Motivational Quote: Spreading Light

“There are two ways of spreading light: to be the candle or the mirror that reflects it.” -Edith Whorton

Motivational Quote: Will vs. Imagination

“When the will comes in conflict with the imagination, the imagination invariably carries the day.” - Emile Coue

Motivational Quote: The Price of Victory

“If you believe in yourself and have dedication and pride, and never quit, you’ll be a winner. The price of victory is high, but so are the rewards.” -Paul “Bear” Bryant, Legandary Football Coach

Motivational Quote: Effort = Value

“We place value on things in the same proportion as it took to acquire it.” - Richard Elmes, The Sales Dating Guy http://www.SalesDatingGuy.com

Motivational Quote: Playing it Safe

“If you risk nothing, then you risk everything.” - Geena Davis, Actor

Motivational Quote: Sacrifice

This quote is dedicated to all those who have sacrificed so that we can have the freedoms we enjoy. Thank You

“What we do for ourselves dies with us. What we do for others and the world remains and is immortal.” - Albert Pike

Motivational Quote: Getting Noticed

“The public is a parade walking past you. Unless you get them to turn their heads and look at you, they will simply walk on by.” – P.T. Barnum, 1890’s Business Tycoon

Motivational Quote: World Series Champions

“The willingness to be unselfish and play the game the right way… that is why we are champions.”  - Joe Girardi, Manager of the World Champion New York Yankees

2009 World Series Champion New York Yankees

Dating and Sales – It’s not that different

I think we have another convert to the Sales Dating philosophy.

Here is an article by Greta Schulz.    http://www.b2bsalesplaybook.com/clubportal/ClubStatic.cfm?clubID=2173&pubmenuoptID=24674  Greta Schulz is the President of Proactive Training.

Dating and Sales – It’s Not That Different

Remember when you were dating, and you went out with someone for the first time? For example, let’s say you’re female (though the principle applies to both). You really felt from your first meeting with a gentleman that he was charming, romantic, seemed to love kids … you know, different from other guys.

Then you go out on a date. He takes you to a nice dinner at a beautiful restaurant. After you order the meal, he starts the conversation and it sounds something like this:  

“You know, I’m really glad we had an opportunity to get together. I’m so busy with my career that I don’t really date a lot. It’s a shame because I’m really a romantic person and would love to share that side of me more often. I can’t wait until the day when I can settle down and have a family. I would love to have kids and spend all of my time with them. I really want to be a great dad …”  

At this point in the date, if you have half of a brain in your head, you’re ready to bail. Why? These are all of the things you want in someone, right? Right. But this guy is probably none of them. He just told you he is all of these things and more, so why don’t you believe it?  

Because when someone tells you how wonderful he is, especially right up front, do you believe it? Of course not. Besides, if these things were true, he wouldn’t say them. He would demonstrate them. And a wonderful way to do that is to ask about you. He needs to find out what you like, get you talking and stop telling you about him.  

Selling works the same way. Until we start selling to robots, we’re dealing with humans. Human nature is the same, whether it’s personal or business.

“People often make decisions and assumptions from the things we don’t say, not the things we do.” - Greta Schulz  

Am I suggesting you just sit there without talking? Actually, yes. At the beginning, you need to ask and not tell. No one believes how wonderful and terrific you and your product are until they trust you and your word. You have to build credibility.  

Credibility isn’t something you establish by telling someone how great you are or how great your company is. Most of you are saying right now, “Greta, I don’t do that.” Really? Let me demonstrate.  

“So John, why should we go with your product when we have been using ABC’s product for so long and it has worked fine?”  

“Well, Mr. Jones, one of the reasons we stand out is the blah blah blah, and we also have superior customer service and blah blah blah …” Sound familiar? So many of you do this. This is exactly what I’m talking about. You gain credibility by listening. So shut up and listen! Ask some good, solid questions and listen to the answers. Listen for some things that you may be able to help with, then when it’s your turn, use the answers your prospect gave after your questions to compare back.  

Let’s go back to our dating example. What if you went out with this same guy (in this case), and, after dinner, he asked you a few questions.  

“So, you said you’re an attorney. Do you enjoy practicing law? How long have you lived here? Do you have family here? Yes, mine is up north, too. I love it here, but I do miss them sometimes. How about you? I hope to have my own family some day.  

You say: “Really, do you think you’ll be a good dad?”  

“I don’t know, but I hope so.”  

Sound better? Yes, of course. Did you learn something? Sure did. Do you want to learn more? Ask and listen, don’t tell. This is for both on a date and in a sales call. Remember, it’s just about people. Relax, learn, ask and stop selling!

 

Motivational Quote: Battling

This quote is for my friend Todd Stevens who is a long time Philadelphia Phillies fan.

“The game isn’t over till it’s over.” -Yogi Berra, New York Yankee Baseball Legend

Yankee legend Yogi Berra

Motivational Quote: Challenging Times

This quote is dedicated to Ben Fanelli, a 16 year old Kitchener Rangers hockey player who was injured last night.

Here is the video of the brutal hit that put him in the hospital in critical condition, fighting for his life: http://www.youtube.com/watch?v=vSYQzQPIAjc

“I think a hero is an ordinary individual who finds the strength to persevere and endure inspite  of overwhelming obstacles.” – Christopher Reeve (aka Superman)

 

How to get others to sell your products and services for you

Imagine if you could have others promote you to their customers, who just happen to be your target market.

Well you can if you if you ask  these simple questions when setting up a cross promotion.

P.T. Barnum (who according to Joe Vitale http://www.mrfire.com  (from The Secret http://thesecret.tv/ fame) in his book “There’s a Customer Born Every Minute” http://www.amazon.com/exec/obidos/ASIN/0814479537/ref=sim_books/103-6167366-1778230, said that P.T. Barnum invented cross promotions.) would ask the following questions before setting up a cross promotion.

Question #1: Who are my potential customers? Those customers that are most likely to buy from you.

Question #2: Who else wants to reach these same people? Who else serves those same type of customers.

Question #3: How can we reach our potential customers more effectively? By cross promoting our products and services.

and I would add:

Question #4: How am I goint to win with this promotion? Marketing  is simple, if you don’t win, you shouldn’t be playing.

Question #5: How will my  marketing partner  win with this promotion? Same goes for your marketing partner, if they don’t receive benefit in the deal… why would they go ahead.

Queston #6: How will my marketing partner’s customer win with this promotion? If their customer’s will need extra benefit (value) from the promotion in order to take the action that is needed to make the promotion a success.

The benefits of cross promoting to your target customer can be amazing and very cost effective.

So ask the right questions and grow your business.