Years ago, there was a great running back named John Riggins who played for the Washington Redskins. Big, strong and tough, he would rather run right over you than use any fancy footwork. The offensive line that cleared the way for Riggins called themselves “The Hogs.”
Every week, Riggins took The Hogs out for steaks and beers. His rationale . . . he was only as good as the people around him . . . and in front of him . . . and he wanted to make sure the Hogs knew how much he appreciated them.
Who makes up your offensive line? Who blocks for you by processing your orders, talking to your customers and following up on delivery? How loyal are they to you? Read more
The other day I was talking to a salesperson I respect very much when he said something that surprised me.
“In my opinion, laptop computers and iPhones hurt my selling more than they help it.”
“How can that be?” I asked. “Communications opportunities with clients and prospects are nearly unlimited now. Doesn’t all the new technology help you become a more efficient communicator?” Read more
The single most valuable thing you can do to endear yourself to your customer is to introduce him or her to someone who might become a customer of theirs!
I had the privilege of being served recently by a great waitress. I was eating with one other person and I had the opportunity to engage her a bit, so I asked her the following question:
“You are very good at this. What do you think goes into being a great waiter or waitress? Intuition? Training?”
She answered: Read more
Here is a topic I have been wanting to get around to for awhile. Has this ever happened to you?
You are working closely with someone who needs you. Maybe you are on the client side of a relationship or helping someone as a mentor. At some point, for whatever reason, the table turns, but when you call or try to make contact, it is as if the person you helped has forgotten the whole thing.
They have “traded up,” so to speak, and have somehow come to the conclusion that they should only be spending time with people who can immediately benefit them.
While some folks like this are just ingrates and what goes around will eventually come around, the reason I am writing this is that I think some of them, and probably all of us at some point, are just not aware we are offending people in this manner. Read more
Studies show that our minds are often most creative after either some time off, or after some time concentrating on something other than work.
We may think we are being more efficient by checking emails on the golf course, but research says the opposite is true. Read more
Linguistics is a science that does not get as much notice as it should. There is a lot of research that tells us that words shape our thinking both internally and externally, and that a vocabulary loaded with energy, confidence and optimism can have a profound, positive impact on both the person saying the words and the people who hear them. Read more
Here is a tip for writing proposals from crime novelist Elmore Leonard. When asked the secret to the pace and intensity of his novels, Leonard said . . . “I take out the parts I know my readers will skip.”
Given the wordiness and overkill of most sales proposals, that is very good advice.
We should keep our proposals taut, sharp and to the point. We should move all “bulk” to the exhibit section or remove it altogether. Read more
Last night, I happened upon a Mr. Shmooze bartender. Actually, it was a Ms. Shmooze bartender. Here is what we can learn from her.
You have probably read somewhere along the way that when people meet Bill Clinton at a party or along a rope line, they often say, “He made me feel like I was the only person in the room.” Well, this lady (whose name was Lisa) had the same impact.
So I decided to see if I could figure out why, and here is what I found. Read more