Uniquely Yours…

As I mentioned yesterday, when someone requires you to deliver ROI or TCO numbers as part of the red-tape process, the sale really isn’t based on ROI or TCO, but rather this is just a protocol the company has for vetting possible providers.  In most cases they will have a format or model for doing […]

White Board Correction!

I was somewhat embarrassed when one my long time friends and business associates contacted me last night to comment on yesterday’s white board post.  “I never use Power Point”, was his first comment…and I know he closes some very big deals.  But his second comment was a correction, and he’s absolutely right!  “Your competition will […]

How do “They” Choose “You”?

How will the next sales person be chosen? So how are sales people chosen in today’s market?  It used to be  that a friendly, enthusiastic person, who was able to find common ground through activities and interests had it made.  Frank Bettger wrote a powerful book many years ago called, How I raised myself from […]

Leverage the Competition

I’m amazed every time I fly.  The flight attendant thanks us, saying “We know you have a choice.”  The fact is I don’t really have a choice because I live in Charlotte.  And I can think of numerous cities I’ve been to that don’t have a choice either.  Generally there is one airline that works well […]