Mark Cuban Reveals the Skill That Made Him Millions

Mark Cuban Reveals the Skill That Made Him Millions (and Is One Anyone Can Learn)

This is a great story that shows how those of us in sales have a real advantage. We know how to make money by working hard, understanding others, having confidence to do the scary things and keeping at it until you win.

http://www.inc.com/jeff-haden/mark-cuban-reveals-the-skill-that-made-him-millions-and-its-one-anyone-can-learn.html?cid=email

Why Marines Being Chosen for High Leadership Positions Eat Last?

A great lesson for all leaders, including sales managers.

https://www.linkedin.com/pulse/why-marines-being-chosen-high-leadership-positions-eat-chris-bolender

How often have you had a client 'discover' one of your offerings that you have presented to them several times? I thought of that today in Boston's North Station when someone commented on the large number of ads that were all from the same company. Banners for Forevermark diamonds hung everywhere!

People are busy and are filtering out messages that they believe they don't need. Our job is to find a way to break through so they can see what we have to offer.

Here are a few approaches that work:

1. Remind them often and in different ways.

2. Tie the offering to their current needs as they arise.

3. Combine multiple media, including email, txt and handouts.

4. Invite them to a special event focused on that offering.

5. Find someone else in the company who has an urgent need.

6. Include all relevant offerings in every proposal and renewal.

Be persistent, relevant and valuable and eventually they will hear your message.

Steve Waterhouse is a sales expert and coach.
waterhousegroup.com

We were standing outside of a restaurant in Boston' s North end last night when the family behind us called an Uber to get them home. The father looked at his young son and excitedly said, "Tommy, we are getting a Dodge! The little boy jumped up and down shouting 'We are getting a Dodge!' over and over again.

Simply through the power of his presentation, he had turned a board, frustrated child into a passionate, excited one.

As sales people, we have the same power and opportunity every day. Simply through the way we present our offerings, we can make an enormous difference in how others react.

Decide to be positive a share your excitement! You'll be amazed at the difference it makes.

Steve Waterhouse is a sales expert and coach.
Waterhousegroup.com

Interviewed by Dave Stein

January 12th, 2010

I was interviewed by sales expert Dave Stein for his wonderful blog, “Comentary on Sales”. It will give you a little more insight into our business and our clients. http://prfl.us/stein1

Read more about our sales training.