Monthly Archives: September 2012

Wintripisms

I’ve recently been accused, positively so, that I have many “Wintripisms.” Here are four of my favorites: As a business owner or leader you get to choose what you do, as long as you don’t choose to do everything yourself. Recurring problems teach you what you do not want to learn. Just say no isn’t …

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Nice Person Syndrome

A year ago, I wrote about NPS – Nice Person Syndrome, a “condition” most managers have that causes inconsistent accountability. To help you assess if you have NPS, answer the following questions: 1. Are staff not held consistently accountable in your firm? 2. Do you come up with justifiable reasons when expectations are not met? …

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Shooting From the Hip

Gunslingers in the Wild West often lived another day by quickly grabbing their Colt 45’s to put an end to a threat with a bullet. Another type of gun slinging is happening daily across the globe as salespeople shoot from the hip in meetings with prospects and clients, relying on memory alone for the questions …

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Sales is No Longer a Numbers Game

For decades, people have treated sales as a numbers game, yet, this old-school mindset no longer fits current realities. In this podcast, Scott shares the Quality Quantitative Method, the current best practice for achieving high performance and better results.

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Will the Real Buyer Please Stand Up?

Like a predator disguised as an ally, there are numerous people out there posing as buyers who will consume your time and energy, leaving you with zero ROI for your effort. Yet, salespeople keep going back to these same people, over and over again, engaging in the irrational belief that it will somehow be different, …

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Care and Feeding of Your Voice

Whether you are a leader, salesperson, or even a customer sales rep, your voice is one of your primary business tools. Yet, many people take very poor care of this critical resource. In this podcast, Scott shares four simple steps for nurturing and developing your voice.

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The Power of Expectations

Do expectations really make a difference? Robert Rosenthal, the first psychologist to systematically study this with teachers and children, found there were IQ gains in students in whom they expected this outcome. In addition, as noted on NPR.com: “As Rosenthal did more research, he found that expectations effect teachers’ moment-to-moment interactions with the children they …

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Seduced by Possibility

Like Medusa turning a man to stone, many salespeople become frozen in place when they think they are about to land the “big one.” Poor sales production can often be tied to the lure of that one big account or a prospect that looks like the sure thing. Scott provides sage advice on how to overcome this issue.

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