Within 12 feet

Wherever there is a poison (in your business), there is an antidote within twelve feet.

Can you see it?

Common Denominator

Salespeople meet with lots of people.  The common denominator in all these interactions is the salesperson.  

Sales will be made based on the attitude of the salesperson, not the attitude of the prospects.

What attitude do your salespeople have?

Relationships Rule

If you “know someone” who “knows you”, it has a huge impact on whether they or people they know will work with you in the future.  

Network.  Get to know lots of people.  Be friendly.  Make sure they know what you do.  Help them before you need help. Expand the number of people you know.  Touch base once in a while.  Call just to say hi.  Send a card (old school).  

Be a player.

You'll never graduate from this school

Self development is a school that has no graduation day, and in order to succeed, you must attend.

Who are you asking?

You need to ask the right questions.  Just as importantly, you need to ask the RIGHT PEOPLE the right questions.

What are your major challenges now, and WHO do you need to ask for advice? 

Are you communicating enough?

Are you meeting with the RIGHT groups of people in your organization enough to know what is happening and to influence the progress in a positive way?

A new "Super-Competitor"?

There are different ways to think about things….here’s one –

We can guess that federal government workers are paid more than private sector workers.  But can you guess by how much?

67% more.  Are you competing with the federal government for the best workers, with money they confiscated from you in the form of taxes?

Is that a fair fight?

Track it in public

What are you trying to make better in your business?  Sales of a particular product?  Lowering the cases of ________?  Reducing the cost of __________?  Increasing how many _________you get?

What gets measured gets influenced.  Post what you are measuring on a white board/flip chart for every team member to see.  Make it fun; have a contest or award around it’s accomplishment or improvement.

A Spore in Your Midst

There’s a hint of an idea floating around in your business.   It’s a theme thus far so subtle, that you have to slow down and be quite perceptive to notice it.  If allowed to grow, it’s a powerful new paradigm for your organizations growth and future competitiveness.  

Catch it and execute.

The consumers corollary

If you want to be able to buy more for your own reasons, you have to get more people to buy from you for their own reasons.

Your buying power consists of your supplying power.