How Not to Turn Your Product into a Commodity

I was working in the office one afternoon when two salespeople from an office supply company walked in. After they introduced themselves, they wasted no time noticing the laser printer on my desk. One quickly stated, “I see you have the Brother 2170. I can save you money on your toner.” With a saddened look and tone, I asked, “Why do you have to be like that?”

They looked puzzled and one asked, “Like what?” I responded by saying, “You come into my office and insult me.” With a bemused look on his face he said, “I didn’t insult you. I just said I could save you money on your toner. You want to save money, right?” That statement only made it worse. [Read more…]

What is the Goal?

When I ask the entire sales department hierarchy, from the CEO to front line salespeople the question; “What is the goal,” the answers are not the same from everyone.  This can cause a lack of focus and collaboration from everyone trying to work together.

I recently attended a growing your business seminar with Alan Klapmeier as the keynote speaker and he defined personal success as 1) have a lot of fun, 2) make a lot of money and 3) change the world; and if you achieve 2 out of 3 you would be moderately successful.  If you only had one of them, you would have failed.  For instance, making a lot of money, but not having any fun or changing the world would be defined as an unhappy life.

Is that your definition of personal success?  Is there anything missing?  Take time to reflect.  (I will do the same and send an update if I find something.)

Let’s look at incorporating personal success and our professional career as a salesperson or CEO and answer to the question, “What is the Goal?”  [Read more…]

Sync or Sink

Salespeople and business owners risk sinking when their target is not defined and they try to be everything to everyone.  When a hunter goes deer hunting, how many pheasants do they bring home?  None.  The customers and clients you target will determine how successful your business will be in the future, because these prospects are in sync with your product offering. [Read more…]