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Books & Materials
Turning Your Customers Into A Sales Force
Turning Your Customers Into A Sales Force - Introduction- Like it or not, every one of us is a salesperson. It's a fact of life. We're all selling something whether it be our friendship, an idea, a point of view, a product, or a professional service. The people to whom we try to sell these things are our customers. This means that our success is directly related to our ability to get our customers to buy whatever we are selling.
Positioning Yourself for Success- When I speak of highly successful people, I'm not referring to people who inherited their wealth or people whose lottery ticket happened to hit.
Win-Win Negotiating - Introduction- Whenever I mention that the ability to negotiate is critical to success as a salesperson, I am almost always met with raised eyebrows.
Win-Win Negotiating: The Win-Win Philosophy- The idea behind the Win-Win Philosophy is that I get what I want by helping others get what they want and vice versa.
Win-Win Negotiating: The Win-Lose Philosophy- The Win-Lose Philosophy of getting what you want from other people is simply, “I get what I want from you at your expense."
PRAM: The Universal Formula - Introduction- This chapter introduces a model of the Win-Win Negotiation process.
PRAM: The Universal Formula - Plans- The first step in the Win-Win Negotiation process is the development of a Win-Win Plan.
PRAM: The Universal Formula - Relationships- Once you've established your Win-Win Plan, you come to a step in the Win-Win Negotiation process that is often ignored: the development of Win-Win personal relationships.
PRAM: The Universal Formula - Agreements- Once the relationship is in place, the next step in the process is forming a Win-Win Agreement.
PRAM: The Universal Formula - Maintenance- Once an agreement has been formed and both parties part company with a solid commitment to follow through, there is still much that needs to be done.
PRAM: The Universal Formula - Applying the PRAM Model to Selling- The next four chapters focus on the how-to's of each of the four steps of the PRAM Model as they relate to successful selling.
Planning for Positive Results - Introduction- Several years ago, I had the opportunity to listen to a speech given by the vice-president of marketing for a large food manufacturing and distribution company.
Planning for Positive Results - Clarify the Results to be Achieved- As trite as it might sound, it is this activity that focuses and crystallizes the rest of the planning process.
Planning for Positive Results - Identify the People Who Stand Between You and Success- Those who stand between you and success (or failure) are the people you need to take through all four steps of the PRAM Model.
Planning for Positive Results - Know What You Want from the Customer- Again, this step might seem obvious, but it's one of those things that many people in selling do not do well.
Planning for Positive Results - Anticipate What the Customer Wants from You- In order to give a customer those things that are going to motivate him to give you what you want in return, you have to know what his wants and needs are. Unfortunately, research shows that anticipating another person's wants and needs is not something most of us do well.
As A Boss, You Can't Say Thank You Too Often- Some managers can be downright stingy when it comes to doling out "thank you's" to their employees for a job well done.
We Need To Give Failure More Respect: Success Can't Be Achieved Without It- One of life's more interesting paradoxes is this: Almost everyone wants to be a success while almost no one wants to fail. At the same time, it's the lessons we learn from our failures that pave the way to our successes.
A Proven Formula For Success- While nearly everyone has an opinion on what it takes to achieve success, there are very few proven formulas. Thomas J. Watson, the founder of IBM offers us this one:
We Are Born To Be Kind- Recently I read a book titled The Power of Kindness by a world renownd transpersonal psychologist named Piero Ferrucci.
The High Cost Of Poorly Trained Supervisors- In their book, The Invisible Employee, Adrian Gostick and Chester Elton estimate the cost of employee turnover in America to be 1.7 trillion dollars annualy.
Negative People Are A Luxury That Most Businesses Can't Afford- Negative people who make nasty comments to belittle or supress those around them are a tremendous drain on the productivity of a business.
A Lesson In Happiness From The Happiest Places In The World- A recent issue of "The Wall Street Journal" reviewed a book titled "The Geography of Happiness."
Speed of Trust by Stephen M.R. Covey- Speed of Trust by Stephen M.R. Covey
What Do I Do When I Get There? by Rod Collins- This book is an excellent guide for first time managers land supervisors.
It's Never Too Late To Change- Early in 2007, Tom Coughlin, head coach of the New York Giants of the National Football League, was in danger of losing his job.
Every Day Is Special, So Make Sure You Treat It That way- For over seven years Regina Brett was a columnist for the Beacon Journal in Akron, Ohio. During that time she was diagnosed and successfully treated for breast cancer.
Turn Your Customers Into Your Sales Force- Now available as a PDF Instant download for only $10 using any major credit card or your paypal account.
Stop Thinking And Start Doing- Many of us tend to over-think things rather than do them.
Carrying A Grudge Is A Very Costly Activity- People who carry grudges don't seem to understand the high personal costs they suffer as a result.
Many People Have Forgotten What It Takes To Have Fun- A number of studies have shown that many people are happier and more fulfilled in their offices than they are in their own homes.
Happiness Is A Journey, Not A Destination- The biggest lie on the planet is: When I get what I want, I'll be happy.
An Example Of An Effective Manager- I have been reading the manuscript of your new book Instant Turnaround. The concept is so simple, yet it's amazing how most people do not understand it or have time for it.
You Might As Well Embrace Change Because It's Going To Happen Anyway- It's truly amazing how many people resent even the smallest of changes.
Life Is About Giving; Not Taking- Over the years, I've had a number of people tell me that life is a game of "give and take."
Don't Let A "Garbage Truck" Ruin Your Day- Many people are like garbage trucks. They run around accumulating garbage in the form of frustration, anger, resentment and disappointment.
An Example Of A Great Reminder System- Saying "thank you" to someone for a job well done or paying them a compliment energizes that person which, in turn, makes you a more effective team leader, supervisor or manager.
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Now available as a PDF Instant download for only $10 using any major credit card or your paypal account.
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