Choose your influences wisely
Written by Brandon Hull on February 7, 2006
“Keep away from people who try to belittle your ambitions. Small people always do that, but the really great make you feel that you, too, can become great.”
Overcoming adversity
Written by Brandon Hull on February 7, 2006
“Great successes are built on taking the negatives in your life, the challenges and frustrations, and turning them around. Taking a negative and turning it into a positive. Overcoming hazard. Overcoming danger. Overcoming catastrophe.”
Sell once or sell twice, you decide
Written by Brandon Hull on February 7, 2006
You can’t be all things to all people.
Regardless of how broad the appeal of your product or service seems to you to be, you’ve got to pinpoint who you set appointments with to sell to, or be prepared to sell at least twice. Read the full post
Never lose hope
Written by Brandon Hull on February 6, 2006
Friday afternoon as I drove southbound on I-5 in Portland, Oregon, I casually glanced over at the northbound lanes. No cars. I barely had time to wonder why traffic was non-existent until my eyes discovered why.
A man was negotiating/talking/arguing with police while he stood on the wrong side of the guardrail on a street that passed over the highway. It was clear he was prepared to jump. All of this I saw for just moments as I continued on, helplessly. Terrible scene. Read the full post
There’s that attitude thing again…
Written by Brandon Hull on February 2, 2006
Unfortunately, the people who most need to hear the message never do. Good reminder from Dave Lorenzo about attitude.
Attitude not only counts, it needs to show up somewhere in your daily download. Judging how you respond to things, how things affect you, can become an automatic part of your routine. And as it does, you take greater control of your emotions and your life.
[tags]attitude, self-control[/tags]
Your #1 sales challenge
Written by Brandon Hull on February 2, 2006
Question: what do you feel is your number one sales challenge? In other words, what one area of selling do you feel, if you could master it, would make all the difference?
You can either respond using the poll below, in the comments section, or email me at brandon@salesteamtools.com.
Conversations over presentations
Written by Brandon Hull on February 1, 2006
You may remember my post, 7 New Fundamentals for 2006. Well #3 has been reinforced by Heather Baldwin, referencing Robert Bly and his book, Magnetic Selling: Develop the Charm And Charisma That Attract Customers And Maximize Sales, at the Selling Power magazine website (free registration required to read the whole article).
Her other four points aren’t too shabby either…
Sell to what people want
Written by Brandon Hull on February 1, 2006
Any more, it’s not enough to logically lay out how your product or service will help a buyer overcome his or her organization’s problems. You’ve got to get personal.
Companies have significant turnover at all levels these days. And managers are grappling with shifting priorities and new projects. You’ve got to weave through all of that and make sales. You can’t blame a new decision-maker as the reason why you didn’t sell an account…or the fact that ABC Company is now embracing Six Sigma, Lean Manufacturing…or any other initiative.
“Getting personal” means selling to individuals within companies, not the companies themselves. It means finding deficiencies in what I’ve called my list of What People Want by asking direct and indirect questions, then building your presentation around how you can address the deficiencies. It’s a more personal approach to buying motives. Read the full post
Be remarkable
Written by Brandon Hull on February 1, 2006
“When you get out of bed in the morning and think about what you want to do that day, ask yourself whether you’d like others to read about it on the front page of tomorrow’s newspaper. You’ll probably do things a little differently if you keep that in mind.”
How to add value
Written by Brandon Hull on February 1, 2006
“How do you create value? Increase someone else’s pleasure, or decrease their pain.”
