KISS. Keep It Simple, Stupid. This book is a nice spin for the classic Hard Work Beats Talent when Talent doesn't Work Hard. There is a giant fear of failure in most sales reps and it limits the amount of risk that they will take. This is a classic mind flip that creates the scenario where NO is Good. 52 Weeks of Book Reviews. Week # 9 – Go for No! Yes is the Destination, No … [Read more...]
52 Weeks of Book Reviews. Week # 8 – Bulletproof Business: Protect Yourself Against The Competition by Ryan Stewman
There are only a few times while reading this that I remembered that this was a business book. For the most part Ryan is just telling a story about how some interesting stuff happen in his life. It's kind of like a train wreck in the sense that I just couldn't help myself from looking at it but it made me squirm a few times and I felt bad for anyone caught in the … [Read more...]
SalesFu – Character and Integrity
Character and Integrity Who are you when no one is looking? What do you do? I’ve met people of questionable moral fiber; unfortunately some of them have had immense wealth and success. I’m just not sure how they sleep at night. I find that it’s much easier to be authentic and treat others how I’d want to be treated, or at least how they would want to be … [Read more...]
What is SalesFu? – Capturing the Energy
What is SalesFu? Sales Fu = The Art of Identifying & Capturing Customer Energy and using it to Persuade & Influence a purchase decision. We've found that there are different personality types and we have an idea of how those personality types impact our communication. Now what? Now we talk about Capturing Customer Energy via Sales Momentum, Control and the MORSE … [Read more...]
The Analogy Close!
A few of you have seen this before, that’s OK revisit your analogy story and make it better! The rest of you are new to my blog and I welcome you! If you have a great close or sales tip that’s worked for you in the past please feel free to share in the comments. I’ve saved all the sales tips I’ve used in the past and I’d love to add to the catalogue. If it’s worked for you, it … [Read more...]