The 4 Rules For Clean Living (Dallas, TX)

September 29, 2008 · Filed Under Random Thoughts, Sales Training · Comment 

My long-time, good friend, Mike Messerli, Associate Pastor Extraordinaire at Crossroads Bible Church in the northwest Lewisville area, came up with “The 4 Rules” a handful of years ago and I think it bears publication in this fine rag of a journal I call my own. What’s it got to do with growing your business? Everything.

Hope it helps you and yours.

The Four Rules:

1. It’s all about me.
2. Everyone else thinks Rule #1 applies to them also.
3. We all need a new god because the one we worship now isn’t working (see Rule #1).
4. Sin is defined as any attempt to re-institute Rule #1.

Mull that over for awhile and see where it takes ya. May God richly bless the whole lot of ya.

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The Secret To Achieving Your Goals (Dallas, TX)

September 27, 2008 · Filed Under Sales Training · Comment 

Anyone can set a goal and people frequently do. The reason most don’t achieve a greater percentage of those objectives is not an external problem, the real problem lies between their ears. Wait, before you stop reading, read on because there is a formula for success revealed in this post, I’m simply making the point that one has to be willing to do whatever it takes no matter what, to achieve that goal and too often folks quit because an outside influence exerts just enough force to stop them in their tracks. So that’s rule #1 in the success formula…

Rule #1: Allow no external element to dissuade you from your goal.

Now that your head’s on straight, let’s get to the nitty-gritty of obtaining your dream. That would be rule #2 which is that you must determine a clear, obtainable, and written goal, or objective. Write it down, post it on every wall in your world, find pictures of it and post them, too. Gotta see it, think it, talk about it, feel it, listen to it 24/7. If you think about it long enough it won’t take long before it morphs in your mind, from a dream to a clear objective that dominates your thoughts. Once that happens it’s no longer a dream but a reality in progress and it’ll color your every action so that everything you do moves you closer to the accomplishment of that objective, and it becomes an automatic process!

Rule #2: Write your goal down on paper and keep it somewhere you can see it all the time.

Dreams don’t materialize just because you think about them all the time, though. That’s called daydreaming and is counter-productive unless you put feet to the dream. That’s called a plan, or strategy. This is the step that states which direction you’re going to take to obtain your dream. If your goal is to own a dream home how will you get it? Save your nickels and pay cash? Win one in the lottery? Wait for Uncle Bob to die and leave you his in his will? Lots of different strategies to take to get what you want. So rule #3 requires you to…

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Market Share To Cure Your Sagging Sales? (Dallas, TX)

September 24, 2008 · Filed Under Sales Training · Comment 

The economy is down and your sales efforts are lagging. Revenue is down and the boss is hollering that he wants new business brought in or heads are gonna roll!

Sounds like a boss who’s never been in sales, but what’s a sales manager to do? Prospects just aren’t biting right now and building relationships is great but it won’t convince someone to buy something they think they don’t need or can’t afford. What’s the answer? Market share.

The shortest route between two points is a straight line; a line from need to increased sales revenue, and that line is called market share. Rather than spend resources on needs analysis, education, numerous lunches, and other time-wasters, find those prospects that are already using your product or service through a competitor and take them from your competition by giving them a substantially better deal. Substantially because, especially in a time of uncertainty, the motivation to move from one provider to another, their potential gain, has got to be great enough to offset the potential risk of loss should your offer not manifest itself as advertised.

Most customers and clients are creatures of habit and will continue to do business with the same vendors, markets, and providers as long as pricing, service, and quality remain at or above expected, acceptable levels. Your job, then, is to find that segment of your competitors’ customers that are unhappy with some aspect of their current vendors offering, show them a better way, and ask them to give you a shot at earning their business.

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