Global warming … arguably, one of the most important challenges of our time. Whether or not the concept is real, though, everyone knows what it is and most people are concerned about it. Politicians stake their campaigns on fighting global warming, non-profits build reputations collecting money to stave of disaster. We teach the idea in our schools and discuss it in coffee shops drinking an ‘organic’ and ‘sustainable’ blend. [Read more...]
Oct
17
Book Content Follow-up
This is a quick follow-up to discuss my intent with and your reaction to Wednesday’s post.
First of all, I want you to know that I am trying specifically to create edgy content. At the same time, I don’t want anything too offensive. If any of the images or metaphors I use are too far over the line, please let me know so I can choose something else.
Wednesday’s post was a preview of what either the first chapter or the introduction in this new book will be. It will discuss at the most basic level the concept of selling within the context of sex. Later chapters will delve deeper into sales processes and tie them with additional sexual metaphors. This is meant not just to entertain you, the reader, but to create a powerful mental image of how to sell and why to work in a specific way.
For example: If I were to tell you that relationship building is important, maybe 50% of potential readers would get the message. If I tell you the same thing with regards to sex and related it back to selling, a far higher percentage of potential readers will get the message. My goal is for nearly everyone (if not all) to take something useful away from the content.
e-Bomb, you asked specifically what I would say to new salespeople pressured by their managers to get sales now. In that case, I would recommend two different paths of action:
- Sell the manager on the idea of creating a long-term relationship with the customer. No manager wants to hear about their staff taking their time on a sale, but if you can explain the black and white difference this process creates in your bottom line, they’ll be more likely to give you the extra week or so you need.
- Divide clients into two groups: immediate sales and long-term customer. Just because I encourage you to focus on creating long-term customers, that doesn’t mean you can’t have a few quickies, too. As another friend put it through Twitter, “sometimes you WANT a one night stand!” This is true, and it won’t kill your sales process, just don’t make it a habit.
I will always recommend option 1 over option 2, just be sure to recognize what tools you have at your disposal.
Coming next week …
Monday – Marketing update
Wednesday – MORE BOOK CONTENT
Friday – Discussion of Wednesday’s post
Oct
13
Bureaucracy
Humans are messy creatures. We create piles of work that needs to be done, piles of work that’s already done, and piles of work that we never want to do. Our work spaces are cluttered, ineffective, and downright … comfortable. Let’s face it, we like to be surrounded by a little disorder once in a while; it feels natural. [Read more...]
Oct
08
We’ve got incoming!
Quick update today just to let you know what’s coming down the pipe in the future. For the next month, I’ll be trying out content for an upcoming book. There are two directions I’d like to go in, and I want to see which is more pertinent to you before I make a commitment. So, here is the update schedule for the remainder of October: [Read more...]
Oct
06
A test of patience
Patience is a virtue, particularly if you’re making something that takes time. I happen to bake bread, and I’m always amazed at how the process for each loaf is slightly different. I rarely use all of the 4 cups of flour called for in the recipe, and I have to let the dough rise to a certain size, not just for a certain amount of time. [Read more...]
