Scott Wintrip's Blog – May 2014 Archive (10)

The Most Important Question for Sales Leaders – Scott’s Sales Yoga Thought for the Day

Sales leaders often spend generous quantities of time reviewing progress, running meetings, and responding to emails. The most critical task, regularly revisiting the most important question, is often overlooked or completely neglected.

That question is:

“Would I want to be sold to like that?”

Most sales leaders, when they set aside their natural bias about what their salespeople sell, openly admit that the selling experience delivered by many on their…

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Added by Scott Wintrip on May 29, 2014 at 7:38am — No Comments

Getting Out of Your Own Way

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 less effort, staying out of their own way in the process.

What is self-command and how do you achieve it? Just like a vocal performer…

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Added by Scott Wintrip on May 28, 2014 at 10:30am — No Comments

Email is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day

Effective communication is never one sided, but that’s exactly what you get with email. One person writes and transmits; the receivers read and reply. These monologues are never, ever effective dialogues as there is a time delay that allows too much room for misinterpretation, misunderstanding, and miscommunication. Email strips away not only the tone, and too often the context, from the message, but it also removes the very essence of efficient and effective human conversation.

Is…

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Added by Scott Wintrip on May 22, 2014 at 10:15am — No Comments

Practice Makes Profit; Now That’s Perfect!

Wintrip Consulting Group : Take No Prisoners 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 Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for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.

Radical Accountability is considered a practice as there is always an aspect of it that can be…

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Added by Scott Wintrip on May 21, 2014 at 12:34pm — No Comments

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

What Donald Sterling Can Teach Us About Selling

While bigots are a thorn in the side of society, they can teach us valuable lessons.

Take Donald Sterling, owner of the Los Angeles Clippers basketball team in the United States, as an example. After his racist comments were revealed on tape he thought it prudent to be interviewed by CNN’s…

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Added by Scott Wintrip on May 15, 2014 at 9:00am — 1 Comment

Focus or Flavor

Wintrip Consulting Group : Take No Prisoners 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.

Paul is a classic example of being a salesman of the flavor of the…

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Added by Scott Wintrip on May 14, 2014 at 10:02am — No Comments

It’s a Small, Big World After All

While going global would be a prudent measure for many reading this, learning from global patterns is the next best thing. Trends don’t last and, as a result, are not reliable indicators of actual market conditions and emerging opportunities. Patterns, on the other hand, are virtually infallible barometers as they demonstrate the momentum of where things will continue to…

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Added by Scott Wintrip on May 12, 2014 at 9:17am — 1 Comment

Compulsive Buying

Why is it that buyers continue to purchase services and products inferior to those delivered by your company? Momentum is the cause and the cure.

If what you offer is truly better, the buyer has to stop focusing all of his energy on the current provider and shift some of that your way. The temporary deflection of momentum accounts for only 10% of his energy and attention; the other 90% is what keeps him in the current purchasing pattern. This is why buying is compulsive—people stay…

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Added by Scott Wintrip on May 8, 2014 at 10:06am — 1 Comment

First Time Thinking – Scott’s Sales Yoga Thought for the Day

Each of us is not responsible for our first thought, but we are responsible for our next action. This simple mantra not only can create powerful shifts in thinking, it can also allow us to see things that were previously unseen.

The video in this post of two women experiencing their first flight is a powerful example of how anyone, anywhere, can see the wonder in life. There is nothing, absolutely nothing, like seeing or experience something for the very…

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Added by Scott Wintrip on May 1, 2014 at 10:30am — No Comments

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