A selection of the best of Dave’s Ezines from the past month.
“The customer is always right” is a nice cliché, but like every cliché, it is only partially true. Sometimes the customer is wrong, and sometimes he/she is a jerk. Just because he/she is a customer doesn’t give them the right to be abusive to you....
As a veteran sales trainer, I’ve often wrestled with this question: Why is it that some salespeople do so much better, in the long run than others of equal skill and competency? I’ve identified a number of reasons for that. Probably the most powerful and pervasive reason has to do with their unique set of beliefs...
That’s right. Serving, not selling. I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by your salespeople...
Over the years, I’ve developed some criteria for evaluating a compensation plan. Here’s one of them: A good compensation plan should be a win-win plan. That means, good for the salesperson and good for the company...
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“Never let a good crisis go to waste.” - We often see a crisis as a heavy, worrisome set of circumstances that threatens the status quo. It’s likely to create some significant change that could bring dire economic circumstances, shake up our comfortable routines, and open the door to a fuzzy but scary future.
A crisis is all of that. Yet, if we respond effectively, it can be a watershed event in our lives and the life of our business – changing our course and opening up a whole new future of greater challenge, greater capacity, greater wealth, and deeper and broader impact. And the crises you may be in right now may be a once-in-a-lifetime opportunity for you...
Featured Podcast:
The Power of an Elevator Speech
It is a well-thought-out, meticulously prepared, and memorized set of ideas that ultimately answer the question, “Why should someone spend time with you?”
Everyone needs a bit of inspiration, education, and motivation.
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