All Blog Posts Tagged 'Wintrip' (11)

What Was the Question?

Next time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople talking with prospects and clients and executives speaking with members of their team. What’s the issue? Our brains process questions of less than ten words much more effectively than those that exceed ten.

Each time we pose a question of more than ten words, the listener spends more time focusing on the question and less on…

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Added by Scott Wintrip on May 19, 2014 at 8:37am — No Comments

The Power of Collaborative Selling

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…

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Added by Scott Wintrip on November 11, 2013 at 9:30am — No Comments

Sales Intimacy—Scott’s Sales Yoga Thought for the Day

Having to tell my son, Ben, his dog had to be euthanized this past Tuesday is now on my top ten list of life’s crappy moments. Seeing him cry as he said goodbye to Max, yep, that’s on the list as well. That same day, a girl with whom he was starting a relationship suddenly ended their friendship by text. As Ben put it, “this day can’t get any worse.”

As a Dad, I want to shield Ben from these hurts in life. But I can’t, which really pisses me off at times! So I did the next best…

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Added by Scott Wintrip on October 3, 2013 at 10:37am — No Comments

United Federation of Teachers (UFT) and the New York State Legislature – Today’s Radical Accountability Zeroes

Being married to a teacher, I’m biased, typically erring to a teacher’s point of view. However, when the behavior of teachers is harmful to children, I’ll take the kids’ side every time.

That’s the case in this latest awarding of Radical Accountability Zeroes to the UFT, the New York City affiliate of the American Federation of Teachers, and the New York State…

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Added by Scott Wintrip on July 3, 2013 at 10:22am — No Comments

Empathize Then Solutionize

I’ve just returned from an extended business trip to the Twin Cities of Minnesota where I enjoyed a healthy dose of Minnesota Nice. If you’re unfamiliar with this, it’s a way of being in the Land of 10,000 Lakes. The cordiality and devotion that Minnesotans extend to one another, and guests like myself and my wife, is so commonplace that someone just had to give it a name.

Minnesota Nice…

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Added by Scott Wintrip on July 1, 2013 at 9:30am — No Comments

Are You Stranded in the Desert?

Desolate and lonely, you find yourself in a vast space where it seems no one, absolutely no one, can be found. Parched and hungry you trudge on, getting wearier by the moment. You just want to give up, thinking, “this is it. This is where it all ends.” 

No, this is not a vain attempt at channeling Stephen King or Dean Koontz. Rather, the “desert” described above is the mental space that…

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Added by Scott Wintrip on June 17, 2013 at 9:00am — No Comments

Would You Want a Planned, Canned Response? – Scott’s Sales Yoga Thought for the Week

Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific situations. Would you want to be on the receiving end of one of these impersonal, canned statements? This type of sales practice is just one of many reasons why people dislike hearing a sales pitch.

In Sales Yoga, we practice the art of Integrative Questioning to build rapport, develop…

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Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments

Kill the Dog and Corral the Pony – Scott’s Sales Yoga Thought for the Week

Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.

I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling…

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Added by Scott Wintrip on May 2, 2013 at 9:30am — No Comments

Crafting Powerful Sales and Marketing Messages

Scott explains the four ‘C’s’ that will allow you to craft powerful sales and marketing messages.

Click here to…

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Added by Scott Wintrip on February 15, 2013 at 8:26am — No Comments

Seven Overlooked Roles to Recruit for Now

Demand is increasing for seven positions that many staffing and recruiting firms often overlook. Within the next three months, demand will outpace supply and companies will be open to help in filling these roles on a temporary, contract, or full-time basis.



Law Clerks – 609.9% (increase in demand compared to last year at this time)



Forensic Science Technicians – 211.0%



Patternmakers (Metal and Plastic) – 693.8%



Petroleum Engineers – 85.1% Sales Engineers… Continue

Added by Scott Wintrip on October 27, 2010 at 11:30am — 11 Comments

Change is Inevitable

The past decade was an incredible time of change, not all of it positive. I’m confident most of us would have chosen different changes or circumstances instead of two recessions, two wars, multiple natural disasters, and terrorist attacks across the globe.



None of us has the ultimate power to change global events. We can, however, make changes in our businesses to make these our best years ever.…

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Added by Scott Wintrip on September 20, 2010 at 10:29am — 20 Comments

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