Talk may be cheap, but salespeople often spare no expense when it comes to spending lots of time saying lots of words. That is why I created the Sales Mantra:
Say little, ask a lot.
I’ve been told by many of the sales leaders and salespeople I’ve had the honor of working with over the years that this one concept alone has impacted both the quantity and quality of their business.
Since words alone are not enough, there is a second part of… Continue
Added by Scott Wintrip on December 12, 2013 at 8:00am —
I don’t know about you, but small talk often drives me crazy. It goes something like:
“Hey, how are you?”
“Great, how are you?”
“The same. What’s new?”
“Oh, you know, working hard, not playing enough. You?”
“Things are great. Just got a new Lexus.”
“Really, that’s great.”
“Well, great to see you.”
“Yeah, great to see you and catch up.”
I’ve often said that I’d rather endure a mild form of torture than be… Continue
Added by Scott Wintrip on December 11, 2013 at 9:30am —
Certs, Certs and more Certs!!
Added by Dean Da Costa on December 9, 2013 at 8:00pm —
It’s the height of hockey season and the winning teams and great players all have one thing in common—they skate to where the puck will be versus where it already is at any given moment. The great one, Wayne Gretzky, was known for this trait, with many players that have come after him emulating this best practice.
In hockey you score by advancing the puck into the goal; in recruiting you score by having and advancing the right person into the need of the customer. Therein lies the… Continue
Added by Scott Wintrip on December 9, 2013 at 8:30am —
Some salespeople seem to be channeling their inner Darth Vader, attempting to will customers to buy using the Force—Sales Force. Using Jedi mind tricks and their trusty tongue sabers, they attempt to convince, cajole, and manipulate people into saying “yes.” Even the best of salespeople, including those with high integrity and ethics, are still… Continue
Added by Scott Wintrip on December 5, 2013 at 10:30am —
Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.
Too many leaders spend too much time serving as the longterm memory for their direct reports.… Continue
Added by Scott Wintrip on December 4, 2013 at 10:30am —
Several years ago I walked into my favorite bookstore and was fascinated by a book on the shelf.What caught my eye was the bright orange cover and the band of duct tape across the cover. The book was Chip and Dan Heath’s first book titled “Made to Stick.” Since then I have been looking forward to reading their other works. It is no different for their newest work titled “Decisive.”
In Chapter 7 titled“Ooch”, they talk about a company which scheduled interviews for an open… Continue
Added by Daniel T. Bloom on December 3, 2013 at 6:45pm —
LinkedIn Recommendation vs Endorsements
As everyone has notices Linkedin added yet another supposed upgrade to the things… Continue
Added by Dean Da Costa on December 2, 2013 at 4:49pm —
My black lab, Kingsley, is like many of his breed in that he has Squirrel Moments. He’ll be doing one thing, and then a squirrel runs across the top of the fence. Seeing this out of the corner of his eye, Kingsley runs for all he is worth, convinced that this he’ll actually catch the critter. But, alas, the squirrel is always faster and craftier, and Kingsley is left to glare and bark his fiercest of barks. Once the squirrel is out of sight, Kingsley rarely returns to what he was doing… Continue
Added by Scott Wintrip on December 2, 2013 at 8:00am —
Think about your sales history. How often do you reach a goal, only to immediately start thinking of your NEXT goal? Do you take time to appreciate and celebrate each achievement, or are you already on to your next client? When you complete a task, do you look back and see all the things you could have, should have, done better or faster? …
Added by Scott Wintrip on November 28, 2013 at 10:30am —
To know what’s in trend is of utmost importance to HR managers. They need to catch up with the trend & be onboard. For e.g. Social Recruiting has impacted the recruitment horizon so profusely, that it’s difficult to separate nuances of professional and personal… Continue
Added by Rchilli Parser on November 28, 2013 at 10:13am —
iMiser a metaseach with a twist!!
iMiser is a metsearch that is also a repository, were you can store… Continue
Added by Dean Da Costa on November 25, 2013 at 8:26pm —
In an attempt at emasculation, people say things like:
- “Man up!”
- “Quit being such a girl.”
- “Why don’t you go put your big girl/boy panties on?”
- “Suck it up, buttercup.”
While some stereotypes have roots in reality, these are by no means a permanent condition, even when based on a kernel of truth. Women have proven they are highly capable at handling “traditionally male” roles that require assertiveness, tenacity, and fearlessly bucking… Continue
Added by Scott Wintrip on November 25, 2013 at 8:30am —
Chasing deals and working closest to the money have been common practices for decades in selling…and they illustrate what is wrong with the profession. When salespeople chase deals and focus too much on making a buck, the buyer gets lost in the process. It’s little wonder that virtually no one likes to be on the receiving end of a sales pitch.
Stop chasing the money and start chasing mutual ROI (defined as the needs of all parties being…
Added by Scott Wintrip on November 21, 2013 at 9:00am —
Copernic Agent Professional the ultimate… Continue
Added by Dean Da Costa on November 18, 2013 at 5:30pm —
“You know what we need? A 12-step group for non-stop talkers. We’re going to call it ‘On and On Anon.” – comedian Paula Poundstone
Like a hypnotist having his way with a member of the audience, I watched Carlos, a thirty-something salesman from Kansas, woo a buyer into saying “yes” in a matter of minutes. But he didn’t stop there. Carlos kept talking, and in the next five minutes talked the buyer right out of buying. He went from something being just a possibility to… Continue
Added by Scott Wintrip on November 14, 2013 at 9:28am —
On Veterans Day it’s time to help those who allow us the freedoms we have!!…
Added by Dean Da Costa on November 11, 2013 at 7:44pm —
iMetaSearch a metasearch that does more!!
We have all heard… Continue
Added by Dean Da Costa on November 11, 2013 at 7:09pm —
Heavy-handed techniques, complex closes and feature-benefit laden pitches have dominated sales for years. These methods are exhausting to do and even more taxing on the receiving end for buyers. It’s little wonder that virtually no one likes to be on the receiving end of a sales pitch.
I wrote Sales Yoga to help solve this problem once and for all. Sales Yoga is a “collaborative approach to meeting the shared needs of a buyer and seller.”
When done right, the… Continue
Added by Scott Wintrip on November 11, 2013 at 9:30am —
Nothing is more frustrating than when buyers start losing interest, stop paying attention, or appear to be ignoring you completely. Many people wonder, why does this happen?
Like the artwork on the walls of your home or office, most people eventually stop noticing the details that surround them. That is why saavy manufacturers, such as Coca-Cola and Pepsi, periodically repackage their products to ensure they keep our interest.
Your prospects and clients will stop paying… Continue
Added by Scott Wintrip on November 7, 2013 at 9:30am —