Thursday, October 25, 2012

A Good Referral

The best qualified, most inexpensive customer we can get is from a referral.

Since referrals are so valuable for our business, I want to make sure we can tell others exactly what we are looking for in a top customer.

We need to think about and then be able to quantify and express what we consider to be our optimal customer or job so that we can share this with others would like to help us by giving us qualified referrals.

People enjoy helping each other, but we have to be specific about the type of customer that can help us and we can help also.
For more information about my sales training and consulting programs visit my website at stevehoffacker.com.

Tuesday, October 23, 2012

Maintaining Our Strengths

We all have various natural abilities, talents, and skills. We have a predisposition to doing well in certain areas - even without much practice. We say that someone is "born with" a certain ability - meaning that they do well at it weven without much training or practice.

So when they focus on it, it becomes really good, and they become quite proficient with that skill or ability.

We should work on our strengths to make them even stronger and more reliable. They are strengths for a reason and we enjoy using those skills so it's not always a huge or unpleasant effort to work on those skills.

There is some thought that we need to work on the weaker areas of our life to make them stronger when it is the opposite that is true. We need to exploit and strengthen our strong attributes to make them that much better.

 

For more information about my sales training and consulting programs visit my website at stevehoffacker.com.

Saturday, October 13, 2012

Just Like Practice

Preparation is essential for a good performance. A musician or actor doesn't walk onstage without dozens of hours practicing the piece they are going to perform and years of apprenticeship and study to get to that point.

We're no different. We don't show up to give a sales presentation knowing nothing about our product, the competition, or our sales process.

Regardless of what endeavor it might be, practicing and rehearsing for all of the issues and conditions that might come up in a real life situation will prepare us so that we can take them in stride.
For more information about my sales training and consulting programs visit my website at stevehoffacker.com.

Tuesday, October 9, 2012

Stinging Is A Distraction

Interesting thing about bees. They aren't interested in bothering human closeness to what they are doing as long as there is not direct interference. They are totally focused on their work.

This is a fantastic illustration of what focus and concentration are. When bees are getting pollen from flowers - unless they are specifically interrupted or feel threatened in the performance of their mission - they don't seem to mind when we get close to their work.

They are far more interested in completing their assignment than they are in pursuing a distraction like us. Excellent lesson here to stay on task.


For more information about my sales training and consulting programs visit my website at stevehoffacker.com.