We’re often told not to take things personally, yet, there are times when briefly doing so serves us well. Take, for example, when you learn that a current client bought from someone else. Most likely, that means the customer did not tell you or, more often than not, that you did not ask how else you could be of service. In this instance, one of your competitors got a check that should have been…Continue
Added by Scott Wintrip on July 10, 2013 at 8:58am — No Comments
Watch many salespeople and you’ll observe the spewing of factoids, details, and feature-benefit chunks of information all over prospective clients. Even leaders often engage in this projectile-like communication as they tell their subordinates what to do and how to do it.
For decades, great lip-service has been given to the idea that we should listen more than talk and that we were given two ears and one mouth as proof. Yet, many spouting this wisdom continue to inundate those around…Continue
Added by Scott Wintrip on July 8, 2013 at 9:30am — No Comments
Ever notice that some people seem to effortlessly get things done while others struggle? Are those that do this smarter, better at their jobs, or more motivated? In some cases, one or more of these is a factor, however, the most important element is self-command. Those with better self-command achieve more with…Continue
Added by Scott Wintrip on July 8, 2013 at 8:08am — No Comments
In my practice of yoga, I consistently deepen and expand my ability to hold poses longer and to stretch just a little further. As a result, I’m stronger and more limber than I’ve ever been in life. In Sales Yoga, we stretch our clients, inviting them to think and even act differently. All you have to do is inquire about the “er” and watch how people suddenly go from disinterest to engaged conversations that lead to sales. For example, if a prospect tells you…
…I’m happy, ask, “What…Continue
Added by Scott Wintrip on June 27, 2013 at 10:06am — No Comments
Watch how selling is typically done and what you see often defies common sense and logic. For example, in a conversation with a new sales manager on Wednesday, he informed me that he was told by the more tenured sales guys to share a success story when a prospect says they are working with other vendors. When I asked if that would convince him to change his mind if he were the buyer, he snorted and said in an incredulous tone, “Of course not.” “Then why would you do that,” I asked. To which,…Continue
Added by Scott Wintrip on June 13, 2013 at 8:16am — No Comments
1. Check your work e-mail, LinkedIn account, or business Facebook page right before going to bed?
2. Within minutes of waking?
3. Do you panic if you accidentally leave your mobile device that can access the Internet on your desk or at home?
4. Is eating your lunch often combined with texting or surfing the web?
5. Do you find that you must check your email the moment you hear the arrival chime?
6. Are you spending more time on your computer than you spend…
It’s a hot summer day with no perceptible breeze. Lying across the way is a haphazard pile of debris, having been blown into what almost looks like a small pyramid. A spotlight of sun, the size of a small flashlight beam, suddenly appears on the pile, having been channeled by a pane of window glass. Suddenly, a burst of flame erupts as the wood, grasses, and other assorted…Continue
Added by Scott Wintrip on May 23, 2013 at 8:56am — No Comments
To help you and your organization, I’m launching a new newsletter this Tuesday, May 21st. CalledTake No Prisoners, this free weekly memo explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage…Continue
“Yoga is almost like music in a way; there’s no end to it.” — Sting
Selling, like yoga, is almost like music as there is never an end to it, if it’s being done right. Yet, so many salespeople engage in a stop-start mentality in their sales practice. They start selling, land a few good prospects or customers, try to leverage them for all they are worth, then find themselves back at the beginning of having to start selling again. It’s little wonder that so many salespeople are not…Continue
I’m proud to acknowledge the efforts and results of my clients in this new feature I’m affectionately calling a Standing Ovation.
This month’s Standing Ovation Goes to Amy in Minnesota. Amy is a senior leader in a manufacturing services firm servicing the Twin Cities. As a result of her commitment to Radical Accountability, which has been a focus in our work together, Amy has successfully doubled the size of the sales team in a market where finding…Continue
Added by Scott Wintrip on May 15, 2013 at 8:42am — No Comments
In just four days, over five million people have viewed the YouTube video of the musical couple featured on Pumpcast News. This hilarious feature shows what happens when a television monitor, normally displaying broadcast news and advertisements over a gas pump, is converted into an interactive video conference for the benefit of The Tonight Show audience. So enthralled were the producers of…Continue
Added by Scott Wintrip on May 13, 2013 at 12:10pm — No Comments
Each week, I feature companies, organizations, industries, and even individuals who exemplify the power of Radical Accountability (the Heroes who have committed to an unwavering responsibility for getting done what really matters most) and the need for it (the Zeroes).
Grand Geneva Resort (Lake Geneva, WI)
For your outstanding service and commitment to excellence this week. The entire…
Added by Scott Wintrip on May 13, 2013 at 12:07pm — No Comments
In a brief chat this past weekend a friend shared details of her daughter’s whining about her current circumstances. Being the ever confident and highly competent mom, she did not allow Molly to pull her down into the clutches of a victim spiral. Instead, she pointed out that, while not everything about the situation was of Molly’s making, she had done nothing to try and rectify the problem.
While there are real victims of crimes, even people who have been impacted by some of the most…Continue
Added by Scott Wintrip on May 6, 2013 at 3:26pm — No Comments
Think about a recent sales experience where you did not get the deal. In retrospect, could you have gotten that “No
thanks” because you asked the wrong questions that unnecessarily limited the conversation? The right questions, at the right time, asked in the right way are the essence of being…Continue
Added by Scott Wintrip on April 18, 2013 at 2:30pm — No Comments
After two hours of singing, dancing, and acting, the cast of Newsies was still smiling, as were my wife, Holly, and I. They had just delivered, and we had just watched, one of the best shows we've seen on Broadway in the past decade.
Did one or more cast members dance out of step, flub a line, or sing slightly out of tune? Did the crew miss a cue, misplace a prop, or misdirect a…Continue
Added by Scott Wintrip on April 15, 2013 at 9:13am — No Comments
A year ago my son Benjamin wrote the following poem. This wasn’t at school nor was it for an assignment. While in our hotel in NYC, he grabbed a scratchpad and jotted this down in a matter of minutes.
I’ve always been of the opinion that our children were sent here to teach us more than we have to teach them. I hope Ben’s poem teaches you, inspires you, and propels you into action today. I know stumbling across this over the weekend did just that for me.
Go and Live Your Best…Continue
Added by Scott Wintrip on April 8, 2013 at 9:50am — No Comments
The longer you talk, the more people tune out. Replace pitches (one-way communication) with Provocative Launching Questions (two-way communication) if you want to engage people and capture and keep their interest.
Added by Scott Wintrip on April 4, 2013 at 7:31am — No Comments
Added by Scott Wintrip on March 28, 2013 at 9:42am — No Comments
Healthy boundaries are your gift to yourself and the world. This nurtures you while being a role model to others.
Added by Scott Wintrip on March 21, 2013 at 9:45am — No Comments