Hey everyone, here we go. . . . . .
IN OUR WORLD Had a whole week in town! This has allowed me to give some intense time to a couple of huge projects. Couple this with being locked in due to our first ice storm of the year and I feel pretty good about my workload.
I am designing new programs around a couple of models that I will be highlighting in the February newsletter. Both are communication driven and have an informal structure. I have three clients that will be starting these new programs next month, adding them as strategic platforms. This, of course, means I will be on the road the entire month! This is a GOOD thing!
Next week is a chance to spend some casual fun time with clients as the pro tennis tour comes to
THINGS YOU SHOULD KNOW
Why do customers buy from you? Have you ever sat down and done a little bit of homework? Try this; take your last 10 sales (legitimate sales that have closed) and make a list. Put two columns on the paper, one that says “product” and one that says, “Me”. Put a check in which column the sale applies. Did they buy because of the product/service or because of you?
This is the classic model of rationality vs. emotion. Did the customer buy because of an analytical thinking process driven by the product/service or did they buy because of their relationship with you? Did you get the sale because you were the low bidder or did your personal skill sets get the name on the dotted line?
The reality is the price is a “convenient fiction we embrace”. A sale is a process of personal sales effectiveness.
In doing all of our work on Repeatable Successful Acts (RSA’s), virtually all great producers identify what they do as opposed to what they sell.
At the end of the day this has HUGE impact to an organization. If you are not building sales effectiveness, which deals with the relationship skill sets, such as communication, thinking and planning, then you are not building a strong sales force.
Sure product/service knowledge is essential, but customers today are sophisticated and in many instances are as educated in what they are buying as the seller is. They rationalize with their brain, but they buy with their heart.
Plan your 2009 skill building around those skills that connect emotionally, that build relationships and you will have a great 09, despite the doom and gloom of the economy.
MOVIES: TAKEN – I can’t wait for this movie! It pushes every popcorn and Dr. Pepper button in my movie body. A total badass like Liam Neeson in a race against a bunch of bad guys. Hey, I know that it is not a period piece and that no Nazis will show up, but hey, it will get me in the theater!
NetFlix Fans: Pride and Glory: Ed Norton is really good in this cop thriller.
TV: This week has been all about The Australian Open. I have seen some great tennis. Due to the time difference (something like 15+ hours) my weird hours have allowed me to watch lots of it live!
BOOKS: Full Steam Ahead – By Blanchard is a wonderful little read that has a powerful, but simple message.
MUSIC: When the ice sets in, I break out the Jimmy Buffett!
WEB SITES: Good book ideas!
- Super Bowl ads are running about $3 million for 30 seconds. Miller High Life will use some good economic sense and buy a 1 second commercial. Yep, 1 second! Blink and you will miss it.
- Pasta is doing great! More people staying home and looking for strong economic deals on meals! Pasta is a good buy and it stretches a long way. Overall sales rose 5% last year to $6.4 billion with American Italian Pasta Co leading the way.
- How about oil? From $147 a barrel in July to $33 a barrel in December. Ouch! Think supply and demand are really at play here???
You should live on things that excite you,Be they pasties, lobster or love.Jimmy Buffett
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Thanks for stopping by and until next time, Adios and Aloha.
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