationships just because you are a nice, friendly
person who can tell a good joke or have a nice smile.

Time is precious, so people prefer to do profi table business with people they like.
That way, you can both have fun and profi t at the same time.