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Name of author Rick Baker, P.Eng.

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With the pressing of all those buttons, the 30-Second Elevator Speech is going down.

by Rick Baker
On Nov 23, 2018

The Thinking Behind The Tweet

As you no doubt have noticed, there's been quite a bit of growth in the area of social media. This is impacting on good-old-fashioned sales work. The sales gurus are now recommending a 17 or 18 second Elevator Speech [AKA - 30-Second Commercial...or, should I say 17- or 18-Second Commercial?].

I favour shrinking the Elevator Speech to zero and, if and when the time is right to sense & catch attention, using words less canned and more natural.

Tags:

Humour | Sales | Thought Tweets

How do you psych yourself up for that really important sales call? Special clothes? Self-talk? Loud music?

by Rick Baker
On Oct 27, 2018

The Thinking Behind the Tweet

The sales gurus have lots of ideas. But, never mind that for now. This Sales Tweet is about self-analysis. What do you do to psych yourself up when lots of chips are on the buyer-seller table? Think about each thing you do and when you do it. Think about the details of these things. Get a piece of paper and write down at least 3 things. Think about - WHY?

How To Create A Real Scary Sales Monster [a recipe]

by Rick Baker
On Oct 19, 2018

The Thinking Behind The Tweet

I created a real scary sales monster.

Really, I am not 100% sure how I did it.

I just know I did it.

Actually, I did it more than once in my career.

I somehow created some high-octane sales beasties that were real scary.

While I don't have the exact recipe I do know the key ingredients and the key process steps:

1.     Take 2 big egos - make sure one is your own and the other junior [junior, in the hierarchical sense or you will not be able to claim credit for the creation of the Sales Monster]

2.     Apply some loud volume.

3.     Blend the big egos together harshly with some lofty goals.

4.     Send the junior ego out to the field under very-tight time deadlines.

5.     Allow a free run for a few days.

6.     Voila - a Sales Monster.

[bon appetit]

Tags:

Humour | Sales | Thought Tweets

Ambiguity poisons profitability.

by Rick Baker
On Jun 9, 2017

The Thinking Behind The Tweet

Confused sellers struggle to sell.

Confused buyers struggle to buy.

Confused technicians struggle to perform.

In so many ways, ambiguity thwarts the possibility of earning profits.

Curiosity & Attention to Detail...big parts of the cure.

 

Tags:

Leaders' Thoughts | Sales | Thought Tweets

People want to hear positive messages…give them what they want...deliver some positive messages.

by Rick Baker
On May 26, 2017

The Thinking Behind the Tweet

We tested positive and negative marketing messages. We tried both "in these tough economic times" and "to build for the future". We found our positive messages were twice as successful as our negative messages. So we work to keep our communications on the positive side of centre.

Are you still trying to close that sale? Is your Persistence based on accurate thinking or denial?

by Rick Baker
On Apr 28, 2017

The Thinking Behind the Tweet

When does persistence become the wrong thing to do? 

There are differing views: we discussed this at the Thought Post called ‘The Eighth Step Toward Riches or The First Mental Trap’ 

 When should the sales person draw the line…pull the plug? 

Ideally, this should happen when two things align: 

1. Your gut feel tells you ‘It is over.’ 
2. Your accurate thinking tells you ‘It is over.’ 

That’s much easier said than done. 

But, like all other aspects of sales…it is a talent that can be learned & honed.

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